The impact of different price promotions on customer retention

This paper investigates the impact of different price promotion effects regarding two different types of service cost (i.e., a joining fee vs. a monthly fee) on retention intentions for new customers in the long-term service industry. Based on the depreciation curve, mental accounting, and the escalation of commitment theory, we predict that customers’ retention intentions will be higher when they start using a service with a free monthly fee promotion rather than when they start it with a free joining fee promotion. This expectation was confirmed by five studies; experiments, customer survey, and secondary data. The theoretical and managerial implications are also discussed.     

How do alternative strategic orientations influence social media performance?

Increasingly organisations are using social media due to its advantages over traditional media however, its successful implementation has been problematic. To address this issue this study drew from the organisational orientation literature to examine alternate frameworks for implementation. Survey data were obtained from senior marketers from various Australian industries and structural equation modelling was used to test the hypothesised relationships. The study identified the components of alternate strategic orientations which were positively or negatively related to social media performance. The contribution of the study is to identify how the different emphasis within market, entrepreneurial and e-marketing orientations impact social media performance in terms of customer retention and customer acquisition. Implications for theory and practice are provided. Finally, research limitations and future research suggestions are presented.     

The factors influencing entry level airline pilot retention: An empirical study of Ryanair

Pilot retention has been a significant concern for airlines that find it difficult to recruit and maintain pilots who are classified as high skilled employees. The aim of this research is to determine the factors that influence pilot retention and investigate if these factors differ based on gender, age and level of commercial flying experience of pilots. A mixed methods approach was used. Quantitative information was collected via an online survey sent to 394 Ryanair pilots. Nine in-depth expert interviews were conducted. The pilots ranked, in order of importance, a number of retention-influencing factors spanning seven areas, identified with the help of interviewees and secondary research. The results of the survey indicate that the most important retention influencing factors are being based at home, working a fixed roster pattern for a financially stable airline, being paid a competitive salary and having job security. This research provides qualitative evidence that airlines can use to develop or update their financial and non-financial benefits packages and where necessary, amend work practices and maximise pilot motivation to stay.     

交易中所有权保留若干问题探讨

《中华人民共和国合同法》第一百三十四条首先在立法上确立了所有权保留制度。该制度以价金清偿完毕作为所有权转移的停止条件,买受人提前享有对标的物的占有和用益,出卖人以作为物权的所有权保障其价金债权。然而,我国有关所有权保留的法律规范仍缺乏体系化与可操作性,同一法律部门下的法律条文存在冲突。通过对所有权保留法律性质的考察,结合德国民法理论与我国现实立法,得出三个基本结论:(1)所有权保留法律性质为附停止条件的物权行为,能否产生物权变动的效果不影响买卖合同无条件生效。(2)担保理论仅在功能上体现了所有权保留的特征,不能替代附停止条件物权行为理论。(3)无论买受人是否行使回赎权,出卖人行使取回权则导致合同解除。     

Using performance management to win the talent war

The talent war is a 21^st-century reality whereby organizations of all sizes, across all industries, compete to hire and retain scarce human capital. The talent war is fierce because there are few individuals within each industry who are considered top human capital such that there is not enough to go around, and these top performers generate a great deal of revenues, profit, and overall success for their organizations. In this installment of Human Performance, we describe the nature of the talent war and reasons why winning it is crucial for organizational competitiveness, sustainability, and survival. We discuss how implementing a performance management system can help organizations win the talent war by retaining these coveted top performers. Specifically, we offer the following research-based recommendations for using performance management to (1) create and maintain individualized developmental plans; (2) ensure that work is challenging, interesting, and meaningful; (3) provide clear advancement opportunities, and (4) implement contingent rewards. Implementing these recommendations can turn performance management into an effective tool to retain top talent and prevent competitors from stealing a firm's crucial source of competitive advantage.     

Is retention beneficial to low-achieving students? Evidence from Portugal

The role of retention as an educational tool to overcome under-achievement is a hotly debated issue, especially given that the results in the literature are not consensual. The Portuguese case is particularly well suited to study this issue: all students must take standardized national exams at specific grades. Moreover, the available dataset tracks the performance of students over time. Therefore, we are able to measure the impact of students’ retention on their subsequent academic performance since we can control for each student’s initial level of ability at the moment of retention. We use a propensity score matching approach, in which retained and promoted 4th grade students are matched according to their socioeconomic characteristics and the scores obtained in national exams. To address potentially remaining endogeneity biases, we also use the culture of retention at school level as an instrumental variable. The results suggest that in some situations retentions may have on average a positive impact on future achievement. However, in the cases where statistically significant impacts are found, the estimated magnitudes are relatively small. Our results are relevant for countries with high retention rates that are considering alternative educational policies to promote students’ achievement.     

羟丙基三甲基氯化铵壳聚糖在化妆品中的应用研究

用2，3-环氧丙基三甲基氯化铵对壳聚糖进行改性，采用不同反应条件制备了一系列不同取代度的羟丙基三甲基氯化铵壳聚糖(HACC)。通过红外光谱、核磁共振谱对结构进行表征，IR谱图分析证实以N上取代为主。研究了产物的取代度、吸湿保湿性、抗菌性、pH稳定性、与表面活性剂的配伍性。     

基于网络经济的顾客保留策略

通过网络营销的交互性和良好的顾客服务手段,增进顾客关系成为网络营销取得长期效果的必要条件。顾客保留对于开发顾客的长期价值具有至关重要的作用,以顾客保留为核心的营销方式成为企业创造和保持竞争优势的重要策略。     

Dividend payout and executive compensation: theory and evidence

Bhattacharyya (2007 ) develops a model in which compensation contracts motivate high‐quality managers to retain and invest firm earnings, while low‐quality managers are motivated to distribute income to shareholders. In equilibrium, the model shows that there is a positive (negative) relationship between the earnings retention ratio (dividend payout ratio) and managerial compensation. Results of tests of US data show that executive compensation is positively (negatively) associated with earnings retention (dividend payout). Our results indicate that corporate dividend policy is perhaps best understood by considering the payout ratio (dividends divided by earnings), rather than the level of cash dividends alone.     

Customer retention and price matching: The AFPs case

Understanding the long-term price matching effects on CLV is important in evaluating the effectiveness of these policies in stimulating customer retention. In industries with low brand differentiation and low customer involvement (e.g., private pension system), it can be seen that choosing a brand is based on inertia. The objective of this article is to analyze the convenience for the firm of improving customer retention, by matching the lowest price in the Chilean private pension system. Results suggest that matching the industry's price leader reduces the firm's CLV, thus diminishing firm incentives to make this marketing effort.