Multivariate statistics in industrial marketing management: A practitioner tool kit

Much published work over the years has pointed to the differences between business-to-consumer (B2C) and business-to-business (B2B) marketing. An undesirable by-product of this sometimes misdirected distinction is that managers working within B2B environments have generally not considered the use of what are seen as B2C techniques, such as multivariate statistical analysis. This article is structured in three parts. First, the argument for the similarities between B2B and B2C marketing is developed; second, three different multivariate statistical techniques are presented and combined to form a practical tool kit for use by B2B managers on strategic, operational, and tactical levels; and third, the results of an application of the techniques in the life science research chemicals industry is reported, demonstrating that the tool kit substantially enhanced managerial understanding of customer decision processes.     

Tasks and Organizations: A Signal Detection Model of Organizational Decision Making

This paper presents a mathematical model to study the joint impact of organizational design and of the task environment on the decision performance of hierarchical organizations with limited internal communication. The problem context is a special class of distributed situation assessment problems, where possible patterns of binary variables are to be classified on the basis of partial and noise-corrupted information. Structural properties of tasks and organizations are described using a graph formalism, and optimal decision strategies at all decision makers are determined. Organizational expertise is characterized in the form of a Team Relative Operating Characteristic (TROC) curve, thereby replacing the organization by an equivalent single decision maker. Implementing the model, issues of task decomposition and the process of matching organizations with tasks are discussed.     

The Monetary Multiplier

After modelling the circulation of money as a Markov chain, a special multiplier is set up, explained and investigated. It describes, in mathematical terms, the enlivening course of new money, or the propagation of a monetary injection into a given economy, which David Hume inspected in his famous essay. Some explanation is given to why he considered it, justly, as a transitory phenomenon.     

Targets,indicators and milestones

Area-based initiatives are a major feature of the new public policy agenda of the Labour government in the UK. They are aimed at key policy goals of combating social exclusion and improving the operation of public services, through the encouragement of partnership and participation. However, the delivery of programmes has been heavily influenced by performance management and the use of targets, indicators and milestones to monitor activity. This is creating contradictory pressures on the managers and practitioners within programmes. These issues are discussed and their impact in one area-based activity (the Health Action Zones) is explored.     

Efficient learning via simulation: A marginalized resample-move approach

In state–space models, parameter learning is practically difficult and is still an open issue. This paper proposes an efficient simulation-based parameter learning method. First, the approach breaks up the interdependence of the hidden states and the static parameters by marginalizing out the states using a particle filter. Second, it applies a Bayesian resample-move approach to this marginalized system. The methodology is generic and needs little design effort. Different from batch estimation methods, it provides posterior quantities necessary for full sequential inference and recursive model monitoring. The algorithm is implemented both on simulated data in a linear Gaussian model for illustration and comparison and on real data in a Lévy jump stochastic volatility model and a structural credit risk model.     

Transformational Leadership: Managing the Twenty‐First Century Sales Force

In today's more diverse sales organizations, sales managers face important interpersonal challenges to achieving high‐quality relationships, which result in better performance within their sales force. In this article, it is argued that cultural distance can negatively influence sales manager and sales subordinate relationships. The quality of these relationships ultimately influences the level of effort that sales subordinates exert toward achieving organizational sales goals. However, despite the potential obstacle of cultural distance, sales managers can utilize transformational leadership as a means to mitigate its adverse effects on one‐to‐one relationships with members of the sales force.     

Comparing the patronage selection criteria of the elderly: chronological age versus dependency

This study investigates the impact of the degree of retailer international involvement (DRII), which we define as the number of geographic regions in which a retailer operates, on retailer performance. The data cover 16 international retailers over the period 1996–2012. The findings of the study show that DRII is negatively related to retailer performance. We also find that the cultural distance between the home and host country moderates the relationship between DRII and retailer performance.