An Approach to Support Negotiation Processes with Imprecise Information Multicriteria Additive Models

This paper discusses the possible uses of the VIP (Variable Interdependent Parameters) Analysis software and methodology in negotiation support. VIP Analysis is a decision support tool that incorporates complementary approaches to deal with the aggregation of multi-criteria performances under imprecise information. Its purpose is to support the evaluation of a discrete set of alternatives according to multi-attribute additive value functions. We propose extensions of the methodology of VIP Analysis to address explicitly the differences among the actors in terms of the weights space.     

Exploring the influence of three types of grocery retailer loyalty programs on customer affective loyalty

Loyalty programs have become a key tool in retailer marketing strategies. In order to manage client heterogeneity adequately, companies have implemented different types of programs: reward programs (RP), loyalty cards (LC) and VIP programs. This paper explores the effects of these three types of programs and provides a comparative analysis of the influence that these three types of programs have on the affective loyalty towards the retailer of customers participating in them. Results show that VIP programs are the most effective in achieving customer affective loyalty, whilst people taking part in reward programs and loyalty card schemes evidence no differences in their affective loyalty towards the store. It can thus be concluded that clients who are loyalty card holders do not value the intangible rewards (preferential treatment) they receive from the store.     

T 电信公司营销虚拟团队的形成与管理

Virtual marketing teams have emerged in T Company, a regional branch of China Telecom, and led to tremendous success in recent years. It is beneficial to explore the reasons behind such a phenomenon and to identify the factors leading to high performance. Investigating these issues also helps deepen our understanding of managerial experience and some important organizational changes that Chinese state-owned enterprises are going through. In this case study, analysis of the characters of high performing virtual marketing teams in T Company concentrates on four main team processes, namely virtuality and communication, personnel selection, trust, and motivation. Key factors contributing to the team’s high performance are analyzed, and the implications of the results for management and future research directions are also discussed.      

差异化服务的公共经济学分析——由“VIP”现象引发的稀缺资源分配的思考

当前,公共服务行业为高端客户提供差异化服务的"VIP"现象有日益泛滥的趋势.提供这种产品不仅加剧了稀缺公共资源的拥挤性,还将部分人的"私权"凌驾于社会"公权"之上,违背了公共服务资源的公平分配原则,与和谐社会的主旨相悖.该问题的经济、社会性质决定了不能完全依靠市场途径解决,政府必须负起责任来,尤其应通过立法、监管等保证公共服务资源提供、分配中的公平、合理.