A look at how industrial customers make purchase decisions. Understanding why and how customers make purchase decisions is vital to maximizing profitable sales, developing new products, growing companies and developing predic-tive sales models. Many sales managers and salespeople have prescribed rules of thumb or rubrics that detect and analyze " buying signals, " but these are rarely tested an...

Organizations have used Customer Lifetime Value (CLV) as an appropriate pattern to classify their customers. Data mining techniques have enabled organizations to analyze their customers’ behaviors more quantitatively. This research has been carried out to cluster customers based on factors of CLV model including length, recency, frequency, and monetary (LRFM) through data mining. Based on LRFM,...

Purpose: The study aims to examine the mediating role of customer accounting information used in relationship between intensity competition, marketing orientation, accounting, and operational performance case Vietnamese enterprises. Theoretical framework: research model is inherited from Guilding McManus (2002), Gupta Lehmann (2003), Pfeifer et al. (2005) about usefulness business performance. ...

Providing good service quality is of great strategic importance in the management any organization. Besides ensuring excellent clinical care, hospitals should also focus on providing to their patients and visitors. The findings from this study could provide useful information as how better manage services harness technologies enhance quality. shows that there still a lot room for improvement he...

Some recent large scale studies on residential networks (ADSL and FTTH) have provided important insights concerning the set of applications used in such networks. For instance, it is now apparent that Web based traffic is dominating again at the expense of P2P traffic in lots of countries due to the surge of HTTP streaming and possibly social networks. In this paper we confront the analysis of ...

The dissertation considers the heterogenity of firms. It consists of a theoretical and an empirical part. In the theoretical part it is examined to what extent asymmetries between customers have an impact on firm behavior. In the empirical part, the author analyzes the level of heterogeneity of firm performance within industries. Chapter 1 introduces the reader into the topic of firm heterogene...