Many of the models and approaches outlined in other chapters of this book address single marketing issues (promotional spending, pricing, salesforce deployment, etc.) within the context of any organization where other factors are assumed constant. For the most part, such approaches are 'bottom-up', and closely akin to the operational philosophy of traditional ORIMS. Consider, in contrast, a lar...

Multi-modality is a domain which is study since several years in HCI area. In this paper, we approach this domain under a new point of view, those of the e-Marketing, and so in an industrial framework. Thus, we investigate real issues of E-Marketing with well-known technical in HCI. The multi-modal notion can be compared to the multichannel one used in e-Marketing. That’s why a part of our work...

Marketing departments handles with a great volume of data which are normally task or marketing activity dependent. This requires the use of certain, and perhaps unique, specific knowledge background and framework approach. Database marketing provides in depth analysis of marketing databases. Knowledge discovery in database techniques is one of the most prominent approaches to support some of th...

OBJECTIVE Although numerous studies describe the quantity and nature of tobacco marketing in stores, fewer studies examine the industry's attempts to reach youth at the point of sale. This study examines whether cigarette marketing is more prevalent in stores where adolescents shop frequently. DESIGN, SETTING, AND PARTICIPANTS Trained coders counted cigarette ads, products, and other marketin...

The purpose of this paper is to illustrate how marketing instructors can prepare students for the real world of dynamic, even hyper-kinetic, competition by teaching resource-advantage (R-A) theory of competition. Accordingly, this paper reviews the problem of marketing students’ lack of preparation for real-world, dynamic competition which is a result of the static-equilibrium focus of the theo...

Customer response is a crucial aspect of service business. The ability to accurately predict which customer profiles are productive has proven invaluable in customer relationship management. An area that has received little attention in the literature on direct marketing is the class imbalance problem (the very low response rate). We propose a customer response predictive model approach combini...

The benefi t of managing customer relationship by inputs (acquisition and retention costs) and outputs (revenues) for each customer is that marketing managers can better prioritise their efforts by examining the return on marketing investment and thus better differentiate customers by their relative benefi ts and costs. Valuing customers and measuring marketing effect using only direct fi nanci...

A basic tenet in modeling preference behavior is that individuals differ in the ways they perceive and evaluate choice options. Latent-class analysis provides a parsimonious and flexible approach to represent these taste differences. This method decomposes a heterogeneous population of decision-makers into several homogeneous classes or subpopulations. Each decision-maker is assigned to one of ...

Managers often hope to obtain long-term benefits with temporary marketing actions, especially for brands that are currently small. However, academic research implies their chances are slim: fewer than 5% of marketing actions generate permanent sales effects. Yet extant research has examined brands with similar characteristics, thus implicitly assuming that the brand itself carries no influence ...