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...

Original scientific paper CNC machine tool is a symbol of advanced manufacturing technology. The introduction of modular design into the design processes of CNC machine tool has important theoretical and practical value. Combining modular design with case-based reasoning (CBR), this paper puts forward one method of module configuration design. The key technologies including the transformation o...

In the new economy, firms are willing to pay abundant premiums for the significant entrepreneurial capacities of management and staff in order to develop, build, protect, transfer and integrate knowledge. Although companies and scholars have indeed recognized the value of knowledge management, they have not generally included customer, supplier, and competitor knowledge, preferring to emphasize...

The extension of businesses to incorporate the provision of function as a service in supplement to standalone products is an ongoing movement in manufacturing industry. In short, this means that the development intent should be guided by the need of ‘performance in use’ that the customer wants, e.g. thrust rather than an engine. By this, the established knowledge base challenges the development...

One of the most important problems in product design using quality function deployment is how to capture true customer requirements. In this research, we develop systematic methods, processes, and techniques for eliciting complete, consistent, nonredundant, and true customer requirements from multiple perspectives. It covers from requirements acquisition, requirements extraction to requirements...

Firms using online advertising regularly run experiments with multiple versions of their ads since they are uncertain about which ones are most effective. Within a campaign, firms try to adapt to intermediate results of their tests, optimizing what they earn while learning about their ads. But how should they decide what percentage of impressions to allocate to each ad? This paper answers that ...

The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we study how to best communicate with a database of customers, taking into account that customers are able ...