A new marketing segmentation approach based on marginal individual utilities: applying CRM is not a chimera anymore

In the advent of Customer Relationship Management, a more accurate profile of the consumer is needed. The objective of this paper is to show the usefulness of knowing consumer’s complete utility function through his/her marginal utilities. This approach allows one to form groups of individuals with similar preferences (as traditional segmentation methods do) and to treat them individually (which represents an advance). The empirical application is carried out, on a sample of 2,127 individuals, in the context of tourism, where the customer relationship management philosophy is gaining more and more relevance.

Lecciones aprendidas gamificando cuando aún no se llamaba gamificación

El término gamificación está de moda. Los gurús la sitúan como una tecnología emergente y disruptiva, que cambiará muchas de nuestras experiencias en campos tan alejados de los juegos como el empresarial, el marketing y la relación con los clientes. Y el entorno educativo no escapará a ello. En este artículo presentamos la experiencia de un grupo de profesores preocupados por la docencia, que llevamos años experimentando con los videojuegos y las experiencias lúdicas, y que de repente nos hemos encontrado con el término gamificación. Estas son las lecciones que hemos aprendido, que podemos enmarcar en el campo de la gamificación en educación, pero que derivan de una experiencia práctica, de un análisis desmenuzado y de una reflexión concienzuda. Pretendemos mostrar qué es lo realmente importante y qué puntos debemos tener en cuenta los profesores antes de lanzarnos al diseño gamificado de nuestra propuesta docente.

A Construction Management Framework for Mass Customisation in Traditional Construction

A Mass Customisation model is discussed as a competitive positioning strategy in the marketplace adding value to the customer’s end-use. It includes the user as part of the construction process responding to the customer’s demands and wishes. To the present day, almost all proposals for Mass Customisation have been focused on the design phase and single family houses. The reality is that the processes carried out in the work execution are so inefficient that the costs of the Mass Customisation models are assumed by the customer and they do not offer solutions that support the change management. Furthermore, this inefficiency often makes Mass Customisation unfeasible in terms of deadlines and site management. Therefore, the present proposal focuses on achieving the paradigm of Mass Customisation in the traditional residential construction complementary to the existing proposals in the design phase. All this through the proposal of a framework for the integral management in the work execution, which will address change management introduced by the users offering an efficient and productive model that reduces costs in the process. This model will focus on the synergy between different strategies, techniques and technologies currently used in the construction management (such as Lean Construction or Six Sigma), together with, other strategies and technologies that have proven to be valid solutions in other fields (such as Business Process Management, Service Oriented Architecture, etc.).