Customer Evolution in Sales Channel Migration

This research has been triggered by an emergent trend in customer behavior: customers have rapidly expanded their channel experiences and preferences beyond traditional channels (such as stores) and they expect the company with which they do business to have a presence on all these channels. This evidence has produced an increasing interest in multichannel customer behavior and it has motivated several researchers to study the customers’ channel choices dynamics in multichannel environment. We study how the consumer decision process for channel choice and response to marketing communications evolves for a cohort of new customers. We assume a newly acquired customer’s decisions are described by a “trial” model, but the customer’s choice process evolves to a “post-trial” model as the customer learns his or her preferences and becomes familiar with the firm’s marketing efforts. The trial and post-trial decision processes are each described by different multinomial logit choice models, and the evolution from the trial to post-trial model is determined by a customer-level geometric distribution that captures the time it takes for the customer to make the transition. We utilize data for a major retailer who sells in three channels – retail store, the Internet, and via catalog. The model is estimated using Bayesian methods that allow for cross-customer heterogeneity. This allows us to have distinct parameters estimates for a trial and an after trial stages and to estimate the quickness of this transit at the individual level. The results show for example that the customer decision process indeed does evolve over time. Customers differ in the duration of the trial period and marketing has a different impact on channel choice in the trial and post-trial stages. Furthermore, we show that some people switch channel decision processes while others don’t and we found that several factors have an impact on the probability to switch decision process. Insights from this study can help managers tailor their marketing communication strategy as customers gain channel choice experience. Managers may also have insights on the timing of the direct marketing communications. They can predict the duration of the trial phase at individual level detecting the customers with a quick, long or even absent trial phase. They can even predict if the customer will change or not his decision process over time, and they can influence the switching process using specific marketing tools

La governance della società di capitale a base familiare: "Protocolo Familiar" e Patti di Famiglia

Family businesses have acquired a very specific gravity in the economy of occidental countries, generating most of the employment and the richness for the last ages. In Spain Family Businesses represent the 65% about the total of enterprises with 1,5 million companies. They give employment to 8 million people, the 80% of the private employment and develop the 65% of the Spanish GNP (Gross National Product). Otherwise, the family business needs a complete law regulation that gives satisfaction to their own necessities and challenges. These companies have to deal with national or international economic scene to assure their permanency and competitiveness. In fact, the statistics about family companies have a medium life of 35 years. European family businesses success their successor process between a 10 and 25%. It’s said: first generation makes, second generation stays, third generation distributes. In that sense, the Recommendation of the European Commission of December 7º 1994 about the succession of the small and medium companies has reformed European internal orders according to make easier successor process and to introduce practices of family companies’ good government. So, the Italian law, under the 14th Law, February 2006, has reformed its Covil Code, appearing a new concept, called “Patto di famiglia”, wich abolish the prohibition as laid dwon in the 458 article about successors’ agreements, admitting the possibility that testator guarantees the continuity of the company or of the family society, giving it, totally or in part, to one or various of its descendents. On other hand, Spain has promulgated the 17th Royal Decree (9th February 2007), that governs the publicity of family agreements (Protocolos familiars). These “protocolo familiar” (Family Agreement) are known as accord of wills, consented and accepted unanimously of all the family members and the company, taking into account recommendations and practices of family company’s good government.

Modellazione multibody di veicoli ferroviari: sviluppo ed implementazione di modelli innovativi per l'analisi del contatto ruota - rotaia

The wheel - rail contact analysis plays a fundamental role in the multibody modeling of railway vehicles. A good contact model must provide an accurate description of the global contact phenomena (contact forces and torques, number and position of the contact points) and of the local contact phenomena (position and shape of the contact patch, stresses and displacements). The model has also to assure high numerical efficiency (in order to be implemented directly online within multibody models) and a good compatibility with commercial multibody software (Simpack Rail, Adams Rail). The wheel - rail contact problem has been discussed by several authors and many models can be found in the literature. The contact models can be subdivided into two different categories: the global models and the local (or differential) models. Currently, as regards the global models, the main approaches to the problem are the so - called rigid contact formulation and the semi – elastic contact description. The rigid approach considers the wheel and the rail as rigid bodies. The contact is imposed by means of constraint equations and the contact points are detected during the dynamic simulation by solving the nonlinear algebraic differential equations associated to the constrained multibody system. Indentation between the bodies is not permitted and the normal contact forces are calculated through the Lagrange multipliers. Finally the Hertz’s and the Kalker’s theories allow to evaluate the shape of the contact patch and the tangential forces respectively. Also the semi - elastic approach considers the wheel and the rail as rigid bodies. However in this case no kinematic constraints are imposed and the indentation between the bodies is permitted. The contact points are detected by means of approximated procedures (based on look - up tables and simplifying hypotheses on the problem geometry). The normal contact forces are calculated as a function of the indentation while, as in the rigid approach, the Hertz’s and the Kalker’s theories allow to evaluate the shape of the contact patch and the tangential forces. Both the described multibody approaches are computationally very efficient but their generality and accuracy turn out to be often insufficient because the physical hypotheses behind these theories are too restrictive and, in many circumstances, unverified. In order to obtain a complete description of the contact phenomena, local (or differential) contact models are needed. In other words wheel and rail have to be considered elastic bodies governed by the Navier’s equations and the contact has to be described by suitable analytical contact conditions. The contact between elastic bodies has been widely studied in literature both in the general case and in the rolling case. Many procedures based on variational inequalities, FEM techniques and convex optimization have been developed. This kind of approach assures high generality and accuracy but still needs very large computational costs and memory consumption. Due to the high computational load and memory consumption, referring to the current state of the art, the integration between multibody and differential modeling is almost absent in literature especially in the railway field. However this integration is very important because only the differential modeling allows an accurate analysis of the contact problem (in terms of contact forces and torques, position and shape of the contact patch, stresses and displacements) while the multibody modeling is the standard in the study of the railway dynamics. In this thesis some innovative wheel – rail contact models developed during the Ph. D. activity will be described. Concerning the global models, two new models belonging to the semi – elastic approach will be presented; the models satisfy the following specifics: 1) the models have to be 3D and to consider all the six relative degrees of freedom between wheel and rail 2) the models have to consider generic railway tracks and generic wheel and rail profiles 3) the models have to assure a general and accurate handling of the multiple contact without simplifying hypotheses on the problem geometry; in particular the models have to evaluate the number and the position of the contact points and, for each point, the contact forces and torques 4) the models have to be implementable directly online within the multibody models without look - up tables 5) the models have to assure computation times comparable with those of commercial multibody software (Simpack Rail, Adams Rail) and compatible with RT and HIL applications 6) the models have to be compatible with commercial multibody software (Simpack Rail, Adams Rail). The most innovative aspect of the new global contact models regards the detection of the contact points. In particular both the models aim to reduce the algebraic problem dimension by means of suitable analytical techniques. This kind of reduction allows to obtain an high numerical efficiency that makes possible the online implementation of the new procedure and the achievement of performance comparable with those of commercial multibody software. At the same time the analytical approach assures high accuracy and generality. Concerning the local (or differential) contact models, one new model satisfying the following specifics will be presented: 1) the model has to be 3D and to consider all the six relative degrees of freedom between wheel and rail 2) the model has to consider generic railway tracks and generic wheel and rail profiles 3) the model has to assure a general and accurate handling of the multiple contact without simplifying hypotheses on the problem geometry; in particular the model has to able to calculate both the global contact variables (contact forces and torques) and the local contact variables (position and shape of the contact patch, stresses and displacements) 4) the model has to be implementable directly online within the multibody models 5) the model has to assure high numerical efficiency and a reduced memory consumption in order to achieve a good integration between multibody and differential modeling (the base for the local contact models) 6) the model has to be compatible with commercial multibody software (Simpack Rail, Adams Rail). In this case the most innovative aspects of the new local contact model regard the contact modeling (by means of suitable analytical conditions) and the implementation of the numerical algorithms needed to solve the discrete problem arising from the discretization of the original continuum problem. Moreover, during the development of the local model, the achievement of a good compromise between accuracy and efficiency turned out to be very important to obtain a good integration between multibody and differential modeling. At this point the contact models has been inserted within a 3D multibody model of a railway vehicle to obtain a complete model of the wagon. The railway vehicle chosen as benchmark is the Manchester Wagon the physical and geometrical characteristics of which are easily available in the literature. The model of the whole railway vehicle (multibody model and contact model) has been implemented in the Matlab/Simulink environment. The multibody model has been implemented in SimMechanics, a Matlab toolbox specifically designed for multibody dynamics, while, as regards the contact models, the CS – functions have been used; this particular Matlab architecture allows to efficiently connect the Matlab/Simulink and the C/C++ environment. The 3D multibody model of the same vehicle (this time equipped with a standard contact model based on the semi - elastic approach) has been then implemented also in Simpack Rail, a commercial multibody software for railway vehicles widely tested and validated. Finally numerical simulations of the vehicle dynamics have been carried out on many different railway tracks with the aim of evaluating the performances of the whole model. The comparison between the results obtained by the Matlab/ Simulink model and those obtained by the Simpack Rail model has allowed an accurate and reliable validation of the new contact models. In conclusion to this brief introduction to my Ph. D. thesis, we would like to thank Trenitalia and the Regione Toscana for the support provided during all the Ph. D. activity. Moreover we would also like to thank the INTEC GmbH, the society the develops the software Simpack Rail, with which we are currently working together to develop innovative toolboxes specifically designed for the wheel rail contact analysis.

La via Emilia tra Rimini e Forlì. Ruolo e immagine della strada

Abstract Il tema delle infrastrutture, intese come parte dell’architettura dello spazio urbano e del territorio, assume un ruolo centrale in molti progetti contemporanei e costituisce la ragione di questa ricerca. E’ preso in esame, in particolare, il tracciato extraurbano della via Emilia, antica strada consolare romana la cui definizione risale al II sec. a.C., nel tratto compreso tra le città di Rimini e Forlì. Studiare la strada nel suo rapporto con il territorio locale ha significato in primo luogo prendere in considerazione la via Emilia in quanto manufatto, ma anche in quanto percorso che si compie nel tempo. Si è dunque cercato di mostrare come, in parallelo all’evoluzione della sua sezione e della geometria del suo tracciato, sia cambiata anche la sua fruizione, e come si sia evoluto il modo in cui la strada viene “misurata”, denominata e gestita. All’interno di una riflessione critica sulla forma e sul ruolo della strada nel corso dei secoli la Tesi rilegge il territorio nella sua dimensione di “palinsesto”, riconoscendo e isolando alcuni momenti in cui la via Emilia ha assunto un valore “simbolico” che rimanda alla Roma imperiale. La perdita del significato via Emilia, intesa come elemento di “costruzione” del territorio, ha origine con il processo di urbanizzazione diffusa che ha investito il territorio extraurbano a partire dalla fine della seconda guerra mondiale. La condizione attuale della strada, sempre più congestionata dal traffico veicolare, costituisce la premesse per una riflessione sul futuro della sua forma e degli insediamenti che attraversa. La strategia proposta dagli Enti locali che prevede il raddoppio della strada, con la costruzione della via Emilia Bis, non garantisce solo un potenziamento infrastrutturale ma rappresenta l’occasione per sottrarre al tracciato attuale la funzione di principale asse di comunicazione extraurbana. La via Emilia potrebbe così recuperare il ruolo di itinerario narrativo, attraverso la configurazione dei suoi spazi collettivi, l’architettura dei suoi edifici, il significato dei suoi monumenti, e diventare spazio privilegiato di relazione e di aggregazione. The theme of urban infrastructures, thought as part of the design of urban space and territory, has a central role in several contemporary projects and is the reason of this research. The object of the study is the extra urban route of the via Emilia, an ancient roman road which has been defined in the II century b. C., in its stretch between the cities of Rimini and Forlì. Studying the road in its relationship with the local environment has meant first of all considering the via Emilia as an “artefact” but also as a path that takes place over time. The aim of this research was also to demonstrate how its fruition has changed together with the evolution of the section and geometry of the route, and how the road itself is measured, named and managed. Within a critical approach on the shape and on the role played by the road through the centuries, this Essay reinterprets the territory in its dimension of “palimpsest”, identifying and isolating some periods of time when the via Emilia assumed a symbolic value which recalls the Imperial Rome. The loss of the meaning of the via Emilia, intended as an element that “constitutes” the territory originates from a process of diffused urbanization, which spread in the extra urban environment from the end of the second world war. The actual condition of the road, more and more congested by traffic, is the premise of a reflection about the future of its shape and of the settlements alongside. The strategy proposed by the local authorities, that foresees to double the size of the road, building the via Emilia Bis, not only guarantees an infrastructural enhancement but also it represents an opportunity to take off from the road itself the current function of being the principal axis of extra urban connection. In this way the via Emilia could regain its role as a narrative itinerary, through the configuration of its public spaces, the architecture of its buildings, the meaning of its monuments, and then become a privileged space of relationship and aggregation.

L'azione risarcitoria ex art. 2497 c.c.

Scopo della presente trattazione è quello di andare ad osservare in che modo il legislatore della riforma abbia cercato di offrire una disciplina ad un fenomeno sempre più in espansione nell’economia italiana: i gruppi di impresa. In particolare, l’elaborato è composto da 3 nuclei. Il primo analizza la disciplina, introdotta nel 2003, relativa all’attività di direzione e coordinamento (art. 2497 c.c. e ss) rintracciandone le regole generali e il rapporto con le norme del codice civile. Una seconda parte approfondisce gli elementi costitutivi dell'attivita' di direzione e coordinamento, i presupposti affinche' si possa configurare una responsabilita' da parte della societa' capogruppo e i soggetti conivolti all'interno di un gruppo. La terza parte e' invece dedicata allo studio delle problematiche legate all’azione risarcitoria introdotta con la disposizione di cui all’art. 2497 c.c., soprattutto confrontando la posizione dei soci di minoranza con quella dei creditori sociali. In particolare, vengono descritte le modalità con le quali i soci e i creditori sociali possono esercitare l’azione a tutela dei propri interessi e dunque tentare di trovare pieno ristoro ai danni sofferti; danni che in qualche modo risultano legati alle scelte operate dal gruppo di comando e, più tecnicamente, dalla società che esercita l’attività di direzione e coordinamento, la c.d. capogruppo.

La fusión transfronteriza de sociedades en el derecho europeo.

La libertad de establecimiento y la movilidad de las empresas juegan un papel fundamental en el proceso comunitario de integración. Las empresas buscan nuevas formas de cooperación e integración que les permitan ocupar cuotas de mercado cada vez más importantes. De entre las modalidades de integración y cooperación que tienen a su disposición, la fusión transfronteriza de sociedades es, sin duda, una de las más relevantes. Es evidente que las fusiones de sociedades pertenecientes a Estados miembros distintos podrían tener una enorme importancia en el proceso de integración del mercado único. Sin embargo, la posibilidad de llevar a cabo con éxito una fusión transfronteriza en el ámbito comunitario era improbable hasta época reciente. Dos tipos de impedimentos la dificultaban: por una parte, obstáculos a la libertad de establecimiento por parte de los ordenamientos jurídicos de los Estados miembros; por otro, obstáculos de Derecho internacional privado. En cambio, hoy la mayor parte de estos impedimentos han sido superados gracias, en primer lugar, al progresivo reconocimiento del derecho de establecimiento de las sociedades por el Tribunal de Justicia, y en segundo, a la importante Directiva 2005/56/CE relativa a las fusiones transfronterizas de sociedades de capital. Esta Directiva impone a los Estados miembros una serie de normas de mínimos de derecho material a fin de armonizar la tutela de los intereses de los sujetos implicados más débiles (sobre todo, los trabajadores y los socios). De igual manera, establece una serie de normas de conflicto para resolver la cuestión de la ley aplicable a las fusiones transfronterizas. Este trabajo tiene como objetivo principal valorar la relevancia de los pronunciamientos del Tribunal de Justicia y de las actuaciones del legislador europeo orientados a impedir las restricciones a las fusiones transfronterizas de sociedades en el territorio comunitario.

I rapporti tra contratti collettivi di diverso livello nel settore privato

L’elaborato esamina il tema del concorso e del conflitto tra contratti collettivi di diverso livello nel settore privato. Partendo da un’impostazione complessiva del fenomeno della contrattazione collettiva, oltre che da una riflessione sulla natura e sul ruolo della contrattazione integrativa, il lavoro si propone di individuare un criterio di risoluzione del conflitto. In una prima parte della ricerca sono stati individuati e studiati i modelli di rapporti tra livelli definiti negli accordi interconfederali e nei contratti di categoria. Nello studio della regolamentazione interna al sistema sindacale si è considerato la natura delle relative clausole. Queste ultime hanno valenza obbligatoria e, per tale motivo, non sono idonee a risolvere l’eventuale conflitto tra livelli contrattuali. Si è reso quindi necessario considerare i criteri esterni di risoluzione del conflitto elaborati dalla dottrina e della giurisprudenza. Tra i vari criteri elaborati, ci si è soffermati sul criterio di specialità, sulla sua natura e sulla sua funzione. Più nello specifico, si è ritenuto il principio di specialità un principio generale dell’ordinamento giuridico, applicabile anche al conflitto tra contratti di diverso livello. Alla luce del principio di specialità, si è ricostruito il rapporto tra livelli, anche in ipotesi di contrattazione separata e di negoziazione operante su rinvio legislativo. Infine, nell’ultimo capitolo si è esaminato l’art. 8 della L. 148/2011. Ci si è interrogati sulla compatibilità di tale norma con l’impostazione complessiva del tema del rapporto tra contratti di diverso livello e sui suoi riflessi sulla questione del conflitto.

Dynamic analysis of the motorcycle chattering behaviour by means of symbolic multibody modelling

Aim of this research is the development and validation of a comprehensive multibody motorcycle model featuring rigid-ring tires, taking into account both slope and roughness of road surfaces. A novel parametrization for the general kinematics of the motorcycle is proposed, using a mixed reference-point and relative-coordinates approach. The resulting description, developed in terms of dependent coordinates, makes it possible to efficiently include rigid-ring kinematics as well as road elevation and slope. The equations of motion for the multibody system are derived symbolically and the constraint equations arising from the dependent-coordinate formulation are handled using a projection technique. Therefore the resulting system of equations can be integrated in time domain using a standard ODE algorithm. The model is validated with respect to maneuvers experimentally measured on the race track, showing consistent results and excellent computational efficiency. More in detail, it is also capable of reproducing the chatter vibration of racing motorcycles. The chatter phenomenon, appearing during high speed cornering maneuvers, consists of a self-excited vertical oscillation of both the front and rear unsprung masses in the range of frequency between 17 and 22 Hz. A critical maneuver is numerically simulated, and a self-excited vibration appears, consistent with the experimentally measured chatter vibration. Finally, the driving mechanism for the self-excitation is highlighted and a physical interpretation is proposed.

L'autotrasporto di cose per conto di terzi: Profili tariffari e prospettive di sviluppo

Il presente elaborato concerne le problematiche giuridiche connesse alla regolamentazione del settore dell’autotrasporto di cose per conto di terzi in Italia, con particolare attenzione alla disciplina dei profili tariffari ed alle dinamiche consolidatesi nella prassi in relazione alle pratiche di dumping sociale, outsourcing e delocalizzazione. Nella prima parte, dopo una premessa finalizzata a descrivere le caratteristiche strutturali dei fornitori di servizi di autotrasporto in ambito nazionale e comunitario nonchè le principali peculiarità del mercato di riferimento, viene descritta ed analizzata l’evoluzione normativa e giurisprudenziale verificatasi con riguardo ai profili tariffari dell’autotrasporto, esaminando in particolare le caratteristiche ed i profili di criticità propri delle discipline in materia di “tariffe a forcella” di cui alla L. n. 298/1974 e di “costi minimi di sicurezza” di cui all’art. 83-bis del D.L. n. 112/2008, fino a giungere all’analisi degli scenari conseguenti alla recente riforma del settore apportata dalla Legge di Stabilità 2015 (L. 23/12/2014, n. 190). Nella seconda parte, vengono esaminate alcune tematiche problematiche che interessano il settore, sia a livello nazionale che comunitario, e che risultano strettamente connesse ai sopra menzionati profili tariffari. In particolare, si fa riferimento alle fattispecie del cabotaggio stradale, del distacco transazionale di lavoratori e dell’abuso della libertà di stabilimento in ambito comunitario concretantesi nella fattispecie della esterovestizione. Tali problematiche sono state analizzate dapprima attraverso la ricostruzione del quadro normativo nazionale e comunitario di riferimento; in secondo luogo, attraverso l’esame dei profili critici emersi alla luce delle dinamiche di mercato invalse nel settore e, infine, in relazione all’analisi dello scenario futuro desumibile dalle iniziative legislative ed amministrative in atto, nonché dagli indirizzi interpretativi affermatisi in ambito giurisprudenziale.