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

The role of interleuchin 6 (IL-6) in the promotion of an aggressive and stem cell-like phenotype in human breast cancer cells and in stem/progenitor cells expanded in vitro as mammospheres

High serum levels of Interleukin-6 (IL-6) correlate with poor outcome in breast cancer patients. However no data are available on the relationship between IL-6 and stem/progenitor cells which may fuel the genesis of breast cancer in vivo. Herein, we address this issue in mammospheres (MS), multi-cellular structures enriched in stem/progenitor cells of the mammary gland, and also in MCF-7 breast cancer cells. We show that MS from node invasive breast carcinoma tissues express IL-6 mRNA at higher levels than MS from matched non-neoplastic mammary glands. We find that IL-6 mRNA is detectable only in basal-like breast carcinoma tissues, an aggressive variant showing stem cell features. Our results reveal that IL-6 triggers a Notch-3-dependent up-regulation of the Notch ligand Jagged-1, whose interaction with Notch-3 promotes the growth of MS and MCF-7 derived spheroids. Moreover, IL-6 induces a Notch-3-dependent up-regulation of the carbonic anhydrase IX gene, which promotes a hypoxia-resistant/invasive phenotype in MCF-7 cells and MS. Finally, an autocrine IL-6 loop relies upon Notch-3 activity to sustain the aggressive features of MCF-7-derived hypoxia-selected cells. In conclusion, our data support the hypothesis that IL-6 induces malignant features in Notch-3 expressing, stem/progenitor cells from human ductal breast carcinoma and normal mammary gland.

Aggregazione delle query per sistemi pub/sub: il progetto SALES

I sistemi mobili rappresentano una classe di sistemi distribuiti caratterizzata dalla presenza di dispositivi portatili eterogenei quali PDA, laptop e telefoni cellulari che interagiscono tra loro mediante una rete di interconnessione wireless. Una classe di sistemi mobili di particolare interesse è costituita dai sistemi basati sul modello di interazione publish/subscribe. Secondo tale schema, i nodi all'interno di una rete possono assumere due ruoli differenti: i produttori di informazione, chiamati publisher, ed i consumatori di informazione, chiamati subscriber. Tipicamente, l'interazione tra essi è mediata da un gestore di eventi che indirizza correttamente le informazioni ricevute dai publisher verso i subscriber interessati, sulla base degli interessi espressi da questi ultimi tramite sottoscrizioni. Nella progettazione di sistemi mobili, a differenza di quelli tradizionali basati su nodi fissi, bisogna tenere conto di problemi quali la scarsa capacità computazionale dei dispositivi e la limitata larghezza di banda delle reti wireless. All'interno di tale ambito, stanno recentemente assumendo sempre maggiore importanza i sistemi context-aware, ovvero sistemi mobili che sfruttano i dati provenienti dall'ambiente circostante e dai dispositivi stessi per adattare il proprio comportamento e notificare agli utenti la presenza di informazioni potenzialmente utili. Nello studio di questi sistemi, si è notato che i nodi che si trovano nella stessa area geografica generano tipicamente delle sottoscrizioni che presentano tra loro un certo grado di similarità e coperture parziali o totali. Il gruppo di ricerca del DEIS dell’Università di Bologna ha sviluppato un'infrastruttura di supporto per sistemi mobili context-aware, chiamata SALES. Attualmente il sistema progettato non considera le similarità delle sottoscrizioni e quindi non sfrutta opportunamente tale informazione. In questo contesto si rende necessario l'adozione di opportune tecniche di aggregazione delle sottoscrizioni atte ad alleggerire la computazione dei nodi mobili e le comunicazioni tra loro. Il lavoro presentato in questa tesi sarà finalizzato alla ricerca, all'adattamento ed all'implementazione di una tecnica di aggregazione delle sottoscrizioni. Tale tecnica avrà lo scopo di rilevare e sfruttare le similarità delle sottoscrizioni ricevute dal sistema al fine di ridurne il numero; in questo modo, quando un nodo riceverà un dato, il processo di confronto tra l'insieme delle sottoscrizioni memorizzate e il dato ricevuto sarà più leggero, consentendo un risparmio di risorse computazionali. Inoltre, adattando tali tecniche, sarà possibile modulare anche il traffico dati scaturito dalle risposte alle sottoscrizioni. La struttura di questa tesi prevede un primo capitolo sui sistemi context-aware, descrivendone le principali caratteristiche e mettendo in luce le problematiche ad essi associate. Il secondo capitolo illustra il modello di comunicazione Publish/Subscribe, modello di riferimento per i moderni sistemi context-aware e per i sistemi mobili in generale. Il terzo capitolo descrive l'infrastruttura SALES sulla quale si è progettata, implementata e testata la soluzione proposta in questa tesi. Il quarto capitolo presenta le principali tecniche di aggregazione delle sottoscrizioni e spiega come possono essere adattate al contesto di questa tesi. Il quinto capitolo effettua l'analisi dei requisiti per comprendere meglio il comportamento della soluzione; seguono la progettazione e l’implementazione della soluzione su SALES. Infine, il sesto capitolo riporta in dettaglio i risultati ottenuti da alcuni degli esperimenti effettuati e vengono messi a confronto con quelli rilevati dal sistema di partenza.

Internet based health promotion campaign against skin cancer - Results of www.skincheck.ch in Switzerland

Conventional skin cancer prevention programs appeal to limited populations, and the middle aged male population responds less frequently. Our objective was to establish a complementary health promotion campaign tool for skin cancer prevention. Internet-based education, instruction for self assessment and teledermatological evaluation of skin lesions by an expert commission of dermatologists was used. Compliance and clinical diagnosis was assessed in a subgroup. 12,000 users visited the educational website. There was strong interest among the middle aged male population (53% (N = 262): male; mean age: 42). 28.5% of examined lesions (N = 494) were considered suspicious. Email requests, sent to the group whose lesions where considered suspicious, were answered by 46.0% of females (N = 29) and 59.7% of males (N = 46) with a female distribution predominantly in younger ages (52.6% of females with known age: < 30 years). Males were predominantly represented over 30 years (86.2% of all males). According to user's declarations, at least 8 (8.5%) malignant lesions (1 melanoma in situ, 1 squamous cell carcinoma, 4 basal cell carcinomas, 2 malignant lesions without declared diagnosis) were finally diagnosed by physicians. We conclude that internet-based, interactive, educational programs, in addition to existing health promotion campaigns, can enhance public participation in the middle aged male population in skin cancer prevention.

Physical coronary arteriogenesis: a human "model" of collateral growth promotion

In patients with coronary artery disease, the size of myocardial infarction mainly determines the subsequent clinical outcome. Accordingly, it is the primary strategy to decrease cardiovascular mortality by minimizing infarct size. Promotion of collateral artery growth (arteriogenesis) is an appealing option of reducing infarct size. It has been demonstrated in experimental models that tangential fluid shear stress is the major trigger of arterial remodeling and, thus, of collateral growth. Lower-leg, high-pressure external counterpulsation triggered to occur during diastole induces a flow velocity signal and thus tangential endothelial shear stress in addition to the flow signal caused by cardiac stroke volume. We here present two cases of cardiac transplant recipients as human "models" of physical coronary arteriogenesis, providing an example of progressing and regressing clinical arteriogenesis, and review available evidence from clinical studies on other feasible forms of physical arteriogenesis.

How does socio economic position link to health behaviour? Sociological pathways and perspectives for health promotion

Socio economic inequalities in adult health behaviour are consistently observed. Despite a well-documented pattern, social determinants of variations in health behaviour have not been sufficiently clarified. This article therefore presents sociological pathways to explain the existing inequalities in health behaviour. At a micro level, control beliefs have been part of several behavioural theories. We suggest that these beliefs might bridge the gap between sociology and psychology by emphasising their roots in fundamental socio-economic environments. At a meso level, social networks and support have not been explicitly considered as behavioural determinants. This contribution states that these social factors influence health behaviour while being unequally distributed across society. At a macro level, characteristics of the neighbourhood environment influence health behaviour of its residents above and beyond their individual background. Providing further opportunity for policy makers, it is shown that peer and school context equalise inequalities in risky behaviour in adolescence. As a conclusion, factors such as control expectations, social networks, neighbourhood characteristics, and school context should be included as strategies to improve health behaviour in socially disadvantaged people.

« … Quatre sales enfants métisses ... » - Colonisation par adaptation ? Le cas de Yaoundé.

The article wants to describe, how far colonial administration accepted to adopt local policies of colonized societies. The case study is about the early years of the Jaunde station in German Kamerun. / Le présent article pose la question de savoir jusqu’à quel niveau le pouvoir colonial allemand a été prêt à s'adapter à la situation sociale qu'il a trouvé sur place. La question est traitée à l'exemple de l'histoire du poste de Jaunde (Yaoundé) au Kamerun allemand. // Cameroun (1884-1916), Yaoundé, Georg August Zenker (1855-1922), Richard Kund (1852–1904), Hans Tappenbeck (1861-1889), Kurt von Morgen (1858-1928), Hans Dominik (1870-1910), Essono Ela, Omgba Bisogo, Jaunde, Kamerun, Colonisation allemande