Predicting price-tag for customized goods

We discuss a dynamic pricing model which will aid automobile manufacturer in choosing the right price for customer segment. Though there is oligopoly market structure, the customers get "locked" into a particular technology/company which virtually makes the situation akin to a monopoly. There are associated network externalities and positive feedback. The key idea in monopoly pricing lies in extracting the customer surplus by exploiting the respective elasticities of demand. We present a Walrasian general equilibrium approach to determine the segment price. We compare the prices obtained from optimization model with that from Walrasian dynamics. The results are encouraging and can serve as a critical factor in Customer Relationship Management (CRM) and thereby effectively manage the lock-in.

Profitable Customer Management: A Study in Retail Banking

The increasing focus of relationship marketing and customer relationship management (CRM) studies on issues of customer profitability has led to the emergence of an area of research on profitable customer management. Nevertheless, there is a notable lack of empirical research examining the current practices of firms specifically with regard to the profitable management of customer relationships according to the approaches suggested in theory. This thesis fills this research gap by exploring profitable customer management in the retail banking sector. Several topics are covered, including marketing metrics and accountability; challenges in the implementation of profitable customer management approaches in practice; analytic versus heuristic (‘rule of thumb’) decision making; and the modification of costly customer behavior in order to increase customer profitability, customer lifetime value (CLV), and customer equity, i.e. the financial value of the customer base. The thesis critically reviews the concept of customer equity and proposes a Customer Equity Scorecard, providing a starting point for a constructive dialog between marketing and finance concerning the development of appropriate metrics to measure marketing outcomes. Since customer management and measurement issues go hand in hand, profitable customer management is contingent on both marketing management skills and financial measurement skills. A clear gap between marketing theory and practice regarding profitable customer management is also identified. The findings show that key customer management aspects that have been proposed within the literature on profitable customer management for many years, are not being actively applied by the banks included in the research. Instead, several areas of customer management decision making are found to be influenced by heuristics. This dilemma for marketing accountability is addressed by emphasizing that CLV and customer equity, which are aggregate metrics, only provide certain indications regarding the relative value of customers and the approximate value of the customer base (or groups of customers), respectively. The value created by marketing manifests itself in the effect of marketing actions on customer perceptions, behavior, and ultimately the components of CLV, namely revenues, costs, risk, and retention, as well as additional components of customer equity, such as customer acquisition. The thesis also points out that although costs are a crucial component of CLV, they have largely been neglected in prior CRM research. Cost-cutting has often been viewed negatively in customer-focused marketing literature on service quality and customer profitability, but the case studies in this thesis demonstrate that reduced costs do not necessarily have to lead to lower service quality, customer retention, and customer-related revenues. Consequently, this thesis provides an expanded foundation upon which marketers can stake their claim for accountability. By focusing on the range of drivers and all of the components of CLV and customer equity, marketing has the potential to provide specific evidence concerning how various activities have affected the drivers and components of CLV within different groups of customers, and the implications for customer equity on a customer base level.

Asiakassuhteiden johtaminen ja sen merkitys Valion kuluttajapalvelun arvioinnissa ja kehittämisessä

Tutkielman kohdeilmiönä tarkasteltiin asiakassuhdejohtamista ja asiakassuhteen ulottuvuuksia palvelukontekstissa. Tavoitteena oli selvittää, mikä merkitys asiakassuhteiden johtamisella on Valion kuluttajapalvelun arvioinnissa ja kehittämisessä. Valion kuluttajapalvelua tarkasteltiin asiakassuhdejohtamisen osaprosessina. Tutkimuksen teoriaosassa tutustuttiin asiakassuhtejohtamisen taustalla vaikuttaviin näkökulmiin ja määrittelyihin. Asiakassuhteiden johtamista kuvattiin erilaisten prosessimallien avulla yrityksen toimintojen näkökulmasta. Lisäksi tarkasteltiin asiakassuhteen ulottuvuuksia, kuten palvelutarjoomaa, vuorovaikutusta, tyytyväisyyttä, luottamusta sekä uskollisuutta ja sitoutumista. Lopuksi tarkasteltiin arvoa käsitteenä ja arvon merkitystä palvelukontekstissa. Teoriaosan perusteella asiakassuhdejohtaminen on kokonaisvaltainen prosessi, jonka tavoitteena ovat tuottavat ja pitkäkestoiset asiakassuhteet. Yritykseltä vaaditaan kykyä nähdä ja havaita asiakkaiden tarpeita ja mieltymyksiä. Asiakkaan kokema arvo voi välittyä itse palvelusta, prosesseista, ihmisistä, vuorovaikutuksesta, kanavista ja niin edelleen. Myönteisten kokemusten lisääminen palvelu¬prosessin aikana kasvattaa asiakkaan tyytyväisyyttä. Empiirinen osa toteutettiin tapaustutkimuksena, jossa tutkimuskohteena oli Valion kuluttajapalvelu. Tavoitteena oli kerätä tietoa asiakkaiden kokemuksista kuluttajapalvelussa asioinnista. Tutkittavina kohteina olivat asiakasprosessi ja sen sujuvuus, palvelutarjooman sisältö, vuorovaikutus prosessin aikana, asiakkaan kokema tyytyväisyys sekä luottamus yritystä ja sen palvelua kohtaan. Tutkimusaineisto koostui kymmenestä teemahaastattelusta. Haastateltavat olivat olleet yhteydessä Valion kuluttajapalveluun Internetin välityksellä vuoden 2010 aikana. Tutkimustulokset osoittavat, että Valion kuluttajapalvelu nähtiin kanavana, joka vahvistaa ja ylläpitää asiakkaiden suhdetta Valion kanssa. Ihmiset kuluttajapalvelussa nähdään merkittävinä myötävaikuttajina asiakkaiden tyytyväisyyteen ja pysyvyyteen samalla kun ovat vuorovaikutuksessa heidän kanssaan. Kuluttajapalvelun käyttö koettiin helpoksi ja Internet kanavana tuntui joustavalta. Palvelulta odotettiin ensisijaisesti palautteen vastaanottamisen lisäksi ongelmanratkaisua ja tuotetietousneuvontaa. Asiantuntijuus, palvelun nopeus sekä asiakkaan kuunteleminen tulivat esille tärkeimpinä palvelutekijöinä. Haasteena Valion kuluttajapalvelulle nousi esiin asiakaspalvelijan kyky havaita ja ymmärtää asiakkaan kokemien uhrausten määrä sekä kyky vastata niihin oikealla palvelutarjoomalla eli hyötyjen muodostamalla kokonaisuudella. Asiakaspalvelijan toimintaa kuvasi asiallisuus, virallisuus, huomioon ottava tyyli sekä yleinen ystävällisyys. Tutkimustulosten mukaan Valion kuluttajapalvelulla on olemassa keskeiset arvoa tuottavat palvelutekijät, mutta niiden toimivuus strategisina yhdistelminä asettaa haasteita jokaiseen palvelukohtaamiseen asiakkaan kanssa. Asiakkaan arvo-odotukset eivät aina olleet niitä, joita palvelukohtaamisessa oli realisoitunut. Tulosten perusteella voidaan todeta, että mitä paremmin Valion kuluttajapalvelu huomioi myös asiakkaiden emotionaaliset tarpeet, sitä suurempi on sen tuottama arvo asiakkaalle ja sitä kautta koko yritykselle.

Modelling and analysis of the variance in parallelism in parallel computations

In this paper, we introduce an analytical technique based on queueing networks and Petri nets for making a performance analysis of dataflow computations when executed on the Manchester machine. This technique is also applicable for the analysis of parallel computations on multiprocessors. We characterize the parallelism in dataflow computations through a four-parameter characterization, namely, the minimum parallelism, the maximum parallelism, the average parallelism and the variance in parallelism. We observe through detailed investigation of our analytical models that the average parallelism is a good characterization of the dataflow computations only as long as the variance in parallelism is small. However, significant difference in performance measures will result when the variance in parallelism is comparable to or higher than the average parallelism.

Fabrication and properties of TBCCO films via air-atomising spray deposition of thallium-free precursors

The high-field properties of polycrystalline superconducting TlBaCaCuO films fabricated by the incorporation of thallium vapour into air-atomised BaCaCuO precursors are described. Thick films with Tc values in the range 106-111 K have been prepared on polycrystalline yttria-stabilised zirconia substrates. The surface morphology, crystal structure and composition of the films are related to their high-field transport and magnetisation properties. Typical 10 mm × 9 mm films show Jc values > 1×104 A/cm2 at 77 K (0 T). The best film has a Jc=1.3×104 A/cm2 (Ic=3.6 A) at 77 K (0 T). Films prepared on 26 mm×9 mm substrates show typical large-area Jc values > 0.5×104 A/cm2 (77 K, 0 T). A square planar specimen of dimensions 4.3 mm ×4.3 mm exhibited magnetisation Jc values=1.2×105 A/cm2 at 4.2 K (0.1 T), 9.3×104 A/cm2 at 10 K (0.1 T), 3.3×104 A/ cm2 at 4 K (8 T), and 1.6×104 A/cm2 at 10 K (8 T). © 1994.

Ontologies for representation of folk song metadata

The digital management of collections in museums, archives, libraries and galleries is an increasingly important part of cultural heritage studies. This paper describes a representation for folk song metadata, based on the Web Ontology Language (OWL) implementation of the CIDOC Conceptual Reference Model. The OWL representation facilitates encoding and reasoning over a genre ontology, while the CIDOC model enables a representation of complex spatial containment and proximity relations among geographic regions. It is shown how complex queries of folk song metadata, relying on inference and not only retrieval, can be expressed in OWL and solved using a description logic reasoner.

YAG激光毛化技术进展

二十世纪八十年代，当比利时冶金研究中心(CRM)开发出CO_2激光毛化冷轧辊技术后，尝试用YAG激光进行轧辊毛化一直吸引着众多的研究者，这是因为YAG(1.06μm)激光波长比CO_2(10.6μm)激光波长短一个量级，材料对YAG激光有更高的吸收率，并用YAG激光可以聚焦到更小的光斑尺寸，同时使用电信号驱动的声光开关技术便于对毛化分布进行可设定控制。但是用传统声光调制的YAG激光虽然可以碇以很高的脉冲频率(>30kHz)，但单脉冲有量仅为10mJ左右，难以达到辊面毛化粗糙度的要求，因此人们认为YAG激光用于毛化的主要困难是脉冲能量太小。

Otimização de metodologia para determinação de hidrocarbonetos policíclicos aromáticos pela técnica de extração por líquido pressurizado e sua aplicação a diferentes solos brasileiros

Os hidrocarbonetos policíclicos aromáticos (HPA) representam hoje grande preocupação à comunidade científica devido a sua comprovada ação cancerígena e mutagênica, assim tornam-se necessárias metodologias mais eficientes para suas determinações. O presente trabalho desenvolveu a técnica de extração por líquido pressurizado com a etapa de clean-up simultânea a extração, com sílica e alumina como adsorventes dentro da cela do equipamento ASE-350. A metodologia desenvolvida foi comparada com a tradicional extração por Sohxlet através de material de referência certificado. A extração por Soxhlet, apesar de eficiente, mostrou-se dispendiosa pelo gasto enorme de tempo, solvente e adsorventes quando comparada a extração por líquido pressurizado. De maneira geral a extração por líquido pressurizado apresentou-se mais vantajosa que a tradicional extração por Soxhlet. A eficiência da metodologia desenvolvida também foi testada através de quatro diferentes tipos de solos brasileiros fortificados com solução padrão de HPA. Os solos utilizados foram dos seguintes locais: Nova Lima MG, Lavras MG, Casimiro de Abreu RJ e Luiz Eduardo Magalhães BA. Todos possuíam características granulométricas e químicas diferentes entre si. Dois solos foram classificados em latossolos vermelhos, um em vermelho-amarelo e um em planossolo. Houve diferença significativa na eficiência de recuperação de alguns HPA quando comparados os quatro tipos de solos, já para outros HPA não evidenciou-se influência da tipologia do solo

Phenotype and Function of Monocyte-Derived Dendritic Cells from Chinese Rhesus Macaques

Dendritic cells (DCs) play a pivotal role in linking the innate immunity and acquired immunity in responses to pathogen. Non-human primates such as Chinese Rhesus Macaque (CRM) are the favorable models for preclinical study of potential therapeutic drugs,

Report of the ICM best practices Southeast Asia workshop, Bogor, Indonesia, 12-13 January, 2011

The workshop objectives were to discuss the status of Community Based Coastal Resource Management (CB-CRM), Integrated Coastal Management (ICM) and Co-management in Indonesia,Malaysia, Myanmar and Thailand.

Individual grain boundary properties and overall performance of metal-organic-deposition coated conductors

We have investigated single grain boundaries (GBs) isolated in coated conductors produced by Metal-Organic Deposition (MOD). When a magnetic field is swept in the film plane, an angle-dependent crossover from boundary to grain limited critical current density Jc is found. In the force-free orientation, even at fields as high as 8 T, the GBs still limit Jc. We deduce that this effect is a direct consequence of GB meandering. We have employed these single GB results to explain the dependence of Jc of polycrystalline tracks on their width: in-plane measurements become flatter as the tracks are narrowed down. This result is consistent with the stronger GB limitation at field configurations close to force-free found from the isolated boundaries. Our study shows that for certain geometries even at high fields the effect of GBs cannot be neglected.

The Sales Process Practice of Food and Drink SMEs - A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers.

Purpose –The research examines the sales process practised by SMEs, and barriers and enablers that hinder and support effective selling practices from the selling organisation’s perspective in Scottish-based Food and Drink firms. Design/methodology approach - – The paper adopts an interpretivist perspective with qualitative data gathered through face-to-face semi-structured interviews. 20 people involved in selling activities were interviewed from 15 SMEs across Scotland. Thematic analysis established key findings regarding the sales process practice. Findings – Five themes emerged that affect the operationalisation of the selling process: the owner manager has considerable involvement in the sales process, SMEs with some degree of sales knowledge take a more systematic approach, SMEs lack awareness of how CRM technology can assist them, power is tipped in favour of the buyer and, the geographic location of the SME places constraints on how SMEs conduct business Research limitation/implication – Thematic analysis was chosen over other more traditional methods due to the lack of relevant quantitative data. The phenomenon of the research and research methodology means that it will not be possible to repeat this study and replicate its findings. However, the process that has been adopted does provide a basis for future research. Originality/value - The paper identifies areas where future research is required in the field alongside suggestions where policy makers and government business agencies might focus intervention to assist SMEs improve delivery of the sales process and selling effectiveness

Area laws and entanglement distillability of thermal states

We study the entanglement distillability properties of thermal states of many-body systems Following the ideas presented in [6, A Ferraro et al., Phys. Rev Lett 100, 080502 (2008)], we first discuss the appearance of bound entanglement in those systems satisfying an entanglement area law Then, we extend these results to other topologies, not necessarily satisfying an entanglement area law We also study whether bound entanglement survives in the macroscopic limit of an infinite number of particles.

Extending Customer Relationship Management into a Social Context

Informed by the resource-based view, this study draws on customer relationship management (CRM) and value co-creation literature to develop a framework examining the impact of social networking sites on processes to manage customer relationships. Facilitating the depth and networked interactions necessary to truly engage customers, social networking sites act as a means of enhancing customer relationships through the co-creation of value, moving CRM into a social context. Tested and validated on a data set of hotels, the main contribution of the study to service research lies in the extension of CRM processes, termed relational information processes, to include value co-creation processes due to the social capabilities afforded by social networking sites. Information technology competency and social media orientation act as critical antecedents to these processes, which have a positive impact on both financial and non-financial aspects of firm performance. The theoretical and managerial implications of these findings are discussed accordingly.