Imagined communities: Reflections on the origin and spread of nationalism

The effectiveness of a sales promotion can be examined by decomposing the sales “bump” during the promotion period into sales increase due to brand switching, purchase time acceleration, and stockp...

Impact of Sales Promotions on when, what, and how Much to Buy:

A. L. Kroeber and Clyde Kluckhohn, "culture: A critical review of concepts and definitions"

Neural networks are being used in areas of prediction and classification, the areas where statistical methods have traditionally been used. Both the traditional statistical methods and neural networks are looked upon as competing model-building techniques in literature. This paper carries out a comprehensive review of articles that involve a comparative study of feed forward neural networks and statistical techniques used for prediction and classification problems in various areas of applications. Tabular presentations highlighting the important features of these articles are also provided. This study aims to give useful insight into the capabilities of neural networks and statistical methods used in different kinds of applications.

Review: Neural networks and statistical techniques: A review of applications

Considerable attention has been paid to the determinants of export performance. However, despite this research effort in identifying and examining the influence of such determinants, the literature is characterized by fragmentation and diversity, hindering theory development and practical advancement in the field. This paper attempts to review and synthesize the knowledge on the subject. As a result, this study reviews and evaluates 52 articles published between 1998 and 2005 to assess the determinants of export performance. The assessment reveals that: (a) more studies have been conducted outside the USA; (b) the majority of the studies focus on manufacturing firms, with relatively few studies examining the service sector; (c) the majority of the export studies continue to focus on small to medium-sized firms; (d) there is a continuous increase in the sample size; (e) despite the problems that may arise from the use of single informants, it seems that none of the studies reviewed here collected data from more than one informant in the firm; (f) an increasing number of studies have been using the export venture as the unit of analysis; (g) the level of statistical sophistication has improved; (h) the use of control and moderating variables in export performance studies has increased; (i) more studies have started to include the external environment in their models, including domestic market characteristics; and (j) market orientation as a key determinant of export performance emerges in this review. Finally, conclusions are drawn, along with some suggestions for further research.

https://papers.ssrn.com/sol3/Delivery.cfm/ijmr_232.pdf?abstractid=1301205&mirid=5

The determinants of export performance: A review of the research in the literature between 1998 and 2005

Retailing in general as well as a number of different aspects of distribution are amongst Professor Mohlenbruch’s research areas (Mohlenbruch, 1994). This paper relates to his interest in assortment decisions and concentrates on fast moving consumer goods [FMCG] which represent product categories of particular importance for retailers. The very nature of this kind of goods permitted regular collection of sales data already in the sixties of the last century making these data accessible to management decision making and scientific research. Professor Ehrenberg was probably one of the first scholars who analyzed purchases of FMCG to a greater extent.

A note on measuring competition for FMCG markets

Dieser Beitrag befast sich mit der Frage, wie ein Konsumguterhersteller unter Verwendung der heute ublicherweise zur Verfugung stehenden Daten (d.h. ohne Durchfuhrung von Sondererhebungen) intensitatsmasige Veranderungen des Wettbewerbs quantitativ erfassen kann. Zwei Reaktionsmodelle — ein Kreuzelastizitaten- und ein Goodwill-Modell — werden empirisch getestet und es wird gezeigt, welche Rolle dem vielzitierten mangerial judgment zukommt, wenn es darum geht, anfangliche Widerspruche in den Ergebnissen aufzuklaren und ein konsistentes Bild der Marktsituation zu erhalten.

Markengoodwill, Lebenszyklus und Wettbewerbsintensität: Meß- und Interpretationsprobleme empirischer Marktdiagnostik

Significant resources are spent each year on sales forces and the means by which to enhance their effectiveness during a sales interaction or presentation. Specifically, studies point to the importance of charismatic nonverbal cues (for example, facial expressions, gestures) in impression formation. However, these behaviors are mainly perceived in an unconscious manner, making behavior measurement a difficult task. Moreover, existing research is dominated by post-exposure measures and neglects customers’ processing of impressions over time. This research addresses the outlined gaps and introduces continuous measurement of sales presentations based on different data sources. First, we provide novel insights by applying high-precision coding of 141 nonverbal behaviors of 22 videotaped sales presentations using body actions and posture coding procedures. Second, this study uses an innovative approach to capture customer impressions of sales representatives’ charisma in real-time by means of a program analyzer, which allows evaluative measurements while concurrently being exposed to sales presentations. This time-series evaluation approach contributes to the understanding of impression formation and allows for linking nonverbal sales behaviors to customers’ evaluations over the course of time. Findings from a large sample experimental study (n = 663) show that negative opinions are formed somewhat faster than positive ones. In addition, body movements (e.g., head/trunk/leg/knee movements, arm actions) driving these impressions are the same for the first few seconds and for longer periods.

pdf/the-impact-of-bodily-behaviors-of-sales-representatives-on-f3et9uef63.pdf

The Impact of Bodily Behaviors of Sales Representatives on Charisma Evaluations by Consumers: A Time-Series Perspective

Bei der Produktionsplanung fur langlebige Konsumguter kommt der Bewertung des zukunftigen Bedarfs eine grose Bedeutung zu. Oft wird versucht, aus Befragungen uber die Kaufabsichten von Konsumenten Ruckschlusse uber ihr zukunftiges Kaufverhalten zu gewinnen. Zumeist werden bei diesen Befragungen Auskunftspersonen zur Festlegung der Intensitat ihrer Kaufabsicht aufgefordert; dies geschieht durch Angabe eines einfachen Ratings auf einer — haufig funfteiligen — Skala: 0 — keine Kaufabsicht, 1 — eher keine Kaufabsicht, 2 — unentschlossen, 3 Kauf wahrscheinlich, 4 — definitive Kaufabsicht (vergleiche dazu auch beispielsweise [Nieschlag, Dichtl, Horschgen], Seite 161 ff.). Verwendet man die derart gewonnenen Informationen fur Prognosezwecke, so mus man sich aber vor Augen halten, das auf Grund der folgenden Tatbestande keine allzu grosen Genauigkeitsanspruche gestellt werden durfen: erstens liegt zwischen der Datenerhebung und dem tatsachlichen Kauf bzw.

Zur Prognose des Kaufverhaltens aus Kaufabsichtsdaten mit Hilfe des Betabinomial-Modells

http://link.springer.com/content/pdf/10.1007/978-3-7091-3409-2_3.pdf

Zur Integration von Stochastischen Kaufverhaltensmodellen und regelbasierten Systemen

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