scholarly journals Sales and marketing automation in the post-Covid-19 scenario: value drivers in B2B relationships

2021 ◽  
Author(s):  
Daniela Corsaro ◽  
Isabella Maggioni ◽  
Mirko Olivieri
Keyword(s):  
Value Drivers ◽  
Marketing Automation ◽  
Sales And Marketing ◽  
B2b Relationships

The Value Drivers of US Internet Retailers

2003 ◽  
Vol 06 (03) ◽  
pp. 253-271 ◽  
Author(s):  
Dong-Hoon Yang ◽  
Youngsun Kwon ◽  
Jae Jeung Rho ◽  
Mikyoung Ha
Keyword(s):  
Stock Prices ◽  
Electronic Market ◽  
Net Income ◽  
Web Traffic ◽  
Market Place ◽  
Value Drivers ◽  
Financial Valuation ◽  
Development Costs ◽  
Sales And Marketing

This study empirically explores the role of web traffic in explaining the stock prices of e-tailers. In particular, we hypothesize that the actual buy rate is a key value driver of Internet retailers because it represents the direct performance of these firms in the electronic market place. Our empirical analysis indicates that the buy rate is strongly related to the market value of e-tailers in a positive way after controlling for the roles of such financial valuation measures as net income, revenue, sales and marketing expenses, research and development costs, and book value.

PENGARUH PEMASARAN LANGSUNG TERHADAP PERILAKU KONSUMEN BISNIS MENGGUNAKAN MEETING PACKAGE DI GRAND TJOKRO HOTEL BANDUNG

2019 ◽  
Vol 3 (2) ◽  
pp. 96-110
Author(s):  
Dian Candra Fatihah ◽  
Dewi Rani Desmawati
Keyword(s):  
Consumer Behavior ◽  
Quantitative Methods ◽  
Descriptive Analysis ◽  
Direct Marketing ◽  
Simple Random Sampling ◽  
Analysis Data ◽  
Coefficient Of Determination ◽  
Validity And Reliability ◽  
Sales And Marketing ◽  
Strong Relation

This research is aimed to determine The Influence of Direct Marketing to Business Consumer Behavior Using Meeting Package at Grand Tjokro Hotel Bandung. Respondents from this research are 44 consumers selected by simple random sampling. This research used quantitative methods with approach descriptive analysis. Data was collected through survey, questionnaires and interviews. The test results validity and reliability variables X and Y are valid and reliable. The data analysis used statistical test of correlation pearson product moment and the coefficient of determination. Calculated used SPSS version 21. The data of this research is obtained from consumer data Grand Tjokro Hotel Bandung. From the result obtained correlation coefficient of 0,633. This tells that there is strong relation between Direct Marketing of Business Consumer Behavior. The influence of Direct Marketing to Business Consumer Behavior to 40,0% and remaining 60,0% is influenced by other factors not examined. The problems are competition between hotels is very tight, lack of coordination between sales. The suggestions given to fix the problem are 1) Do a better promotion to attract the attention of consumers; 2) Evaluation between Manager and Sales especially in Sales and Marketing Division.

scholarly journals Drivers of Firm’s Value: Panel Data Evidence from Indian Manufacturing Industry

2015 ◽  
Vol 7 (2) ◽  
pp. 1 ◽  
Author(s):  
Ranjit Tiwari ◽  
Brajesh Kumar
Keyword(s):  
Emerging Economies ◽  
Manufacturing Industry ◽  
Developing Economies ◽  
Panel Regression ◽  
Strategic Choices ◽  
Significant Relation ◽  
Value Drivers ◽  
Book Value ◽  
Earnings Per Share ◽  
The World

<p>The purpose of this paper is to classify the value drivers into broad categories and then identify the major drivers of firm’s value for Indian manufacturing industry and also work out the sectorial sensitivity of value drivers. To achieve the objectives of the study we first derive the value driver’s model next we use panel regression with different model specifications to empirically analyse the major drivers of firm’s value. Our study reveals that sales, net margin, book value, dividend per share, beta and earnings per share are the six major financial drivers of value. All the strategic drivers when included in the model have significant relation with value without disturbing the r-square of the model. Thus, it is clear that apart from generic financial drivers, firms need to put more attention on strategic choices they make, because it is the strategic choice that will give firms an edge over others in developing economies like India. Further, we also observe sector specific priorities of the value drivers. This paper provides academicians and practitioners with an overview of the applicability of value drivers for Indian manufacturing industry. Further, the study will fill the gap in literature by adding value drivers’ evidence from one of the fastest growing economies in the world and will benefit researchers in arriving at common consensus for value drivers in emerging economies. </p>

scholarly journals Business E-NeGotiAtion: A Method Using a Genetic Algorithm for Online Dispute Resolution in B2B Relationships

2021 ◽  
Vol 16 (5) ◽  
pp. 1186-1216
Author(s):  
Nikola Simkova ◽  
Zdenek Smutny
Keyword(s):  
Genetic Algorithm ◽  
Dispute Resolution ◽  
Single Case ◽  
Computer Mediated Communication ◽  
Optimal Solution ◽  
Mediated Communication ◽  
Online Dispute Resolution ◽  
B2b Relationships ◽  
Definition Of ◽  
E Mail

An opportunity to resolve disputes as an out-of-court settlement through computer-mediated communication is usually easier, faster, and cheaper than filing an action in court. Artificial intelligence and law (AI & Law) research has gained importance in this area. The article presents a design of the E-NeGotiAtion method for assisted negotiation in business to business (B2B) relationships, which uses a genetic algorithm for selecting the most appropriate solution(s). The aim of the article is to present how the method is designed and contribute to knowledge on online dispute resolution (ODR) with a focus on B2B relationships. The evaluation of the method consisted of an embedded single-case study, where participants from two countries simulated the realities of negotiation between companies. For comparison, traditional negotiation via e-mail was also conducted. The evaluation confirms that the proposed E-NeGotiAtion method quickly achieves solution(s), approaching the optimal solution on which both sides can decide, and also very importantly, confirms that the method facilitates negotiation with the partner and creates a trusted result. The evaluation demonstrates that the proposed method is economically efficient for parties of the dispute compared to negotiation via e-mail. For a more complicated task with five or more products, the E-NeGotiAtion method is significantly more suitable than negotiation via e-mail for achieving a resolution that favors one side or the other as little as possible. In conclusion, it can be said that the proposed method fulfills the definition of the dual-task of ODR—it resolves disputes and builds confidence.

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