A predictive analytics of physicians prescription and pharmacies sales correlation using data mining

2019 ◽  
Vol 13 (3) ◽  
pp. 346-363
Author(s):  
Babak Sohrabi ◽  
Iman Raeesi Vanani ◽  
Nastaran Nikaein ◽  
Saeideh Kakavand
Keyword(s):  
Data Mining ◽  
Decision Making ◽  
Pharmaceutical Industry ◽  
Predictive Analytics ◽  
Customer Relationship ◽  
Sales Managers ◽  
Content Type ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose In the pharmaceutical industry, marketing and sales managers often deal with massive amounts of marketing and sales data. One of their biggest concerns is to recognize the impact of actions taken on sold-out products. Data mining discovers and extracts useful patterns from such large data sets to find hidden and worthy patterns for the decision-making. This paper, too, aims to demonstrate the ability of data-mining process in improving the decision-making quality in the pharmaceutical industry. Design/methodology/approach This research is descriptive in terms of the method applied, as well as the investigation of the existing situation and the use of real data and their description. In fact, the study is quantitative and descriptive, from the point of view of its data type and method. This research is also applicable in terms of purpose. The target population of this research is the data of a pharmaceutical company in Iran. Here, the cross-industry standard process for data mining methodology was used for data mining and data modeling. Findings With the help of different data-mining techniques, the authors could examine the effect of the visit of doctors overlooking the pharmacies and the target was set for medical representatives on the pharmaceutical sales. For that matter, the authors used two types of classification rules: decision tree and neural network. After the modeling of algorithms, it was determined that the two aforementioned rules can perform the classification with high precision. The results of the tree ID3 were analyzed to identify the variables and path of this relationship. Originality/value To the best of the authors’ knowledge, this is one of the first studies to provide the real-world direct empirical evidence of “Analytics of Physicians Prescription and Pharmacies Sales Correlation Using Data Mining.” The results showed that the most influential variables of “the relationship between doctors and their visits to pharmacies,” “the length of customer relationship” and “the relationship between the sale of pharmacies and the target set for medical representatives” were “deviation from the implementation plan.” Therefore, marketing and sales managers must pay special attention to these factors while planning and targeting for representatives. The authors could focus only on a small part of this study.

Fuzzy multi-attribute group decision making to identify the order of establishing temporary logistics hubs during disaster response

2019 ◽  
Vol 9 (1) ◽  
pp. 2-21 ◽  
Author(s):  
Rajali Maharjan ◽  
Shinya Hanaoka
Keyword(s):  
Decision Making ◽  
Group Decision Making ◽  
Disaster Response ◽  
Group Decision ◽  
Decision Makers ◽  
Numerical Illustration ◽  
Content Type ◽  
Using Data ◽  
The Impact ◽  
Post Disaster

Purpose The purpose of this paper is to reveal the importance of the order of establishment of temporary logistics hubs (TLHs) when resources (mobile storage units used as TLHs) are limited and to present the development and implementation of a methodology that determines the order of establishment of TLHs to support post-disaster decision making. Design/methodology/approach It employed a decision support system that considers multiple decision makers and subjective attributes, while also addressing the impreciseness inherent in post-disaster decision making for ordering the establishment of TLHs. To do so, an optimization model was combined with a fuzzy multi-attribute group decision making approach. A numerical illustration was performed using data from the April 2015 Nepal Earthquake. Findings The results showed the location and order of establishment of TLHs, and demonstrated the impact of decision makers’ opinions on the overall ordering. Research limitations/implications The study does not discuss the uncertain nature of the location problem and the potential need for relocation of TLHs. Practical implications This methodology offers managerial insights for post-disaster decision making when resources are limited and their effective utilization is vital. The results highlight the importance of considering the opinions of multiple actors/decision makers to enable coordination and avoid complication between the growing numbers of humanitarian responders during disaster response. Originality/value This study introduces the concept of the order of establishment of TLHs and demonstrates its importance when resources are limited. It develops and implements a methodology determining the order of establishment of TLHs to support post-disaster decision making.

Salesperson profitability in relationship marketing

2014 ◽  
Vol 9 (3) ◽  
pp. 306-323 ◽  
Author(s):  
Said Echchakoui
Keyword(s):  
Relationship Marketing ◽  
Transaction Cost Economics ◽  
Retention Rate ◽  
Sales Force ◽  
Customer Relationship ◽  
Critical Duration ◽  
Sales Managers ◽  
Content Type ◽  
Dynamic Exchange ◽  
The Relationship

Purpose – This paper aims to answer a prominent question that arises for the manager who wishes to recruit a salesperson to maintain and develop a portfolio–customer relationship: Under which condition is this decision profitable for the firm? Though several authors have underscored the importance of the salesperson's role in the creation of purchaser–salesperson relationships, in the author's knowledge, no study has focused on the salesperson's profitability in the relationship approach. This issue is significant for sales managers because the investment in sales force is greater, and the relationship profitability with customers is not guaranteed. Design/methodology/approach – Econometric model based on transaction cost economics theory and dynamic exchange between firm, salesperson and a customer. Specifically, this model links between customer life value, firm financial value, salesperson cost and relationship time. Findings – Three zones are identified that can characterize the dynamic salesperson profitability. It was shown that only one zone can be profitable to the firm. Research limitations/implications – This result is important because it can solve the equivocal posit between scholars with regard to the success or the failure of relationship marketing. This study also specifies the critical retention rate, the critical duration time in which a salesperson begins to be profitable. Originality/value – In the author's knowledge, this study is the first to use an exchange model to show in which conditions the salesperson will be profitable in relationship marketing.

Inflation shocks and income inequality

2019 ◽  
Vol 10 (2) ◽  
pp. 226-240
Author(s):  
Rolando Gonzales ◽  
Andrea Rojas-Hosse
Keyword(s):  
Genetic Algorithm ◽  
Methodological Approach ◽  
Mena Region ◽  
Content Type ◽  
Core Inflation ◽  
Research Gap ◽  
Using Data ◽  
The Impact ◽  
The Relationship ◽  
Detrimental Impact

Purpose The purpose of this paper is to analyze the effects of inflationary shocks on inequality, using data of selected countries of the Middle East and North Africa (MENA). Design/methodology/approach Inflationary shocks were measured as deviations from core inflation, based on a genetic algorithm. Bayesian quantile regression was used to estimate the impact of inflationary shocks in different levels of inequality. Findings The results showed that inflationary shocks substantially affect countries with higher levels of inequality, thus suggesting that the detrimental impact of inflation is exacerbated by the high division of classes in a country. Originality/value The study contributes to the literature about the relationship between inflation and inequality by proposing that not only the sustained increase in prices but also the inflationary shocks – the deviations from core inflation – contribute to the generation of inequality. Also, to the best of the authors knowledge, the relationship between inflation shocks and inequality in the MENA region has never been analyzed before, thus creating a research gap to provide additional empirical evidence about the sources of inequality. Additionally, the authors contribute with a methodological approach to measure inflationary shocks, based on a semelparous genetic algorithm.

Hotels’ online reputation management: benefits perceived by managers

2019 ◽  
Vol 31 (2) ◽  
pp. 615-632 ◽  
Author(s):  
Javier Perez-Aranda ◽  
María Vallespín ◽  
Sebastian Molinillo
Keyword(s):  
Measurement Model ◽  
Online Reviews ◽  
Customer Relationship ◽  
Reputation Management ◽  
Content Type ◽  
Order Construct ◽  
Using Data ◽  
Hotel Managers ◽  
Relationship Benefits ◽  
The Impact

PurposeThis study aims to develop a measurement model to help hotels manage their reputation within the context of online reviews and ratings platforms and evaluate the impact of this reputation management on the benefits derived by the hotels, as perceived by their managers.Design/methodology/approachPartial least squares was used to assess the model and make a causal predictive analysis, using data from a survey of a random sample of 335 Spanish hotel managers and personnel involved in reputation management.FindingsThis study shows the operationalization of hotel reputation management as a superordinate second-order construct affecting six individual first-order dimensions, strongly impacting on three key benefits as perceived by hotel managers (i.e. financial benefits, customer relationship benefits and customer-based brand benefits), within the context of online review platforms.Practical implicationsBased on the results of this study, hotel managers can improve the effectiveness of their management of ratings and reviews. They can also learn which aspects they should focus on when managing ratings and reviews.Originality/valueBased on the opinions of hotel managers, a causal model for managing online reviews was developed and validated. This study shows how reputation management affects the benefits derived by hotels as perceived by their managers.

Decision-making criteria in tactical make-or-buy issues: an empirical analysis

2015 ◽  
Vol 10 (1) ◽  
pp. 2-20 ◽  
Author(s):  
Socrates John Moschuris
Keyword(s):  
Decision Making ◽  
Cost Savings ◽  
Industrial Firms ◽  
Content Type ◽  
Independent Variables ◽  
Stratified Sample ◽  
Return Envelope ◽  
The Impact ◽  
The Relationship ◽  
Decision Making Criteria

Purpose – The purpose of this paper is to seek to contribute to the assessment of the impact of a number of decision-making criteria in resolving tactical make-or-buy issues in enterprises operating in Greece. Moreover, it sheds light on the relationship between the impact of each criterion and a number of independent variables. Design/methodology/approach – Initially, depth interviews were made with purchasing managers in ten industrial firms operating in Greece. The findings of these interviews and the review of the pertinent literature provided the basis for the questionnaire design. Then, a copy of the questionnaire and a prepaid self-addressed return envelope were mailed to a stratified sample of 300 industrial firms operating in Greece. By the end of this process, 85 questionnaires were received, representing a 28.3 percent response rate. Findings – Cost and quality appear to be the criteria with the most impact, which indicates that companies usually resolve tactical make-or-buy issues in order to achieve short-term cost savings or operational advantage. The emphasis placed upon the other criteria tends to vary with the situation under which the particular make-or-buy issue is resolved. Originality/value – It develops a more precise assessment of the impact of each make-or-buy decision-making criterion and investigates the relationship between this impact and a number of independent variables.

Bank customer loyalty and satisfaction: the influence of virtual e-CRM

2018 ◽  
Vol 9 (2) ◽  
pp. 250-265 ◽  
Author(s):  
Eric E. Mang’unyi ◽  
Oumar T. Khabala ◽  
Krishna Kistn Govender
Keyword(s):  
Path Analysis ◽  
Banking Sector ◽  
Service Industry ◽  
Customer Relationship ◽  
Mediation Effects ◽  
Content Type ◽  
Mediating Role ◽  
Customer's Loyalty ◽  
Using Data ◽  
The Relationship

Purpose The purpose of this paper is to investigate the mediating role of customer satisfaction (CS) in the electronic-customer relationship management (e-CRM) and customer’s loyalty (CL) relationship, using data from the customers of one of the largest retail banks in Kenya. Design/methodology/approach Using survey mode, the study was administered to 90 samples (of which 78 were returned and usable), with data analysed using exploratory factor analysis to determine scale validity, and path analysis and multiple regression modelling to test hypotheses. Findings This study revealed that the interaction between e-CRM transaction features and CS was statistically significant and predicted CL, however, the interaction did not significantly account for more variance than just e-CRM features and CS. The path analysis revealed a lack of potential significant mediation effects of CS on the relationship between e-CRM and CL. Research limitations/implications Although this research may have sampling limitations and also that the model fit is confined in a single bank/service industry, the estimated model was reasonable enough and has the potential of being repeated in future studies. Originality/value The principle contribution of the present research is it supplies unique learning to bank managers and scholars alike through conceptualising and subsequently empirically verifying the path e-CRM and e-loyalty via CS, and that CS does not mediate the relationship between the aforementioned constructs. By investigating the e-CRM practices of an existing case study, it provides insights of the issue and compare to literature, therefore supplying a thorough and detailed analysis to understand the phenomenon under investigation valuable for banking sector.

From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior

2020 ◽  
Vol 35 (12) ◽  
pp. 1915-1927
Author(s):  
Hayam Alnakhli ◽  
Rakesh Singh ◽  
Raj Agnihotri ◽  
Omar S. Itani
Keyword(s):  
Social Cognitive ◽  
Cognitive Theory ◽  
Self Regulation ◽  
Self Monitoring ◽  
Content Type ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales situation, salespeople must deploy their inner capabilities in practicing adaptive selling behavior during and across sales interactions. This study also investigates the impact of salesperson’s intrapersonal leadership – where leadership stems from the individuals with the purpose to influence oneself. Design/methodology/approach Authors draw on the social cognitive theory of self-regulation to develop our model and examine the relationship between self-monitoring, thought self-leadership and adaptive selling behavior. We empirically test the model using data from 335 pharmaceutical salespeople working across several countries in Asia. Findings The results support the role of self-monitoring and thought self-leadership as antecedents to adaptive selling. Further, the results suggest that self-monitoring positively moderates the relationship between thought self-leadership and adaptive selling behavior. In light of these results, we explore implications and limitations and conclude by suggesting directions for further research. Research limitations/implications The sampling method used was convenience sampling, which may limit the theoretical generalization of our results across all emerging markets. Moreover, this study examines the direct impact of self-management mechanism on adaptive selling behavior and the way it interacts with salesperson's thought self-leadership to strengthen adaptive selling behavior. However, the research model does not include organization-level drivers. Originality/value This study makes an important and original contribution to sales literature by demonstrating the direct and interaction effects of self-monitoring mechanism on a critical component of a business to business sales process, adaptive selling behavior. Results from this study highlight the critical importance of cognitive processes that drives positive selling behavior.

The neighborhood effect of online reviews

2019 ◽  
Vol 2 (3) ◽  
pp. 262-283
Author(s):  
Dong Liang ◽  
Xia Wang
Keyword(s):  
Design Methodology ◽  
Negative Impact ◽  
Online Reviews ◽  
Neighborhood Effect ◽  
Moderating Effects ◽  
Content Type ◽  
Negative Effect ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose Online reviews have been indicated to play an important role in consumers’ decision-making process, as supported by numerous studies. However, none of them has considered the neighborhood effect of online reviews. The purpose of this paper is to analyze the impact of neighbor store’s reviews on central store’s, along with the moderating effects of store density and product similarity. Design/methodology/approach Using data from dianping.com, this study conducts economic analysis accounting for endogeneity. Findings The results show that the neighbor store’s reviews exert a negative impact on that of central stores. Nevertheless, the relationship is moderated by store density and product similarity, such that the negative effect is stronger if there are a lot of stores around the central store, or if the neighbor store and central store provide similar products. Originality/value This study is the first to investigate the neighborhood effect of online reviews.

Managing corporate brand behavioural integrity: a case of alleged violation of Halal certification

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Muhammad Mohsin Butt ◽  
Kok Wei Khong ◽  
Muhammad Alam
Keyword(s):  
Psychometric Properties ◽  
Crisis Response ◽  
Customer Relationship ◽  
Organizational Level ◽  
Corporate Brand ◽  
Content Type ◽  
Response Strategies ◽  
Quasi Experimental ◽  
The Impact ◽  
The Relationship

Purpose This study aims to establish the psychometric properties of behavioural integrity scale at an organizational level from external stakeholders’ perspective and its subsequent influence on consumer trust and commitment with a brand. Moreover, the study also examines how different crisis response strategies moderate the relationship between consumer attributions of the responsibility and corporate brand behavioural integrity in the context of emotional product harm crisis caused by alleged violation of Halal certification by an MNC. Design/methodology/approach A quasi-experimental design was applied to test the impact of firm crisis response strategies on its corporate brand behavioural integrity. Findings The results provide evidence that behavioural integrity scale can be used to measure consumer perceptions of a corporate brand behavioural integrity. In addition, results indicate that crisis response strategies offer some moderating influence on the relationship between consumer attribution processes and corporate brand behavioural integrity. Research limitations/implications Results indicate that existing corporate crisis response strategies are not very helpful in the context of emotional product harm crisis. This study demonstrates that behavioural integrity positively impacts customer relationship-oriented constructs. Furthermore, behavioural integrity scale offers excellent psychometric properties when used at the corporate level. Practical implications Organizations can use this proposed conceptual model to monitor and manage behavioural integrity of its corporate brand and its influence on customer-brand relationship constructs. Originality/value This study is first of its nature that underscores the importance of measuring and monitoring corporate brand behavioural integrity as a customer trust-building mechanism. It is also the first study that investigates consumer reaction towards alleged brand transgression of its Halal certified product.

The impact of internal control requirements on profitability of Saudi shareholding companies

2015 ◽  
Vol 25 (2) ◽  
pp. 196-217 ◽  
Author(s):  
Ali A. Al-Thuneibat ◽  
Awad S. Al-Rehaily ◽  
Yousef A. Basodan
Keyword(s):  
Internal Control ◽  
Well Being ◽  
Return On Assets ◽  
Content Type ◽  
Return On Equity ◽  
Information And Communication ◽  
And Performance ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose – This paper aims to investigate the compliance of Saudi shareholding companies with the requirements of internal control as set by the Saudi standard on internal control and its impact on the profitability of these companies. Design/methodology/approach – A questionnaire was used to collect data about the compliance with internal control requirements, and four measures of profitability including earnings per share (EPS), return on assets (ROA), return on equity (ROE) and profit margin (PM) for profitability were calculated using data from the financial statements of these companies. Then, Multiple Regression and t-test were used to analyze the data and test the hypotheses. Findings – The results of the study revealed that the degree of compliance with all components of internal control is very high. It also appears from the analysis that the effect of internal control and its components on ROA and ROE is significant and positive, while the effect on EPS and PM is positive but statistically insignificant. Practical implications – Corporate managements should review the effectiveness of the implementation of internal control requirements, especially those related to control environment, information and communication and monitoring. Social implications – The findings of the study shed light on the relevance of internal control systems of the Saudi shareholding companies in improving the financial performance of the these companies, which is expected to help in safeguarding the interests of all interest groups and improve the society’s well-being. Originality/value – The paper provides new evidence about the relationship between internal control and profitability in the Saudi Arabian environment. The findings of the study add good contribution to the literature because they direct our attention to the expected effect of the environment on the relationship between internal control and performance. The results may suggest that there is a need to expand this study using other methodologies to delve into the depths and understand this phenomenon within its context.

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