Multichannel Strategies for Managing the Profitability of Business-to-Business Customers

2019 ◽  
Vol 56 (3) ◽  
pp. 479-497 ◽  
Author(s):  
Justin M. Lawrence ◽  
Andrew T. Crecelius ◽  
Lisa K. Scheer ◽  
Ashutosh Patil
Keyword(s):  
Perceived Risk ◽  
Communication Theory ◽  
Complex Data ◽  
Data Set ◽  
Strategic Investments ◽  
Customer Needs ◽  
Multimethod Approach ◽  
Business Customers ◽  
Post Hoc ◽  
Business To Business

As business-to-business customers increasingly use online channels, sellers must reconsider strategic investments in at least two areas: the salesperson channel, which faces the threat of substitution, and customer-specific discounts, which may be more precisely targeted. The authors draw on communication theory to posit that a customer’s search and purchasing in the seller’s online channels interact positively with both salesperson contact and customer-specific discounts to drive the seller’s customer-level sales and profit return on these investments. A multimethod approach using a complex data set from a large industrial seller provides broad support for hypothesized effects. Two post hoc experiments reveal how online and salesperson channels are complementary, together improving customer–seller communication such that the seller is better able to fulfill customer needs and reduce customer perceived risk. This research advances the multichannel and pricing literatures and offers actionable insights for business-to-business marketers, revealing how online channels can complement traditional seller investments in salespeople and customer-specific discounts.

scholarly journals Convergent and discriminant validity of the perceived risk scale in business-to-business context using the multitrait-multimethod approach

2001 ◽  
Vol 5 (3) ◽  
pp. 167-186 ◽  
Author(s):  
Sérgio C. Benício de Mello ◽  
Martin Collins
Keyword(s):  
Perceived Risk ◽  
Discriminant Validity ◽  
Risk Measure ◽  
Measurement Scales ◽  
Business Context ◽  
Industrial Sectors ◽  
Convergent And Discriminant Validity ◽  
Multimethod Approach ◽  
Consumer Marketing ◽  
Business To Business

Consumer marketing literature is abundant with research on perceived risk. However, little research has investigated the perceived risk measure in business-to-business, specially regarding its various measurement methodologies employed with respect to their validity. A basic goal of marketing as a science is to provide theoretical explanations for buying-selling behaviour. Whoever seeks such explanations normally borrows and develops constructs and theoretical propositions that cannot be promptly generalized. Thus, this research is primarily concerned with testing and discussing two perceived risk measurement scales across two buying situations (business-to-business) using different types of validation techniques. It tests some assumptions and tenets in models of perceived risk by submitting these measures to a convergent and discriminant validation using the multitraitmultimethod approach. The total of firms from two industrial sectors (pharmaceutical and clothing) in the largest States of the Brazilian Federation were consulted. The results indicate that both scales and their variations are valid to assess risk perception. The certainty/seriousness approach proved to be slightly better than the riskiness approach.

scholarly journals 136. Don’t Sweat the Small Stuff: Solutions for Large-Scale Stewardship Obstacles

2020 ◽  
Vol 7 (Supplement_1) ◽  
pp. S79-S80
Author(s):  
Joanne Huang ◽  
Zahra Kassamali Escobar ◽  
Rupali Jain ◽  
Jeannie D Chan ◽  
John B Lynch ◽  
...  
Keyword(s):  
Urgent Care ◽  
Complex Data ◽  
Open Communication ◽  
University Of Washington ◽  
Data Set ◽  
Constructive Feedback ◽  
Diagnostic Coding ◽  
Icd 10 ◽  
Tract Infections ◽  
The University

Abstract Background In an effort to support stewardship endeavors, the MITIGATE (a Multifaceted Intervention to Improve Prescribing for Acute Respiratory Infection for Adult and Children in Emergency Department and Urgent Care Settings) Toolkit was published in 2018, aiming to reduce unnecessary antibiotics for viral respiratory tract infections (RTIs). At the University of Washington, we have incorporated strategies from this toolkit at our urgent care clinics. This study aims to address solutions to some of the challenges we experienced. Challenges and Solutions Methods This was a retrospective observational study conducted at Valley Medical Center (Sept 2019-Mar 2020) and the University of Washington (Jan 2019-Feb 2020) urgent care clinics. Patients were identified through ICD-10 diagnosis codes included in the MITIGATE toolkit. The primary outcome was identifying challenges and solutions developed during this process. Results We encountered five challenges during our roll-out of MITIGATE. First, using both ICD-9 and ICD-10 codes can lead to inaccurate data collection. Second, technical support for coding a complex data set is essential and should be accounted for prior to beginning stewardship interventions of this scale. Third, unintentional incorrect diagnosis selection was common and may require reeducation of prescribers on proper selection. Fourth, focusing on singular issues rather than multiple outcomes is more feasible and can offer several opportunities for stewardship interventions. Lastly, changing prescribing behavior can cause unintended tension during implementation. Modifying benchmarks measured, allowing for bi-directional feedback, and identifying provider champions can help maintain open communication. Conclusion Resources such as the MITIGATE toolkit are helpful to implement standardized data driven stewardship interventions. We have experienced some challenges including a complex data build, errors with diagnostic coding, providing constructive feedback while maintaining positive stewardship relationships, and choosing feasible outcomes to measure. We present solutions to these challenges with the aim to provide guidance to those who are considering using this toolkit for outpatient stewardship interventions. Disclosures All Authors: No reported disclosures

scholarly journals DEELIG: A Deep Learning Approach to Predict Protein-Ligand Binding Affinity

2021 ◽  
Vol 15 ◽  
pp. 117793222110303
Author(s):  
Asad Ahmed ◽  
Bhavika Mam ◽  
Ramanathan Sowdhamini
Keyword(s):  
Deep Learning ◽  
Ligand Binding ◽  
Binding Affinity ◽  
Chemical Space ◽  
Biological Significance ◽  
Protein Crystal ◽  
Ligand Docking ◽  
Complex Data ◽  
Binding Prediction ◽  
Data Set

Protein-ligand binding prediction has extensive biological significance. Binding affinity helps in understanding the degree of protein-ligand interactions and is a useful measure in drug design. Protein-ligand docking using virtual screening and molecular dynamic simulations are required to predict the binding affinity of a ligand to its cognate receptor. Performing such analyses to cover the entire chemical space of small molecules requires intense computational power. Recent developments using deep learning have enabled us to make sense of massive amounts of complex data sets where the ability of the model to “learn” intrinsic patterns in a complex plane of data is the strength of the approach. Here, we have incorporated convolutional neural networks to find spatial relationships among data to help us predict affinity of binding of proteins in whole superfamilies toward a diverse set of ligands without the need of a docked pose or complex as user input. The models were trained and validated using a stringent methodology for feature extraction. Our model performs better in comparison to some existing methods used widely and is suitable for predictions on high-resolution protein crystal (⩽2.5 Å) and nonpeptide ligand as individual inputs. Our approach to network construction and training on protein-ligand data set prepared in-house has yielded significant insights. We have also tested DEELIG on few COVID-19 main protease-inhibitor complexes relevant to the current public health scenario. DEELIG-based predictions can be incorporated in existing databases including RSCB PDB, PDBMoad, and PDBbind in filling missing binding affinity data for protein-ligand complexes.

From managing customers to joint venturing with customers: co-creating service value in the digital age

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Christine Falkenreck ◽  
Ralf Wagner
Keyword(s):  
Perceived Risk ◽  
Structural Equation ◽  
Business Models ◽  
Joint Venture ◽  
Digital Age ◽  
Partial Least Square ◽  
Least Square ◽  
Equation Modeling ◽  
Data Set ◽  
Content Type

Purpose Until today, scholars claim that the phenomenon of “co-creation” of value in an “interacted” economy and in the context of positive actor-to-actor relationships has not been adequately explored. This study aims to first to identify and separate the accessible values of internet of things (IoT)-based business models for business-to-business (B2B) and business-to-government (B2G) customer groups. It quantifies the drivers to successfully implement disruptive business models. Design/methodology/approach Data were gathered from 292 customers in Western Europe. The conceptual framework was tested using partial least square structural equation modeling. Findings Managing disruptions in the digital age is closely related to the fact that the existing trust in buyer-seller relationships is not enough to accept IoT projects. A company’s digitalization capabilities, satisfaction with the existing relationship and trust in the IoT credibility of the manufacturer drives the perceived value of IoT-based business models in B2B settings. Contrastingly, in B2G settings, money is less important. Research limitations/implications Research refers to one business field, the data set is of European origin only. Findings indicate that the drivers to engage in IoT-related projects differ significantly between the customer groups and therefore require different marketing management strategies. Saving time today is more important to B2G buyers than saving money. Practical implications The disparate nature of B2B and B2G buyers indicates that market segmentation and targeted marketing must be considered before joint-venturing in IoT business models. To joint venture supply chain partners co-creating value in the context of IoT-related business models, relationship management should be focused with buyers on the same footing, as active players and co-developers of a personalized experience in digital service projects. Originality/value Diverging from established studies focusing on the relationship within a network of actors, this study defines disruptive business models and identifies its drivers in B2B and B2G relationships. This study proposes joint venturing with B2B and B2G customers to overcome the perceived risk of these IoT-related business models. Including customers in platforms and networks may lead to the co-creation of value in joint IoT projects.

scholarly journals Managing Customer Satisfaction In The Restaurant Industry: A Word From Managers

2014 ◽  
Vol 52 (3) ◽  
pp. 369-378
Author(s):  
Milan Ivkov ◽  
Ivana Blešić ◽  
Vidoje Stefanović ◽  
Jovanka Popov Raljić
Keyword(s):  
Customer Satisfaction ◽  
Professional Education ◽  
Restaurant Industry ◽  
Quality Service ◽  
Anova Analysis ◽  
Customer Needs ◽  
Significant Difference ◽  
Restaurant Managers ◽  
Restaurant Experience ◽  
Post Hoc

Abstract The present paper studies managers’ perception of factors that influence customer satisfaction in the restaurant industry and their attitudes towards conducting a research on customer needs. In particular, we studied the managers’ perception of the importance of restaurant experience elements of customer satisfaction. The research involved 50 restaurant managers in Serbia. Through descriptive and ANOVA analysis, we differentiated two main profiles of restaurant managers in terms of age and professional education. Also, we found through LSD Post hoc test statistically significant difference among managers in regards to customers’ needs data collection. Restaurant managers need to obtain education in the hospitality industry and to pay more attention to customer needs in order to provide quality service.

scholarly journals Managing Business-to-Business Customer Relationships following Key Contact Employee Turnover in a Vendor Firm

2002 ◽  
Vol 66 (2) ◽  
pp. 83-101 ◽  
Author(s):  
Neeli Bendapudi ◽  
Robert P. Leone
Keyword(s):  
Cross Section ◽  
Employee Turnover ◽  
Customer Relationships ◽  
Broad Cross Section ◽  
Business Customers ◽  
Business To Business ◽  
Oriented Approach

Customers form relationships with the employees who serve them as well as with the vendor firms these employees represent. In many cases, a customer's relationship with an employee who is closest to them, a key contact employee, may be stronger than the customer's relationship with the vendor firm. If the key contact employee is no longer available to serve that customer, the vendor firm's relationship with the customer may become vulnerable. In this article, the authors present the results of two studies that examine what business-to-business customers value in their relationships with key contact employees, what customers' concerns are when a favored key contact employee is no longer available to serve them, and what vendor firms can do to alleviate these concerns and to retain employee knowledge even if they cannot retain the employee in that position. The studies are based on a discovery-oriented approach and integrate input from business-to-business customers, key contact employees, and managers from a broad cross-section of companies to develop testable propositions. The authors discuss managerial and theoretical implications and directions for further research.

AGW manifestations in the Earth neutral atmosphere and ionosphere

2021 ◽  
Author(s):  
Tatiana Syrenova ◽  
Alexander Beletsky
Keyword(s):  
Optical System ◽  
Deep Convection ◽  
Lower Atmosphere ◽  
Automatic Identification ◽  
Complex Data ◽  
Neutral Atmosphere ◽  
Data Set ◽  
Acoustic Gravity Waves ◽  
Wave Disturbances ◽  
System Data

<p>Acoustic gravity waves (AGW) manifestations spread from the lower atmosphere to the upper layers due to processes such as orography, weather fronts, deep convection atmosphere, and vice versa, can form in the upper atmosphere during geomagnetic activity, receiving energy from the magnetosphere. These wave processes can be considered as a dynamic process that transfers energy between different atmospheric and latitudinal regions, therefore it is important to understand their basic parameters and behavior.</p><p>In this work, to study wave disturbances, we used the Keo Sentinel optical system data, designed to record the spatial pattern of the 630 nm emission intensity (emission height 180-300 km). The system is located at the Geophysical Observatory (GPO) of the ISTP SB RAS, near the Tory, Buryatiya, Russia (52<sup>0</sup> N, 103<sup>0</sup> E, height 670 m). The  interference filter transmission half-width is ~ 2 nm. Sight direction - zenith, field of view 145 degrees, exposure time 30-60 s (http://atmos.iszf.irk.ru/ru/data/keo).</p><p>For the analysis, we chose data obtained on clear, moonless nights from 2014 to March 2019. The total number of nights selected for analysis was 71 (~ 491 hours). An algorithm for the wave events and their characteristics automatic identification from the optic data was developed and tested. The approbation was carried out on a data set previously processed manually [Syrenova, Beletsky, 2019]. A comparison was made with traveling ionospheric disturbances (TID) characteristics obtained from the ISTP SB RAS radio-physical complex data [Medvedev et al., 2012].</p><p>The main directions of wave disturbances propagation obtained with automatic optical system data processing - southward (~ 175º) and eastward (~ 90º) - are similar to the TID directions. From the radiophysical complex data, the TID distribution from North to South prevails, the most probable azimuth is ~ 135º during the day, and ~ 205º at night. The most probable values ​​of the wave disturbances propagation velocity obtained as a result of automatic processing are about 80 m/s. These values ​​also accept well with the TID values.</p><p>The main characteristics obtained using the data of the optical and radiophysical complexes agree with each other. Differences in the preferred propagation direction of the recorded wave structures from the KEO Sentinel data from the directions obtained with photometers at the same observation point [Tashchilin, 2010, Podlesny, 2018], probably, associated with different observation heights.</p>

Post-purchase behaviour from customer perceived value of mobile payment services

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ming-Hsiung Hsiao
Keyword(s):  
Perceived Risk ◽  
Perceived Value ◽  
Behavioural Intention ◽  
Mobile Payment ◽  
Research Model ◽  
Data Set ◽  
Content Type ◽  
Utilitarian Value ◽  
The Difference ◽  
Post Purchase

Purpose Mobile payment (MP), near field communication-based particularly, has become one of the future payment tools. This study aims to indicate the difference between consumer users and non-users by examining the effect of MP users’ perceived value on their satisfaction and on MP non-users behavioural intention. Once those MP users’ have achieved satisfaction, the study then investig ates how consumers bring about the need recognition and are more desirable to buy more products. Design/methodology/approach This study develops a research model, which examines the effect of consumer perceived value, including utilitarian value, technicality and perceived risk, on MP users’ satisfaction and MP non-users behavioural intention. In methodology, it adopts structural equation modelling to verify the proposed research model for empirical studies. The data set consists of 161 MP users and 277 non-users of consumers. Findings The findings show that consumers, both MP users and non-users included, are encouraged to improve utilitarian value if they are favourable to adopt MP services. Relatively, female users emphasize more on perceived risk, whilst male users emphasize more on technicality. Moreover, MP non-users and female users still have much concern about perceived risk such that they are inclined to avoid adopting MP services. Originality/value Past research has examined the adoption of MP services from the perspective of consumers with a focus on the perceived value, satisfaction and behavioural intention. However, only limited research examined the post-purchase evaluation of MP users. The study fills this gap by clarifying the difference between consumer users and non-users in the effect of MP users’ perceived value on their satisfaction and on their non-users behavioural intention.

The Role of Emerging Technologies in Developing and Sustaining Diverse Suppliers in Competitive Markets

2013 ◽  
pp. 95-105
Author(s):  
Alvin J. Williams
Keyword(s):  
Relationship Management ◽  
Customer Relationship ◽  
Direct Impact ◽  
Goods And Services ◽  
Electronic Procurement ◽  
Management Processes ◽  
Business Customers ◽  
Business To Business

As organizations seek to maintain competitiveness in an ever-challenging global economic environment, considerable attention has been focused on rationalizing and realigning supply bases to match market realities. Firms are reducing and restructuring the number and types of suppliers from which they buy goods and services worldwide. This restructuring has a direct impact on minority suppliers. This chapter focuses on how minority suppliers can use technology, with particular focus on electronic procurement systems and related methods, to strengthen performance and attractiveness to potential business-to-business customers. Through the use of e-procurement, electronic auctions, and multiple customer relationship management processes, minority firms can strengthen relationships that lead to long-term success.

Alternative Clustering

2017 ◽  
pp. 1-12 ◽  
Author(s):  
Avinash Navlani ◽  
V. B. Gupta
Keyword(s):  
Research Problem ◽  
Research Community ◽  
Data Sets ◽  
Complex Data ◽  
High Quality ◽  
Data Set ◽  
Alternative Clustering ◽  
Complex Data Sets ◽  
Data Objects ◽  
Community Clustering

In the last couple of decades, clustering has become a very crucial research problem in the data mining research community. Clustering refers to the partitioning of data objects such as records and documents into groups or clusters of similar characteristics. Clustering is unsupervised learning, because of unsupervised nature there is no unique solution for all problems. Most of the time complex data sets require explanation in multiple clustering sets. All the Traditional clustering approaches generate single clustering. There is more than one pattern in a dataset; each of patterns can be interesting in from different perspectives. Alternative clustering intends to find all unlike groupings of the data set such that each grouping has high quality and distinct from each other. This chapter gives you an overall view of alternative clustering; it's various approaches, related work, comparing with various confusing related terms like subspace, multi-view, and ensemble clustering, applications, issues, and challenges.

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