Multi-Method Analysis

2015 ◽  
pp. 184-198
Author(s):  
Przemyslaw Tomczyk
Keyword(s):  
Insurance Industry ◽  
Model Development ◽  
Interdisciplinary Approach ◽  
Value Management ◽  
Synergy Effect ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Depth Interviews ◽  
Method Analysis

Multi-Method Analysis (MMA) can be understood as an interdisciplinary approach to the triangulation of research results or deepening of knowledge gained as a result of classical hypotheses testing by means of statistical analysis. In this case, the synergy effect obtained by using MMA as a combination of the quantitative (survey research) and qualitative (In-Depth Interviews – IDI) analysis is presented. To achieve the empirical bases of the study, a theoretical model is used as a marketing management example. The model refers to firm performance as a result of customer lifetime value management. The essence of the case study is to present the whole research to illustrate the researcher's way of thinking from conceptual model development through quantitative hypothesis testing and qualitative explanation. The research was conducted from 2012 – 2013 in the insurance industry in Poland.

Multi-Method Analysis

2015 ◽  
pp. 125-138
Author(s):  
Przemyslaw Tomczyk
Keyword(s):  
Insurance Industry ◽  
Model Development ◽  
Interdisciplinary Approach ◽  
Value Management ◽  
Synergy Effect ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Depth Interviews ◽  
Method Analysis

Multi-Method Analysis (MMA) can be understood as an interdisciplinary approach to the triangulation of research results or deepening of knowledge gained as a result of classical hypotheses testing by means of statistical analysis. In this case, the synergy effect obtained by using MMA as a combination of the quantitative (survey research) and qualitative (In-Depth Interviews – IDI) analysis is presented. To achieve the empirical bases of the study, a theoretical model is used as a marketing management example. The model refers to firm performance as a result of customer lifetime value management. The essence of the case study is to present the whole research to illustrate the researcher's way of thinking from conceptual model development through quantitative hypothesis testing and qualitative explanation. The research was conducted from 2012 – 2013 in the insurance industry in Poland.

scholarly journals Implementing profitability through a customer lifetime value management framework

2009 ◽  
Vol 1 (2) ◽  
pp. 32-43 ◽  
Author(s):  
V. Kumar ◽  
R. Venkatesan ◽  
B. Rajan
Keyword(s):  
Customer Lifetime Value ◽  
Value Management ◽  
Customer Profitability ◽  
Management Framework ◽  
Customer Lifetime ◽  
Level Data ◽  
Marketing Resources ◽  
Lifetime Value ◽  
The Right

Abstract Global CRM software spending was $7.8 billion in 2007 and is projected to reach $8.9 billion in 2008. Further, CRM software sales will touch $13.3 billion by 2012. These software and processes have made it possible for companies to gather and analyze large amounts of data on their existing and prospective customers. This article shows how customer-level data can lead to increased customer profitability through (a) selection of the right customers by using the Customer Lifetime Value (CLV) metric, (b) the nurturing of those right customers and, © re-allocation of resources to the profitable customers. Due to this approach profitable management of individual customers is the basis for growth in firm profitability. A case study will show how IBM used CLV as an indicator of customer profitability and allocated marketing resources based on CLV

Case Study on Relationship Marketing

2014 ◽  
pp. 22-26
Author(s):  
Bhawana Sharma ◽  
Tulika Sood
Keyword(s):  
Relationship Marketing ◽  
Service Industry ◽  
Insurance Industry ◽  
Sales Representative ◽  
Prime Concern ◽  
Lifetime Value ◽  
Production Concept ◽  
Brand Ambassadors

A paradigm shift has occurred in the concepts of marketing from the production concept to the societal concept. A prominent concept today is the customer concept, which aims to build loyalty and lifetime value by creating, maintaining, and enhancing relationships with the customer by addressing individual customer needs. Relationship marketing is a bifurcation from the customer concept, which seeks to earn and retain long-term preferences, business, and ultimately, a marketing network. In relationship marketing, both parties collaborate on identifying needs to fulfill. Immediate sales are not of prime concern in this model. Organizations should understand the fact of when–and how–to use relationship marketing. The five R’s of Relationship Marketing are Relationship, Realization, Response, Relevance, & Respect. This case study addresses relationship marketing focusing on a service industry (i.e. Insurance Industry). A Sales representative needs to bond well with all his clients in order to be able to meet their expectations as required. Therefore, an employee with good PR skills is sure to climb the ladder of success. The protagonist in the case study, Mr. Sahil Sharma, an Employee of AFRO-INDIA Insurance Ltd., guides and trains his entire team to build, maintain, and enhance their relationship with their clients. This will not only make the clients loyal to the organization, but also will also make them brand ambassadors through word of mouth.

A new model for measuring salesperson lifetime value

2017 ◽  
Vol 32 (2) ◽  
pp. 274-281 ◽  
Author(s):  
Pablo Farías ◽  
Eduardo Torres ◽  
Roberto Mora Cortez
Keyword(s):  
Sales Force ◽  
Value Management ◽  
Financial Control ◽  
Content Type ◽  
Valuation Model ◽  
Robust Model ◽  
Lifetime Value ◽  
Conceptual Paper ◽  
The Individual

Purpose The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity. Design/methodology/approach This is a conceptual paper supported by a case study. Findings The authors contribute to the literature by operationalizing the salesperson lifetime value concept and introducing new important aspects in comparison with previous discussions, including peer effect, recruitment/hiring cost and termination costs. Originality/value This manuscript theoretically and practically contributes to personnel value management in the organization and sales force financial control. The authors introduce peer effects, hiring/recruitment costs and termination costs, which are missing as a set in previous research. In addition, this paper offers a simple but robust model to practitioners’ use.

scholarly journals Business Model Innovation and Its Implications for Indonesian Batik’s Start-up Development

2020 ◽  
Vol 7 (9) ◽  
pp. 370
Author(s):  
Inthannia Elvaretha Wijaya ◽  
Perminas Pangeran
Keyword(s):  
Business Model ◽  
Social Impact ◽  
Evaluation Research ◽  
Model Development ◽  
Business Model Innovation ◽  
Study Approach ◽  
Business Model Canvas ◽  
Start Up ◽  
Depth Interviews

Business Model Innovation is the key to develop and improve the company's strategy to survive and sustain. Nevertheless, the existing Batik communities often find it difficult to innovate their business model. The purpose of this study was to evaluate the nine components of the business model canvas, in Batik communities, Giriloyo and Kricak Kidul village, Yogyakarta. Second, develop an innovation on business model, Ruby Batik start-up. The evaluation research method used was descriptive qualitative case study approach. The data were collected through questionnaires and in-depth interviews. The analytical model used the CIPP (Context, Input, Process, Product). The results showed that nine components of the business model canvas of the batik communities, Giriloyo and Kricak Kidul, Yogyakarta were still less and need improvement and innovation. Innovation of the business model canvas component became the development basis of social entrepreneurship business model, Rubi Batik start-up. The startup business model development, Rubi Batik, was directed to the commercial mission and social impact mission.

scholarly journals Analysis of Household Financial Management for Work from Home Affected Employees (Case Study on Employees of Insurance Industry Companies in Surabaya)

2020 ◽  
Vol 4 (2) ◽  
pp. 105-112
Author(s):  
Ninnasi Muttaqiin
Keyword(s):  
Financial Management ◽  
Sampling Method ◽  
Insurance Industry ◽  
Sample Selection ◽  
Retirement Planning ◽  
Household Consumption ◽  
Household Savings ◽  
Work From Home ◽  
Depth Interviews

This study was conducted to examine the effect of work from home policy caused by coronavirus epidemic on household financial management of insurance industry employees in Surabaya. This study uses a qualitative method by conducting interviews. The variables used are household consumption, household savings, household investment, household insurance, and retirement planning. The sample selection using purposive sampling method, obtained seven sources who then provide answers to questions during in-depth interviews. The results showed that the work from home policy had a very significant effect on the condition of household financial management in the variables of household consumption, household savings, and household investment. On the other hand, work from home policy does not really affect household insurance management and retirement planning for employees of the insurance industry in Surabaya.

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