Firms are challenged to improve the effectiveness of cross-selling campaigns. The authors propose a customer-response model that recognizes the evolvement of customer demand for various products; the ...possible multifaceted roles of cross-selling solicitations for promotion, advertising, and education; and customer heterogeneous preference for communication channels. They formulate cross-selling campaigns as solutions to a stochastic dynamic programming problem in which the firm's goal is to maximize the long-term profit of its existing customers while taking into account the development of customer demand over time and the multistage role of cross-selling promotion. The model yields optimal cross-selling strategies for how to introduce the right product to the right customer at the right time using the right communication channel. Applying the model to panel data with cross-selling solicitations provided by a national bank, the authors demonstrate that households have different preferences and responsiveness to cross-selling solicitations. In addition to generating immediate sales, cross-selling solicitations also help households move faster along the financial continuum (educational role) and build up goodwill (advertising role). A decomposition analysis shows that the educational effect (83%) largely dominates the advertising effect (15%) and instantaneous promotional effect (2%). The cross-selling solicitations resulting from the proposed framework are more customized and dynamic and improve immediate response rate by 56%, long-term response rate by 149%, and long-term profit by 177%.
We study if government response to the novel coronavirus COVID-19 pandemic can mitigate investor herding behaviour in international stock markets. Our empirical analysis is informed by daily stock ...market data from 72 countries from both developed and emerging economies in the first quarter of 2020. The government response to the COVID-19 outbreak is measured by means of the Oxford COVID-19 Government Response Tracker, where higher scores are associated with greater stringency. Three main findings are in order. First, results show evidence of investor herding in international stock markets. Second, we document that the Oxford Government Response Stringency Index mitigates investor herding behaviour, by way of reducing multidimensional uncertainty. Third, short-selling restrictions, temporarily imposed by the national and supranational regulatory authorities of the European Union, appear to exert a mitigating effect on herding. Finally, our results are robust to a range of model specifications.
•We study herding behaviour in international stock markets during the COVID-19 pandemic.•Investors show herding behaviour during the COVID-19 pandemic crisis.•Government responses to COVID-19 alleviate herding behaviour.•Short-selling restrictions during COVID-19 alleviate herding behaviour.
The sales management literature suggests that control-based management systems drive sales effectiveness. However, despite prior research on salesforce management systems, inquiry from an ...experimental perspective is lacking. Previous studies examining salesforce control and capability control have been primarily conducted utilizing cross-sectional data and methodologies that limit assessment of causality. Thus, the objective of our research is to establish causal links of control-based management systems. Specifically, our first study utilizes video-based scenarios to experimentally manipulate the use of an outcome versus activity control system and the use versus non-use of a capability control approach. Four-hundred and ten business-to-business salespeople provide responses for our experiment that demonstrates 1) outcome control systems enhance salesperson selling orientation, 2) activity-based control systems enhance salesperson customer orientation, as well as perceived organizational and supervisor support, and 3) capability control systems enhance adaptive selling and salesperson creativity. To support our experimental findings, a follow-up qualitative study of fourteen sales managers highlights the crucial importance of sales managers as a part of control system effectiveness. Overall, our research contributes by establishing causal links between control-based management systems and salesperson intentions to utilize selling behaviors that improve sales performance.
•B2B sales research lacks knowledge into salesperson decision making.•Salesforce management systems drive B2B salesperson behavioral intentions and perceptions.•Sales managers play an important role in ensuring that the management system functions appropriately.•Salesforce management systems contain dark side elements and create contingencies.
•The brand may stick to domestic market or enter the overseas market.•Platform operations is more likely to be profitable than managing an overseas store.•Optimal strategy depends on tax rules when ...both overseas strategies are profitable.•The brand may choose to not drive the purchasing agents out of the overseas market.
Given the increased purchasing powers in overseas markets and the existence of purchasing agents, international brands may reconsider their entering strategies. In this paper, we use a game-theoretical approach to investigate the strategy of an international brand to carve out a niche in overseas markets with considering of purchasing agents and multinational tax rules. At the beginning, the brand serves the domestic market only, and the purchasing agent acts as a domestic consumer but resells the product to the overseas market. To enter the overseas market, the brand can choose to operate an overseas store itself or sell through a cross-border e-commerce platform, with the existence of the purchasing agents. We derive the optimal strategies for the brand and the impacts of purchasing agents. Our results show that the brand prefers to enter the overseas market once the two overseas strategies are profitable but sticks to domestic market under certain circumstances, which depends on the tax policy and consumers’ valuation discount of buying from an agent. For the optimal overseas strategies of the brand, selling through a platform is more likely to be a profitable option than managing an overseas store. When both overseas strategies are profitable, the brand’s optimal choice depends on tax rules only. Interestingly, the brand does not always have the motivation to drive the purchasing agents out of the overseas market by adjusting retail prices. The existence of purchasing agents may help achieve a win-win situation for the brand and consumers under certain conditions.
COVID-19 affects significant human activity around the globe, including Bitcoin prices. The Bitcoin price is well known for its volatility, so it is not a big shocker when the panic-selling occurs ...during the pandemic. However, the mechanism to cope with these breakouts, especially the bearish one, is contentious. The experts give numerous pieces of advice with different conclusions in the end. It is also the same with Machine Learning. Various kernels show different results regarding how the price will move. It depends on the window size, how the data is being preprocessed, and the algorithm used. This paper inspects the best combination that various machine learning can offer with a linear approach to navigate the price prediction based on its depth interval, window size until the algorithms themselves. This paper also proposed a new approach to seeing the prediction range called s-steps ahead prediction using a linear model. The result shows that simple machine learning can herd 99.715% profit even during the bearish breakout.
Purpose
This study aims to integrate research on customer success (CS) management with the service ecosystems perspective of selling to enhance the understanding of the CS management function and the ...outcomes selling firms should expect based on implementation of CS management.
Design/methodology/approach
The authors apply the service ecosystems perspective of selling to describe how CS management is manifested in practice by offering relevant insights and practical industry examples.
Findings
Study findings identify relevant ecosystem actors, acting on behalf of the customer, required for the delivery of desirable customer outcomes. Study findings also link the orchestration efforts of CS managers to theory-based tenets for explanation of how CS management facilitates the attainment of competitive advantages via the thickening and thinning of ecosystem crossing points.
Research limitations/implications
Given that the research is conceptual, additional research that empirically examines this framework and the insights presented would lend further credence to the recommendations the authors suggest.
Practical implications
From a practical perspective, the authors present a “Customer Relationship and Solution Innovation Matrix” which integrates necessary value-creating activities that CS managers perform and the coordination with internal actors that CS managers rely on to create value.
Originality/value
Although the practice of CS management is becoming increasingly common, theoretical approaches capable of explaining the function have been lacking. Similarly, while the service ecosystems perspective redefines selling to encompass a broader set of actors than traditionally examined, practical examinations of the theory are limited. The authors address these issues, integrating both research streams for an enhanced understanding of the CS management function through the service ecosystems perspective theoretical lens.
Purpose
This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force. The authors provide a review of ...the framework, acknowledging its strengths, while also indicating areas for advancement. The authors conclude with recommendations to the framework and indicate opportunities where future research could advance sales theory.
Design/methodology/approach
A review of the theoretical underpinnings of the service ecosystem framework is weighed against the established roles and responsibilities of the modern sales force in the literature.
Findings
The ability of the framework to capture the multi-level, multi-actor and dynamic aspects of sales represents an improvement in the conceptualization of selling is critical. Suggestions around the refinement for meso-level sales interactions and a more pliant application of service dominant-logic are offered.
Research limitations/implications
The suggested extensions of the framework continue the advancement of novel theorization for the field of sales. Priorities for future research include consideration of ethical implications of the framework and formulations of new management strategies reflective of the broad and dynamic properties of the ecosystem conceptualization.
Practical implications
This paper provides managerial guidelines and implications tied specifically to the thick and thin crossing points and how they may impact employee decision-making.
Originality/value
To the best of the authors’ knowledge, this study is the first to pointedly examine the service ecosystem framework with respect to established principles of managing a modern sales force.
This research was conducted to find out the juridical review of selling and buying houses in the public housing credit (kpr) process based on law no. 1 of 2011 concerning housing andsettlement area ...pt. state savings bank baubau branc.This study uses an empirical juridical method. Researchers used instrument observation, interviews and documentation. From the results of the research, the legal consequences of transferring the debtor underhanded in the housing loan agreement (KPR-BTN) and the efforts taken by the bank to overcome it, selling mortgage houses underhanded by debtors who have not paid off their debts, is an unlawful act because The KPR house is a collateral object for the debtor's debt to the Bank, so that the Bank can sue the debtor to provide compensation for cancellation of the sale and purchase of KPR houses by the old debtor which was carried out underhand and immediately pay off all the remaining debt. The sale of KPR houses under the hands of the Debtor does not eliminate the Debtor's obligation to pay off his debts to the Bank. It is suggested that in order to avoid problems that arise in the future, people who want to transfer their debtors to KPR BTN can do so after obtaining approval from the bank as the creditor.
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