How has Japan become a major economic power, a world leader in the automotive and electronics industries? What is the secret of their success? The consensus has been that, though the Japanese are not particularly innovative, they are exceptionally skilful at imitation, at improving products that already exist. But now two leading Japanese business experts, Ikujiro Nonaka and Hiro Takeuchi, turn this conventional wisdom on its head: Japanese firms are successful, they contend, precisely because they are innovative, because they create new knowledge and use it to produce successful products and technologies. Examining case studies drawn from such firms as Honda, Canon, Matsushita, NEC, 3M, GE, and the U.S. Marines, this book reveals how Japanese companies translate tacit to explicit knowledge and use it to produce new processes, products, and services.

The knowledge-creating company : how Japanese companies create the dynamics of innovation

House of Quality

The effectiveness of a sales promotion can be examined by decomposing the sales “bump” during the promotion period into sales increase due to brand switching, purchase time acceleration, and stockp...

Impact of Sales Promotions on when, what, and how Much to Buy:

Quality function deployment: A literature review

Big data analytics in logistics and supply chain management: Certain investigations for research and applications

In recent years, the use of option pricing models to support IT investment decisions has been proposed in the MIS literature. In this paper, we discuss the practical advantages of such techniques for the selection of a software platform. First, we argue that traditional quantitative approaches to a cost-benefit analysis give only a partial picture of such decision situations: due to the long planning horizon required because of the time-consuming and resource-intensive implementation process, it is not possible to exactly predict which applications will, in fact, run on the system over time. Thus, the investor is faced with the problem of valuing "implementation opportunities." We then compare different valuation techniques for this task and discuss their respective advantages and drawbacks. The practical advantages of employing such models are demonstrated by describing a real-life case study where option pricing models were used for deciding whether to continue employing SAP R/2 or to switch to SAP R/3.

Options analysis of software platform decisions: a case study

Today's business environment is characterized by global competition and buyers' markets. Under such conditions, flexible response to changes in the environment is a key success factor for any firm. Consequently, there is increasing pressure for information systems to be readily adaptable to changing business processes. This paper investigates ways of introducing this aspect of IS extendability into quantitative IT investment decision models via the application of real options models. In particular, it examines methods for evaluating sequential exchange options in order to obtain estimates for the value of software growth options--that is, IS functions that are embedded in an IT platform and that can be employed once the particular base system is installed and their use is economically justified. On the basis of these models, we look at the determinants of the value of software growth options and draw general conclusions with regard to decision making in the field of IT investment.

Software growth options

https://isiarticles.com/bundles/Article/pre/pdf/2404.pdf

A dynamic segmentation approach for targeting and customizing direct marketing campaigns

In this paper we develop an integrated stochastic model of purchase timing and brand selection which incorporates the influence of marketing mix variables, seasonality and trend, and also allows for various individual choice mechanisms. Our approach rests on the assumptions of a zero-order choice process, a Poisson timing process and purchase rates following a multivariate Gamma Distribution over the population, the scale parameters of which vary according to marketing activities and time. The resulting model is a Multivariate Polya Process, and the distribution of brand choice probabilities turns out to be a Generalized Dirichlet Distribution. Thus, most currently used zero-order models can be considered to be special cases of this approach. Furthermore, we derive a number of market diagnostics which provide insights into market structure and demonstrate the model's use for marketing strategy simulation. Based on extensive testing of the underlying hypotheses we finally validate the model using empirical data and show that it fits the market in question.

A Multivariate Polya Model of Brand Choice and Purchase Incidence

The main objective of this report is to describe a decision-support system for dynamic retail pricing and promotion planning. Our weekly demand model incorporates price, reference price effects, seasonality, article availability information, features, and discounts. Building on previous research, we quantify demand interdependencies and integrate the resulting profit-lifting effects into the optimal pricing model. The methodology was developed and implemented at bauMax, an Austrian do-it-yourself retailer. Along with the practical requirements, an objective function was employed that can be used as a vehicle for implementing a retailer's strategy. Eight pricing rounds with thousands of different stock-keeping units have each served as a testing ground for our approach. Based on various benchmarking methods, a positive impact on profit was reported. The currently implemented marketing decision-support system increased gross profit on average by 8.1 and sales by 2.1%.

https://pubsonline.informs.org/doi/pdf/10.1287/mksc.1060.0217

Alfred Taudes

Papers

Options analysis of software platform decisions: a case study

Software growth options

A dynamic segmentation approach for targeting and customizing direct marketing campaigns

A Multivariate Polya Model of Brand Choice and Purchase Incidence

Practice Prize Report---An Assortmentwide Decision-Support System for Dynamic Pricing and Promotion Planning in DIY Retailing