Accurate prediction of customer repurchase behaviour is vital for businesses aiming to boost customer retention. This study introduces an advanced approach that merges classification algorithms with RFM analysis, a widely adopted framework in customer relationship management. The proposed models utilise RFM scores as input features to categorise customers into likely or unlikely repurchasers. The developed models demonstrate strong accuracy (74%) and performance on an online UK retail store dataset, showcasing their efficacy in identifying customers likely to make future purchases. Furthermore, a feature importance analysis identifies key RFM dimensions influencing repurchase behaviour, empowering businesses to tailor targeted marketing strategies.
{"title":"Enhancing customer repurchase prediction: Integrating classification algorithms with RFM analysis for precision and actionable insights","authors":"Rakesh Verma , Devesh Rathor , Saurabh Kumar , Mayank Mishra , Mayank Baranwal","doi":"10.1016/j.iimb.2025.100574","DOIUrl":"10.1016/j.iimb.2025.100574","url":null,"abstract":"<div><div>Accurate prediction of customer repurchase behaviour is vital for businesses aiming to boost customer retention. This study introduces an advanced approach that merges classification algorithms with RFM analysis, a widely adopted framework in customer relationship management. The proposed models utilise RFM scores as input features to categorise customers into likely or unlikely repurchasers. The developed models demonstrate strong accuracy (74%) and performance on an online UK retail store dataset, showcasing their efficacy in identifying customers likely to make future purchases. Furthermore, a feature importance analysis identifies key RFM dimensions influencing repurchase behaviour, empowering businesses to tailor targeted marketing strategies.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 2","pages":"Article 100574"},"PeriodicalIF":1.7,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144321875","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-06-01DOI: 10.1016/j.iimb.2025.100575
Vrinda Gupta , Amlendu Dubey
In this paper, we examine how the global financial cycle is translated into domestic financial cycle across different financial assets comprising equity prices, credit, and leverage for India. Using quarterly data from 1990 to 2021, we find that ‘risk-taking channel’ transfers global financial cycle into domestic economy which manifests itself through equity prices, credit, and leverage; however, Indian housing cycle seems resilient to the global housing cycle. In this context, macroprudential policies might be employed to limit the risk-taking channel and hence reduce palpability of domestic economy to the global financial cycle.
{"title":"Implication of global financial cycle on emerging market economies: Evidence from India","authors":"Vrinda Gupta , Amlendu Dubey","doi":"10.1016/j.iimb.2025.100575","DOIUrl":"10.1016/j.iimb.2025.100575","url":null,"abstract":"<div><div>In this paper, we examine how the global financial cycle is translated into domestic financial cycle across different financial assets comprising equity prices, credit, and leverage for India. Using quarterly data from 1990 to 2021, we find that ‘risk-taking channel’ transfers global financial cycle into domestic economy which manifests itself through equity prices, credit, and leverage; however, Indian housing cycle seems resilient to the global housing cycle. In this context, macroprudential policies might be employed to limit the risk-taking channel and hence reduce palpability of domestic economy to the global financial cycle.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 2","pages":"Article 100575"},"PeriodicalIF":1.7,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144263214","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
We examine salary disparity and team performance using data from 11 seasons of the Indian Premier League (IPL) between 2008 and 2019. Research on corporate pay structures and professional team sports organisations has examined salary disparity and its ramifications, but the case of cricket is less explored, particularly in relation to team performance. We study the world’s largest cricket league, viz. IPL, which imposes hard budget caps making pay disparities more likely. We find evidence for equity pay theory according to which salary disparity cripples group harmony and team performance by creating a perception of inequality and jealousy among employees.
{"title":"Does salary disparity affect team performance in cricket? Evidence from the Indian Premier League","authors":"Deepak Srivastav , Praveen Puram , Rudra Sensarma , Anand Gurumurthy","doi":"10.1016/j.iimb.2025.100568","DOIUrl":"10.1016/j.iimb.2025.100568","url":null,"abstract":"<div><div>We examine salary disparity and team performance using data from 11 seasons of the Indian Premier League (IPL) between 2008 and 2019. Research on corporate pay structures and professional team sports organisations has examined salary disparity and its ramifications, but the case of cricket is less explored, particularly in relation to team performance. We study the world’s largest cricket league, viz. IPL, which imposes hard budget caps making pay disparities more likely. We find evidence for equity pay theory according to which salary disparity cripples group harmony and team performance by creating a perception of inequality and jealousy among employees.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 2","pages":"Article 100568"},"PeriodicalIF":1.7,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144253354","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2024.04.001
Apoorva Goel , Nabila Khan , Lata Dyaram
Using the Job Demands-Resources theory, this study examines how organisational politics and self-concept affect women employees’ voice and workplace well-being (WWB). It employs an explanatory-sequential design, with study 1 (quantitative research, n = 463) using experimental vignettes and scale measures to test the hypotheses, followed by study 2 (qualitative research, n = 12) using in-depth interviews to explain the quantitative results. It was found that women's perceptions of organisational politics debilitated their WWB mediated by their voices. Furthermore, the “relational” self-concept moderated the mediated association, which reduced the negative impact. The study goes beyond the typical conception of work-family balance to provide strategies for improving women's work experiences.
{"title":"Navigating office politics: How do self-concept and upward voice influence women's workplace well-being?","authors":"Apoorva Goel , Nabila Khan , Lata Dyaram","doi":"10.1016/j.iimb.2024.04.001","DOIUrl":"10.1016/j.iimb.2024.04.001","url":null,"abstract":"<div><div>Using the Job Demands-Resources theory, this study examines how organisational politics and self-concept affect women employees’ voice and workplace well-being (WWB). It employs an explanatory-sequential design, with study 1 (quantitative research, n = 463) using experimental vignettes and scale measures to test the hypotheses, followed by study 2 (qualitative research, n = 12) using in-depth interviews to explain the quantitative results. It was found that women's perceptions of organisational politics debilitated their WWB mediated by their voices. Furthermore, the “relational” self-concept moderated the mediated association, which reduced the negative impact. The study goes beyond the typical conception of work-family balance to provide strategies for improving women's work experiences.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100526"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140769677","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2024.03.001
Jitamitra Desai , Kai Wang
The proximal partially-parallel splitting method (PPSM), originally proposed in Wang, Desai, and He (2017), is a hybrid mechanism that inherits the nice properties of both Gauss-Seidel and Jacobian substitution procedures for solving the multiple-block convex minimisation problem, whose objective function is the sum of individual (separable) functions without any shared variables, subject to a linear coupling constraint. In this paper, we extend this work and present some linearised versions of the PPSM, which fully utilise the separable structure and result in subproblems that either have closed-form solutions or are relatively easy to solve as compared to their original nonlinear versions. Global convergence of these linearised methods under the projection contraction algorithmic framework is proven, and furthermore, detailed remarks that serve to clarify the interconnections between these linearised variants are highlighted. Finally, the worst-case convergence rate of these methods under ergodic conditions is also established.
近似部分并行分割法（PPSM）最初由 Wang 等人（2017）提出，它是一种混合机制，继承了高斯-赛德尔程序和雅各布替代程序的优良特性，用于求解多块凸最小化问题，该问题的目标函数是没有任何共享变量的单个（可分离）函数之和，受线性耦合约束。在本文中，我们对这一工作进行了扩展，提出了一些 PPSM，这些方法充分利用了可分离结构，所产生的子问题要么具有闭式解，要么与其原始非线性版本相比相对容易求解。这些线性化方法在投影收缩算法框架下的全局收敛性得到了证明，此外，还强调了有助于澄清这些线性化变体之间相互联系的详细说明。最后，还确定了这些方法在遍历条件下的最坏收敛率。
{"title":"A set of linearised partially-parallel splitting methods for separable convex programs","authors":"Jitamitra Desai , Kai Wang","doi":"10.1016/j.iimb.2024.03.001","DOIUrl":"10.1016/j.iimb.2024.03.001","url":null,"abstract":"<div><div>The proximal partially-parallel splitting method (PPSM), originally proposed in Wang, Desai, and He (2017), is a hybrid mechanism that inherits the nice properties of both Gauss-Seidel and Jacobian substitution procedures for solving the multiple-block convex minimisation problem, whose objective function is the sum of <span><math><mi>m</mi></math></span> individual (separable) functions without any shared variables, subject to a linear coupling constraint. In this paper, we extend this work and present some <em>linearised versions</em> of the PPSM, which fully utilise the separable structure and result in subproblems that either have closed-form solutions or are relatively easy to solve as compared to their original nonlinear versions. Global convergence of these linearised methods under the projection contraction algorithmic framework is proven, and furthermore, detailed remarks that serve to clarify the interconnections between these linearised variants are highlighted. Finally, the worst-case <span><math><mrow><mi>O</mi><mo>(</mo><mn>1</mn><mo>/</mo><mi>t</mi><mo>)</mo></mrow></math></span> convergence rate of these methods under ergodic conditions is also established.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100518"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140154320","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2025.100549
Viraj Noorithaya
The digital advertising industry, where clients advertise to existing and potential customers through digital channels, is going through a rapid transformation. This is necessitated by evolving privacy laws such as General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA), heading towards a cookie-less future by decreasing reliance on Personally identifiable information (PII). While approaches like Data clean rooms, Federated learning have started gaining prominence, the current AdTech space is highly fragmented regarding channels, standards, platforms, inventory, cookieless targeting approaches, and compatibility.
For marketers, it is crucial to have generalized and interoperable but privacy-compliant approaches to reach their audience. While it is safer not to limit to a specific advertising stack, it must not come at a substantial performance cost. When a brand starts an advertising campaign, they usually have objectives and a target audience in mind. While their objectives are aligned with business goals and performance metrics, the desired audience personas are defined by either market research or new/ historically well-performing consumer profiles suited to their products and services. This paper presents ways to convert multi-characteristic personas into geographic targeting without relying on cookie-based data. These geographic segments have broad compatibility across marketing platforms.
We sourced data from 5 privacy-compliant datasets containing ∼9000 variables aggregated at Forward Sortation Area (FSA) level by a leading Canadian data provider. These variables span a wide range of characteristics such as demographic, econometric, lifestyle and media choices, brand affinities, purchasing behaviors, and spending. The persona-related variables are optionally indexed, after which dimensionality reduction techniques, such as Principal Component Analysis (PCA) and Uniform Manifold Approximation and Projection (UMAP), were applied. Unsupervised learning methods, such as KMeans, KMeans++ and Gaussian Mixture Models (GMMs), were then used to build an optimal number of FSA clusters. These clusters were then analyzed to identify those beneficial to targeting, which helps reduce the number of FSAs to target. The final output for marketing consumption is in the form of FSA segments for targeting aligned with our desired profiles. We analyze campaign metrics against different combinations of dimensional reduction and clustering techniques to assess what works well for advertising.
{"title":"Targeting audience personas with programmatic geographic segments using unsupervised methods","authors":"Viraj Noorithaya","doi":"10.1016/j.iimb.2025.100549","DOIUrl":"10.1016/j.iimb.2025.100549","url":null,"abstract":"<div><div>The digital advertising industry, where clients advertise to existing and potential customers through digital channels, is going through a rapid transformation. This is necessitated by evolving privacy laws such as General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA), heading towards a cookie-less future by decreasing reliance on Personally identifiable information (PII). While approaches like Data clean rooms, Federated learning have started gaining prominence, the current AdTech space is highly fragmented regarding channels, standards, platforms, inventory, cookieless targeting approaches, and compatibility.</div><div>For marketers, it is crucial to have generalized and interoperable but privacy-compliant approaches to reach their audience. While it is safer not to limit to a specific advertising stack, it must not come at a substantial performance cost. When a brand starts an advertising campaign, they usually have objectives and a target audience in mind. While their objectives are aligned with business goals and performance metrics, the desired audience personas are defined by either market research or new/ historically well-performing consumer profiles suited to their products and services. This paper presents ways to convert multi-characteristic personas into geographic targeting without relying on cookie-based data. These geographic segments have broad compatibility across marketing platforms.</div><div>We sourced data from 5 privacy-compliant datasets containing ∼9000 variables aggregated at Forward Sortation Area (FSA) level by a leading Canadian data provider. These variables span a wide range of characteristics such as demographic, econometric, lifestyle and media choices, brand affinities, purchasing behaviors, and spending. The persona-related variables are optionally indexed, after which dimensionality reduction techniques, such as Principal Component Analysis (PCA) and Uniform Manifold Approximation and Projection (UMAP), were applied. Unsupervised learning methods, such as KMeans, KMeans++ and Gaussian Mixture Models (GMMs), were then used to build an optimal number of FSA clusters. These clusters were then analyzed to identify those beneficial to targeting, which helps reduce the number of FSAs to target. The final output for marketing consumption is in the form of FSA segments for targeting aligned with our desired profiles. We analyze campaign metrics against different combinations of dimensional reduction and clustering techniques to assess what works well for advertising.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100549"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143593568","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2025.100552
Arushi Verma, Madhumita Chakraborty
The paper investigates how attention to the Russia-Ukraine war affects cryptocurrency returns by creating a Google search volume index (GSVI) using Google trends keywords. It finds that crypto returns react positively to attention to war and negatively to the volatility index (VIX), demonstrating that investor fear during times of crisis may increase interest in cryptocurrencies. The research provides specific insights into crypto markets that can aid portfolio managers and regulators. It also adds to the limited studies on the impact of war on cryptocurrency returns.
{"title":"War-driven attention and cryptocurrency returns: The case of the Russia–Ukraine war","authors":"Arushi Verma, Madhumita Chakraborty","doi":"10.1016/j.iimb.2025.100552","DOIUrl":"10.1016/j.iimb.2025.100552","url":null,"abstract":"<div><div>The paper investigates how attention to the Russia-Ukraine war affects cryptocurrency returns by creating a Google search volume index (GSVI) using Google trends keywords. It finds that crypto returns react positively to attention to war and negatively to the volatility index (VIX), demonstrating that investor fear during times of crisis may increase interest in cryptocurrencies. The research provides specific insights into crypto markets that can aid portfolio managers and regulators. It also adds to the limited studies on the impact of war on cryptocurrency returns.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100552"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143552686","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2025.100550
Manoj Kumar , Anoop K. P.
This paper addresses freight consolidation in rail transportation planning. Multiple demand destinations are served in a single trip to utilise the volume discount on freight rate. An efficient mixed-integer linear programming (MILP) based modelling framework is proposed to optimally allocate rail wagons to a given set of destinations considering the shipment options offered by Indian Railways. Twelve problem instances are derived using real data from an Indian food grain organisation and are solved to optimum using the CPLEX solver in quick time. The results indicate that multi-point orders can reduce the total transportation cost and ease the handling of shipments at terminals.
{"title":"An innovative modelling framework for freight consolidation in transportation planning","authors":"Manoj Kumar , Anoop K. P.","doi":"10.1016/j.iimb.2025.100550","DOIUrl":"10.1016/j.iimb.2025.100550","url":null,"abstract":"<div><div>This paper addresses freight consolidation in rail transportation planning. Multiple demand destinations are served in a single trip to utilise the volume discount on freight rate. An efficient mixed-integer linear programming (MILP) based modelling framework is proposed to optimally allocate rail wagons to a given set of destinations considering the shipment options offered by Indian Railways. Twelve problem instances are derived using real data from an Indian food grain organisation and are solved to optimum using the CPLEX solver in quick time. The results indicate that multi-point orders can reduce the total transportation cost and ease the handling of shipments at terminals.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100550"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143552684","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-03-01DOI: 10.1016/j.iimb.2025.100551
Aditya Agrawal , Ashish Pandey , Payal Kumar
Organisational healing (OH), as an existing theoretical concept developed by Powley et al., refers to the process of repairing and restoring the social relationships of an organisation after any external trauma. In this study, we aim to expand the nature and application of OH by exploring additional areas of applicability. We examine the critical assumptions in the existing conceptualisation of OH and propose modifications and additions, which help make OH a more robust construct. Finally, we identify the theoretical and managerial implications of this study and discuss future research implications.
{"title":"Organisational healing in VUCA times: A theoretical refinement","authors":"Aditya Agrawal , Ashish Pandey , Payal Kumar","doi":"10.1016/j.iimb.2025.100551","DOIUrl":"10.1016/j.iimb.2025.100551","url":null,"abstract":"<div><div>Organisational healing (OH), as an existing theoretical concept developed by Powley et al., refers to the process of repairing and restoring the social relationships of an organisation after any external trauma. In this study, we aim to expand the nature and application of OH by exploring additional areas of applicability. We examine the critical assumptions in the existing conceptualisation of OH and propose modifications and additions, which help make OH a more robust construct. Finally, we identify the theoretical and managerial implications of this study and discuss future research implications.</div></div>","PeriodicalId":46337,"journal":{"name":"IIMB Management Review","volume":"37 1","pages":"Article 100551"},"PeriodicalIF":1.7,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143552685","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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