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Does Loyalty Program Membership Lead to Repeat Purchase: A Demographic Analysis with Customer Profiling and Machine Learning 忠诚计划会员是否会导致重复购买:基于客户特征和机器学习的人口统计分析
Pub Date : 2023-08-17 DOI: 10.57198/2583-4932.1325
Reeti Agarwal
Background: The current study was undertaken to find out the various benefits customers perceive as accruing from being members of loyalty programs of departmental stores. The study outspreads Yi and Jeon’s (2003) work assimilated along with the diverse advantages framework advocated by MimouniChaabane and Volle (2010) from the perspective of departmental stores in India. Objective: The primary aim of the current study is to find out different groups of customers based on their perception of loyalty program benefits and to identify their demographic profile. Material and methods: The scale relating to observed loyalty program benefits was authenticated in respect of Indian customers. The customers were divided into clusters based on their opinion of the benefits of loyalty programs. Further, Classification and Regression Tree (C&RT), a Machine Learning technique, was applied to find out if and how demographic characteristics have an impact on a customer’s inclination to go for a repeat purchase in a store whose loyalty program membership the customer has. Results and conclusion: Three clusters namely ‘Prospects, ‘Uncertain’ and ‘Suspects’ were identified and the profile of different clusters were enumerated to enhance the understanding, which can be utilized for making the targeting efforts of companies more effective.
背景:目前的研究是为了找出各种利益的顾客认为,由于是百货公司的忠诚计划的成员积累。本研究从印度百货商店的角度扩展了Yi和Jeon(2003)的研究成果,并吸收了MimouniChaabane和Volle(2010)所倡导的多样化优势框架。目的:目前研究的主要目的是根据他们对忠诚度计划利益的看法,找出不同的客户群体,并确定他们的人口统计资料。材料和方法:在印度客户中,对观察到的忠诚计划利益的量表进行了验证。根据顾客对忠诚度计划的好处的看法,他们被分成了不同的组。此外,分类和回归树(C&RT)是一种机器学习技术,用于发现人口统计学特征是否以及如何影响客户在拥有忠诚计划会员的商店重复购买的倾向。结果与结论:确定了“前景”、“不确定”和“可疑”三个集群,并列举了不同集群的概况,以增强对不同集群的了解,从而使企业的目标定位工作更加有效。
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引用次数: 0
Financial Literacy During a Crisis: Financial Lessons Learned from COVID-19 危机中的金融知识:从2019冠状病毒病中吸取的金融教训
Pub Date : 2023-06-27 DOI: 10.57198/2583-4932.1322
Kirti Goyal
Background – Coronavirus Disease 2019 (COVID-19) has spawned a global health and financial crisis. It is high time we acknowledged the importance of financial literacy in preparing financially vulnerable households to get through tough times. Objective – This paper aims to highlight financial lessons learned from the pandemic, focussing on the role of financial literacy in the judicious financial behaviour. Material and methods – The paper amalgamates the concept, levels and outcomes of financial literacy, followed by the discussion on financial education. A framework is presented presenting the crisis’s impact on well-being and the noteworthy lessons. Results and conclusions – The diverse aspects of financial behavior that fundamentally depend upon financial literacy will be critical during COVID-19 and its aftermath. Having emergency funds, investing wisely, conservative borrowing, insurance coverage, financial goals, fin-tech and financial inclusion are the life-saving skills that protect from financial fragility and build financial resilience. The study intends to provide readers with a thumbnail of various aspects of financial knowledge that are often neglected in routine , and suggests future research agenda. This study will aid researchers, policy-makers and financial educators in developing strategies that are critical to economic recovery and future financial preparedness.
背景- 2019冠状病毒病(COVID-19)引发了全球卫生和金融危机。我们早就应该认识到金融知识在帮助财务脆弱的家庭度过艰难时期中的重要性。目标-本文旨在强调从疫情中吸取的金融教训,重点是金融知识在明智的金融行为中的作用。材料和方法——本文综合了金融素养的概念、层次和结果,然后对金融教育进行了讨论。提出了一个框架,介绍了危机对福祉的影响和值得注意的教训。结果和结论—在2019冠状病毒病及其后果期间,从根本上依赖于金融知识的金融行为的各个方面将至关重要。拥有应急基金、明智投资、保守借贷、保险、财务目标、金融科技和普惠金融是保护免受金融脆弱性和建立金融韧性的救生技能。本研究旨在为读者提供日常生活中经常被忽视的金融知识的各个方面的缩略图,并提出未来的研究议程。这项研究将帮助研究人员、政策制定者和金融教育工作者制定对经济复苏和未来金融准备至关重要的战略。
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引用次数: 0
Integrating social capital, trust, and dispositional readiness with Technology Acceptance Model to explore social media usage by Indian travellers on an international vacation 整合社会资本、信任和处置准备与技术接受模型,探索印度旅行者在国际度假中使用社交媒体的情况
Pub Date : 2023-06-27 DOI: 10.57198/2583-4932.1323
Snigdha Singh, Pallavi Srivastava, Shailja Dixit
Over the years, social media usage has become an inseparable aspect of the travel experience. This study examines the factors that influence Indian travellers' use of social media when travelling abroad for a leisure vacation by incorporating social capital, perceived trust, and dispositional readiness toward social media into the Technology Acceptance Model (TAM). A survey was used to collect data from 280 Indian travellers who had taken at least one international vacation over the last one year. A Structural Equation Modelling using AMOS software revealed that the perceived usefulness (PU) of social media and social capital (SC) of an individual directly impacts the intention to use social media for travel purposes. Perceived ease of use (PEU) and perceived trust (PT) impact intention only indirectly, through their influence on usefulness. Further, the study concludes that the dispositional readiness (attitude) of the users will significantly impact all four constructs, PU, PEU, PT, and SC. Theoretically, the results of the study empirically establish the need for modification to the existing TAM. Although the current model suggests a unidirectional impact of PU and PEU on attitude, our study shows that DR (attitude) impacts PU and PEU. The study also adds to our understanding of SM usage for leisure travel purposes, in addition to providing useful insights into the Indian hospitality and tourism industry.
多年来,社交媒体的使用已经成为旅行体验中不可分割的一部分。本研究通过将社会资本、感知信任和对社交媒体的倾向准备纳入技术接受模型(TAM),考察了影响印度游客在国外休闲度假时使用社交媒体的因素。一项调查收集了280名在过去一年中至少进行过一次国际度假的印度游客的数据。利用AMOS软件建立的结构方程模型显示,社交媒体的感知有用性(PU)和个人的社会资本(SC)直接影响到个人使用社交媒体进行旅行的意愿。感知易用性(PEU)和感知信任(PT)仅通过对有用性的影响间接影响意图。此外,本研究得出结论,使用者的处置准备(态度)将显著影响PU、PEU、PT和SC这四个构式。从理论上讲,本研究的结果实证地确立了对现有TAM进行修改的必要性。虽然目前的模型表明PU和PEU对态度的单向影响,但我们的研究表明DR(态度)影响PU和PEU。除了为印度酒店和旅游业提供有用的见解外,该研究还增加了我们对休闲旅游中SM使用情况的理解。
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引用次数: 0
Intrinsic Incentives for Online Business Reviews: Driving Knowledge Transfer Across Businesses 在线商业评论的内在激励:推动跨企业的知识转移
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0010
Grigoras Mihnea Gingioveanu Lupulescu, Francisca-Elena Zamfir
Abstract The present paper aims to analyze business-to-business feedback, where managers and customers provide reviews for partners or client organizations, as this practice has become increasingly common in the present business environment. However, the intrinsic motivations that drive managers and individuals to engage in this practice are not yet fully understood. Previous research has highlighted potential reasons for issuing feedback, but our study highlights some new perspectives on the significance of online reviews, the reasons why individuals issue them, and their potential impact on the decision-making process of consumers and business partners. Our findings suggest that improving customer service and interactions is essential for encouraging positive reviews. Our data also indicate that age might play a crucial role in attitudes toward leaving online reviews. Older individuals appear to perceive their reviews to be more objective and fairer, while younger individuals are more easily convinced by the opinions of others. The frequency of leaving reviews can also vary a lot depending on the age of the individual, possibly due to a lack of time or belief that their opinion may not have any valuable impact on other people’s lives or decisions. One of the most significant factors that encourage individuals to offer feedback is good interaction with a company representative, highlighting the importance of customer service. The possibility of obtaining a discount and the quality of services and products offered were also important factors in the business-to-business review exchange. Although the data collected is based on a relatively small sample size and may not be representative of the wider population, this study provides valuable insights into the behavior of those who issue online reviews and can contribute to future research directions in this area.
本文旨在分析企业对企业的反馈,即管理者和客户为合作伙伴或客户组织提供评论,因为这种做法在当前的商业环境中变得越来越普遍。然而,驱动管理者和个人参与这种实践的内在动机还没有完全被理解。之前的研究强调了发布反馈的潜在原因,但我们的研究强调了在线评论的重要性、个人发布评论的原因以及它们对消费者和商业伙伴决策过程的潜在影响的一些新视角。我们的研究结果表明,改善客户服务和互动对于鼓励正面评价至关重要。我们的数据还表明,年龄可能在人们留下在线评论的态度中起着至关重要的作用。年龄较大的人似乎认为他们的评价更客观、更公平,而年轻人更容易被别人的意见所说服。留下评论的频率也会因个人的年龄而有很大差异,可能是由于缺乏时间或认为他们的意见可能对其他人的生活或决定没有任何有价值的影响。鼓励个人提供反馈的最重要因素之一是与公司代表的良好互动,突出了客户服务的重要性。获得折扣的可能性以及所提供的服务和产品的质量也是企业对企业审查交流的重要因素。虽然收集到的数据是基于一个相对较小的样本量,可能不能代表更广泛的人群,但本研究提供了关于那些发布在线评论的人的行为的有价值的见解,可以为该领域的未来研究方向做出贡献。
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引用次数: 0
Key Factors Influencing Customer Satisfaction and Intention to Reuse Food Ordering Apps 影响顾客满意度和重复使用订餐app意愿的关键因素
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0011
Thuy Ngoc Lam, Tuan Khanh Vuong, Siem Thi Tran
Abstract This empirical study aims to identify and evaluate the crucial factors that influence customer satisfaction and their intention to reuse a food ordering app (FOA) in Ho Chi Minh City (HCMC), Vietnam. A data sample of 413 observations from customers who used the FOA was used to test hypotheses using a quantitative technique and a structural linear model. The results indicated that among the four key factors, performance expectancy, price value, and online reviews had direct and indirect effects on customers’ continued intention to use the FOA. By contrast, hedonic motivation only had an indirect effect. Satisfaction level was the mediating factor that affected customers’ continuance intention. This study provided insights into the online service and how the key factors affected customers’ satisfaction level towards the intention to reuse the FOA. When the management of the online providing service improves the key factors – performance expectancy, hedonic motivation, price value, and online reviews – they will improve the level of satisfaction towards the intention to reuse the FOA of customers in HCMC. The management of food companies should refer to this research model for restructuring and improving their business to satisfy the needs and wants of their target customers in the competitive market.
摘要本实证研究旨在确定和评估影响越南胡志明市(HCMC)顾客满意度及其重复使用订餐应用程序(FOA)意愿的关键因素。使用FOA的客户的413个观察结果的数据样本用于使用定量技术和结构线性模型来检验假设。结果表明,在四个关键因素中,性能预期、价格价值和在线评论对客户继续使用FOA的意愿有直接和间接的影响。相比之下,享乐动机只会产生间接影响。满意度是影响顾客持续意向的中介因素。本研究深入了解了在线服务,以及关键因素如何影响客户对FOA重复使用意向的满意度。当在线提供服务的管理改善了关键因素——绩效预期、享乐动机、价格价值和在线评论——它们将提高对HCMC中客户重用FOA意图的满意度。食品公司的管理层应该参考这一研究模式来重组和改进其业务,以满足其目标客户在竞争市场中的需求。
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引用次数: 0
How Shopping was Transformed from Offline to Online Space - A Case Study within the Slovak Republic 购物如何从线下空间转变为线上空间——斯洛伐克共和国的个案研究
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0009
Eva Nahalková Tesárová, A. Križanová
Abstract The prognosis and determination of consumer behavior is not an easy process. As part of the development of consumer behavior as the last member of the B2C market in the distribution channel, one can observe the gradual decline of brick-and-mortar stores and the rise of online shopping for several decades, especially the enormous growth of online shopping over the last two years caused by the COVID-19 pandemic. However, it should be noted that many retailers offer their products simultaneously in brick-and-mortar stores and also through the e-shop. The main purpose of the article is to determine the dependence of spent funds on the basis of individual criteria. The primary data were obtained by conducting a questionnaire survey, in which we determined the amount of spent funds for traditional and online retail shopping. Data were analyzed using the Shapiro-Wilk normality test, followed by an analysis of the dependencies of the variables using the Kruskal-Wallis’s test and one-way ANOVA. The results show that, apart from gender, the other factors examined do not affect the amount of spent money. Due to the absence of published academic literature and empirical findings concerning the behavior of retail trade format selection in the Slovak market, this study may serve as a starting point for future studies in this area of interest. The survey is also relevant for retailers in terms of format development and reorientation of marketing strategies.
消费者行为的预测和确定不是一个简单的过程。作为分销渠道中B2C市场的最后一员,作为消费者行为发展的一部分,我们可以观察到几十年来实体店的逐渐衰落和网上购物的兴起,特别是最近两年由于COVID-19大流行而导致的网上购物的巨大增长。然而,应该指出的是,许多零售商在实体店和网上商店同时提供他们的产品。本文的主要目的是根据个人标准确定支出资金的依赖程度。主要数据是通过问卷调查获得的,其中我们确定了传统零售和网络零售购物的花费金额。使用Shapiro-Wilk正态性检验对数据进行分析,然后使用Kruskal-Wallis检验和单向方差分析对变量的相关性进行分析。研究结果表明,除了性别之外,其他被调查的因素都不会影响消费金额。由于缺乏关于斯洛伐克市场零售贸易业态选择行为的公开学术文献和实证研究结果,本研究可以作为该领域未来研究的起点。该调查也与零售商的形式发展和营销策略的重新定位有关。
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引用次数: 0
How to Implement Knowledge Management in Emerging Governments in Africa and Beyond: A Case Study on the South African Government 非洲及其他新兴国家政府如何实施知识管理:以南非政府为例
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0012
Lance Barbier, R. Tengeh
Abstract This paper is based on the premise that public officials in developing countries lack the necessary skills to implement Knowledge Management (KM) successfully, so a framework is required to facilitate this process. South Africa is the case study. It is therefore necessary to develop a Knowledge Management Implementation Framework (KMIF). Consequently, one of the objectives of this paper is to validate this need and then outline a KMIF that can help government departments in developing countries implement KM and foster a KM culture. A mixed methodology approach was used, combining qualitative and quantitative data collection. Based on the Taro Yamane formula, 139 people were selected from a target population of 221 officials involved in KM in the South African government. DATAtab, a web-based statistics application, was used to analyze the responses. A comprehensive review of several secondary literature sources was carried out. For the literature review, relevant peer-reviewed articles were downloaded from Google Scholar, ResearchGate, Scopus, and Phil Papers. The study posits that officials charged with KM implementation in the South African government lack the necessary implementation skillset, that a need for a KMIF exists, and subsequently outlines a three-stage KMIF to facilitate their efforts. This study recommends that the proposed three-stage KMIF be adopted since it will provide the government (i) a simplified and structured way of realizing KM; (ii) it will be an effective tool that officials can use to guide them on how to implement KM, and (iii) it will cultivate a KM culture within the government. Even though the study is original to the South African government, the findings, however, may be applied to other emerging governments in Africa and beyond. Despite its theoretical nature, the paper lacks empirical validation, leaving it open to further investigation.
摘要本文的前提是,发展中国家的公职人员缺乏成功实施知识管理的必要技能,因此需要一个框架来促进这一过程。南非是一个案例研究。因此,有必要制定知识管理实施框架。因此,本文的目标之一是验证这一需求,然后概述一个知识管理框架,该框架可以帮助发展中国家的政府部门实施知识管理并培养知识管理文化。采用了一种混合方法,结合了定性和定量数据收集。根据Taro-Yamane公式,从南非政府221名参与KM的官员中选出139人。DATAtab是一个基于网络的统计应用程序,用于分析答复。对一些次要文献来源进行了全面综述。在文献综述中,相关同行评审文章从Google Scholar、ResearchGate、Scopus和Phil Papers下载。该研究认为,南非政府负责知识管理实施的官员缺乏必要的实施技能,需要一个知识管理框架,随后概述了一个三阶段的知识管理框架来促进他们的努力。本研究建议采用拟议的三阶段知识管理框架,因为它将为政府提供(i)实现知识管理的简化和结构化方式;(ii)它将是官员们可以用来指导他们如何实施知识管理的有效工具,以及(iii)它将在政府内部培养知识管理文化。尽管这项研究是南非政府的原创研究,但这些发现可能适用于非洲及其他地区的其他新兴政府。尽管该论文具有理论性质,但缺乏实证验证,有待进一步研究。
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引用次数: 0
Succession Management: A Proficient Resource in Organisational Sustainability? 继任管理:组织可持续发展的熟练资源?
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0008
J. M. Odiachi, A. A. Sulaimon, O. Kuye
Abstract The competitive business environment has made it imperative for organisations who desire to remain relevant put forward survival strategies. This study explores the effect of succession management on three dimensions of organizational sustainability among insurance industry employees in Nigeria. Data was collected from a sample of employees from selected companies. The study utilised structural equation modelling (SEM) to test the hypothesized model of succession management and organisational sustainability as separate but related processes. Looking at the three dimensions of sustainability (environmental integrity, economic prosperity and social sustainability) and how they impact succession management, the findings indicate that succession management has a significant relationship with organisational sustainability across all three dimensions. The study concludes that insurance companies comprehend the inherent potential of a robust and active succession management programme in the drive for organisational sustainability. The study further discusses the theoretical implications of the relationship.
摘要竞争激烈的商业环境使得那些希望保持相关性的组织必须提出生存策略。本研究探讨了继任管理对尼日利亚保险业员工组织可持续性三个维度的影响。数据是从选定公司的员工样本中收集的。该研究利用结构方程建模(SEM)来测试继任管理和组织可持续性作为独立但相关过程的假设模型。从可持续性的三个维度(环境完整性、经济繁荣和社会可持续性)及其对继任管理的影响来看,研究结果表明,继任管理在所有三个维度上都与组织可持续性有着重要关系。该研究得出的结论是,保险公司理解强有力和积极的继任管理计划在推动组织可持续性方面的内在潜力。该研究进一步探讨了这种关系的理论含义。
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引用次数: 0
Knowledge Dynamics: Exploring its Meanings and Interpretations 知识动力学:探索其含义和解释
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0007
C. Bratianu
Abstract In the literature there are many and different interpretations of the concept knowledge dynamics that creates a real difficulty in working with it. There is no comprehensive study of all these meanings and interpretations attributed to knowledge dynamics. The purpose of this paper is to explore the semantic spectrum of the concept of knowledge dynamics and to reveal the most relevant meanings and interpretations researchers in the domain of knowledge management attribute to it. The multitude of meanings and interpretations can be explained as a result of using different metaphors for expressing the concept of knowledge. Also, many researchers come from different domains of science and have different practical experiences in working with knowledge and knowledge management. The research question is how can be found a common framework to explain the most significant meanings and interpretations of the knowledge dynamics concept. Understanding this concept is necessary for all researchers, academics, and practitioners working in the domain of knowledge management and intellectual capital. The research method is based on a critical literature review, on using metaphorical thinking and on a comparative semantic analysis. It is a conceptual paper and therefore its structure will follow the logic of analysis and not that used for empirical research papers. The findings are integrated into a complex but coherent semantic framework based on both Newtonian and Thermodynamics principles.
摘要在文献中,对概念知识动力学有许多不同的解释,这给处理它带来了真正的困难。没有对知识动力学的所有这些含义和解释进行全面的研究。本文的目的是探索知识动力学概念的语义谱,揭示知识管理领域的研究者对其最相关的含义和解释。使用不同的隐喻来表达知识概念可以解释多种含义和解释的结果。此外,许多研究人员来自不同的科学领域,在知识和知识管理方面有不同的实践经验。研究问题是如何找到一个通用的框架来解释知识动力学概念的最重要含义和解释。对于所有从事知识管理和智力资本领域工作的研究人员、学者和从业者来说,理解这一概念是必要的。该研究方法基于批判性文献综述、隐喻思维和比较语义分析。这是一篇概念性论文,因此其结构将遵循分析逻辑,而不是用于实证研究论文的逻辑。这些发现被整合到一个基于牛顿和热力学原理的复杂但连贯的语义框架中。
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引用次数: 0
Public Debt Expectations: The More You Know about Public Debt, the Less Optimistic You Are 公共债务预期:你对公共债务了解得越多,你就越不乐观
Pub Date : 2023-06-01 DOI: 10.2478/mdke-2023-0013
C. Ciocîrlan, Andreea Stancea, Valentin Stoica
Abstract Macroeconomic expectations influence long-term output, investment, and employment through households’ behavior. Policymakers and politicians attempt to predict the behavior of citizens and voters. How individuals form expectations and perceive sovereign indebtedness brings into question public finance sustainability and incumbents’ credibility. Based on a cross-country survey in Central and Eastern European countries, we estimate several probit regressions to uncover the effects of economic knowledge on sovereign debt expectations. Robustness tests and additional control confirm the initial results. We find that knowledge about public debt increases the chances of forming negative expectations, while higher financial literacy tends to have the opposite effect. More specifically, individuals with higher public debt knowledge are 5.4 percentage points less likely to show positive expectations, while individuals with higher levels of financial literacy (interest rate and inflation knowledge) are approximately 3.5 percentage points more likely to form positive expectations. The results indicate that public debt expectations are driven by negative biases resulting from the lack of economic knowledge together with insufficiency in understanding economic causal mechanisms. Financial literacy programs could benefit from including information about macroeconomics in curricula. Improving individual abilities to understand macroeconomic mechanisms, including public debt, has the potential to influence expectations and shift behaviors towards desired policy outcomes.
宏观经济预期通过家庭行为影响长期产出、投资和就业。政策制定者和政治家试图预测公民和选民的行为。个人如何形成预期和看待主权债务,给公共财政的可持续性和现任者的可信度带来了问题。基于中欧和东欧国家的一项跨国调查,我们估计了几种概率回归,以揭示经济知识对主权债务预期的影响。鲁棒性测试和附加控制证实了初始结果。我们发现,对公共债务的了解增加了形成负面预期的机会,而更高的金融知识往往会产生相反的效果。更具体地说,具有较高公共债务知识的个人表现出积极预期的可能性要低5.4个百分点,而具有较高金融知识水平(利率和通货膨胀知识)的个人形成积极预期的可能性要高3.5个百分点。结果表明,公共债务预期是由经济知识的缺乏和对经济因果机制理解的不足所导致的负面偏见所驱动的。在课程中加入宏观经济学信息可以使金融知识普及项目受益。提高个人理解宏观经济机制(包括公共债务)的能力,有可能影响预期并使行为朝着预期的政策结果转变。
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引用次数: 0
期刊
Management Dynamics in the Knowledge Economy
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