Implementation of Association Rules to Manage Cross-Selling and Up-Selling for IT Shop

Selling research, and it pays.

While conceding that time has proven him wrong in doubting public acceptance of the idea of the "science shops," first sponsored by the Free University of Amsterdam to provide access to technical expertise for customers who could not afford more orthodox services, the author remains convinced that the somewhat analogous concept of "fee for service research," which offers experimental medical tr...

Mining Association Rules from Customer Behaviors for Hotel Customer Cross-selling

Optimal selling rules for repeated transactions

There are N+1 players: N bidders and a seller. The stage game is the following: in the beginning of each period the seller announces an auction mechanism (set of rules) for that period, i.e. the set of bids B and functions of submitted bids Pi(b) and Ti(b) that determine the probability of player i obtaining the object and the payment of player i. Then the bidders learn their private signals vi...

"Selling" restructuring to SMEs through ERP implementation

Small and medium enterprises (SMEs) have been receiving less focus from the software vendors than large enterprises (LEs). Research on the implementation of ERP in certain European countries shows that the job of implementing an Enterprise Resource Planning package (ERP) is a riskier business for SMEs than for LEs. This paper presents a methodology for efficient implementation of ERP solutions ...

Selling to Strategic Customers: Opaque Selling Strategies

Over the past few years, firms in the travel and entertainment industries have begun using novel sales strategies for revenue management. In this chapter, we study a selling strategy called opaque selling, in which firms guarantee one of several fully specified products, but hide the identity of the product that the consumer will actually obtain until after the purchase is completed. Several fi...