According to the knowledge-based perspective of the firm and as a result of the shift from industrial to knowledge revolution, knowledge is an important asset that can be used as a tool to achieve a firm’s strategic goals in an effective way in order to achieve sustainability, competitive advantage, and other long-term benefits. On the other hand, the adoption of the “customer is the king/queen...

Production and distribution are fundamental operational functions in supply chains. The main challenge is to design algorithms that optimize operational performance by jointly scheduling production and delivery of customer orders. In this paper we study a model of scheduling customer orders on multiple identical machines and their distribution to customers afterwards. The goal is to minimize th...

INTRODUCTION The lifetime value of a customer is an important and useful concept in interactive marketing. Courtheaux (1986) illustrates its usefulness for a number of managerial problems—the most obvious if not the most important being the budgeting of marketing expenditures for customer acquisition. It can also be used to help allocate spending across media (mail vs. telephone vs. television)...

Our research investigates the competitive ramifications of individual marketing and information management in today’s information-intensive marketing environments. The specific managerial issues we address are as follows. First, what kinds of incentive environments do competing firms face when they can only target individual customers imperfectly? Second, does the improvement in an industry’s t...

Because technological and feature advantages are short-lived, service after the sale is emerging as an important source of competitive advantage. One way for an organization to differentiate itself from its competitors on the basis of service is the way the organization handles customer feedback. However, before customer feedback can provide competitive advantage or even serve as a basis for de...

Business all around the world uses different approaches to know their customers, segment them and formulate suitable strategies for them. One of these approaches is calculating the value of each customer for the company. In this paper by calculating Customer Lifetime Value (CLV) for individual customers of an online toy store named Alakdolak, three customer segments are extracted. The level of ...

In recent years, customer value has become a major focus among strategy researchers and practitioners as an essential element of a firm’s competitive strategy. Many firms have been interested in Customer Value Analysis (CVA) which involves a structural analysis of the antecedent factors of perceived value (i.e., perceived quality and perceived price) to assess their relative importance in the p...