A structural conflict exists in businesses that sell services whose production costs are discontinuous and whose consumption is continuous but variable. A classic example is in businesses where capital-intensive infrastructure is necessary for provisioning service, but the capacity resulting from capital outlay is not always fully and efficiently utilized. Marketing departments focus on initiat...

This study aimed to identify the problems and barriers encounter Palestinian olive oil marketing and the possible solutions to promote marketing. The instrument for data collection was via well structured and protested questionnaires. The Sample of the study consisted of 30 Palestinian farmers which were randomly chosen. The data collected through the field survey has been analyzed using descri...

In this special issue of the Information Systems and e-Business Management (ISeB) we address the topic of ‘‘Digital Products’’. The three papers encompass the areas of IT, MIS, Marketing, and Strategy, which is becoming more and more necessary to tackle interdisciplinary issues that occur in electronic commerce such as bundling, sampling on digital music, and affiliate marketing. These papers u...

This working paper surveys the current state of database marketing. Database marketing, usually associated with customer relationship marketing (CRM), is concerned with the application of information systems to direct marketing. The current state of database marketing varies widely across industries and even between companies within the same industry. Proponents of database marketing speak ofte...

In this paper, we use a partial least square (PLS) optimization method as a prediction model to estimate the churn probabilities of customers and as a control model after configuring optimization objective and constraints with relative management costs of controllable variables. In our experiment, we observe that while the training and test data sets are dramatically different in terms of churn...

Contributions to the theory and application of the Williamson’s transaction cost framework by scholars in Marketing are reviewed. From its initial appearance in the late 1970s, the Williamsonian approach has moved from a theoretical curiosity to the workhorse model in one subfield of marketing; viz. channels. Possible reasons for this success are traced here. The consistent empirical support fo...

This article proposes that direct marketing does not need to have a direction (i.e. that of the firm seeking out customers). Effort spent on seeking customers could also be spent on compelling customers to seek out the firm, through increased product choices. Applying information economics into marketing, the paper provide examples as well as principles on how to design products that also assis...