MIS Faculty Publications Copyright (c) 2013 Utah State University All rights reserved. http://digitalcommons.usu.edu/mis_facpubs Recent documents in MIS Faculty Publications en-us Sat, 02 Mar 2013 01:32:27 PST 3600 Churn Management Optimization with Controllable Marketing Variables and Associated Management Costs http://digitalcommons.usu.edu/mis_facpubs/57 http://digitalcommons.usu.edu/mis_facpubs/57 Thu, 28 Feb 2013 13:13:18 PST In this paper, we propose a churn management model based on a partial least square (PLS) optimization method that explicitly considers the management costs of controllable marketing variables for a success- ful churn management program. A PLS prediction model is first calibrated to estimate the churn proba- bilities of customers. Then this PLS prediction model is transformed into a control model after relative management costs of controllable marketing variables are estimated through a triangulation method. Finally, a PLS optimization model with marketing objectives and constraints are specified and solved via a sequential quadratic programming method. In our experiments, we observe that while the training and test data sets are dramatically different in terms of churner distributions (50% vs. 1.8%), four control- lable variables in three marketing strategies significantly changed through optimization process while other variables only marginally changed. We also observe that the most significant variable in a PLS pre- diction model does not necessarily change most significantly in our PLS optimization model due to the highest management cost associated, implying differences between a prediction and an optimization model. Finally, two marketing models designed for targeting the subsets of customers based on churn probability or management costs are presented and discussed.

]]> Yong Seog Kim et al. The Impact of a Secondary Market on a Consumer's Intention to Buy New Video Games http://digitalcommons.usu.edu/mis_facpubs/56 http://digitalcommons.usu.edu/mis_facpubs/56 Thu, 06 Sep 2012 10:29:06 PDT The secondary market for video game purchases is a multi-billion dollar industry that some believe is unfair to video game developers. Using the Theory of Reasoned Action (TRA), we investigated user attitudes and subjective norms and their affect on a consumer’s intention to buy new video games. While TRA has been used to study purchase intentions of material goods and digital goods, our study extends this work to investigate video games, which have both a physical and digital component. Based on a survey of 118 undergraduate students, two of the hypothesized relationships are significant predictors of intention to purchase: previous experience in the primary market and access to the secondary market. The results of this study highlight the applicability of TRA to the video game market, suggest marketing strategies for video game developers, and caution against criminalizing the resale of video games.

]]> Nicole Forsgen-Velasquez Advanced Excel 5.0 http://digitalcommons.usu.edu/mis_facpubs/55 http://digitalcommons.usu.edu/mis_facpubs/55 Mon, 06 Feb 2012 15:14:04 PST Karen M. Woolstenhulme et al. Learning Excel 5.0 http://digitalcommons.usu.edu/mis_facpubs/54 http://digitalcommons.usu.edu/mis_facpubs/54 Mon, 06 Feb 2012 15:14:00 PST Karen M. Woolstenhulme et al. Advanced Excel 5.0 http://digitalcommons.usu.edu/mis_facpubs/53 http://digitalcommons.usu.edu/mis_facpubs/53 Mon, 06 Feb 2012 15:13:56 PST Karen M. Woolstenhulme et al. Grading with MicroGrade http://digitalcommons.usu.edu/mis_facpubs/52 http://digitalcommons.usu.edu/mis_facpubs/52 Mon, 06 Feb 2012 15:13:52 PST Karen M. Woolstenhulme Web CT http://digitalcommons.usu.edu/mis_facpubs/51 http://digitalcommons.usu.edu/mis_facpubs/51 Mon, 06 Feb 2012 15:13:49 PST Karen M. Woolstenhulme Searching the Internet http://digitalcommons.usu.edu/mis_facpubs/50 http://digitalcommons.usu.edu/mis_facpubs/50 Mon, 06 Feb 2012 15:13:45 PST Karen M. Woolstenhulme et al. Do I Really Say That? http://digitalcommons.usu.edu/mis_facpubs/49 http://digitalcommons.usu.edu/mis_facpubs/49 Mon, 06 Feb 2012 15:13:42 PST Karen M. Woolstenhulme Effective Business Writing http://digitalcommons.usu.edu/mis_facpubs/48 http://digitalcommons.usu.edu/mis_facpubs/48 Mon, 06 Feb 2012 15:13:38 PST Karen M. Woolstenhulme Characteristics of Effective Teachers http://digitalcommons.usu.edu/mis_facpubs/47 http://digitalcommons.usu.edu/mis_facpubs/47 Mon, 06 Feb 2012 15:13:35 PST Karen M. Woolstenhulme Creating Newsletters in Adobe PageMaker http://digitalcommons.usu.edu/mis_facpubs/46 http://digitalcommons.usu.edu/mis_facpubs/46 Mon, 06 Feb 2012 15:13:31 PST Karen M. Woolstenhulme Writing Business Letters http://digitalcommons.usu.edu/mis_facpubs/45 http://digitalcommons.usu.edu/mis_facpubs/45 Mon, 06 Feb 2012 15:13:28 PST Karen M. Woolstenhulme Improving Communication Skills in the Workplace http://digitalcommons.usu.edu/mis_facpubs/44 http://digitalcommons.usu.edu/mis_facpubs/44 Mon, 06 Feb 2012 15:13:25 PST Karen M. Woolstenhulme et al. Professional Communication Skills http://digitalcommons.usu.edu/mis_facpubs/43 http://digitalcommons.usu.edu/mis_facpubs/43 Mon, 06 Feb 2012 15:13:21 PST Karen M. Woolstenhulme CSI Photoshop http://digitalcommons.usu.edu/mis_facpubs/42 http://digitalcommons.usu.edu/mis_facpubs/42 Mon, 06 Feb 2012 15:13:18 PST Karen M. Woolstenhulme et al. CSI Photoshop http://digitalcommons.usu.edu/mis_facpubs/41 http://digitalcommons.usu.edu/mis_facpubs/41 Mon, 06 Feb 2012 15:13:14 PST Karen M. Woolstenhulme et al. Are You Ready? http://digitalcommons.usu.edu/mis_facpubs/40 http://digitalcommons.usu.edu/mis_facpubs/40 Mon, 06 Feb 2012 15:13:11 PST Karen M. Woolstenhulme et al. Word- The Other Word Processor http://digitalcommons.usu.edu/mis_facpubs/39 http://digitalcommons.usu.edu/mis_facpubs/39 Mon, 06 Feb 2012 15:13:07 PST Dennis Garner Windows- A New Beginning http://digitalcommons.usu.edu/mis_facpubs/38 http://digitalcommons.usu.edu/mis_facpubs/38 Mon, 06 Feb 2012 15:13:04 PST Dennis Garner