FairPay Relationship Pricing: An Adaptive, Value-Based Strategy for Consumer Markets

AbstractAs businesses confront the challenges and opportunities of the digital era, they should look deeply at their assumptions about the basic social contract and value propositions that drive customer relationships, and how they center on price and value. Businesses still set prices unilaterally, in advance, with little regard for customer differences in needs, usage, or Read More …

The Long and the Short of It: Do Public and Private Firms Invest Differently?

AbstractUsing data from U.S. corporate tax returns, which provide a sample representative of the universe of U.S. corporations, we investigate the differential investment propensities of public and private firms. Re-weighting the data to generate observationally comparable sets of public and private firms, we find robust evidence that public firms invest more overall, particularly in R&D. Read More …

Transformation of NMIMS – A Case Study on making of an Institution

Institutions are an outcome of a leader’s dream, vision and strategy. In the context of knowledge organizations like educational institutions, which involve talent management, its intangibility, values and culture define the institution. These characteristics differentiate it from all other forms of organization. For example, the culture of collegiality and consensus building helps in making a Read More …

Relationship between Customer Equity and Customer Loyalty: A Study of Retail Outlets for Consumer Durables

Abstract By understanding the customer asset and managing customers as strategic assets, the firm can increase shareholder value. ‘Customer Equity’ is the overall value of the firm’s current customers and the firm’s prospective customers. This implies that marketing investments must be made in customer equity. Return on marketing investments is becoming increasingly important for making Read More …

Income and Consumption Relationship in India: An ARDL Model Approach

Abstract The relation between income and consumption has been observed by economists for a long time. However, J K Keneys, for the first time, studied the theoretical level of the consumption behaviour and proposed Absolute Income Hypothesis (AIH) from The General Theory according to which the current consumption expenditure mainly depends on current income. India, Read More …

Investigating Absorptive Capacity in Supply Chain Performance: Green Supply Chain Management Practices and Responsive Strategy

Abstract This research aims to inspect the role of absorptive capacity in connecting green supply chain management (GSCM) practices, responsive strategy (RS) and supply chain performance (SCP) by utilising the information processing theory (IPT). Data was collected from 57 textile organisations in Pakistan and partial least square of structural equation modelling (PLS-SEM) is employed to Read More …

Decoding Indian Pharma Sales Managers’ Leadership Behaviour

Abstract The prescription medicines business in India is primarily driven by the field sales force of MedicalRepresentatives (MRs). These MRs regularly visit the doctors to update them about the various medicines their pharmaceutical company makes/markets with an attempt to convince them to prescribe it for the patients. MRs also make sure that the medicines are Read More …