scholarly journals Comparison of Two Methods for Customer Differentiation

2014 ◽  
Author(s):  
Adriana F. Gabor ◽  
Guangyuan Yang ◽  
Sven Axsater
Keyword(s):  
Customer Differentiation

scholarly journals Industry Environment And Business Strategy: A Comparison Of Contingency Theory Expectations And Relationships Between Small Manufacturing Firm Managers Perceptions Of Environment And Strategy

2011 ◽  
Vol 1 (8) ◽  
Author(s):  
Alfred M. Pelham ◽  
Pamela Lieb
Keyword(s):  
Contingency Theory ◽  
Low Cost ◽  
Positive Association ◽  
Sales Managers ◽  
Differentiation Strategy ◽  
Cost Strategy ◽  
Industry Environment ◽  
Market Turbulence ◽  
Low Cost Strategy ◽  
Customer Differentiation

Contingency theory suggests that that an appropriate match must be made between strategy and industry environment conditions. This study compared contingency theory expectations with the associations between perceptions of industry environment conditions and reported firm strategy, as reported by the firms president and national sales manager. Confirming theory expectations, there were significant and positive associations between perceived industry technical/market turbulence and reported growth/differentiation strategy as well as significant and negative associations with low cost strategy. The direction and significance of these associations were similar regardless of which manager supplied the perception of technical/market turbulence or the reported strategy. However there were differences across the two managers reports in the associations between strategy and perceptions of product differentiation, customer differentiation, and competitive intensity. Confirming theory expectations, there were significant and positive associations between perceptions of industry competitive intensity and the sales managers reported use of low cost strategy, but not the presidents reported use of that strategy. Confirming theory expectations, there was a significant and positive association between the presidents (but not the sales managers) perceptions of industry product differentiation and managers reported use of growth/differentiation strategy. There was a significant and positive association between the sales managers (but not the presidents) perceptions of industry customer differentiation and managers reported use of growth/differentiation strategy. The presidents and sales managers perceptions of product and customer differentiation had significant negative associations with the sales managers (but not the presidents) reported use of low cost strategy. The authors discuss potential explanations for these results and implications for managers.

scholarly journals Simulation Modeling for Analysis of a (Q, r) Inventory System under Supply Disruption and Customer Differentiation with Partial Backordering

2012 ◽  
Vol 2012 ◽  
pp. 1-10 ◽  
Author(s):  
Parham Azimi ◽  
Mohammad Reza Ghanbari ◽  
Hasan Mohammadi
Keyword(s):  
Simulation Modeling ◽  
Inventory System ◽  
Inventory Systems ◽  
Total Annual Cost ◽  
Single Product ◽  
Supply Disruptions ◽  
Continuous Review ◽  
Partial Backordering ◽  
Customer Differentiation ◽  
The Impact

We have modeled a new (Q, r) inventory system which involves a single product, a supplier, and a retailer with customer differentiation under continuous review inventory policy. The supplier provides the retailer with all requirements, and the retailer sells products to the customers. The supplying process is randomly subject to disruptions. Partial backordering is applied when a stock out occurs, and customer can select either to leave the system without purchasing or to backorder products. The customers are categorized into two main classes regarding to their backordering probabilities. The main contribution of this paper is including the customer differentiation in the inventory model. We used simulation technique to verify the impact of supply disruptions and customer differentiation and carried out sensitivity analysis. To test the performance of the model, we have compared our model to one from the latest related research. As the results show, the average of total annual cost of the (Q, r) inventory system is lower than that of the previously developed models such as (r, T) inventory systems.

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