March 2015

Impact of different facets of product involvement and consideration set on teens’ family purchase decision making: A multivariate analysis

Creating and maintaining strong brand and a band wagon of loyal customers have become increasingly difficult in today's competitive environment due to proliferation of numerous brands in a generic product category. Brand loyalty has been shown to be associated with higher rates of return on investment due to increase in the market share. Children’s influence on family purchase decision depends on a number of...

Author(s): Debasis Bhattacharya and Dipak Saha

March 2015

Customer base management in a prepaid mobile market: Usage risk and usage opportunity model

One of the major challenges of mobile operators in a fierce competitive and multi-simming mobile market is how to gain share of wallet and grow both value and market share. This is because a prepaid customer makes a daily decision on when to recharge, which of the SIMs to recharge and what to do with the recharge. Hence, operators are faced with dwindling revenue as daily recharges and usages are impacted by...

Author(s): Adeolu O. Dairo