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New Web Application Technologies for Global Decision Support in Sales and Marketing - Guidelines for Model Builders

Author

Listed:
  • Mihai Calciu

    (University Lille 1, France)

  • Dan Somnea

    (Bucharest Academy of Economic Studies, Romania)

Abstract

We introduce a new stylised simulation model that combines transactional and relationship marketing aspects. A multi-branded offer from multiple companies that generates attraction and retention potential is confronted to a multisegmented demand with specific dual response behaviour. Dynamic market transitions model loyal and versatile customer flows in time. The model is implemented as an on-line marketing simulation and decision support system. Based upon this simple model we discuss how a progressive modelling approach that uses object orientation can help decompose and recompose marketing problems by managing complexity in order to produce realistic modelling solutions and accelerate their advance to the market. Some implied model and decision support building frameworks are discussed. Several traditional web solutions are revisited, applied and compared to some more recent XML based semantic web technologies. New ways of embedding models (models as documents, models as services etc.) are explored.

Suggested Citation

  • Mihai Calciu & Dan Somnea, 2008. "New Web Application Technologies for Global Decision Support in Sales and Marketing - Guidelines for Model Builders," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 11(27), pages 203-256, January.
    • Handle: RePEc:rej:journl:v:11:y:2008:i:27:p:203-256
    as

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    References listed on IDEAS

    as
    1. Leeflang, P.S.H. & Wittink, Dick R., 2000. "Building models for marketing decisions: past, present and future," Research Report 00F20, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    2. repec:dgr:rugsom:00f20 is not listed on IDEAS
    3. Eom, S. B., 1995. "Decision support systems research: Reference disciplines and a cumulative tradition," Omega, Elsevier, vol. 23(5), pages 511-523, October.
    4. Eom, Sean B, 1998. "The Intellectual Development and Structure of Decision Support Systems (1991-1995)," Omega, Elsevier, vol. 26(5), pages 639-657, October.
    5. Richard A. Colombo & Donald G. Morrison, 1989. "Note—A Brand Switching Model with Implications for Marketing Strategies," Marketing Science, INFORMS, vol. 8(1), pages 89-99.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    marketing modelling; decision support; decision calculus; object orientation; internet;
    All these keywords.

    JEL classification:

    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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