Innovative Use of Customer Data for Business Growth. This project aims to apply and adapt the latest machine learning techniques to enable companies to utilise their existing customer data to reveal purchase motivations, product preferences, and responsiveness to marketing communications for each single customer. A widespread practice in marketing is to partition customers into broad groups, but customers expect products and services that are tailored to their individual needs. This presents ex ....Innovative Use of Customer Data for Business Growth. This project aims to apply and adapt the latest machine learning techniques to enable companies to utilise their existing customer data to reveal purchase motivations, product preferences, and responsiveness to marketing communications for each single customer. A widespread practice in marketing is to partition customers into broad groups, but customers expect products and services that are tailored to their individual needs. This presents extreme challenges due to the size and complexity of customer databases. The expected outcomes will enable Australian companies to attract and retain more customers, and make more efficient use of their marketing budget. Benefits include equipping companies to better compete domestically and globally.Read moreRead less
The Impact of Customer-Focused Business Strategies on Organisational Performance in a Professional Service Context. The study poses important new questions about the impact well-established customer marketing approaches, such as value, have, within a professional service environment. It is unclear whether organisations focus on such concepts when developing strategy and, if so, how they use them when formulating strategy and this will be investigated. A second question, which is of academic and ....The Impact of Customer-Focused Business Strategies on Organisational Performance in a Professional Service Context. The study poses important new questions about the impact well-established customer marketing approaches, such as value, have, within a professional service environment. It is unclear whether organisations focus on such concepts when developing strategy and, if so, how they use them when formulating strategy and this will be investigated. A second question, which is of academic and practical importance, is the impact such strategies have on organisational performance, and this will also be examined. Understanding the link between strategy and organisational performance is vital as managers have difficulty assessing the relevance of their marketing activities.Read moreRead less
Understanding and Modeling Individual Choices in Applied Economics. The fellowship will create a critical mass of researchers in choice modeling theory and methods in areas that Australia needs to sustain economic progress and plan for the future. It will significantly advance knowledge in several major areas: design of health insurance markets; tests for adverse selection in insurance markets; ability of people to plan for retirement (superannuation choices); ability of people to plan and choos ....Understanding and Modeling Individual Choices in Applied Economics. The fellowship will create a critical mass of researchers in choice modeling theory and methods in areas that Australia needs to sustain economic progress and plan for the future. It will significantly advance knowledge in several major areas: design of health insurance markets; tests for adverse selection in insurance markets; ability of people to plan for retirement (superannuation choices); ability of people to plan and choose in dynamic environments; and decisions to adopt new technologies/products in evolving technology markets. The outcome will be new ways to understand and predict choices that can significantly improve practices in business and other organisations.Read moreRead less
Can Sponsorship deliver Corporate Social Responsibility (CSR)? Examining internal and external perceptions of sponsors' CSR. This study examines whether and how sponsorship can be effective when supporting community-based activities. As the cost of large scale events continues to escalate, defining a value proposition to appeal to local sponsors may help smaller clubs and non-profit organisations to survive or even thrive. For small and medium size businesses, leveraging the sponsoring of commun ....Can Sponsorship deliver Corporate Social Responsibility (CSR)? Examining internal and external perceptions of sponsors' CSR. This study examines whether and how sponsorship can be effective when supporting community-based activities. As the cost of large scale events continues to escalate, defining a value proposition to appeal to local sponsors may help smaller clubs and non-profit organisations to survive or even thrive. For small and medium size businesses, leveraging the sponsoring of community-based organisations via Corporate Social Responsibility (CSR) may be effective in gaining a competitive advantage against larger competitors. This study can assist in the quantification of such CSR sponsorship benefits, in times of increased social and economic accountability and uncertain economic growth.Read moreRead less
Funding our future: perceptions of the value of financial planning advice. This project will examine how perceptions of the value of financial planning advice are formed over time. If this is understood then both government and the industry can develop better strategies to encourage those who can benefit from financial advice to recognise and gain value from the service.
Leveraging mobile phone technology to influence responsible drinking behaviours. Alcohol remains a key social and health issue for Australia, particularly for young women. The project will assess the impact of a mobile phone software application tool for supporting young adult women's responsible drinking behaviour. Expected outcomes are to reduce problem drinking behaviour in Australia.
Profiling Accurate Segmentation Structures in Rural Communities. The proposed project has two aims - one aim is applied and pertains to Australia's rural community, and a second is methodological and pertains to methods of segmenting populations in a variety of contexts. These aims are 1) to identify a valid basis for segmenting Australia's rural community based on their choice behaviour and individual characteristics; and 2) to develop and test a staged approach for inferring market segments u ....Profiling Accurate Segmentation Structures in Rural Communities. The proposed project has two aims - one aim is applied and pertains to Australia's rural community, and a second is methodological and pertains to methods of segmenting populations in a variety of contexts. These aims are 1) to identify a valid basis for segmenting Australia's rural community based on their choice behaviour and individual characteristics; and 2) to develop and test a staged approach for inferring market segments utilising a joint approach which simultaneously accounts for individual characteristics and choice behaviour that is informed by non-parametric classification techniques to account for a variety of sources of heterogeneity, not just preference heterogeneity.Read moreRead less
Strategic evaluation model for business-to-business electronic marketplace participation. Striving to become a knowledge-based nation is dependent upon the effective adoption, diffusion and implementation of ICT throughout the business community. The developing world markets, brought about by e-commerce and the increased ability to trade globally facilitated by e-markets, have created significant opportunities for Australian organisations. This research will produce a dynamic model that can be ....Strategic evaluation model for business-to-business electronic marketplace participation. Striving to become a knowledge-based nation is dependent upon the effective adoption, diffusion and implementation of ICT throughout the business community. The developing world markets, brought about by e-commerce and the increased ability to trade globally facilitated by e-markets, have created significant opportunities for Australian organisations. This research will produce a dynamic model that can be used to not only evaluate e-marketplace participation but a wide range of Internet applications. The research will provide Australian managers with the foundation of knowledge needed to guide and support their decision-making when implementing new technology.Read moreRead less
A Protocol for Customer Relationship Management Implementation and Evaluation. In 2001, companies worldwide invested US$20 billion (US$125 billion by 2004) in Customer Relationship Management (CRM). Despite the magnitude of this investment, the general consensus among practitioners is that most CRM systems have failed to live up to expectations. This is somewhat alarming, given that the theoretical underpinnings of relationship management are both well developed and intuitively sound. This pr ....A Protocol for Customer Relationship Management Implementation and Evaluation. In 2001, companies worldwide invested US$20 billion (US$125 billion by 2004) in Customer Relationship Management (CRM). Despite the magnitude of this investment, the general consensus among practitioners is that most CRM systems have failed to live up to expectations. This is somewhat alarming, given that the theoretical underpinnings of relationship management are both well developed and intuitively sound. This project investigates the contradiction between relationship theory and CRM practice. It will identify and synthesise critical factors in the success or failure of attempts to implement CRM as a preliminary stage to developing a protocol for successful CRM implementation and evaluation.Read moreRead less
Increasing Visitor Frequency: approach to understanding and forecasting how cultural attraction visitors respond to various incentives to increase visitation rates. Museums have been steadily losing visitors over the past decade. While current research indicates that this may be attributed to greater leisure competition, little is understood about how people make choices to visit or not to visit cultural attractions. The aim of this project is to develop, demonstrate and test a Random Utility Th ....Increasing Visitor Frequency: approach to understanding and forecasting how cultural attraction visitors respond to various incentives to increase visitation rates. Museums have been steadily losing visitors over the past decade. While current research indicates that this may be attributed to greater leisure competition, little is understood about how people make choices to visit or not to visit cultural attractions. The aim of this project is to develop, demonstrate and test a Random Utility Theory (RUT)-based modelling approach allowing managers of cultural attractions to understand and predict the likely visitation consequences of potential initiatives. We wish to model visitor choices of museums versus other competing attractions to allow museums to identify specific strategic actions (or combinations) to achieve organisational goals.Read moreRead less