Realisierung von Cross-Selling Potenzialen durch das Management von kundeninitiierten Kontakten

Existing research has not sufficiently addressed the question of how to cross-sell additional products and services to customers and what the behavioral consequences of cross-selling are. Moreover, these cross-selling-related questions have not been investigated in the context of customer-initiated contacts.The contribution of the paper is the empirical analysis of metrics which can be used to predict cross-selling success, e.g., in a call-center. The results show that two metrics, namely first contact resolution and reason for contact, significantly predict cross-selling success. Another contribution is the analysis of behavioral consequences. Here the results show that usage intensity significantly increases the time directly after the cross-selling took place but relapses to the original level within a few weeks.The results of the study can be used to derive managerial implications for managing and controlling cross-selling initiatives and for increasing and stabilizing cash-flows.     

Management und Marketing ferngesteuerter Dienstleistungen: Konzeptionelle Verortung, betriebswirtschaftliche Herausforderungen und k??nftige Forschungsaufgaben

The possibilities of service delivery have expanded vastly over the last years, mainly due to the rapid development of information and communication technologies. Modern forms of data transmission enable a technologically mediated delivery of a broad spectrum of services over great distances. These ??remote services?? gain more and more importance in business, yet have only attracted little attention in academic research so far. This overview article captures the state-of-the-art of research in this field and starts laying the groundwork for a thorough discussion of economically relevant aspects of remote services. Based on a definition and conceptualization of this new service type that considers current service typology, this article identifies specific challenges for management and marketing of remote services and deduces an agenda for future research.     

Adaptive graph‐based multiple testing procedures

Multiple testing procedures defined by directed, weighted graphs have recently been proposed as an intuitive visual tool for constructing multiple testing strategies that reflect the often complex contextual relations between hypotheses in clinical trials. Many well‐known sequentially rejective tests, such as (parallel) gatekeeping tests or hierarchical testing procedures are special cases of the graph based tests. We generalize these graph‐based multiple testing procedures to adaptive trial designs with an interim analysis. These designs permit mid‐trial design modifications based on unblinded interim data as well as external information, while providing strong family wise error rate control. To maintain the familywise error rate, it is not required to prespecify the adaption rule in detail. Because the adaptive test does not require knowledge of the multivariate distribution of test statistics, it is applicable in a wide range of scenarios including trials with multiple treatment comparisons, endpoints or subgroups, or combinations thereof. Examples of adaptations are dropping of treatment arms, selection of subpopulations, and sample size reassessment. If, in the interim analysis, it is decided to continue the trial as planned, the adaptive test reduces to the originally planned multiple testing procedure. Only if adaptations are actually implemented, an adjusted test needs to be applied. The procedure is illustrated with a case study and its operating characteristics are investigated by simulations. Copyright © 2014 John Wiley & Sons, Ltd.     

Die Wirkung ausländischer Direktinvestitionen auf die Beschäftigung im Heimatmarkt: Eine empirische Analyse des deutschen Mittelstands

Outbound FDI of German SMEs is often assumed to have a negative impact on domestic employment due to job replacement into low wage countries. In this context research often disregards, that FDI can be of horizontal or vertical nature and therefore has different effects on domestic employment. We analyze domestic employment effects using a sample of 1.106 German SMEs. The results show, that a differentiated view is appropriate and necessary to generate a more complete picture of the effects of FDI on job development in the domestic market. Whereas horizontal FDI has complementary effects on domestic employment, vertical FDI is linked to substitutional employment effects.     

Testing for intercept‐scale switch in linear autoregression

Autoregressive models with switching regime are a frequently used class of nonlinear time series models, which are popular in finance, engineering, and other fields. We consider linear switching autoregressions in which the intercept and variance possibly switch simultaneously, while the autoregressive parameters are structural and hence the same in all states, and we propose quasi‐likelihood‐based tests for a regime switch in this class of models. Our motivation is from financial time series, where one expects states with high volatility and low mean together with states with low volatility and higher mean. We investigate the performance of our tests in a simulation study, and give an application to a series of IBM monthly stock returns. The Canadian Journal of Statistics 40: 427–446; 2012 © 2012 Statistical Society of Canada     

The transition to tertiary education and parental background over time

We analyze the role of parental background for transitions to tertiary education in Germany and answer three questions: (a) does the relevance of parental background shift from short-term (contemporary income) to long factors (ability, parental education) at higher levels of education? (b) Did the impact of parental background on participation in tertiary education change over time? (c) Are there different patterns by sex and region? Parental income significantly affects transitions to tertiary education. Its impact seems to have lost magnitude over time. We find no clear differences by sex and larger parental income effects in West than in East Germany.     

Informed sub-sampling MCMC: approximate Bayesian inference for large datasets

Statistics and Computing - This paper introduces a framework for speeding up Bayesian inference conducted in presence of large datasets. We design a Markov chain whose transition kernel uses an...     

Anxiety,Depression and Emotion Regulation Among Regular Online Poker Players

Poker is a type of gambling that has specific features, including the need to regulate one’s emotion to be successful. The aim of the present study is to assess emotion regulation, anxiety and depression in a sample of regular poker players, and to compare the results of problem and non-problem gamblers. 416 regular online poker players completed online questionnaires including sociodemographic data, measures of problem gambling (CPGI), anxiety and depression (HAD scale), and emotion regulation (ERQ). The CPGI was used to divide participants into four groups according to the intensity of their gambling practice (non-problem, low risk, moderate risk and problem gamblers). Anxiety and depression were significantly higher among severe-problem gamblers than among the other groups. Both significantly predicted problem gambling. On the other hand, there was no difference between groups in emotion regulation (cognitive reappraisal and expressive suppression), which was linked neither to problem gambling nor to anxiety and depression (except for cognitive reappraisal, which was significantly correlated to anxiety). Our results underline the links between anxiety, depression and problem gambling among poker players. If emotion regulation is involved in problem gambling among poker players, as strongly suggested by data from the literature, the emotion regulation strategies we assessed (cognitive reappraisal and expressive suppression) may not be those involved. Further studies are thus needed to investigate the involvement of other emotion regulation strategies.