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Papers On Business - Management
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Building Customer Loyalty Through Loyalty and Reward Schemes
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This 17 page paper looks at the way that companies try and create loyal customers with the use of reward schemes. The paper looks at the use of reward or loyalty schemes, how and why they have become so popular and the way loyalty is seen in the real world, including the idea of polygamous loyalty and the way they may support brand values and their potential to provide differentiation. The bibliography cites 22 sources.
Filename: TEloyalcust.rtf

Building Relationships in Wholesale Insurance
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A 5 page paper discussing conditions in the wholesale life insurance (annuity) industry. Brokers and advisors licensed to sell insurance products are required to accumulate a prescribed number of continuing education (CE) credits each year, and many wholesalers provide CE courses that can satisfy those requirements. It appears that wholesalers offering this service to those selling its products gain higher levels of business than those that do not. The purpose here is to assess whether such is the case, and why it might be so. The paper concludes that the practice is an example of effective customer relationship management (CRM). Bibliography lists 5 sources.
Filename: KSmktgInsCRM.rtf

Building Supply & Game Theory
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A 7 page analysis of whether one company should go competitively head-to-head with a smaller competitor, using game theory for the analysis. Player 1 is contemplating a move against their prime competitor in the regional sales of building supplies by temporarily reducing their prices on Player 2's best-selling product. Player 1 is certain they will gain a significant percentage of Player 2's customers as a result of this move, but Player 1 cannot be certain that they will retain those customers once the price returns to higher levels. Bibliography lists 3 sources.
Filename: Gamethe.wps

Building Value: Lessons From Outback Steakhouse and General Motors
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A 4 page paper comparing the state of business at these two companies in late 2004, for the purpose of determining whether the companies’ management teams are enhancing shareholder value. Outback continues its steady growth and healthy increases attributable to pioneering takeout service in its segment of the restaurant industry. In contrast, GM has just announced the latest round of recalls, bringing the YTD total for 2004 in early November to 10.5 million vehicles. The paper compares selected financial ratios to conclude that Outback management is enhancing shareholder value; GM is not. Bibliography lists 5 sources.
Filename: KSmgmtGMoutB.rtf

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