Browsing by Author "Galiano, Aida"

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    Learning from the sales conversion rate throughout its Product Life Cycle analysis: a case of study for the Spanish Automotive sector
    (Technická Univerzita v Liberci, ) Saco, Manuela; Galiano, Aida; Rodríguez, Vincente; Ekonomická fakulta
    The scientific literature has not considered that the conversion rate in sales could have an irregular behaviour throughout the Product Life Cycle (PLC). The main contribution of this article is to reveal this unequal behaviour of the conversion rate in each of the phases of the PLC and highlight the advantages that the knowledge of this behaviour brings to Marketing and sales departments. In the empirical analysis carried out 157,960 clients have acquired 27,831 vehicles during 42 months considering a national network of car dealerships. We use ARIMA methodology to study the evolution of the time series considered. The results show a countercyclical behaviour of the conversion rate variable and an evolution pattern that fluctuates with the cycle in the case of the analysis of the clients assisted variable. Contrary to what might be expected, the conversion rate variable increases significantly in the launch phase and decreases significantly in the growth phase. This unknown performance of the conversion rate can be used in business decisions by the Marketing and sales departments to improve their efficiency. The conclusions obtained in this investigation can be an advance in the use of the PLC in analysing the evolution of the company, promoting a development of knowledge in both the academic field and in the business world. This work has theoretical and practical implications that can help business management. This research is an exciting scientific challenge that aims to develop numerous and important practical applications, with the aim of combining the management of the PLC with the conversion rate in sales, aspects that are closely related in the business field.
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    The Usefulness of Marketing Strategies in a Regulated Market: Evidence from the Spanish Tobacco Market
    (Technická Univerzita v Liberci, ) Almeida, Alejandro; Galiano, Aida; Golpe, Antonio A.; Martín Álvarez, Juan Manuel; Ekonomická fakulta
    This paper outlines possible useful marketing strategies for companies to develop in a regulated market. The empirical analysis aims to highlight whether companies can use marketing strategies to create competitive advantages and scale positions in sales leadership once regulation policies are introduced. To this end, we apply two econometric approaches to sales variables for 138 best-selling cigarette brands: the Bass Model (1969) to estimate the parameters that determine the way clients adopt, and the methodology proposed by Hartigan and Wong (1979) for a further cluster analysis that groups brands. The empirical results suggest that restrictions on demand introduced to the Spanish tobacco market during the years 2005 and 2006, have generated a new scenario in which innovation parameters have no effect on the process of adoption. Therefore, the imitation coefficient is the parameter which makes discrimination between brands possible, which demonstrates the existence of heterogeneity among brands based only on recommendation. The results show the inability of direct marketing strategies to create advantages and scale positions in sales leadership after the introduction of regulation policies, however companies have other marketing options such as imitation among clients and these have proven to be effective since imitation shows heterogeneous behaviour among brands across the diffusion process. This has implications that should be taken into account in markets which are on the verge of being regulated, specifically the modification of marketing strategies if the intention is to lead and scale position in a regulated market. In particular, in the case of Spain, policymakers must acknowledge that the measures implemented in law 28/2005 have had an effect on marketing strategies by cancelling, in practical terms, the diffusion of brands based on innovation and homogenizing the diffusion process based on direct marketing.