EU law sets out some requirements in respect of data processing for direct marketing purposes. These requirements are included in particular in Regulation 2016/679 and Directive 2002/58/EC. The use of electronic communications means for direct marketing purposes has an impact on both the...

This paper discussed the language barriers of the sales force in personal selling. For the purpose, ten types of language barriers are tested with a sample of 180 salespeople who are chosen by convenience sampling method in two southern States of India namely Andhra Pradesh and Telangana where...

Direct selling (DS) is simultaneously a business model, a channel of distribution, and an activity engaged in by its distributors. In this paper, we provide a framework for analyzing and discuss academic research on the DS distribution model.We focus in particular on research that develops...

Problem definition: We study how a manufacturer shall manage the retail channel in the presence of a direct channel and strategic customers. We consider two periods, in which the manufacturer can sell through a single retailer or two different retailers in sequence with static or dynamic...

In predictive modeling, firms often deal with high-dimensional data that span multiple channels, websites, demographics, purchase types, and product categories. Traditional customer response models rely heavily on feature engineering, and their performance depends on the analyst’s domain...