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The focus of the case is on the concepts of customer lifetime value (CLV) and customer equity (CE). Monitoring, measuring and maximizing CLV and CE have become a key priority for all marketers. Instructors can introduce these concepts and its key components.

The main focus of the case is a quantitative assignment that asks students to analyze the convenience for the existing five AFPs (Administradora de Fondos de Pensiones, Pension Fund Administrator) of winning the tender. The use of CLV and CE measurements is particularly relevant. Students need to estimate the impact of pricing on the CLV and CE of the existing five AFPs.

BA, MSc, MBA Courses: CE, Marketing Metrics, Pricing. The case can also be used in courses that focus on Marketing Plan, Marketing Research or Services Marketing.

In early 2009, Valentina Vial was given the assignment to develop the pricing strategy of Alianza to enter the pension industry. The company will propose a commission fee to compete with the country's existing five AFPs. Whichever AFP presents the lowest commission will be awarded the tender. When there are several competitors, the company must guess each competitor's likely pricing decision. In the analysis of the convenience for the existing five AFPs of winning the tender, the use of CLV and CE measurements is particularly relevant. Valentina Vial needed to estimate the impact of pricing on the CLV and CE of the existing five AFPs.

Understand the concepts of CLV and CE and the importance of maximizing a customer's lifetime value for the firm by calculating the CLV and the CE based on a combination of financial and non-financial data.

Illustrate the importance of adopting a long-term strategic perspective (using CLV and CE) in choosing a pricing strategy. Once a firm commits to a pricing strategy, it is difficult to shift course. Given this, the choice of pricing levels should be informed by long-term strategic thinking, including consideration of potential competitive pricing decisions.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

This paper aims to reflect the quality of Chinese economic growth and analyze its influential factors through measuring the change rate of technological progress and its contribution rate to economic growth between 1978 and 2008.

In this paper, an all factor productivity (AFP) method is taken. AFP is essentially a weighted sum of all input factors' productivity. Besides, general hypotheses for production function, such assumptions are not required as neutral technological progress, constant returns to scale and producer equilibrium in method of AFP. Furthermore, specific forms of production function are not needed and can be calculated directly. This method tries to relax the assumptions to make the estimated rate of technological progress closer to the reality in China.

Empirical research using the AFP method shows a contribution rate of AFP to economic growth has been significantly improved since reform and opening‐up; however, that AFP fluctuates during different periods. China's economic growth is driven by investment and mainly depends on accumulation of capital input and moderate technological progress. Generally speaking, China's change of technological progress is consistent with its economic growth and technological progress plays an important role in its economic growth. The paper concludes that it is becoming significant for China to speed up its large‐scale technological progress, strengthen indigenous innovation, accelerate human resource development, and to facilitate promotion of system reform in an in‐depth manner.

First, in order to ensure the accuracy measurement, and taking into account the impact of macro‐economic control policies, the rate of change of technological progress and its contribution to economic growth are measured, according to the stages of China's economic cycles. Second, the perpetual inventory method is taken to calculate the annual value of fixed asset investment, and price deflated index is used to convert fixed asset investment into comparable data of the base year, 1978. Since the data of fixed assets price index began to be released from 1992, data from 1978 to 1991 are obtained by mathematical method through extension. Third, the theoretical model of AFP is transformed into an empirical one to estimate the change rate of technological progress and its contribution to economic growth in China.

The concepts of customer lifetime value (CLV) and customer equity (CE).

BA, MBA, MSc courses: customer equity, marketing metrics, marketing plan, marketing research. Because students are asked to complete a customer lifetime value analysis based on a range of financial and non-financial data, students will need at least a modest level of proficiency in dealing with a few basic financial accounting concepts.

In Chile, a law passed in 2008 introduced a bidding process to be held every 24 months in the pension industry. The tender mechanism was introduced as part of a reform aimed at reducing the commissions charged by pension fund administrators and at making it easier for new players to enter the market. In early 2009, Daniel Ugarte wondered if it was finally the right time for his firm to enter the pension industry. Ugarte was asked by the board to help chart a direction for the firm. The winning criterion was the lowest management fee (commission) paid by the affiliates. The main focus of the case is a quantitative assignment that asks students to calculate how customer lifetime value (CLV) and customer equity (CE) would be affected by the commission offered.

These include: understanding the concepts of customer lifetime value (CLV) and customer equity (CE) and the importance of maximizing a customer's lifetime value for the firm by calculating the CLV and the CE based on a combination of financial and non-financial data.

Teaching notes are available. Consult the librarian for access.

This study aims to analyze antecedents of students’ lack of proficiency (in preparing financial statements, cash flow statements, cost volume profit analysis and budgeting) and the need for an automated financial plan (AFP) for the course entrepreneurship creativity and innovation within Higher Educational Institutions (HEIs) in Oman.

The study used a set of four instrument items containing questionnaires to measure the variables in this study. A cross-sectional study was carried out at various universities and colleges in Oman during the year 2020, comprising 174 students from different majors. The results were analyzed using structural equation modelling-partial least squares.

The findings of the study suggest that the students in the universities and colleges should be educated and facilitated to enable them to gain more knowledge in finance/accounting through an AFP and, thus, warrants preparation of fair financial estimation for their innovative business project. A majority of students strongly support the need for implementing an AFP for their compulsory course, entrepreneurship creativity and innovation in HEIs in Oman.

This research is restricted to AFPs for the students in Oman who study the course entrepreneurship creativity and innovation. It is recommended that future study may extend to automated business plans for the students to improve their practical knowledge pertinent to the readiness of Omani students, as well as to give material transformation of internal environments in HEIs.

Unique AFP for university and college students for their compulsory course, entrepreneurship creativity and innovation provide important resources for policymakers responsible for HEIs, allowing them to improve the quality of preparing a financial plan for their innovative business ideas and new business start-ups.

There has been little discussion about the need for an AFP for the students who study the course entrepreneurship creativity and innovation. This study analyzes accounting standards as antecedents about students’ lack of proficiency towards an AFP for the course entrepreneurship creativity and innovation of universities and colleges in Oman which tries to fill this gap in the existing research. Hence, this study is considered as a novel approach that has not been broadly discussed in the earlier research.

The purpose of this paper is to assess the social impact, i.e. the estimated return to the Australian community, of Australian Federal Police (AFP) drug law enforcement effort in general and the relative success of specific policy initiatives.

Benefit‐cost analysis (BCA) was employed in the assessment of 2,716 drug investigations that took place between 2000 and 2005. Costs associated with the Australian Customs Service, the legal process and prisons were included. Benefits related to the economic estimate of reduced harm in terms of death and injury, crime, reduced productivity, and pain and suffering associated with the use of illicit drugs.

The results suggest that the Australian community receives $5.80 of benefit in terms of potential harm avoided for every dollar invested in drug law enforcement. Specific policy initiatives were found to result in higher than average returns: investigations involving domestic and international partners ($6.00 and $9.20 respectively), an emphasis on serious and complex crime ($9.20), and intelligence‐led policing ($7.90).

The estimation of economic benefits is the most contentious area of the study. The AFP is undertaking a review of its estimation of benefits.

The results suggest that AFP drug law enforcement provides a positive contribution to the wellbeing of the Australian community. Furthermore, the findings indicate that specific drug law enforcement initiatives enhance the relative effectiveness of drug law enforcement in Australia. The study also provides an example to other public sector agencies of the use of BCA to determine the social impact of their policies.

The purpose of this paper is to compare data collected by automated form processing with manual data collection for clinical indicators (CIs) in paediatric emergency medicine.

Paediatric patients presenting with croup, asthma, bronchiolitis, head injury and gastroenteritis in August 2006 were identified by ICD 9 coding and a traditional manual audit was performed by two data collectors. Data were collected on a total of 16 CIs for these five illnesses. Manual audit data were then compared to information collected for this same patient population using TELEform™, an automated forms processing (AFP) system that had been employed for over two years.

Teleform™ data were only available for 24 patients compared to information for 127 patients identified by ICD 9 coding and manual audit. Teleform™ data overestimated compliance with clinical guidelines by 17 percent giving an overall departmental agreement with CIs of 90.6 percent compared to 73.5 percent in the manual audit. Additionally, manual audit demonstrated that when the clinical guideline was incorporated into the clinical record, compliance was 92.5 percent compared to 51.3 percent when it was not.

This single center study demonstrates that data collected by AFP such as TELEform™, overestimate emergency department performance regarding CIs compliance. Departments that use automated data collection tools need to establish relationships between such data and data collected via more traditional auditing methods.

The purpose of this paper is to shed light on accounting's role in bringing about a pension reform project in Chile under the authoritarian regime of Augusto Pinochet. The paper aims to reveal the specific role that the pension reform played in the regime's broader ideological goals, thus highlighting the need to reflect upon its origins when considering the reform as a template for pension change in other parts of the world.

The study brings together archival research showing accounting in its relation to broader structural and institutional structures, to present an alternative history of the development and implementation of the pension reform.

The pension reform was not merely a rationally chosen economic reform project. It was part of a vast modernization and institutionalization programme to change Chilean society and the mindset of its citizens. Accounting played a significant role in both the administration and functioning of the project, and in enabling the broader modernizations to take hold.

The Chilean pension model is held up as a fully‐exportable template to other jurisdictions. The study reveals how reflection is required to determine its suitability and potential for success in other situations, given the very specific role it was intended to play in its original setting.

This paper represents an under‐researched geographic setting, and also questions this much‐lauded pension model's appropriateness for other settings.

Next to organic food products, an assortment of ethical products is emerging in the supermarket that targets the large market segment of consumers that are open for ethical product choices but do not restrict themselves to them. The purpose of this paper is to examine the positioning strategies that marketers use to persuade consumers in this segment to buy animal-friendly products (AFPs).

The authors approach product positioning from a consumption values perspective from which they examine strategies that make animal welfare (AW) personally relevant to the buyer because they reinforce AW with suitable consumption value (functional, emotional, social, sensory, epistemic and/or ethical). Using data from 129 AFPs from a Dutch supermarket, the authors explore the positioning strategies of these products.

The results identified four different strategies used to position AFPs in a Dutch supermarket. They respectively call upon consumers’ emotions, functional or sensory perceptions, curiosity and sense of public welfare. The findings also show substantial category differences, with fresh products relying predominantly on emotional value and processed food on functional value.

This study is the first to empirically explore positioning strategies of AFPs on the basis of their consumption values. The study offers a novel perspective to understand how companies try to extend the market for AFPs, thus providing a basis for a new research agenda.

This study aims to explain how program liking, program connectedness, and product category involvement influence brand attitudes as a result of advertiser funded programming.

We conduct a field study on a panel of real television viewers that were surveyed one week after the final episode of an advertiser funded fashion program was broadcasted. A moderated mediation model is constructed and tested that captures the interplay of three determinants of brand attitudes: program liking, product category involvement, and program connectedness.

Liking of the program is transferred to brand attitudes. This effect is complementarily mediated by connectedness with the program, and this mediation is moderated by product category involvement. Program liking only spills over to brand attitude through connectedness for viewers with moderate to high levels of involvement with the sponsor product category.

The findings add to the understanding of the role of program liking and program connectedness in the formation of brand attitudes. Although prior research has established that liking and connectedness are indeed an important determinant of brand attitudes, this research unveils product category involvement as an important boundary condition for this effect.

Consumers can develop liking for even an advanced form of brand placement, an Advertiser Funded Program (AFP). When consumers’ evaluations of the program are positive, they connect to the program on a personal basis, also leading to positive brand effects. Advertising practitioners should focus on the meaningful integration of their brand in a context that is involving for their target audience.