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The purpose of this paper is to provide a detailed analysis of the usage pattern of non‐revenue earning customers (NREC) who cause revenue churn in the company and are susceptible to churn in the near future. These NREC customers were analyzed to discern a pattern in their usage and to serve as proactive measure to prevent customer churn.

Data from a leading telecom service provider were analyzed. The company has around seven lakh consumer mobile users. Within the seven lakhs consumer mobile users around two lakh customers are active users, i.e. revenue earning customers. This group of active customers also consists of around 37,388 customers who move to dormant state (from revenue earning to non‐revenue earning) every month. These customers were analyzed to understand their susceptibility to churn.

Analysis of revenue dump data indicates consumers with overall usage revenue per minute greater than 75 paise (USD 0.01) and those with greater usage of value added services are susceptible to churn. Also based on the nature of calls, churn occurs with the subscribers making more calls to other networks rather than to the same network.

In a fiercely competitive market, service providers constantly focus on customer retention. The study has high importance as it helps to find out the customers who are likely to churn. This would help telecom companies create proactive rather than reactive strategies toward customer churn.

Earlier studies identified the reasons for customer churn and attributed the same to it. The authors propose that prior to customer churn there is a distinct shift in his/her usage pattern with the current service provider and this behavior is termed revenue churn. This revenue churn ultimately leads to customer churn from the network. This revenue churn is not explored much in detail in the literature.

The purpose of the research is to identify strategies to maximize fan attendance at the Big Ten Wrestling Championships through the creation of segmented markets based on consumers' team affiliation.

The research utilized a survey methodology to examine the motives for attendance at the Big Ten Wrestling Championships. The surveys were distributed at each of the three sessions in order to obtain a representative sample (n=140).

The results of the study demonstrated that fans responded most favorably to sport‐related motives. Additionally, the data also revealed that fans had varying motives for attendance based on their team affiliation.

The ability to segment markets based on team affiliation allows sport managers to create effective promotional strategies to maximize attendance at future conference tournaments.

The results allow the Big Ten Conference to create positive team relationships with media outlets and member institutions in an effort to maximize the fan interest in their college wrestling product.

Every day, landlords and tenants are confronted with the dilemma of financing tenant improvements. Both parties see financing tenant improvements as a necessity. The landlord sees his tenant improvement investment as a necessity to consummate leasing transactions, while the tenant sees its tenant improvement investment as a necessity to build out vacant space. But at the end of the day, the investment dilutes the balance sheet for both parties since tenant improvements are non‐earning depreciating assets with no residual value. This paper introduces a new financing methodology for tenant improvements that take both the landlord and tenant out of the business of financing these non‐earning assets.

Electronic‐retailing is the buzzword of 2000. Every other press release I receive relates to electronic commerce or Internet shopping. Therefore, it seems appropriate to focus this summer issue of Retail Insights on the subject. The first article by Rowley discusses the phenomenon of shopping bots, the intelligent agents designed to support comparison shopping across a number of Internet sites. She reviews the functions and evaluates the coverage of different shopping bots. In the second article, Wee and Ramachandra assess the level of cyberbuying activities in China, Hong Kong and Singapore by concentrating on the who, why and what of online retailing.

The purpose of this paper is to analyse the reasons why Sri Lanka adopted International Public Sector Accounting Standards (IPSAS) recently. Many less developed countries (LDCs) have introduced IPSAS during the recent past. However, little research has been conducted to study the New Public Financial Management and accrual accounting and their impact on LDCs.

Using a qualitative approach, the methods of this paper consist of interviews, a documentary review and participatory observation in the Ministry of Finance and Planning (MOFP) and Auditor General’s Department of Sri Lanka, and present a critical interpretation supported by the perspective of globalisation.

The findings of the research indicate that the public sector reforms and the transition from cash accounting to accrual accounting in the public sector have been strongly affected by the global pressures imposed by international agencies such as International Public Sector Accounting Standards Board (IPSASB) and the World Bank (WB). Empirical evidence shows the dysfunctional impact of globalisation in the public sector accounting standards as there are major structural issues yet to resolve. There are increasing doubts over whether the change to accrual accounting is worth the costs and the additional risks involved.

The results of the interviews are based on the knowledge and past experiences of interviewees. What is generalisable is an understanding of the processes and mechanisms that relate to the way the public sector accounting functions.

This paper adds new literature on public sector accounting in LDCs, which recognises the nexus and interests of international agencies and practice of public sector accounting.

Gives an in depth view of the strategies pursued by the world’s leading chief executive officers in an attempt to provide guidance to new chief executives of today. Considers the marketing strategies employed, together with the organizational structures used and looks at the universal concepts that can be applied to any product. Uses anecdotal evidence to formulate a number of theories which can be used to compare your company with the best in the world. Presents initial survival strategies and then looks at ways companies can broaden their boundaries through manipulation and choice. Covers a huge variety of case studies and examples together with a substantial question and answer section.

There are many potential measures of performance for evaluating the success of a construction project. All address performance in three key areas: scope, schedule and budget. In a performance measurement framework where senior management wishes to minimise the numberof performance measures it employs, while ensuring maximal coverage or visibility into the programme, having a tool that captures each of the three areas would be ideal. Project managers have used Earned Value Management (EVM) for over 40 years to track actual schedule progress and actual costs against project plans. Earned Value Management has traditionally been applied to individual projects on which the manager is accountable for both schedule and cost variances. This paper proposes methods to apply EVM principles to allow: (1) analysis of portfolios of construction projects; (2) incorporation of the analysis into an innovative pay‐for‐performance human resources practice; and (3) use of regression analysis to develop baseline earned value curves. These extensions fit the needs of many government managers, who oversee a range of projects by multiple contractors, and whose cost risk is primarily due to schedule slips and change orders. Earned Value Management is described in the context of project oversight, and a dashboard system of performance measures is proposed for quickly assessing individual projects and portfolios. A method of generating standardised planned value curves is then specified, based on data from previous and ongoing projects. The paper concludes by showing how the US General Services Administration’s Public Buildings Service is using these methods to analyse and oversee its portfolio of new construction and major repair and alteration projects.

Examines issues related to the successes and failures of Internet businesses. Recent literature has stressed the value of microeconomic models of markets to analyze e‐business models and strategy. The concepts of transaction costs, switching costs, network externalities and product versioning are especially useful in understanding business strategy in the new information economy. These concepts are reviewed and analyzed. A deeper assessment of Internet‐based businesses, both successes and failures, reveals a number of other constructs that are relevant for analysis, viz. infrastructure investment models, user experience models and models of revenue generation. These constructs reveal the inherent complexity of the electronic medium for conducting business and point to the subtle issues that determine success or failure. Case studies and examples are used to illustrate the usefulness of these constructs.

Financial problems of football clubs during economic crises (such as COVID-19 pandemic) highlight the necessity of achieving economic sustainability. In addition, the economic sustainability of football clubs is accepted as a principle of the development of sports business. Therefore, it is reasonable to conduct a study with the aim of examining economic sustainability in the field of sports club management.

The present study adopted a qualitative approach to research and used semi-structured interviews in order to develop a framework for the economic sustainability of football clubs. A total of 13 members of football clubs in the Iranian premier league participated in this study.

The findings highlighted the fact that a number of factors, including media and social networks, entrepreneurship and development of club business, commercialization of the club, privatization, investment and ownership, strategic communication plan, financial management and management instability, promoted the economic sustainability of football clubs and improved their financial performance.

This study highlighted the importance of the changes in the structure of football clubs and the strategic plans for promoting entrepreneurship and commercialization. Moreover, it underlined the major role of the environmental and management components of football clubs in their financial sustainability.

To study the nature of social entrepreneurship from the viewpoint of activities associated with the perception of opportunities to create social value and the creation of social purpose organizations to pursue them.

The ways in which social enterprises adopt financially sustainable strategies to pursue social aims and address a wide a range of social problems, such as unemployment and inequalities in access to health and social care services, are discussed. Applies the results of existing research to summarize the size of the social enterprise sector in the UK, Europe and US. Proposes eight research themes for social enterprises research and endorses the need for researchers to build on current knowledge and to work together to generate a theory and produce valid, reliable and comparable data capable of being shared by researchers, policy makers and those with an interest in social entrepreneurship.

The eight research themes identified by the study comprise: defining the scope of social entrepreneurship; the environmental context; opportunity recognition and innovation; modes of organization; resource acquisition; opportunity exploitation; performance measurement; and training education and learning about social entrepreneurship.

Facilitates research into social entrepreneurship in the UK by overcoming the handicaps caused by the lack of standard and universally acceptable definitions of social enterprise, social entrepreneur and social entrepreneurship as well as the absence of a national register of social enterprises.