DEVELOPING AND USING A MARKETING INORMATION SYSTEM (MKTGINFO) Access No: 00937372 ProQuest ABI/INFORM (R) Global Title: Using scanner data Authors: Jiang, James J Journal: Information Systems Management [JIF] ISSN: 1058-0530 Vol: 12 Iss: 1 Date: Winter 1995 p: 61-66 Illus: Charts; Diagrams; References Reprint: Contact UMI for article reprint (order no. 14372.00). Restrictions may apply. Subjects: Statistical analysis; Decision support systems; Marketing information systems; Consumer goods; Optimization Codes: 5240 (Software & systems); 7100 (Market research) Abstract: Scanner data, point-of-sale data, and single-source data supply a wealth of information to the consumer packaged-goods industry about consumer buying patterns. The IS challenge is to find new ways to analyze this data to help businesses uncover new market opportunities. The key problem facing today's brand managers is not a lack of data but a lack of systems that transform voluminous scanner data into decisions or strategic advantages. Three different system approaches - expert systems, neural networks, and decision support systems - are being pursued to better mine and use the data that businesses routinely collect on consumers. These alternatives are examined in terms of decision support advantages they offer marketers and managers of consumer packaged goods. As scanner data continues to intrigue the consumer packaged-goods industry, the use of information systems to analyze this data and identify the marketing opportunities hidden within it becomes paramount. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 01128123 ProQuest ABI/INFORM (R) Global Title: Visions of holiday $ugarplums Authors: Hoffman, Thomas; Wagner, Mitch Journal: Computerworld [COW] ISSN: 0010-4841 Vol: 29 Iss: 49 Date: Dec 4, 1995 p: 0_3, 147 Reprint: Contact UMI for article reprint (order no. 6206.00). Restrictions may apply. Companies: Barneys Inc DUNS: 00-698-0783 Lands End Inc DUNS: 02-519-7609 Ticker: LE Caswell-Massey Co Ltd DUNS: 00-125-5793 Subjects: Retailing industry; Marketing information systems; Target markets; Sales promotions; Decision support systems; Direct marketing; Outsourcing Geo Places: US Codes: 8390 (Retail stores); 5240 (Software & systems); 7000 (Marketing); 5120 (Purchasing); 9190 (United States) Abstract: Retail IS professionals are keeping busy during the holiday season, using target-marketing techniques and decision-support systems to bolster sluggish yuletide sales. Many retailers are tapping their information systems departments to provide key information on their most frequent customers and biggest spenders during the busy holiday sales push. Barneys New York, an upscale fashion apparel chain with 20 shops throughout the US, captures customer information on Fujitsu-ICL Systems Inc. Atrium9000 point-of-sale terminals every time a customer makes a purchase during Barneys' annual winter sale. Other retail outfits have looked to outsourcing to help them segment their customer information. Library does not own this journal. Access No: 01143863 ProQuest ABI/INFORM (R) Global Title: Leading the information transformation Authors: Anonymous Journal: Credit Card Management [CCM] ISSN: 0896-9329 Vol: 8 Iss: 9 Date: Dec 1995 p: S6 Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: Visa International Inc Subjects: Financial services; Corporate profiles; Credit cards; Information dissemination; Marketing information systems Geo Places: US Codes: 9110 (Company specific); 9190 (United States); 8120 (Retail banking services); 5200 (Communications & information management); 7000 (Marketing); 5240 (Software & systems) Abstract: Visa International is exploring the best way to deliver information about operations, merchants and cardholders to a client/server environment. Visa offers a number of products and services to acquiring and issuing financial institutions enabling them to leverage information about card usage and buying preferences without violating individual confidentiality. The services include: 1. Market Advantage, 2. Performance Plus, 3. Profit Picture, 4. Visa Targeted Marketing Service, and 5. Infospan. Library does not own this journal. Access No: 01131966 ProQuest ABI/INFORM (R) Global Title: Rolling out the electronic red carpet Authors: King, Julia; Hoffman, Thomas Journal: Computerworld [COW] ISSN: 0010-4841 Vol: 29 Iss: 48 Date: Nov 27, 1995 p: 28 Reprint: Contact UMI for article reprint (order no. 6206.00). Restrictions may apply. Companies: Caesars World Inc DUNS: 04-118-0076 Ticker: CAW Ritz-Carlton Hotel Co Subjects: Hotel chains; Casinos; Marketing information systems; Customer services Geo Places: US Codes: 8380 (Hotel & restaurant industries); 2400 (Public relations); 5240 (Software & systems); 9190 (United States) Abstract: At Caesars World Casino, customer preference information is gathered using Tandem Computer Inc.'s reservation system, which is then stored in a Tandem database where users can access discrete customer information from their workstations. At Ritz Carlton Hotel Co. hotels, customer information goes into an on-line database known as the guest-recognition system. Concierges, housekeepers, cooks, and waiters all can access the system from hotel-based PCs linked over a wide area network. Library does not own this journal. Access No: 01120780 ProQuest ABI/INFORM (R) Global Title: Creating a profitable customer relationship using segmentation data Authors: Bird, Anat; Louderback, Peter Journal: Bankers Magazine [BZE] ISSN: 0005-545X Vol: 178 Iss: 6 Date: Nov/Dec 1995 p: 16-22 Reprint: Contact UMI for article reprint (order no. 3483.00). Restrictions may apply. Subjects: Bank marketing; Customer information files; Marketing information systems; Market segmentation; Geographic information systems Geo Places: US Codes: 8100 (Financial services industry); 7000 (Marketing); 5240 (Software & systems); 9190 (United States) Abstract: Many banks are exploring the use of an existing marketing central information file (MCIF) to store data about the bank's customers and prospects. The MCIF system should be enhanced to become a PC-based market analysis system (MAS), whose functions should include 1. preparing maps that pinpoint where the bank's customers live, 2. segmenting the bank's market area and customer base by dominant lifestyle, 3. and projecting the performance of new branch locations within or outside the market area currently served by the bank. Used properly, the MAS will permit the tracking of how well the bank is meeting the needs of its customer base, help to identify ways to attract new customers, and help to address product and customer profitability issues. The MAS system and its data can be used in branch market definition, market analysis, and discerning branch usage patterns. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 01104683 ProQuest ABI/INFORM (R) Global Title: Arm your company for the info-driven marketing future Authors: Anonymous Journal: Advertising Age [ADA] ISSN: 0001-8899 Vol: 66 Iss: 43 Date: Oct 23, 1995 p: 29 Reprint: Contact UMI for article reprint (order no. 347.00). Restrictions may apply. Subjects: Guidelines; Marketing management; Marketing information systems Geo Places: US Codes: 5240 (Software & systems); 7000 (Marketing); 9190 (United States); 9150 (Guidelines); 9000 (Short Article) Abstract: Ten points to prepare the organization for an information-driven marketing future are presented, including: 1. Begin to treat customer information as an important company asset and to invest in its development. 2. Develop tools that enable the calculation of customer value and the return on investment of marketing activities. 3. Create a plan that will guide the evolution of the company. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01101764 ProQuest ABI/INFORM (R) Global Title: Telcos reach out and find some data Authors: Marshall, Martin Journal: CommunicationsWeek [CWE] ISSN: 0746-8121 Iss: 578 Date: Oct 2, 1995 p: 1, 79 Illus: Charts Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: Pacific Bell DUNS: 10-340-1618 US West Inc DUNS: 10-256-2451 Ticker: USW MCI Communications Corp DUNS: 04-476-0643 Ticker: MCIC Subjects: Telecommunications industry; Marketing information systems; Data warehouses Geo Places: US Codes: 9190 (United States); 8330 (Broadcasting & telecommunications industry); 5240 (Software & systems); 7000 (Marketing) Abstract: Telephone companies are moving to install data warehouses, using the systems to get to know their customers better and to exploit discoveries in consumer-behavior patterns. Data warehouses allow for the storage of metadata, which can include summaries of the data that are easier to search for and index. Pacific Bell is installing a 3.2-terabyte, Oracle-based data warehouse on-line as a front end for multiple decision-support systems. Access No: 01101858 ProQuest ABI/INFORM (R) Global Title: Data mining: Exploring the unknown Authors: Mason, Barry Journal: Discount Merchandiser [DMD] ISSN: 0012-3579 Vol: 35 Iss: 10 Date: Oct 1995 p: T58-T60 Reprint: Contact UMI for article reprint (order no. 9336.00). Restrictions may apply. Subjects: Retailing industry; Marketing information systems; Data base marketing Geo Places: US Codes: 9190 (United States); 5240 (Software & systems); 8390 (Retail stores); 7100 (Market research) Abstract: Data mining is a rapidly-evolving area of data analysis that directly supports key retail initiatives in micromarketing and micromerchandising. Advances in hardware and software technologies are making the analysis of enormous amounts of data more realistic. Retailers now have an opportunity to explore this new technology to gain competitive advantage and offer the goods that each individual consumer wants. By applying data mining techniques over various time segments of purchase histories, it is possible to define activities that are more likely to drive shopper behavior. Library does not own this journal. Access No: 01097327 ProQuest ABI/INFORM (R) Global Title: Catch and keep clients by using your database Authors: Atwood, Rex Journal: Best's Review [Life/Health] [BIH] ISSN: 0005-9706 Vol: 96 Iss: 5 Date: Sep 1995 p: 92-96 Reprint: Contact UMI for article reprint (order no. 1762.00). Restrictions may apply. Subjects: Insurance industry; Data base marketing; Methods; Marketing information systems; Customer relations Geo Places: US Codes: 9190 (United States); 8210 (Life & health insurance); 7100 (Market research); 2400 (Public relations); 5240 (Software & systems) Abstract: To find more clients, insurance companies need to consider many factors, including: lapsation, loans, agents, surrenders, riders, client life cycle, replacement, dividends, retention, cash value, premium, and competition. But most importantly, companies need to record and study the characteristics of persistency - the length of time policies, customers and agents are retained. Using database technology, companies can get a comprehensive view of their businesses and analyze the effects of competition, performance, loyalty, and lost opportunity. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 01092915 ProQuest ABI/INFORM (R) Global Title: Selling intellect at EDS Authors: Anonymous Journal: Credit Card Management [CCM] ISSN: 0896-9329 Vol: 8 Iss: 6 Date: Sep 1995 p: 8-10 Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: EDS Card Processing Services Subjects: Data base marketing; Marketing information systems; Competition; Sales Geo Places: US Codes: 9190 (United States); 5240 (Software & systems); 7100 (Market research) Abstract: EDS's entry into the data-base marketing area, a product called DB Intellect, has made a splash in the first year, garnering $25 million in sales since its October launch. DB Intellect has done so well primarily because of its graphics presentation, which can present in real-time data base-generated graphics depicting cardholder purchasing habits. Despite a $3 million price tag, DB Intellect is growing at an annual clip of 400%. Within the card industry, EDS is initially targeting DB Intellect at corporate card issuers, which need reams of purchasing data to track costs. Library does not own this journal. Access No: 01068614 ProQuest ABI/INFORM (R) Global Title: A trillion-byte weapon Authors: Verity, John W Journal: Business Week [BWE] ISSN: 0739-8395 Iss: 3435 Date: Jul 31, 1995 p: 80-81 Reprint: Contact UMI for article reprint (order no. 36.00). Restrictions may apply. Companies: Bank of America DUNS: 00-691-1747 Burlington Coat Factory Warehouse Corp DUNS: 07-521-5400 Ticker: BCF John Alden Life Insurance Co DUNS: 09-657-3506 McKesson Corp DUNS: 00-138-1466 Ticker: MCK Subjects: Data warehouses; Parallel processing; Marketing information systems; Manycompanies Geo Places: US Codes: 9190 (United States); 5220 (Data processing management); 7000 (Marketing) Abstract: Every day, Bank of America's telephone representatives field about 100,000 calls from customers wanting to check a balance, dispute a charge-card bill, or ask about loan rates. Once the customers are on the line, the reps try to sell them something tailored to each customer's needs. Bank of America can know exactly what products to pitch to whom by reaching into its corporate data store, or data warehouse. Based on gear from AT&T, the system consolidates 35 million records collected by separate computers that handle daily checking, savings and other transactions. Data warehousing is the biggest trend in information management today. For several years now, Burlington Coat Factory Warehouse Corp. has lived and died by this scheme. Other companies' experiences with data warehousing are discussed, including John Alden Life Insurance Co. and McKesson Corp. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01074259 ProQuest ABI/INFORM (R) Global Title: Tactician: GIS with a specific purpose Authors: Anonymous Journal: InfoWorld [IFW] ISSN: 0199-6649 Vol: 17 Iss: 31 Date: Jul 31, 1995 p: 80 Reprint: Contact UMI for article reprint (order no. 12701.01). Restrictions may apply. Companies: Tactician Corp Subjects: Software reviews; Geographic information systems; Performance evaluation; Marketing information systems Geo Places: US Codes: 9190 (United States); 5240 (Software & systems); 9120 (Product specific); 9000 (Short Article) Abstract: Tactician Corp.'s Tactician geographic information system (GIS) is reviewed. It differs from the general-purpose GIS programs in that it specializes in analyzing market data, balancing sales territories, performing site selection, and doing other tasks related to sales and marketing. Tactician is difficult to learn, in part because it is doing some specialized chores. The program runs on many platforms. Item Availability: Paper. Current Journals Room, Level B Access No: 01069308 ProQuest ABI/INFORM (R) Global Title: Marketing database: An art beyond science Authors: Swigor, J Timothy Journal: Direct Marketing [DIM] ISSN: 0012-3188 Vol: 58 Iss: 3 Date: Jul 1995 p: 23-25 Reprint: Contact UMI for article reprint (order no. 299.00). Restrictions may apply. Subjects: Data base marketing; Software packages; Marketing information systems; Customer information files Geo Places: US Codes: 7100 (Market research); 7200 (Advertising); 5240 (Software & systems); 9190 (United States) Abstract: More tools are becoming available as a result of the decreasing costs of additional computer power and the ever-increasing information available on customers and prospects. However, it will only be the skillful and artistic implementation of marketing database tools that will allow marketers to successfully manage their individual relationships of individually differentiated customers. More important than what tools a marketing professional might use is how they use them. One can choose from software as well as data tools, and it is usually some combination of the 2 that is the most effective. Marketing database is truly an art beyond science. The artistic implementation of the tools occurs only after constant evaluation of your marketing programs. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 01036635 ProQuest ABI/INFORM (R) Global Title: Maps for the masses Authors: Exter, Thomas Journal: American Demographics [ADE] ISSN: 0163-4089 Iss: Marketing Tools Date: Jun 1995 p: 4-8 Reprint: Contact UMI for article reprint (order no. 13396.00). Restrictions may apply. Subjects: Geographic information systems; Marketing information systems; Information management; Technological change; Manycompanies; Product acceptance Geo Places: US Codes: 9190 (United States); 7100 (Market research); 5240 (Software & systems) Abstract: The 1990s are the decade of the democratization of geographic information systems (GIS), representing a quantum leap in the accessibility of geographic data linked to business data. The full significance and potential of GIS in business is only now surfacing. Key people within an organization, trained in the appropriate use of GIS technology, can minimize the cultural lag and ensure that the new tools are used to their best advantage. Among software producers, 3 key players have emerged in the business GIS arena: 1. MapInfo Corp., 2. Strategic Mapping Inc., and 3. Environment Systems Research Institute Inc. As the democratization of GIS continues, software prices should continue to fall, and desktop mapping software will become a new member of the family of office automation products. Further diffusion of GIS technology in business depends on the successful integration of machines, software, data, and GIS-trained people. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01036667 ProQuest ABI/INFORM (R) Global Title: The privacy police Authors: Awerdick, John Journal: American Demographics [ADE] ISSN: 0163-4089 Iss: Marketing Tools Date: Jun 1995 p: 70-75 Reprint: Contact UMI for article reprint (order no. 13396.00). Restrictions may apply. Subjects: Right of privacy; Federal regulation; Policy making; Task forces; Telecommunications; Information superhighway; Marketing information systems Geo Places: US Codes: 9190 (United States); 1200 (Social policy); 5250 (Telecommunications systems); 7000 (Marketing) Abstract: Privacy issues exist in telecommunications, health care, credit reporting, postal, employment, immigration, and information infrastructure arenas. The Federal Trade Commission is dealing with it in the telemarketing context. On February 14, 1995, the commission issued a proposed Telemarketing Sales Rule. Among the privacy protections in the Rule are calling hour and frequency restrictions. At the moment, the rule is on hold. The online privacy issue is muddled. The National Information Infrastructure Task Force suggests 3 core privacy principles: 1. An individual's reasonable expectation of privacy regarding access to and use of his or her personal information should be assured. 2. Personal information should not be improperly altered or stored. 3. Personal information should be accurate, timely, complete, and relevant for the purpose for which it is provided and used. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01021394 ProQuest ABI/INFORM (R) Global Title: Number crunching is fun Authors: Powell, Tim Journal: Marketing Computers [MAK] ISSN: 0895-5697 Vol: 15 Iss: 5 Date: May 1995 p: 28-29 Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: Right Information Systems Ltd Subjects: Decision support systems; Marketing information systems; Neural networks; Market research Geo Places: US Codes: 7100 (Market research); 5240 (Software & systems); 9190 (United States) Abstract: Neural networking takes mountains of data and discerns the patterns within it. Neural networking grew out of attempts to describe the working of the human mind with mathematical equations. One of the first business applications of neural networking was in credit scoring. Many of the more recent applications of neural networking have to do with market modeling and forecasting in some form. One fascinating software package in this emerging field is Right Information Systems' 4Thought. Library does not own this journal. Access No: 01053558 ProQuest ABI/INFORM (R) Global Title: Data mining: A powerful technology for database marketing Authors: Gessaroli, Jerome Journal: Telemarketing [TLM] ISSN: 0730-6156 Vol: 13 Iss: 11 Date: May 1995 p: 64-68 Illus: Charts; Equations Reprint: Contact UMI for article reprint. Restrictions may apply. Subjects: Telemarketing; Data base marketing; Trends; Marketing information systems; Advantages Geo Places: US Codes: 9190 (United States); 7300 (Sales & selling); 5240 (Software & systems) Abstract: Database marketing analysis procedures and techniques must become more sophisticated if a business is to keep up with and use the data now available. Forward-looking organizations are being proactive in applying new technologies to database marketing. Data mining is a concept of searching for, accessing and manipulating data to produce information useful to an organization. Data mining uses new technologies to sift through and analyze data to find meaningful trends, relationships and correlations among multiple variables. Used in marketing, data mining can be deployed within database marketing systems for the purpose of increasing the success rate in telemarketing sales campaigns. Library does not own this journal. Access No: 01075524 ProQuest ABI/INFORM (R) Global Title: Getting serious about customer profitability Authors: Costanzo, Chris Journal: US Banker [USI] ISSN: 0148-8848 Vol: 105 Iss: 5 Date: May 1995 p: 79-80 Illus: Graphs Reprint: Contact UMI for article reprint (order no. 9911.01). Restrictions may apply. Companies: First Marketing Corp Chemical Banking Corp DUNS: 04-767-5947 Ticker: CHL Subjects: Bank marketing; Customer retention; Profitability; Customer information files; Marketing information systems Geo Places: US Codes: 9190 (United States); 8100 (Financial services industry); 7000 (Marketing) Abstract: Despite the fact that more than 60% of a typical bank's retail consumer base is unprofitable, many banks treat all their customers pretty much the same. Studies performed by First Manhattan Consulting Group show that 3 of a typical bank's customer segments distinctly affect profitability. A 20% segment of a bank's households brings in about 60% of its revenues and more than 100% of its pretax income. A mid-tier 30% segment generates only 9% of revenue, while destroying 40% of income. Another 30% segment of households produce 15% of revenue, but the cost for its transactions actually exceeds its revenue by 2-to-1. Two years ago, Chemical Banking Corp. launched a major profitability project to give its marketing managers better information for creating new retail products. Now, Chemical makes its financial assumptions with up-to-date information that incorporates behavioral changes and repricings. NBD Bank is in the midst of a detailed customer profitability analysis. At their best, profitability systems should challenge long-held views on how to create profitable relationships. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 00983053 ProQuest ABI/INFORM (R) Global Title: Marketing information systems in the top U.S. companies: A longitudinal analysis Authors: Li, Eldon Y Journal: Information & Management [IFM] ISSN: 0378-7206 Vol: 28 Iss: 1 Date: Jan 1995 p: 13-31 Illus: Charts; Graphs; References Reprint: Contact UMI for article reprint (order no. 42263.00). Restrictions may apply. Subjects: Marketing information systems; Decision support systems; Information technology; Applications; Marketing management; Competitive advantage; Polls & surveys; Studies Geo Places: US Codes: 2600 (Management science/operations research); 5240 (Software & systems); 7000 (Marketing); 9190 (United States); 9130 (Experimental/theoretical) Abstract: The marketing information system (MKIS) has been the nerve center of the marketing organization in corporate America. To measure its strengths and weaknesses, its overall status in top US companies is examined. In order to identify the progress of MKISs, the findings are compared to those of a similar study made in 1985. Apparently, MKISs today are more sophisticated than before. In addition, MKIS usage has increased. However, many companies are not utilizing the latest information technologies and many marketing managers are not satisfied with their MKISs. Possible reasons for the progress of MKISs in US organizations are discussed, and several actions through which companies may shape the future of their MKISs are recommended. Library does not own this journal. Access No: 00988701 ProQuest ABI/INFORM (R) Global Title: Electronic data interchange (EDI): A study of its usage and adoption within marketing and logistics channels Authors: Walton, Lisa Williams Journal: Transportation Journal [TRN] ISSN: 0041-1612 Vol: 34 Iss: 2 Date: Winter 1994 p: 37-45 Illus: Charts; Equations; References Reprint: Contact UMI for article reprint (order no. 6456.00). Restrictions may apply. Subjects: Studies; Logistics; Marketing information systems; Electronic data interchange; Implementations; Regression analysis; Distribution channels Geo Places: US Codes: 5250 (Telecommunications systems); 9130 (Experimental/theoretical); 9190 (United States); 7000 (Marketing); 5160 (Transportation management) Abstract: Global competition, economic conditions, and shorter production cycles have made the marketplace more demanding. As a means of competing, organizations are becoming strategically focused, customer directed, and technology oriented. The use of electronic data interchange (EDI) technology allows firms to do this while reducing costs. An investment in EDI encourages long-term commitment with trading partners, makes the transmission of information more efficient, and allows firms to be more responsive to customer needs through shorter order cycles. EDI decreases costs by reducing paper, mail expense, and delays due to data entry errors. An attempt is made to understand what influences lead firms to adopt (EDI) with external channel members, such as shippers, carriers, suppliers, and customers. Since the information transmitted by suppliers and customers is often different from the information shared between shippers and carriers, an analysis is made of the adoption and implementation process of EDI in both the marketing and logistics channels. Library does not own this journal. Access No: 00983391 ProQuest ABI/INFORM (R) Global Title: Taking no chances Authors: Cone, Edward Journal: Informationweek [IWK] ISSN: 8750-6874 Iss: 505 Date: Dec 12, 1994 p: 30-40 Illus: Graphs Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: Caesars World Inc DUNS: 04-118-0076 Ticker: CAW MGM Grand Hotel-Las Vegas Inc DUNS: 06-206-9968 Subjects: Casinos; Data base marketing; Customer information files; Marketing information systems; Direct marketing Geo Places: US Codes: 9190 (United States); 8307 (Entertainment industry); 5240 (Software & systems); 7100 (Market research) Abstract: Communicating with customers has become vital to Nevada's casinos. Faced with burgeoning competition, Las Vegas and other Nevada resorts have gone online both to lure customers and improve efficiency. Since casinos make the most money off repeat customers, especially those who stay in their hotels, getting returnees is a priority. Giving big spenders an incentive to return is a database marketer's main job. The most potent method of data collection and award accumulation is the player-tracking system, which rewards guests for spending money and time in a hotel's casino. The levels of information gathered by the casinos range from name, address, phone number, and birth date to enough to fill out a brief biography. Caesar's Palace calculates what a player is likely to spend, figures out what incentives competitors offer, and fills up special events with the best players. The MGM Grand, which is linking databases and fine-tuning its marketing output, worries about collecting too much information. Access No: 00949463 ProQuest ABI/INFORM (R) Global Title: The secret life of focus groups Authors: Hoeffel, John Journal: American Demographics [ADE] ISSN: 0163-4089 Vol: 16 Iss: 12 Date: Dec 1994 p: 17-19 Reprint: Contact UMI for article reprint (order no. 13396.00). Restrictions may apply. Subjects: Market research; Marketing information systems Geo Places: US Codes: 9190 (United States); 9000 (Short Article); 7100 (Market research); 5240 (Software & systems) Abstract: The result of a CustoWare analysis is quantitative representation of qualitative data. Designed by University of Rochester marketing professor Hanan Polansky, it cuts through dense verbiage with linguistics-based software that assigns a mathematical value to each statement a consumer makes. The Gannet Rochester Newspapers used CustoWare to analyze a list of hot topics culled from reporters' interviews with 800 readers. The analysis yielded comments as specific as using the word kids instead of the word children in advertisements. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 00906494 ProQuest ABI/INFORM (R) Global Title: A potent new tool for selling: Database marketing Authors: Berry, Jonathan Journal: Business Week [BWE] ISSN: 0739-8395 Iss: 3388 (Industrial/Technology Edition) Date: Sep 5, 1994 p: 56-62 Illus: Diagrams Reprint: Contact UMI for article reprint (order no. 36.00). Restrictions may apply. Companies: Claridge Casino Hotel DUNS: 60-380-8429 Hilton Hotels Corp DUNS: 00-693-0531 Ticker: HLT Seagram & Sons DUNS: 00-136-8554 American Express Co DUNS: 00-697-9900 Ticker: AXP Subjects: Data base marketing; Integrated marketing; Market research; Direct marketing; Marketing information systems; Target markets; Manycompanies Geo Places: US Codes: 9190 (United States); 7000 (Marketing) Abstract: Companies are collecting mountains of information about individuals, crunching it to predict how likely they are to buy a product, and using that knowledge to craft a marketing message precisely calibrated to get them to do so. New generations of faster, more powerful computers are enabling marketers to zero in on ever-smaller niches of the population, ultimately aiming for the smallest consumer segment of all - the individual. A growing number of marketers are investing millions of dollars to build databases that enable them to figure out who their customers are and what it takes to secure their loyalty. Companies that use database marketing include General Motors Corp., Blockbuster Entertainment Corp., Kraft General Foods Inc., and Harley-Davidson Inc. Consumers appear to be responding to the precision marketing. Marketers are increasingly recognizing that past customer behavior, as recorded in actual business transactions, is by far the best indicator of future buying patterns. By weaving relationships with its customers, a company can make it inconvenient for consumers to switch to a competitor. Using neural-network software, computers can plow through masses of data and determine how specified variables may depend on one another. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 00906496 ProQuest ABI/INFORM (R) Global Title: Silicon and software that mine for gold Authors: Verity, John Journal: Business Week [BWE] ISSN: 0739-8395 Iss: 3388 (Industrial/Technology Edition) Date: Sep 5, 1994 p: 62 Reprint: Contact UMI for article reprint (order no. 36.00). Restrictions may apply. Subjects: Marketing information systems; Software; Parallel processing; Mainframes; Manycompanies Geo Places: US Codes: 9190 (United States); 9000 (Short Article); 7000 (Marketing); 5240 (Software & systems); 5230 (Hardware) Abstract: Neural-network software can automatically learn from large sets of data on its own. The software can build a strong statistical model describing important relationships and patterns in the data. Parallel processing systems devote dozens or even hundreds of microprocessors to scouring a giant database for records that meet a complex set of criteria. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 00922699 ProQuest ABI/INFORM (R) Global Title: Neural networks & their applications in marketing management Authors: Venugopal, V; Baets, W Journal: Journal of Systems Management [JSM] ISSN: 0022-4839 Vol: 45 Iss: 9 Date: Sep 1994 p: 16-21 Illus: Diagrams; References Reprint: Contact UMI for article reprint (order no. 1797.00). Restrictions may apply. Subjects: Neural networks; Marketing information systems; Information management; Sales forecasting; Direct marketing; Market segmentation Geo Places: US Codes: 5240 (Software & systems); 7000 (Marketing); 9190 (United States) Abstract: Artificial Neural Networks (ANN) are distributed and parallel information processing systems composed of many simple computational elements interacting across weighted connections. ANNs exhibit certain features such as the ability to learn, recognize trends, and mimic human thought processes. ANNs attempt to model the architecture and processing capabilities of biological neural systems. The ability of neural networks to identify patterns in data could be utilized in many areas of marketing management: 1. retail sales forecasting, 2. direct marketing, and 3. target marketing. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 00861628 ProQuest ABI/INFORM (R) Global Title: Marketing visions Authors: Gray, Paul Journal: Information Systems Management [JIF] ISSN: 1058-0530 Vol: 11 Iss: 3 Date: Summer 1994 p: 94 Reprint: Contact UMI for article reprint (order no. 14372.00). Restrictions may apply. Subjects: Book reviews; Marketing information systems; Market research Codes: 7100 (Market research); 5240 (Software & systems); 9000 (Short Article) Abstract: A book review is presented of The Marketing Information Revolution, edited by Robert C. Blattberg, Rashi Glazer, and John D. C. Little. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 00828817 ProQuest ABI/INFORM (R) Global Title: Reading the IT leaves Authors: Williamson, Mickey Journal: CIO [CIO] ISSN: 0894-9301 Vol: 7 Iss: 11 Date: Mar 15, 1994 p: 54-60 Reprint: Contact UMI for article reprint (order no. 16395.00). Restrictions may apply. Companies: IRI Software ConAgra Consumer Frozen Food Co Rhone-Poulenc Rorer Ticker: RPR Pet Inc DUNS: 00-628-6249 Campbell Soup Co DUNS: 00-128-8042 Ticker: CPB Subjects: Data base marketing; Marketing information systems; Manycompanies; Advantages Geo Places: US Codes: 9190 (United States); 7100 (Market research); 5240 (Software & systems) Abstract: Many CIOs have difficulty differentiating between online analysis processing (OLAP) and the more familiar online transaction processing (OLTP). OLTP's focus is on adding, changing and deleting data. By contrast, OLAP selects from and summarizes existing data. Rather than just looking at how many sales the company made, OLAP provides the capability to see what the company did to stimulate those sales and to compare what its competitors did. IS executives who have implemented OLAPs see many advantages in providing analysis capabilities to their in-house customers. Robert Drury of Pet Inc. installed IRI Software's Brand Partner and Sales Partner applications in the company's marketing and sales departments. Drury says Sales Partner acts as if it were a sales analyst and tries to understand what the best selling strategies might be in each account. It helps sales representatives make a fact-based case to convince the buyer that it is in the store's best interest to carry Pet's brands. Library does not own this journal. Access No: 00842782 ProQuest ABI/INFORM (R) Global Title: A new base for bank marketing Authors: Borowsky, Mark Journal: United States Banker [USI] ISSN: 0148-8848 Vol: 104 Iss: 3 Date: Mar 1994 p: 60-64 Reprint: Contact UMI for article reprint (order no. 9911.01). Restrictions may apply. Subjects: Bank marketing; Data base marketing; Marketing information systems; Target markets; Competition Geo Places: US Codes: 9190 (United States); 8120 (Retail banking services); 7100 (Market research); 5220 (Data processing management) Abstract: Though not exactly new - banks have been using target mailings and other database information for years, particularly in credit card operations - database marketing is only now getting full acceptance in bank marketing. Banks are in an excellent position to use database marketing programs since they have good information on customers' income, lifestyle, and product usage. Database marketing programs can run on personal computers instead of mainframes, and, with the advent of neural networks and other forms of artificial intelligence, small banks have the ability to generate customer databases nearly as sophisticated as their larger competitors. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01295165 ProQuest ABI/INFORM (R) Global Title: The first commandment Authors: Keane, Timothy J Journal: Discount Merchandiser [DMD] ISSN: 0012-3579 Vol: 36 Iss: 9 Date: Sep 1996 p: 53-56 Reprint: Contact UMI for article reprint (order no. 9336.00). Restrictions may apply. Subjects: Retailing industry; Customer information files; Data base management systems; Marketing information systems; Category management Geo Places: US Codes: 8390 (Retail stores); 5240 (Software & systems); 7000 (Marketing); 9190 (United States) Abstract: Although customer information as a resource has been available for a long time, most technology alternatives have not been able to offer a fast, cost-effective, convenient, real-time method of achieving individualized customer contact. Leading retailers are only now beginning to find technology that enables 2-way dialogue flow between the customer and the retailer in what are known as in-house retail database management systems. With in-house technology and actionable customer data - name, address and transaction detail captured from payment record and/or reward programs - feedback on last Saturday's storewide sale, for example, appears on the advertising director's desktop the next Monday morning. In addition, an RDM system lets retailers segment customer, manage campaigns, and analyze promotion results and customer buying habits, all at an individual customer level. Library does not own this journal. Access No: 01272424 ProQuest ABI/INFORM (R) Global Title: Cloning business customers Authors: Orr, Alicia Journal: Target Marketing [ZIR] ISSN: 0889-5333 Vol: 19 Iss: 8 Date: Aug 1996 p: 26-29 Reprint: Contact UMI for article reprint (order no. 11927.02). Restrictions may apply. Subjects: Mailing lists; Customer information files; Marketing information systems; Target markets; Models; Market penetration; Analysis; Guidelines Geo Places: US Codes: 9190 (United States); 7000 (Marketing); 9150 (Guidelines) Abstract: For those in search of new sources of business prospecting names, the first step should be a careful examination of the current customer base. Response lists are generally more desirable to mail. Where they help is for low-incidence items where it is hard to identify who might be in the market at a given time and who the decision makers are for the product purchase. The most common selections for customizing a business list are SIC (Standard Industrial Classification) code, employee size and sales volume. In terms of list selections for business-to-business, the title select and functional responsibility selects are most important. A penetration analysis by SIC is the best way to refine a compiled list down to a targeted audience that is right for the offer. One of the foremost challenges of finding and working with business lists is recency. One should find out how often the list is updated and what updating sources are used. Library does not own this journal. Access No: 01257778 ProQuest ABI/INFORM (R) Global Title: GTE TSI gets ready to burn churn Authors: Meyers, Jason Journal: Telephony [TPH] ISSN: 0040-2656 Vol: 231 Iss: 4 Date: Jul 22, 1996 p: 9 Illus: Diagrams Reprint: Contact UMI for article reprint (order no. 1108.00). Restrictions may apply. Companies: GTE Telecommunication Services Inc Subjects: Customer retention; Marketing information systems; Cellular telephones Geo Places: US Codes: 9190 (United States); 9000 (Short Article); 8330 (Broadcasting & telecommunications industry); 7000 (Marketing) Abstract: To combat the issue of customer churn, GTE Telecommunications Services Inc. announced last week that its ChurnManager system has been beta tested and is ready for commercial use. The GTE TSI solution not only analyzes data and calculated churn probability, but also features an analytical engine that segments markets and provides a menu of suggested offers and actions that customer service representatives can use to try to retain customers. Library does not own this journal. Access No: 01186418 ProQuest ABI/INFORM (R) Global Title: Merging databases after a merger Authors: Hansen, Melissa Journal: Bank Marketing [BNM] ISSN: 0888-3149 Vol: 28 Iss: 4 Date: Apr 1996 p: 31-34 Reprint: Contact UMI for article reprint (order no. 10211.01). Restrictions may apply. Subjects: Bank marketing; Bank acquisitions & mergers; Data base management; Consumer attitudes; Marketing information systems; Problem solving Geo Places: US Codes: 9190 (United States); 8120 (Retail banking services); 2330 (Acquisitions & mergers); 5220 (Data processing management); 7000 (Marketing) Abstract: For many expanding banks, mergers present a particular set of customer relations and marketing questions. Potentially serious bottlenecks that may slow the search for answers are too often found in the variety and accuracy of the customer databases that are acquired along with the newly added banks. Customer data at many banks has a way of becoming 'dirty' as numerous employees update information and add new entries, which are often incomplete or inaccurate. In reviewing a new database, it is wise to run reports to verify that all the data fields are at least consistent. Creating a clean and accurate list is important to ensure the success of the bank's new marketing programs. Adapting the information in the database to create product offers to meet a customer's potential needs will enable the bank to seize expanded marketing opportunities opened up by the merger. The merger presents an unmatched opportunity to cross-sell products and services to an expanded audience. Library does not own this journal. Access No: 01196688 ProQuest ABI/INFORM (R) Global Title: Smart cards for the intelligent shopper Authors: Cross, Richard Journal: Direct Marketing [DIM] ISSN: 0012-3188 Vol: 58 Iss: 12 Date: Apr 1996 p: 30-34 Reprint: Contact UMI for article reprint (order no. 299.00). Restrictions may apply. Companies: Takashimaya Co Ltd Shell UK Ltd DUNS: 21-035-9410 Subjects: Customer services; Relationship marketing; Marketing information systems; Smart cards; Market strategy; Case studies; Retailing industry; Customer satisfaction Geo Places: US; UK; Singapore Codes: 9190 (United States); 2400 (Public relations); 7000 (Marketing); 5200 (Communications & information management); 9110 (Company specific); 9175 (Western Europe); 9179 (Asia & the Pacific); 8390 (Retail stores) Abstract: Smart cards, micro-chip carrying cards, when compared to more familiar plastic card media - with their encoded magnetic strips or bar codes - just have not been a practical means for identifying customers or tracking their transactions. They have been relatively expensive, and there are relatively few card readers installed that are set up for reading smart cards. But all of that is likely to change. The systems for reading these smart cards are so versatile that they will ultimately replace today's single-purpose card-reading devices. A couple of examples drawn from Europe and Asia are presented, where forward-looking marketers are already making use of smart card technology to get a competitive edge. Their strategies offer ideas for US marketers who want to get ahead of the pack. From a marketing standpoint, there are several things that are really smart about smart cards. One is their ability to carry information that identifies cardholders as customers and tracks any reward recognition benefits a company wishes to offer them. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B Access No: 01260881 ProQuest ABI/INFORM (R) Global Title: Reengineering redone Authors: Cespedes, Frank V Journal: Marketing Management [MMA] ISSN: 1061-3846 Vol: 5 Iss: 1 Date: Spring 1996 p: 30 Reprint: Contact UMI for article reprint. Restrictions may apply. Subjects: Food processing industry; Business process reengineering; Marketing information systems; Information management Geo Places: US Codes: 8610 (Food processing industry); 7000 (Marketing); 9190 (United States); 9000 (Short Article) Abstract: A look at a snack food company's efforts to reengineer its marketing solutions is presented. To coordinate brand and sales group efforts, the company redefined its marketing information systems. Library does not own this journal. Access No: 01165182 ProQuest ABI/INFORM (R) Global Title: Wal-Mart orders a super warehouse Authors: DePompa, Barbara Journal: Informationweek [IWK] ISSN: 8750-6874 Iss: 570 Date: Mar 11, 1996 p: 22 Reprint: Contact UMI for article reprint. Restrictions may apply. Companies: Wal-Mart Stores Inc DUNS: 05-195-7769 Ticker: WMT NCR Corp DUNS: 00-131-6090 Ticker: NCR Subjects: Discount department stores; Data warehouses; Technological planning; Marketing information systems Geo Places: US Codes: 9190 (United States); 9000 (Short Article); 8390 (Retail stores); 5240 (Software & systems); 7000 (Marketing) Abstract: Wal-Mart has signed a contract with NCR Corp. to build the world's largest commercial data warehouse. When the work is done, Wal-Mart will end up with 7.5 terabytes of data storage. The enlarged data warehouse, together with an existing NCR 3600 MPP system, will provide information about each of Wal-Mart's 2,945 stores in 6 countries. The company uses the information to select products that need replenishment, examine customer-buying trends, analyze seasonal buying patterns, select mark-downs, and react to merchandise volume and movement. Access No: 01167273 ProQuest ABI/INFORM (R) Global Title: Visiting the data warehouse Authors: O Shea, Dan Journal: Telephony [TPH] ISSN: 0040-2656 Vol: 230 Iss: 8 Date: Feb 19, 1996 p: 7 Reprint: Contact UMI for article reprint (order no. 1108.00). Restrictions may apply. Subjects: Data warehouses; Decision support systems; Marketing information systems; Telecommunications industry Geo Places: US Codes: 9190 (United States); 8330 (Broadcasting & telecommunications industry); 7000 (Marketing); 5240 (Software & systems); 9000 (Short Article) Abstract: A commentary discusses how the telecommunications industry could use data warehousing to its advantage. If carriers look into their massive billing databases and other systems, they will find all sorts of useful information from which they can cultivate a powerful arsenal that will protect them from competitors. Library does not own this journal. Access No: 01148703 ProQuest ABI/INFORM (R) Global Title: Subaru aims to take the guesswork out of consumer trends Authors: Karon, Paul Journal: InfoWorld [IFW] ISSN: 0199-6649 Vol: 18 Iss: 4 Date: Jan 22, 1996 p: 63 Reprint: Contact UMI for article reprint (order no. 12701.01). Restrictions may apply. Companies: Subaru of America Inc DUNS: 05-327-6648 Subjects: Automobile industry; Data warehouses; Client server computing; Technological planning; Marketing information systems; Systems design; Case studies Geo Places: US Codes: 8680 (Transportation equipment industry); 5240 (Software & systems); 7100 (Market research); 9110 (Company specific); 9190 (United States) Abstract: The IS department at Subaru of America Inc. has invested in a client/server data warehouse system based on Sybase Inc.'s SQL Server and Holistic Systems Inc.'s Holos Multidimensional on-line analytical warehouse processing technology. Subaru of America Inc. sells more than 100,000 vehicles a year in the US. It is up to a small number of Subaru marketing specialists to determine exactly how many cars to order each quarter and in which models, colors, and configurations. With the new client/server system, a market planner can ask for a report of sales of a certain model car, by a certain dealer, and for a single month. One objective of the new system was reducing some of the more cumbersome vestiges of the old mainframe system. The market-planning application is just the first of what Subaru's IS specialists say will be amore complete shift to a distributed architecture. Item Availability: Paper. Current Journals Room, Level B Access No: 01177400 ProQuest ABI/INFORM (R) Global Title: Database marketing solution: First Commerce Corporation Authors: Anonymous Journal: Bank Management [BAD] ISSN: 1049-1775 Vol: 72 Iss: 1 Date: Jan/Feb 1996 p: 32j Reprint: Contact UMI for article reprint (order no. 6473.02). Restrictions may apply. Companies: First Commerce Corp DUNS: 06-550-9671 Ticker: FCOM HNC Inc Subjects: Bank holding companies; Marketing information systems; Customer information files; Neural networks; Bank management; Geographic information systems; Market penetration; Case studies Geo Places: US Codes: 8110 (Commercial banking services); 7000 (Marketing); 5240 (Software & systems); 9190 (United States); 9110 (Company specific) Abstract: First Commerce Corp. (New Orleans, Louisiana), a holding company for 6 Louisiana banks, began using the equivalent of a marketing customer information file for limited direct mail campaigns in 1989. The company's approach changed dramatically in 1991 when CEO Ian Arnof issued a challenge to create a customer database that is an off-balance sheet asset that effectively enhances the way the company creates products and services. Geographic information software has become a key element of the First Commerce system. A neural network from HNC Software, plugged into the company's own system, helps First Commerce build decision and prediction models from large data sets. Use of the MCIF solution will be expanded to a number of departments during 1996. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01177401 ProQuest ABI/INFORM (R) Global Title: Database marketing solution: Wachovia Bank Authors: Anonymous Journal: Bank Management [BAD] ISSN: 1049-1775 Vol: 72 Iss: 1 Date: Jan/Feb 1996 p: 32l Reprint: Contact UMI for article reprint (order no. 6473.02). Restrictions may apply. Companies: Wachovia Corp DUNS: 04-636-3107 OKRA Marketing Corp Fusion Marketing Subjects: Bank marketing; Data base marketing; Marketing information systems; Customer information files; Data compression; Relationship marketing Geo Places: US Codes: 8100 (Financial services industry); 5240 (Software & systems); 7000 (Marketing); 9190 (United States); 9110 (Company specific) Abstract: Wachovia Bank has adopted a proactive, nimble, retail-style approach to product marketing. The approach, however, is information-intensive. Bank management realized that it needed a marketing customer information file to tap the information in its various systems. Today, a regularly updated mainframe database is downloaded to Wachovia's PC and workstation platforms using OKRA's proprietary data-compression software to form the core of the MCIF. Geocodes are appended to customer records so the system can associate customers with geographic locations. Special programs for reporting and for analyzing subsets of the customer population reside at the PC level. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01177402 ProQuest ABI/INFORM (R) Global Title: Database marketing solution: Commercial Federal Bank Authors: Anonymous Journal: Bank Management [BAD] ISSN: 1049-1775 Vol: 72 Iss: 1 Date: Jan/Feb 1996 p: 32n Reprint: Contact UMI for article reprint (order no. 6473.02). Restrictions may apply. Companies: Commercial Federal Bank Marketing Profiles Inc Novell Inc DUNS: 03-778-7298 Ticker: NOVL Subjects: Savings banks; Customer information files; Marketing information systems; Software packages; Servers; Direct mail campaigns; Case studies Geo Places: US Codes: 8120 (Retail banking services); 5240 (Software & systems); 7000 (Marketing); 9190 (United States) Abstract: Commercial Federal Bank (Omaha, Nebraska) adopted the MCIF concept before PC-based solutions were available. The savings institution had a mainframe-based customer profile database developed in the early 1980s for its marketing department. In 1988, after evaluating a number of PC-based MCIF offerings from various vendors, Commercial Federal contracted with Marketing Profiles Inc. (MPI). MPI delivered a complete hardware/software solution, including PCs. Today, the MPI solution runs on a file server and 5 networked Pentium-processor PCs. The MCIF runs on proprietary MPI database and analysis software called Maxell. Supplemental software packages increase the marketing department's capabilities. Item Availability: Microform. Microtext, Level 1 - Recent issues, Level B Access No: 01150922 ProQuest ABI/INFORM (R) Global Title: Accessing a warehouse of information (Part 1) Authors: Modisette, Lisa Journal: Cellular Business [CLB] ISSN: 0741-6520 Vol: 13 Iss: 1 Date: Jan 1996 p: 64-72 Illus: Graphs Reprint: Contact UMI for article reprint (order no. 14720.00). Restrictions may apply. Subjects: Carriers; Cellular telephones; Data warehouses; Marketing information systems; Competitive advantage; Technological planning Geo Places: US Codes: 8330 (Broadcasting & telecommunications industry); 5220 (Data processing management); 7000 (Marketing); 2310 (Planning); 9190 (United States) Abstract: The cellular market winners will be those who can retain customers and react to their needs quickly. The key is not only obtaining large amounts of customer information, but also turning it into a usable tool for actual decision makers. An effective way to do this is build a data warehouse. Data warehousing has become a significant trend in all industries. For the cellular carrier that has seen explosive growth and tremendous change over the past 5 years, a data warehouse can mean gaining control over a sales process that has been out of control. In telecommunications applications, data warehouses bring together large volumes of subscriber data obtained from a variety of transaction processing and operational systems. Data can also be derived from sources such as demographic and business databases. A well designed data warehouse allows executives to: 1. obtain access to key data quickly, 2. analyze key data without having programming skills, and 3. flexibly manipulate data. Library does not own this journal. Access No: 01283424 ProQuest ABI/INFORM (R) Global Title: Famous AMOS: Cutting-edge promotion selection system helps direct marketer cut costs and boost profits Authors: Anonymous Journal: Stores [STR] ISSN: 0039-1867 Vol: 78 Iss: 1 Date: Jan 1996 p: RR5-RR6 Illus: Graphs Reprint: Contact UMI for article reprint (order no. 9509.00). Restrictions may apply. Companies: Franklin Mint Corp DUNS: 00-248-7247 Subjects: Case studies; Collectibles; Information management; Marketing information systems; Data base management systems; Direct marketing Geo Places: US Codes: 9110 (Company specific); 8600 (Manufacturing industries); 9190 (United States); 7300 (Sales & selling); 5240 (Software & systems) Abstract: The development and implementation at Franklin Mint of a promotion selection system is discussed. The system, nicknamed AMOS for Automatic Model Specification, analyzes variables of buying behavior by means of a series of statistical models. It translates the customer purchase and demographic information into an individual purchase probability by means of a discrete-choice logistic regression model. Item Availability: Paper. Bound Periodicals, Level 3 - Recent issues, Level B