Title: Using binary logit model to develop the target consumer's differentiation standards for the marketing activities in tea retailers' sales observation method

Authors: Tzong-Ru Lee; Tzu-Fang Chang; Per Hilletofth

Addresses: National Chung Hsing University, 250, Kuo Kuang Road, Taichung City 402, Taiwan ' National Chung Hsing University, 250, Kuo Kuang Road, Taichung City 402, Taiwan ' Department of Industrial Engineering and Management, School of Engineering, Jönköping University, P.O. Box 1026, SE-551 11 Jönköping, Sweden

Abstract: The purpose of this research is to use binary logit model (BLM) to find out what kind of customer would be interested in certain types of marketing activities in order to form the standards of sales observation model (SOM). A questionnaire, composed by demographic variables, lifestyle, and the marketing activities of two well-known tea retailers in Taiwan, has been used for data collection. The standards of SOM serve as a kind of innovation in the field of customer behaviour. It is a useful skill for learning because it helps the salesperson to reach target customers more easily.

Keywords: binary logit model; BLM; marketing activities; tea retailers; sales observation; Taiwan; consumer differentiation; consumer standards; demographic variables; lifestyle; innovation; customer behaviour; learning.

DOI: 10.1504/IJIL.2014.062478

International Journal of Innovation and Learning, 2014 Vol.15 No.4, pp.432 - 446

Received: 08 May 2021
Accepted: 12 May 2021

Published online: 09 Jun 2014 *

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