Multivariate Regression Analysis Example
DAT 7.1
Example
Variable
|
Coefficient Capturing Weight of Intervention
|
p-Value for Statistical Significance
|
Social RM Efforts
|
1.26
|
0.03
|
Structural RM Efforts
|
0.20
|
0.89
|
Financial RM Efforts
|
2.50
|
0.01
|
Buyer Firm Location (East Coast)
|
0.80
|
0.02
|
Buyer Firm Number of Employees
|
1.10
|
0.03
|
Buyer Firm Industry (Corporate)
|
0.08
|
0.41
| RM Program Audit/Design Process (same process for any BOR program) - Determine AER objective(s) for targeted persona(s) using CLV
- Collect and analyze data to identify effective RM strategies
- Design RM/loyalty program
- Rank reward elements to build gratitude and status with targets and prevent unfairness with bystanders (gifts, interpersonal, specialness, communication, similarity, trust)
- Identify delivery options to magnify effects with targets (visibility, rules, surprise, randomness, timing, control attributions)
- Evaluate effect on portfolio (prevent unintended consequences)
- Estimate ROI of programs
- Perform field experiment to test effectiveness of top few programs versus control group, analyze, and then launch
Share with your friends: |
