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LEARNING FROM THE SALES CONVERSION RATE THROUGHOUT ITS PRODUCT LIFE CYCLE ANALYSIS: A CASE OF STUDY FOR THE SPANISH AUTOMOTIVE SECTOR

Manuela Saco, Aida Galiano, Vicente Rodríguez

The conversion rate in sales is a fundamental parameter to assess the performance of the Marketing and sales departments. Fisher (2013) claims that when customers visit a store, retailers try to convert traffic by making sure there is the right product, in the right place, at the right time, and with the right price. At that moment, the conversion rate is a crucial value to measure the effectiveness of the Marketing policies and commercial teams in relation to consumer behaviour. The conversion rate (CR) measures the ratio between the total number of visitors entering an establishment and those who make a purchase (on a daily, monthly, quarterly and annual basis). The conversion rate can also be useful to analyse the evolution of the commercial efficiency in a business or to compare similar establishments in which the conversion rates are significantly different. Somehow, the efficiency depends on the adequate commercial performance of the sales team, trying to attract the largest number of potential buyers visiting the establishment (Rodríguez, Olarte-Pascual, & Saco, 2017). Therefore, the conversion rate grows with an excellent customer service and better execution of the store processes.
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DEFAULT RATE IN THE CZECH REPUBLIC DEPENDING ON SELECTED MACROECONOMIC INDICATORS

Radmila Stoklasová

Since the late 1980s, the Czech Republic has undergone the transformation process from a centrally planned economy to a market economy. The modernization of the country’s financial sector is a fundamental condition for economic growth. The beginning of the transformation was associated with a rapid increase in credit activity. There was a decrease in the growth rate in the second half of the 1990s, followed by a decrease in the volume of lending. The volume of lending has increased again and the number of ‘bad’ credits has increased also since 2000.
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BOOTSTRAP TESTING OF TRADING STRATEGIES IN EMERGING BALKAN STOCK MARKETS

Boris Radovanov, Aleksandra Marcikić

Technical analysis is an approach to predicting future prices based on detecting regularity patterns in prices, volume and other market indicators. It ordinarily proceeds by noting market activity in some graphical form and then deducing possible future trends from the observed historical data. This paper stands on the postulate that stock prices manifest various regularities; once these regularities are identified, technical analysts and/or market participants should be consulted about what is likely to happen next.
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THE MARKETING-ENTREPRENEURSHIP PARADOX: A FREQUENCY-DOMAIN ANALYSIS

Slavka T. Nikolić, Nikola Gradojević, Vladimir Đaković, Valentina Mladenović, Jelena Stanković

The notion of entrepreneurship is not new, but entrepreneurship is continuously searching for new ideas while increasing their applications (Morris & Trotter, 1990; Morris, Lewis, & Sexton, 1994). Marketing and entrepreneurship are broadening their field of synergic activity, but some gaps in this interaction still remain (Bhuian, Menguc, & Bell, 2005). Numerous studies have indicated the link between marketing and entrepreneurship (Murray, 1981; Morris & Paul, 1987; Herron, Sapienza, & Smith-Cook, 1992; Hills & LaForge, 1992; Becherer & Maurer, 1998; Morris, Schindehutte & LaForge, 2002; Kraus, Harms, & Fink, 2010; Gilmore, 2011, Hills & Hultman, 2011; Hultman & Hills 2011; Kurgun, Bagiran, Ozeren, & Maral, 2011; Morrish, 2011; Busenitz, Plummer, Klotz, Shahzad, & Rhoads, 2014), but a number of research question have remained underexplored.
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IS CONSUMER CONFIDENCE INDEX A SUITABLE PREDICTOR OF FUTURE ECONOMIC GROWTH? AN EVIDENCE FROM THE USA

Jiří Mazurek, Elena Mielcová

In general, an economic growth is defined as an increase in the capacity of an economy to produce goods and services, compared from one period of time to another. In macroeconomics, the economic growth is expressed by changes in real GDP. The existence of business cycles was observed and studied since 19th century.
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HYPOTÉZA PERMANENTNÍHO PŘÍJMU V ZEMÍCH VISEGRÁDSKÉ SKUPINY

Václava Pánková

Spotřeba tvoří zhruba 50–70 % HDP. Výdaje domácností na konečnou spotřebu a její souvislosti s dalšími ekonomickými a společenskými ukazateli popisují různé teorie, které také různě vysvětlují spotřebitelské chování.
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Asymmetry in the Okun Coefficient in Romanian Economy

Petre Caraiani

Any recession is characterized by social costs.The loss of jobs, the specter of unemployment, and the decrease of earnings are all negative phenomena that produce during the recessions. During the ngoing financial crisis, unemployment rose quickly in Romanian economy. From a very low unemployment rate, at about 3.5 % before the trigger of the recession, in less than a year, the unemployment more than doubled. Coupled with the loss of budgetary revenues and the increasing public debt, this put further constraints on the optimal decisions of policy makers.
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