Armando Leite Ferreira

Optimized RFV analysis

Purpose – In the classic recency‐frequency‐monetary value (RFV or RFM) approach to market segmentation, customers are grouped together into an arbitrary number of segments according to data on their most recent day of purchase (R), the number of buying orders placed (F) and the total monetary value of their purchases (V). The purpose of this paper is to show how to select the order in which the RFV dimensions are applied to data and choose the number of segments and the time frame used in such a way as to maximize the results of direct marketing campaigns.Design/methodology/approach – A “genetically” optimized RFV model is built from data collected from a real world direct marketing campaign. The results produced when it is used are compared with the results yielded without the use of any forecasting method at all and with the support of a widely used basic RFV model.Findings – Not only does the new model provide better results, but it is also easy to build and allows for the introduction of new dimension...

A multicriteria approach to the XP release plan that maximizes business performance in uncertain environments

This paper proposes a multi-criteria method to evaluate the value of XP release plans to business. The method, which is based upon software minimum marketable features, information economics, risk analysis and stochastic modeling, helps XP practitioners to select the release plan that maximizes business performance in an uncertain environment, with considerable consequences for the use of information technology as a competitive advantage tool.

A qualitative risk model for offshoring IT applications

Offshoring IT services has become a key factor in building successful business strategies, allowing companies to gain competitive advantage. Nevertheless, offshoring embeds a brand new set of risks regarding its management. This paper presents a step-by-step method to build a customized qualitative risk model for offshoring IT applications, which, in turn, increases the likelihood of being successful in such initiatives.

A quantitative risk model-building method for offshoring IT applications

Off shoring IT services has become a key factor in building successful business strategies, allowing companies to better position themselves in todays highly competitive markets. Nevertheless, off shoring brings to the table a brand new set of possibilities and risks regarding its management and execution. This article presents a method for the elaboration of a quantitative risk model for off shoring IT applications, which, in turn, increases the likelihood of being successful in such initiatives.

Increasing the Efficiency of the Investments to Be Made in a Portfolio of IT Projects: A Data Envelopment Analysis Approach

This article introduces a method that not only allows managers to determine the efficiency of the investments to be made in portfolios of IT projects from a multi-criteria point of view, but also provides guidelines on how to improve their efficiency.

Using a novel approach to cluster analysis to gain new valuable insights into software-project risk management

This work presents a method that provides organizations and their project managers with a better understanding of the implications of the risks that software projects are subjected to. The method, which is based upon a novel approach to cluster analysis, generates a set of business rules indicating how risk factors may influence project performance. These rules are easy to read and understand, making it easier for managers to identify what needs to be done and when it needs to be done, before the worst happens.