
Strategic Development of New JIT ◾ 211
is made it possible to analyze customer attributes in terms of whether or not
they were likely to lead to a dealer visit in terms of an external standard. ese
response likelihood values were then assigned the variable E
m
(eect of customer
attribute (m) on the likelihood that the customer will visit the dealer). Formula
(7.12) shows the results of this analysis. e discriminant ratio for the analysis
results was 77.36%, indicating that they were fairly reliable. e linear discrimi-
nant formula produced from the analysis results is as follows:
xx
=− ++ +++
+−
013
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