Journal articleJournal of Economic Behavior and Organization · August 1, 2018
Not all retail price promotions provide consumers with additional monetary value. For instance, a retailer might raise the retail price of an item just before a sale and then “promote” the product by listing the initial price as the sales price. This paper ...
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Journal articleManagement Science · October 1, 2017
A robust finding in the escalation literature, termed as the preference e ect, is that involvement in the period 1 initial project assessment decision increases the tendency for decision makers to stick with a losing course of action during the period 2 pr ...
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Journal articleMarketing Science · July 1, 2012
Each year in the postsecondary education industry, schools offer admission to nearly 3 million new students and scholarships totaling nearly $100 billion. This is a large, understudied targeted marketing and price discrimination problem. This problem falls ...
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Journal articleThe American journal of managed care · January 2011
ObjectivesTo determine whether hospitals where patients report higher overall satisfaction with their interactions among the hospital and staff and specifically their experience with the discharge process are more likely to have lower 30-day readm ...
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Journal articleJournal of the Academy of Marketing Science · December 1, 2010
Drawing from transaction cost economics (TCE), the knowledge-based view (KBV), and real options theory (ROT), we propose that the general alliance experience of alliance partner firms moderates the impact of market uncertainty and alliance-specific uncerta ...
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Journal articleCirc Cardiovasc Qual Outcomes · March 2010
BACKGROUND: Hospitals use patient satisfaction surveys to assess their quality of care. A key question is whether these data provide valid information about the medically related quality of hospital care. The objective of this study was to determine whethe ...
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Journal articleMedical care · October 2009
BackgroundPay-for-performance programs typically rate hospitals using a composite summary score in which process measures are weighted by the total number of treatment opportunities. Alternative methods that weight process measures according to ho ...
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Journal articleManagement Science · June 1, 2009
Previous research suggests firms can build a market share advantage by preempting later entrants with a broad product line and expanding rapidly into related markets. Whether such a strategy leads to a pioneering profit advantage relative to followers also ...
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Journal articleManagement Science · April 1, 2009
This paper extends the theoretical literature on firms' optimal information strategies to the situation when a firm's management attention capacity to process available data is scarce. In this case, a firm's optimal market intelligence strategy must trade ...
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Journal articleMarketing Science · July 1, 2008
Existing literature discusses a number of possible pioneering cost advantages and disadvantages. In this paper, we empirically test three different sources of long-term pioneering cost advantage - experience curve effects, preemption of input factors, and ...
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Journal articleAm Heart J · December 2007
BACKGROUND: Hospitals are under increasing pressure to improve their quality of care. However, a key question remains: how can hospitals best design and implement successful quality improvement (QI) programs? Hospitals currently employ a variety of QI init ...
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Journal articleJournal of Marketing Research · August 2006
Retail pricing data combine multiple decisions (e.g., regular pricing and discounting) that are possibly made by multiple decision makers (e.g., retailers and manufacturers). For example, temporary price reductions (high-frequency price changes) c ...
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Journal articleJournal of Marketing · April 1, 2006
In this research, the authors examine the phenomenon of escalation bias in the context of managing new product introductions. In particular, they identify three general paths - Decision Involvement Inertia, Decision Involvement Distortion, and Belief Inert ...
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Journal articleJournal of Marketing · October 1, 2005
The goal of this preface is to describe how the special section on customer relationship management (CRM) was developed. In May 2003, Richard Staelin, Executive Director of the Teradata Center for Customer Relationship Management at Duke University, propos ...
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Journal articleMarketing Science · January 1, 2003
There is strong theoretical and empirical evidence supporting the idea that "first-tomarket" leads to an enduring market share advantage. In sharp contrast to these findings, we find that at the business unit level being first-to-market leads, on average, ...
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Journal articleMarketing Science · January 1, 1999
This research focuses on how consumers perceive the quality level of a complex stimulus (in our case, a service encounter) and how this perception affects consumers' overall assessment of the quality level of the firm. As such, it should be of interest to ...
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Journal articleJournal of Marketing Research · February 1, 1997
Although an important aspect of managing new product introductions is to recognize and quickly take action when a product launch has failed (i.e., “pull the plug”), senior managers in a new product launch setting tend to remain committed to a losing course ...
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Journal articleJournal of Marketing Research · January 1, 1997
Although an important aspect of managing new product introductions is to recognize and quickly take action when a product launch has failed (i.e., "pull the plug"), senior managers in a new product launch setting tend to remain committed to a losing course ...
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Journal articleJournal of Consumer Research · June 1, 1996
This article presents a simple economic model to assess consumers' valuation of safety features. In particular, we model the benefit from safety as the reduction in the probability of death, and the associated economic value of this reduction. We then appl ...
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Journal articleMarketing Science · 1995
This paper provides an approach for assessing generalizable effects of strategic actions on firm performance. We identify five key issues that need to be addressed before one can have confidence in the obtained strategic generalization. In addition, we sug ...
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Journal articleMarketing Science · May 1993
In this paper we develop a model relating market share to average costs. We start with a theoretical model of the factors that affect the firm's average cost curve, partitioning these factors into (a) measurable firm and competitive environment ch ...
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Journal articleMarketing Letters · October 1, 1992
In this paper we investigate the conjecture that increasing marketing mix specialization enhances firm performance. We start by identifying two dimensions of specialization - absolute (concentration of expenditures) and relative to competition (distinctive ...
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Journal articleManagement Science · October 1990
In this paper we develop a process model relating market share to firm profits. In particular, we specify average price and average cost equations as a function of previous year market share position, changes in market share, environmental conditi ...
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Journal articleMarketing Science · November 1989
Researchers have used a variety of measures for the assessment of conjoint analysis reliability. In this note we critically evaluate two different measures and identify potential shortcomings for each one. We identify the context for which a given ...
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Journal articleMarketing Science · August 1988
This paper looks at the comparative reliability of different methodological variants of the conjoint analysis procedure. It differs from previous studies in that it looks at three methods of data collection (Full Profile, Trade-off Matrices, and P ...
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