Journal articleMarketing Letters · March 1, 2025
The goal of this paper is to illustrate how customer text reviews can be used to identify (a) the factors underlying consumers’ preference for a product offering and (b) the magnitude of each of these factors on the consumers’ overall assessment of the pro ...
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Journal articleMarketing Letters · December 1, 2024
We develop a parsimonious framework for evaluating the efficacy of different approaches for limiting the spread of misinformation. We use this framework and simulation studies to determine the evolution of truthful and fake messages on social media platfor ...
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Journal articleVeterinary medicine and science · May 2024
BackgroundJoint stiffness, lameness and reduced activity levels are common inflammatory responses observed in canines and have significant impact on quality of life (QOL). The symptoms are often ascribed to osteoarthritis (OA), for which the stand ...
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Journal articleJournal of Marketing · November 1, 2023
Fifty years ago, the Federal Trade Commission stopped enforcing its fictitious reference pricing guidelines, emphasizing the search qualities of price and the belief that competition would drive out deceptive behavior. Yet this practice of posting false, i ...
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Journal articleJournal of Marketing Research · February 1, 2023
This article examines the differential impact of variances in the quality and taste comments found in online customer reviews on firm sales. Using an analytic model, the authors show that although increased variance in consumer reviews about taste mismatch ...
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Journal articleSN Comprehensive Clinical Medicine · January 1, 2021
Assess treatment superiority of pulsed shortwave therapy (PSWT) against COX-2 NSAID therapy, in reducing disability and pain due to cervical osteoarthritis. Two hundred chronic pain suffers (average pain duration about 2 years) diagnosed with cervical oste ...
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Journal articlePain management · May 2019
Aim: The central sensitization inventory (CSI) is a validated, patient-reported questionnaire that quantifies symptoms of hypersensitivity disorders such as chronic pain, for which central sensitization (CS) may be the etiology. Objective: To ...
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Journal articlePain research & management · January 2019
ObjectiveTo assess the durability of treatment over various chronic pain conditions of an emerging, nonprescription electromagnetic neuromodulation device that uses pulsed shortwave therapy.MethodsA 6-month prospective study, involving 24 ...
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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 articlePain management · March 2017
AimBack pain, the most prevalent musculoskeletal chronic pain condition, is usually treated with analgesic medications of questionable efficacy and frequent occurrence of adverse side effects.ObjectiveThe objective was to determine the ef ...
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Journal articleMarketing Science · January 1, 2016
We study three ways firms can communicate about their brands—paid media (advertising), earned media (word of mouth and online social media), and owned media (brand websites and other owned content)—and the roles these media types play in reminding (i.e., a ...
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Journal articleAmerican journal of medical quality : the official journal of the American College of Medical Quality · September 2015
Beginning in fiscal year 2013, scores based on the Hospital Consumer Assessment of Healthcare Providers and Systems (HCAHPS) constitute 30% of incentive-based payments from Medicare's Value-Based Purchasing (VBP) initiative. Yet there is little empirical w ...
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Journal articleMarketing Science · January 1, 2014
In search advertising, brand names are often purchased as keywords by the brand owner or a competitor. We aim to understand the strategic benefits and costs of a firm buying its own brand name or a competitor's brand name as a keyword. We model the effect ...
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Journal articleManagement Science · September 1, 2013
In today's multibrand, multichannel marketplace, optimal channel design involves issues such as distribution intensity, channel exclusivity, vertical and horizontal coordination, and online-offline mixed structures. We investigate how a firm's choice in th ...
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Journal articleMarketing Science · January 1, 2013
Marketing Science is in a great competitive position with a strong editorial board and infrastructure support. This editorial summarizes the state of the journal as perceived by its stakeholders. They believe that the journal should strive to remain a prem ...
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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 articleJournal of Marketing · July 1, 2011
Over the years, the level of analytical rigor has risen in articles published in marketing academic journals. While, ceteris paribus, rigor is desirable, there is a growing sense that rigor has become a, if not the, goal for research in marketing. Conseque ...
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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 articleMarketing Science · January 1, 2011
This foreword and the subsequent four invited articles were commissioned by Eric T. Bradlow while Editorin- Chief of Marketing Science. The foreword was written in four parts; each part covers a different aspect of the Workshop on Quantitative Marketing an ...
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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 articleMarketing Letters · July 14, 2010
This paper shows how analytic modeling research in the Marketing field is focused on answering questions of "How?" and "Why?" It describes the disciplines involved in analytic modeling; examines how the key criteria of parsimony and robustness help to defi ...
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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 articleManagement Science · February 1, 2010
Firms collaborate to develop and deliver new products. These collaborations vary in terms of the similarity of the competencies that partnering firms bring to the alliance. In same-function alliances, partnering firms have similar competencies, whereas in ...
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Journal articleJournal of Public Policy and Marketing · January 1, 2010
The authors investigate consumer, firm, and policy implications of the fast-food marketing practice of bundling a soft drink and French fries with an entrée (i.e., "the combo meal") and then offering these three items at a discount. The authors first demon ...
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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 · 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 articleJournal of Consumer Research · October 1, 2008
This article illustrates how the compromise effect alters consumers' selection of soft drinks. Using three within-subject studies, we show that extremeness aversion and price insensitivity cause consumers to increase their consumption when the smallest dri ...
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Journal articleMarketing Science · January 1, 2008
The goal of this brief note is to provide the reader with an appreciation of how this paper was initially conceived, to state what I think are the paper's key insights, and to outline a few of the many challenges and opportunities that still exist in study ...
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Journal articleMarketing Science · January 1, 2008
This paper investigates the effect of product substitutability on Nash equilibrium distribution structures in a duopoly where each manufacturer distributes its goods through a single exclusive retailer, which may be either a franchised outlet or a factory ...
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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 · January 1, 2007
Several influential streams of research in marketing, psychology, and economics conclude that when an offer a seller makes to a buyer is held fixed, the buyer will be repelled if he or she learns that some other group of buyers is getting a better price fo ...
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Journal articleJournal of Service Research · November 1, 2006
The concept of customer centricity and its benefits have been discussed for more than 50 years. Despite this fact, many firms are still struggling to fully align themselves to the customer-centric paradigm. This article identifies fundamental issues and ch ...
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Journal articleMarketing Science · August 25, 2006
For many consumers who use loans to acquire an expensive durable such as a car, the market value of their current (used) durable is less than the outstanding loan amount. If these consumers want to replace their used durable with a new one, they might not ...
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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 articleMarketing Letters · December 1, 2005
Behavioral decision researchers have documented a number of anomalies that seem to run counter to established theories of consumer behavior from microeconomics that are often at the core of analytical models in marketing. A natural question therefore is ho ...
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Journal articleQuantitative Marketing and Economics · December 1, 2005
We investigate a monopolist retailer's category management strategy where the main strategic decisions are how to horizontally position a store brand relative to the incumbent national brands and how to price the store and national brands for retail catego ...
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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 articleJournal of Marketing Research · January 1, 2005
The authors study trade promotions for durable goods, such as automobiles, for which manufacturers provide special incentives to dealers for exceeding specific sales targets. They develop a theoretical model of consumer, retailer, and manufacturer behavior ...
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Journal articleMarketing Letters · December 1, 2002
Market segmentation research is currently focused too narrowly on the task of segment identification as opposed to its strategic relevance within a firm. In this paper we distinguish an ex ante approach to market segmentation research, which begins with st ...
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Journal articleJournal of Product Innovation Management · March 1, 2001
A model of the consumer's decision to immediately purchase a technologically advanced product or to delay such a purchase until a future generation of the product is released was developed and tested. It is proposed that for technologically advancing produ ...
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Journal articleMarketing Letters · January 1, 2000
In this paper we examine the nature of the decision-making process for recurrent marketing decisions and its effects on firm performance. A conceptual model of recurrent decision-making in a competitive environment is developed and used as a framework for ...
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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 articleMarketing Science · January 1, 1999
A commonly held belief has grocery and mass merchandise retailers gaining power relative to the upstream consumer package goods manufacturers. One of the major justifications for this belief is that manufacturers are now giving retailers more side payments ...
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Journal articleMarketing Science · January 1, 1999
This paper provides an introduction to this Special Issue by a) providing a framework for evaluating the potential and actual success of marketing management support systems (MMSS), and b) briefly discussing how each paper in this Special Issue addresses t ...
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Journal articleJournal of Marketing Research · August 1, 1997
The authors show analytically, empirically, and numerically through simulation that the estimated effects from linearly aggregated market-level data differ substantially from comparable effects that are obtained from store-level data. The magnitude of this ...
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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 Marketing Research · January 1, 1997
The authors show analytically, empirically, and numerically through simulation that the estimated effects from linearly aggregated market-level data differ substantially from comparable effects that are obtained from store-level data. The magnitude of this ...
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Journal articleMarketing Science · January 1, 1997
This paper examines two strategic pricing decisions within channels: using foresight (i.e., price leadership) and considering category implications (i.e., product line pricing). Are price leadership and product line pricing always the best pricing strategi ...
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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 Letters · April 1, 1994
A series of recent analytic papers have investigated the issue of how to compensate a salesforce using either the agency theory paradigm or transaction cost analysis. Similarly other more descriptive investigations have led to practical guidelines for mana ...
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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 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 · August 1986
In this paper, we present a theory of salesforce compensation plans to provide insights into why it may be advantageous for a profit maximizing firm to offer members of its salesforce the opportunity to choose from a menu of compensation plans. Al ...
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Journal articleMarketing Science · November 1985
A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling environment. The firm chooses a compensation plan to maximize its profit tak ...
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Journal articleManagement Science · December 1984
This paper addresses the problem of why and how a seller should develop a discount pricing structure even if such a pricing structure does not alter ultimate demand. The situation modeled is most appropriate where the seller's product does not rep ...
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Journal articleManage Sci · January 1, 1979
Managerial judgment is frequently required to estimate many of the parameters of decision calculus models and the quality of these judgmental inputs may substantially affect model-based decisions. This study suggests that if model builders are to rely upon ...
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Journal articleJournal of Educational Statistics · September 1976
This paper proposes a number of models of the effects of demographic and environmental factors on IQ and its pattern of change over time. The proposed models are concerned with the determinants of an Individual’s true (but unobserved) IQ and the re ...
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Journal articlePsychometrika · June 1, 1975
A method for dealing with the problem of missing observations in multivariate data is developed and evaluated. The method uses a transformation of the principal components of the data to estimate missing entries. The properties of this method and four alte ...
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Journal articlePsychometrika · September 1, 1973
A procedure is proposed whereby questionnaire data, which is usually ordinal in nature and often error-ridden, may be transformed to reduce the error variance in the data and to improve the metric properties of the individual variables. The technique is su ...
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Journal articleCalifornia Management Review · January 1, 1972
The high rate of new black retail ventures’ failure indicates that present methods of fostering black capitalism are failing. This paper examines the present shopping patterns, attitudes, and preferences of ghetto residents, non-residents employed in the g ...
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