Subscription

1999 Working Paper Series

Price-matching Refund Policies as Signals of Store Price Image
Joydeep Srivastava, 1999  [99-128]
Examines how consumers interpret and respond to store price-matching policies. Specifically, investigates whether consumers view such policies as a signal of low, or high, store prices, or as merely a retail tactic to convince them of low prices.

Performance Productivity and Quality of Frontline Employees in Service Organizations
Jagdip Singh, 1999  [99-127]
Investigates the relationship between performance productivity and performance quality for frontline employees in service organizations. Examines determinants and consequences of productivity and quality as well as the coping resources that moderate competing demands from customers and management.

Improving Advertising Budgeting
Stephen A. Greyser and H. Paul Root (editors), 1999  [99-126]
Summarizes presentations and group discussion sessions of conference on the MAX program of Managing Advertising Expenditures for Financial Performance (a collaboration of MSI and the American Association of Advertising Agencies, with the support of the Advertising Research Foundation). Includes perspectives of senior management, improving the advertising budgeting process, and improving advertising effectiveness.

Customer Profitability in a Supply Chain
Rakesh Niraj, Mahendra Gupta, Chakravarthi Narasimhan, 1999  [99-125]
Develops a cost model, using activity-based costing, that estimates current customer profitability; tests model using data from customer-level transactions for a large distributor in the grocery industry over a period of one year.

Choosing What I Want versus Rejecting What I Don't Want: An Application of Decision Framing to Product Option Choice Decisions
C. Whan Park, Sung Youl Jun, and Deborah J. MacInnis, 1999  [99-124]
Investigates choice decisions when consumers are asked to add product options to a base model (additive framing) versus delete options from a fully loaded model (subtractive framing).

Interfunctional Rivalry and the Use of Market Information by R&D Managers: The Effects of Managerial Actions
Elliot Maltz, William E. Souder, and Ajith Kumar, 1999  [99-123]
Develops a model that describes how interfunctional rivalry decreases the likelihood that market information will be used by R&D managers; investigates the efficacy of various mechanisms to enhance the marketing/R&D interface, and the effects of managerial actions.

Rewarding Crossfunctional Product Development Teams for Optimal Performance: A Study of High Tech Industries
Shikhar Sarin and Vijay Mahajan, 1999  [99-122]
Examines how reward structures—i.e., equal vs. inequal distribution and process-based vs. outcome-based rewards—affect the performance of crossfunctional product development teams.

HEC Symposium on Advances in Choice Theory
Gilles Laurent, 1999  [99-121]
Reports on nine workshops on the research domain of choice, including types of choices made by consumers (choice on the Web, brand choice, choices involving multiple-product categories), limitations inherent in human choice processes and capabilities, and statistical modeling of human choice.

Analyzing Media Interactions: The Effects of Coordinated TV-Print Advertising
Julie A. Edell and Kevin Lane Keller, 1999  [99-120]
Examines the effects of a coordinated TV-print media campaign on consumers' comprehension and evaluation of advertising.

Success in High Technology Markets: Is Marketing Capability Critical?
Shantanu Dutta, Om Narasimhan, and Surendra Rajiv, 1999  [99-119]
Using archival data, develops a framework that estimates a firm's specific capabilities in marketing, manufacturing, and R&D, and how these capabilities affect profitability.

Decomposing the Effects of Direct TV Advertising: Which Ad Works, When, Where, and How Often?
by Gerard J. Tellis, Rajesh K. Chandy, and Pattana Thaivanich, 1999  [99-118]
Develops a model to examine the effects of TV direct advertising at the hourly level; determines which effects are due to vehicle, which to creative, and which to time of day the ad was broadcast.

Manufacturing and Distribution Supply Chain Management: Alliances and Competition
by Z. Kevin Weng, 1999  [99-117]
Develops a model of coordination strategies for a manufacturing and distribution supply chain that operates to meet the price-sensitive random demand of products with short lifecycles.

Towards Understanding the Value of a Loyal Customer: An Information-processing Perspective
by Rohini Ahluwalia, H. Rao Unnava, and Robert E. Burnkrant, 1999  [99-116]
Examines how loyal and nonloyal customers react to and process negative and positive information in the marketplace for unknown and known brands.

Demand for and Use of Global Account Management
David B. Montgomery, George S. Yip, and Belen Villalongapages, 1999  [99-115]
Examines the extent to which multinational customers demand global account management and multinational suppliers use it, and the effects of global account management on supplier performance.

Marketing Performance Assessment: An Exploratory Investigation into Current Practice and the Role of Firm Orientation
by Flora Kokkinaki and Tim Ambler, 1999  [99-114]
Uses interview and survey data to explore how British firms assess their marketing performance; examines the influence both of customer and competitor orientation and of measurement practice on marketing performance.

Innovative Market Research for Breakthrough Product Design
Kirk Damon Aiken, 1999  [99-113]
This report summarizes the proceedings of the Marketing Science Institute's conference on "Innovative Market Research for Breakthrough Product Design" held March 4-5, 1999, in Seattle, Washington. The presentations offer market research techniques to understand consumers' relationships to products, and to bring insights about consumers into the product development process.

Marketers' Information Practices and Privacy Concerns: How Willing Are Consumers to Provide Personal Information for Shopping Benefits?
Joseph Phelps, Glen Nowak, and Elizabeth Ferrell, 1999  [99-112]
Identifies information practices and situations that foster consumer privacy concerns in the direct marketing industry; develops a model linking types of personal information, consumer beliefs and perceptions, and situational characteristics to privacy concerns, direct marketing shopping habits, and information-exchange behavior.

Does Pioneering Advantage Exist? A Cross-national Comparative Study
X. Michael Song, C. Anthony Di Benedetto, and Yuzhen Lisa Zhao, 1999  [99-111]
Uses a nine-country database to study market pioneering advantages and risks from the point of view of managers; compares Western and Asian-Pacific regions and manufacturing and service industries.

The Primacy of the Idea Itself as a Predictor of New Product Success
Jacob Goldenberg, Donald R. Lehmann, and David Mazursky, 1999  [99-110]
Develops a framework for the early analysis of new products based on the success potential embodied in the product idea and on the circumstances that exist at the stage of idea formation. MSI Best Paper Award Winner.

Hedonic and Utilitarian Consumer Benefits of Sales Promotions
Pierre Chandon, Brian Wansink, and Gilles Laurent, 1999  [99-109]
Suggests that sales promotions offer multiple benefits (hedonic and utilitarian) to consumers; develops and tests a framework demonstrating that a promotion's effectiveness is determined by the range of benefits it delivers and benefits' congruency with the promoted product.

Information Support for New Product Development Teams
Ramesh Sharda, Gary L. Frankwick, , Atul, Deosthali, and Ron Delahoussaye, 1999  [99-108]
Describes an information support system that facilitates information sharing in the new product development process; examines its implementation at a major computer hardware manufacturer.

The Effects of National Culture on Organizational Responses to the Marketing Concept
Cheryl Nakata, 1999  [99-107]
Examines the organizational activation of the marketing concept and the impact of national culture on that process using literature review, ethnographies of a multinational firm, and interviews with 22 executives.

Slotting Allowances and Fees: Schools of Thought and the Views of Practicing Managers
Paul N. Bloom, Gregory T. Gundlach, and Joseph P. Cannon, 1999  [99-106]
Surveys practitioners in the grocery industry to elicit their perceptions and opinions about slotting fees.

A Crossfunctional Approach to Evaluating Multiple Line Extensions for Assembled Products
Kamalini Ramdas and Mohanbir S. Sawhney, 1999  [99-105]
Develops a framework to examine how marketing, design, manufacturing, and purchasing decisions affect the profitability of multiple line extensions. Uses this approach to analyze 13 line extensions for an international manufacturer.

Electronic Shopping for Wine: How Search Costs Affect Consumer Price Sensitivity, Satisfaction with Merchandise, and Retention
John G. Lynch, Jr. and Dan Ariely, 1999  [99-104]
Investigates whether a potential increase in consumer price sensitivity resulting from easier access to price comparisons via electronic retailing is offset by a decrease in price sensitivity from easier access to product-differentiating nonprice information. MSI Best Paper Award Winner

Relationship Learning with Key Customers
Fred Selnes and James Sallis, 1999  [99-103]
Defines a construct of relationship learning and its antecedents and consequences in industrial customer-supplier relationships.

Market Knowledge Management
Prepared by Rebecca Slotegraaf, University of Wisconsin-Madison, 1999  [99-102]
Summarizes 10 presentations and 1 discussion session on the management of information and knowledge, collection and use of market knowledge, and emerging challenges and research questions.

Dimensions and Determinants of Retailer Pricing Strategy and Tactics
Venkatesh Shankar and Ruth Bolton, 1999  [99-101]
Uses a large-scale empirical study to identify four dimensions-price consistency, promotion intensity, price/promotion coordination, and brand price level-that underlie retailer pricing strategy, as well as the retailer, consumer, competitor, and manufacturer characteristics that determine pricing strategy and tactics.

Managing Consumer Motivation and Learning: Harnessing the Power of Curiosity for Effective Advertising Strategies
Satya Menon and Dilip Soman, 1999  [99-100]
Uses a simulated-Internet experiment to demonstrate that generating consumer curiosity and curiosity-based thinking via interactive advertising can enhance consumers' information acquisition, learning, and evaluation of a new product.

Comments from members