How the Internet Has Changed the Marketing of Entertainment Goods: The Case of the Music IndustryJan 26, 2015 Dominik Papies and Harald J. van Heerde, 2015, 15-101
Investigates how broadband Internet has changed the relationship between record and concert revenues and the effectiveness of new releases, advertising, and TV and radio airplay, based on German data for close to 400 artists across seven years.
How Free Digital Products GrowJan 22, 2015 Gil Appel, Barak Libai, and Eitan Muller, 2015, 15-100
Using data on tens of thousands of digital products, provides evidence that freeware’s growth pattern departs from the traditional bell-shaped growth with a cumulative “s-shaped” pattern; identifies archetype growth patterns for such free products.
How to Identify and Better Manage Hunters and Farmers in the Sales ForceDec 22, 2014 Thomas E. DeCarlo and Son K. Lam, 2014, 14-122
In three empirical studies, examines the antecedents and moderating factors that influence salesperson hunting and farming orientations, and effects of salesperson ambidextrous behavior (i.e., having both orientations) on individual salesperson-generated profit margins.
Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic LoyaltyDec 19, 2014 Conor M. Henderson, Lena Steinhoff, and Robert W. Palmatier, 2014, 14-121
Investigates the performance ramifications of customer engagement; uses a longitudinal field experiment with a service provider to identify how initiatives interact with intrinsic customer loyalty mechanisms (habit, dependence, and relationship).
Interlocking Networks: How and When Do Connections between Buying and Selling Teams Affect Customer Solutions?Dec 17, 2014 Brian R. Murtha, Sundar G. Bharadwaj, and Christophe Van den Bulte, 2014, 14-120
Investigates how and when the structure of interactions between buying and selling teams affects the development and deployment of effective solutions for business customers. Combines insights from the literatures on buying and selling teams, customer solutions, and social network theory, and tests hypotheses in a conjoint experiment with 281 purchasing professionals.