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.
Lifting the Veil: The Benefits of Cost TransparencyDec 12, 2014 Bhavya Mohan, Ryan Buell, and Leslie John, 2014, 14-119
Examines when and why firms benefit from cost transparency; uses six laboratory experiments and one natural experiment where firms disclose their variable costs explicitly and directly to customers.
Dynamics of Multi-Feature Product Usage: Carryover, Spillover, and Social EffectsDec 9, 2014 Tingting Fan, Peter N. Golder, and Eitan Muller, 2014, 14-118
Examines multi-feature product usage after purchase; develops a structural model to simultaneously address incidence and duration of feature usage on smartphones and an online social network.
“Ten Million Readers Can’t Be Wrong!” or Can They? The Role of Information about Initial Adoption in New Product TrialNov 21, 2014 Coby Morvinski, and On Amir, and Eitan Muller, 2014, 14-117
Investigates the conditions under which information about initial adoption increases the subsequent adoption likelihood of a new product, based on controlled choice and field experiments.
Smart Phones, Bad Calls? In-store Mobile Technology Use and Consumer Purchase BehaviorNov 18, 2014 Michael R. Sciandra and J. Jeffrey Inman, 2014, 14-116
Investigates the association between in-store mobile technology use and consumer purchase behaviors; based on two field studies conducted in grocery stores and mass merchandiser and an online experiment.