9期

最新文章

• Corporate Social Responsibility and Competitive Advantage: Overcoming the Trust Barrier AI翻译
  作者：Du, Shuili; Bhattacharya, C. B.; Sen, Sankar
  作者单位：Simmons University; European School of Management & Technology; City University of New York (CUNY) System; Baruch College (CUNY)
  摘要：This research builds on the complementary corporate social responsibility (CSR) literatures in strategy and marketing to provide insight into the efficacy of CSR as a challenger's competitive weapon against a market leader. Through an investigation of a real-world CSR initiative, we show that the challenger can reap superior business returns (i. e., more positive attitudinal and behavioral outcomes) among consumers who had participated in its CSR initiative, relative to those who were merely a...
• The Dark Side of Rapport: Agent Misbehavior Face-to-Face and Online AI翻译
  作者：Jap, Sandy; Robertson, Diana C.; Hamilton, Ryan
  作者单位：Emory University; University of Pennsylvania
  摘要：A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard negotiation settings, we investigate the effects of rapport in impasse settings, where conflict between negotiators' core needs means that a successful deal can only be reached when one or both parties a...
• Optimal and Competitive Assortments with Endogenous Pricing Under Hierarchical Consumer Choice Models AI翻译
  作者：Koek, A. Guerhan; Xu, Yi
  作者单位：Duke University; University System of Maryland; University of Maryland College Park
  摘要：This paper studies assortment planning and pricing for a product category with heterogeneous product types from two brands. We model consumer choice using the nested multinomial logit framework with two different hierarchical structures: a brand-primary model in which consumers choose a brand first, then a product type in the chosen brand, and a type-primary model in which consumers choose a product type first, then a brand within that product type. We consider a centralized regime that finds ...
• Creating Social Contagion Through Viral Product Design: A Randomized Trial of Peer Influence in Networks AI翻译
  作者：Aral, Sinan; Walker, Dylan
  作者单位：New York University
  摘要：We examine how firms can create word-of-mouth peer influence and social contagion by designing viral features into their products and marketing campaigns. To econometrically identify the effectiveness of different viral features in creating social contagion, we designed and conducted a randomized field experiment involving the 1.4 million friends of 9,687 experimental users on Facebook.com. We find that viral features generate econometrically identifiable peer influence and social contagion ef...
• The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members AI翻译
  作者：Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay K.
  作者单位：University of Kentucky; University System of Georgia; Georgia Institute of Technology
  摘要：It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be concerned about internal opportunism by nontargets of the investments (e.g., information technology or finance specialists in their own teams). Furthermore, it shows that concern about internal opportunism le...
• Cyclical Bid Adjustments in Search-Engine Advertising AI翻译
  作者：Zhang, Xiaoquan (Michael); Feng, Juan
  作者单位：Hong Kong University of Science & Technology; City University of Hong Kong
  摘要：Keyword advertising, or sponsored search, is one of the most successful advertising models on the Internet. One distinctive feature of keyword auctions is that they enable advertisers to adjust their bids and rankings dynamically, and the payoffs are realized in real time. We capture this unique feature with a dynamic model and identify an equilibrium bidding strategy. We find that under certain conditions, advertisers may engage in cyclical bid adjustments, and equilibrium bidding prices may ...
• An Empirical Analysis of User Content Generation and Usage Behavior on the Mobile Internet AI翻译
  作者：Ghose, Anindya; Han, Sang Pil
  作者单位：New York University
  摘要：We quantify how user mobile Internet usage relates to unique characteristics of the mobile Internet. In particular, we focus on examining how the mobile-phone-based content generation behavior of users relates to content usage behavior. The key objective is to analyze whether there is a positive or negative interdependence between the two activities. We use a unique panel data set that consists of individual-level mobile Internet usage data that encompass individual multimedia content generati...
• The Stock Market in the Driver's Seat! Implications for R&D and Marketing AI翻译
  作者：Chakravarty, Anindita; Grewal, Rajdeep
  作者单位：University System of Georgia; University of Georgia; Pennsylvania Commonwealth System of Higher Education (PCSHE); Pennsylvania State University; Pennsylvania State University - University Park
  摘要：The budgets for research and development (R&D) and marketing should be determined by managers to attain product market advantages. However, in response to investor expectations for short-term stock returns, managers may modify these budgets myopically to avoid unexpected short-term earnings shortfalls, at the cost of long-term profitability. We propose that the past behavior of firm stock returns and volatility may create investor expectations of short-term financial performance, which drives ...
• Newspaper Reports and Consumer Choice: Evidence from the Do Not Call Registry AI翻译
  作者：Goh, Khim-Yong; Hui, Kai-Lung; Png, Ivan P. L.
  作者单位：National University of Singapore; Hong Kong University of Science & Technology; National University of Singapore
  摘要：Despite annual expenditures on public relations exceeding $19.42 billion, U.S. businesses lack practical guidance about the effectiveness of publicity in mass media. Here, we assemble a rich and novel data set to gauge the impact of news reports on consumer sign-ups with the U.S. Do Not Call (DNC) Registry. Using multiple identification strategies, we found robust evidence that news reports increased consumer registrations. Specifically, a 1% increase in the number of news reports increased DN...
• The Labor Illusion: How Operational Transparency Increases Perceived Value AI翻译
  作者：Buell, Ryan W.; Norton, Michael I.
  作者单位：Harvard University
  摘要：A ubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggest that the longer people wait, the less satisfied they become; we demonstrate that because of what we term the labor illusion, when websites engage in operational transparency by signaling that they are exerting effort, people can actually prefer websites with longer waits to those that return instantaneous results-even when those results are identical. In ...