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Mission Statement
TechRepublic's ITPapers is the Web's largest library of free technical IT white papers, webcasts, and case studies. Covering IT categories including Data Management, IT Management, Networking, Communications, Enterprise Applications, Storage, Security and much more, TechRepublic's White Paper Directory is the best source for technical white papers and IT information.
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White Papers
Price Image In Retail Management
Oct 2008
Consumer evaluation of products offered by a given retailer is often influenced by perceptions of the overall price level of all offerings from this retailer. Because of its direct impact on...
Provided by Emory University (Goizueta)
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Whitepapers
National Brand Manager Marketing Mistakes Send Consumers Flocking To Store Brands
Jan 2010
Consumers opting for less expensive store brand products over their name brand competition may seem like a given in a recession. But new research has found that even when the economy is flush,...
Provided by University of North Carolina at Chapel Hill (Kenan-Flagler)
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Whitepapers
Training Customers To Help Your Business
Sep 2009
research analyzes the value of having a variety of products when selling to strategic customers, those buyers who decide not only whether or which model to buy but also when to buy to best suit...
Provided by University of North Carolina at Chapel Hill (Kenan-Flagler)
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White Papers
Anatomy Of A Loyal Customer
Aug 2008
Heads, hearts, and hands: All play a unique role when it comes to brand loyalty and consumers. "Head loyals" exhibit different behavior in the marketplace than "Heart loyals" or "Hand loyals," and...
Provided by University of Michigan (Ross)
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White Papers
Auditor Capacity Stress And Audit Quality: Market-Based Evidence From Andersen's Indictment
Jul 2007
The indictment of Arthur Andersen by the Department of Justice in March 2002 was a major shock to the audit industry. An unprecedented migration of clients from Andersen to other, mostly Big-Four,...
Provided by George Washington University
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White Papers
Choice: How Much Is Too Much?
Jan 2009
It seems counterintuitive that fewer choices provide higher levels of satisfaction. But that's exactly what Elena Reutskaja, assistant professor of marketing at IESE, and Robin M. Hogarth, of...
Provided by IESE School Of Business
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White Papers
Recession 101: Marketing Dos and Don'ts
Jun 2010
It's been well-documented that companies that increase or maintain their marketing level during periods of recession end up in a better position in the end, so cutting the marketing budget should...
Provided by University of Michigan (Ross)
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White Papers
Resilience Begins To Fade At Retail
Aug 2008
Retail sales numbers from July indicate American consumers - hit by lower home values and high prices for food and fuel - are pulling back on spending. Consumers had been somewhat resilient in the...
Provided by University of Michigan (Ross)
-
White Papers
The Impact Of Marketing-Induced Versus Word-of-Mouth Customer Acquisition On Customer Equity Growth
Feb 2008
Companies can acquire customers through costly but fast-acting marketing investments or through slower but cheaper word-of-mouth processes. Their long-term success depends critically on the...
Provided by University of California, Los Angeles (Anderson)
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White Papers
You Can't Buy It If You Don't Know It Exists
Sep 2009
Rock groups can lose as much as 40% of their potential sales because consumers don't know enough about them, says the Stanford Business School's Alan Sorensen. There are lots of crowded markets...
Provided by Stanford University
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White Papers
Opportunities For Private Equity In Emerging Markets
Jan 2010
The current outlook for the world economy remains bleak. The financial and economic dislocations experienced by global markets, but more significantly by the developed economies, are unprecedented...
Provided by Thunderbird School of Global Management
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White Papers
Customer Satisfaction Rises Again
May 2009
The American Customer Satisfaction Index, a national economic indicator of customer evaluations of the quality of products and services, registered its second straight quarterly improvement after...
Provided by University of Michigan (Ross)
-
White Papers
Did First-Mover Advantage Survive The Dot-Com Crash?
Dec 2007
Widespread expectations of first-mover advantages contributed to the rush of market entry during the early growth phase of the Internet sector. After the shakeout, however, such beliefs came into...
Provided by University of California, Los Angeles (Anderson)
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White Papers
Marketing And Firm Value: Metrics, Methods, Findings, And Future Directions
Jun 2008
The marketing profession is being challenged to assess and communicate the value created by its actions on shareholder value. These demands create a need to translate marketing resource...
Provided by University of California, Los Angeles (Anderson)
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White Papers
The Current Private Equity Secondary Market Environment
Jan 2010
The secondary market for private equity limited partnership interests has increased significantly during the past ten years, shadowing the steady increase in funds being raised by private equity...
Provided by Thunderbird School of Global Management
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White Papers
Measuring Marketing Effects On Customer Equity For Frequently Purchased Brands
Apr 2008
The customer equity paradigm is readily implemented in relationship businesses where the distinction between a prospect and an existing customer is unambiguous. That enables firms in such...
Provided by University of California, Los Angeles (Anderson)
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White Papers
Building Israel's Brand
Oct 2009
The nation of Israel is often in the news, and many times not for reasons its government appreciates. The site of frequent armed conflict, the country often is perceived as a hardline Jewish state...
Provided by University of Michigan (Ross)
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White Papers
"The Time Vs. Money Effect": Shifting Product Attitudes And Decisions Through Personal Connection
Jul 2009
The results of five field and laboratory experiments reveal a "Time versus money effect" whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because...
Provided by Stanford University
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White Papers
Managing Customer Relationships Through Price And Service Quality
Apr 2008
This paper examines the ways in which a service provider's policies on pricing and service level affect the size of its customer base and profitability. The analysis begins with the development of...
Provided by IESE School Of Business
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White Papers
Made For India: Succeeding In A Market Where One Size Won't Fit All
Mar 2009
While consumers across the world are seeing a growing number of "Made in India" labels on the goods they buy, Indian shoppers are witnessing a more subtle change. Increasingly, multinational...
Provided by University of Pennsylvania (Wharton)
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White Papers
Product Personalization And Customer Service Cost: An Empirical Analysis
Feb 2008
This paper conduct a field study to examine how personalizing a product affects a firm's cost to serve the customers through its call center. In this setting, the product is a health insurance...
Provided by Purdue University (Krannert)
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White Papers
One More Challenge On The Road To Information Driven Marketing
Nov 2007
Few CEOs would argue with the contention that a firm's ability to generate timely market and customer insights comprises a set of critical operational and strategic competencies. There are indeed...
Provided by IMD
-
White Papers
Living With Uncertainty
Oct 2008
The authorities in the US and Europe have the right policies in place to tackle the financial crisis, but it will take time to restore confidence in the markets, according to speakers at the World...
Provided by INSEAD
-
White Papers
An Improved Method For The Quantitative Assessment Of Customer Priorities
Jun 2009
A number of marketing contexts require the quantitative assessment of customer priorities like - Consider the introduction of a newer version of a product, or consider enhancing a service such as...
Provided by Stanford University
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White Papers
Really, I Can Return It? Sold!: Optimizing Your Returns Policy
Jan 2010
Most retailers base their returns policies on a mix of customer data and intuitive business sense, with the goal of protecting profits but also fostering loyal customers who will come back to...
Provided by Northwestern University (Kellogg)
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White Papers
We Will Be Right With You: Managing Customers With Vague Promises
Jan 2010
The usefulness and efficiency of providing delay notifications in customer service phone systems depends on a number of factors, including the setup of the queuing system and the motivations and...
Provided by Northwestern University (Kellogg)
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White Papers
The Time Vs. Money Effect: Shifting Product Attitudes And Decisions Through Personal Connection
Jan 2009
The results of five field and laboratory experiments reveal a "Time vs. money effect" whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because...
Provided by Stanford University
-
White Papers
What's In A Frame Anyway?: Sharing The Good And The Bad Leads To More Persuasive Messaging
May 2009
We have all been taught not to judge by appearances because our conclusions might be wrong. However, it seems we cannot help relying on appearances to draw inferences and form judgments. Message...
Provided by Northwestern University (Kellogg)
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White Papers
People Are Talking: Anticipate Product Performance Through Online Discussions
May 2009
Talk may be cheap, but listening to what people are saying about your product can be a valuable method of improving corporate performance. According to recent research, there is a measurable...
Provided by Northwestern University (Kellogg)
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White Papers
Growing Socially Responsible Markets: Grass-fed Meat And Dairy Products
Apr 2009
There is an assumption that companies start producing environmentally friendly or "Green" products when consumers demand them. As gas prices soar, truck and sport utility vehicle plants close...
Provided by Northwestern University (Kellogg)
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White Papers
Walking The Walk: Creating A Market Orientation
Apr 2009
A market orientation describes the process by which a company determines current and future customer needs and disseminates this information throughout the firm's various divisions, which then act...
Provided by Northwestern University (Kellogg)
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White Papers
Jack Of All Trades Or Master Of One?: Performance Perceptions Of Multi-Feature Products
Nov 2008
When designing products, companies often choose one of two positioning strategies. They can opt for a narrow, specialized positioning, whereby the product is presented as a master of one,...
Provided by Northwestern University (Kellogg)
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White Papers
Client Embeddedness Of Service Professionals
Sep 2007
The paper is concerned with the mechanisms of how junior service professionals become socially embedded with clients. It develops a measure of embeddedness based on junior professionals'...
Provided by INSEAD
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White Papers
Concrete Threats: Inferring Market Power Under The Threat Of Entry
Apr 2008
Curtailing anti-competitive behavior has long been a major concern of economic policymakers. By attempting to limit companies' use of illegally obtained market power, antitrust authorities hope to...
Provided by Northwestern University (Kellogg)
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White Papers
Catering To Consumers Atop China's Pyramid
Jan 2010
A global recession has not quenched China's appetite for fine men's clothing. Michael Cheung, a business development manager for upscale Italian clothier Ermenegildo Zegna, says the company is...
Provided by Thunderbird School of Global Management
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White Papers
Viral Marketing: A Large-Scale Field Experiment
Aug 2009
The paper reports the results of a large-scale field experiment performed in the context of the national launch of a new cosmetic product. The manufacturer launched this new product using three...
Provided by INSEAD
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White Papers
Does In-Store Marketing Work? Effects Of The Number And Position Of Shelf Facings On Brand Attention
May 2009
Recent trends in marketing have demonstrated an increased focus on in-store expenditures with the hope of "Grabbing consumers" at the point of purchase: but does it make sense? To help answer this...
Provided by INSEAD
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White Papers
Advertising Spending, Competition And Stock Return
Apr 2008
Marketing decision makers are increasingly aware of the importance of shareholder value maximization, which calls for an evaluation of the long-run effects of their actions on product-market...
Provided by University of California, Los Angeles (Anderson)
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White Papers
Marketing In A Downturn: Time To Push The Panic Button?
Jan 2010
In a crisis, consumers generally start to rein in their spending and save more - just in case. But how should companies then market their goods and services in a downturn? In a new working paper...
Provided by INSEAD
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White Papers
Knowledge Network: Research And Opinions
Jul 2008
Intel the U.S. microchip manufacturer had a strong global brand but had dumped millions of dollars into Japan without making a dent in the crowded electronics market. Corporate executives in Santa...
Provided by Thunderbird School of Global Management
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White Papers
Principal-agent Incentives, Excess Caution, And Market Inefficiency: Evidence From Utility Regulation
Dec 2007
Regulators and firms often use incentive schemes to attract skillful agents and to induce them to put forth effort in pursuit of the principals' goals. Incentive schemes that reward skill and...
Provided by National Bureau of Economic Research
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White Papers
Vanilla Option Pricing On Stochastic Volatility Market Models
Apr 2010
It is the intention choose any equivalent martingale measure, so that the drift of volatility process, respect at the new measure, is zero. This technique is possible when the Girsanov theorem is...
Provided by Munich Personal Repec Archive
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White Papers
Pricing, Advertising, And Market Structure With Frictions
Oct 2010
This paper develops a model of pricing and advertising in a matching environment with capacity constrained sellers and uncoordinated buyers. Sellers' search intensity attracts buyers only...
Provided by Munich Personal Repec Archive
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White Papers
The Changing Effect Of HMO Market Structure: An Analysis Of Penetration, Concentration, And Ownership Between 1994-2005
Jan 2008
The authors analyze the role of three aspects of HMO market structure - HMO penetration, HMO plan concentration, and HMO for-profit share on explaining hospital cost and revenue growth during the...
Provided by National Bureau of Economic Research
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White Papers
Determinants Of The Exchange Market Pressure In The Euro-candidate Countries
Nov 2010
In the paper the authors choose the correct model specification for eight New EU Member States (NMS) to estimate the Exchange Market Pressure (EMP) over the period 1995-2009. The results suggest...
Provided by Munich Personal Repec Archive
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White Papers
Testing Weak Form Market Efficiency For Emerging Economies: A Nonlinear Approach
Dec 2010
In this paper, the authors address weak form stock market efficiency of Emerging Economies, by testing whether the price series of these markets contain unit root. Nonlinear behavior of stock...
Provided by Munich Personal Repec Archive
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White Papers
Electricity Market Reform: Lessons For Developing Countries
Dec 2010
This paper presents the doctoral research done during the first year of the PhD study. The research is concerned with the analysis of the outcomes of electricity market reforms that have been put...
Provided by Munich Personal Repec Archive
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White Papers
High Frequency Market Microstructure Noise Estimates And Liquidity Measures
Feb 2008
Using recent advances in the econometrics literature, the authors disentangle from high frequency observations on the transaction prices of a large sample of NYSE stocks a fundamental component...
Provided by National Bureau of Economic Research
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White Papers
Language In Visual Art: The Twentieth Century
Mar 2008
Words have appeared in visual art since classical times, but until the modern era their use was generally restricted to a few specific functions. In the early twentieth century, the Cubists Braque...
Provided by National Bureau of Economic Research
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White Papers
Bringing Science To Market: Commercializing From NIH SBIR Awards
Jun 2008
The authors offer empirical information on the correlates of commercialization activity for research projects funded through the U.S. National Institutes of Health's (NIH's) Small Business...
Provided by National Bureau of Economic Research
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White Papers
Market Liquidity, Asset Prices And Welfare
Jun 2008
This paper presents an equilibrium model for the demand and supply of liquidity and its impact on asset prices and welfare. The authors show that when constant market presence is costly, purely...
Provided by National Bureau of Economic Research
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White Papers
Estimation Of Random Coefficient Demand Models: Challenges, Difficulties And Warnings
Jun 2008
Empirical exercises in economics frequently involve estimation of highly nonlinear models. The criterion function may not be globally concave or convex and exhibit many local extrema. Choosing...
Provided by National Bureau of Economic Research
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White Papers
When To Pollute, When To Abate? Intertemporal Permit Use In The Los Angeles NOx Market
Aug 2008
Intertemporal tradability allows an emissions market to reduce abatement costs. The authors study intertemporal trading of nitrogen oxides permits in the RECLAIM program in Southern California. A...
Provided by National Bureau of Economic Research
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White Papers
Leasing And Secondary Markets: Theory And Evidence From Commercial Aircraft
Feb 2011
The author constructs a dynamic model of transactions in used capital to understand the role of leasing when trading is subject to frictions. Firms trade assets to adjust their productive capacity...
Provided by Munich Personal Repec Archive
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White Papers
Estimating Matching Games With Transfers
Aug 2009
Economists wish to use data on matches to learn about the structural primitives that govern sorting. The author shows how to use equilibrium data on who matches with whom for semi parametric...
Provided by National Bureau of Economic Research
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White Papers
Media Bias And Influence: Evidence From Newspaper Endorsements
Oct 2008
This paper investigates the relationship between media bias and the influence of the media on voting in the context of newspaper endorsements. The authors first develop a simple econometric model...
Provided by National Bureau of Economic Research
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White Papers
Market Responses To The Panic Of 2008
Oct 2008
The authors model the panic of 2008 as part of the wealth and substitution effects deriving from a housing price crash that began in 2006. The dissipation of the wealth effect stimulates a...
Provided by National Bureau of Economic Research
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White Papers
Income Dispersion And Counter-Cyclical Markups
Oct 2008
Recent advances in measuring cyclical changes in the income distribution raise new questions: How might these distributional changes affect the business cycle itself? The authors show how...
Provided by National Bureau of Economic Research
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White Papers
Group Norms And Consumer Behaviour
Jan 2011
The impact of group norms on forming consumer behavior is an important attribute of man's social life. The market segmentation principles acknowledge the presence of this phenomenon. People belong...
Provided by Munich Personal Repec Archive
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White Papers
Hedging Vs. Speculative Pressures On Commodity Futures Returns
Jan 2011
This paper introduces a non linear model for commodity futures prices which accounts for pressures due to hedging and speculative activities. The linkage with the corresponding spot market is...
Provided by Munich Personal Repec Archive
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White Papers
Incomplete-Market Equilibria Solved Recursively On An Event Tree
Dec 2008
The authors develop a method that allows one to compute incomplete-market equilibria routinely for Markovian equilibria (when they exist). The main difficulty to be overcome arises from the set of...
Provided by National Bureau of Economic Research
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White Papers
Momentum Traders In The Housing Market: Survey Evidence And A Search Model
Jan 2009
This paper studies household beliefs during the recent US housing boom. The first part presents evidence from the Michigan Survey of Consumers. To characterize the heterogeneity in households'...
Provided by National Bureau of Economic Research
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White Papers
Median Stable Matching
Jan 2009
The authors define the median stable matching for two-sided matching markets with side payments and prove constructively that it exists. They study one-to-one matching problems with endogenous...
Provided by National Bureau of Economic Research
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White Papers
Ottoman De-Industrialization 1800-1913: Assessing The Shock, Its Impact And The Response
Mar 2009
India and Britain were much bigger players in the 18th century world market for textiles than was Egypt, the Levant and the core of the Ottoman Empire, but these eastern Mediterranean regions did...
Provided by National Bureau of Economic Research
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White Papers
Commodity Market Disintegration In The Interwar Period
Mar 2009
Using data collected by the International Institute of Agriculture, the authors document the disintegration of international commodity markets between 1913 and 1938. There was dramatic...
Provided by National Bureau of Economic Research
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White Papers
Moderation Effect Of Market Condition On The Relationship Between Dividend Yield And Stock Return
Feb 2011
This paper examines the existence of moderation effect of market condition on the relationship between dividend yield and stock return in Bursa Malaysia. Results confirm the existence of...
Provided by Munich Personal Repec Archive
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White Papers
Fire Sales In Housing Market: Is The House-searching Process Similar To A Theme Park Visit?
Feb 2011
Three striking empirical regularities have been repeatedly reported: the positive correlation between housing prices and trading volume, between housing price and the Time?]On?]The?]Market (TOM),...
Provided by Munich Personal Repec Archive
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White Papers
Estimation Of Causal Effects In Experiments With Multiple Sources Of Noncompliance
Dec 2009
Economists argue that rich information environments and formal enforcement of contracts are necessary to prevent market failures when information asymmetries exist. The authors test for the...
Provided by National Bureau of Economic Research
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White Papers
Interviewing In Two-Sided Matching Markets
Apr 2009
The authors introduce the interview assignment problem, which generalizes the one-to-one matching model of Gale and Shapley (1962) by introducing a stage of costly information acquisition. Agents...
Provided by National Bureau of Economic Research
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White Papers
Revisiting The Fisher And Statman Study On Market Timing
Mar 2011
Valuation-based market timing demonstrates greater potential to improve risk-adjusted returns for conservative long-term investors than given credit by Fisher and Statman (2006). On a risk...
Provided by Munich Personal Repec Archive
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White Papers
The "More Is Less" Phenomenon In Contingent And Inferred Valuation
Mar 2011
The authors examine inconsistencies in preference orderings of the "More is less" kind (Alevy et al. 2011) using the Contingent Valuation (CV) and the Inferred Valuation (IV) method (Lusk and...
Provided by Munich Personal Repec Archive
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White Papers
Endogenous Market Structures And The Business Cycle
Mar 2011
The authors propose a flexible prices model where endogenous market structures and search and matching frictions in the labor market interact endogenously. The interplay between firms endogenous...
Provided by Munich Personal Repec Archive
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White Papers
Dynamic Market For Lemons With Endogenous Quality Choice
Mar 2011
The authors analyze a dynamic market for lemons in which the quality of the good is endogenously determined by the seller. Potential buyers sequentially submit offers to one seller. The seller can...
Provided by Munich Personal Repec Archive
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White Papers
What Do Emissions Markets Deliver And To Whom? Evidence From Southern California's NOx Trading Program
Jun 2009
A perceived advantage of cap-and-trade programs over more prescriptive environmental regulation is that enhanced compliance flexibility and cost effectiveness can make more stringent emissions...
Provided by National Bureau of Economic Research
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White Papers
A Search-theoretic Model Of The Retail Market For Illicit Drugs
May 2009
A search-theoretic model of the retail market for illegal drugs is developed. Trade occurs in bilateral, potentially long-lived matches between sellers and buyers. Buyers incur search costs when...
Provided by National Bureau of Economic Research
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White Papers
Evaluating Rubin?s Causal Model For Measuring The Capitalization Of Environmental Amenities
May 2009
This paper outlines a new framework for gauging the properties of quasi-experimental estimates of the Willingness To Pay (WTP) for changes in environmental and other non-market amenities. As a...
Provided by National Bureau of Economic Research
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White Papers
Persistent Anti-market Culture: A Legacy Of The Pale Of Settlement And Of The Holocaust
Mar 2011
The authors investigate the long-term effects of the important presence of Jews in Eastern Europe before the Second World War and their disappearance during the Holocaust. The Pale of Settlement,...
Provided by Paris-Jourdan Sciences Economiques
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White Papers
Coopetition In A Mixed Oligopoly Market
Feb 2008
In this paper, the authors aim to investigate the impact of privatization on the degree of cooperation and competition in a mixed oligopoly market. They consider a duopoly market that comprises...
Provided by University of Nottingham
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White Papers
Modelling Adverse Selection On Electronic Order-driven Markets
Mar 2008
The vast majority of models that decompose the bid/ask spread assume the quote-driven, specialist structure of the NYSE. This paper critically evaluates these models to construct a model specific...
Provided by University of Technology Sydney
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White Papers
Valuing Guaranteed Minimum Death Benefit Options In Variable Annuities Under A Benchmark Approach
Apr 2008
Variable Annuities (VAs) represent a marked change from earlier life products in the guarantees that they offer and it is no longer possible to manage the risks of these liabilities using...
Provided by University of Technology Sydney
-
Whitepapers
Training Customers To Help Your Business
Sep 2009
research analyzes the value of having a variety of products when selling to strategic customers, those buyers who decide not only whether or which model to buy but also when to buy to best suit...
Provided by University of North Carolina at Chapel Hill (Kenan-Flagler)
-
White Papers
Anatomy Of A Loyal Customer
Aug 2008
Heads, hearts, and hands: All play a unique role when it comes to brand loyalty and consumers. "Head loyals" exhibit different behavior in the marketplace than "Heart loyals" or "Hand loyals," and...
Provided by University of Michigan (Ross)
-
White Papers
Auditor Capacity Stress And Audit Quality: Market-Based Evidence From Andersen's Indictment
Jul 2007
The indictment of Arthur Andersen by the Department of Justice in March 2002 was a major shock to the audit industry. An unprecedented migration of clients from Andersen to other, mostly Big-Four,...
Provided by George Washington University
-
White Papers
Choice: How Much Is Too Much?
Jan 2009
It seems counterintuitive that fewer choices provide higher levels of satisfaction. But that's exactly what Elena Reutskaja, assistant professor of marketing at IESE, and Robin M. Hogarth, of...
Provided by IESE School Of Business
-
White Papers
Recession 101: Marketing Dos and Don'ts
Jun 2010
It's been well-documented that companies that increase or maintain their marketing level during periods of recession end up in a better position in the end, so cutting the marketing budget should...
Provided by University of Michigan (Ross)
-
White Papers
Resilience Begins To Fade At Retail
Aug 2008
Retail sales numbers from July indicate American consumers - hit by lower home values and high prices for food and fuel - are pulling back on spending. Consumers had been somewhat resilient in the...
Provided by University of Michigan (Ross)
-
White Papers
The Impact Of Marketing-Induced Versus Word-of-Mouth Customer Acquisition On Customer Equity Growth
Feb 2008
Companies can acquire customers through costly but fast-acting marketing investments or through slower but cheaper word-of-mouth processes. Their long-term success depends critically on the...
Provided by University of California, Los Angeles (Anderson)
-
White Papers
You Can't Buy It If You Don't Know It Exists
Sep 2009
Rock groups can lose as much as 40% of their potential sales because consumers don't know enough about them, says the Stanford Business School's Alan Sorensen. There are lots of crowded markets...
Provided by Stanford University
-
White Papers
Opportunities For Private Equity In Emerging Markets
Jan 2010
The current outlook for the world economy remains bleak. The financial and economic dislocations experienced by global markets, but more significantly by the developed economies, are unprecedented...
Provided by Thunderbird School of Global Management
-
White Papers
Customer Satisfaction Rises Again
May 2009
The American Customer Satisfaction Index, a national economic indicator of customer evaluations of the quality of products and services, registered its second straight quarterly improvement after...
Provided by University of Michigan (Ross)
-
White Papers
Did First-Mover Advantage Survive The Dot-Com Crash?
Dec 2007
Widespread expectations of first-mover advantages contributed to the rush of market entry during the early growth phase of the Internet sector. After the shakeout, however, such beliefs came into...
Provided by University of California, Los Angeles (Anderson)
-
White Papers
Marketing And Firm Value: Metrics, Methods, Findings, And Future Directions
Jun 2008
The marketing profession is being challenged to assess and communicate the value created by its actions on shareholder value. These demands create a need to translate marketing resource...
Provided by University of California, Los Angeles (Anderson)
-
White Papers
The Current Private Equity Secondary Market Environment
Jan 2010
The secondary market for private equity limited partnership interests has increased significantly during the past ten years, shadowing the steady increase in funds being raised by private equity...
Provided by Thunderbird School of Global Management
-
White Papers
Measuring Marketing Effects On Customer Equity For Frequently Purchased Brands
Apr 2008
The customer equity paradigm is readily implemented in relationship businesses where the distinction between a prospect and an existing customer is unambiguous. That enables firms in such...
Provided by University of California, Los Angeles (Anderson)
-
White Papers
Building Israel's Brand
Oct 2009
The nation of Israel is often in the news, and many times not for reasons its government appreciates. The site of frequent armed conflict, the country often is perceived as a hardline Jewish state...
Provided by University of Michigan (Ross)
-
White Papers
"The Time Vs. Money Effect": Shifting Product Attitudes And Decisions Through Personal Connection
Jul 2009
The results of five field and laboratory experiments reveal a "Time versus money effect" whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because...
Provided by Stanford University
-
White Papers
Managing Customer Relationships Through Price And Service Quality
Apr 2008
This paper examines the ways in which a service provider's policies on pricing and service level affect the size of its customer base and profitability. The analysis begins with the development of...
Provided by IESE School Of Business
-
White Papers
Made For India: Succeeding In A Market Where One Size Won't Fit All
Mar 2009
While consumers across the world are seeing a growing number of "Made in India" labels on the goods they buy, Indian shoppers are witnessing a more subtle change. Increasingly, multinational...
Provided by University of Pennsylvania (Wharton)
-
White Papers
Product Personalization And Customer Service Cost: An Empirical Analysis
Feb 2008
This paper conduct a field study to examine how personalizing a product affects a firm's cost to serve the customers through its call center. In this setting, the product is a health insurance...
Provided by Purdue University (Krannert)
-
White Papers
One More Challenge On The Road To Information Driven Marketing
Nov 2007
Few CEOs would argue with the contention that a firm's ability to generate timely market and customer insights comprises a set of critical operational and strategic competencies. There are indeed...
Provided by IMD
-
White Papers
Living With Uncertainty
Oct 2008
The authorities in the US and Europe have the right policies in place to tackle the financial crisis, but it will take time to restore confidence in the markets, according to speakers at the World...
Provided by INSEAD
-
White Papers
An Improved Method For The Quantitative Assessment Of Customer Priorities
Jun 2009
A number of marketing contexts require the quantitative assessment of customer priorities like - Consider the introduction of a newer version of a product, or consider enhancing a service such as...
Provided by Stanford University
-
White Papers
Really, I Can Return It? Sold!: Optimizing Your Returns Policy
Jan 2010
Most retailers base their returns policies on a mix of customer data and intuitive business sense, with the goal of protecting profits but also fostering loyal customers who will come back to...
Provided by Northwestern University (Kellogg)
-
White Papers
We Will Be Right With You: Managing Customers With Vague Promises
Jan 2010
The usefulness and efficiency of providing delay notifications in customer service phone systems depends on a number of factors, including the setup of the queuing system and the motivations and...
Provided by Northwestern University (Kellogg)
-
White Papers
The Time Vs. Money Effect: Shifting Product Attitudes And Decisions Through Personal Connection
Jan 2009
The results of five field and laboratory experiments reveal a "Time vs. money effect" whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because...
Provided by Stanford University
-
White Papers
What's In A Frame Anyway?: Sharing The Good And The Bad Leads To More Persuasive Messaging
May 2009
We have all been taught not to judge by appearances because our conclusions might be wrong. However, it seems we cannot help relying on appearances to draw inferences and form judgments. Message...
Provided by Northwestern University (Kellogg)
-
White Papers
People Are Talking: Anticipate Product Performance Through Online Discussions
May 2009
Talk may be cheap, but listening to what people are saying about your product can be a valuable method of improving corporate performance. According to recent research, there is a measurable...
Provided by Northwestern University (Kellogg)
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White Papers
Growing Socially Responsible Markets: Grass-fed Meat And Dairy Products
Apr 2009
There is an assumption that companies start producing environmentally friendly or "Green" products when consumers demand them. As gas prices soar, truck and sport utility vehicle plants close...
Provided by Northwestern University (Kellogg)
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White Papers
Walking The Walk: Creating A Market Orientation
Apr 2009
A market orientation describes the process by which a company determines current and future customer needs and disseminates this information throughout the firm's various divisions, which then act...
Provided by Northwestern University (Kellogg)
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White Papers
Jack Of All Trades Or Master Of One?: Performance Perceptions Of Multi-Feature Products
Nov 2008
When designing products, companies often choose one of two positioning strategies. They can opt for a narrow, specialized positioning, whereby the product is presented as a master of one,...
Provided by Northwestern University (Kellogg)
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White Papers
Client Embeddedness Of Service Professionals
Sep 2007
The paper is concerned with the mechanisms of how junior service professionals become socially embedded with clients. It develops a measure of embeddedness based on junior professionals'...
Provided by INSEAD
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White Papers
Concrete Threats: Inferring Market Power Under The Threat Of Entry
Apr 2008
Curtailing anti-competitive behavior has long been a major concern of economic policymakers. By attempting to limit companies' use of illegally obtained market power, antitrust authorities hope to...
Provided by Northwestern University (Kellogg)
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White Papers
Catering To Consumers Atop China's Pyramid
Jan 2010
A global recession has not quenched China's appetite for fine men's clothing. Michael Cheung, a business development manager for upscale Italian clothier Ermenegildo Zegna, says the company is...
Provided by Thunderbird School of Global Management
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White Papers
Viral Marketing: A Large-Scale Field Experiment
Aug 2009
The paper reports the results of a large-scale field experiment performed in the context of the national launch of a new cosmetic product. The manufacturer launched this new product using three...
Provided by INSEAD
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White Papers
Does In-Store Marketing Work? Effects Of The Number And Position Of Shelf Facings On Brand Attention
May 2009
Recent trends in marketing have demonstrated an increased focus on in-store expenditures with the hope of "Grabbing consumers" at the point of purchase: but does it make sense? To help answer this...
Provided by INSEAD
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White Papers
Advertising Spending, Competition And Stock Return
Apr 2008
Marketing decision makers are increasingly aware of the importance of shareholder value maximization, which calls for an evaluation of the long-run effects of their actions on product-market...
Provided by University of California, Los Angeles (Anderson)
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White Papers
Marketing In A Downturn: Time To Push The Panic Button?
Jan 2010
In a crisis, consumers generally start to rein in their spending and save more - just in case. But how should companies then market their goods and services in a downturn? In a new working paper...
Provided by INSEAD
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White Papers
Knowledge Network: Research And Opinions
Jul 2008
Intel the U.S. microchip manufacturer had a strong global brand but had dumped millions of dollars into Japan without making a dent in the crowded electronics market. Corporate executives in Santa...
Provided by Thunderbird School of Global Management
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White Papers
Marketing Doesn't Happen In Campaigns
Sep 2008
Marketing doesn't happen in campaigns. Word of mouth doesn't happen in campaigns. The choice to implement a word-of-mouth strategy means a fundamental, long-term shift in the way one does...
Provided by Thunderbird School of Global Management
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White Papers
Visual Equity: Being Front And Centre Increases Sales
Dec 2009
One pays for prime placement of course - on the shelves of a store or online. But Chandon says his research shows it's money well spent, and suggests marketing managers re-allocate their budgets...
Provided by INSEAD
