Customer Value Chains

Consumers’ evaluation of allocation policies for scarce health care services: Vested interest activation trumps spatial and temporal distance (Article)

The allocation of scarce health care service resources often requires trade-offs between individual and collective outcomes (e.g., when some individuals...

Searching in Choice Mode: Consumer Decision Processes in Product Search with Recommendations (Article)

This article examines how a common form of decision assistance—recommendations that present products in order of their predicted attractiveness to a consumer—transforms...

The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation (Article)

Although the number and importance of joint innovation projects between suppliers and their customers continue to rise, the literature has yet to resolve...

The bright side and dark side of embedded ties in business-to-business innovation (Article)

Although the number and importance of joint innovation projects between suppliers and their customers continue to rise, the literature has yet to resolve...

Retailing innovations in a globalizing retail market environment (Article)

In recent years, the combination of economic growth and population growth in emerging markets and less developed markets has accelerated the progression...

The effects of process and outcome accountability on judgment process and performance (Article)

This article challenges the view that it is always better to hold decision makers accountable for their decision process rather than their decision outcomes....

Managerial decision making in marketing: The next research frontier (Article)

Managerial decision making in marketing is the heart of the field. Strangely enough, academic work on this topic is scarce. Existing work on marketing...

Consumer acceptance of recommendations by interactive decision aids: The joint role of temporal distance and concrete versus abstract communications (Article)

Interactive decision aids (IDAs) typically use concrete, feature-based approaches to interact with consumers. Recently, however, interaction designs that...

The Bright Side and Dark Side of Embedded Ties In Business-to-Business Innovation (Research Paper)

While the number and importance of joint innovation projects between suppliers and their customers continue to rise, the literature has yet to resolve...

An interactive computer-based interface to support the discovery of individuals' mental representations and preferences in decisions problems: An application to travel behavior (Article)

Growing emphasis is currently given in decision modeling on process data to capture behavioral mechanisms that ground decision-making processes. Nevertheless,...

Consumer Acceptance of Recommendations by Interactive Decision Aids: The Joint Role of Temporal Distance and Concrete Versus Abstract Communications (Article)

Interactive decision aids (IDAs) typically use concrete, feature–based approaches to interact with consumers. Recently, however, interaction designs that...

Predictably Non-Bayesian: Quantifying salience effects in physician learning about drug quality (Article)

Experimental and survey-based research suggests that consumers often rely on their intuition and cognitive shortcuts to make decisions. Intuition and cognitive...

Customer Empowerment in New Product Development (Article)

The traditional new product development (NPD) model, in which companies are exclusively responsible for coming up with new product ideas and for deciding...

Visitors' strategic anticipation of crowding in scarce recreational resources (Article)

Variation in the demand for scarce recreational resources can easily lead to crowding with unpleasant consequences for visitors and poses significant challenges...

Prediction Markets as institutional forecasting support systems (Article)

An attractive feature of Prediction Markets (PMs) is that they provide economic incentives for informants to share unique information. It is unclear whether...

Travel Choice Inertia: The Joint Role of Risk Aversion and Learning (Research Paper)

This paper shows how travellers that are faced with a series of risky choices become behaviourally inert due to a combination of risk aversion and learning....

Consumer Acceptance of Recommendations by Interactive Decision Aids: The Joint Role of Temporal Distance and Concrete vs. Abstract Communications (Research Paper)

Interactive decision aids (IDAs) typically use concrete product feature-based approaches to interact with consumers. Recently however, interaction designs...

Channeling Consumers to Preferred Providers and the Impact of Status Quo Bias: Does Type of Provider Matter? (Article)

Context. To effectively bargain about the price and quality of health services, health insurers need to successfully channel their enrollees. Little is...

Girls’ preferences for HPV vaccination: A discrete choice experiment (Article)

A discrete choice experiment was developed to investigate if girls aged 12–16 years make trade-offs between various aspects of human papillomavirus (HPV)...

Undervalued or overvalued customers: Capturing total customer engagement value (Article)

Customers can interact with and create value for firms in a variety of ways. This article proposes that assessing the value of customers based solely upon...

Language Abstraction in Word of Mouth (Article)

This research examines the language that consumers use in word of mouth. For both positive and negative product experiences, we demonstrate that consumers...

Undervalued or Overvalued Customers: Capturing Total Customer Engagement Value (Article)

Customers can interact with and create value for firms in a variety of ways. This article proposes that assessing the value of customers based solely upon...

Managing Marketing Channel Multiplicity (Article)

Advances in information technology and changing customer needs for channel service outputs have dramatically affected the routes to markets in many industries....

Scrutinizing individuals’ leisure-shopping travel decisions to appraise activity-based models of travel demand (Article)

Activity-based models for modeling individuals’ travel demand have come to a new era in addressing individuals’ and households’ travel behavior on a disaggregate...

Tunnel Vision: Local Behavioral Influences on Consumer Decisions in Product Search (Article)

We introduce and test a behavioral model of consumer product search that extends a baseline normative model of sequential search by incorporating nonnormative...

Comparison of universal approximators incorporating partial monotonicity by structure (Article)

Neural networks applied in control loops and safety-critical domains have to meet more requirements than just the overall best function approximation....

Econometric analysis of microscopic simulation models (Article)

Microscopic simulation models are often evaluated based on visual inspection of the results. This paper presents formal econometric techniques to compare...

Do Charities Get More when They Ask More Often? Evidence from a Unique Field Experiment (Research Paper)

Charitable organizations send out large volumes of direct mailings, soliciting for money in support of many good causes. Without any request, donations...

A Viral Branching Model for Predicting the Spread of Electronic Word-of-Mouth (Article)

In a viral marketing campaign, an organization develops a marketing message and encourages customers to forward this message to their contacts. Despite...

Preferences for colorectal cancer screening strategies: a discrete choice experiment (Article)

Background:Guidelines underline the role of individual preferences in the selection of a screening test, as insufficient evidence is available to recommend...

Labeled versus unlabeled discrete choice experiments in health economics: An application to colorectal cancer screening (Article)

Objectives: Discrete choice experiments (DCEs) in health economics commonly present choice sets in an unlabeled form. Labeled choice sets are less abstract...

The Validity of Two Brief Measures of Creative Ability (Article)

Two brief, 15-minute measures of creative ability have become available quite recently. The Abbreviated Torrance Test for Adults (ATTA) objectively measures...

The Psychological Effects of Empowerment Strategies on Consumers' Product Demand (Article)

Companies have recently begun to use the Internet to integrate their customers more actively into various phases of the new product development process....

Which preferred providers are really preferred? Effectiveness of insurers' channeling incentives on pharmacy choice (Article)

Efficient contracting of health care requires effective consumer channeling. Little is known about the effectiveness of channeling strategies. We study...

Marketing Decision Making and Decision Support: Challenges and Perspectives for Successful Marketing Management Support Systems (Article)

Marketing management support systems (MMSS) are computer-enabled devices that help marketers to make better decisions. Marketing processes can be quite...

Bezuinigen door consumenten tijdens de recessie (Article)

De recessie heeft grote gevolgen voor het gedrag van consumenten. De consument bezuinigt op uitgaven, maar bezoekt ook vaker goedkopere winkels of stapt...

Dashboards as a Service: Why, What, How, and What Research Is Needed? (Article)

Recent years have seen the introduction of a "marketing dashboard" that brings the firm’s key marketing metrics into a single display. Service firms across...

Discrete choice experiments for complex health-care decisions: Does hierarchical information integration offer a solution? (Article)

This paper describes an application of hierarchical information integration (HII) discrete choice experiments. We assessed theoretical and construct validity,...

Does irritation induced by charitable direct mailings reduce donations? (Article)

Charities rely mainly on direct mailings to attract the attention of potential donors. Individuals may feel irritated by these mailings, in particular...

Interpersonal relationships moderate the effect of faces on person judgments (Article)

Previous research suggests that people form impressions of others based on their facial appearance in a very fast and automatic manner, and this especially...

Sales promotions and channel coordination (Article)

Consumer sales promotions are usually the result of the decisions of two marketing channel parties, the manufacturer and the retailer. In making these...

A labelled discrete choice experiment adds realism to the choices presented: preferences for surveillance tests for Barrett esophagus. (Article)

BACKGROUND: Discrete choice experiments (DCEs) allow systematic assessment of preferences by asking respondents to choose between scenarios. We conducted...

Demand-driven scheduling of movies in a multiplex (Article)

This paper is about a marketing decision support system in the movie industry. The decision support system of interest is a model that generates weekly...

Virtual communities: A marketing perspective (Article)

Increasingly, consumers interact through the Internet to share their knowledge, experiences, and opinions. Consequently, ‘word-of-mouse’ has become a significant...

A Viral Branching Model for Predicting the Spread of Electronic Word-of-Mouth (Research Paper)

In a viral marketing campaign an organization develops a marketing message, and stimulates customers to forward this message to their contacts. Despite...

Increasing the attractiveness of mass customization: The role of complementary on-line services and range of options (Article)

This study investigates the antecedents of consumer intentions to use mass customization on the Internet and the joint role of complementary on-line services...

Evolutionary approach to the development of decision support systems in the movie industry (Article)

This paper reports the development and implementation of a decision support system in a non-traditional domain — the motion picture industry. The approach...

Zimbabwe aan het Ouddiep (Miscellaneous)

Goede boerengrond verandert in natuurgebied. De realisering van de zogeheten ecologische hoofdstructuur doet pijn en is niet altijd te begrijpen.

Investigating the complementary value of discrete choice experiments for the evaluation of barriers and facilitators in implementation research: A questionnaire survey (Article)

Background. The potential barriers and facilitators to change should guide the choice of implementation strategy. Implementation researchers believe that...

The owner's edge: Brand ownership influences causal maps (Article)

Understanding the coherence between the attributes of a brand is a key asset for marketers managing brand equity. This study proposes consumer causal maps...

Dynamic and Competitive Effects of Direct Mailings: A Charitable Giving Application (Article)

The authors propose a dynamic direct mailing response model with competitive effects. Purchase and promotion history are incorporated to map the dynamic...

Situation-based shifts in consumer web site benefit importance: The joint role of cognition and affect (Article)

We considered the reasons why customers who plan to use a web site require different benefits in different situations and investigated two ways by which...

Sales and sincerity: The role of relational framing in word-of-mouth marketing (Article)

In word-of-mouth marketing, marketers often provide financial rewards for referrals. These rewards introduce a financial motive into an interaction among...

Wat gebeurt er als je consumenten beloont voor mond tot mond reclame? (Article)

Mond tot mond communicatie heeft veel invloed op productkeuzes en aankoopbeslissingen van consumenten. Omdat dit zo veel invloed heeft, proberen marketeers...

Teruggeven aan de natuur (Article)

Behavioral frontiers in choice modeling (Article)

We review the discussion at a workshop whose goal was to achieve a better integration among behavioral, economic, and statistical approaches to choice...

Route choice under uncertainty effects of recommendations (Article)

The provision of travel information may serve as a means of changing the behavior of individual travelers in ways that are beneficial to the transportation...

Specification and estimation of semiparametric multiple-index models (Article)

We propose an easy to use derivative-based two-step estimation procedure for semiparametric index models, where the number of indexes is not known a priori....

How Incorporating Feedback Mechanisms in a DSS Affects DSS Evaluations (Article)

Model-based decision support systems (DSSs) improve performance in many contexts that are datarich, uncertain, and require repetitive decisions. But such...

Modeling and measuring individuals' mental representations of complex spatio-temporal decision problems (Article)

Based on mental model theory, we expect individuals to construct a mental representation of the system they interact with which tends to be a strong reduction...

Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Marketing (Research Paper)

In the current research, we study relationship norms in a word-of-mouth marketing context. The presence of a financial incentive for a recommendation implies...

Interpersonal Relationships Moderate the Effect of Faces on Person Judgments (Research Paper)

Previous research suggests that people form impressions of others based on their facial appearance in a very fast and automatic manner, and this especially...

The International Journal of Research in Marketing (IJRM): Its conception and early years (Article)

IJRM originated from the European Marketing Academy (EMAC) and it is its official journal. Since 1972, the Academy has organized annual marketing conferences...

Situation-Based Shifts in Consumer Web Site Benefit Salience: The Joint Role of Affect and Cognition (Research Paper)

This study addresses the process by which differences in web site benefit salience arise in consumers’ minds for different anticipated usage situations....

Does Irritation Induced by Charitable Direct Mailings Reduce Donations? (Research Paper)

Charities mainly rely on direct mailings to attract the attention of potential donators. Individuals may feel irritated by these mailings, in particular...

Shopping context and consumers’ mental representation of complex shopping trip decision problems (Article)

Depending on the shopping context, consumers may develop different mental representations of complex shopping trip decision problems to help them interpret...

Shopping Context and Consumers' Mental Representation of Complex Shopping Trip Decision Problems (Research Paper)

Depending on the shopping context, consumers may develop different mental representations of complex shopping trip decision problems to help them interpret...

The effect of the marketing-R&D interface on new product performance: The critical role of resources and scope (Article)

Although the integration of marketing with R&D is widely recognized as a critical factor for a new product's success, this study shows that not all companies...

The Value of Analogical Reasoning for the Design of Creative Sales Promotion Campaigns: A Case-Based Reasoning Approach (Research Paper)

Many marketing problems, such as the design of marketing communication campaigns and the development of new products, require creative solutions. Such...

Estimation and Specification of Semiparametric Multiple Index Models, Econometric Theory (Research Paper)

We propose an easy to use derivative based two-step estimation procedure for semiparametric index models. In the first step various functionals involving...

Selecting Profitable Customers for Complex Services on the Internet (Article)

In contrast to books and compact discs, the number of complex services offered on the Internet is still small. The decision-making process for complex...

Globally Distributed R&D Work in a Marketing Management Support Systems (MMSS) Environment (Article)

Globalisation, liberalization and rapid technological developments have been changing business environments drastically in the recent decades. These trends...

Hulp bij creative marketing beslissingen: het gebruik van “case-based reasoning” voor het ontwerpen van sales promotie campagnes (In Book)

Kunnen computerprogramma’s marketeers helpen om betere, creatievere marketingcampagnes te ontwerpen? Vanuit de cognitieve wetenschap weten we dat analoog...

Handbook of Marketing Decision Models (Book)

This book presents the state of the art in marketing decision models, dealing with new modeling areas such as customer relationship management, customer...

Advances in Marketing Management Support Systems (In Book)

This chapter discusses recent advances in the field of marketing management support systems (MMSS). We start with a short history of marketing management support...

Decision Support Systems as the Bridge between Marketing Models and Marketing Practice (Article)

The field of marketing decision models emerged about fifty years ago. In the beginning, optimization techniques from the field of Operations Research (OR)...

The Past, the Present, and the Future of Marketing Decision Models (In Book)

The idea that marketing decisions can be supported with analytical, mathematical models took off in the sixties of the last century. Before that time, marketing...

Modeling CLV: a Test of Competing Models in the Insurance Industry (Article)

Customer Lifetime Value (CLV) is one of the key metrics in marketing and is considered an important segmentation base. This paper studies the capabilities...

Demand-driven scheduling of movies in a multiplex (Research Paper)

This paper describes a model that generates weekly movie schedules in a multiplex movie theater. A movie schedule specifies within each day of the week,...

Demand-Driven Scheduling of Movies in a Multiplex (Research Paper)

This paper describes a model that generates weekly movie schedules in a multiplex movie theater. A movie schedule specifies within each day of the week,...

On the hierarchical nature of means-end relationships in laddering data (Article)

Means–end analysis appeals to managers, and laddering is applicable for a large diversity of products and services. The cognitive model underlying conventional...

Understanding Brand and Dealer Retention in the New Car Market: The Moderating Role of Brand Tier (Article)

Dealers may contribute to brand retention through their sales and service efforts. In this study we investigate the degree to which dealers contribute...

Het delen van informatie in distributiekanalen: een innovatief gebruik van marktgegevens (In Book)

CIOs van retailers beheren tegenwoordig immens grote databestanden. Deze bestanden worden niet alleen nog steeds maar groter, ze worden ook steeds meer...

Dynamic and Competitive Effects of Direct Mailings (Research Paper)

We propose a dynamic direct mailing response model with competitive effects, where purchase and promotion history are incorporated. We then map the dynamic...

How Feedback Can Improve Managerial Evaluations of Model-based Marketing Decision Support Systems (Research Paper)

Marketing managers often provide much poorer evaluations of model-based marketing decision support systems (MDSSs) than are warranted by the objective...

The Structure of Online Consumer Communication Networks (Research Paper)

In this paper we study the structure of the bilateral communication links within Online Consumer Communication Networks (OCCNs), such as virtual communities....

Deriving Target Selection Rules from Endogenously Selected Samples (Article)

The selection of the most profitable customers in a customer database for targeted activities is often done based on observed behaviour in the past. Consequently,...

Institutional Forecasting: The Performance of Thin Virtual Stock Markets (Research Paper)

We study the performance of Virtual Stock Markets (VSMs) in an institutional forecasting environment. We compare VSMs to the Combined Judgmental Forecast...

Irritation Due to Direct Mailings from Charities (Research Paper)

Direct mailing is the main tool that charities employ for fundraising. With increasing amounts of soliciting mailings and with the best donators receiving...

A Methodology for Assessing Organizational Core Values (Article)

The goal of this study is to offer a methodology for empirically assessing the core values of an organization. It uses means–end analysis in order to determine...

New product announcements as market signals; A content analysis in the DRAM chip industry (Article)

New-product announcements (NPAs) have considerable effects on competitors in industrial markets. Several studies have shown that the perceived threat caused...

Motion Pictures: Consumers, Channels, and Intuition (Article)

The author offers commentary on an article about research in the motion picture industry in this issue of "Marketing Science." Topics discussed include...

Virtuele communities voorbij de hype: Nieuw inzichten voor managers, marketeers en marktonderzoekers (In Book)

Consumenten leggen steeds vaker contact met elkaar via het Internet. Elektronische discussieforums, mededelingenborden, nieuwsgroepen, e-maillijsten, chatrooms...

Marketing Management Support Systems and Their Implications for Marketing Research (In Book)

Marketing decision makers are responsible for the design and execution of marketing programs for products or brands. They operate under different names, such...

Choice in Interactive Environments (Article)

In the early 21st century, firms are thinking seriously and practically about an interactive marketing paradigm—one that integrates mass scale with individual...

When are CRM Systems Successful? The Perspective of the User and of the Organization (Research Paper)

The individual impact of CRM systems is strongly related to impact at the organizational level. Fit with the task of the user is key. CRM systems are successful...

Situation Variation in Consumers' Media Channel Consideration (Article)

In this article, the authors investigate consumers' consideration of media channels during different usage situations. They develop a model that explains...

The impact of channel function performance on buyer-seller relationships in marketing channels (Article)

This paper addresses the question of how distributors' channel function performance affects their relationships with organizational customers and how the...

Marketing Mass Customized Products: Striking the Balance between Utility and Complexity (Article)

Increasingly, firms allow consumers to mass customize their products. In this study, the authors investigate consumers' evaluations of different mass customization...

Marketing is nog nooit zo spannend geweest (Article)

Het maartnummer van het Tijdschrift voor Marketing roept een sombere stemming op over marketing. 'Wie heeft de marketeer nog nodig?' verzucht onze Groningse...