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Articles 181 - 210 of 476
Full-Text Articles in Marketing
Investors' Evaluations Of Price-Increase Preannouncements, Leon Gim Lim, Kapil R. Tuli, Marnik G. Dekimpe
Investors' Evaluations Of Price-Increase Preannouncements, Leon Gim Lim, Kapil R. Tuli, Marnik G. Dekimpe
Research Collection Lee Kong Chian School Of Business
Several firms preannounce their price increases with the expectation that such announcements will be evaluated favorably by investors. However, little is known about the actual effect they have on shareholder value. Accordingly, the authors present the first systematic empirical examination of investors' evaluations of 274 price-increase preannouncements (PIPs). Results show that whereas the average increase in abnormal returns following a PIP is 0.51%, almost 41% of the PIPs result in negative abnormal returns. To explore this heterogeneity, the authors propose a conceptual framework that focuses on three key pieces of information that investors can use when evaluating a PIP: information …
Marking To Market And Inefficient Investment Decisions, Clemens A. Otto, Paolo F. Volpin
Marking To Market And Inefficient Investment Decisions, Clemens A. Otto, Paolo F. Volpin
Research Collection Lee Kong Chian School Of Business
We examine how mark-to-market accounting affects the investment decisions of managers with reputation concerns. Reporting the current market value of a firm’s assets can help mitigate agency problems because it provides outsiders (e.g., shareholders) with new information against which the management’s decisions can be evaluated. However, the fact that the assets’ market value is informative can also have a negative side effect: managers may shy away from investments that indicate conflicting private information and would damage their reputation. This effect can lead to inefficient investment decisions and make marking to market less desirable when market prices are more informative.
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Research Collection Lee Kong Chian School Of Business
The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (a) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (b) moderated by self-construal. Further, greater attention to the self (c) increases evaluations of products that are affectively …
Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Research Collection Lee Kong Chian School Of Business
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with this proposition, results from seven experiments (and two replications) show that scope insensitivity is more prevalent in decisions that are temporally proximate, both prospectively (near future vs. distant future) and retrospectively (recent past vs. distant past), and …
The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali
The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali
Research Collection Lee Kong Chian School Of Business
We study the market for new (movie) DVDs in the United States. Our demand model captures seasonality, freshness (i.e., time between theatrical and DVD release), and state dependence. We also develop a structural model of dynamic competition in which studios balance waiting for high-demand weeks, against reduced freshness, and against competitive crowding. We find that studios emphasize DVD revenues from larger movies (by theatrical revenue) over DVD revenues from smaller movies. Studios also emphasize revenue from consumers who prefer larger and fresher movies. These behaviors are consistent with managerial conservatism: studio executives forgo DVD revenues from smaller movies to ensure …
From Digital Traces To Marketing Insights: Recovering Consumer Preferences For Digital Entertainment Services And Online Shopping, Ai Phuong Hoang
From Digital Traces To Marketing Insights: Recovering Consumer Preferences For Digital Entertainment Services And Online Shopping, Ai Phuong Hoang
Dissertations and Theses Collection (Open Access)
IT innovations disrupt traditional business models and challenge conventional thinking. Thus, industry incumbents face fierce competition from start-ups with new business models and new ways of engaging customers. Digital entertainment goods and personalized services have become a lucrative market, which has undergone a transformation enabled by seamless Internet connections. Meanwhile, social networks and other online platforms have brought people and business even closer.
To Give Or Not To Give? Choosing Chance Under Moral Conflict, Stephanie C. Lin, Taly Reich
To Give Or Not To Give? Choosing Chance Under Moral Conflict, Stephanie C. Lin, Taly Reich
Research Collection Lee Kong Chian School Of Business
Although prior research suggests that people should not prefer random chance to determine their outcomes, we propose that in the context of prosocial requests, a contingent of people prefer to rely on chance. We argue that this is because they are conflicted between losing resources (e.g., time, money) and losing moral selfregard. Across five studies, in both choices with binary outcomes (whether to volunteer) and ranges of outcomes (how much to donate), some people preferred to be randomly assigned an outcome rather than to make their own choices. This did not negatively affect prosocial behavior in binary choices and improved …
How Do Small Business Innovate And Improve Competitiveness, Anirban Mukherjee, Hannah H. Chang
How Do Small Business Innovate And Improve Competitiveness, Anirban Mukherjee, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
No abstract provided.
Do Your Friends Make You Buy This Brand?: Modeling Social Recommendation With Topics And Brands, Minh Duc Luu, Ee Peng Lim
Do Your Friends Make You Buy This Brand?: Modeling Social Recommendation With Topics And Brands, Minh Duc Luu, Ee Peng Lim
Research Collection School Of Computing and Information Systems
Consumer behavior and marketing research have shown that brand has significant influence on product reviews and product purchase decisions. However, there is very little work on incorporating brand related factors into product recommender systems. Meanwhile, the similarity in brand preference between a user and other socially connected users also affects her adoption decisions. To integrate seamlessly the individual and social brand related factors into the recommendation process, we propose a novel model called Social Brand–Item–Topic (SocBIT). As the original SocBIT model does not enforce non-negativity, which poses some difficulty in result interpretation, we also propose a non-negative version, called SocBIT(Formula …
The (Behavioral) Science Behind Baby Milk Formula, Hannah H. Chang
The (Behavioral) Science Behind Baby Milk Formula, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
Peruse the infant-formula aisle in any supermarket.One can easily spot an increasing number of infant formula brands, eachoffering a wide range of ingredients with claims of assorted health benefits.DHA to increase the baby's cognitive development? Check. Taurine to support thebaby's mental and physical development? Prebiotics for a healthy digestivesystem? Iron and zinc to boost the baby's immune system? Check, check, andcheck.
配方奶粉背后的行为科学, Hannah H. Chang
配方奶粉背后的行为科学, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
走进任何一家超级市场，只要仔细观察摆卖婴儿配方奶粉的廊道，就会发现配方奶粉的品牌日增，每一个牌子的奶粉都提供据称能带来各种健康益处的多类营养成分。可促进婴儿认知能力发展的二十二碳六烯酸（DHA）？有；可帮助婴儿的智力和身体发育的牛磺酸（Taurine）？有；可维持健康消化系统的益生元（Prebiotics）？可加强婴儿免疫系统的铁（Iron）和锌（Zinc）？也都有。
Real-Time Inbound Marketing: A Use Case For Digital Banking, Alan Megargel, Venky Shankararaman, Srinivas K. Reddy
Real-Time Inbound Marketing: A Use Case For Digital Banking, Alan Megargel, Venky Shankararaman, Srinivas K. Reddy
Research Collection School Of Computing and Information Systems
Over the years banks have been strategically using digital technologies to help transform various aspects of their business. In recent times, this strategy has evolved into one of digital augmentation of the bank’s processes, products and channels. This allows for reaching out to customers and partners through digital platforms, for example; the addition of mobile apps for customers to access and perform service transactions. Marketing continues to play a major role in supporting the expansion of business and increasing revenue for the bank. Marketing has evolved from mass direct targeting to more personalised, face-to-face and real-time targeting. In the digital …
Examining Outcomes Of Marketing Actions From Customer, Investor, And Operational Perspectives, Leon Gim Lim
Examining Outcomes Of Marketing Actions From Customer, Investor, And Operational Perspectives, Leon Gim Lim
Dissertations and Theses Collection (Open Access)
This dissertation examines the impact of three distinct marketing actions from three different perspectives, i.e., customer, investor, and operational. Specifically, the first essay examines investors’ evaluation of firms’ price-increase preannouncements, thereby responding to recent calls for exploring investors’ evaluation of a firm’s pricing actions which have been predominantly examined from consumers’ perspective. The second essay adopts an operations lens to present the first empirical examination about the impact of customer satisfaction on the future costs of selling and producing for a firm. The essay, therefore, is of direct importance to CEOs as they consider costs as their top priority. In …
Essays On The Determinants Of Success Of Crowdfunding Projects, Yee Heng Tan
Essays On The Determinants Of Success Of Crowdfunding Projects, Yee Heng Tan
Dissertations and Theses Collection (Open Access)
Crowdfunding is a method of raising funds to support a venture, typically by raising small amounts from a large number of investors (backers or patrons). This whole process is conducted on an online platform that facilitates interactions between project creators and potential contributors. We explore in the dissertation, the determinants of the success of crowdfunding projects. The first essay, using data from Kickstarter (the leading crowdfunding platform), explores how backers to a project are interconnected with other backers through their backing of common projects thus forming an implicit backer network. We find that backers that are in central positions within …
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Research Collection Lee Kong Chian School Of Business
Social interaction encourages consumers toshare information in the digital age. Many consumers use online reviews of products and services to supporttheir brand choice. The concept ofreference group explains how peers can influence consumer purchasedecisions. Peers can exert influence onconsumers in the forms of informational, utilitarian and value-expressiveinfluences. This proposed study aims atexamining how these three forms of reference group influence would affectconsumers in using online consumer reviews when making a brand choice decision. It also explores the role of brand trust onthe brand choice. This paper serves thepurpose of providing a conceptual framework for developing further research.
The Impact Of Advertising Share Of Voice On The Idiosyncratic Risk Of The Firm, Sungkyun Moon, Kapil R. Tuli, Anirban Mukherjee
The Impact Of Advertising Share Of Voice On The Idiosyncratic Risk Of The Firm, Sungkyun Moon, Kapil R. Tuli, Anirban Mukherjee
Research Collection Lee Kong Chian School Of Business
Integrating literature in marketing, finance and accounting, this study examines the impact ofa firms’ advertising share of voice (ASOV) on investors’ uncertainty about its future financialperformance, i.e., firms’ idiosyncratic risk. Drawing on signaling theory, authors propose that ASOV serves as a signal for investors such that higher ASOV reduces idiosyncratic risk. Consistent with this argument, analysis of 2,777 publicly listed firms over a two-decade period (1995-2014) shows that ASOV has a significant negative effect on idiosyncratic risk.In addition, consistent with the argument that ASOV is a more credible signal when firmshave higher cash flows; authors find that the negative impact …
Projecting Lower Competence To Maintain Moral Warmth In The Avoidance Of Prosocial Requests, Peggy J. Liu, Stephanie C. Lin
Projecting Lower Competence To Maintain Moral Warmth In The Avoidance Of Prosocial Requests, Peggy J. Liu, Stephanie C. Lin
Research Collection Lee Kong Chian School Of Business
When faced with prosocial requests, consumers face a difficult decision between taking on the request’s burden or appearing unwarm (unkind, uncaring). We propose that the desire to refuse such requests while protecting a morally warm image leads consumers to under-represent their competence. Although consumers care strongly about being viewed as competent, five studies showed that they downplayed their competence to sidestep a prosocial request. This effect occurred across both self-reported and behavioral displays of competence. Further, the downplaying competence effect only occurred when facing an undesirable prosocial request, not a similarly undesirable proself request. The final studies showed that people …
What Happens Online Stays Online? Segment-Specific Online And Offline Effects Of Banner Advertisements, Lara Lobschat, Ernst C. Osinga, Werner J. Reinartz
What Happens Online Stays Online? Segment-Specific Online And Offline Effects Of Banner Advertisements, Lara Lobschat, Ernst C. Osinga, Werner J. Reinartz
Research Collection Lee Kong Chian School Of Business
Many firms allocate increasing parts of their advertising budgets to banner advertising. Yet, for firms that predominantly sell offline, existing research provides little guidance on online advertising decisions. In this study, the authors analyze the impact of banner advertising on consumers' online and offline behavior across multiple distinct campaigns for one focal firm, which predominantly sells through the offline channel. Results suggest that banner and TV advertising increase website visit incidence for consumers who had not visited the focal firm's website in the previous four weeks (non-recent online consumers). For these consumers, banner and TV advertisements indirectly increase offline sales …
An Assessment Of When, Where And Under What Conditions In-Store Sampling Is Most Effective, Sandeep R. Chandukala, Jeffrey P. Dotson, Qing Liu
An Assessment Of When, Where And Under What Conditions In-Store Sampling Is Most Effective, Sandeep R. Chandukala, Jeffrey P. Dotson, Qing Liu
Research Collection Lee Kong Chian School Of Business
In-store product sampling is a commonly used promotional technique designed to give prospective consumers an opportunity to experience a product prior to purchase. While prior research has documented a positive relationship between short-term sales and perceptual measures of the customer shopping experience, little is known about the long-term impact of sampling or factors that moderate its success. In this paper, we develop an empirical approach that allows us to study the short-term and long-term effects of in-store sampling on both own and competitive products. We apply our approach to six store-level scanner data sets across four different product categories and …
A Triadic Framework For Collaborative Consumption (Cc): Motives, Activities And Resources & Capabilities Of Actors, Sabine Benoit, Thomas L. Baker, Ruth N. Bolton, Thorsten Gruber, Jay Kandampully
A Triadic Framework For Collaborative Consumption (Cc): Motives, Activities And Resources & Capabilities Of Actors, Sabine Benoit, Thomas L. Baker, Ruth N. Bolton, Thorsten Gruber, Jay Kandampully
Research Collection Lee Kong Chian School Of Business
Collaborative consumption (CC) is an increasingly prevalent form of exchange. CC occurs within a triangle of actors: a platform provider (e.g., Uber), a peer service provider (e.g., an Uber driver) and a customer. The platform provider's main role is matchmaking, so that a customer can access assets of a peer service provider. This paper has three objectives. First, this article identifies three criteria to delineate CC from related constructs such as access-based consumption, sharing or renting. Second, it introduces a literature-based framework explicating the roles of the actors in the CC triangle along three dimensions: motives, activities and resources and …
Linking Service Convenience To Satisfaction: Dimensions And Key Moderators, Sabine Benoit, Sonja Klose, Andreas Ettinger
Linking Service Convenience To Satisfaction: Dimensions And Key Moderators, Sabine Benoit, Sonja Klose, Andreas Ettinger
Research Collection Lee Kong Chian School Of Business
Purpose: Demand for service convenience, defined as a consumer's perception of minimized time and effort spent to obtain a service, has increased in conjunction with certain sociocultural and demographic changes. Previous research notes the significance of service convenience, but the importance of different dimensions of service convenience and the role of key moderators affecting the link between convenience and satisfaction (like customer psychographic and sociodemographic characteristics) remain unaddressed. Thus, the purpose of this research is to identify those customer groups for which offering convenience will have the highest leverage to increase satisfaction. Design/methodology/approach: Two models are developed and tested: a …
Showcasing The Diversity Of Service Research: Theories, Methods, And Success Of Service Articles, Sabine Benoit, Katrin Scherschel, Zelal Ates, Linda Nasr, Jay Kandampully
Showcasing The Diversity Of Service Research: Theories, Methods, And Success Of Service Articles, Sabine Benoit, Katrin Scherschel, Zelal Ates, Linda Nasr, Jay Kandampully
Research Collection Lee Kong Chian School Of Business
Purpose: The purpose of this paper is to make two main contributions: first, showcase the diversity of service research in terms of the variety of used theories and methods, and second, explain (post-publication) success of articles operationalized as interest in an article (downloads), usage (citations), and awards (best paper nomination). From there, three sub-contributions are derived: stimulate a dialogue about existing norms and practices in the service field, enable and encourage openness amongst service scholars, and motivate scholars to join the field. Design/methodology/approach: A mixed method approach is used in combining quantitative and qualitative research methods while analyzing 158 Journal …
The Essence Of Luxury: An Asian Perspective: Lvmh-Smu Luxury Research Conference 2016, Srinivas K. Reddy, Jin K. Han
The Essence Of Luxury: An Asian Perspective: Lvmh-Smu Luxury Research Conference 2016, Srinivas K. Reddy, Jin K. Han
Research Collection Lee Kong Chian School Of Business
A number of developments in the luxury market have been attributed to the arrival of luxury products in Asian markets. The modernisation of Japan some decades back paved the way for a growing trend towards imbibing western lifestyles in Asia. Japan’s economic success after the Second World War was a key factor responsible for the introduction of luxury marketing in Asia. In the 1970’s, Japanese tourist-shoppers became a noticeable phenomenon in Europe. The European luxury houses were quick to recognise the opportunity and began setting up branches and luxury outlets in Japan. The Japanese were not only the driving force …
Nostalgia Makes Us More Patient, Singapore Management University
Nostalgia Makes Us More Patient, Singapore Management University
Perspectives@SMU
Want to make customers more willing to wait? Create a nostalgic experience for them, a new study by CUHK Business School suggests.
Cyber-Empathic Design: A Data-Driven Framework For Product Design, Dipanjan Ghosh, Andrew Olewnik, Kemper Lewis, Junghan Kim, Arun Lakshaman
Cyber-Empathic Design: A Data-Driven Framework For Product Design, Dipanjan Ghosh, Andrew Olewnik, Kemper Lewis, Junghan Kim, Arun Lakshaman
Research Collection Lee Kong Chian School Of Business
A critical task in product design is mapping information from consumer to design space. Currently, this process largely depends on designers identifying and mapping psychological and consumer level factors to engineered attributes. In this way, current methodologies lack provision to test a designer's cognitive reasoning and could introduce bias when mapping from consumer to design space. In addition, current dominant frameworks do not include user-product interaction data in design decision making, nor do they assist designers in understanding why a consumer has a particular perception about a product. This paper proposes a framework-cyber-empathic (CE) design-where user-product interaction data are acquired …
Comparative Price And The Design Of Effective Product Communications, Thomas Allard, Dale Griffin
Comparative Price And The Design Of Effective Product Communications, Thomas Allard, Dale Griffin
Research Collection Lee Kong Chian School Of Business
The authors propose amodel relating a product's comparative price to the construal level of its associated communications and show how perceived expensiveness shapes consumers' response to the wording of marketing communications. A series of six studies shows that for both absolute low-and high-cost product categories, comparatively expensive (inexpensive) products are preferred when accompanied by high-construal (low-construal) messages, due to the conceptual fluency of the "match" between price-induced psychological distance and construal level. The model provides novel implications for designing effective marketing communications: comparatively expensive versions of objectively low-priced products (e.g., an expensive chocolate truffle) are best promoted through more abstract …
Unlocking The Power Of Marketing: Understanding The Links Between Customer Mindset Metrics, Behavior, And Profitability, J. Andrew Petersen, V. Kumar, Yolanda Polo, F. Javier Sese
Unlocking The Power Of Marketing: Understanding The Links Between Customer Mindset Metrics, Behavior, And Profitability, J. Andrew Petersen, V. Kumar, Yolanda Polo, F. Javier Sese
Research Collection Lee Kong Chian School Of Business
Recent evidence about the central role played by perceptual constructs in driving performance outcomes has produced a renewed interest in studying customer mindset metrics (CMMs; e.g., satisfaction, service quality, and loyalty intentions). However, we still lack a proper understanding of how (i.e., process) and to what extent (i.e., magnitude) these CMMs ultimately translate into profitability at the customer level. In this study, we integrate CMMs into an individual-level framework of customer behavior and profitability and provide a conceptual understanding of the process through which these metrics influence customer profitability. Specifically, we propose three mechanisms through which CMMs affect …
Crowdfunding: Financing Ventures In The Digital Era, Srinivas K. Reddy, Yee Heng Tan
Crowdfunding: Financing Ventures In The Digital Era, Srinivas K. Reddy, Yee Heng Tan
Research Collection Lee Kong Chian School of Business
Over the past few years, digital platforms have emerged as a new way to disrupt industries. These platforms not only connect riders and drivers, like Uber, or hosts and guests, like Airbnb, but also ventures and funders. Crowdfunding platforms like Lendingclub or Kickstarter have gained widespread visibility and acceptance in recent years. Crowdfunding was virtually non-existent until 2010 but has been growing exponentially since 2010. In 2015, the volume rose to US$34.4 billion, slightly surpassing the venture capitalist industry and is expected to continue growing quickly.
Warm Weather Leads To Safe Choices, Shilpa Madan
Warm Weather Leads To Safe Choices, Shilpa Madan
Research Collection Lee Kong Chian School Of Business
Consumers have different purchase journeys depending on the temperature, according to research; and not just when it comes to purchasing cold drinks.Writing for WARC, Shilpa Madan, an Associate at the Institute on Asian Consumer Insight (ACI) in Singapore, explains that outward bodily sensations, such as feeling hot in summertime, can influence the way consumers perceive people and things, and shape preferences and choices, without conscious thought.
Digital Transformation And Value Creation: Sea Change Ahead, Srinivas K. Reddy, Werner Reinartz
Digital Transformation And Value Creation: Sea Change Ahead, Srinivas K. Reddy, Werner Reinartz
Research Collection Lee Kong Chian School Of Business
Digital transformation is taking place all around us and there is hardly a single aspect of life that has not been affected. In a traditional sense, digital transformation refers to the use of computer and internet technology for a more efficient and effective economic value creation process. In a broader sense, it refers to the changes that new technology has on the whole; on how we operate, interact, and configure, and how wealth is created within this system. It has become clear by now that the digital transformation has an obvious, lasting, and even revolutionary impact, not only on the …