Open Access. Powered by Scholars. Published by Universities.®
- Discipline
-
- Sales and Merchandising (74)
- Social and Behavioral Sciences (51)
- Organizational Behavior and Theory (32)
- Asian Studies (26)
- International and Area Studies (26)
-
- Technology and Innovation (26)
- Strategic Management Policy (21)
- E-Commerce (17)
- Advertising and Promotion Management (14)
- Business and Corporate Communications (14)
- Communication (11)
- Finance and Financial Management (10)
- Physical Sciences and Mathematics (9)
- Psychology (9)
- Computer Sciences (8)
- Operations and Supply Chain Management (7)
- Social Media (7)
- Sociology (7)
- Artificial Intelligence and Robotics (6)
- Business Administration, Management, and Operations (6)
- Management Sciences and Quantitative Methods (6)
- Corporate Finance (5)
- Entrepreneurial and Small Business Operations (5)
- Arts Management (4)
- International Business (4)
- Medicine and Health Sciences (4)
- Business Law, Public Responsibility, and Ethics (3)
- Broadcast and Video Studies (2)
- Keyword
-
- Marketing (16)
- Innovation (9)
- Marketing-finance interface (9)
- Retailing (8)
- Trust (8)
-
- Decision making (7)
- India (7)
- Advertising (6)
- Management (6)
- Marketing channels (6)
- Performance (6)
- Behavior (5)
- Choice (5)
- Consumer behavior (5)
- Crowdfunding (5)
- Persuasion (5)
- Business planning (4)
- China (4)
- Commitment (4)
- Competition (4)
- Culture (4)
- Customer relations (4)
- Emotions (4)
- Machine learning (4)
- Marketing strategy (4)
- New product development (4)
- Satisfaction (4)
- Singapore (4)
- Social media (4)
- Sustainability (4)
- Publication Year
Articles 211 - 240 of 319
Full-Text Articles in Marketing
The Stability Of Time Versus Money Valuations, Leonard Lee, Michelle P. Lee, Gal Zauberman
The Stability Of Time Versus Money Valuations, Leonard Lee, Michelle P. Lee, Gal Zauberman
Research Collection Lee Kong Chian School Of Business
In this work, we propose that the stability of consumer preferences in decision making differs depending on whether the resource in question is time or money. Two competing hypotheses are tested: whereas prior research has demonstrated greater ambiguity in the value of time (vs. money) thus pointing to less consistency in time valuation, a separate stream of research suggests that money (vs. time) lacks emotional tags and is more difficult to process, pointing to less consistency in money valuation. Our experimental results demonstrate that preferences based on money (vs. time) valuations are less transitive and consistent, supporting the emotion-based account.
The Burdens Of Ownership: Reasons For Preferring Renting, Sabine Moeller, Kristina Wittkowshi
The Burdens Of Ownership: Reasons For Preferring Renting, Sabine Moeller, Kristina Wittkowshi
Research Collection Lee Kong Chian School Of Business
Purpose: The purpose of this study is to identify and assess the importance of proposed determinants of the growing consumer preference for renting consumer goods, as opposed to the actual transfer of ownership. Design/methodology/approach: Following a qualitative preliminary study and a literature review, six factors are identified as possible determinants of a preference for non-ownership modes of consumption. These are examined in a quantitative study using a sample of 461 members of a German online peer-to-peer sharing network. Hypotheses regarding the proposed determinants are tested using factor analysis and structural equation modelling. Findings: The results show that the demand for …
Opportunity Cost Neglect, Shane Frederick, Nathan Novemsky, Jing (Jane) Wang, Ravi Dhar, Stephen Nowlis
Opportunity Cost Neglect, Shane Frederick, Nathan Novemsky, Jing (Jane) Wang, Ravi Dhar, Stephen Nowlis
Research Collection Lee Kong Chian School Of Business
To properly consider the opportunity costs of a purchase, consumers must actively generate the alternatives that it would displace. The current research suggests that consumers often fail to do so. Even under conditions promoting cognitive effort, various cues to consider opportunity costs reduce purchase rates and increase the choice share of more affordable options. Sensitivity to such cues varies with chronic dispositional differences in spending attitudes. We discuss the implications of these results for the marketing strategies of economy and premium brands.
Don't Be Undersold!, Jan-Benedict E.M. Steenkamp, Nirmalya Kumar
Don't Be Undersold!, Jan-Benedict E.M. Steenkamp, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
"Aldi" is a word that strikes fear in the hearts of brand managers across Europe. A chain of low-budget retail stores with sales of $73.5 billion in 2008, Aldi invented what is commonly referred to as the hard-discount store, a format that is destroying between a quarter and a half trillion dollars in brand sales annually.Brand executives at major consumer packaged goods companies have mostly been caught off guard by this success, The authors' research identified four key misconceptions that explain why: (1) Hard discounters can succeed only in Europe; (2) they attract only the poor; (3) they offer inferior …
Customer Satisfaction And Stock Returns Risk, Kapil R. Tuli, Sundar G. Bharadwaj
Customer Satisfaction And Stock Returns Risk, Kapil R. Tuli, Sundar G. Bharadwaj
Research Collection Lee Kong Chian School Of Business
Over the past decade, several studies have argued that customer satisfaction has high relevance for financial markets because it has a significant impact on stock returns. However, little attention has been given to understanding the impact of customer satisfaction on the risk of stock returns. The finance literature suggests that investors that judge performance only in terms of returns place more resources than warranted in risky opportunities, forgo profitable opportunities, and apply misguided performance evaluations. Accordingly, this study develops, tests, and finds empirical support for the hypotheses that positive changes (i.e., improvement) in customer satisfaction result in negative changes (i.e., …
Innovation And Commoditization: Asian Cross Border Sourcing Practices, Sudhi Seshadri
Innovation And Commoditization: Asian Cross Border Sourcing Practices, Sudhi Seshadri
Research Collection Lee Kong Chian School Of Business
What constitutes better sourcing performance? The question is gaining prominence from recent work in the resource based view of the firm where interest in functional performance is growing. The paper addresses this question by investigating several dimensions of sourcing practices. Two main performance priorities are captured by supply innovation and supply commoditization, and we develop several hypotheses involving these constructs. The paper reports on our survey research with Asian purchasing managers; scales that measure supply innovation and commoditization; and the estimates of a path analytic model to test our hypotheses and provide relative effect sizes. The results contribute to a …
Regulatory Exposure Of Deceptive Marketing And Its Impact On Firm Value, Martha Myslinski Tipton, Sundar G. Bharadwaj, Diana C. Robertson
Regulatory Exposure Of Deceptive Marketing And Its Impact On Firm Value, Martha Myslinski Tipton, Sundar G. Bharadwaj, Diana C. Robertson
Research Collection Lee Kong Chian School Of Business
Research linking marketing to financial performance has predominantly focused on how marketing assets and actions add value. The authors argue that it is equally important to understand how marketing decisions can reduce firm value. Prior research has indicated that negative events vary greatly in their indirect costs to the firm. On the basis of established theory and in-depth interviews with practitioners, the authors identify a set of factors that can explain the heterogeneity in the magnitude of indirect costs associated with negative marketing-related events. Specifically, they address how the regulatory exposure of deceptive marketing, which carries no direct cost to …
Marketing Strategy And Wall Street: Nailing Down Marketing’S Impact, Dominique M. Hanssens, Roland T. Rust, Rajendra K. Srivastava
Marketing Strategy And Wall Street: Nailing Down Marketing’S Impact, Dominique M. Hanssens, Roland T. Rust, Rajendra K. Srivastava
Research Collection Lee Kong Chian School Of Business
No abstract provided.
Reinventing The Branch: An Empirical Assessment Of Banking Strategies To Environmental Differentiation, Thomas Allard, Barry Babin, Jean-Charles Chebat, Martine Crispo
Reinventing The Branch: An Empirical Assessment Of Banking Strategies To Environmental Differentiation, Thomas Allard, Barry Babin, Jean-Charles Chebat, Martine Crispo
Research Collection Lee Kong Chian School Of Business
The present study investigates the effects of two atmospheric differentiation strategies currently used by banks: co-locating with a hedonic business vs. refurbishing through an upscale environment. We assessed the potential moderating effects of congruency between the retail environment and the type of services. Using a Structural Equation Model based on 300 bank visit intercepts, we found significant differences between modern branch concepts and the traditional one in their influence on customers’ retail experience. More specifically, the type of atmospheric strategy moderates the relationship between retail environment and customers’ affect and the relationship between affect and approach behavior. Also, the mediating …
Seeking Emotion Enhancement Or Uncertainty Resolution? A Dual-System Approach To Examining Post-Purchase Information Search, Hanwen Hannah Chang, Cecile Cho, Leonard Lee
Seeking Emotion Enhancement Or Uncertainty Resolution? A Dual-System Approach To Examining Post-Purchase Information Search, Hanwen Hannah Chang, Cecile Cho, Leonard Lee
Research Collection Lee Kong Chian School Of Business
Product information search is typically assumed to follow the recognition of a purchase need and to occur before decision making. Once a sale transaction is completed, searching for information (e.g. price) on the purchased product seems futile and even irrational. Real-life observation and prior research (e.g. Russo and Leclerc 1994), however, suggest that such post-purchase search behavior is pervasive among consumers despite having no apparent consequence.
Retaining Customers With Shopping Convenience, Sabine Moeller, Martin Fassnacht, Andreas Ettinger
Retaining Customers With Shopping Convenience, Sabine Moeller, Martin Fassnacht, Andreas Ettinger
Research Collection Lee Kong Chian School Of Business
Our empirical research investigates the impact of dimensions of shopping convenience (decision, access, search, transaction, and after-sales convenience) on customer retention, including customer behavioral loyalty (shares of wallet and visits) and attitudinal loyalty (exit intention). Our findings show that for utilitarian shopping, behavioral and attitudinal loyalty are partly affected by different dimensions. Decision and access convenience, dimensions that come into play prior to the purchase, are most important for share of visits and share of wallet. Apart from decision convenience, exit intention is very much affected by transaction convenience, which is an in-store dimension. Furthermore, comparing our results with results …
Differential Reliance On Feelings In The Present Vs. The Future (Or Past): Affect As A Decision Making System Of The Present, Hanwen Hannah Chang, Michel Tuan Pham
Differential Reliance On Feelings In The Present Vs. The Future (Or Past): Affect As A Decision Making System Of The Present, Hanwen Hannah Chang, Michel Tuan Pham
Research Collection Lee Kong Chian School Of Business
We posit that compared to the cognitive system, the affective system of judgment and decision making is relatively more engaged in the present. Specifically, we hypothesize that even if their accessibility is held constant, affective feelings are weighted more heavily in consumer judgments and decisions set in the present than in equivalent judgments and decisions set in the future or in the past. Consistent with this proposition, results from six experiments show that (a) compared to a more distant future, a nearer future increases consumers’ relative preferences for options that are superior in terms of integral affect over options that …
The Indian Mystique, Nirmalya Kumar
The Indian Mystique, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
The rise of global business means that Western companies will increasingly encounter Indians as customers, competitors and collaborators. The author profiles how best to collaborate with Indian business leaders.
Who I Am And How I Think: The Impact Of Self-Construal On The Roles Of Internal And External Reference Prices In Price Evaluations, Yi, Cathy Chen
Who I Am And How I Think: The Impact Of Self-Construal On The Roles Of Internal And External Reference Prices In Price Evaluations, Yi, Cathy Chen
Research Collection Lee Kong Chian School Of Business
Drawing from self-construal studies on cognitive styles as well as reference price literature, this research investigates the impact of independent versus interdependent self-construal on consumers' use of internal reference prices (IRPs) and external reference prices (ERPs) during price evaluations. Three experiments reveal that IRPs have a larger impact on price evaluations for participants who are primed with an independent (vs. interdependent) self-construal, whereas ERPs have a larger impact for participants who are primed with an interdependent (vs. independent) self-construal. The differential impact of self-construal on the use of IRPs and ERPs seems to be mediated by a generalized, perceived sense …
Market-Based Capabilities And Financial Performance Of Firms: Insights Into Marketing's Contribution To Firm Value, Sridhar N. Ramaswami, Rajendra K. Srivastava, Mukesh Bhargava
Market-Based Capabilities And Financial Performance Of Firms: Insights Into Marketing's Contribution To Firm Value, Sridhar N. Ramaswami, Rajendra K. Srivastava, Mukesh Bhargava
Research Collection Lee Kong Chian School Of Business
While there is recognition that market-based capabilities contribute to a firm’s financial performance, the exposition is largely conceptual (Srivastava et al. Journal of Marketing 62:2–18, 1998; Journal of Marketing 63:168–179, 1999). Using a resource based view of the firm, the present study proposes that (1) market-based assets and capabilities of a firm impacts (2) performance in three market-facing business processes (new product development, supply-chain and customer management), which in turn, influence (3) the firm’s financial performance. It develops related hypotheses and tests the framework empirically. The study also examines for the first time the interrelationship among the three business processes …
How Emerging Giants Are Rewriting The Rules Of M&A, Nirmalya Kumar
How Emerging Giants Are Rewriting The Rules Of M&A, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
While Western companies struggle with mergers and acquisitions, emerging giants like Indian aluminum producer Hindalco are using M&A as their main globalization strategy. That's partly because developing economies grew at near double-digit rates in the past 15 years, enabling many enterprises to make acquisitions. It's also because, according to the author's research, those corporations create more value from takeovers. To compete, Western multinationals should change their mind-set and shift the locus of their M&A efforts to regional headquarters in developing countries.U.S. and European companies, inhibited by slow-growing home markets, acquire rivals primarily to become bigger and thus create economies of …
India Unleashed, Nirmalya Kumar
India Unleashed, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Corporations in the developed world increasingly see India as a high-growth market and its companies as acquirers of their assets, global competitors, partners for enhancing the competitiveness of their global value chain and a source of new energy and dreams for the world economy. How did this all happen? The author shares the essence of what he learned from 10 trips to India to interview more than 30 CEOs and top executives who are unleashing the new global power of Indian firms.
Consumer Decision Making And Aging: Current Knowledge And Future Directions, Carolyn Yoon, Catherine A. Cole, Michelle P. Lee
Consumer Decision Making And Aging: Current Knowledge And Future Directions, Carolyn Yoon, Catherine A. Cole, Michelle P. Lee
Research Collection Lee Kong Chian School Of Business
We review existing knowledge about older consumers and decision making. We develop a conceptual framework that incorporates the notion of fit between individual characteristics, task demands and the contextual environment. When the fit is high, older consumers use their considerable knowledge and experience to compensate for the impact of any age-related changes in abilities and resources. When the fit is relatively low, older consumers feel increased need to adapt their decision making processes. We discuss these consumer adaptations and propose a number of research questions related to the processes underlying them in order to contribute to a better understanding of …
When Income Matters: Customers Evaluation Of Shopping Malls' Hedonic And Utilitarian Orientations, Thomas Allard, Barry J. Babin, Jean-Charles Chebat
When Income Matters: Customers Evaluation Of Shopping Malls' Hedonic And Utilitarian Orientations, Thomas Allard, Barry J. Babin, Jean-Charles Chebat
Research Collection Lee Kong Chian School Of Business
This study, based on 772 shopper's interviews in two shopping malls, establishes that malls can achieve differentiation from their competitors through the pursuit of singular orientations following the hedonic and utilitarian dimensions of shopping. Furthermore, perceived differentiation from competitors is found to positively influence customers’ attachment to the mall, a determining factor in the mall's evaluation. Interestingly, mall's orientation related to hedonic elements was found appealing by all subjects, although slightly more by those with lower income. However, utilitarian orientation appeared strictly effective on those with higher income. Theoretical and managerial implications along with limitations are discussed.
Defensive Relationship Marketing: Avoiding Decreasing Sales From Customers In Consumer Goods Mass Markets, Sabine Moeller, Martin Fassnacht, Sonja Klose
Defensive Relationship Marketing: Avoiding Decreasing Sales From Customers In Consumer Goods Mass Markets, Sabine Moeller, Martin Fassnacht, Sonja Klose
Research Collection Lee Kong Chian School Of Business
Enhancing customers' positive attitude towards a company does not exploit the whole potential of what can be done to increase sales. A more defensive approach focuses on the avoidance of customers' negative attitudes and behavior of withdrawal. Since research on this approach is scarce we aim to contribute by developing a model of how retailers can avoid decreasing sales in consumer goods mass markets. According to our aim we focus on customers who have already begun to decrease their sales. Our results show that core performance and trust in the future performance are the silver bullets to avoid decreasing sales.
Marketing Strategy And Wall Street: Nailing Down Marketing's Impact, Dominique M. Hanssens, Roland T. Rust, Rajendra Kumar Srivastava
Marketing Strategy And Wall Street: Nailing Down Marketing's Impact, Dominique M. Hanssens, Roland T. Rust, Rajendra Kumar Srivastava
Research Collection Lee Kong Chian School Of Business
Stock prices are based in large part on corporate financial statements, augmented by analysis by stock analysts. The ultimate goal of any marketing expenditure should be to increase the value of the firm, but the road from marketing expenditure to stock price is usually circuitous. This is because marketing’s path to financial impact is through revenues, and the road to revenues runs through the customer.
The Ceo's Marketing Manifesto, Nirmalya Kumar
The Ceo's Marketing Manifesto, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
CEOs are frustrated by marketing's inability to deliver results. Has the profession lost its relevance? It is argued that, while the function of marketing has lost ground, the importance of marketing as a mind-set geared toward customer focus has gained momentum. Here we challenge marketers to change their role from tactical implementers of traditional marketing functions - the tactical 4 P's - to orchestrating organization-wide, transformational initiatives aimed at profitably delivering value to customers.
Customer Integration: A Key To An Implementation Perspective Of Service Provision, Sabine Moeller
Customer Integration: A Key To An Implementation Perspective Of Service Provision, Sabine Moeller
Research Collection Lee Kong Chian School Of Business
A paradigm shift in marketing seems to be underway. Inspired by Vargo and Lusch's (2004a) proposal of service dominant logic, customer integration is proposed as a key component of marketing. Three stages of service provision are identified: facilities, transformation. and usage. The stages differ in terms of resource origin (company or customer), autonomy of decision-making (integrative or autonomous), and value (potential value, value-in-transformation. and value-in-use). These perspectives, which are synthesized in the study framework, shed light on the process of service provision and direct or indirect knowledge application (Vargo and Lusch 2004a). The author aims to show that in the …
Real-Time Evaluation Of Email Campaign Performance, Andre Bonfrer, Xavier Dreze
Real-Time Evaluation Of Email Campaign Performance, Andre Bonfrer, Xavier Dreze
Research Collection Lee Kong Chian School Of Business
We develop a testing methodology that can be used to predict the performance of e-mail marketing campaigns in real time. We propose a split-hazard model that makes use of a time transformation (a concept we call virtual time) to allow for the estimation of straightforward parametric hazard functions and generate early predictions of an individual campaign's performance (as measured by open and click propensities). We apply this pretesting methodology to 25 e-mail campaigns and find that the method is able to produce in an hour and fifteen minutes estimates that are more accurate and more reliable than those that the …
Choice Models In Marketing: Economic Assumptions, Challenges And Trends, Chandukala, Sandeep R., Jaehwan Kim, Thomas Otter, Peter E. Rossi, Greg M. Allenby
Choice Models In Marketing: Economic Assumptions, Challenges And Trends, Chandukala, Sandeep R., Jaehwan Kim, Thomas Otter, Peter E. Rossi, Greg M. Allenby
Research Collection Lee Kong Chian School Of Business
Choice Models in Marketing examines recent developments in the modeling of choice for marketing and reviews a large stream of research currently being developed by both quantitative and qualitative researches in marketing. Choice in marketing differs from other domains in that the choice context is typically very complex, and researchers' desire knowledge of the variables that ultimately lead to demand in marketplace. The marketing choice context is characterized by many choice alternatives. The aim of Choice Models in Marketing is to lay out the foundations of choice models and discuss recent advances. The authors focus on aspects of choice that …
Become A Value Merchant, James Anderson, Nirmalya Kumar, James A. Narus
Become A Value Merchant, James Anderson, Nirmalya Kumar, James A. Narus
Research Collection Lee Kong Chian School Of Business
Increasingly held accountable for reducing costs, purchasing and other customer managers don't have the luxury of simply believing suppliers' claims of cost savings. A relatively easy and quick way to obtain savings is for purchasing managers to focus on price and obtain price concessions from suppliers. To enhance their negotiating power, purchasing managers attempt to convince suppliers that their offerings are the same as their competitors, so that they could be easily replaced. In the face of such pressure, suppliers cave in and match competitor prices. Doing business based on demonstrating and documenting superior value is, indeed, a rare commodity. …
Certified Value Sellers, James Anderson, Nirmalya Kumar, James A. Narus
Certified Value Sellers, James Anderson, Nirmalya Kumar, James A. Narus
Research Collection Lee Kong Chian School Of Business
Some companies think that offering deep discounts to buyers is the only way to sell their products in business markets. The authors propose a better way.
Business Market Value Merchants, James Anderson, Nirmalya Kumar, James A. Narus
Business Market Value Merchants, James Anderson, Nirmalya Kumar, James A. Narus
Research Collection Lee Kong Chian School Of Business
To get a fair return on the superior value that their offerings deliver to customers, progressive B-to-B companies transform their sales forces from value spendthrifts into value merchants. These companies foster value merchants in more ways than simply compensating salespeople on profitability. As a result, their salespeople become value merchants, making business with customers more profitable by finding value drains and value leaks--rather than by seeking price cuts to retain or gain business.
Corporate Entrepreneurship As Resource Capital Configuration In Emerging Market Firms, Daphne W. Yiu, Chung-Ming Lau
Corporate Entrepreneurship As Resource Capital Configuration In Emerging Market Firms, Daphne W. Yiu, Chung-Ming Lau
Research Collection Lee Kong Chian School Of Business
Network-based resource capital such as political capital, social capital, and reputational capital are critical in providing firms with special access to various resources and legitimacy in emerging markets. However, how these generic nonmarket forms of capital are transformed into value-adding, industry-specific, and firm-specific uses, which subsequently enhance firm competitiveness, remained unanswered. Adopting a dynamic capability approach, this paper posits that corporate entrepreneurship performs a unique role of resource capital configuration and transformation in emerging market firms by continuously renewing firm competences so that congruence with the changing environment can be achieved. Building on this conceptualization, we argue that the positive …
Forecasting In Rapidly Changing Environments: An Application To The Us Motion Picture Industry, Anirban Mukherjee, Kadiyali Vrinda
Forecasting In Rapidly Changing Environments: An Application To The Us Motion Picture Industry, Anirban Mukherjee, Kadiyali Vrinda
Research Collection Lee Kong Chian School Of Business
Markets with rapidly changing environments provide forecasting challenges because of fewer similarities between past and future outcomes. In this paper, we provide a methodology that enables forecasting with relatively short histories. The application is to the U.S. motion picture industry where we forecast revenues in theatrical, sales (DVD and VHS), and rental channels. Using short market histories of similar products, we account for (1) observed and unobserved movie-specific characteristics, (2) seasonality of demand, (3) competition within and across multiple distribution channels (4) market expansion, substitution and complementarity between movies inside and across distribution channels. We extend the multiplicative competitive interaction …