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Articles 241 - 270 of 319
Full-Text Articles in Marketing
Rethinking Customer Solutions: From Product Bundles To Relational Processes, Kapil Tuli, Ajay K. Kohli, Sundar G. Bharadwaj
Rethinking Customer Solutions: From Product Bundles To Relational Processes, Kapil Tuli, Ajay K. Kohli, Sundar G. Bharadwaj
Research Collection Lee Kong Chian School Of Business
This study draws on depth interviews with 49 managers in customer firms and 55 managers in supplier firms and on discussions with 21 managers in two focus groups to propose a new way of thinking about customer solutions. Extant literature and suppliers interviewed for this study view a solution as a customized and integrated combination of goods and services for meeting a customer's business needs. In contrast, customers view a solution as a set of customerâ€supplier relational processes comprising (1) customer requirements definition, (2) customization and integration of goods and/or services and (3) their deployment, and (4) postdeployment customer support, …
The Effects Of Optimal Time Of Day On Persuasion Processes In Older Adults, Carolyn C. Yoon, Pui Yee, Michelle Lee, Shai Danziger
The Effects Of Optimal Time Of Day On Persuasion Processes In Older Adults, Carolyn C. Yoon, Pui Yee, Michelle Lee, Shai Danziger
Research Collection Lee Kong Chian School Of Business
Past research demonstrates that the majority of older adults (60 years and older) perform resource-demanding tasks better in the morning than in the afternoon or evening. The authors ask whether this time-of-day effect also impacts persuasion processes performed under relatively high involvement. The data show that the attitudes of older adults are more strongly affected by an easy-to-process criterion, picturerelatedness, at their non-optimal time of day (afternoon) and by a more-difficult-to-process criterion, argument strength, at their optimal time of day (morning). In contrast, the attitudes of younger adults are affected primarily by argument strength at both their optimal (afternoon) and …
A Framework For Supplier Relationship Management (Srm), Sabine Moeller, Martin Fassnacht, Sonja Klose
A Framework For Supplier Relationship Management (Srm), Sabine Moeller, Martin Fassnacht, Sonja Klose
Research Collection Lee Kong Chian School Of Business
We perceive growing expectations concerning the impact of the purchasing function and the suppliers on overall value creation of a firm. Purchasing is the gateway between the external suppliers and the internal functions creating and delivering value for customers. This shift has incredibly enhanced the importance of the supplier base. While the old arm length collaboration is perfectly suitable for some suppliers others should be treated as close partners. However, an overall framework of Supplier Relationship Management (SRM) integrating such different types of suppliers along the course of the relationship remains desirable. Our research aims to contribute by developing a …
Nation Equity: Incidental Emotions In Country-Of-Origin Effects, Durairaj Maheswaran, Cathy Yi Chen
Nation Equity: Incidental Emotions In Country-Of-Origin Effects, Durairaj Maheswaran, Cathy Yi Chen
Research Collection Lee Kong Chian School Of Business
Different from past research on country-of-origin effects that has focused on cognitive factors, this article examines the impact of incidental emotions and cognitive appraisals associated with these emotions on country-of-origin effects. Experiment 1 compared anger and sadness and demonstrated that country of origin influenced evaluations only in the angry (vs. sad) condition where human (vs. situation) control was high. Experiment 2 further identified the effects of agency control using a different emotion, frustration. Based on these observations, this article suggests that, like brands, countries also have equity associated with them, termed nation equity, that has both performance and emotional components. …
Linking Brand Equity To Customer Equity, Robert P. Leone, Vithala R. Rao, Kevin Lane Keller, Anita Man Luo, Leigh Mcalister, Rajendra Kumar Srivastava
Linking Brand Equity To Customer Equity, Robert P. Leone, Vithala R. Rao, Kevin Lane Keller, Anita Man Luo, Leigh Mcalister, Rajendra Kumar Srivastava
Research Collection Lee Kong Chian School Of Business
Customer equity and brand equity are two of the most important topics to academic researchers and practitioners. As part of the 2005 Thought Leaders Conference held at the University of Connecticut, the authors were asked to review what was known and not known about the relationship between brand equity and customer equity. During their discussions, it became clear that whereas two distinct research streams have emerged and there are distinct differences, the concepts are also highly related. It also became clear that whereas the focus of both brand equity and customer equity research has been on the end consumer, there …
Optimal Order Quantities With Remanufacturing Across New Product Generations, Shantanu Bhattacharya, V Daniel R. Guide, Luk N. Van Wassenhove
Optimal Order Quantities With Remanufacturing Across New Product Generations, Shantanu Bhattacharya, V Daniel R. Guide, Luk N. Van Wassenhove
Research Collection Lee Kong Chian School Of Business
We address the problem of determining the optimal retailer order quantities from a manufacturer who makes new products in conjunction with ordering remanufactured products from a remanufacturer using used and unsold products from the previous product generation. Specifically, we determine the optimal order quantity by the retailer for four systems of decision-making: (a) the three firms make their decisions in a coordinated fashion, (b) the retailer acts independently while the manufacturer and remanufacturer coordinate their decisions, (c) the remanufacturer acts independently while the retailer and manufacturer coordinate their decisions, and (d) all three firms act independently. We model the four …
Mabs: Spreadsheet– Based Decision Support For Precision Marketing, Bert De Reyck, Zeger Degraeve
Mabs: Spreadsheet– Based Decision Support For Precision Marketing, Bert De Reyck, Zeger Degraeve
Research Collection Lee Kong Chian School Of Business
In this paper, we describe a decision support system developed for automatically scheduling and optimising broadcasts of advertisements to mobile phones via SMS (Short Message Service) text messaging. The system, MABS or “Mobile Advertising Broadcast Scheduler”, is developed in Microsoft Excel with a link to Lingo, a modelling language and IP solver. It was developed for a London-based company specialized in location-sensitive precision marketing via mobile phones. The system significantly reduced the time required to schedule the broadcasts, and resulted both in increased customer response and revenues.
Make, Buy, Or Ally: A Transaction Cost Theory Meta-Analysis, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Nirmalya Kumar
Make, Buy, Or Ally: A Transaction Cost Theory Meta-Analysis, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Since the publication of Williamson's Markets and Hierarchies, many empirical articles have investigated the tenets of transaction cost theory. Using meta-analytic techniques, we quantitatively synthesized and evaluated transaction cost-based empirical research on organizational boundary (make, buy, or ally) decisions. We found strong support for the theory for both make versus buy and ally versus buy decisions. However, we did not find evidence that asset specificity had stronger predictive power than uncertainty. Hierarchical and relational governance appropriately aligned with transaction dimensions both led to enhanced performance. On the basis of our meta-analysis, we provide directions for future research.
Fashion Sense, Nirmalya Kumar, Sophie Linguri
Fashion Sense, Nirmalya Kumar, Sophie Linguri
Research Collection Lee Kong Chian School Of Business
The article focuses on Zara store, which was opened in La Coruña, in Northwest Spain. The stores of Zara had a selling area of 811,100 square meters in 56 countries. Zara had become the best-known fashion brand in Spain and the flagship brand of 5.7 billion euros holding group Inditex, with sales of 3.8 billion euros in the financial year 2004. Among the keys to the success of Zara is its approach to the supply chain. Half of the garments of Zara is sourced around from third parties in low-cost manufacturing locations, including Asia. Basic collection items or wardrobe "staples," …
Modeling Online Art Auction Dynamics Using Functional Data Analysis, Karempudi Srinivas Reddy, Mayukh Dass
Modeling Online Art Auction Dynamics Using Functional Data Analysis, Karempudi Srinivas Reddy, Mayukh Dass
Research Collection Lee Kong Chian School Of Business
In this paper, we examine the price dynamics of on-line art auctions of modern Indian art using functional data analysis. The purpose here is not just to understand what determines the final prices of art objects, but also the price movement during the entire auction. We identify several factors, such as artist characteristics (established or emerging artist; prior sales history), art characteristics (size; painting medium—canvas or paper), competition characteristics (current number of bidders; current number of bids) and auction design characteristics (opening bid; position of the lot in the auction), that explain the dynamics of price movement in an on-line …
Perceptual Fluency, Attitudes And Choice: Special Session: The Role Of Metacognition In Consumers’ Judgments, Andrew A. Mitchell, Seh-Woong Chung
Perceptual Fluency, Attitudes And Choice: Special Session: The Role Of Metacognition In Consumers’ Judgments, Andrew A. Mitchell, Seh-Woong Chung
Research Collection Lee Kong Chian School Of Business
In a series of studies we examine the relationship between perceptual fluency, attitudes and their accessibility and choice from a limited set of brands. We hypothesize that under these conditions, brand choice is a two-stage process. The first stage is a recognition stage where certain brands will "stand out" in the environment. The second stage is a choice stage, where consumers use information about the brands, which is stored in memory to make a choice.
The Impact Of Certain And Uncertain Store Promotions On The Decision-Making Process In Product Choices, Cathy Yi Chen
The Impact Of Certain And Uncertain Store Promotions On The Decision-Making Process In Product Choices, Cathy Yi Chen
Research Collection Lee Kong Chian School Of Business
Various store promotions ranging from dollar-off discounts to sweepstakes can induce different affects among consumers. Built on recent studies on the uncertainty of incidental affect, this research examines how promotions differ in the feeling of uncertainty elicited, which, in turn, influence the decision-making process of product choices. Specifically, we demonstrate that “uncertain” promotions (e.g., sweepstakes) can increase the extent of systematic decision-making in a subsequent product choice relative to “certain” promotions (e.g., discount) when the choice is easy. But the pattern is reversed when the choice is difficult. The implications to the incidental affect and promotion research are discussed.
Consumer Preferences For High-Tech Product Forms: Converged Or Separate? Evolution Of Technology & Reversal Of Preferences, Jin K. Han, Seh-Woong Chung, Seok Sohn Yong
Consumer Preferences For High-Tech Product Forms: Converged Or Separate? Evolution Of Technology & Reversal Of Preferences, Jin K. Han, Seh-Woong Chung, Seok Sohn Yong
Research Collection Lee Kong Chian School Of Business
With the surging popularity and growing availability of convergence products (e.g., camera phones, all-in-one PDAs) in high-tech product categories, consumers now face another dilemma in their purchase consideration: which product form converged, stand-alone, or both? This study sets out to investigate pattern(s) of consumer preferences for product form along the evolution of technology trajectories. In two experiments, we find that, at low levels of technological performance, consumers show an overwhelming preference for the converged product form over the dedicated counterpart; whereas, at a higher technological performance level, the pattern of preferences is reversed. Furthermore, we observe that a preannouncement of …
The Power Of Power In Supplier-Retailer Relationships, Nirmalya Kumar
The Power Of Power In Supplier-Retailer Relationships, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
In his interesting paper, Martin Hingley makes a few key observations about power and role accorded to it in the relationship marketing literature that has become increasingly popular over the past decade. Fundamentally, the article states that the relationship marketing view sees power as alien to effective relationships, as negating cooperation, and as the antithesis of trust. In other words, power in a relationship is ‘‘only viewed in a negative sense’’. Or, alternatively, power is viewed as not important enough to include in relationship marketing models because firms have moved from transactional exchanges to relational exchange. It is contended by …
Word-Of Mouth Transmission In Settings With Multiple Opinions: The Impact Of Other Opinions On Wom Intention And Strength, Gangseog Ryu, Lawrence Feick, Jin K. Han
Word-Of Mouth Transmission In Settings With Multiple Opinions: The Impact Of Other Opinions On Wom Intention And Strength, Gangseog Ryu, Lawrence Feick, Jin K. Han
Research Collection Lee Kong Chian School Of Business
In two experiments we examine word-of-mouth (WOM) in multiple opinion settings. In Study 1, we find that (generally) the presence of congruent other opinions tended to increase the likelihood and strength of WOM compared to a situation when there was no other opinion. In addition, incongruent other opinions also have a tendency to increase WOM likelihood, but reduced strength compared to when no other opinions were present. Further, we find that consumerÆs level of satisfaction and strength of social tie to the recipient moderated the effect of opinion congruence. In Study 2, we generally replicate the results in Study 1 …
The Korean Language And The Effects Of Its Honorifics System In Advertising: Deferential Vs. Informal Speech As Regulatory Prime On Persuasive Impact, Jin K. Han, Yong Seok Sohn, Kun Woo Yoo
The Korean Language And The Effects Of Its Honorifics System In Advertising: Deferential Vs. Informal Speech As Regulatory Prime On Persuasive Impact, Jin K. Han, Yong Seok Sohn, Kun Woo Yoo
Research Collection Lee Kong Chian School Of Business
A very prominent feature of the Korean language is its extensive honorifics system, where the speaker is obliged to adopt a level of speech (deferential vs. informal) befitting the status of the target audience. As the context for using deferential (informal) speech parallels the setting for prevention (promotion) focus, we set out to examine whether the Korean honorifics system itself functions as a natural prime for regulatory orientation. In Study 1, we find that deferential (informal) speech style activates prevention (promotion) focus in the addressee. Accordingly, we show that ad copies in deferential (informal) speech style resulted in regulatory fit …
Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar
Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Collaborative manufacturer-retailer relationships based on efficient consumer response (ECR) have become ubiquitous over the past decade. Yet academic studies of ECR adoption and its impact on marketing relationships are relatively scarce. Inspired by the relational view of competitive advantage, the authors empirically investigate whether the extent to which suppliers of a major retailer adopt ECR has a beneficial impact on their outcomes. The results demonstrate that whereas ECR adoption has a positive impact on supplier economic performance and capability development, it also generates greater perceptions of negative inequity on the part of the supplier. However, retailer capabilities and supplier trust …
Diffusion Of Art: An Investigation Of The Evolution Of Modern Indian Art, Srinivas K. Reddy, Mayukh Dass, Umesh Gaur
Diffusion Of Art: An Investigation Of The Evolution Of Modern Indian Art, Srinivas K. Reddy, Mayukh Dass, Umesh Gaur
Research Collection Lee Kong Chian School Of Business
No abstract provided.
Measuring Marketing Productivity: Current Knowledge And Future Directions, Roland T. Rust, Tim Ambler, Gregory S. Carpenter, V. Kumar, Rajendra Kumar Srivastava
Measuring Marketing Productivity: Current Knowledge And Future Directions, Roland T. Rust, Tim Ambler, Gregory S. Carpenter, V. Kumar, Rajendra Kumar Srivastava
Research Collection Lee Kong Chian School Of Business
For too long, marketers have not been held accountable for showing how marketing expenditures add to shareholder value. As time has gone by, this lack of accountability has undermined marketers' credibility, threatened the standing of the marketing function within the firm, and even threatened marketing's existence as a distinct capability within the firm. This article proposes a broad framework for assessing marketing productivity, cataloging what is already known, and suggesting areas for further research. The authors conclude that it is possible to show how marketing expenditures add to shareholder value. The effective dissemination of new methods of assessing marketing productivity …
Integrating Product Platform Development With Supply Chain Configuration In A Global Environment, Soumen Ghosh, Nagesh Murthy, Byung Joon Park
Integrating Product Platform Development With Supply Chain Configuration In A Global Environment, Soumen Ghosh, Nagesh Murthy, Byung Joon Park
Research Collection Lee Kong Chian School Of Business
In this research, we have investigated the interaction between product platform development and supply chain configuration in a global environment. A comprehensive decision support model has been developed to simultaneously determine product strategy and supply chain configuration. By Products we refer to the bundle of module option alternatives offered to market segments, and product platform development is a means of looking for the opportunity of sharing module option alternatives among products. A scenario analysis has been performed to gain insights on how platform development is influenced by market conditions and current supply chain configuration. The analysis shows that different supply …
The Effect Of Competitive Advertising Interference On Sales For Packaged Goods, Andre Bonfrer, Peter J. Danaher, Sanjay K. Dhar
The Effect Of Competitive Advertising Interference On Sales For Packaged Goods, Andre Bonfrer, Peter J. Danaher, Sanjay K. Dhar
Research Collection Lee Kong Chian School Of Business
Competitive advertising interference arises when viewers of advertising for a focal brand are also exposed to advertising messages for competing brands within a short time period, say one week for TV advertising. Although competitive advertising interference has been shown to reduce ad recall and recognition and brand evaluation measures, no studies have examined the impact on sales. In this research we use a market response model of sales for two grocery categories in the Chicago area to investigate possible advertising interference effects. The results show that competitive interference effects are strong. When one or more competing brands advertise in the …
Entry Mode And Performance In A Transitional Economy: A Framework For Foreign-Invested Enterprises In China, Howard Davies, Jin K. Han, Namwoon Kim, Jae H. Pae
Entry Mode And Performance In A Transitional Economy: A Framework For Foreign-Invested Enterprises In China, Howard Davies, Jin K. Han, Namwoon Kim, Jae H. Pae
Research Collection Lee Kong Chian School Of Business
A conceptual framework is developed, bringing together entry mode, the influence of state officials, and the adoption of a customer-driven orientation in order to explain the performance of foreign-invested firms in a transitional economy. The model is tested on a sample of firms in China across eight provinces and cities, spread across the relatively developed South Coast, the Central Belt formed by Shanghai and the Yangzi basin and the less-developed North and West. We find that the decision to enter through a joint venture reduces the customer focus of the enterprise. Contrary to expectation, however, we find no positive relationship …
Challenges To Academic Marketing: Toward The Next Decade, David B. Montgomery
Challenges To Academic Marketing: Toward The Next Decade, David B. Montgomery
Research Collection Lee Kong Chian School Of Business
At the turn of the century and millennium, the Marketing Science Institute and the American Marketing Association undertook in a conference and a special issue of the Journal of Marketing to examine what were seen as fundamental issues and directions for marketing in the dawning millennium. A series of competitively commissioned papers addressed such questions as: How do customers and consumers really behave? How do markets function and evolve? How do firms relate to their markets? And what are the contributions of marketing to organizational performance and societal welfare? These questions were thought to best satisfy the criteria of differentiation, …
Procedural Priming Effects On Spontaneous Inference Formation, Kirmani Amma, Michelle P. Lee, Carolyn Yoon
Procedural Priming Effects On Spontaneous Inference Formation, Kirmani Amma, Michelle P. Lee, Carolyn Yoon
Research Collection Lee Kong Chian School Of Business
Procedural priming refers to how the frequent or recent use of certain cognitive procedures on one task can lead to a greater propensity to use the same procedures on a subsequent task. In this paper, we demonstrate how procedural priming may be used to assess spontaneous inference formation in situations where the inference involves a relationship or rule. We do so in the context of the advertising cost–product quality rule, i.e., that higher advertising expense implies higher product quality. Prior research suggests that underlying the advertising cost–quality rule is a basic human attribution (the effort investment rule) that says, if …
To Pester Or Leave Alone: Lifetime Value Maximization Through Optimal Communication Timing, Xavier Dreze, Andre Bonfrer
To Pester Or Leave Alone: Lifetime Value Maximization Through Optimal Communication Timing, Xavier Dreze, Andre Bonfrer
Research Collection Lee Kong Chian School Of Business
The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we are interested in understanding the impact of communication frequency on customer retention and ultimately on lifetime value. We develop a theoretical framework for managing a customer database and addressing the tradeoffs between value extraction and customer retention. An empirical application of this framework is conducted for permission-based email marketing in the entertainment industry. This application recognizes the customization ability underlying …
The Demand And Supply-Side Impact Of The Kimberly-Clark, Scott Paper Products Merger In The Facial Tissues Category, Andre Bonfrer, Jagmohan S. Raju
The Demand And Supply-Side Impact Of The Kimberly-Clark, Scott Paper Products Merger In The Facial Tissues Category, Andre Bonfrer, Jagmohan S. Raju
Research Collection Lee Kong Chian School Of Business
We investigate how market behavior changed in the facial tissues category, following the 1995/1996 Kimberly-Clark merger with Scott Paper Products in the paper products industry. The facial tissues category is of interest because the US Department of Justice (DOJ), anticipating reduced competition after the merger, imposed a consent decree, requiring that Scotts’ facial tissues brands be licensed out to a third party. We utilize a two-stage budgeting demand system developed by Deaton and Muellbauer (1980a), coupled with general form supply-side first order conditions to compare demand and competitive behavior before and after the merger. Our findings indicate that the merger …
Kill A Brand, Keep A Customer, Nirmalya Kumar
Kill A Brand, Keep A Customer, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Kill a Brand, Keep a CustomerMost brands don't make much money. Year after year, businesses generate 80% to 90% of their profits from less than 20% of their brands. Yet most companies tend to ignore loss-making brands, unaware of the hidden costs they incur.That's because executives believe it's easy to erase a brand; they have only to stop investing in it, they assume, and it will die a natural death. But they're wrong. When companies drop brands clumsily, they antagonize loyal customers: Research shows that seven times out of eight, when firms merge two brands, the market share of the …
The Enhancement Bias In Consumer Decisions To Adopt And Utilize Product Innovations, Shenghui Zhao, Robert J. Meyer, Jin K. Han
The Enhancement Bias In Consumer Decisions To Adopt And Utilize Product Innovations, Shenghui Zhao, Robert J. Meyer, Jin K. Han
Research Collection Lee Kong Chian School Of Business
The ability of consumers to anticipate the value they will draw from new product generations that expand the capabilities of incumbent goods is explored. Drawing on previous research in affective forecasting, the work explores a hypothesis that consumers will frequently overestimate the benefits they envision drawing from new added product features and underestimate the learning costs required to realize those benefits. This hypothesis is tested using a computer simulation in which subjects are trained to play a Pacman-like arcade game where icons are moved over a screen by different forms of tactile controls. Respondents are then given the option to …
Store Brands: Who Buys Them And What Happens To Retail Prices When They Are Introduced?, Andre Bonfrer, Pradeep K. Chintagunta
Store Brands: Who Buys Them And What Happens To Retail Prices When They Are Introduced?, Andre Bonfrer, Pradeep K. Chintagunta
Research Collection Lee Kong Chian School Of Business
In this paper we study store brand demand behavior by examining a panel of household level and store-level data in five stores located in a competing market area. We seek to address three fundamental questions from this data. First, is there a link between store loyalty and brand loyalty? Second, does store loyalty raise store brand choice probabilities? Third, if a store brand is introduced into a category, what happens to the retail prices of the incumbent brands in the category? We find that store loyalty is negatively associated with brand loyalty, and that store loyalty increases the likelihood of …
Reasoning About Competitive Reactions: Evidence From Executives, David B. Montgomery, Marian Chapman Moore, Joel E. Urbany
Reasoning About Competitive Reactions: Evidence From Executives, David B. Montgomery, Marian Chapman Moore, Joel E. Urbany
Research Collection Lee Kong Chian School Of Business
Much of the empirical research on competitive reactions describes how or why rivals react to a firm’s past actions, but stops short of examining whether managers attempt to predict such reactions, which we call strategic competitive reasoning. In three exploratory studies, we find evidence of managers’ thinking about competitors’ past and future behavior, but little incidence of strategic competitive reasoning. Competitive intelligence experts and other experienced managers assessment of the results suggests the relatively low incidence of strategic competitor reasoning is due to perceptions of low returns from anticipating competitor reactions more than to the high cost of doing so. …