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Tractable Approximations for Assortment Planning with Product Costs

Date: 01/03/2019 Author(s): Sumit Kunnumkal; Victor Martínez de Albéniz Document type: Article in Journal (refereed) Assortment planning under a logit demand model is a difficult problem when there are product-specific fixed costs. We develop a new continuous relaxation of the problem that is based on the parametrization of the problem on the total assortment attractiveness. This relaxation provides an upper bound on the optimal expected profit. We show that the ... More information

Exploring the Affective Underpinnings of Dynamic Managerial Capabilities: How Managers' Emotion Regulation Behaviors Mobilize Resources for their Firms

Date: 01/01/2019 Author(s): Quy Huy; Christoph Zott Document type: Article in Journal (refereed) Our inductive field study identifies specific emotion regulation (ER) actions as affective underpinnings of dynamic managerial capabilities. ER refers to the management and modification of one's own and other people's emotions for a specific purpose. Our study shows how differences in managers' attention to ER influence the extent to which they can ... More information Read related article

Advertising Non-Premium Products As If They Were Premium: The Impact Of Advertising Up On Advertising Elasticity And Brand Equity

Date: 01/09/2018 Author(s): Iván Guitart; Jorge González; Stefan Stremersch Document type: Article in Journal (refereed) Non-premium brands occasionally emulate their premium counterparts by using ads that emphasize premium characteristics such as superior performance and exclusivity. We define this practice as ?advertising up? and develop hypotheses about its short- and long-term impact on advertising elasticity and brand equity respectively. We test the hypotheses ... More information Read related article

Predicting the Consequences of Marketing Policy Changes: A New Data Enrichment Method with Competitive Reactions

Date: 01/10/2017 Author(s): Eelco Kappe; Sriram Venkataraman; Stefan Stremersch Document type: Article in Journal (refereed) This article introduces a new data enrichment method that combines revealed data on consumer demand and competitive reactions with stated data on competitive reactions to yet-to-be-enacted, unprecedented marketing policy changes. The authors extend the data enrichment literature to include stated competitive reactions, collected from subject-matter ... More information Read related article

The Social Underpinnings of Absorptive Capacity

Date: 01/04/2015 Author(s): Marco Tortoriello Document type: Article in Journal (refereed) Building on absorptive capacity and social network research, in this paper I investigate how individuals inside the organization use external knowledge to generate innovations. Through original sociometric data collected from 276 scientists, researchers, and engineers from the Research and Development division of a large multinational high-tech company, ... More information Read related article

Unraveling Scientific Impact: Citation Types in Marketing Journals

Date: 01/03/2015 Author(s): Stefan Stremersch; Nuno Camacho; et al. Document type: Article in Journal (refereed) The number of citations a paper receives is the most commonly used measure of scientific impact. In this paper, we study not only the number but also the type of citations that 659 marketing articles generated. We discern five citation types: application, affirmation, negation, review and perfunctory mention (i.e., citing an article only indirectly ... More information

Variable Selection in International Diffusion Models

Date: 01/12/2014 Author(s): Sarah Gelper; Stefan Stremersch Document type: Article in Journal (refereed) Prior research comes to different conclusions as to what country characteristics drive diffusion patterns. One prime difficulty that may partially explain this divergence between studies is the sparseness of the data, in terms of the periodicity as well as the number of products and countries, in combination with the large number of potentially influential ... More information Read related article

The Effect of Customer Empowerment on Adherence to Expert Advice

Date: 01/09/2014 Author(s): Nuno Camacho; Martijn G. De Jong; Stefan Stremersch Document type: Article in Journal (refereed) We study whether experts' decision to empower their customers to make their own decisions improves or deteriorates customer adherence to their advice. We distinguish between informational empowerment (discussion of solution-relevant information allowing the customer to better understand the choices she faces) and decisional empowerment (asking the ... More information Read related article

Split-Award Auctions for Supplier Retention

Date: 01/07/2014 Author(s): Aadhaar Chaturvedi; Damian R. Beil; Victor Martínez de Albéniz Document type: Article in Journal (refereed) To stay abreast of current supply-market pricing, it is common for procurement managers to frequently organize auctions among a pool of qualified suppliers (the supply base). Sole awards can alienate losing suppliers and cause them to defect from the supply base. To maintain the supply base and thereby control the high costs of finding and qualifying ... More information Read related article

Innovation and Technology Management in Competitive Strategy Research

Date: 01/07/2014 Author(s): Bruno Cassiman; Di Guardo. M.C. Document type: Book Chapter More information
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