Research

2018

2016

When 1 + 1 > 2: How Investors React to New Product Releases Announced Concurrently with Other Corporate News

December 

Firms routinely use press releases to announce the launch of their new products. An examination of these press releases shows that in approximately 7% of cases, firms issue new product announcements concurrently […]

Managing the Clues in Cancer Care

March 

After building a strong relationship with her medical oncologist and giving informed consent for intensive chemotherapy, a middle-aged woman with newly diagnosed large cell lymphoma was ushered through an unmarked door into […]

Interpreting the Stock Returns to New Product Announcements: How the Past Shapes Investors’ Expectations of the Future

December 

Investors routinely follow firms’ communications and actions in order to form expectations about the future performance of firms. The authors propose a set of firm and industry characteristics that influence the formation […]

Pricing Model for Hybrid Bundles: Analytical Model and Insights

June 

Retailers are increasingly offering hybrid bundles — products that combine both good(s) and service(s). Some hybrid bundles, such as Lowe’s flooring that combines flooring material (good) and flooring installation (service) are sold […]

Mobile Shopper Marketing: Key Issues, Current Insights, and Future Research Avenues

May 

The intersection of mobile marketing and shopper marketing, known as mobile shopper marketing, is a rapidly evolving area. We formally define mobile shopper marketing as the planning and execution of all mobile-based […]

Mobile Marketing: The Way Forward

May 

Firms spent about a quarter of their digital budget on mobile, and mobile will contribute nearly a quarter of all digital revenues in 2015 (eMarketer 2015). Mobile marketing has grown substantially in […]

The New Diagnosis Bundle: Improving Care Delivery for Patients with Newly Diagnosed Cancer

May 

Abstract A new cancer diagnosis is almost universally disorienting and frightening. It therefore is not surprising that anxiety and depression are highly prevalent among newly diagnosed patients1 and that the need for […]

Essentials for Improving Service Quality in Cancer Care

March 

Introduction Some 1.6 million Americans were diagnosed with cancer in 2015, according to American Cancer Society estimates, at an annual cost exceeding $125 billion.1,2 Despite breathtaking scientific achievements in diagnosis and treatment, […]

The Branding of Palliative Care

January 

Introduction Palliative care provides relief from the physical and emotional suffering associated with serious illness. It offers an extra layer of support to patients, family caregivers, and treating clinicians.1,2 When used early […]

Customer Satisfaction and Long-Term Stock Returns

September 

We reexamine the relation between customer satisfaction (measured by the American Customer Satisfaction Index (ACSI)) and long-term stock returns, using statistical tests that are well-specified in the presence of industry clustering. Our […]

2015

Behavior-Based Pricing: An Analysis of the Impact of Peer-Induced Fairness

March 

Firms tracking consumer purchase information often use behavior-based pricing (BBP), i.e., price discriminate between consumers based on preferences revealed from purchase histories. However, behavioral research has shown that such pricing practices can […]

When the Customer is Stressed

October 

Introduction Customers’ assessments of quality and value, decisions about what and where to buy, and recommendations to others are all influenced by emotions. But too often companies don’t adequately anticipate those emotions […]

2014

… and the Cross-Section of Expected Returns

October 

Hundreds of papers and hundreds of factors attempt to explain the cross-section of expected returns. Given this extensive data mining, it does not make any economic or statistical sense to use the […]

Employee-Based Brand Equity: The Impact of Customer Perceptions on Executive Pay

December 

This article examines the concept of employee-based brand equity – the value that a brand provides to a firm through its effects on the attitudes and behaviors of its employees – and […]

2013

Wedded Bliss or Tainted Love?: Stock Market Reactions to the Introduction of Co-branded Products

December 

We examine whether co-branding — the practice of using two established brand names on the same product — increases the market value of parent firms. Using data from the consumer packaged goods […]

2012

The Best of Both Worlds? Effects of Attribute-Induced Goal Conflict on Consumption of Healthy Indulgences

December 

Marketers commonly assume that health claims attached to otherwise unhealthful food stimulate consumption because such claims offer justification for indulgence and reduce guilt. This article proposes a generalized theory of healthful indulgences, […]

Marketing of Vice Goods: A Strategic Analysis of the Package Size Decision

January 

Consumers are often unable to resist the temptation of overconsuming certain products such as cookies, crackers, soft drinks, alcohol, etc. To control their consumption, some consumers buy small packages or abstain from […]

Self Control and Incentives: An Analysis of Multi-Period Quota Plans

September 

It is well known that individuals often fail to exert proper self-control. In organizational settings, this can lead to reduced productivity and profits. We use the literature on present-biased preferences to model […]

2011

The Effect of the Work and Physical Environment on Hospital Nurses’ Perceptions and Attitudes: Service Quality and Commitment

October 

This study investigates the effect of the physical and work environments of a hospital on nurses’ perceptions of and attitudes toward the hospital. Using a unique dataset resulting from a quasi-experiment in […]

A Conceptual Framework of the Domain of Evidence-Based Design

September 

The physical facilities in which healthcare services are performed play an important role in the healing process. Evidence-based design in healthcare is a developing field of study that holds great promise for […]

Behemoths at the Gate: How Incumbents Take On Acquisitive Entrants (And Why Some Do Better Than Others)

October 

Corporate acquisitions are a ubiquitous feature of today’s business landscape, and a widely used means by which large firms enter new markets. As large acquirers swoop in to acquire firms in new […]

Innovation Metrics

September 

No firm can last forever on its existing products. It is necessary for a firm to invest for the future through either entirely new products or enhancements of existing products/services. Thus, investments […]

2010

Reference Groups and Product Line Decisions: An Experimental Investigation of Limited Editions and Product Proliferation

April 

Some luxury goods manufacturers offer limited editions of their products, whereas some others market multiple product lines. Researchers have found that reference groups shape consumer evaluations of these product categories. Yet little […]

As Pleasure Unfolds: Hedonic Responses to Tempting Food

December 

Why do chronic dieters often violate their dieting goals? One possibility is that they experience stronger hedonic responses to tempting food than normal eaters do. We scrutinized hedonic processing in dieters and […]

The Effects of Sales Promotions on Size and Composition of the Shopping Basket: Regulatory Compatibility from Framing and Temporal Restrictions

June 

Most literature on sales promotions focuses on responses to the promoted brand. Across two experimental studies and one field study, the authors examine how sales promotions may affect the size and composition […]

Consumer Relationship Proneness: A Reexamination and Extension Across Service Exchanges

February 

Purpose : This paper aims to answer two key questions focused on increasing the understanding of consumer relationship proneness (CRP) and its role in customer relationship management. First, is CRP linked to […]

2009

Pricing Digital Product Lines: A Model and Application for the National Academies Press

July 

We examine the problem of how a content provider, specifically the National Academies Press (NAP), can optimally price the different forms of its product–print and PDF–that it sells online. Whereas products in […]

Self Control and Optimal Goals: A Theoretical Analysis

November 

Consumers set goals to achieve a variety of objectives such as losing weight, saving for retirement, and achieving better health. A large body of literature in psychology and consumer behavior shows that […]

2008

Want To, Ought To, Need To: Employee Commitment to Organizational Change

January 

Purpose: This study aims to focus on the role of employee commitment in the success of organizational change initiatives. The authors seek to propose and test a model that delineates antecedents and […]

Innovation’s Effect on Firm Value and Risk: Insights from Consumer Packaged Goods

March 

What is the relationship between innovation and firm value? Does the type of innovation make a difference? To answer these questions, the authors examine how breakthrough and incremental innovations affect three different […]

Trading Up: A Strategic Analysis of Reference Group Effects

September 

Reference groups influence product and brand evaluations, especially when the product is a publicly consumed luxury good. Marketers of such luxury goods need to carefully balance two important social forces: (1) the […]

Cross-Functional Integration and New Product Performance: An Empirical Investigation of the Findings

November 

Although cross-functional integration is often considered an important element in a successful new product development program, a great deal of variance exists in extant literature regarding how integration is defined and implemented […]

The Effect of the Servicescape on Service Workers

February 

Although studies have provided evidence that characteristics of the physical environment (servicescape) affect employees’ attitudes (e.g., job satisfaction), these studies were limited in the scope of the characteristics they examined. Furthermore, they […]

Joint Bidding in the Name-Your-Own-Price Channel: A Strategic Analysis’

October 

In this paper, we study the name-your-own-price (NYOP) channel. We examine theoretically and empirically whether asking consumers to place a joint bid for multiple items, rather than bid one item at a […]

The Impact of Facility Improvements on Hospital Nurses

December 

Objectives: The primary purpose of the research was to assess differences in nurses’ perceptions of their job, hospital, and building features following the opening of a new hospital wing. Secondary purposes included […]

Patients’ Commitment to their Primary Physician and Why it Matters

January 

The article presents a study on patient-physician relationship and its relevance on adherence to medical care. The study uses questionnaire given to patients in 4 major clinics in Central Texas. It uses […]

Want To, Ought To, Need To: Employee Commitment to Change in a Service Organization

January 

Purpose: This study aims to focus on the role of employee commitment in the success of organizational change initiatives. The authors seek to propose and test a model that delineates antecedents and […]

Digital Piracy: A Competitive Analysis

July 

In recent years, the issue of copyright protection for intellectual properties such as computer software, music CDs, and videos has become increasingly important. It is often claimed that illegal copying of intellectual […]

Recalling Past Temptations: An Information-Processing View of the Dynamics of Self-Control

December 

This research investigates how consumers respond to food-related temptations as a function of recalling their own behavior when faced with a similar temptation in the recent past. Bringing together different streams of […]

2007

The Influence of Experience and Sequence of Conflicting Emotions on Ad Attitudes

March 

Two experiments suggest that when participants evaluate an ad, they prefer improving ad emotions, because attitudes are based on an assessment of whether the emotions deviate positively or negatively from previous levels […]

New Product Preannouncements and Shareholder Value: Don’t Make Promises You Can’t Keep

April 

New product preannouncements are strategic signals that firms direct at their customers, competitors, channel members, and investors. They have been touted as effective means of deterring competitor entry, informing potential customers, and […]

Why Some Acquisitions Do Better than Others: Product Capital as a Driver of Long-term Stock Returns

April 

Corporate acquisitions are strategic actions that loom large in the minds of many senior managers. Despite decades of study, little systematic research exists on a central question: Why do the acquisitions of […]

Innovativeness and new product success: insights from the cumulative evidence

March 

The field of product innovation has expanded rapidly and clear insights regarding the relationship between product innovativeness and new product performance have become more elusive and difficult to discern through qualitative reviews […]

Immediate and Delayed Emotional Consequences of Indulgence: The Moderating Influence of Personality Type on Mixed Emotions

August 

The majority of literature looking at self-control dilemmas has focused on short-term positive and long-term negative affective outcomes arising from indulgence. In two studies, we find evidence for more complex emotional responses […]