Behavioral research and empirical modeling of marketing channels: Implications for both fields and a call for future research
Tóm tắt
Từ khóa
Tài liệu tham khảo
Ackerman, M. S., Cranor, L. F., & Reagle, J. (1999). Privacy in E-commerce: Examining user scenarios and privacy preferences. Proceedings of the ACM Electronic Commerce Conference, 1–8.
Acquisti, A. (2004). Privacy in electronic commerce and the economics of immediate gratification. Proceedings of the ACM Electronic Commerce Conference, 21–29.
Acquisti, A., & Varian, H. (2005). Conditioning prices on purchase history. Marketing Science, 24(3), 1–15.
Amaldoss, W., Meyer, R. J., Raju, J., & Rapoport, A. (2000). Collaborating to compete. Marketing Science, 19(2), 105–126.
Armstrong, J. S., & Collopy, F. (1996). Competitor orientation: Effects of objectives and information on managerial decisions and profitability. Journal of Marketing Research, 33, 188–199.
Assuncao, J., & Meyer, R. J. (1993). The rational effect of price promotions on sales and consumption. Management Science, 39(5), 517–535.
Banks, D. T., Hutchinson, J. W., & Meyer, R. J. (2002). Reputation in marketing channels: Repeated-transactions bargaining with two-sided uncertainty. Marketing Science, 21(3), 251–272.
Barberis, N. C., & Thaler, R. H. (2003). A survey of behavioral finance. In G. M. Constantinides, M. Harris, & R. M. Stulz (Eds.), Handbook of the economics of finance: Volume 1B, financial markets and asset pricing (pp. 1053–1128). North Holland: Elsevier.
Basu, A. K., Lal, R., Srinivasan, V., & Staelin, R. (1985). A theory of salesforce compensation plans. Marketing Science, 4, 267–291.
Bolton, L. E., Warlop, L., & Alba, J. W. (2003). Consumer perceptions of price (un)fairness. Journal of Consumer Research, 29, 471–491.
Camerer, C., & Lovallo, D. (1999). Overconfidence and excess entry: An experimental approach. The American Economic Review, 89(1), 306–318.
Camerer, C. F., Ho, T.-H., & Chong, J.-K. (2004). A cognitive hierarchy model of games. Quarterly Journal of Economics, 119(3), 861–898.
Chintagunta, P., Erdem, T., Rossi, P. E., & Wedel, M. (2006). Structural modeling in marketing: Review and assessment. Marketing Science, 25(6), 604–616.
Cui, T. H., Raju, J., & Zhang, J. (2007). Fairness and channel coordination. Management Science, 53(8), 1303–1314.
Davis, H. L., Hoch, S. J., & Easton Ragsdale, E. K. (1986). An anchoring and adjustment model of spousal predictions. Journal of Consumer Research, 13, 25–37.
Estes, W. K. (1982). Models of learning, memory, and choice. New York: Praeger.
Fehr, E., Klein, A., & Schmidt, K. M. (2007). Fairness and contract design. Econometrica, 75(1), 121–154.
Fudenberg, D., & Levine, D. (1999). The theory of learning in games. Cambridge: MIT.
Fudenberg, D., & Levine, D. (2006). Superstition and rational learning. American Economic Review, 96(3), 630–651.
Ghnemat, R., Oqeili, S., Bertelle, C., & Duchamp, G. H. E. (2006). Automata-based adaptive behavior for economic modelling using game theory. In M. Aziz-Alaoui, & C. Bertelle (Eds.), Emergent properties in natural and artificial dynamical systems (pp. 171–183). Berlin: Springer-Verlag.
Ghosh, M., & John, G. (2000). Experimental evidence for agency models of salesforce compensation. Marketing Science, 19(4), 348–365.
Gilbert, D. T., & Wilson, T. D. (2007). Prospection: Experiencing the future. Science, 317, 1351–1354.
Goel, A. M., & Thakor, A. V. (2008). Overconfidence, CEO selection, and corporate governance. Journal of Finance, 63(6), 2737–2784.
Golder, P., & Tellis, G. J. (1993). Pioneering advantage: Marketing fact or marketing legend? Journal of Marketing Research, 30, 158–170.
Goldfarb, A., & Yang, B. (2009). Are all managers created equal? Journal of Marketing Research, 46(5), 612–622.
Hardie, B. G. S., Johnson, E. J., & Fader, P. S. (1993). Modeling loss aversion and reference dependence effects on brand choice. Marketing Science, 12(4), 378–392.
Ho, T.-H., Lim, N. C., & Camerer, C. F. (2006). Modeling the psychology of consumer and firm behavior with behavioral economics. Journal of Marketing Research, 43(3), 307–331.
Ho, T.-H., & Zhang, J. (2008). Designing pricing contracts for boundedly rational customers: Does the framing of the fixed fee matter? Management Science, 54(4), 686–700.
Hogarth, R., & Karelaia, N. (2007). Heuristic and linear models of judgment: Matching rules and environments. Psychological Review, 114, 733–758.
John, G., & Reve, T. (1982). The reliability and validity of key informant data from dyadic relationships in marketing channels. Journal of Marketing Research, 19(4), 517–524.
John, L., Acquisti, A., & Loewenstein, G. (2009). The best of strangers: Context-dependent willingness to divulge personal information. Retrieved from SSRN, http://ssrn.com/abstract=1430482 .
Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263–291.
Kahneman, D., & Lovallo, D. (1993). Timid choices and bold forecasts: A cognitive perspective on risk and risk taking. Management Science, 39, 17–31.
Kalyanaram, G., & Winer, R. S. (1995). Empirical generalizations from reference price research. Marketing Science, 14(3), G161–G169.
Kunreuther, H., Meyer, R., Zeckhauser, R., Slovic, P., Schwartz, B., Schade, C., et al. (2002). High stakes decision making: Normative, descriptive and prescriptive considerations. Marketing Letters, 13(3), 259–268.
Lal, R. (1990). Improving channel coordination through franchising. Marketing Science, 9(4), 299–318.
Loewenstein, G. F. (1996). Out of control: Visceral influences on behavior. Organizational Behavior and Human Decision Processes, 65, 272–292.
Loewenstein, G., & Prelec, D. (1992). Anomalies in interpersonal choice: Evidence and an interpretation. In G. Loewenstein & J. Elster (Eds.), Choice over time. New York: Russell Sage Foundation.
Loewenstein, G., & Schkade, D. (1999). Wouldn’t it be nice? Predicting future feelings. In D. Kahneman & E. Diener (Eds.), Well-being: The foundations of hedonic psychology. New York: Rusell Sage Foundation.
Lynch, J., & Zauberman, G. (2006). When do you want it? Time, decisions, and public policy. Journal of Public Policy and Marketing, 25(1), 67–78.
Mahajan, J. U. (1992). The overconfidence effect in marketing management predictions. Journal of Marketing Research, 29(3), 329–342.
McGuire, T., & Staelin, R. (1983). An industry equilibrium analysis of downstream vertical integration. Marketing Science, 2(2), 161–190.
Malmendier, U., & Tate, G. (2005). CEO overconfidence and corporate investment. Journal of Finance, 60(6), 2661–2700.
Malkoc, S., & Zauberman, G. (2006). Deferring versus expediting consumption: The effect of outcome concreteness on sensitivity to time horizon. Journal of Marketing Research, 43(4), 618–627.
Meyer, R. J., & Banks, D. (1997). Bubbling geniuses: Behavioral theory and naïve strategic reasoning. In G. Day & D. Reibstein (Eds.), Wharton on competitive strategy (pp. 151–176). New York: Wiley.
Meyer, R. J., Zhao, S., & Han, J. (2008). Biases in the valuation versus usage of innovative product features. Marketing Science, 27(6), 1083–1097.
Montgomery, D. B., Chapman Moore, M., & Urbany, J. E. (2005). Reasoning about competitive reactions: Evidence from executives. Marketing Science, 24(1), 138–149.
Porac, J. F., Thomas, H., Wilson, F., Paton, D., & Kanfer, A. (1995). Rivalry and the industry model of Scottish knitwear producers. Administrative Science Quarterly, 40(2), 203–227.
Raju, J., & Zhang, J. (2005). Channel coordination in the presence of a dominant retailer. Marketing Science, 24(2), 254–262.
Schumpeter, J. A. (1942). Capitalism, socialism, and democracy. New York: Harper.
Shi, K., & Xiao, T. (2008). Coordination of a supply chain with a loss-averse retailer under two types of contracts. International Journal of Information and Decision Sciences, 1(1), 5–25.
Soll, J. B., & Klayman, J. (2004). Overconfidence in interval estimates. Journal of Experimental Psychology: Learning, Memory, and Cognition, 30(2), 299–314.
Spiekermann, S. (2006). Individual price discrimination—An impossibility? International Conference for Human–Computer Interaction (CHI’2006), Workshop on Privacy and Personalization, Montreal, Canada, May.
Streifield, D. (2001). On the web price tags blur: What you pay could depend on who you are. The Washington Post, September 27.
Sutcliffe, K. M. (1994). What executives notice: Accurate perceptions in top management teams. Academy of Management Journal, 37(5), 1360–1378.
Thaler, R. H. (2000). From homo economicus to Homo sapiens. Journal of Economic Perspectives, 14(1), 133–141.
Thaler, R. H. (2008). Mental accounting and consumer choice: Anatomy of a failure. Marketing Science, 27(1), 12–14.
Urbany, J. E., Kordupleski, R., & Davis, J. H. (2008). Managerial judgment of customer value. Working Paper, University of Notre Dame.
Villas-Boas, M. (2004). Consumer learning, brand loyalty, and competition. Marketing Science, 23(1), 134–145.
Vosgerau, J., Anderson, E., & Ross, W. T. (2008). Can inaccurate perceptions in business-to-business (B2B) relationships be beneficial? Marketing Science, 27(2), 205–224.
Wang, C. X., & Webster, S. (2007). Channel coordination for a supply chain with a risk-neutral manufacturer and a loss-averse retailer. Decision Sciences, 38(3), 361–389.
Zauberman, G. (2003). The intertemporal dynamics of consumer lock-in. Journal of Consumer Research, 30(3), 405–419.
Zauberman, G., & Lynch, J. G. (2005). Resource slack and propensity to discount delayed investments of time versus money. Journal of Experimental Psychology: General, 134(1), 23–37.