Why the Dynamics of Competition Matter for Category Profitability
– Sudhir Voleti, Manish Gangwar, and Praveen K. Kopalle
This research offers retailers a general, realistic, and practical category management approach by comprehensively accounting for competitive effects.
[Article Snapshot] [Full Article] [Google Scholar]

Valuing Subscription-Based Businesses Using Publicly Disclosed Customer Data
–Daniel M. McCarthy, Peter S. Fader, and Bruce G.S. Hardie
We develop a framework for linking the value of a firm’s customers to the overall value of the firm, incorporating key empirical realities associated with how customers are acquired and retained, with an underlying valuation model that lives up to the high standards of financial professionals.
[Article Snapshot] [Full Article] [Google Scholar]

Data Privacy: Effects on Customer and Firm Performance
– Kelly D. Martin, Abhishek Borah, and Robert W. Palmatier
Companies’ growing use of customer data is heightening people’s feelings of vulnerability that can create negative customer response and damage firm performance.
[Article Snapshot] [Full Article] [Google Scholar]

Organizational Multichannel Differentiation: An Analysis of Its Impact on Channel Relationships and Company Sales Success
– Andreas Fürst, Martin Leimbach, and Jana-Kristin Prigge
The article examines the performance impact of a firm’s division of responsibilities among multiple sales channels, finding that while organizing channels around customers may damage channel relationships, organizing channels around functions fosters them, thus differently affecting sales success.
[Article Snapshot] [Full Article] [Google Scholar]

The Effects of Products’ Aesthetic Design on Demand and Marketing-Mix Effectiveness: The Role of Segment Prototypicality and Brand Consistency
– Yan Liu, Krista J. Li, Haipeng (Allan) Chen, and Subramanian Balachander
We investigate the effect of product design aesthetics on consumer preference and find that consumer preference peaks at moderate levels of segment prototypicality and brand consistency and that economy products benefit from mimicking luxury product aesthetics.
[Article Snapshot] [Full Article] [Google Scholar]

Doing Well Versus Doing Good: The Differential Effect of Underdog Positioning on Moral and Competent Service Providers
– Amna Kirmani, Rebecca W. Hamilton, Debora V. Thompson, and Shannon Lantzy
Although consumers generally value competence more than morality when choosing between service providers, underdog positioning can help moral service providers overcome a deficit in competence.
[Article Snapshot] [Full Article] [Google Scholar]

The Clash of the Titans: On Retailer and Manufacturer Vulnerability in Conflict Delistings
– Sara Van der Maelen, Els Breugelmans, and Kathleen Cleeren
A conflict delisting (a removal of all of a manufacturer’s brands from a retailer’s shelves due to a conflict between them) is a no-win situation. Our study shows that both parties lost substantial market share, yet the retailer lost relatively more, and there is remarkable cross-case variation.
[Article Snapshot] [Full Article] [Google Scholar]

Project Customization and the Supplier Revenue–Cost Dilemmas: The Critical Roles of Supplier–Customer Coordination
– Yonggui Wang, Jongkuk Lee, Er (Eric) Fang, and Shuang Ma
This study examines customization as a coordination problem in transactions with business customers and suggests that the outcomes of customization depend on factors that relieve the coordination problem.
[Article Snapshot] [Full Article] [Google Scholar]

---