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.
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.
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.
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.
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.
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.
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.
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.