Dépouillements

Label confusion / Rick Harbaugh in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1512-1527 Titre : Label confusion : The groucho effect of uncertain standards Type de document : texte imprimé Auteurs : Rick Harbaugh, Auteur ; John W. Maxwell, Auteur ; Beatrice Roussillon, Auteur Année de publication : 2011 Article en page(s) : pp. 1512-1527 Note générale : Management Langues : Anglais (eng) Mots-clés : Marketing  Communications  Information  theory  Environment Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Labels certify that a product meets some standard for quality, but often consumers are unsure of the exact standard that the label represents. Focusing on the case of ecolabels for environmental quality, we show how even small amounts of uncertainty can create consumer confusion that reduces or eliminates the value to firms of adopting voluntary labels. First, consumers are most suspicious of a label when a product with a bad reputation has it, so labels are often unpersuasive at showing that a seemingly bad product is actually good. Second, label proliferation aggravates the effect of uncertainty, causing the informativeness of labels to decrease rather than increase. Third, uncertainty makes labeling and nonlabeling equilibria more likely to coexist as the number of labels increases, so consumers face greater strategic uncertainty over how to interpret the presence or absence of a label. Finally, a label can be legitimitized or spoiled for other products when a product with a good or bad reputation displays it, so firms may adopt labels strategically to manipulate such information spillovers, which further exacerbates label confusion. Managers can reduce label confusion by supporting mandatory labeling or by undertaking investments to make certain labels “focal.” DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Label confusion : The groucho effect of uncertain standards [texte imprimé] / Rick Harbaugh, Auteur ; John W. Maxwell, Auteur ; Beatrice Roussillon, Auteur . - 2011 . - pp. 1512-1527. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1512-1527 Mots-clés : Marketing  Communications  Information  theory  Environment Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Labels certify that a product meets some standard for quality, but often consumers are unsure of the exact standard that the label represents. Focusing on the case of ecolabels for environmental quality, we show how even small amounts of uncertainty can create consumer confusion that reduces or eliminates the value to firms of adopting voluntary labels. First, consumers are most suspicious of a label when a product with a bad reputation has it, so labels are often unpersuasive at showing that a seemingly bad product is actually good. Second, label proliferation aggravates the effect of uncertainty, causing the informativeness of labels to decrease rather than increase. Third, uncertainty makes labeling and nonlabeling equilibria more likely to coexist as the number of labels increases, so consumers face greater strategic uncertainty over how to interpret the presence or absence of a label. Finally, a label can be legitimitized or spoiled for other products when a product with a good or bad reputation displays it, so firms may adopt labels strategically to manipulate such information spillovers, which further exacerbates label confusion. Managers can reduce label confusion by supporting mandatory labeling or by undertaking investments to make certain labels “focal.” DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Corporate social responsibility and competitive advantage / Shuili Du in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1528-1545 Titre : Corporate social responsibility and competitive advantage : Overcoming the trust barrier Type de document : texte imprimé Auteurs : Shuili Du, Auteur ; C. B. Bhattacharya, Auteur ; Sankar Sen, Auteur Année de publication : 2011 Article en page(s) : pp. 1528-1545 Note générale : Management Langues : Anglais (eng) Mots-clés : Corporate  social  responsibility  Competitive  strategy  Challenger  brand  Affective  trust Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : This research builds on the complementary corporate social responsibility (CSR) literatures in strategy and marketing to provide insight into the efficacy of CSR as a challenger's competitive weapon against a market leader. Through an investigation of a real-world CSR initiative, we show that the challenger can reap superior business returns (i.e., more positive attitudinal and behavioral outcomes) among consumers who had participated in its CSR initiative, relative to those who were merely aware of the initiative. Specifically, participant consumers demonstrate the desired attitudinal and behavioral changes in favor of the challenger, regardless of their affective trust in the leader, whereas aware consumers' reactions become less favorable as their affective trust in the leader increases. Furthermore, participant consumers, but not aware ones, form a communal, trust-based bond with the challenger. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Corporate social responsibility and competitive advantage : Overcoming the trust barrier [texte imprimé] / Shuili Du, Auteur ; C. B. Bhattacharya, Auteur ; Sankar Sen, Auteur . - 2011 . - pp. 1528-1545. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1528-1545 Mots-clés : Corporate  social  responsibility  Competitive  strategy  Challenger  brand  Affective  trust Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : This research builds on the complementary corporate social responsibility (CSR) literatures in strategy and marketing to provide insight into the efficacy of CSR as a challenger's competitive weapon against a market leader. Through an investigation of a real-world CSR initiative, we show that the challenger can reap superior business returns (i.e., more positive attitudinal and behavioral outcomes) among consumers who had participated in its CSR initiative, relative to those who were merely aware of the initiative. Specifically, participant consumers demonstrate the desired attitudinal and behavioral changes in favor of the challenger, regardless of their affective trust in the leader, whereas aware consumers' reactions become less favorable as their affective trust in the leader increases. Furthermore, participant consumers, but not aware ones, form a communal, trust-based bond with the challenger. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Optimal and competitive assortments with endogenous pricing under hierarchical consumer choice models / Gürhan A. Kök in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1546-1563 Titre : Optimal and competitive assortments with endogenous pricing under hierarchical consumer choice models Type de document : texte imprimé Auteurs : Gürhan A. Kök, Auteur ; Yi Xu, Auteur Année de publication : 2011 Article en page(s) : pp. 1546-1563 Note générale : Management Langues : Anglais (eng) Mots-clés : Assortment  planning  Product  variety  Category  management  Pricing  Inventory  costs  Nested  multinomial  logit  model Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : This paper studies assortment planning and pricing for a product category with heterogeneous product types from two brands. We model consumer choice using the nested multinomial logit framework with two different hierarchical structures: a brand-primary model in which consumers choose a brand first, then a product type in the chosen brand, and a type-primary model in which consumers choose a product type first, then a brand within that product type. We consider a centralized regime that finds the optimal solution for the whole category and a decentralized regime that finds a competitive equilibrium between two brands. We find that optimal and competitive assortments and prices have quite distinctive properties across different models. Specifically, with the brand-primary model, both the optimal and the competitive assortments for each brand consist of the most popular product types from the brand. With the type-primary choice model, the optimal and the competitive assortments for each brand may not always consist of the most popular product types of the brand. Instead, the overall assortment in the category consists of a set of most popular product types. The price of a product under the centralized regime can be characterized by a sum of a markup that is constant across all products and brands, its procurement cost, and its marginal operational cost, implying a lower price for more popular products. The markup may be different for each brand and product type under the decentralized regime, implying a higher price for brands with a larger market share. These properties of the assortments and prices can be used as effective guidelines for managers to identify and price the best assortments and to rule out nonoptimal assortments. Our results suggest that to offer the right set of products and prices, category and/or brand managers should create an assortment planning process that is aligned with the hierarchical choice process consumers commonly follow to make purchasing decisions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Optimal and competitive assortments with endogenous pricing under hierarchical consumer choice models [texte imprimé] / Gürhan A. Kök, Auteur ; Yi Xu, Auteur . - 2011 . - pp. 1546-1563. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1546-1563 Mots-clés : Assortment  planning  Product  variety  Category  management  Pricing  Inventory  costs  Nested  multinomial  logit  model Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : This paper studies assortment planning and pricing for a product category with heterogeneous product types from two brands. We model consumer choice using the nested multinomial logit framework with two different hierarchical structures: a brand-primary model in which consumers choose a brand first, then a product type in the chosen brand, and a type-primary model in which consumers choose a product type first, then a brand within that product type. We consider a centralized regime that finds the optimal solution for the whole category and a decentralized regime that finds a competitive equilibrium between two brands. We find that optimal and competitive assortments and prices have quite distinctive properties across different models. Specifically, with the brand-primary model, both the optimal and the competitive assortments for each brand consist of the most popular product types from the brand. With the type-primary choice model, the optimal and the competitive assortments for each brand may not always consist of the most popular product types of the brand. Instead, the overall assortment in the category consists of a set of most popular product types. The price of a product under the centralized regime can be characterized by a sum of a markup that is constant across all products and brands, its procurement cost, and its marginal operational cost, implying a lower price for more popular products. The markup may be different for each brand and product type under the decentralized regime, implying a higher price for brands with a larger market share. These properties of the assortments and prices can be used as effective guidelines for managers to identify and price the best assortments and to rule out nonoptimal assortments. Our results suggest that to offer the right set of products and prices, category and/or brand managers should create an assortment planning process that is aligned with the hierarchical choice process consumers commonly follow to make purchasing decisions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

The labor illusion / Ryan W. Buell in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1564-1579 Titre : The labor illusion : How operational transparency increases perceived value Type de document : texte imprimé Auteurs : Ryan W. Buell, Auteur ; Michael I. Norton, Auteur Année de publication : 2011 Article en page(s) : pp. 1564-1579 Note générale : Management Langues : Anglais (eng) Mots-clés : Marketing  Channels  of  distribution  Queues  Industries  Business  services  Inventory–production  Operating  characteristics  Service  operations  Service  design Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Aubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggest that the longer people wait, the less satisfied they become; we demonstrate that because of what we term the labor illusion, when websites engage in operational transparency by signaling that they are exerting effort, people can actually prefer websites with longer waits to those that return instantaneous results—even when those results are identical. In five experiments that simulate service experiences in the domains of online travel and online dating, we demonstrate the impact of the labor illusion on service value perceptions, demonstrate that perceptions of service provider effort induce feelings of reciprocity that together mediate the link between operational transparency and increased valuation, and explore boundary conditions and alternative explanations. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] The labor illusion : How operational transparency increases perceived value [texte imprimé] / Ryan W. Buell, Auteur ; Michael I. Norton, Auteur . - 2011 . - pp. 1564-1579. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1564-1579 Mots-clés : Marketing  Channels  of  distribution  Queues  Industries  Business  services  Inventory–production  Operating  characteristics  Service  operations  Service  design Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Aubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggest that the longer people wait, the less satisfied they become; we demonstrate that because of what we term the labor illusion, when websites engage in operational transparency by signaling that they are exerting effort, people can actually prefer websites with longer waits to those that return instantaneous results—even when those results are identical. In five experiments that simulate service experiences in the domains of online travel and online dating, we demonstrate the impact of the labor illusion on service value perceptions, demonstrate that perceptions of service provider effort induce feelings of reciprocity that together mediate the link between operational transparency and increased valuation, and explore boundary conditions and alternative explanations. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

The threat from within / Brian R. Murtha in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1580-1593 Titre : The threat from within : Account managers' concern about opportunism by their own team members Type de document : texte imprimé Auteurs : Brian R. Murtha, Auteur ; Goutam Challagalla, Auteur ; Ajay K. Kohli, Auteur Année de publication : 2011 Article en page(s) : pp. 1580-1593 Note générale : Management Langues : Anglais (eng) Mots-clés : Transaction-specific  investments  Internal  opportunism  Continuity  Internal  blocking  Sales  teams Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be concerned about internal opportunism by nontargets of the investments (e.g., information technology or finance specialists in their own teams). Furthermore, it shows that concern about internal opportunism leads account managers to engage in internal blocking of their own team members (i.e., restricting their access to customers and to customer information), which results in lower performance with customers. This phenomenon is a conundrum in that account managers interested in stronger performance with customers appear to block the very functional specialists who can help them attain better performance. This research also identifies two types of continuities (account manager–customer continuity and specialist–customer continuity) that moderate the relationship between TSIs and concern about internal opportunism. Building on the literature in economics and organization theory, our research suggests that cross-functional teams that are designed to bring different functional areas together are more complex to manage than previously believed. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] The threat from within : Account managers' concern about opportunism by their own team members [texte imprimé] / Brian R. Murtha, Auteur ; Goutam Challagalla, Auteur ; Ajay K. Kohli, Auteur . - 2011 . - pp. 1580-1593. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1580-1593 Mots-clés : Transaction-specific  investments  Internal  opportunism  Continuity  Internal  blocking  Sales  teams Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be concerned about internal opportunism by nontargets of the investments (e.g., information technology or finance specialists in their own teams). Furthermore, it shows that concern about internal opportunism leads account managers to engage in internal blocking of their own team members (i.e., restricting their access to customers and to customer information), which results in lower performance with customers. This phenomenon is a conundrum in that account managers interested in stronger performance with customers appear to block the very functional specialists who can help them attain better performance. This research also identifies two types of continuities (account manager–customer continuity and specialist–customer continuity) that moderate the relationship between TSIs and concern about internal opportunism. Building on the literature in economics and organization theory, our research suggests that cross-functional teams that are designed to bring different functional areas together are more complex to manage than previously believed. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

The stock market in the driver's seat! implications for R&D and marketing / Anindita Chakravarty in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1594-1609 Titre : The stock market in the driver's seat! implications for R&D and marketing Type de document : texte imprimé Auteurs : Anindita Chakravarty, Auteur ; Rajdeep Grewal, Auteur Année de publication : 2011 Article en page(s) : pp. 1594-1609 Note générale : Management Langues : Anglais (eng) Mots-clés : Finance  Marketing  Research  and  development Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : The budgets for research and development (R&D) and marketing should be determined by managers to attain product market advantages. However, in response to investor expectations for short-term stock returns, managers may modify these budgets myopically to avoid unexpected short-term earnings shortfalls, at the cost of long-term profitability. We propose that the past behavior of firm stock returns and volatility may create investor expectations of short-term financial performance, which drives managers to modify either R&D or marketing budgets or both. In the context of high-technology firms, a Bayesian vector autoregression model, supported by content analysis, shows that few firms exhibit high levels of managerial myopia by simultaneously cutting both R&D and marketing budgets; instead, firms display moderate myopic reactions, in the form of unanticipated decreases in R&D budgets but increased budgets for marketing functions. The tendency to manage myopically in response to past stock returns and volatility increases as firm size or industry concentration decrease. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] The stock market in the driver's seat! implications for R&D and marketing [texte imprimé] / Anindita Chakravarty, Auteur ; Rajdeep Grewal, Auteur . - 2011 . - pp. 1594-1609. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1594-1609 Mots-clés : Finance  Marketing  Research  and  development Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : The budgets for research and development (R&D) and marketing should be determined by managers to attain product market advantages. However, in response to investor expectations for short-term stock returns, managers may modify these budgets myopically to avoid unexpected short-term earnings shortfalls, at the cost of long-term profitability. We propose that the past behavior of firm stock returns and volatility may create investor expectations of short-term financial performance, which drives managers to modify either R&D or marketing budgets or both. In the context of high-technology firms, a Bayesian vector autoregression model, supported by content analysis, shows that few firms exhibit high levels of managerial myopia by simultaneously cutting both R&D and marketing budgets; instead, firms display moderate myopic reactions, in the form of unanticipated decreases in R&D budgets but increased budgets for marketing functions. The tendency to manage myopically in response to past stock returns and volatility increases as firm size or industry concentration decrease. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

The dark side of rapport / Sandy Jap in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1610-1622 Titre : The dark side of rapport : Agent misbehavior face-to-face and online Type de document : texte imprimé Auteurs : Sandy Jap, Auteur ; Diana C. Robertson, Auteur ; Ryan Hamilton, Auteur Année de publication : 2011 Article en page(s) : pp. 1610-1622 Note générale : Management Langues : Anglais (eng) Mots-clés : Buyer–seller  interactions  Misbehavior  Unethical  behavior  Rapport  Emotion  Online  media  Lying  Misleading  Overpromising Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard negotiation settings, we investigate the effects of rapport in impasse settings, where conflict between negotiators' core needs means that a successful deal can only be reached when one or both parties acts unethically or “misbehaves,” for example, by lying to the negotiation partner. In a series of three experiments, we find that negotiators who have a high level of rapport are more likely to behave unethically than are negotiators who have a low level of rapport. We find this effect holds both when high rapport results from the way in which negotiations are conducted (face-to-face versus computer mediated) and also when rapport is established through a brief rapport-building exercise before negotiations begin. Finally, we find that the negative effects (unethical behavior)—but not the positive effects (satisfaction with the negotiation, trust, and willingness to work in the future with the negotiation partner)—of high rapport are reduced when negotiators are given a simple reminder before negotiations begin that one's actions can have long-term repercussions for one's reputation. Taken together, this research supports the idea that, despite its several advantages, in certain situations rapport has a dark side, of which negotiators must be wary. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] The dark side of rapport : Agent misbehavior face-to-face and online [texte imprimé] / Sandy Jap, Auteur ; Diana C. Robertson, Auteur ; Ryan Hamilton, Auteur . - 2011 . - pp. 1610-1622. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1610-1622 Mots-clés : Buyer–seller  interactions  Misbehavior  Unethical  behavior  Rapport  Emotion  Online  media  Lying  Misleading  Overpromising Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard negotiation settings, we investigate the effects of rapport in impasse settings, where conflict between negotiators' core needs means that a successful deal can only be reached when one or both parties acts unethically or “misbehaves,” for example, by lying to the negotiation partner. In a series of three experiments, we find that negotiators who have a high level of rapport are more likely to behave unethically than are negotiators who have a low level of rapport. We find this effect holds both when high rapport results from the way in which negotiations are conducted (face-to-face versus computer mediated) and also when rapport is established through a brief rapport-building exercise before negotiations begin. Finally, we find that the negative effects (unethical behavior)—but not the positive effects (satisfaction with the negotiation, trust, and willingness to work in the future with the negotiation partner)—of high rapport are reduced when negotiators are given a simple reminder before negotiations begin that one's actions can have long-term repercussions for one's reputation. Taken together, this research supports the idea that, despite its several advantages, in certain situations rapport has a dark side, of which negotiators must be wary. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Creating social contagion through viral product design / Sinan Aral in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1623-1639 Titre : Creating social contagion through viral product design : A randomized trial of peer influence in networks Type de document : texte imprimé Auteurs : Sinan Aral, Auteur ; Dylan Walker, Auteur Année de publication : 2011 Article en page(s) : pp. 1623-1639 Note générale : Management Langues : Anglais (eng) Mots-clés : Peer  influence  Social  contagion  Social  networks  Viral  marketing  Viral  product  design  Information  systems  Randomized  experiment Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : contagion, we designed and conducted a randomized field experiment involving the 1.4 million friends of 9,687 experimental users on Facebook.com. We find that viral features generate econometrically identifiable peer influence and social contagion effects. More surprisingly, we find that passive-broadcast viral features generate a 246% increase in peer influence and social contagion, whereas adding active-personalized viral features generate only an additional 98% increase. Although active-personalized viral messages are more effective in encouraging adoption per message and are correlated with more user engagement and sustained product use, passive-broadcast messaging is used more often, generating more total peer adoption in the network. Our work provides a model for how randomized trials can identify peer influence in social networks. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Creating social contagion through viral product design : A randomized trial of peer influence in networks [texte imprimé] / Sinan Aral, Auteur ; Dylan Walker, Auteur . - 2011 . - pp. 1623-1639. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1623-1639 Mots-clés : Peer  influence  Social  contagion  Social  networks  Viral  marketing  Viral  product  design  Information  systems  Randomized  experiment Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : contagion, we designed and conducted a randomized field experiment involving the 1.4 million friends of 9,687 experimental users on Facebook.com. We find that viral features generate econometrically identifiable peer influence and social contagion effects. More surprisingly, we find that passive-broadcast viral features generate a 246% increase in peer influence and social contagion, whereas adding active-personalized viral features generate only an additional 98% increase. Although active-personalized viral messages are more effective in encouraging adoption per message and are correlated with more user engagement and sustained product use, passive-broadcast messaging is used more often, generating more total peer adoption in the network. Our work provides a model for how randomized trials can identify peer influence in social networks. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Newspaper reports and consumer choice / Khim-Yong Goh in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1640-1654 Titre : Newspaper reports and consumer choice : Evidence from the do not call registry Type de document : texte imprimé Auteurs : Khim-Yong Goh, Auteur ; Kai-Lung Hui, Auteur ; Ivan P. L. Png, Auteur Année de publication : 2011 Article en page(s) : pp. 1640-1654 Note générale : Management Langues : Anglais (eng) Mots-clés : Advertising  Journalism  Information  Persuasion  Policy  Publicity Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Despite annual expenditures on public relations exceeding $19.42 billion, U.S. businesses lack practical guidance about the effectiveness of publicity in mass media. Here, we assemble a rich and novel data set to gauge the impact of news reports on consumer sign-ups with the U.S. Do Not Call (DNC) Registry. Using multiple identification strategies, we found robust evidence that news reports increased consumer registrations. Specifically, a 1% increase in the number of news reports increased DNC registrations by 0.018%. The impact increased with mention of the toll-free telephone number and URL, but decreased with the length of the headline and main text. Furthermore, we found evidence that reports affect behavior through persuasion as well as information—the impact on registration was higher for reports that mentioned the number of other people registering. Finally, the impact of news reports on consumer registration was stronger in national than local newspapers and in politically neutral and Democrat than Republican newspapers. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Newspaper reports and consumer choice : Evidence from the do not call registry [texte imprimé] / Khim-Yong Goh, Auteur ; Kai-Lung Hui, Auteur ; Ivan P. L. Png, Auteur . - 2011 . - pp. 1640-1654. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1640-1654 Mots-clés : Advertising  Journalism  Information  Persuasion  Policy  Publicity Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Despite annual expenditures on public relations exceeding $19.42 billion, U.S. businesses lack practical guidance about the effectiveness of publicity in mass media. Here, we assemble a rich and novel data set to gauge the impact of news reports on consumer sign-ups with the U.S. Do Not Call (DNC) Registry. Using multiple identification strategies, we found robust evidence that news reports increased consumer registrations. Specifically, a 1% increase in the number of news reports increased DNC registrations by 0.018%. The impact increased with mention of the toll-free telephone number and URL, but decreased with the length of the headline and main text. Furthermore, we found evidence that reports affect behavior through persuasion as well as information—the impact on registration was higher for reports that mentioned the number of other people registering. Finally, the impact of news reports on consumer registration was stronger in national than local newspapers and in politically neutral and Democrat than Republican newspapers. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Durable products, time inconsistency, and lock-in / Stephen M. Gilbert in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1655-1670 Titre : Durable products, time inconsistency, and lock-in Type de document : texte imprimé Auteurs : Stephen M. Gilbert, Auteur ; Sreelata Jonnalagedda, Auteur Année de publication : 2011 Article en page(s) : pp. 1655-1670 Note générale : Management Langues : Anglais (eng) Mots-clés : Marketing  Product  policy  New  products  Decision  analysis  Strategic  consumers Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many durable products cannot be used without a contingent consumable product, e.g., printers require ink, iPods require songs, razors require blades, etc. For such products, manufacturers may be able to lock in consumers by making their products incompatible with consumables that are produced by other firms. We examine the effectiveness of such a strategy in the presence of strategic consumers who anticipate the future prices of both the durable product and the contingent consumable. Under a lock-in strategy, the manufacturer has pricing power over the contingent consumable, which she can use to extract additional rents from higher valuation consumers, but such pricing power may also reduce consumers' willingness to pay for the durable because it subjects them to being held up with higher consumables prices in the future. Restricting our attention to linear pricing policies, we find that if the manufacturer can commit to shutting down production of her durable after an initial one-time sale, then competition from another consumable of an appropriately degraded level of quality can benefit the manufacturer by mitigating consumers' fears of being held up. On the other hand, when the manufacturer cannot commit to shutting down production of her durable, then her own output of additional durables gives her an incentive to keep consumables prices low, and competition in the consumables market is less beneficial. En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Durable products, time inconsistency, and lock-in [texte imprimé] / Stephen M. Gilbert, Auteur ; Sreelata Jonnalagedda, Auteur . - 2011 . - pp. 1655-1670. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1655-1670 Mots-clés : Marketing  Product  policy  New  products  Decision  analysis  Strategic  consumers Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many durable products cannot be used without a contingent consumable product, e.g., printers require ink, iPods require songs, razors require blades, etc. For such products, manufacturers may be able to lock in consumers by making their products incompatible with consumables that are produced by other firms. We examine the effectiveness of such a strategy in the presence of strategic consumers who anticipate the future prices of both the durable product and the contingent consumable. Under a lock-in strategy, the manufacturer has pricing power over the contingent consumable, which she can use to extract additional rents from higher valuation consumers, but such pricing power may also reduce consumers' willingness to pay for the durable because it subjects them to being held up with higher consumables prices in the future. Restricting our attention to linear pricing policies, we find that if the manufacturer can commit to shutting down production of her durable after an initial one-time sale, then competition from another consumable of an appropriately degraded level of quality can benefit the manufacturer by mitigating consumers' fears of being held up. On the other hand, when the manufacturer cannot commit to shutting down production of her durable, then her own output of additional durables gives her an incentive to keep consumables prices low, and competition in the consumables market is less beneficial. En ligne : http://mansci.journal.informs.org/content/57/9.toc

An empirical analysis of user content generation and usage behavior on the mobile internet / Anindya Ghose in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1671-1691 Titre : An empirical analysis of user content generation and usage behavior on the mobile internet Type de document : texte imprimé Auteurs : Anindya Ghose, Auteur ; Sang Pil Han, Auteur Année de publication : 2011 Article en page(s) : pp. 1671-1691 Note générale : Management Langues : Anglais (eng) Mots-clés : Mobile  Internet  Social  networks  Content  generation  Content  usage  Interdependence  Geographical  mobility  Identification Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : We quantify how user mobile Internet usage relates to unique characteristics of the mobile Internet. In particular, we focus on examining how the mobile-phone-based content generation behavior of users relates to content usage behavior. The key objective is to analyze whether there is a positive or negative interdependence between the two activities. We use a unique panel data set that consists of individual-level mobile Internet usage data that encompass individual multimedia content generation and usage behavior. We combine this knowledge with data on user calling patterns, such as duration, frequency, and locations from where calls are placed, to construct their social network and to compute their geographical mobility. We build an individual-level simultaneous equation panel data model that controls for the different sources of endogeneity of the social network. We find that there is a negative and statistically significant temporal interdependence between content generation and usage. This finding implies that an increase in content usage in the previous period has a negative impact on content generation in the current period and vice versa. The marginal effect of this interdependence is stronger on content usage (up to 8.7%) than on content generation (up to 4.3%). The extent of geographical mobility of users has a positive effect on their mobile Internet activities. Users more frequently engage in content usage compared to content generation when they are traveling. In addition, the variance of user mobility has a stronger impact on their mobile Internet activities than does the mean. We also find that the social network has a strong positive effect on user behavior in the mobile Internet. These analyses unpack the mechanisms that stimulate user behavior on the mobile Internet. Implications for shaping user mobile Internet usage behavior are discussed. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] An empirical analysis of user content generation and usage behavior on the mobile internet [texte imprimé] / Anindya Ghose, Auteur ; Sang Pil Han, Auteur . - 2011 . - pp. 1671-1691. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1671-1691 Mots-clés : Mobile  Internet  Social  networks  Content  generation  Content  usage  Interdependence  Geographical  mobility  Identification Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : We quantify how user mobile Internet usage relates to unique characteristics of the mobile Internet. In particular, we focus on examining how the mobile-phone-based content generation behavior of users relates to content usage behavior. The key objective is to analyze whether there is a positive or negative interdependence between the two activities. We use a unique panel data set that consists of individual-level mobile Internet usage data that encompass individual multimedia content generation and usage behavior. We combine this knowledge with data on user calling patterns, such as duration, frequency, and locations from where calls are placed, to construct their social network and to compute their geographical mobility. We build an individual-level simultaneous equation panel data model that controls for the different sources of endogeneity of the social network. We find that there is a negative and statistically significant temporal interdependence between content generation and usage. This finding implies that an increase in content usage in the previous period has a negative impact on content generation in the current period and vice versa. The marginal effect of this interdependence is stronger on content usage (up to 8.7%) than on content generation (up to 4.3%). The extent of geographical mobility of users has a positive effect on their mobile Internet activities. Users more frequently engage in content usage compared to content generation when they are traveling. In addition, the variance of user mobility has a stronger impact on their mobile Internet activities than does the mean. We also find that the social network has a strong positive effect on user behavior in the mobile Internet. These analyses unpack the mechanisms that stimulate user behavior on the mobile Internet. Implications for shaping user mobile Internet usage behavior are discussed. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Pooling, access, and countervailing power in channel governance / George Hendrikse in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1692-1702 Titre : Pooling, access, and countervailing power in channel governance Type de document : texte imprimé Auteurs : George Hendrikse, Auteur Année de publication : 2011 Article en page(s) : pp. 1692-1702 Note générale : Management Langues : Anglais (eng) Mots-clés : Channel  governance  Cooperatives  Pooling  Foreclosure  Market  power  Incomplete  contracts Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Fruit and vegetable marketing organization the Greenery has experienced various governance structure changes, like horizontal merger, forward integration, and the emergence of grower associations. A multilateral incomplete contracting model is presented to account for these changes by analysing the interactions between pooling, access, and countervailing power. This model does not only explain the changes at the Greenery, but it contributes also to the design of efficient channel governance. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Pooling, access, and countervailing power in channel governance [texte imprimé] / George Hendrikse, Auteur . - 2011 . - pp. 1692-1702. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1692-1702 Mots-clés : Channel  governance  Cooperatives  Pooling  Foreclosure  Market  power  Incomplete  contracts Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Fruit and vegetable marketing organization the Greenery has experienced various governance structure changes, like horizontal merger, forward integration, and the emergence of grower associations. A multilateral incomplete contracting model is presented to account for these changes by analysing the interactions between pooling, access, and countervailing power. This model does not only explain the changes at the Greenery, but it contributes also to the design of efficient channel governance. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

Cyclical bid adjustments in search-engine advertising / Xiaoquan (Michael) Zhang in Management science, Vol. 57 N° 9 (Septembre 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1703-1719 Titre : Cyclical bid adjustments in search-engine advertising Type de document : texte imprimé Auteurs : Xiaoquan (Michael) Zhang, Auteur ; Juan Feng, Auteur Année de publication : 2011 Article en page(s) : pp. 1703-1719 Note générale : Management Langues : Anglais (eng) Mots-clés : Bid  adjustment  Edgeworth  cycle  Keyword  auction Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Keyword advertising, or sponsored search, is one of the most successful advertising models on the Internet. One distinctive feature of keyword auctions is that they enable advertisers to adjust their bids and rankings dynamically, and the payoffs are realized in real time. We capture this unique feature with a dynamic model and identify an equilibrium bidding strategy. We find that under certain conditions, advertisers may engage in cyclical bid adjustments, and equilibrium bidding prices may follow a cyclical pattern: price-escalating phases interrupted by price-collapsing phases, similar to an “Edgeworth cycle” in the context of dynamic price competitions. Such cyclical bidding patterns can take place in both first- and second-price auctions. We obtain two data sets containing detailed bidding records of all advertisers for a sample of keywords in two leading search engines. Our empirical framework, based on a Markov switching regression model, suggests the existence of such cyclical bidding strategies. The cyclical bid-updating behavior we find cannot be easily explained with static models. This paper emphasizes the importance of adopting a dynamic perspective in studying equilibrium outcomes of keyword auctions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc [article] Cyclical bid adjustments in search-engine advertising [texte imprimé] / Xiaoquan (Michael) Zhang, Auteur ; Juan Feng, Auteur . - 2011 . - pp. 1703-1719. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 9 (Septembre 2011) . - pp. 1703-1719 Mots-clés : Bid  adjustment  Edgeworth  cycle  Keyword  auction Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Keyword advertising, or sponsored search, is one of the most successful advertising models on the Internet. One distinctive feature of keyword auctions is that they enable advertisers to adjust their bids and rankings dynamically, and the payoffs are realized in real time. We capture this unique feature with a dynamic model and identify an equilibrium bidding strategy. We find that under certain conditions, advertisers may engage in cyclical bid adjustments, and equilibrium bidding prices may follow a cyclical pattern: price-escalating phases interrupted by price-collapsing phases, similar to an “Edgeworth cycle” in the context of dynamic price competitions. Such cyclical bidding patterns can take place in both first- and second-price auctions. We obtain two data sets containing detailed bidding records of all advertisers for a sample of keywords in two leading search engines. Our empirical framework, based on a Markov switching regression model, suggests the existence of such cyclical bidding strategies. The cyclical bid-updating behavior we find cannot be easily explained with static models. This paper emphasizes the importance of adopting a dynamic perspective in studying equilibrium outcomes of keyword auctions. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/9.toc

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