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SSRN Research Paper Series
The Social Science Research Network’s Research Paper Series includes working papers produced by Stanford GSB the Rock Center.
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We discuss how regression discontinuity designs arise naturally in settings where firms target marketing activity at consumers, and discuss how this aspect may be exploited for econometric inference of causal effects of marketing…
We examine a duopoly where one of the firms does not maximize profit, but instead maximizes customer surplus subject to a profit constraint. (Customer surplus for a firm is the sumo f its customers individual consumer surpluses, i…
We present an empirical framework to analyze real-world sales-force compensation schemes and report on a multi-million dollar, multi-year project involving a large contact lens manufacturer in the U.S., where the model was used to…
We show how to use micro-level survey data from a tracking study on brand awareness in conjunction with data on sales and advertising expenditures to improve the specification, estimation, and interpretation of aggregate discrete…
Although a substantial amount of research has examined the link between money and happiness, far less has examined the link between time and happiness. This paper argues, however, that time plays a critical role in understanding…
Marketing researchers have used models of consumer demand to forecast future sales; to describe and test theories of consumer behavior; and to measure the response to marketing interventions. The basic framework typically starts…
Consumers use warmth and competence, two fundamental dimensions that govern social judgments of people, to form perceptions of firms. Three experiments showed that consumers perceive non-profits as being warmer than for-profits…
Under pressure, people often prefer what is familiar, which can seem safer. We show that such familiarity-favoring can lead to choices precisely contrary to the source of felt pressure, thus exacerbating, rather than mitigating…
We measure the revenue and cost implications to supermarkets of changing their price positioning strategy in oligopolistic downstream retail markets. Our approach formally incorporates the dynamics induced by the repositioning in…
An examination of emotions reported on 12 million personal blogs along with a series of surveys and laboratory experiments show that the meaning of happiness is not fixed; instead, it systematically shifts over the course of ones…
We present a demand system for tied goods incorporating dynamics arising from the tied-nature of the products and the stockpiling induced by storability and durability. We accommodate competition across tied good systems and…
Companies constantly seek to enhance customer satisfaction by improving product or service features. Two methods are commonly used to assess customer priorities for product or service features from individual customers: ratings…
An experiment was conducted to determine if the decision-making process for choosing between alternative job offers by Stanford MBA’s is affected by a task requiring an individual to evaluate hypothetical combinations of a limited…
Despite the very long history of research on heritable traits, we still know very little about genetic effects on judgment and choice, including consumer decision making. Building on recent advances in epigenetics, we hypothesize…
An examination of emotions reported on 12 million personal blogs along with the results of three experiments reveal that the meaning of happiness is not fixed; instead, it shifts as people age. Whereas younger people are more…
The results of five field and laboratory experiments reveal a time vs. money effect whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because time increases focus on product…
Why do people give to others? One principal driver involves ones identity: who one is and how they view themselves. The degree to which identities are malleable, involve a readiness to act, and help make sense of the world have…
We quantify the impact of social interactions and peer effects in the context of prescription choices by physicians. Using detailed individual-level prescription data, along with self-reported social network information, we…
Social interactions occur when agents in a network affect other agents’ choices directly, as opposed to via the intermediation of markets. The study of such interactions and the resultant outcomes has long been an area of interest…
This research aims to provide insights into the determinants of channel profitability and the relative power in the channel by considering consumer demand and the interactions between manufacturers and retailers in an equilibrium…