These papers are working drafts of research which often appear in final form in academic journals. The published versions may differ from the working versions provided here.
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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An Algorithm for Determining Optimal Sales Commissions
Relatively simple experimental data which embody a salesman’s assessment of relationships between his efforts and sales are used in a computational algorithm to determine the parameters of a functional relationship between sales volume and sales…
Cognitive Responses to Mass Communication: Results From Laboratory Studies and a Field Experiment
Abstract not available.
Determining Cost vs. Time Pareto-Optimal Frontiers in Multi-Modal Transportation Problems
This paper provides a framework for choosing modes of transportation (Rail, Highway, Air, etc.) by taking into account the conflicting objectives of minimizing total transportation costs and average shipment times. An efficient algorithm using…
Involvement and Political Advertising Effect: An Exploratory Experiment
Abstract not available.
The Multi-Region Dynamic Capacity Expansion Problem - I
We consider the problem of determining a schedule of capacity expansions for m producing regions and a schedule of shipments from the regions to n markets so as to meet the market demands over a T-period planning horizon at minimum discounted…
The Use of Phased, Noncompensatory Strategies in Decisions Between Multiattribute Products
Abstract not available.
Three Learning Theory Traditions and Their Application in Marketing
Abstract not available.
Consumer Initial Processing: Definitions, Issues and Applications
This research paper will appear in substantially its present form in G. David Hughes, Michael L. Ray and George Haines (Eds.) Consumer Information Processing, Chapel Hill, N. C.: U. of North Carolina Press, 1974. The book is based on a conference…
Consumer Research Contributions to the Evaluation of Public Policy: The Case of Truth in Lending
This paper explores two converging trends of potential interest to consumer researchers. The first is the burgeoning area of evaluation research, and the second is the growing interest of legislators and regulators in information disclosure as a…
A Decision Sequence Analysis of Developments in Marketing Communication
Abstract not available.
Marketing Communication And The Hierarchy-Of-Effects
A recurring problem for marketing communication planners is the nature of the hierarchy of communication effects. Does awareness lead to comprehension to conviction and then to purchasing behavior? It depends. In fact three kinds of hierarchies…
Marketing Information and Decision Systems: Coming of Age in the '70's
Abstract not available.
Patterns of Joint Intentions and Acquisitions Among Major Durable Goods
Abstract not available.
The Effect of Disclosure on Consumer Knowledge of Credit Terms: A Longitudinal Study
Abstract not available.
The University Library: Analysis and Proposals
The operation of the university library as a means to supply information is examined. It is shown that despite the increase in size of libraries, their standard of service is declining. Reasons for this decline are advanced. The strategic goals…
A Behavioral-Laboratory-Model-Field Study Of Alternative Message Strategies In Competitive Advertising Situations
Abstract not available.
A Model for Evaluating Retail Site Locations
Abstract not available.
A Note on Adjusting R 2
Abstract not available.