Working Papers

The increasing amount of export assistance provided to firms of rich and poor countries, shows the high priority given by national and international policy makers to the encouragement of international trade. Despite this, relatively few…

To the best of our knowledge, the international business literature has been examining performance exclusively as a dependent variable. In this paper we argue that performance should also be investigated as an independent variable. Using survey…

This paper presents an exploratory investigation of the Manufacturing/Marketing (hereafter M/M) interface. From the literature and prior empirical work in M/M strategies, we propose a path model for assessing the mediating impact of the M/M…

As firms are increasingly transforming their organizations in response to environmental pressures and hypercompetition, the traditional sequence of manufacturing and marketing (hereafter M/M) strategy formulation and implementation is undergoing…

This research examines the effect of target marketing on members of the advertiser’s intended audience as well as members not in the target market: the “non-target market.” The results of three experiments show that unfavorable non-target market…

We argue that a way culture influences decisions is through the reasons that individuals recruit when required to explain their choices. Specifically, we propose that cultures endow individuals with different rules or principles that provide…

Past empirical literature states that asymmetry in cross-price effect favors the large-share brand. That is, when large-share brands discount, they have a greater impact on small-share brands than the reverse. This conclusion is based on…

Global Account Management is a new process by which multinational companies can better manage their relationships with global customers. This article provides a framework and methodology that managers can use to diagnose whether and how to use…

Customers’ evaluations of quality and satisfaction are critical inputs in the development of marketing strategies. Given the increasingly common practice of asking for such evaluations, buyers of products (e.g. cars) and services (e.g. hotels,…

Two current trends, information overload combined with increased control of marketers (e.g., on the Internet) over the manner in which their products are sold and presented to buyers, suggest that deciding what information to provide or not to…

This research investigates the interaction effect of a very common task, explaining decisions, and an individual difference, need for uniqueness (NFU), on buyer decision-making. We propose that explaining (or providing reasons for) decisions…

In this chapter, the authors review estimation techniques for macro diffusion models. The chapter begins by discussing estimation of single equation models under the assumption of time invariant parameters. The authors then forcus on recent…

This paper discusses some fundamental issues for marketing in the new millennium as the organizing framework for this special issue. These issues also provided the framework for the MSI conference on this topic. The fundamental issues address the…

Consumer research using Distinctiveness theory implies that targeted advertisements will be most effective in contexts where the targeted group is a miniority. This paper investigates the influence of social status in addition to numeric status.…

We propose an approach to the predictive validation of conjoint models that overcomes several limitations of current approaches. There are situations in which a company, after completing a conjoint study, can compare the actual sales of two (or…

We develop a model of the extent to which multinational companies use global account management (GAM), its determinants, and its effects on performance. A study of 191 senior executives’ perceptions, using structural equations modeling, shows…

The paper shows that under realistic conditions the Internet does not always increase price competition. We explore the effect of the Internet on consumers’ search behavior in a competitive setting, where consumers need to gather information on…

This research examines the persuasive impact of different types of emotional appeals on members of collective versus individualist cultures. The results of two experiments demonstrated that ego-focused (e.g., pride, happiness) versus other-…

We were honored to receive the 1996 prize of the Strategic Management Society (in cooperation with John Wiley and Sons) for our 1988 paper, “First-Mover Advantages.” It is customary for the award recipients to write a brief article reflecting on…

The paper proposes a new methodology called the “coupled-hazard approach” to study the global diffusion of technological innovations. This coupled approach addresses several methodological challenges arising from the global nature of the…