Working Papers

Target marketing is an increasingly crucial component of marketing strategy, particularly given the expanding cultural diversity of the nation’s population. Prior research suggests marketers need to consider the non-target market (consumers who…

We propose that face-to-face contact fosters the development of rapport and thereby help negotiators coordinate on mutually beneficial settlements in mixed-motive conflicts. Specifically we test the hypothesis that, in a cooperative climate,…

We review recent literature on competitive reactions and strategic thinking and offer several observations. Evidence is mounting that strategic thinking is an unnatural act, made difficult by natural individual biases and organizational…

The purpose of this paper is to examine factors affecting the performance of Japanese overseas subsidiaries. The following five factors are incorporated in the model: subsidiary location, characteristics of parent company, ownership levels and…

This paper studies the pricing of “private information”, that is information which is of value only (or mainly) for a specific consumer. In private information markets, firms are familiar with their client’s decision problem and consumers…

We propose that need for closure (NFC) leads attributors to respond to an ambiguous social stimulus by increasing reliance on implicit theories received from acculturation. Hence, the influence of NFC should be shaped by the knowledge structures…

We measure the predictive accuracy of Internet-based product concept testing that incorporates virtual prototypes of new products. The method employs a two-factor conjoint analysis of prototypes and prices to enable a design team to select the…

We develop a model of the extent to which multinational companies use global account management, its determinants, and its effect on performance. A study of 165 companies shows that use and performance effects are positively related to customers…

While a considerable amount of research in personality psychology has been done to conceptualize human personality, identify the “Big Five” dimensions, and explore the meaning of each dimension, no parallel research has been conducted on brand…

World-Class Manufacturing has received a great deal of attention in the past few years, drawing largely on successful Japanese manufacturing practices. There has also been a separate explosion in the use of conjoint analysis to determine customer…

The objective of this research is to assess the cross-cultural generalizeabilit of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of…

Considerable research in consumer experimental psychology has examined the self-expressive role of brands, but has found little support for the premise that the interaction of the personality traits associated with a brand and those associated…

In this paper we study the role of the store brand in building store loyalty. Through a game theoretic approach we show how the store brand can create store differentiation leading to superior profits for the retailers. More specifically, we show…

Recent progress in data processing technology has made the accumulation and systematic organization of large volumes of data a routine activity. As a result of these developments, there is an increasing need for data-based or data-driven methods…

Recent work in marketing has drawn on behavioral decision theory to advance the notion that consumers evaluate attributes not just in absolute terms, but as deviations from a reference point. Using scanner panel data, choice modelers have…

In this paper we take an integrated view of Transaction Cost Analysis and Agency Theory to study the direct vs rep decision and the design of compensation plans in German salesforces. While we attempt to investigate the generalizability of the…

This research compares two different approaches to identifying strategic groups, a cognitive approach, which reflects the perceptions of managers competing in the industry, an an objective approach, which reflects objective product-market…

Recent research has demonstrated that, contrary to the assumption of value maximization, consumer choices are influenced by the configuration of the set of options under consideration (“context effects”). We examine whether two types of context…

The Japan-America Alliances and Partnerships Project has been investigating business alliances and partnerships between U.S. high-technology ventures and Japanese corporations. The purpose of the project is to promote better understanding of the…

In meta-analysis multiple regression models, the dependent variable is a parameter estimate, and the independent variables are study descriptors. The error term in such a multiple regression model arises from two sources. First, the parameter…