Omnichannel marketing as the synergy management

Researchers from University of Minnesota, New York University, University of Pennsylvania, BI Norwegian Business School, University of Michigan, National Bureau of Economic Research, and University of North Carolina published a new paper in the Journal of Marketing that examines how advances in machine learning (ML) and blockchain can address inherent frictions in omnichannel marketing and raises many Read more about Omnichannel marketing as the synergy management[…]

What is your best pricing strategies

Researchers from California Polytechnic State University and University of Oregon published a new paper in the Journal of Marketing that examines the potential benefits for firms and consumers of pick-your-price (PYP) over pay-what-you-want (PWYW) and fixed pricing strategies. The study, forthcoming in the Journal of Marketing, is titled “The Control-Effort Trade-Off in Participative Pricing: How Easing Pricing Decisions Read more about What is your best pricing strategies[…]

Superfluous-spender intervention to save your money

Researchers from University of Notre Dame, York University (Canada), and University of New England (Australia) published a new paper in the Journal of Marketing that identifies a novel reason why people under-save and demonstrates a simple, short, and inexpensive intervention that increases intentions to save and actual savings. The study, forthcoming in the Journal of Marketing, is titled “Popping Read more about Superfluous-spender intervention to save your money[…]

Can price promotions lead to potential positive social consequences and contribute to a better world?

Researchers from Nanyang Technological University (Singapore), Shanghai Jiao Tong University, and University of Hong Kong published a new paper in the Journal of Marketing that examines why and how charitable organizations can increase donations by soliciting consumers after retailers’ price promotions. The study, forthcoming in the Journal of Marketing, is titled “Do Promotions Make Consumers More Generous? The Read more about Can price promotions lead to potential positive social consequences and contribute to a better world?[…]

How to minimize cost overruns in large projects

Researchers from University of Stavanger, University of Melbourne, and University of Wisconsin-Madison published a new paper in the Journal of Marketing that examines how major projects undertaken by temporary organizations can be better managed so that cost overruns are minimized. The study forthcoming in the Journal of Marketing is titled “Mobilizing the Temporary Organization: The Governance Roles of Selection Read more about How to minimize cost overruns in large projects[…]

How should salespeople represent both the seller and the customer when their interests diverge, as in pricing negotiations

Researchers from Oklahoma State University, University of Missouri, Iowa State University, and University of Georgia published a new paper in the Journal of Marketing that investigates the question of how salespeople should balance advocacy for the seller with advocacy for the customer. The study, forthcoming in the Journal of Marketing, is titled “Salesperson Dual Agency in Price Negotiations” and Read more about How should salespeople represent both the seller and the customer when their interests diverge, as in pricing negotiations[…]

Potential uses of genetic data for marketing strategy and research

Researchers from The Wharton School of the University of Pennsylvania published a new paper in the Journal of Marketing that assesses the implications of the growth of private genetic testing for the field of marketing and evaluates ethical challenges that arise. The researchers review past research in the field of behavioral genetics and use these findings to Read more about Potential uses of genetic data for marketing strategy and research[…]

How consumers respond to AI recommenders

Researchers from Boston University and University of Virginia published a new paper in the Journal of Marketing that examines how consumers respond to AI recommenders when focused on the functional and practical aspects of a product (its utilitarian value) versus the experiential and sensory aspects of a product (its hedonic value). The study, forthcoming in the the Journal Read more about How consumers respond to AI recommenders[…]

Artificial Intelligence coach to improve customer service skills

Researchers from Temple University, Sichuan University, and Fudan University published a new paper in the Journal of Marketing that explores the growing use of AI to coach sales agents to determine if there are any caveats that inhibit the effective use of this technology. The study forthcoming, in the the Journal of Marketing, is titled “Artificial Intelligence (AI) Read more about Artificial Intelligence coach to improve customer service skills[…]