Firms communicate with consumers through direct channels and indirectly via social networks. Successful customer engagement requires an in-depth understanding of the coexistence and interaction of these communications and the underlying drivers of their effects. In this study, we investigate the...

In commemorating Morris Cohen’s illustrious research career, in this paper we examine the genesis and legacy of the research on Performance-Based Contracting, the subject Morris focused on in the years since 2004. Based on the written notes and voice recordings from the early days of research,...

Business models that focus on providing access to assets rather than on transferring ownership of goods have become an important industry trend, representing a challenge for incumbent firms. This paper analyzes the interaction of a peer-to-peer (P2P) rental market and an original equipment...

This research examines how the value of geolocation information varies at different stages of the purchase decision process. The analysis is based on a large sample of users from a mobile platform that enables firms to send geolocated promotions using two types of technology: beacons or...