We examine the effect of direct mail (commonly referred to as junk mail) advertising on individual financial decisions by studying consumer choice of home equity debt contracts. Consistent with the theoretical predictions, we find that financial variables underlying the relative pricing of debt...

Problem definition: This paper empirically investigates how customer email engagement affects the profitability of subscription-based service providers. Service providers have been using email engagement to increase customer retention. However, it is unclear whether email engagement improves...

Direct mailing is the main tool that charities employ for fundraising. With increasing amounts of soliciting mailings and with the best donators receiving more mailings as a result of target selection, irritation might increase. As a result, such irritation could cause individuals to donate...

The paper examines the influence of opt-in e-mail marketing on consumer behaviour. The study attempts to extend the Stimuli-Organism-Response (S-O-R) theory that has been broadly explored in consumer research. Following a critical review of the literature organisation approach, a hypothetical...

Why do markets boom and crash? Why do fads and social norms start and end? The answer is found in a branch of social science literature called “cascade theory.” Cascade theory explains the observable human behavior of imitation: following the actions of someone else simply because one has...