This paper examines whether a national anti-drug advertising campaign is associated with a change in adolescents' drug use behavior. Specifically, the primary objective of the paper is to investigate the relationship between adolescents' recall of exposure to anti-drug advertising and their...

This paper examines whether a national anti-drug advertising campaign is associated with a change in adolescents' drug use behavior. Specifically, the primary objective of the paper is to investigate the relationship between adolescents' recall of exposure to anti-drug advertising and their...

In the last two decades, marketing databases have grown significantly in terms of size and richness of available information. The analysis of these databases raises several information-related and statistical issues. We aim at providing an overview of a selection of issues related to the...

Firms frequently compete across multiple segments. Such multimarket contact has been shown to deter aggressive competition, leading to what has been termed quot;mutual forbearance.quot; Empirical support for this phenomenon derives mainly from studies of the direct effects of multimarket contact...

We introduce the concept of consumer options and empirically validate it in the context of event ticket pricing. We demonstrate that consumer options can protect consumers from the downside related to uncertain outcomes, and enhance seller profits by enabling superior market segmentation and...

We examine the drivers of project performance and customer satisfaction in outsourced software projects using a proprietary panel dataset. The data cover 822 customer observations related to 182 unique projects executed by an India-based software services vendor. Adopting a multidisciplinary...

We analyze two pricing mechanisms for information goods selling, where an up-front payment allows unrestricted use by the consumer, and pay per-use pricing where the payments are tailored to the consumer's usage patterns. We analytically model these pricing mechanisms in a market where consumers...

Tickets to popular elimination style tournaments (e.g., NFL Super Bowl) are expensive and scarce. Sports organizations sell these tickets well in advance of the final game. Fans hesitate to buy them because they are unsure about whether their favorite team will play in it. We present two...

Researchers and business thought leaders have emphasized that, towards maximizing the lifetime value of customers, firms must manage customer relationships for the long term. In contrast to this recommendation, we demonstrate that firm profits in competitive environments are maximized when...