The trajectories of social processes (e.g., peer pressure, imitation, and assimilation) that take place on social networks depend on the structure of those networks. Thus, to understand a social process or to predict the associated outcomes accurately, marketers would need good knowledge of the...

Several legal music download services, including some that are free (e.g., Spotify), are now available to consumers. These services may be viewed as "new service interventions" that could potentially <i>change the mental models</i> of consumers toward illegal file sharing and result in fewer downloads...

Multiissue negotiations present opportunities for tradeoffs that create gains for one or more parties without causing any party to be worse off. The literature suggests that parties are often unable to identify and capitalize on such trades. We present a Negotiation Support System, called...

In the early 21st century, firms are thinking seriously and practically about an interactive marketing paradigm—one that integrates mass scale with individual responsiveness. The focus of this paper is on how this interactive environment is changing the customer decision-making process. With...

This paper analyzes the problem of designing the structure of multiproduct sales forces selling in an environment where purchase decisions are made on a straight rebuy or modified rebuy basis. It addresses two key issues pertaining to structure: How many sales forces should the firm have and...

No abstract available.

In recent years, artificial intelligence research has provided new tools and techniques for marketing model builders. These tools, when combined with problem-solving knowledge from a specific domain, can be used to create expert systems. This methodology is most applicable in semistructured...