In the social sciences, it is often useful to introduce latent variables and usestructural equation modeling to quantify relations among observable and latentvariables. Data gathered through surveys is frequently ordinal in nature, asLikert-scale type questions are used in most questionnaires....

In this paper, we analyze the influence of organizational design and boundary-spanning activities on the performance of new product development teams, differentiated by the stage of the innovation process. The organizational antecedents considered are organic vs. mechanistic tructures of such...

User generated content in the form of customer reviews, blogs or tweets is an emerging and rich source of data for marketers. Topic models have been successfully applied to such data, demonstrating that empirical text analysis benefits greatly from a latent variable approach which summarizes...

Firms collect an increasing amount of consumer feedback in the form of unstructured consumer reviews. These reviews contain text about consumer experiences with products and services that are different from surveys that query consumers for specific information. A challenge in analyzing...

Each store visitor presents a sales opportunity to retailers. However, not every visitor becomes a buyer. Converting store visitors into buyers is a fundamental challenge in retailing. Within-store conversion is divided into several steps. This paper focuses on the conversion of visitors to...

In the social sciences, it is often useful to introduce latent variables and use structural equation modeling to quantify relations among observable and latent variables. This paper presents a manual, describing how to estimate structural equation models in a Bayesian approach with R. Parameter...

Brand managers in packaged goods categories need to understand drivers of both primary and secondary demand (i.e., overall category and brand-specific demand) in order to improve product and pricing decisions. In the presence of variety seeking, primary demand may depend on the composition and...

Consumer demand for products often result in the purchase of multiple goods at the same time. Corner solutions, or the non-purchase of items, occur when consumers have strong preference for some goods that do not satiate and weak preference for other goods. However, if non-purchase arises...

Firms develop products by manipulating the attributes of offerings, and consumers derive utility from the benefits that the attributes afford. While the field of marketing has long been aware of the distinction between attributes and benefits, it has not developed methods for understanding how...