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Boulaksil, Youssef - 2010

We ask various experts, who produce sales forecasts that can differ from earlier received model-based forecasts, what they do and why they do so. A questionnaire with a range of questions was completed by no less than forty-two such experts who are located in twenty different countries. We...

Persistent link: https://www.econbiz.de/10012759584

The impact of brand and category characteristics on consumer stock-out reactions

Verhoef, Peter; Franses, Philip Hans; Sloot, Sloot, L.M. - Erasmus Research Institute of Management (ERIM), … - 2002

We develop two models to test hypotheses on the specific impact of brand and category characteristics on consumer stock-out responses. Our empirical results show that both characteristics are important determinants. Consumers are more product loyal in hedonic product groups than in utilitarian...

Persistent link: https://www.econbiz.de/10010837570

Modeling Potentially Time-Varying Effects of Promotions on Sales

Franses, Philip Hans; Paap, Richard; Sijthoff, Ph.A. - Erasmus Research Institute of Management (ERIM), … - 2001

A commonly applied modeling tool for the analysis of promotional effects on weekly sales data is a linear regression model. Usually, such a model includes 0/1 dummy variables for promotions, where weeks with a promotion get a value of 1. When these variables are included in a model with...

Persistent link: https://www.econbiz.de/10010731054

Experts' Stated Behavior

Franses, Philip Hans; Boulaksil, Boulaksil, Y. - Erasmus Research Institute of Management (ERIM), … - 2008

Persistent link: https://www.econbiz.de/10010731312

The Impact of Brand and Category Characteristics on Consumer Stock-Out Reactions

Sloot, Laurens; Verhoef, Peter C.; Franses, Philip Hans - 2009

We develop two models to test hypotheses on the specific impact ofbrand and category characteristics on consumer stock-out responses.Our empirical results show that both characteristics are importantdeterminants. Consumers are more product loyal in hedonic productgroups than in utilitarian...

Persistent link: https://www.econbiz.de/10014031438

Modeling Potentially Time-Varying Effects of Promotions on Sales

Franses, Philip Hans; Paap, Richard; Sijthoff, Philip A. - 2010

A commonly applied modeling tool for the analysis of promotional effects onweekly sales data is a linear regression model. Usually, such a model includes0/1 dummy variables for promotions, where weeks with a promotion get a valueof 1. When these variables are included in a model with parameters...

Persistent link: https://www.econbiz.de/10014031523

Dynamic Effects of Trust and Cognitive Social Structures on Information Transfer Relationships

Dekker, David J.; Krackhardt, David; Franses, Philip Hans - 2009

Changes in relationships are due to human actions. We assume that these human actions are functions of perceptions of a focal individual, but also the perceptions of other individuals who are part of the organizational and social environment. We hypothesize that perceptions based trust and...

Persistent link: https://www.econbiz.de/10014092475

Changing Perceptions and Changing Behavior in Customer Relationships

Verhoef, Peter C.; Franses, Philip Hans; Donkers, Bas - 2009

We formulate a theoretical model in which we postulate that if a customers' behavior is perceived as not optimal, customers will adjust this behavior based on their current satisfaction and payment equity. Furthermore, customers will also include new experiences. In our empirical study we...

Persistent link: https://www.econbiz.de/10014092564

Purchasing complex services on the Internet; An analysis of mortgage loan acquisitions

Donkers, Bas; Verhoef, Peter; Franses, Philip Hans; … - Erasmus Research Institute of Management (ERIM), … - 2003

In contrast to, for example, books and compact discs, the number of complex services offered on the Internet is still … the Internet. We therefore focus on online purchases of complex services, paying special attention to the determinants of …, which offers services like mortgage loans and insurances on the Internet. This data contains, besides clickstream data, also …

Persistent link: https://www.econbiz.de/10011067468

The Effect of Relational Constructs on Relationship Performance

Verhoef, Peter; Franses, Philip Hans; Hoekstra, … - Erasmus Research Institute of Management (ERIM), … - 2000

We examine the effect of relational constructs, such as satisfaction, trust and commitment on relationship performance (that is, positive word-of-mouth communication and the margin provided by each customer) of customers of an insurance company. A central issue concerns the effect of duration on...

Persistent link: https://www.econbiz.de/10010837549

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