This research documents a phenomenon we call the endowed progress effect, whereby people provided with artificial advancement toward a goal exhibit greater persistence toward reaching the goal. By converting a task requiring eight steps into a task requiring 10 steps but with two steps already...

One-to-one marketing advocates tailoring of one or more aspects of the firm's marketing mix to the individual customer (Peppers and Rogers 1997; Peppers, Rogers and Dorf 1999; Shaffer and Zhang 2002). One-to-one marketing represents an extreme form of segmentation, with a target segment of size one....

Consumers use products to signal status in different ways. We propose a classification system employing four tiers to explain consumers' choice among subtly or conspicuously branded items based on how and to whom they wish to signal. The first tier consists of consumers who are well-acquainted...

People often take on tasks again and again that lead to identical outcomesâ "what we refer to as recurring goals (e.g., getting up in time to catch the early train and arrive at work on time). This research documents how effort increases in response to goal attainment in a recurring goal...

We develop a testing methodology that can be used to predict the performance of email marketing campaigns in real time. We propose a split-hazard model that makes use of a time transformation (a concept we call virtual time) that allows for the estimation of straightforward parametric hazard...