We quantify the information loss incurred by categorizing an unobserved continuous variable () into an ordered categorical scale (). The continuous variable is conceptualized as true score (Ï„) (which varies across individuals) plus random error ((epsilon)), with both components assumed to be...

A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling environment. The firm chooses a compensation plan to maximize its profit taking into account the salesperson's likely effort...

This research updates and significantly extends Akaah and Riordon’s (J Market Res 26:112–120, <CitationRef CitationID="CR3">1989</CitationRef>) evaluation of ethical perceptions of marketing research misconduct among marketing research professionals. In addition to examining changes in perceptions toward key marketing research...</citationref>

The decreasing cost of IT has encouraged organizations to seek new ways of cooperating with members of the supply chain and other key strategic partners. This increased cooperation is giving rise to a new type of interorganizational system (IOS). Before the advent of the Internet, IS integration...

Given that pricing plays an important role in a company's international competitive strategy, researchers have long argued the need for theory building in the area of international pricing. This study develops an optimal pricing strategy for foreign market entry using a game theoretic framework....