A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

This article presents a state-space representation known as parameters as states (PASTA) for linear market response models with time-varying parameters. The PASTA representation enables (a) conversion of the problem of estimating the time-varying effectiveness of marketing interventions from a...

This paper revisits the effects of income changes on consumption of private households by focusing on a commonly disregarded and yet sizeable component of household expenditures: consumption of food and non-food consumer packaged goods. We exploit a new data source from the Netherlands that...

Do information technology (IT) investments improve firm profitability? If so, is this effect because such investments help improve sales, or is it because they help reduce overall operating expenses? How does the effect of IT on profitability compare with that of advertising and research and...

Although the maintenance of price stability and the attainment of full employment are important macroeconomics goals in any economy, Nigeria still contends with problems of high inflation and unemployment. This study examines the Phillips curve hypothesis (inflation and unemployment trade-off)...

In many supply chains, the brand-owning retailer designs product quality and decides the retail price, but often outsources its production to suppliers. For products with a short selling season, low quick-response capability in the supply chain requires the supplier to carry out the production...

In this paper we survey the theoretical and empirical literatures on market liquidity. We organize both literatures around three basic questions: (a) how to measure illiquidity, (b) how illiquidity relates to underlying market imperfections and other asset characteristics, and (c) how...

This paper investigates price-setting for truly homogenous products sold in markets without any formal trade barriers. We use data from IKEA, a furniture company selling identical products in an identical shopping environment in different EU countries. We get four remarkable outcomes: 1) The law...

Präferenzen für Gütervielfalt und hieraus resultierende heterogene Preisbildung auf unvollkommenen Gütermärkten werden in empirischen Produktivitätsuntersuchungen bislang nur unzureichend berücksichtigt. Der vorliegende Beitrag möchte zur Schließung dieser Forschungslücke beitragen: Er...

We develop a sequential trade model of Iceberg order execution in a limit order book. The Iceberg-trader has the freedom to expose his trading intentions or (partially) shield the true order size against other market participants. Order exposure can cause drastic market reactions ('market...