Our research studies 759 MBA's graduating from eleven business schools to gain insight into what MBA's in the 21st Century care about during their job searches. We update the MBA job preference literature by using adaptive conjoint analysis to calibrate the relative importance of a wide variety...

The purpose of this study is to investigate the relationship between technological capabilities and firm performance. We divide technological capabilities into two types - refinement capability, which involves the improvement of the existing asset portfolio, and reconfiguration capability, which...

An experiment was conducted to determine if the decision-making process for choosing between alternative job offers by Stanford MBA's is affected by a task requiring an individual to evaluate hypothetical combinations of a limited number of job characteristics. Based on a paramorphic...

The purpose of this study is to investigate the relationships between firm resources and performance. We divide firm resources into two types: primary resources and support resources. Primary resources include technological assets and reconfiguration capabilities, which directly contribute to a...

This study examined certain characteristics of households which responded to a significant change in the credibility of the appeals made on behalf of a brand. The empirical situation was that of the legitimization of Crest's claim of decay prevention by the American Dental Association. A prior...

An experiment was conducted to determine if the decision-making process for choosing between alternative job offers by Stanford MBA's is affected by a task requiring an individual to evaluate hypothetical combinations of a limited number of job characteristics. Based on a paramorphic...

The papers in this special marketing issue of Management Science relate to three areas of marketing. The first four papers: Multiple-Product Sales Force Allocation Model, CALLPLAN: An Interactive Salesman's Call Planning System, Experience with a Sales Districting Model: Criteria and...

This paper is concerned with the problem of measuring market response to a "communications mix"--the various means which a firm employs to transmit sales messages to potential buyers. Distributed lag models are applied to time series data for an ethical drug to estimate the short-run,...

When several products are marketed by the same sales force, it frequently becomes impossible or impractical for salesmen to promote all items in the product line extensively in each and every time period. Management's problem is to decide how the available selling effort should be allocated...