The number of product recalls has considerably increased during the last decade resulting in escalating costs for the public and companies likewise. Companies are confronted not only with severe consequences of their short-term performance (e.g. sales) but also of long-term marketing metrics...

Calibrating a sales response model for budget allocation is a complex task because sales responses may vary across allocation units and usually involve carry-over effects. Many applications are characterized by small samples or other data restrictions, thus raising the question of whether the...

While retailers initially avoided Internet price comparison sites (shopbots) due to increased transparency, they now actively join them and readily provide price information regarding their product assortments. Although the consumer perspective has been well analyzed in shopbots, only limited...

This paper empirically examines models of replacement sales for six electronic consumer durables - TVs, VCRs, DVD players, Digital Cameras, personal and notebook computers - using data from a large survey of 8077 German households. A new replacement model is developed that fits the empirical...

Social contagion processes such as word-of-mouth (WOM) are widely regarded as key success factors for innovation diffusion. Aspects of these processes have been thoroughly explored in empirical studies on the actor or dyad levels of analysis. While such studies offer valuable insight into the...

Although the concept of a stage-wise customer acquisition process is well known in sales management literature, the management and controlling of this process has been neglected in empirical research so far. Firms try to implement an acquisition pipeline that ensures a constant stream of orders...

This issue offers for the first time supplementary material to articles. It consists of Excel files providing data the research is based on, calculation sheets, and optimization tools. Moreover, text files with pseudo code of algorithms and data of instances used for testing these algorithms as...

Previous research on marketing budget decisions has shown that profit improvement from better allocation across products or regions is much higher than from improving the overall budget. However, despite its high managerial relevance, contributions by marketing scholars are rare. In this paper,...