(differential) accuracy facilitate adaptive selling (Spiro & Weitz, 1990), as well as promote sales performance. Perspective …' dimensions. The effects of true and assumed similarity on accuracy and performance were scrutinized as well. Sales performance …

The delivery of quality customer service is widely recognized as being one critical determinant of organizational …

perform similarly well when the model assumptions match the way consumers actually learn, but with a mismatch the existing … model is biased, while the new model continues to perform well. These biases could lead to suboptimal branding decisions. …

research, as well as a consumption study included in this dissertation, demonstrates that choices of larger portions lead to …

-looking), and so on. This search pattern will, in turn, affect advertisers payments, online traffic, sales, as well as the search … Internet transactions in novel ways. Despite this massive growth and new medium, empirical work in marketing and economics on … essay, ``Sponsored Search Auctions: Research Opportunities in Marketing,'' outlines areas of future inquiry that I intend …

the hitherto unexplored real options setting. Real options have emerged as an important part of marketing strategy, and …

choice probabilities, the mechanism through which they affect the choice decision process is not well understood. The … marketing literature has suggested two prominent decision mechanisms through which their effects may take place, which I call …