Marketing expenditures in the form of pricing, product development, promotion and channel development are made to maximize return on investment. A challenge in evaluating the effectiveness of these expenditures is that decisions such as whether to lower prices or run promotions are made based on...

Choice models in marketing and economics are generally derived without specifying the underlying cognitive process of decision making. This approach has been successfully used to predict choice behavior. However, it has not much to say about such aspects of decision making as deliberation,...

We re-analyze endogenous sample selection in the context of customer scoring, targeting, and influencing decisions. Scoring relies on ordered lists of probabilities that customers act in a way that contributes revenues, e.g. purchase something from the firm. Targeting identifies constrained sets...

The canonical design of customer satisfaction surveys asks for global satisfaction with a product or service and for evaluations of its distinct attributes. Users of these surveys are often interested in the relationship between global satisfaction and attributes; regression analysis is commonly...

We reanalyze endogenous sample selection in the context of customer scoring, targeting, and influencing decisions. Scoring relies on ordered lists of probabilities that customers act in a way that contributes revenues, e.g., purchase something from the firm. Targeting identifies constrained sets...

Mediation analysis empirically investigates the process underlying the effect of an experimentalmanipulation on a dependent variable of interest. In the simplest mediation setting, theexperimental treatment can affect the dependent variable through the mediator (indirecteffect) and/or directly...

The use of adaptive designs in conjoint analysis has been shown to lead to an endogeneity bias in part-worth estimates using sampling experiments. In this paper, we re-examine the endogeneity issue in light of the likelihood principle. The likelihood principle asserts that all relevant...

Choice environments in practice are often more complicated than the well studied case of choice between perfect substitutes. Consumers choosing from menus or configuring products face choice sets that consist of substitutes, complements and independent items, and the utility maximizing choice...

Bayesian models have become a mainstay in the tool set for marketing research in academia and industry practice. In this chapter, I discuss the advantages the Bayesian approach offers to researchers in marketing, the essential building blocks of a Bayesian model, Bayesian model comparison, and...

Both instrumental variable (IV) estimation and mediation analysis are tools for causal inference. However, IV estimation has mostly developed in economics for causal inference from observational data. In contrast, mediation analysis has mostly developed in psychology, as a tool to empirically...