Purpose – Executives need a more advanced tool for examining consumers' loyalty, one that provides a sharper, more precise view. this paper aims to introduce such a tool. Design/methodology/approach – The paper looks at Bain's Net Promoter Score (NPS). Findings – The paper finds that the...

Purpose – In the current recession, cost cutting alone will not enable companies to survive the recession and thrive beyond it. Companies need fresh ideas on how to continue their internal corporate venturing activities, but at lower cost and reduced exposure to risk. This paper aims to...

Purpose – In the author's experience, even veteran executives often make statements about competitive advantage that reflect either genuine misunderstanding or casual misuse of the term. This paper aims to offer a clear explanation of what constitutes competitive advantage so as to facilitate...

Purpose – This paper aims to explore the impact of time on customer behavior and decision making. Even though people factor time into decisions on a daily basis, businesses tend to focus resources and efforts on other aspects of consumer behavior such as pricing and demographics, resulting in...

Purpose – Indulgent parsimony (IP) was originally proposed as a marketing strategy for selling to recession‐shocked consumers shopping for less costly goods and services that would still give them comfort, relief from stress, and a feeling of money well spent. Given that recession spread to...

Purpose – The authors expect that media and entertainment (M&E) providers will increasingly be challenged to offer consumers entertainment experiences that are more relevant, and therefore perceived as more valuable. This paper aims to investigate this issue. Design/methodology/approach –...

Purpose – This is a report on an IBM Institute for Business Value study, based on responses from more than 1,100 individuals and interviews with more than two dozen executives from leading organizations, that aims to suggest ways organizations can use social approaches to create meaningful...

Purpose – Many market examples show that consumers are willing to pay a premium for “green” products and services. The purpose of this paper is to gain some insight into how consumers respond to green alternatives, and examine how managers can best position their green products to maximize...

Purpose – This paper forwards a conceptual model identifying some of the key sources of judgment error in individual environmental sensemaking. Recommendations are offered to mitigate some of these biasing dysfunctions and thereby improve the effectiveness of environmentally related business...

Examines the relationship between a product’s features, the consumer’s quality evaluation, and the marketer’s pricing in the context of a dynamic product/market environment. Estimates a simultaneous system model using two‐stage‐least‐squares regression on Consumer Reports data of...