In this paper we investigate how to make empirical generalizations in marketing. We argue that for substantive empirical generalizations to exist in an area, there should be a sufficient body of research about recurring phenomena. We outline criteria and a procedure to search for and identify...

There has been a call to investigate the negotiation process (Gale [Gale, D. 1986. Bargaining and competition part I: Characterization. Econometrica 54(4) 785--806.], Shubik [Shubik, M. 1982. Game Theory in the Social Sciences: Concepts and Solutions. M. I. T. Press, Boston, MA.]), as it is felt...

Von Neumann-Morgenstern (vN-M) utility theory is the dominant theoretical model of risk preference. Recently, market researchers have adapted vN-M theory to model consumer risk preference. But, most applications assess utility functions by asking just n questions to specify n parameters....

Movie studios often have to choose among thousands of scripts to decide which ones to turn into movies. Despite the huge amount of money at stake, this process--known as green-lighting in the movie industry--is largely a guesswork based on experts' experience and intuitions. In this paper, we...

This paper presents a model that considers the interface between marketing and production decisions in a channel of distribution of industrial goods comprised of a manufacturer and a distributor. The key issue investigated is the nature of the coordination within the channel in light of an...

In many new product development (NPD) situations, the development process is characterized by uncertainty, and no single development approach will necessarily lead to a successful product. To increase the likelihood of having at least one successful product, multiple approaches may be...

In a decision-making problem where a group will receive an uncertain payoff which must be divided among the members of the group, the ultimate payoff of interest is the vector of individual payoffs received by the members of the group. In this paper, preferences are quantified in terms of...

The primary objective of this paper is to develop a parsimonious model for forecasting the gross box-office revenues of new motion pictures based on early box office data. The paper also seeks to provide insights into the impact of distribution policies on the adoption of new products. The model...

In a viral marketing campaign, an organization develops a marketing message and encourages customers to forward this message to their contacts. Despite its increasing popularity, there are no models yet that help marketers to predict how many customers a viral marketing campaign will reach and...