User generated content in the form of customer reviews, blogs or tweets is an emerging and rich source of data for marketers. Topic models have been successfully applied to such data, demonstrating that empirical text analysis benefits greatly from a latent variable approach which summarizes...

In the social sciences, it is often useful to introduce latent variables and use structural equation modeling to quantify relations among observable and latent variables. This paper presents a manual, describing how to estimate structural equation models in a Bayesian approach with R. Parameter...

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 the attributes, with regression analysis...

In this paper, we analyze the influence of organizational design and boundary-spanning activities on the performance of new product development teams, differentiated by the stage of the innovation process. The organizational antecedents considered are organic vs. mechanistic tructures of such...

Each store visitor presents a sales opportunity to retailers. However, not every visitor becomes a buyer. Converting store visitors into buyers is a fundamental challenge in retailing. Within-store conversion is divided into several steps. This paper focuses on the conversion of visitors to...

Customer scoring is widely practiced in industries such as mail order, telecommunications or financial services to identify customers for specific marketing activities. It has been suggested in the literature to score customers on the basis of the value of their transactions per unit of waiting...

Scoring customers with regard to the expected number of their future transactions is of fundamental interest to direct marketers. For the purpose of customer scoring, a variety of models have been developed, based on the negative binomial distribution. Extensions of such models allow for...