Marketing Science articles from March 2003

Marketing Science archives from March 2003

Editorial compartmentalized reviews and other initiatives: should marketing scientists review manuscripts in consumer behavior?
March 22, 2003... Effectively solving problems requires proper organization. Like other academic disciplines, our discipline must organize around our fundamental problems rather than around our procedures (i.e., tools, approaches, methods). Only that...

In the eye of the beholder: an analysis of the relative value of a top sales rep across firms and products.
March 22, 2003... We ask the question, "when should the most highly skilled salespeople sell the best products?" Our main result is that the highly skilled reps should sell better products when the task is very complex and worse products when the task is very...

The international takeoff of new products: the role of economics, culture, and country innovativeness.
March 22, 2003... Sales takeoff is vitally important for the management of new products. Limited prior research on this phenomenon covers only the United States. This study addresses the following questions about takeoff in Europe: 1) Does takeoff occur as...

Indirect network externality effects on product attributes.
March 22, 2003... Indirect network externality (INE) effect exists when the utility of a product increases with the greater availability of compatible complementary products. We demonstrate that INE effects can vary by product attributes, with...

Negotiations and exclusivity contracts for advertising.
March 22, 2003... Exclusive advertising on a given media outlet is usually profitable for an advertiser because consumers are less aware of competing products. However, for such arrangements to exist, media must benefit as well. We examine conditions under which...

The price of launching a new product: empirical evidence on factors affecting the relative magnitude of slotting allowances.
March 22, 2003... Slotting allowances are a relatively recent trend, particular to the retail food industry. These allowances are lump-sum, up-front transfer payments from manufacturer to retailer when the manufacturer launches a new product. The practice has...

Erratum Internet Shopping Agents: Virtual Co-Location and Competition.(Correction Notice)
March 22, 2003... Incorrect versions of the abstract and peer review line were printed as part of "Internet Shopping Agents: Virtual Co-Location and Competition" by Ganesh Iyer and Amit Pazgal in Marketing Science, Vol. 22, No. 1, Winter 2003, pp. 85-106. The...