Planning and Strategy Management
Business Development: A New Organizational Anchorage Of Strategic Marketing In B2b Companies?
Marketing is an established discipline in B2B companies. However, during the last years marketing has experienced a shift from strategic to operational tasks. Since B2B companies still have a need Read More »
Author: Jana Poelzl, Markus Voeth, Anne Theresa Eidhoff
Contributor: eb™ Research Team
Segmentation Of Spatially Dependent Geographical Regions: Model And Application
Spatially Contiguous segments are managerially more attractive in terms of logistical and administrative efficiencies. The research develops and tests a methodology that assigns geographical units Read More »
Author: Rahul Govind, Rabikar Chatterjee, Vikas Mittal
Contributor: eb™ Research Team
Investigating The Effects Of Mailing Variables And Endogeneity On Mailing Decisions
Determining the optimal amount of mailings being sent to customers is crucial and requires the specification of relevant mailing variables. Therefore we distinguish different mailing types and sizes Read More »
Managing Motivation Over Time: How Focusing On The Present Versus Future Influences Goal Pursuit
Many of consumers’ goals persist over long periods of time. Saving for retirement and being healthy, for instance, cannot be achieved in one night. These and other ‘ongoing’ goals (e.g., being Read More »
The Comparative Mindset And Managerial Decision Making: Theory Extensions And Boundary Conditions
Previous research on the comparative mindset effect suggests that consumer purchases often involve three sequential steps (Xu and Wyer 2007; 2008). First, they decide whether-to-choose, then they Read More »
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