Articles scientifiques

Beyond Brands: Happy Adolescents See the Good in People


Journal of Positive Psychology

2010, vol. 5, n°5, pp.342-354

Départements : Marketing, GREGHEC (CNRS)

Channel Design, Coordination, and Performance: Future Research Directions

A. Sa Vinhas, S. Chaterjee, S. Dutta, A. Fein, J. LAJOS, W. Ross, L. Scheer, Q. Wang, S. Neslin

Marketing Letters

septembre 2010, vol. 21, n°3, pp.223-237

Départements : Marketing

The marketing literature has made significant progress towards a better understanding of how firms can effectively design and manage their channels of distribution. However, the complexity of today's channel systems raises additional issues that remain unaddressed. The purpose of this article is to suggest promising research directions in this domain. We suggest several possible avenues to relate multiple channel design and management to channel-system, channel-relationship and customer-level outcomes. In particular, we see a great opportunity to integrate multichannel customer management and traditional channel design research. We argue that future research should account for cross-level effects and incorporate variables at more than one relationship level.Channels of distributionCustomer relationship management

Child Benefit Support and Method of Payment: Evidence from a Randomized Experiment in Belgium


American Economic Journal: Economic Policy

mai 2010, vol. 2, n°2, pp.163-184

Départements : Marketing

Mots clés : Payment methods, Children, Mailings, Payments, Bank accounts, Public assistance programs, Information standards, Economic policy, Electronic payments, Checks

We examine the effects of information and information presentation format on individuals choice of payment method in a large ran domized experiment carried out with the Belgian National Office for Family Benefits. We find that a one-time mailing providing information about method of payment for child benefit support caused a fourfold increase in parents' decision to switch from payment by check to electronic payment. Simple, low-cost supplements significantly raised people's responsiveness to the mailing. Our results suggest that complexity and information (processing) costs pose significant barriers to transitioning to electronic payment methods, and that deliberate efforts to lower these costs can contribute to large behavioral changes

Do I Really Have to Prove Who I Am? The Impact of Identity Denial and Targeted Ads

B. KOCHER, D. Luna

Advances in Consumer Research

2010, vol. XXXVII

Départements : Marketing

Firm downsizing and satisfaction among United States and European customers

W. Biemans, J. Lewin, W. ULAGA

Journal of Business Research

juillet 2010, vol. 63, n°7, pp.697-706

Départements : Marketing

Mots clés : Value, Satisfaction, Loyalty, Downsizing, Cultural differences

This study examines the impact that downsizing of suppliers' sales and support personnel has on business customers' satisfaction. The study investigates what influence cultural differences may have on business customers' evaluations of satisfaction with and loyalty toward downsized suppliers. Survey data collected from 435 purchasing professionals in the United States, France, and The Netherlands provide answers to these research questions. Findings indicate that business customers are not satisfied with downsized suppliers' performance. However the results relating to cultural influence are mixed. This report suggests possibilities for future research efforts in this area