Articles

'Done 4': Analysis of a Failed Social Norms Marketing Campaign

C. A. RUSSELL, W. DeJong, J. Clapp

Health Communication

2005, vol. 17, n°1, pp.57-65

Départements : Marketing


College students commonly believe their peers engage in higher levels of dangerous drinking than is actually the case. Social norms marketing campaigns attempt to correct these misperceptions, decrease the perceived normative pressure to drink, and thereby drive down high-risk alcohol consumption. The present case study critically examines 'Done 4,' an unsuccessful social norms marketing campaign conducted as part of a comprehensive prevention trial at a large urban university. As part of this analysis, the principal print advertisement used in the campaign was evaluated by a pool of students. The results of this case study suggest that the advertisement was poorly constructed, which decreased its effectiveness and led to confusion about the social norms message. Implications of these findings for future prevention campaigns and new research are discussed

A Decomposition and Empirical Examination of Information and System Quality

R. NELSON, P. A. TODD, B. H. WIXOM

Journal of Management Information Systems

mars 2005, vol. 21, n°4, pp.199-235

Départements : Informations Systems and Operations Management

Mots clés : business intelligence software, data warehousing, information quality, information systems success, system quality


Understanding the successful adoption of information technology is largely based upon understanding the linkages among quality, satisfaction, and usage. Although the satisfaction and usage constructs have been well studied in the information systems literature, there has been only limited attention to information and system quality over the past decade. To address this shortcoming, we developed a model consisting of nine fundamental determinants of quality in an information technology context, four under the rubric of information quality (the output of an information system) and five that describe system quality (the information processing system required to produce the output). We then empirically examined the aptness of our model using a sample of 465 data warehouse users from seven different organizations that employed report-based, query-based, and analytical business intelligence tools. The results suggest that our determinants are indeed predictive of overall information and system quality in data warehouse environments, and that our model strikes a balance between comprehensiveness and parsimony. We conclude with a discussion of the implications for both theory and the development and implementation of information technology applications in practice

A folk theorem for minority games

S. Scarlatti, M. SCARSINI, J. Renault

Games and Economic Behavior

2005, vol. 53, n°2, pp.208-230

Départements : Economie et Sciences de la décision


We study a particular case of repeated games with public signals. In the stage game an odd number of players have to choose simultaneously one of two rooms. The players who choose the less crowded room receive a reward of one euro (whence the name "minority game"). The players in the same room do not recognize each other, and between the stages only the current majority room is publicly announced. We show that in the infinitely repeated game any feasible payoff can be achieved as a uniform equilibrium payoff, and as an almost sure equilibrium payoff. In particular we construct an inefficient equilibrium where, with probability one, all players choose the same room at almost all stages. This equilibrium is sustained by punishment phases which use, in an unusual way, the pure actions that were played before the start of the punishment

À la poursuite des determinants du prix dans le commerce électronique

F. Ancarani, F. SOTGIU

Revue Française du Marketing

juillet 2005, n°203, pp.119-132

Départements : Marketing


L'un des plus importants problèmes de la fixation du prix en ligne consiste à comprendre quels déterminants en fixent les niveaux, pour mieux envisager la concurrence entre les canaux de distribution au détail. On a développé un cadre conceptuel et réalisé une analyse empirique sur les niveaux de prix dans la catégorie des livres, auprès de différents acteurs du commerce électronique (purs et multicanaux) en Italie, et obtenu un ensemble de données offrant 5 400 offres de prix en 2002. Une analyse de corrélations nous a montré que le graphisme du site, la confiance dans la marque et les services de livraison étaient fortement corrélés au niveau de prix. En outre, une analyse de régression a indiqué que les attributs du premier contact, comme le graphisme et la convivialité de navigation, sont les principaux déterminants des niveaux de prix de vente en ligne. On identifiera quelques pistes de recherches futures, avant de proposer quelques conseils aux dirigeants

A Managerial Investigation into the Product Placement Industry

M. Belch, C. A. RUSSELL

Journal of Advertising Research

mars 2005, vol. 45, n°1, pp.73-92

Départements : Marketing


This article reports the findings of a managerial investigation of key players in the product placement industry, including placement agents, clients, studios and production companies, and research organizations. The evolution of the product placement industry in North America is reviewed, perspectives on the role and objectives product placements serve in the marketing mix are discussed, and current means of assessing product placement efforts examined. The data provide insights on the relationship-driven industry where power, trust, and commitment play an important role. They also suggest recommendations for how participants should plan, use, and evaluate their placement efforts

A note on comparative downside risk aversion

M. SCARSINI, S. Modica

Journal of Economic Theory

2005, vol. 122, n°2, pp.267-271

Départements : Economie et Sciences de la décision


We provide comparative global conditions for downside risk aversion, which are similar to the ones studied by Ross for risk aversion. We define a coefficient of downside risk aversion, and study its local properties

A Standard Error Estimator for the Polarization Index: Assessing the Measurement Error in One Approach to the Analysis of Loyalty

S. Rudrapatna, C. Rungie, B. Brown, G. LAURENT

Marketing Bulletin

2005, vol. 16

Départements : Marketing


The Polarization Index, developed by Sabavala, Morrison and Kalwani (1977), is a well-known measure of behavioral loyalty. It is of considerable use in analyzing purchase data and repeated choice revealed preference data. Until now, it has only been possible to evaluate the accuracy of estimates or polarization through simulations. We present a closed form estimator of its asymptotic standard error. Using simulations, we show that this estimator is sufficiently accurate for the typical sample sizes used in marketing studies

A Theoretical Integration of User Satisfaction and Technology Acceptance

P. TODD, B. WIXOM

Information Systems Research

mars 2005, vol. 14, n°1, pp.85-102

Mots clés : user satisfaction ; technology acceptance model ; information systems success ; theory of reasoned action ; system quality ; information quality


In general, perceptions of information systems (IS) success have been investigated within two primary research streams—the user satisfaction literature and the technology acceptance literature. These two approaches have been developed in parallel and have not been reconciled or integrated. This paper develops an integrated research model that distinguishes beliefs and attitudes about the system (i.e., object-based beliefs and attitudes) from beliefs and attitudes about using the system (i.e., behavioral beliefs and attitudes) to build the theoretical logic that links the user satisfaction and technology acceptance literature. The model is then tested using a sample of 465 users from seven different organizations who completed a survey regarding their use of data warehousing software. The proposed model was supported, providing preliminary evidence that the two perspectives can and should be integrated. The integrated model helps build the bridge from design and implementation decisions to system characteristics (a core strength of the user satisfaction literature) to the prediction of usage (a core strength of the technology acceptance literature)

A Theoretical Integration of User Satisfaction and Technology Acceptance

P. A. TODD, B. H. WIXOM

Information Systems Research

mars 2005, vol. 14, n°1, pp.85-102

Départements : Informations Systems and Operations Management

Mots clés : user satisfaction; technology acceptance model; information systems success; theory of reasoned action; system quality; information quality

http://pubsonline.informs.org/doi/pdf/10.1287/isre.1050.0042


In general, perceptions of information systems (IS) success have been investigated within two primary research streams—the user satisfaction literature and the technology acceptance literature. These two approaches have been developed in parallel and have not been reconciled or integrated. This paper develops an integrated research model that distinguishes beliefs and attitudes about the system (i.e., object-based beliefs and attitudes) from beliefs and attitudes about using the system (i.e., behavioral beliefs and attitudes) to build the theoretical logic that links the user satisfaction and technology acceptance literature. The model is then tested using a sample of 465 users from seven different organizations who completed a survey regarding their use of data warehousing software. The proposed model was supported, providing preliminary evidence that the two perspectives can and should be integrated. The integrated model helps build the bridge from design and implementation decisions to system characteristics (a core strength of the user satisfaction literature) to the prediction of usage (a core strength of the technology acceptance literature)

Aesthetics of business innovation: experiencing 'internal process' versus 'external jolts'

R. RAMIREZ, N. Arvidsson

Innovation: Management, Policy and Practice

octobre 2005, vol. 7, n°4, pp.373-388

Départements : Management et Ressources Humaines

Mots clés : Business aesthetics, Internal-process, External-jolt, Organisational fit, Managing innovation, Sustainable business cycle, Shell's Gamechanger, Case study, Management implications


This paper summarizes findings of a research project on business innovation. It contrasts two forms of innovation – those of ‘internal process’ and ‘external jolt’. We propose that their deployment depends on how managers responsible for business innovation in large firms feel about, and sense and make sense of innovation. The felt–sensed form of innovation that they find appealing or with which they are comfortable, makes a big difference on what type of innovation process is actually put in place, and is sometimes manifested in the actual business model. Our ambition is to highlight these so-called ‘non-rational’ aspects in innovation decision-making that, we propose, complement – and sometimes shape – rational analyses determining managerial efforts to innovate


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