Séminaires de Recherche

Emerging Research in Relationship Marketing

Marketing

Intervenant : Robert W. Palmatier
Associate Professor of Marketing, Foster School of Business, University of Washington

23 novembre 2012 - T 015 - De 13:00 à 14:30

Relationship marketing effectiveness at improving a firm’s financial performance varies widely, which suggests a need to understand better how relationship marketing works and what determines its efficacy. Theory and empirical results from multiple studies will be discussed that provide insight into relationship marketing’s effectiveness. The first study demonstrates that gratitude plays an important role in understanding how relationship marketing investments increase purchase intentions, sales growth, and share of wallet. The project identifies a set of managerially relevant factors that alter customer gratitude, which can make relationship marketing programs more effective. The second study integrates social network and exchange theory to develop a model of customer relationship performance based on three drivers: relationship quality, contact density, and contact authority. The results suggest the value generated from interfirm relationships derives not only from the quality of customer ties (e.g., trust, commitment, norms), as typically modeled, but also from the number and decision-making capability of interfirm contacts and the interactions among relational drivers. The final study investigates the role of relationship velocity—or the rate of change in relational constructs with respect to time—in driving exchange outcomes. The study findings highlight the importance of tapping into the dynamic nature of relational constructs (e.g., velocity) to provide insights into future sales growth.

Finance

Intervenant : Xavier Gabaix

13 juin 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Adriano Rampini

23 mai 2019 - T105 - De 14h00 à 15h15


Finance

Intervenant : Luke Taylor

16 mai 2019 - T105 - De 14h00 à 15h15


Finance

Intervenant : Jessica Jeffers

18 avril 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Emil Verner

4 avril 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Niels Gormsen

28 mars 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Ramona Dagostino

14 mars 2019 - T104 - De 14h00 à 15h15


titre : TBA

Economie et Sciences de la décision

Intervenant : Harry Di Pei
Northwestern

12 février 2019


titre : TBA

Economie et Sciences de la décision

Intervenant : François Geerolf
UCLA

18 décembre 2018


“Welfare Effects of Housing Transaction Taxes: A Quantitative Analysis with an Assignment Model” (joint work with Niku Määttänen)

Economie et Sciences de la décision

Intervenant : Marko Tervio
Aalto

13 décembre 2018 - Bâtiment T - Salle T004 - De 14h00 à 15h15


We evaluate the welfare cost of housing transaction taxes with a new assignment model based framework, where welfare effects are driven by distortions in the matching of houses and households. We calibrate the model with data from the Helsinki metropolitan region to assess the impact of a reform where we replace an ad valorem transaction tax with a revenue equivalent property tax. The aggregate welfare gain from this reform increases rapidly with the initial transaction tax rate, with the Laffer curve peaking at about 10\%. The proportion of households that lose out from the reform is nevertheless increasing in the tax rate. We compare our model-based counterfactual aggregate welfare results with welfare calculations based on reduced-form estimates from previous policy evaluation studies; they are broadly in line, despite the latter using data from different housing markets at various levels and changes of the tax rate.


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