Does Ease Mediate the Ease-of-Retrieval Effect? A Meta-Analysis , Evan Weingarten and J. Guidelines for Science: Evidence and Checklists , J. Is Advance Selling Desirable with Competition? Cachon and Pnina Feldman. Does Adding Inventory Increase Sales? Evidence of a Scarcity Effect in U. Automobile Dealerships , Gerard P. Cachon, Santiago Gallino, and Marcelo Olivares. Modeling Multimodal Continuous Heterogeneity in Conjoint Analysis — A Sparse Learning Approach , Yupeng Chen, Raghuram Iyengar, and Garud Iyengar. Protocol Invariance and the Timing of Decisions in Dynamic Games , Ulrich Doraszelski and Juan F. A Cross-Cohort Changepoint Model for Customer-Base Analysis , Arun Gopalakrishnan, Eric T.

Bradlow, and Peter S. Competing by Restricting Choice: The Case of Search Platforms , Hanna Halaburda, Mikolaj Piskorski, and Pinar Yildirim. How Do Recommender Systems Affect Sales Diversity? A Cross-Category Investigation via Randomized Field Experiment , Dokyun Lee and Kartik Hosanagar. Drip Pricing When Consumers Have Limited Foresight: Evidence from Driving School Fees , Katja Seim, Maria Ana Vitorino, and David M. The Illusion of Multitasking and Its Positive Effect on Performance , Shalena Srna, Rom Y. Schrift, and Gal Zauberman. Multi-Attribute Loss Aversion and Reference Dependence: Evidence from the Performing Arts Industry , Necati Tereyağoğlu, Peter S.

Fader, and Senthil K. Agency Selling or Reselling? Channel Structures in Electronic Retailing , Vibhanshu Abhishek, Kinshuk Jerath, and Z. John Zhang. Predictive Validity of Evidence-Based Persuasion Principles: An Application of the Index Method , J. Scott Armstrong, Rui Du, Kesten C. Green, and Andreas Graefe. Is Dynamic Competition Socially Beneficial? The Case of Price as Investment , David Besanko, Ulrich Doraszelski, and Yaroslav Kryukov. Overcoming Algorithm Aversion: People will Use Imperfect Algorithms If They Can Even Slightly Modify Them , Berkeley J. Dietvorst, Joseph P.

Simmons, and Cade Massey. Modeling the Effect of Images on Product Choices , Jeffrey P. Dotson, Mark A. Beltramo, Elea M. Feit, and Randall C. Extrapolative Beliefs in Perceptual and Economic Decisions: Evidence of a Common Mechanism , Cary Frydman and Gideon Nave. The PollyVote Forecast for the American Presidential Election , Andreas Graefe, Randall J. Jones, J. Scott Armstrong, and Alfred G. Persuasion Principles Index: Ready for Pretesting Advertisements , Kesten C. Green, J. Scott Armstrong, Rui Du, and Andreas Graefe. Customer-Base Analysis using Repeated Cross-Sectional Summary RCSS Data , Kinshuk Jerath, Peter S.

Fader, and Bruce G. S Hardie. Item Response Models of Probability Judgments: Application to a Geopolitical Forecasting Tournament , Edgar C. Merkle, Mark Steyvers, Barbara A. Mellers, and Philip E. Participation vs. Effectiveness of Paid Endorsers in Social Advertising Campaigns: A Field Experiment , Jing Peng and Christophe Van den Bulte. Complicating Decisions: The Work Ethic Heuristic and the Construction of Effortful Decisions , Rom Y. Schrift, Ran Kivetz, and Oded Netzer. Mixed Pricing in Online Marketplaces , Katja Seim and Michael Sinkinson. From Primed Concepts to Action: A Meta-Analysis of the Behavioral Effects of Incidentally Presented Words , Evan Weingarten, Qijia Chen, Maxwell McAdams, Jessica Yi, Justin Hepler, and Dolores Albarracín.

Conspicuous Consumption on the Long Tail: How can Luxury Brands Benefit from Counterfeits? Measuring Multi-Channel Advertising Effectiveness Using Consumer-Level Advertising Response Data , Daniel Zantedeschi, Eleanor M. Feit, and Eric T. Golden Rule of Forecasting: Be Conservative , J. Scott Armstrong, Kesten C. Misrepresentation of Credence Goods and Channel Design , Dinah Cohen-Vernik, Pinar Yildirim, and Vikas Mittal. Looking for My Self: Identity-Driven Attention Allocation , Nicole V. Coleman and Patti Williams. Reform our development and production systems, and support the development of a sustainable society and environment 8. Develop people and the team Develop both individual and team capabilities to deliver values that exceed consumer expectations.

Running:-To continues delivering breakthrough innovations to excite a wide range of runners that will allow them to achieve their ultimate goals and aspirations. Achieve no lower than the No. Training :Extend our Running expertise and the power of our brands into Training, delivering breakthrough innovations to excite and motivate a wide range of consumers Training for a goal 3. Core Performance Sports: To focus on delivering breakthrough innovations to excite sports enthusiasts in global strategic categories. Maximize opportunities in regional sports categories to efficiently drive business and brand growth 4. Lifestyle: As a sports brand of Japan origin, establish our heritage as a core.

Be on the cutting-edge of trends to excite young people. Raise the awareness and image of the ASICS stripe through both ASICS Tiger and Onitsuka Tiger 5. Outdoor Haglofs Lead the evolution of the Outdoor segment and expand the business as a global, premium Outdoor brand 6. Expand and develop the business in Japan, keeping future global market expansion in mind. Function of the headquarters Strengthen global management function of headquarters in each functional organization and lead global strategy development and decision-making. Reinforce governance and risk management across the group thoroughly through prompt global reporting lines.

Promote the share of both best practices and other challenging experiences across the entire group 2. Regional strategy Divide the sales territory into seven regions: Japan, Americas, EMEA, Greater China, South Korea, Oceania, Southeast and South Asia, and execute each regional or country strategy in order to achieve the AGP target. To increase awareness about ASICS in Substitutes available at cheaper costs emerging countries Increasing indirect players getting into Integrate the e-business in the business this sports segment model to increase efficiency Competitors increasing brand awareness To become a market leader in this and penetration.

segment as there are limited well known players. Weaknesses are constraints that hinder movements in certain directions. Opportunities primarily arise from the external environment, and refer to the chances of gaining competitive advantages. The external uncontrollable variables that can create problems on organizational performances pose as Threats to business firms. The Brand ASICS has found the sports customer segment as strength and develop a business model to gain the market share. Known as a leader in innovation Innovation and development are the main focal point of ASICS for better product. Global Presence which results in strong reach. ASICS available in every major market. From Japan to U. S, Europe Union and Middle East. Sponsorship of many international teams and players, apart from being associated with international sports events.

Marketing management based on international sports event and celebrities. Business units are making different sports products as per market and industry demand by analyzing the innovative factors and implementation. Weakness: Diversification may lead to brand dilution. Many products make customer confused in buying decisions. Has to first create more market and awareness in countries where sports shoes shopping is not a culture. Japanese culture is a major issue for sports product implementation. Opportunities: To increase awareness about ASICS in emerging countries. The more people know about the Brand the more will be the sales. Threats: Substitutes available at cheaper costs Major concern for Asics is how to tackle those competitors like NIKE, ADDIDAS, and PUMA.

Increasing indirect players getting into this sports segment Sports sector, there are many players and they are developing rapidly. Competitors increasing brand awareness and penetration. Competitive markets are on the high peak for major social media coverage and so many local brands are also doing well in this sector. The country Japan has a strong 1. GDP Growth Rate of Japan Is high and the democratic setup with stable per capita GDP is the highest among the macroeconomics policies. other Asian nations. Japan strong relation with US and 2.

Standard of living is very high with well- European union create major impact on developed manufacturing and financial Asics growth strategy. services industry. Government has embarked E-governance 3. Japan has an economy of growing foreign initiatives to improve political exchange reserves because of export administrative. centric products. Japan has strong social welfare initiatives 1. The country has a strong knowledge base with low poverty levels. and leader in robotics. Japan has compact cities and government 2. innovating factor for Asics. The country has a huge aging population with declining labor force. Japan has strong environmental policies 1. Japan has legal system similar to the US and Ozone layer protection law. and Europe which ease Asics business to 2.

reduction of CO2 emission is benchmark 2. The country has a strong legal service for other country. market but has slow legal procedures. Current challenge is to reduce air pollution 3. Violation of human right is strictly and safe guard the country from natural monitored all over the country. disasters like Tsunami and earth quake. Asics products were produced by many manufacturers located across country. Others component suppliers has moderate views. Bargaining power of customers Medium to High :  Asics's customers include both wholesale customers as well as end customers. Wholesale customers, like Sporting Goods and the Sports Authority, hold a certain degree of bargaining leverage, as they could substitute Asics products with other competitors' to gain higher margins. Threat of new entrants Low to Medium :  Large capital costs are required for branding, advertising and creating product demand, and hence this limits the entry of newer players in the shoes and sports apparel market.

Threat of substitute products Low to Medium : The demand for performance apparel, sports footwear and accessories is expected to continue, and hence we think this force does not threaten Asics in the foreseeable future. Those looking for sports item within a reasonable budget but one that still qualifies as a luxury piece will find something in ASICS. Core marketing concept: Some of the major core marketing concepts are as below: Needs, wants, and demands- Needs are the basic necessities that human being requires, Citizen watch can easily satisfy human needs by offering reasonable performance sports item, whereas wants are desires for specific satisfier of these deeper needs like, the target market for ASCIS Eco Drive shoe in China are year old middle class men who want products, which can help them realize their goals and fulfill their status in life.

Target markets, positioning, and segmentation - ASICS marketing strategy is to target high income earners. The company has further segmented the high income earners into tech savvy customers and the rest. Generally the youths are more attracted towards technology and ASICS fulfills their needs with technologically advanced stylish performance sports item. Newspapers, Magazines Radio. Competition- ASICS has followed a different road than its competitors. The brand offers a partial list of its international models to the domestic market. In the general stagnant economic climate, with salaries at often rather low levels, young people are making costly sports were purchases. Globally they are facing competition from brands like ADDIDAS, NIKE, PUMA and NB.

Market Segmentation: ASICS market is high earning people and their target market can be further segmented into the following categories: Geographical region: ASICS operates mostly U. In middle-income countries, a flexible Physical evidence: pricing approach Place: ASICS ensure high had to be adopted. Promotion: ASICS brands are quality products, by TV commercials, available in more giving effective sports Billboards, Internet, than 65 countries. through internet Value Chain Model A value chain is a series of activities or processes which aims at creating and adding value to a product at every step during the production process. Businesses aim at enhancing their margins and thus work to change input into an output which is of a greater value than what it was at the time of entering the process.

The more value a company creates, the more profitable it is to create competitive advantages. The ASICS Company has strongly positioned in the market due to high quality. They maintain the quality in every step in the processing. Onitsuka Tiger shoes, as they became known, were introduced globally in the s with the unveiling of the Mexico 66 — the shoe that features the now famous crossed stripes design. Their logo is very basic, which was probably their intention as the name Asics rhymes with basic. This is well illustrated in the image above. Asics is at the highest end of performance and innovation but at mid- level of fashionable and cool spectrum below Adidas and Nike.

In terms of performance it is at the apex. Its top competitors Nike and Adidas are following a different positioning strategy. Nike chose to look the best, which is probably the key to its success. Over the years Citizen Holdings Co. The mechanical watches that citizen produced were breakthroughs for the Japanese watch industry. It starts with a simple, yet revolutionary concept: a watch that never needs a battery. Citizen Eco-Drive technology harnesses the power of light-from any natural or artificial light source-and converts it into energy which is stored in a permanently rechargable lithium-ion cell. Initially their target market was in Japanese but after the Second World War they focused in overseas expansion and created the Citizen Trading Company, which marketed the brand around the world.

Marketing Management Theory — Marketing management depends on the size of the business and the industry in which the business operates. Effective marketing management will use a company's resources to increase its customer base, improvecustomeropinions of the company's products and services, and increase the company's perceived value. Citizen is in the technology industry which changes rapidly. Citizen has come up with innovation in every era to cope up with the industry. Most luxury watches plays the role of an ornament. Citizen has also placed its product among the luxury watches but has differentiated itself as a performance watch at an affordable price.

It was a good marketing move by citizen to expand its market share into the global arena which optimized its investments on research and development. Mission-Vision-Business plan-Corporate Strategy: Since its foundation in , CITIZEN has promoted a multi-cultural mindset that fosters excellence and creativity. As the names "Citizen Watch" or "Citizen Group" state, their policy is to provide the best products and services to all "citizens" in the world1 CITIZEN continues imagining what the future will bring, as well as improving on today's breakthroughs. Building further on its achievements, Citizen will keep pushing boundaries for tomorrow so that more customers everywhere can wear superior watches.

The company has a competitive pricing strategy and offered more features at the same or lower price SWOT Analysis SWOT Analysis Strength 1. Citizen has sponsored and associated with prestigious sporting events such as the US open and the World figure skating championships 2. The solar powered series of watches are very popular among the customers 4. Strong brand name and high quality watches Weakness 1. The brand does not have as strong presence as compared to other watch brands in the emerging economies 2.

The company has not aggressively pursued advertising strategies as compared to some other leading brands Opportunity 1. The brand has a good presence in Asia and aggressive marketing can open up opportunities in India as well 2. Getting knowledge about the demands of loyal and creating products that are desired by them in order to capture the latent demand Threats 1. Japanese, high-end swiss and low end Chinese models provide tough competition to the brand 2. Heavy price competition in the market also poses a threat 3. Economic: The purchasing power of the customers might decrease because of credit crunch though they will still buy a few essential products.

As a result of this they will spend very little on luxury products which have a greater profit margin for citizen. Social-cultural: Citizen repositioned itself in the market as a technologically advance and eco-friendly watch maker. Technological: Throughout its life citizen has always moved along with technology. The solar charged watches, automatic quartz power and atomic time keeping are good evidences. Ecological: Citizen Watch Co. has launched its latest technology product Eco-Drive which environment friendly. Hence Citizen operates in multi-dimensional business environment. The way of doing business across the region are very different and Citizen has to adapt to the local environment while marketing its product to various countries.

Legal: Different countries have different legal, as citizen markets its product all over the world, so it has to abide by the laws of the countries they are marketing its product into. Every country have some different rules and regulation in marketing operation so it is a challenge that a global company like citizen has to overcome and it may require that citizen have to take different approach of marketing in different countries. Also, the increasing development of the smartphones is evolving the situation. People become used to read the clock on their mobiles, it is why the watchmakers have to motivate them to wear watches, and otherwise it could be a threat, especially for the low-cost segment.

Bargaining power of suppliers: In concrete terms, it exists 2 types of situations concerning the suppliers in the watch making industry. The first one is brands as The Citizen watch which own their factories to create and assemble mechanisms. The second case is brands as Gucci, or Ice Watch which are not watchmakers and which need to order mechanism to external suppliers. In this situation, suppliers have a certain power of negotiation about prices. Those looking for watches within a reasonable budget but one that still qualifies as a luxury piece will find something in Citizen. KatsusukeTokura, Managing Director, Citizen Watches India , maintains that the audience the company will be targeting here is one that will pay for the kind of product they have to offer.

Target markets, positioning, and segmentation — Citizens marketing strategy is to target high income earners. The company has further segmented the high income earners into tech savvy customers and the rest. Generally the youths are more attracted towards technology and citizen fulfils their needs with technologically advanced stylish performance watches. To retain its larger share in its target market, citizen has made product pricing slightly more affordable compared to its competitors. Marketing channels — Communication Channels e.

Newspapers, Magazines Radio. The brand offers a partial list of its international models to the domestic market, but as in the case of Seiko, it is positioned clearly higher in Japan than abroad. These people, while they appreciate technological innovation on the inside, prefer classic design on the outside. In the memory space. This feature is really beneficial because people can carry their assignments, presentation, work, software, related stuff on it and can access it form anywhere and no need to open your mail account and download your required stuff.

This is a portable device which is always on your hand in the form of watch. In the entertainment, people can store almost about songs in their watch and can listen them whenever you want. People can record anything in any time and can listen to it after wards and even can store it in your Pc. In the privacy, their product will be providing privacy by keeping the personal private things with you in your watch and can carry them with you all the time. The watch which we the company has designed watches to focus more on professionals is esteem. They design their product according to varying age groups. In the stylish design, watches along with technical aspects have stylish features according to current fashion.

Price:The Citizen Company ensure reasonable profit margins by price controlling over international markets to improve the brand image, and growth of ASP by increasing added-value products. The Citizen Watch company follow the pricing strategy involves determining how they will price their product or service; the price they charge has to be competitive but still allow them to make a reasonable profit. The Citizen Company can charge any price whatever they want, but for every product or service there's a limit to how much the consumer is willing to pay.

Their pricing strategy needs to take this consumer threshold into account. The Citizen Company set their prices by examining how much it costs us to produce the product or service and adding a fair price for the benefits that the customer will enjoy. The Citizen WatchCompany follows the following pricing strategies as follows: -Cost based pricing -Value based pricing -Competition based pricing Cost based pricing: The Citizen Company follows adding a mark-up to the cost of the product. An increasing number of companies are basing their prices on the products perceived value. The Citizen company needs to do to change the view point and taste of the customers by Powerful and attractive advertising.

Competition based pricing: The Citizen company Set prices based on the prices the competitors charge for similar products. Consumers will base their judgments of a products value on the prices on the basis of what the competitors charge for similar products. The Citizen Company launch a new unique product for a special class of people. Their target market is not price sensitive. So they focus more on value based pricing and competition based pricing because they launched an innovative product which already does not exist in market which creates a good words of mouth. Place: It includes marketing channels and channel levels as described below:- Marketing Channels: The Citizen Company sell few products directly to final users.

Instead most use intermediaries to bring their products to market. The Citizen Company use a set of interdependent organizations involved in the process of making a product or service available for use or consumption for the consumers or business users. There are basically two marketing channels such as direct marketing channels which contain no intermediary levels and indirect marketing channels which contain one or more intermediary levels. The products can be sold through indirect channels such as Nike outlets. Promotion:The Citizen Company follow a promotion strategy which means customer communication that how they can reach to their customer to read and capture his mind. The Citizen Company use two types of promotional mix strategies as follows: Push strategy: The Citizen Company follow a promotion strategy which use the sales force and trade promotion to push the product through channels.

The producer promotes the product to wholesalers the wholesalers promotes to retailers, and the retailer promotes to consumers. The producer directs its marketing activities primarily personal selling and trade promotion toward channel members to induce them to carry the product and to promote it to final consumer. Pull strategy: The Citizen company spend a lot on advertising and consumer promotion to build up consumer demand. Using a pull strategy, the producer directs its marketing activities primarily advertising and consumer promotion toward final consumers to induce them to buy the product.

People:The Citizen Company always tries to develop the habit of thinking in terms of the people inside and outside of their business who are responsible for every element of sales and marketing strategy and activities. In Citizen Watches, entrepreneurs and businesspeople will work very hard to think through every element of the marketing strategy and the marketing mix. The Citizen Company has the ability to select, recruit, hire and retain the proper people, with the skills and abilities to do the job you need to have done to put everything else together. It works for the benefit of the company. Process:The new product of the Citizen Company develops the habit of thinking frequently about how they are positioned in the hearts and minds of their customers.

The company has a very sensitive analysis to position of the product and also on the position of the company. It is done by the regular market survey. Once the image of a company or a brand is set in their mind, they become loyal to that company or the product. Physical Evidence: The Citizen Company develop the habit of standing back and looking at every visual element in the packaging of the product or service through the eyes of a important prospect. People form their first impression about the product within the first 30 seconds of seeing some element of the company.

The Citizen company always try to small improvements in the packaging or external appearance of the product or service can often lead to completely different reactions from the customers. Value Chain Model A value chain is a series of activities or processes which aims at creating and adding value to a product at every step during the production process. Businesses aim at enhancing their margins and thus work to change input into an output which is of a greater value than what it was at the time of entering the process. The more value a company creates, the more profitable it is to create a competitive advantages. The business activities of the Citizen watch company are divided into primary activities and secondary activities.

The primary activities are directly related to the creation of a good or service while the support activities help in enhancing the efficiency and work to obtain a competitive advantage among peers. Primary activities: Inbound Logistics: The inbound logistics for the Citizen watch refers to selecting the finest quality of raw materials by the company from raw materials suppliers around the world. These are transported to the storage sites after which the raw materials are processed.. Citizen watch is a brand of watches in the world, which means that its products have an authenticity and a definite brand value and satisfaction to customer of its quality. The company does not outsource its procurement to ensure high quality standards right from the point of selection of coffee beans.

Operations:Preparation for making watch base using the above mentioned sources as per the requirement and expectations. The required amount of materials need to be added, thickness, softness, size of the watch base as per the requirement, heating the same for right time. All this so that the base becomes as per the expectation set for it. Centralized locations for the preparation of watch bases to maintain the uniformity, from where these are transported to the various outlets. The Citizen watch company do all this in the specific time period and also adhering to the company standards while maintaining the quality of the items. Outbound Logistics:The Citizen watch company transport the watches to the different outlets where they are kept and used as per the order.

There is a presence of intermediaries in product selling. Products are also sold in their own stores. The company has launched a new range of watches which will be sold through some leading retailers. Marketing and Sales: The Citizen Watch Company targets the people till the age 55 years, including working people, families with young children, students and travellers. The Citizen watch has a brand value and the customers are satisfied for its quality. The Citizen Company set the prices as per the market demand and keeping the competitors also in mind. The Citizen watch has opened a large number of outlets targeting a large customer base, so that more and more people can enjoy its new offerings.

The Citizen Company place advertising through hoardings, newspapers, TV ads, promotion on internet, mobile apps, pamphlets etc. And also setting up stalls and catering in colleges, fests, events, marriages, parties etc. The citizen watch company offers different types of promotional offers like group discounts and choose your own watch. The Citizen Company invests in superior quality products and high level of customer services than aggressive marketing. However, need based marketing activities are carried out by the company during new products launches in the form of sampling in areas around the stores. Service: The Citizen Company aims at building customer loyalty through high level of customer service at its stores. They can also get contact and other information like the new entries, discounts and offers etc.

The company take care of its workforce carefully and this is perhaps the reason for a low turnover of employees. There are many training programs conducted for employees in a setting of a work culture which keeps its staff motivated and efficient. The Citizen Company strives to increase the knowledge and skills of its employees and provides them the required trainings so that they can perform as per the expectations set for them on the job. The company always focuses on hiring of the new employees. The Citizen Company gives annual appraisals as per the performance of the employees. This also helps the employees get the motivation and work hard to get the appraisals.

Its employees work passionately in providing the customers service by doing a number of activities like smiling and greeting the customers, politely taking the orders and even guide them, taking feedback on the products. The Citizen WatchCompany provides their employees freedom of the decision making to make decision in a critical situation. The Citizen watch company priveides unlimited wi-fi availability for its customers in their own stores. The company has opened a website where customers can ask questions, give suggestions and openly express opinions and share experiences. The Citizen watch company maintain a database of customers so that they can be contacted all the time of festivals and for promotional offers. The Citizen watch company uses computers and others advanced electronic items which help keep them a check on a billing information, the inventory, the flow of raw materials, sales and readily available employees details.

The company agents travel to different countries in the world for the procurement of high grade raw material to bring the finest watch to its customers. The agents establish strategic relationship and partnership with a supplier which is built up after reconnaissance and communication about the company standards. High quality standards are maintained with direct involvement of the company to selecting the finest raw material for the Citizen WatchCompany. The Citizen watch company has strongly positioned in the market due to high quality. They maintain the quality in every steps in the processing.

To be successful implementing TQM, The Citizen watch company has concentrated on the eight key elements such as ethics, integrity, trust, training, teamwork, leadership, recognition and communication. The Citizen watch company employ TQM that makes quality the driving force behind leadership, design, planning, and improvement initiatives. For this, TQM requires the help of those eight key elements.

Wharton's Marketing professors - the largest, most cited, and most published marketing faculty in the world - specialize in translating their state-of-the-art research into practical tools that managers can use to make better decisions. Snack-food giant Frito-Lay, for example, needed to know if the billions it spent each year on advertising was working. Marriott wanted to launch a new chain of residence hotels, but wasn't sure how the market would react to the idea. Shell Oil wanted to redefine product offerings based on customers' perceptions and needs. These are just a handful of the corporations that have improved performance, launched new products, and refined their pricing and merchandising tactics using the market research tools created by the Wharton Marketing Department.

Scott Armstrong and Kesten C. Beyond the Last Touch: Attribution in Online Advertising , Ron Berman. Measuring the Bias of Technological Change , Ulrich Doraszelski and Jordi Jaumandreu. Advertising Content and Consumer Engagement on Social Media: Evidence from Facebook , Dokyun Lee, Kartik Hosanagar, and Harikesh Nair. A Model of Product Design and Information Disclosure Investments , Panos M. Markopoulos and Kartik Hosanagar. Does Ease Mediate the Ease-of-Retrieval Effect? A Meta-Analysis , Evan Weingarten and J.

Guidelines for Science: Evidence and Checklists , J. Is Advance Selling Desirable with Competition? Cachon and Pnina Feldman. Does Adding Inventory Increase Sales? Evidence of a Scarcity Effect in U. Automobile Dealerships , Gerard P. Cachon, Santiago Gallino, and Marcelo Olivares. Modeling Multimodal Continuous Heterogeneity in Conjoint Analysis — A Sparse Learning Approach , Yupeng Chen, Raghuram Iyengar, and Garud Iyengar. Protocol Invariance and the Timing of Decisions in Dynamic Games , Ulrich Doraszelski and Juan F. A Cross-Cohort Changepoint Model for Customer-Base Analysis , Arun Gopalakrishnan, Eric T. Bradlow, and Peter S. Competing by Restricting Choice: The Case of Search Platforms , Hanna Halaburda, Mikolaj Piskorski, and Pinar Yildirim. How Do Recommender Systems Affect Sales Diversity?

A Cross-Category Investigation via Randomized Field Experiment , Dokyun Lee and Kartik Hosanagar. Drip Pricing When Consumers Have Limited Foresight: Evidence from Driving School Fees , Katja Seim, Maria Ana Vitorino, and David M. The Illusion of Multitasking and Its Positive Effect on Performance , Shalena Srna, Rom Y. Schrift, and Gal Zauberman. Multi-Attribute Loss Aversion and Reference Dependence: Evidence from the Performing Arts Industry , Necati Tereyağoğlu, Peter S. Fader, and Senthil K. Agency Selling or Reselling? Channel Structures in Electronic Retailing , Vibhanshu Abhishek, Kinshuk Jerath, and Z. John Zhang. Predictive Validity of Evidence-Based Persuasion Principles: An Application of the Index Method , J.

Scott Armstrong, Rui Du, Kesten C. Green, and Andreas Graefe. Is Dynamic Competition Socially Beneficial? The Case of Price as Investment , David Besanko, Ulrich Doraszelski, and Yaroslav Kryukov. Overcoming Algorithm Aversion: People will Use Imperfect Algorithms If They Can Even Slightly Modify Them , Berkeley J. Dietvorst, Joseph P. Simmons, and Cade Massey. Modeling the Effect of Images on Product Choices , Jeffrey P. Dotson, Mark A. Beltramo, Elea M. Feit, and Randall C. Extrapolative Beliefs in Perceptual and Economic Decisions: Evidence of a Common Mechanism , Cary Frydman and Gideon Nave.

The PollyVote Forecast for the American Presidential Election , Andreas Graefe, Randall J. Jones, J. Scott Armstrong, and Alfred G. Persuasion Principles Index: Ready for Pretesting Advertisements , Kesten C. Green, J. Scott Armstrong, Rui Du, and Andreas Graefe. Customer-Base Analysis using Repeated Cross-Sectional Summary RCSS Data , Kinshuk Jerath, Peter S. Fader, and Bruce G. S Hardie. Item Response Models of Probability Judgments: Application to a Geopolitical Forecasting Tournament , Edgar C. Merkle, Mark Steyvers, Barbara A. Mellers, and Philip E. Participation vs. Effectiveness of Paid Endorsers in Social Advertising Campaigns: A Field Experiment , Jing Peng and Christophe Van den Bulte.

Complicating Decisions: The Work Ethic Heuristic and the Construction of Effortful Decisions , Rom Y. Schrift, Ran Kivetz, and Oded Netzer. Mixed Pricing in Online Marketplaces , Katja Seim and Michael Sinkinson. From Primed Concepts to Action: A Meta-Analysis of the Behavioral Effects of Incidentally Presented Words , Evan Weingarten, Qijia Chen, Maxwell McAdams, Jessica Yi, Justin Hepler, and Dolores Albarracín. Conspicuous Consumption on the Long Tail: How can Luxury Brands Benefit from Counterfeits? Measuring Multi-Channel Advertising Effectiveness Using Consumer-Level Advertising Response Data , Daniel Zantedeschi, Eleanor M. Feit, and Eric T. Golden Rule of Forecasting: Be Conservative , J. Scott Armstrong, Kesten C. Misrepresentation of Credence Goods and Channel Design , Dinah Cohen-Vernik, Pinar Yildirim, and Vikas Mittal.

Looking for My Self: Identity-Driven Attention Allocation , Nicole V. Coleman and Patti Williams. Improving Intelligence Analysis with Decision Science , Mandeep K. Dhami, David R. Mandel, Barbara A. Consumer Dynamic Usage Allocation and Learning under Multi-Part Tariffs , Arun Gopalakrishnan, Raghuram Iyengar, and Robert J. Simple Versus Complex Forecasting: The Evidence , Kesten C. Green and J. Scott Armstrong. Golden Rule of Forecasting Rearticulated: Forecast Unto Others as You Would Have Them Forecast Unto You , Kesten C. Scott Armstrong, and Andreas Graefe.

Do I Follow My Friends or the Crowd? Information Cascades in Online Movie Ratings , Young-Jin Lee, Kartik Hosanagar, and Yong Tan. Improving Exercise Adherence and Physical Measures in English-Speaking Latina Women , Lorena Martin, Joseph S. Signorile, Barbara E. Kahn, Andrew W. Perkins, Soyeon Ahn, and Arlette C. Closing the Gap between Marketing and Finance: The Link to Driving Wise Marketing Investment , David J. Pain and Preferences: Observed Decisional Conflict and the Convergence of Preferences , Rom Y. Schrift and Moty Amar. Specification Curve: Descriptive and Inferential Statistics on All Reasonable Specifications , Uri Simonsohn, Joseph P.

Simmons, and Leif D. Decomposition of Time-Series by Level and Change , Thomas H. Tessier and J. Credit Scoring with Social Network Data , Yanhao Wei, Pinar Yildirim, Christophe Van den Bulte, and Chrysanthos Dellarocas. The Economics of Predation: What Drives Pricing When There is Learning-by-Doing? Accuracy of Combined Forecasts for the Presidential Election: The PollyVote , Andreas Graefe, J.

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