2012 INFORMS Marketing Science Conference June 7

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TA09 – Founders III Promotions I Chair: Dinesh Gauri Timing of Retailer Price-promotions Huseyin Karaca, Anne T. Coughlan, Lakshman Krishnamurthi, Vincent Nijs Stars, Leaders, Free-riders and Losers: Roles in the Category Expansion during Sales Promotions Sergio Meza The Impact of Retailer Promotional Activities on Store Traffic Shyda Valizade-Funder, Oliver Heil, Kamel Jedidi An Empirical Investigation of Retailer Pass-throughs Across Categories Dinesh Gauri, Joseph Pancras, Debabrata Talukdar TA13 – Champions Center III Quantifying the Profit Impact of Marketing I Chair: Xueming Luo The Impact of Strategic Alliance on the Innovator’s Financial Value in Markets with Network Effects and Standard Competition Qi Wang, Ashwin Malshe, Jinhong Xie The Dynamic Effects of Service Recovery Strategies on Customer Satisfaction Xueming Luo, Fang Zheng The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements Anne T. Coughlan, Joseph Kissan, M. Babajide Wintoki Panel Discussion: Criticisms and Future Research Opportunities for Marketing’s Profit Impact Moderator: Dominique Hanssens, Panelists: David Reibstein, Gerard J. Tellis 2011 INFORMS Marketing Science Conference Thursday, June 9 th , 2011 8.30-10.00 (TA) TA10 – Founders IV Consumer Behavior: Perceptions Chair: Jana Diels The Effects of New Product Introduction to Different Category Context on Price Evaluations Akihiro Nishimoto, Sayaka Ishimaru, Sotaro Katsumata, Eiji Motohashi How Surprisingly Little Thoughts Count - on Receiver’s Motivated Appreciation for Giver’s Thoughts Yan Zhang When Looks Can Be Deceptive: Consumer Response to Unfamiliar Product Packaging Descriptors Rishtee Batra Understanding Customers` Substitution Patterns when Branded Items Become Unavailable Jana Diels, Lutz Hildebrandt, Nicole Wiebach TA14 – Champions Center VI Customers' Willingness-to-pay Research Chair: Neil Biehn Exploring Consumer Heterogeneity with Respect to Seasonal Shifts of Demand Ali Umut Guler A Structural Model for a "Name Your Own Price" Mechanism with a Fixed Price Option Kerem Yener Toklu Framing Effects and Consumers' Reactions to Corporate Social Responsibility Carmelo J. Leon, Jorge Araña, Christine Eckert Pricing and Willingness-to-pay Estimation in B2B Markets Neil Biehn TA11 – Champions Center I Direct Marketing Chair: Eric Schwartz Calibration? Definition, Motivation and Insights Learned from a Direct Marketing Setting Kristof Coussement, Wouter Buckinx Optimizing Target Selection of Direct Mailing by Charities Remco Prins, Bas Donkers Test and Learn: A Reinforcement Learning Perspective Eric Schwartz TA15 – Champions Center V B2B: Relationships Chair: Alfred Zerres A Theory of Bargaining Costs and Price Terms in the Absence of Relationship- Specific Investments Desmond (Ho-Fu) Lo, Giorgio Zanarone Assessment of Purchasing Maturity in Small Business Jeffery Adams, Ralph Kauffman Integrative Negotiation Training: Enduring Effects of Asymmetrical and Symmetrical Training Alfred Zerres, Klaus Backhaus, Alexander Freund, Joachim Hüffmeier TA12 – Champions Center II Branding Chair: Xiaoying Zheng Customer Based Multidimensional Brand Equity and Asymmetric Risk Kyoung Nam Ha, Gary Erickson, Robert Jacobson Brand Equity and Product Recalls Sheila Goins, Cathy Cole, Qiang Fei, Lopo Rego Factors Enhancing a Brand’s Competitive Clout: A Two-step Empirical Analysis Juan Carlos Gázquez-Abad, Agustí Casas-Romeo, Rubén Huertas-García, Francisco J. Martínez-López The Impact of Marketing Capability on Customer Responses: A Customer-based Brand Equity Perspective Xiaoying Zheng, Siqing Peng, Yi Xie
TB01 – Legends Ballroom I Marketing Science Institute II Chair: Don Lehmann Research on Branding: Issues and Outlook Jan-Benedict Steenkamp Research on Brands: Latest Findings and Future Opportunities Marc Fischer The Evolution of Research on Marketing Metrics Dominique Hanssens TB05 – Legends Ballroom VI New Product II: Diffusion Chair: Li Zheng Modeling Seasonality in New Product Diffusion Yuri Peers, Philip Hans Franses, Dennis Fok Empirical Test of the Bass Diffusion Model using Exogenous Shocks on Word of Mouth Effect Sungjoon Nam Spatiotemporal Analysis of New Product Diffusion Li Zheng 2011 INFORMS Marketing Science Conference Thursday, June 9 th , 2011 10.30-12.00 (TB) TB02 – Legends Ballroom II Empirical Modeling Chair: Eric Schwartz Modeling Online Visitation and Conversion Dynamics Chang Hee Park, Young-Hoon Park Speed of Product Updates in Online Games Paulo Albuquerque Estimating Preferences from Configured Choice Sanjog Misra Test and Learn: A Reinforcement Learning Perspective Eric Schwartz TB06 – Legends Ballroom VII Competition II: More on Measuring the Impact in Retail Markets Chair: A. Yesim Orhun Entry with Social Planning Stephan Seiler, Pasquale Schiraldi, Howard Smith Sleeping with the “Frenemy": The Agglomeration-differentiation Tradeoff in Spatial Location Choice Sumon Datta, K. Sudhir Does Reducing Spatial Differentiation Increase Product Differentiation? Effects of Zoning on Retail Entry and Format Variety K. Sudhir, Sumon Datta TB03 – Legends Ballroom III Social Networks and Profitability Chair: Michael Haenlein Co-chair: Barak Libai How Customer Word of Mouth Affects the Benefits of New Product Exclusivity to Distributors Christophe Van den Bulte, Renana Peres Evolving Viral Marketing Strategies William Rand, Forrest Stonedahl Determinants of Social Influence on Adoption in Customer Ego Networks Hans Risselada, P.C. (Peter) Verhoef, Tammo Bijmolt Customer Acquisition in a Connected World: Revenue vs. Opinion Leaders Michael Haenlein, Barak Libai TB07 – Founders I ASA Special Session on the Marketing-Statistics Interface – II Chair: Anindya Ghose Assessing the Validity of Market Structure Analysis Derived from Text Mining Data Oded Netzer, Ronen Feldman, Moshe Fresko, Jacob Goldenberg What Drives Me? A Novel Application of the Conjoint Adaptive Ranking Database System to Vehicle Consideration Set Formation using Population Statistics Ely Dahan How is the Mobile Internet Different? Search Costs and Local Activity Sangpil Han, Avi Goldfarb, Anindya Ghose Evaluating Financial Risk from Cross Border M&A Activities on Brand Identity Sustainability Sixing Chen, Xiaoqi Yang, Ronald W. Cotterill TB04 – Legends Ballroom V Bayesian Econometrics II: Methods & Application Chair: Sudhir Voleti Simultaneous Scaling of Multiple Domains: Application to Country-of-origin Effects in Asia Luming Wang, Giana Eckhardt, Terry Elrod A Dynamic Spatial Hierarchical Model of Theater Level Box-office Performance Shyam Gopinath, Pradeep Chintagunta, Hedibert Lopes, Sriram Venkataraman Attribute-level Heterogeneity Peter Ebbes, John Liechty, Rajdeep Grewal, Matthew Tibbits A Nonparametric Model of Attribute Based Inter-product Competition Sudhir Voleti, Pulak Ghosh, Praveen Kopalle TB08 – Founders II Innovation II Chair: Chander Velu An Analysis of the Financial Performance of Radical, Complex and Financially Risky Innovations Lisa Schöler, Bernd Skiera, Gerard J. Tellis Promoting Growth and Innovation through Acquisition: A Choice Modeling Approach Yu Yu, Vithala Rao Product Portfolio Effects of Innovation: A Diversification Perspective on Innovation Value Creation Fredrika Spencer, Richard Staelin Entrepreneurs as Owner-managers, Ownership Concentration and Business Model Innovation Chander Velu, Arun Jacob
Page 1 and 2: 2011 33 RD ANNUAL INFORMS MARKETING
Page 4 and 5: ii 33 rd AnnuAl MArketing Science c
Page 6 and 7: INFORMS MaRkeTINg ScIeNce cONFeReNc
Page 8 and 9: ReSTauRaNTS IN HOuSTON (continued)
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Page 14 and 15: SuMMaRy ScHedule xii 33 rd AnnuAl M
Page 16 and 17: INTeRcONTINeNTal HOTel & cONveNTION
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Page 22 and 23: TC09 - Founders III Promotions III
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Page 32 and 33: FD09 - Founders III Retailing V: Lo
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Page 42 and 43: TA06 MARKETING SCIENCE CONFERENCE -
Page 44 and 45: TA10 2 - Stars, Leaders, Free-rider
Page 46 and 47: TA13 MARKETING SCIENCE CONFERENCE -
Page 48 and 49: TB01 MARKETING SCIENCE CONFERENCE -
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Page 52 and 53: TB08 4 - Evaluating Financial Risk
Page 54 and 55: TB11 ■ TB11 Champions Center I Re
Page 56 and 57: TC01 MARKETING SCIENCE CONFERENCE -
Page 58 and 59: TC04 3 - Is it a Fad or Necessity?
Page 60 and 61: TC08 3 - Optimal Mailing in a Beta-
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TD07 MARKETING SCIENCE CONFERENCE -
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FA02 ■ FA02 Legends Ballroom II U
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FA06 2 - Investigating the Relation
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FA10 MARKETING SCIENCE CONFERENCE -
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FA13 4 - Modeling the Impact of Vis
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FB02 MARKETING SCIENCE CONFERENCE -
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FB15 4 - Price Pressure and Supplie
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FC03 MARKETING SCIENCE CONFERENCE -
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FC07 4 - Price Competition in the S
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FC10 ■ FC10 Founders IV Segmentat
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FC14 MARKETING SCIENCE CONFERENCE -
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FD02 ■ FD02 Legends Ballroom II U
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FD05 ■ FD05 Legends Ballroom VI G
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FD09 MARKETING SCIENCE CONFERENCE -
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FD12 MARKETING SCIENCE CONFERENCE -
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FD15 ■ FD15 Champions Center V CR
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SA04 MARKETING SCIENCE CONFERENCE -
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SA07 ■ SA07 Founders I Entertainm
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SB03 MARKETING SCIENCE CONFERENCE -
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SB06 ■ SB06 Legends Ballroom VII
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SB09 ■ SB09 Founders III Internat
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SB14 MARKETING SCIENCE CONFERENCE -
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SC03 3 - Does Higher Transparency L
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SC09 2 - Buy-now Prices at Entertai
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SC14 2 - Analyzing the Dynamics of
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Author Index A Abou Nabout, Nadia F
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Lee, So Young TD15 Leeflang, Peter
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Session Index Thursday, 8:30am - 10
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S A T U R D A Y Auctions and Consum
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2012 INFORMS Marketing Science Conference June 7

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