DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception

Published Online:https://doi.org/10.1287/isre.1040.0026

References

  • Accenture Research Report. (2001) . Insight Driven Marketing, Chicago, IL.Google Scholar
  • Agarwal R., Tanniru M. R., Dacruz M. R. Knowledge-based support for combining qualitative and quantitative judgments in resource allocation decisions. J. Management Inform. Systems (1992) 9(Summer):165–184CrossrefGoogle Scholar
  • Alavi M. Computer-mediated collaborative learning: An empirical evaluation. MIS Quart. (1994) 18(2):159–175CrossrefGoogle Scholar
  • Arnott D. Decision biases and decision support systems development. (2002) . Working paper Decision Support Systems Laboratory, Monash University, Melbourne, AustraliaGoogle Scholar
  • Balzer W. K., Doherty M. E., O'Connor R. Effects of cognitive feedback on performance. Psych. Bull. (1989) 106(3):410–433CrossrefGoogle Scholar
  • Bazerman M.Judgment in Managerial Decision Making (1998) (John Wiley and Sons, New York) Google Scholar
  • Benbasat I., Nault B. R. An evaluation of empirical research in managerial support systems. Decision Support Systems (1990) 6(3):203–226CrossrefGoogle Scholar
  • Blattberg R. C., Hoch S. J. Database models and managerial intuition: 50% model + 50% manager. Management Sci. (1990) 36(8):887–899LinkGoogle Scholar
  • Chakravarti D., Mitchell A., Staelin R. Judgment-based marketing decision models: An experimental investigation of the decision calculus approach. Management Sci. (1979) 25(3):251–263LinkGoogle Scholar
  • Churchill G. A. A paradigm for developing better measures of marketing constructs. J. Marketing Res. (1979) 16(1):64–73CrossrefGoogle Scholar
  • Croskerry P. The importance of cognitive errors in diagnosis and strategies to minimize them. Acad. Medicine (2003) 78(8):775–780CrossrefGoogle Scholar
  • Davis F. D. Perceived usefulness, perceived ease of use, and user acceptance of information technology. MIS Quart. (1989) 13(3):319–340CrossrefGoogle Scholar
  • Dawes R. M. The robust beauty of improper linear models in decision making. Amer. Psychologist (1979) 34(7):571–582CrossrefGoogle Scholar
  • DeLone W., McLean E. R. Information systems success: The quest for the dependent variable. Inform. Systems Res. (1992) 3(1):60–95LinkGoogle Scholar
  • Dennis A. R., Wixom B., Vandenberg R. J. Understanding fit and appropriation effects in group support systems via meta-analysis. MIS Quart. (2001) 25(2):167–197CrossrefGoogle Scholar
  • Eisenstein Eric M., Lodish Leonard P.Precisely Worthwhile or Vaguely Worthless: Are Marketing Decision Support and Intelligent Systems “Worth It”? (2002) 436–456Sage Publications, Thousand Oaks, CAGoogle Scholar
  • Fudge W. K., Lodish L. M. Evaluation of the effectiveness of a model-based salesman's planning by field experimentation. Interfaces (1977) 8(1):97–106LinkGoogle Scholar
  • Gensch D., Aversa N., Moore S. P. A choice modeling market information system that enabled ABB Electric to expand its market share. Interfaces (1990) 20(1):6–25LinkGoogle Scholar
  • Goodman J. S. The interactive effects of task and external feedback on practice performance and learning. Organ. Behavior Human Decision Processes (1998) 76(3):223–252CrossrefGoogle Scholar
  • Hoch S. J.Experts and models in combination. R. C. Blattberg R. Glazer, J. D. C. Little, eds. The Marketing Information Revolution. Harvard Business School Press, Boston, MAGoogle Scholar
  • Hoch S. J., Schkade D. A. A psychological approach to decision support systems. Management Sci. (1996) 42(1):51–64LinkGoogle Scholar
  • Hogarth R. M., Makridakis S. Forecasting and planning: An evaluation. Management Sci. (1981) 27(2):115–138LinkGoogle Scholar
  • Jöreskög K., Sörbom D.LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language (1993) (SSI Scientific Software International, Chicago, IL) Google Scholar
  • Lilien G. L., Rangaswamy A.Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (1998) (Addison-Wesley, Reading, MA) Google Scholar
  • Lodish L. M., Curtis E., Ness M., Simpson M. K. Sales force sizing and deployment using a decision calculus model at Syntex Laboratories. Interfaces (1988) 18(1):5–20LinkGoogle Scholar
  • McIntyre S. H. An experimental study of the impact of judgment-based marketing models. Management Sci. (1982) 28(1):17–33LinkGoogle Scholar
  • Miranda S. M., Saunders C. Group support systems: An organization development intervention to combat groupthink. Public Admin. Quart. (1995) 19(2):193–216CrossrefGoogle Scholar
  • Moore J. H., Chang M. G., Bennet J. L. Meta-design considerations in building DSS. Building Decision Support Systems (1993) (Addison-Wesley, Reading, MA) 173–204Google Scholar
  • Mowen J. C., Gaeth G. J. The evaluation stage in marketing decision making. J. Acad. Marketing Sci. (1992) 20(2):177–187CrossrefGoogle Scholar
  • Muckstadt J. A., Murray D. H., Rappold J. A., Collins D. E. Guidelines for collaborative supply chain system design and operation. Inform. Systems Frontiers (2001) 3(4):427–453CrossrefGoogle Scholar
  • Payne J. W., Bettman J. R., Johnson E. J.The Adaptive Decision Maker (1993) (Cambridge University Press, Cambridge, U.K.) CrossrefGoogle Scholar
  • Rogers E. M.The Diffusion of Innovations (2003) 5th ed.(The Free Press, New York) Google Scholar
  • Sharda R., Barr S. H., McDonnell J. C. Decision support system effectiveness: A review and an empirical test. Management Sci. (1988) 34(2):139–159LinkGoogle Scholar
  • Silver M. S. Decision support systems: Directed and nondirected change. Inform. Systems Res. (1990) 1(1):47–70LinkGoogle Scholar
  • Simon H. A behavioral model of rational choice. Quart. J. Econom. (1955) 69:99–118CrossrefGoogle Scholar
  • Sinha P., Zoltners A. A. Salesforce decision models: Insights from 25 years of implementation. Interfaces (2001) 31(3):S8–LinkGoogle Scholar
  • Slovic P., Lichtenstein S. Comparison of Bayesian and regression approaches to the study of information processing in judgment. Organ. Behavior Human Performance (1971) 6(6):694–744Google Scholar
  • Todd P., Benbasat I. Evaluating the impact of DSS, cognitive effort, and incentives on strategy selection. Inform. Systems Res. (1999) 10(4):356–374LinkGoogle Scholar
  • Tversky A., Kahneman D. Judgment under uncertainty: Heuristics and biases. Science (1974) 185:1124–1131CrossrefGoogle Scholar
  • Van Bruggen G. H., Smidts A., Wierenga B. The impact of the quality of a marketing decision support system: An experimental study. Internat. J. Res. Marketing (1996) 13(4):331–343CrossrefGoogle Scholar
  • Van Bruggen G. H., Smidts A., Wierenga B. Improving decision making by means of a marketing decision support system. Management Sci. (1998) 44(5):645–658LinkGoogle Scholar
  • Wierenga B., Van Bruggen G.Marketing Management Support Systems: Principles, Tools, and Implementation (2000) (Kluwer Academic Publishers, Boston, MA) CrossrefGoogle Scholar
  • Wigton R. S., Patti K. D., Hoellerich V. L. The effect of feedback in learning clinical diagnosis. J. Medical Ed. (1986) 61(October):816–822Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.