Practice Prize Paper—Marketing's Profit Impact: Quantifying Online and Off-line Funnel Progression

Published Online:https://doi.org/10.1287/mksc.1100.0612

References

  • Ahuja M., Gupta B., Raman P. An empirical investigation of online consumer purchasing behavior. Comm. ACM (2003) 46(12):145–151CrossrefGoogle Scholar
  • Alba J., Lynch J., Weitz B., Janiszewski C., Lutz R., Sawyer A., Wood S. Interactive home shopping: Consumer, retailer, and manufacturer incentive to participate in electronic marketplaces. J. Marketing (1997) 61(3):38–53CrossrefGoogle Scholar
  • Biyalogorsky E., Naik P. Clicks and mortar: The effect of on-line activities on off-line sales. Marketing Lett. (2003) 14(1):21–32CrossrefGoogle Scholar
  • Blattberg R. C., Kim B.-D., Neslin S. A.Database Marketing: Analyzing and Managing Customers (2008) (Springer, Heidelberg, Germany) CrossrefGoogle Scholar
  • Bowman D., Narayandas D. Managing customer-initiated contacts with manufacturers: The impact on share of category requirements and word-of-mouth behavior. J. Marketing Res. (2001) 38(3):281–297CrossrefGoogle Scholar
  • Bronnenberg B. J., Mahajan V., Vanhonacker W. R. The emergence of market structure in new repeat-purchase categories: A dynamic approach and an empirical application. J. Marketing Res. (2000) 37(1):16–31CrossrefGoogle Scholar
  • Davenport T. Competing on analytics. Harvard Bus. Rev. (2006) January):1–12Google Scholar
  • Davenport T. Make better decisions. Harvard Bus. Rev. (2009) November):117–123Google Scholar
  • Dekimpe M. G., Hanssens D. M. Sustained spending and persistent response: A new look at long-term marketing profitability. J. Marketing Res. (1999) 36(4):397–412CrossrefGoogle Scholar
  • Deleersnyder B., Geyskens I., Gielens K., Dekimpe M. G. How cannibalistic is the Internet channel? A study of the newspaper industry in the United Kingdom and the Netherlands. Internat. J. Res. Marketing (2002) 19(4):337–348CrossrefGoogle Scholar
  • Enders W.Applied Econometric Time Series (2004) (John Wiley & Sons, New York) Google Scholar
  • Fulgoni G. M., Mörn M. P. Whither the click? How online advertising works. J. Advertising Res. (2009) 49(2):134–142CrossrefGoogle Scholar
  • Frambach R. T., Roest H. C. A., Krishnan T. V. The impact of consumer internet experience on channel preference and usage intentions across the different stages of the buying process. J. Interactive Marketing (2007) 21(2):26–41CrossrefGoogle Scholar
  • Franses P. H. On the use of econometric models for policy simulation in marketing. J. Marketing Res. (2005) 42(1):1–14CrossrefGoogle Scholar
  • Gensler S., Boehm M., Verhoef P. Modeling customers' channel choice across different stages of the buying process. (2010) . Working paper, University of Groningen, Groningen, The NetherlandsGoogle Scholar
  • Ghose A., Yang S. An empirical analysis of search engine advertising: Sponsored search in electronic markets. Management Sci. (2009) 55(10):1605–1622LinkGoogle Scholar
  • Gupta S., Steenburgh T., Kerin R., O'Regan R. Allocating marketing resources. Marketing Mix Resource Allocation and Planning: New Perspectives and Practices (2008) (American Marketing Association, Chicago) 3–37Google Scholar
  • Granger C. W. J. Investigating causal relations by econometric models and cross-spectral methods. Econometrica (1969) 37(3):424–438CrossrefGoogle Scholar
  • Ilfeld J. S., Winer R. S. Generating website traffic. J. Advertising Res. (2002) 42(5):49–61CrossrefGoogle Scholar
  • Johansen S., Mosconi R., Nielsen B. Cointegration analysis in the presence of structural breaks in the deterministic trend. Econometrics J. (2000) 3(2):216–249CrossrefGoogle Scholar
  • Kayande U., De Bruyn A., Lilien G. L., Rangaswamy A., van Bruggen G. H. How incorporating feedback mechanisms in a DSS affects DSS evaluations. Inform. Systems Res. (2009) 20(4):527–546LinkGoogle Scholar
  • Lilien G. L., Rangaswamy A., Wierenga B. Marketing engineering: Models that connect with practice. Handbook of Marketing Decision Models (2008) (Springer Science Business Media, New York) 527–559CrossrefGoogle Scholar
  • Lucas R. E., . Econometric policy evaluation: A critique. Carnegie-Rochester Conf. Public Policy (1976) 1(1):19–46CrossrefGoogle Scholar
  • Naik P. A., Peters K. A hierarchical marketing communications model of online and offline media synergies. J. Interactive Marketing (2009) 23(4):288–299CrossrefGoogle Scholar
  • Neslin S. A., Shankar V. Key issues in multichannel customer management: Current knowledge and future directions. J. Interactive Marketing (2009) 23(1):70–81CrossrefGoogle Scholar
  • Neslin S. A., Grewal D., Leghorn R., Shankar V., Teerling M. L., Thomas J. S., Verhoef P. C. Challenges and opportunities in multichannel management. J. Service Res. (2006) 9(2):95–112CrossrefGoogle Scholar
  • Pauwels K. How dynamic consumer response, competitor response, company support and company inertia shape long-term marketing effectiveness. Marketing Sci. (2004) 23(4):596–610LinkGoogle Scholar
  • Pauwels K. H., Hanssens D. M., Siddarth S. The long-term effects of price promotions on category incidence, brand choice, and purchase quantity. J. Marketing Res. (2002) 39(4):421–439CrossrefGoogle Scholar
  • Pauwels K. H., Srinivasan S., Franses P. H. When do price thresholds matter in retail categories? Marketing Sci. (2007) 26(1):83–100LinkGoogle Scholar
  • Pauwels K. H., Ambler T., Clark B. H., LaPointe P., Reibstein D., Skiera B., Wierenga B., Wiesel T. Dashboards as a service: Why, what, how, and what research is needed? J. Service Res. (2009) 12(2):175–189CrossrefGoogle Scholar
  • Pesaran H., Shin Y. Generalized impulse response analysis in linear multivariate models. Econom. Lett. (1998) 58(1):17–29CrossrefGoogle Scholar
  • Rutz O., Bucklin R. From generic to branded: A model of spillover dynamics in paid search advertising. J. Marketing Res. (2011) . ForthcomingCrossrefGoogle Scholar
  • Sarner A., Herschel G.A Checklist for Evaluating an Inbound and Outbound Multichannel Campaign Management Application (2008) (Report G00160776, Gartner, Stamford, CT) Google Scholar
  • Shankar V., Malthouse E. C. The growth of interactions and dialogs in interactive marketing. J. Interactive Marketing (2007) 21(2):2–4CrossrefGoogle Scholar
  • Srinivasan S., Vanhuele M., Pauwels K. Mind-set metrics in market response models: An integrative approach. J. Marketing Res. (2010) 47(4):672–684CrossrefGoogle Scholar
  • Tellis G. J. Generalizations about ad effectiveness in markets. J. Advertising (2009) 49(2):240–245CrossrefGoogle Scholar
  • Trusov M., Bucklin R. E., Pauwels K. Effects of word-of-mouth versus traditional marketing: Findings for an Internet social networking site. J. Marketing (2009) 73(5):90–102CrossrefGoogle Scholar
  • Vakratsas D., Ambler T. How advertising works: What do we really know? J. Marketing (1999) 63(1):26–43CrossrefGoogle Scholar
  • Ventzislav I., Lutz K. A practitioner's guide to lag-order selection for VAR impulse response analysis. Stud. Nonlinear Dynamics Econometrics (2005) 9(1). Article 2Google Scholar
  • Wierenga B. The past, the present and the future of marketing decision models: Introduction to the handbook. Handbook of Marketing Decision Models (2008) (Springer Science Business Media, New York) 3–20CrossrefGoogle Scholar
  • Zivot E., Andrews D. W. K. Further evidence on the great crash, the oil-price shock, and the unit-root hypothesis. J. Bus. Econom. Statist. (1992) 10(3):251–270Google 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.