Traditional and IS-Enabled Customer Acquisition on the Internet

Published Online:https://doi.org/10.1287/mnsc.1110.1447

References

  • Agresti A.Categorical Data Analysis (2002) (Wiley, New York) CrossrefGoogle Scholar
  • Anderson E. T., Fong N. M., Simester D. I., Tucker C. E. How sales taxes affect customer and firm behavior: The role of search on the Internet. J. Marketing Res. (2010) 47(2):229–239CrossrefGoogle Scholar
  • Bakos Y. Reducing buyer search costs: Implications for electronic marketplaces. Management Sci. (1997) 43(12):1676–1692LinkGoogle Scholar
  • Balasubramanian S. Mail versus mall: A strategic analysis of competition between direct marketers and conventional retailers. Marketing Sci. (1998) 17(3):181–195LinkGoogle Scholar
  • Becker G., Murphy K. M.Social Economics (2000) (Harvard University Press, Cambridge, MA) CrossrefGoogle Scholar
  • Bell D. R., Hilber C. A. L. An empirical test of the theory of sales: Do household storage constraints affect consumer and store behavior? Quant. Marketing Econom. (2006) 4(2):87–117CrossrefGoogle Scholar
  • Bell D. R., Lattin J. M. Shopping behavior and consumer preference for store price format: Why “large basket” shoppers prefer EDLP. Marketing Sci. (1998) 17(1):66–88LinkGoogle Scholar
  • Bell D. R., Song S. Neighborhood effects and trial on the Internet: Evidence from online grocery retailing. Quant. Marketing Econom. (2007) 5(4):361–400CrossrefGoogle Scholar
  • Berger J., Schwartz E. M. What drives immediate and ongoing word of mouth? J. Marketing Res. (2011) 48(5):869–880CrossrefGoogle Scholar
  • Berry S. T. Estimating discrete-choice models of product differentiation. RAND J. Econom. (1994) 25(2):242–262CrossrefGoogle Scholar
  • Bhatnagar A., Ratchford B. T. A model of retail format competition for non-durable goods. Internat. J. Res. Marketing (2004) 21(1):39–59CrossrefGoogle Scholar
  • Blum B. S., Goldfarb A. Does the Internet defy the law of gravity? J. Internat. Econom. (2006) 70(2):384–405CrossrefGoogle Scholar
  • Breiman L., Spector P. Submodel selection and evaluation in regression: The X-random case. Internat. Statist. Rev. (1992) 60(3):291–319CrossrefGoogle Scholar
  • Brynjolfsson E., Smith M. D. Frictionless commerce? A comparison of Internet and conventional retailers. Management Sci. (2000) 46(4):563–585LinkGoogle Scholar
  • Brynjolfsson E., Hu Y., Rahman M. S. Battle of the retail channels: How product selection and geography drive cross-channel competition. Management Sci. (2009) 55(11):1755–1765LinkGoogle Scholar
  • Cameron A. C., Trivedi P. K. Econometric models based on count data: Comparisons and applications of some estimators and tests. J. Appl. Econometrics (1986) 1(1):29–53CrossrefGoogle Scholar
  • Chen Y., Wang Q., Xie J. Online social interactions: A natural experiment on word of mouth versus observational learning. J. Marketing Res. (2011) 48(2):238–254CrossrefGoogle Scholar
  • Choi J., Bell D. R. Preference minorities and the Internet. J. Marketing Res. (2011) 48(4):670–682CrossrefGoogle Scholar
  • Choi J., Hui S. K., Bell D. R. Spatio-temporal analysis of imitation behavior across new buyers at online grocery retailer. J. Marketing Res. (2010) 47(1):75–89CrossrefGoogle Scholar
  • Choldin H. M. Urban density and pathology. Annual Rev. Sociol. (1978) 4:91–113CrossrefGoogle Scholar
  • Claude B. A spatial autoregressive specification with a comparable sales weighting scheme. J. Real Estate Res. (2002) 24(2):193–212Google Scholar
  • Dellarocas C. The digitization of word of mouth: Promise and challenges of online feedback mechanisms. Management Sci. (2003) 49(10):1407–1424LinkGoogle Scholar
  • Dhar S., Hoch S. J. Why store brand penetration varies by retailer. Marketing Sci. (1997) 16(3):208–227LinkGoogle Scholar
  • Dinesh K. G., Sudhir K., Talukdar D. The temporal and spatial dimensions of price search: Insights from matching household survey and purchase data. J. Marketing Res. (2008) 45(2):226–240CrossrefGoogle Scholar
  • Fernandez R. M., Castilla E. J., Moore P. Social capital at work: Networks and employment at a phone center. Amer. J. Sociol. (2000) 105(5):1288–1356CrossrefGoogle Scholar
  • Fieuws S., Verbeke G. Pairwise fitting of mixed models for the joint modeling of multivariate longitudinal profiles. Biometrics (2006) 62(2):424–431CrossrefGoogle Scholar
  • Fieuws S., Boen F., Delecluse C. High dimensional multivariate mixed models for binary questionnaire data. J. Royal Statist. Soc.: Ser. C (Appl. Statist.) (2006) 55(4):449–460CrossrefGoogle Scholar
  • Forman C., Ghose A., Goldfarb A. Competition between local and electronic markets: How the benefit of buying online depends on where you live. Management Sci. (2009) 55(1):47–57LinkGoogle Scholar
  • Fotheringham S. A. Consumer store choice and choice set definition. Marketing Sci. (1988) 7(3):299–310LinkGoogle Scholar
  • Fox B. J., Fox J., Marans R. W. Residential density and neighbor interaction. Sociol. Quart. (1980) 21(3):349–359CrossrefGoogle Scholar
  • Getis A., Ord J. K. The analysis of spatial association by use of distance statistics. Geographical Anal. (1992) 24:189–206CrossrefGoogle 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
  • Glaeser E. L., Sacerdote B., Scheinkman J. A. Crime and social interactions. Quart. J. Econom. (1996) 111(2):507–548CrossrefGoogle Scholar
  • Glaeser E. L., Sacerdote B., Scheinkman J. A. The social multiplier. J. Eur. Econom. Assoc. (2003) 1(2–3):345–353CrossrefGoogle Scholar
  • Godes D., Mayzlin D. Firm-created word-of-mouth communication: Evidence from a field test. Marketing Sci. (2009) 28(4):721–739LinkGoogle Scholar
  • Goolsbee A. In a world without borders: The impact of taxes on Internet commerce. Quart. J. Econom. (2000) 115(2):561–576CrossrefGoogle Scholar
  • Greene W.Econometric Analysis (2008) (Prentice Hall, Upper Saddle River, NJ) Google Scholar
  • Gueorguieva R. A multivariate generalized linear mixed model for joint modeling of clustered outcomes in the exponential family. Statist. Modeling (2001) 1(3):177–193CrossrefGoogle Scholar
  • Gunn E. Keeping baby dry: We buy bulk diapers. Wall Street Journal (2007) October 2). http://online.wsj.com/article/SB119146035058248489.htmlGoogle Scholar
  • Huff D. L. Defining and estimating a trading area. J. Marketing (1964) 28(3):34–38CrossrefGoogle Scholar
  • Katona Z., Zubcsek P. P., Sarvary M. Network effects and personal influences: The diffusion of an online social network. J. Marketing Res. (2011) 48(3):425–443CrossrefGoogle Scholar
  • Katz E., Lazarsfeld P. F.Personal Influence (1955) (Free Press, Glencoe, IL) Google Scholar
  • Kim Y. S., Street W. N., Russell G. J., Menczer F. Customer targeting: A neural network approach guided by genetic algorithms. Management Sci. (2005) 51(2):264–276LinkGoogle Scholar
  • Knorr-Held L., Besag J. Modeling risk from a disease in time and space. Statist. Medicine (1998) 17(18):2045–2060CrossrefGoogle Scholar
  • Lal R., Sarvary M. When and how is the Internet likely to decrease price competition? Marketing Sci. (1999) 18(4):485–503LinkGoogle Scholar
  • LeSage J. P., Pace R. K. A matrix exponential spatial specification. J. Econometrics (2005) 140(1):190–214CrossrefGoogle Scholar
  • Moran P. A. P. Notes on continuous stochastic phenomena. Biometrika (1950) 37(1–2):17–23CrossrefGoogle Scholar
  • Reilly W. J.The Law of Retail Gravitation (1931) (Knickerbocker Press, New York) Google Scholar
  • Sinai T., Waldfogel J. Geography and the Internet: Is the Internet a substitute or a complement for cities? J. Urban Econom. (2004) 56(1):1–24CrossrefGoogle Scholar
  • Steenburgh T. J., Ainslie A., Engebretson P. H. Massively categorical variables: Revealing the information in zip codes. Marketing Sci. (2003) 22(1):40–57LinkGoogle Scholar
  • Tang C. S., Bell D. R., Ho T.-H. Store choice and shopping behavior: How price format works. California Management Rev. (2001) 43(2):56–65CrossrefGoogle Scholar
  • Thum Y. M. Hierarchical linear models for multivariate outcomes. J. Educational Behavioral Statist. (1997) 22(1):77–108CrossrefGoogle Scholar
  • Villanueva J., Yoo S., Hanssens D. M. The impact of marketing-induced vs. word-of-mouth customer acquisition on customer equity. J. Marketing Res. (2008) 45(1):48–59CrossrefGoogle Scholar
  • Wikle C. K., Hooten M. B., Clark J. S., Gelfand A. Hierarchical Bayesian spatio-temporal models for population spread. Applications of Computational Statistics in the Environmental Sciences: Hierarchical Bayes and MCMC Methods (2006) (Oxford University Press, New York) Google Scholar
  • Yang S., Allenby G. M. Modeling interdependent consumer preferences. J. Marketing Res. (2003) 40(3):282–294CrossrefGoogle Scholar
  • Yang S., Ghose A. Analyzing the relationship between organic and sponsored search advertising: Positive, negative, or zero interdependence? Marketing Sci. (2010) 29(4):602–623LinkGoogle 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.