• Publications
  • Influence
Customer Satisfaction, Market Share, and Profitability: Findings from Sweden
Are there economic benefits to improving customer satisfaction? Many firms that are frustrated in their efforts to improve quality and customer satisfaction are beginning to question the link betweenExpand
  • 4,754
  • 269
  • PDF
Brands and Branding: Research Findings and Future Priorities
Branding has emerged as a top management priority in the last decade due to the growing realization that brands are one of the most valuable intangible assets that firms have. Driven in part by thisExpand
  • 1,599
  • 94
  • PDF
Revenue Premium as an Outcome Measure of Brand Equity
The authors propose that the revenue premium a brand generates compared with that of a private label product is a simple, objective, and managerially useful product-market measure of brand equity.Expand
  • 814
  • 55
  • PDF
A Meta-Analysis of Applications of Diffusion Models
A meta-analysis of 213 applications of diffusion models from 15 articles relates model parameters to the nature of the innovation, the country under study, model specification, and estimation procedure. Expand
  • 558
  • 45
The Role of Hubs in the Adoption Process
The authors explore the role of hubs (people with an exceptionally large number of social ties) in diffusion and adoption. Using data on a large network with multiple adoptions, they identify twoExpand
  • 652
  • 35
  • PDF
Entrenched Knowledge Structures and Consumer Response to New Products
Although diffusion models have been successfully used to predict the adoption patterns of new products and technologies, little research has examined the psychological processes underlying theExpand
  • 508
  • 34
  • PDF
Customers as assets
Abstract Customers are important intangible assets of a firm that should be valued and managed. Although researchers and practitioners have recently emphasized customer relationships and customerExpand
  • 425
  • 33
  • PDF
How Advertising Affects Sales: Meta-Analysis of Econometric Results
The authors attempt to assess what has been learned from econometric models about the effect of advertising on sales. Short-term and long-term advertising response as well as model fit are analyzedExpand
  • 490
  • 24
The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice
The authors examine the long-term effects of promotion and advertising on consumers’ brand choice behavior. They use 8 1/4 years of panel data for a frequently purchased packaged good to address twoExpand
  • 759
  • 22
  • PDF
Consumer price sensitivity and price thresholds
Abstract We examine consumers’ price sensitivity using a new approach that incorporates probabilistic thresholds for price gains and price losses in the reference price models. We model the thresholdExpand
  • 255
  • 19