While it is widely believed that advertising media spending may not be optimal or efficient, it is not easy to measure the inefficiency, or the potential loss of sales due to inefficient ad spending. Advertising media spending efficiency needs to be measured and benchmarked. Here two approaches are presented and compared to evaluate top 100 advertisers’ media spending inefficiency. The two meth...

I firms frequently employ a two-stage approach to promotional activities. In Stage 1, they attract customers to their websites through advertising. In Stage 2, firms generate sales transactions or sales leads through their website. Comprehensive assessment of the promotional performance of pure online firms requires the study of Stage 1 and of Stage 2 jointly. In this paper we develop a joint t...

This paper develops a tractable theoretical framework for analyzing the substitutability between different advertising media, the extent of marketing spillovers in the market, the allocative efficiency of advertising spending, and the sources of total advertising productivity and sales growth. Maintaining the separability assumption between sales and production technology, the proposed methodol...

I aim to provide rigorous answers to specific questions at the intersection of advertising, media and technology. These questions are traditionally classified under the headings “media economics” and “advertising effectiveness,” although my work pushes the boundaries of both areas in new directions. I focus on advertising and media because I believe they are (i) inherently interesting, (ii) imp...

Franchising has become one of the most popular business formats in America today. While franchise formats offer a number of benefits, conflict often arises between the franchise and franchisees. One of the more common sources of conflict in the relationship centers on the fees paid by franchisees for advertising and for the effectiveness of advertising conducted by the franchise on behalf of fr...

W study the effects of retailer in-store media on distribution channel relationships. Retailers open in-store media (ISM) and allow manufacturers to advertise to shoppers. Our results suggest that ISM has an important role in coordinating a distribution channel on advertising volume and product sales, and on mitigating supplier competition. Improved channel coordination is achieved through the ...

INTRODUCTION The pharmaceutical industry in the United States spends about $15 billion per year advertising its products to the medical profession [1]. Pharmaceutical detailing, which is using sales representatives to call on physicians to promote products, accounts for about 45 percent of this spending [2]. In order to help sales representatives track sales leads, sales, service requests, and ...

1 . INTRODUCTION Companies invest millions of dollars every year in various fonns of marketing communications to influence customers and prospects to buy products and services. For example. General Motors spent over $2.8 billion last year to promote its lines of automobiles. Brand managers, senior management, and shareholders therefore have an interest in knowing whether or not their media adve...

Advertising: American Marketing Association (AMA) defines the tern of advertising as “The placement of announcements and persuasive messages in time or space purchased in any of the mass media by business firms, nonprofit organizations, government agencies, and individuals who seek to inform and/ or persuade members of a particular target market or audience about their products, services, organ...

This study evaluated the effect of a 12-week social marketing intervention conducted in 2012 promoting 1% milk use relying on paid advertising. Weekly milk sales data by type of milk (whole, 2%, 1%, and nonfat milk) were collected from 80 supermarkets in the Oklahoma City media market, the intervention market, and 66 supermarkets in the Tulsa media market (TMM), the comparison market. The effec...