a r t i c l e i n f o Keywords: Tacit knowledge exchange Salespeople Marketing success Marketing process innovation Marketing efficiency Marketing effectiveness Social networks Successful organizations adapt their marketing strategies to marketplace changes. Boundary spanners, such as salespeople, because they are able to embed themselves in social networks outside the organization, play a key ...

This article examines the role of marketing in the context of initial public offerings (IPOs), a neglected issue in the extant literature. The results from a large-scale, cross-industry study indicate that firms’ pre-IPO marketing spendings help reduce IPO underpricing and boost IPO trading in the stock market. The econometric models also suggest that these effects are heterogeneous; that is, t...

In a sponsored search auction the advertisement slots on a search result page are generally ordered by click-through rate. Bidders have a valuation, which is usually assumed to be linear in the click-through rate, a budget constraint, and receive at most one slot per search result page (round). We study multi-round sponsored search auctions, where the different rounds are linked through the bud...

In the increasingly important market of online search advertising, a multitude of parameters affect the performance of advertising campaigns and their ability to attract users’ attention enough to produce clicks. Thus far, the majority of the relevant literature assumed an advertisement’s probability of receiving a click to be dependent on the advertisement’s quality and its position in the spo...

Editorial: It’s Never Good-bye to Marketing Science Eric T. Bradlow 963 The Sealed-Bid Abstraction in Online Auctions Robert Zeithammer and Christopher Adams 964 Commentary: Bidders’ Experience and Learning in Online Auctions: Issues and Implications Kannan Srinivasan and Xin Wang 988 Commentary: Do Bids Equal Values on eBay? Ali Hortaçsu and Eric R. Nielsen 994 Rejoinder: Causes and Implicatio...