A heavily used competitive tactic in the grocery business is the weekly advertising of price reductions in newspaper inserts and store fliers. Store managers commonly believe that advertisements of price reductions and loss leaders help to build store traffic by diverting customers from competing stores, thereby increasing store volume and profitability. It is therefore not surprising that groc...

Vol. XLVIII (February 2011), 72 –86 *Baohong Sun is Carnegie Bosch Professor of Marketing, Tepper School of Business, Carnegie Mellon University (e-mail: [email protected]). Shibo Li is Assistant Professor of Marketing, Kelley School of Business, Indiana University (e-mail: [email protected]). The authors thank participants at marketing seminars at New York University, the Wharton School at t...

Personalized contents have been getting more attention from industry and academia due to its effective communicative role in product advertisements. However, there exist potential threats to the customer’s privacy in conventional approaches where a data server containing customer profiles is employed or the customer profiles is required to be sent over the public network. To address this, this ...

Social media has become a major channel for firms’ marketing communications. Yet studies on the impact of social media marketing (SMM) have been limited to a few large firms. Motivated by the lack of understanding of the effectiveness of SMM for small and medium-sized enterprises (SMEs), this study investigates the impact of online SMEs’ SMM messages on their sales performance through customer ...

In recent decades, sports organizations have paid special attention to the importance of considering the purchase behavior of customers. Meanwhile, the variables that can have an impact on customers' purchase behavior have been considered. This study aimed to determine the causal relationship between relationship marketing and purchase behavior of spectators using structural equation modeling. ...

Commercial Banks and Financial Institutions are recognizing that they can no longer look at a customer from a specific product but must encompass the entire customer relationship to fully understand a client‘s profitability. From a strategic standpoint, Customer Relationship Management (CRM) mobilizes resources around customer relationships rather than product groups and fosters activities that...