Getting too personal: Reactance to highly personalized email solicitations

Research on the effects of personalized messages on consumers’ behavioral responses has yielded mixed findings. We explore how e-mail personalization influences click-through intentions. Our results suggest that consumers experience personalization reactance in response to highly personalized messages when the fit between the offer in the message and consumers’ personal characteristics is not explicitly justified by firms. Consequently, consumers are less willing to respond favorably to the offer. Results of two studies suggest that this effect primarily emerges for consumers who perceive the utility of the service to be relatively low. For those consumers with higher perceived utility, justification of personalization is less important because highly personalized messages are less likely to elicit reactance.     

Marketing innovation: a systematic review

ABSTRACT

This study aims to investigate the development of ‘marketing innovation’ defined as the implementation of new marketing practices involving significant changes in the design, distribution, promotion or pricing of a product or service. We conduct a systematic review to provide conceptual, methodological and thematic guidance for scholars interested in studying marketing innovation. Our findings suggest while marketing innovation is often merged with the dominant technological focus underpinning product or service innovation, there is a growing trend to consider the innovation potential offered by the development of new distribution channels, branding strategies, communication types or pricing mechanisms. Digitisation, a key driver for marketing innovation, enables new communication methods, branding strategies, offering designs, and transaction settings. There is a growing trend to focus on cocreation, service-dominant logic and user community perspectives.     

Macro has progressed

Recent articles claiming convergence in macroeconomics take a narrow view of macro focused on the use of New Keynesian dynamic stochastic general equilibrium models. With this narrow view of the state of the art in macro, Fair (2011) questions whether macro has progressed. However, when taking a broader view, many important contributions in macro are evident. Encouraging and appreciating diversity in research, including the development and use of a variety of models and methodologies should enhance the pace of progression.     

Measures of the Timeliness of Earnings

We explore relationships among four measures of ‘timeliness’ in the financial accounting research literature: the Ball and Brown (1968) measure; Dyer and McHugh's (1975) reporting lag; the Khan and Watts (2009) measure; and the Beekes and Brown (2006) measure. There are good reasons why the measures might be related and also why they might differ. Thus we examine the extent to which they are empirically related, using data for a sample of Australian companies over the period 1994 to 2005. Overall, we find the four measures share a common label, ‘timeliness’, but not much else.     

Product Ratings as a Market Reaction to Deregulation: Evidence From the German Insurance Market

This study provides the first investigation of information markets as a reaction to deregulation of product forms in insurance markets. The article studies the case of Germany, where insurance product ratings entered the market after relaxation of product regulation in 1994. The ratings’ potential for enhancing the performance of a deregulated insurance market is analyzed by considering both market structure and governance characteristics of the rating market, since the theoretical literature predicts that both are important determinants of rating outcomes. Data from a unique panel data set containing disability insurance ratings from the three major rating agencies are also examined in light of theoretical predictions. Results suggest that market governance and competition characteristics are favorable for the production of unbiased and informative ratings. Ratings for disability insurance support this interpretation, since the characteristics of the ratings conform to theoretical predictions about ratings in well‐functioning rating markets.     

Rent Control and The Supply of Housing Services: The Brookline Massachusetts Experience

A bstract . The hypothesis that the short-run and long-run supply of housing services is unaffected by rent control is examined. It has been asserted that total housing services may remain unchanged when tenant supplied services are included and that capital improvements may return to normal after the initial loss in property values. Using data on health code violations and building permits from a town in metropolitan Boston , the analysis concludes that rent control diminishes the total supply of housing services in the short-run and reduces capital expenditures to maintain and improve housing services in the long-run.     

Who Loses HOPE? Attrition from Georgia's College Scholarship Program

Georgia's lottery-funded HOPE Scholarship program provides free tuition to in-state students who can maintain a B average at state universities. However, roughly half of HOPE Scholars lose their support after their freshman year. This study employs student-level administrative data to identify the observed characteristics that systematically relate to scholarship attrition. Conditional on measures of student ability, there are not statistically significant differences between white, black, and Hispanic students. However, there are dramatic differences across academic disciplines. Students majoring in science, engineering, and computing are 21 to 51 percent more likely to lose their HOPE Scholarships than students in other disciplines.     

The effects of employee engagement and self-efficacy on job performance: a longitudinal field study

Abstract

Self-efficacy’s influence on individual job performance has been well documented in laboratory studies. However, there have been very few rigorous field studies of self-efficacy’s relationship with objectively measured individual job performance in organizational settings. This research history might account for the low take-up of self-efficacy within the business literature as well as within business itself. When it comes to studies of employee engagement, the same lack of rigorous individual studies applies, although several organizational-level studies link employee engagement to organizational performance, while its claimed benefits have been widely discussed in the business literature. Finally, the degree to which employee engagement and self-efficacy have independent and additive effects on individual-level job performance remains unknown. In order to address these issues, a longitudinal field study was undertaken within an Australian financial services firm. Using survey data linked to objectively measured job performance, we found the additive effects of self-efficacy and employee engagement explained 12% of appointments made and 39% of products sold over and above that explained by past performance. This finding suggests human resource management (HRM) practitioners should address both self-efficacy and employee engagement in order to boost job performance while encouraging HRM scholars to incorporate both measures when conducting job performance studies.     

Are auction revenues affected by rising art buyers’ premia? The case of early American art

The steady rise in the premiums charged to art buyers at auction (above hammer price) has been underway since 1992. This article, using a stable and bounded sample of repeat purchase of American works created before 1950, reveals that this tact has reduced hammer prices for that art. However, renewed and hyper-competitive efforts to bring more and higher quality art to market by the two main houses, Sotheby’s and Christie’s, have resulted in general profitability. Nevertheless, we calculate that a rise in buyers’ premia at Sotheby’s, a publically traded company, has reduced revenues and profits below their potential in the absence of such increases.     

Smokeless tobacco,smoking cessation and harm reduction: an economic analysis

Good estimates place ‘hard core’ smoking rates in the United States at approximately 25%, with little change over the decade of the 1990s. This paper examines the possibilities of ‘harm reduction’ with the use of smokeless tobacco. Specifically, using an econometric model we seek to determine whether an increase in the use of smokeless tobacco would lead to reduced smoking rates in the United States. Applying our model to the NHANES III (National Health and Nutrition Examination Survey) we find that the use of smokeless tobacco by an average U.S. male smoker would increase the average probability of smoke cessation by over 10%. Approximately 3 million additional ‘quits’ would result for 26 million smokers. Our study permits an examination of cessation by age groups and we find that males who use smokeless tobacco between 16 and 65 have a 10–14% probability of quitting but that the probability falls beyond age 66. Important implications for life extension and health costs would attend these results with, under conservative assumptions, life years saved approximating 2.16 million and health care cost-savings of about $3 billion per year.