Does Online Information Drive Offline Revenues?: Only for Specific Products and Consumer Segments!

While many offline retailers have developed informational websites that offer information on products and prices, the key question for such informational websites is whether they can increase revenues via web-to-store shopping. The current paper draws on the information search literature to specify and test hypotheses regarding the offline revenue impact of adding an informational website. Explicitly considering marketing efforts, a latent class model distinguishes consumer segments with different short-term revenue effects, while a Vector Autoregressive model on these segments reveals different long-term marketing response.We find that the offline revenue impact of the informational website critically depends on the product category and customer segment. The lower online search costs are especially beneficial for sensory products and for customers distant from the store. Moreover, offline revenues increase most for customers with high web visit frequency. We find that customers in some segments buy more and more expensive products, suggesting that online search and offline purchases are complements. In contrast, customers in a particular segment reduce their shopping trips, suggesting their online activities partially substitute for experiential shopping in the physical store. Hence, offline retailers should use specific online activities to target specific product categories and customer segments.     

Common stories of reintroduction: A discourse analysis of documents supporting animal reintroductions to Scotland

Political decisions on environmental issues are increasingly required to be ‘knowledge based’, which has led to a wealth of (scientific) expert documents that aim to inform decision-making. However, the roles of rhetoric and argumentation in those documents have received relatively little scientific attention. We studied 111 expert documents in support of reintroductions to Scotland and identified the elements that constituted the discourses of white-tailed eagle, beaver and lynx. Similar building blocks (so-called storylines) were found in all three debates. The pro-reintroduction discourse as a whole bore resemblance with other contemporary environmental management discourses: In what could be termed ‘win-win logic’, positive storylines were combined to point at the necessity of a management intervention, in our case a reintroduction. Yet, additional mechanisms were also at work which suggests that downplaying negatives can be as important as dwelling on positives. Crucially, we found that the Scottish pro-reintroduction discourse might have become increasingly ‘reflexive’ in terms of its rhetoric and argumentation. The latter development may have major implications for political decision-making. A more critical use of rhetoric and argumentation in expert documentation is needed to achieve environmental political decision-making that is open to any possible outcome of deliberation (including non-reintroduction).     

Modeling Marketing Dynamics by Time Series Econometrics

This paper argues that time-series econometrics provides valuable tools and opens exciting research opportunities to marketing researchers. It allows marketing researchers to advance traditional modeling and estimation approaches by incorporating dynamic processes to answer new important research questions. The authors discuss the challenges facing time-series modelers in marketing, provide an overview of recent methodological developments and several applications, and highlight fruitful areas for future research. This discussion is based on the First Annual Conference on Modeling Marketing Dynamics by Time Series Econometrics at the Tuck School of Business at Dartmouth, Hanover, New Hampshire, USA on September 16–17, 2004.Insights from the First Annual Conference, Tuck School of Business at DartmouthThis revised version was published online in May 2005 with a corrected cover date.     

Concurrent learning: How firms develop multiple dynamic capabilities in parallel

Much is known about the importance of dynamic capabilities. Yet, surprisingly little is known about how multiple dynamic capabilities might be developed in parallel, since most existing work explores a particular dynamic capability in isolation. Using rich quantitative and qualitative data on Dow Chemical's acquisitions, joint ventures, and divestitures over the past 20 years, we seek to address this gap. Besides contributing by adding fresh insights about managing growth and the utility of distributed practice, and by shedding light on positive and negative experience transfer, our core contribution is an emergent theoretical framework that develops the concept of “concurrent learning. ” Copyright © 2014 John Wiley & Sons, Ltd.     

Value innovation,deliberate learning mechanisms and information from supply chain partners

Although marketing scholars have emphasized both the importance of internal learning mechanisms and of external learning through supply chain partners research findings on how these factors influence each other are merely lacking. Analyzing survey data of 182 industrial firms, we examine how information provision by upstream and downstream supply chain parties moderates the effect of internal deliberate learning mechanisms on value innovation ability. Results of the PLS analysis suggest that internal learning mechanisms and external information exchange do not always work symbiotically. Our findings provide interesting results for (the management of) innovation processes and supply chain relations.     

Leisure and Social Capital: An Analysis of Types of Company and Activities

The relation between leisure activities and social capital is examined in this paper. The focus is on two dimensions: the company in which the activities were performed (household members versus friends and acquaintances) and the nature of the activities (productive versus consumptive). Data are employed from a time-use survey conducted in the United Kingdom in 2000. Productive activities are positively related to the social capital indicators of civic engagement and helping, while consumptive activities are not. The type of activity matters more than the type of company. Leisure activities especially further people's social capital among groups that are already gifted with high levels of civic engagement and helping.     

Narrow and scientific replication of ‘The slave trade and the origins of mistrust in Africa'

Nunn and Wantchekon (2011) argue that slave trades led to a culture of mistrust in Africa. They regress self‐reported trust from the 2005 Afrobarometer surveys on ethnicity‐specific historic slave exports. Individuals from ethnic groups that experienced high levels of slave exports are less trusting. Causality is demonstrated by instrumenting slave exports using the historic distance of each ethnic group to the coast. Our narrow replication yields identical results. The scientific replication repeats the analysis with Afrobarometer survey data from 2008, which includes two new countries and more ethnic groups. Our replication confirms the results of Nunn and Wantchekon. Copyright © 2012 John Wiley & Sons, Ltd.     

Municipal support of wireless access network rollout: A game theoretic approach

Next generation access networks are expected to bring ubiquitous broadband access and have attracted interest of municipal governments. This paper investigates the support by municipal authorities for the rollout of such a city-wide wireless broadband access network. Different business cases for 3G and WiFi operators are developed and it is indicated how to model the specificities for commercial versus public players. Furthermore, a game theoretic approach is used to investigate the investment options of the municipal player. It is shown that a partnership between a commercial and public player is the most likely investment strategy. However, bringing more players into the competitive environment reduces the intention of the commercial partner to engage in the public–private partnership (PPP).