Exploring the Effectiveness of Business Gifts: Replication and Extension

Abstract

This investigation replicates Beltramini's (1992) study of the effectiveness of business gifts, and extends the research to include actual marketplace sales response. A company's customers'perceived satisfaction and intention to continue repurchasing are surveyed both before and after being sent a more expensive gift, a less expensive gift, or no gift at all, and customers'actual sales are longitudinally tracked. The results indicate business gift-giving represents an effective part of a marketer's overall marketing communications strategy, and both limitations and implications are discussed.     

ESG Integration and the Investment Management Process: Fundamental Investing Reinvented

We investigate how conventional asset managers account for environmental, social, and governance (ESG) factors in their investment process. We do so on the basis of an international survey among fund managers. We find that many conventional managers integrate responsible investing in their investment process. Furthermore, we find that ESG information in particular is being used for red flagging and to manage risk. We find that many conventional fund managers have already adopted features of responsible investing in the investment process. Furthermore, we argue and show that ESG investing is highly similar to fundamental investing. We also reveal that there is a substantial difference in the ways in which U.S. and European asset managers view ESG.     

A hierarchical utility model for the dynamic acquisition of heterogeneous items

This paper develops a model for situations in marketing and elsewhere in which an individual decision maker acquires multiattributed items that belong to several classes over time. The model captures the dynamic acquisition of heterogeneous items. Measurement and parameter estimation methods are described and illustrated with a small set of experiment data involving the acquisition of durable goods by households. Future research steps are also outlined.