The Impact of Academic Research on Business Practice Experiences from Marketing

In the past four decades, academic researchers have developed a variety of concepts they claim are relevant to business practice. This article analyzes the impact of eight of these concepts from a decision-oriented perspective. Four of them – econometric models, diffusion models, causal analysis and mental accounting – have yet to exert a significant influence on business practice. In contrast, concepts like price decisions and structures, conjoint measurement, decision support systems and pricing processes – all developed to solve practical problems – have proven to be highly useful. It seems evident that overly complex methodology, abstract reasoning and the reliance on incidental data substantially hinder the success of concepts in practice. On the other hand, concepts that provide managers with economically valuable insights are well-received in business practice. The impact of practical experience on the definition of research projects has remained limited. This is due less to the reluctance of the parties involved and more to the objective obstacles such as confidentiality and the complexity of problems. Academic researchers are encouraged to more assertively seek out research guidance from business practitioners, and practitioners should more actively provide recommendations needed for relevant research.