Applying quantitative marketing techniques to the internet

Interfaces

Volumn 31, Issue 2, 2001, Pages 90-108

  Montgomery, Alan L ^a  

^a CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0040030246     PISSN: 00922102     EISSN: None     Source Type: Journal    
DOI: 10.1287/inte.31.2.90.10630     Document Type: Article

References (47)

1. Aaker, David A. and Joachimsthaler, Erich 2000, Brand Leadership: Building Assets in the Information Society, Free Press, New York.
2. Allenby, Greg M.; Leone, Robert P.; and Jen, L. 1999, "A dynamic model of purchase timing with application to direct marketing," Journal of the American Statistical Association, Vol. 94, No. 446, pp. 365-374.
3. Bakos, Yannis and Brynjolfsson, Erik 1999, "Bundling information goods: Pricing, profits, and efficiency," Management Science, Vol. 45, No. 12, pp. 1613-1630.
4. Bass, Frank M. 1969, "A new product growth model for consumer durables," Management Science, Vol. 15, No. 1, pp. 215-227.
5. Bartholomew, D. J. 1982, Stochastic Models for Social Processes, third edition, John Wiley and Sons, New York.
6. Bitran, G. and Mondschein, S. 1996, "Mailing decisions in the catalog sales industry," Management Science, Vol. 42, No. 9, pp. 1364-1381.
7. Blattberg, Robert C. and Deighton, John 1991, "Interactive marketing: Exploiting the age of addressability," Sloan Management Review, Vol. 33, No. 1, pp. 5-14.
8. Brynjolfsson, Erik and Smith, Michael D. 2000, "The great equalizer? The role of shopbots in electronic markets," Working paper, Sloan School, Massachusetts Institute of Technology.
9. Bult, J. R. and Wansbeek, T. 1995, "Optimal selection for direct mail," Marketing Science, Vol. 14, No. 4, pp. 378-394.
10. Chavez, Anthony and Maes, Patti 1996, "Kasbah: An agent marketplace for buying and selling goods," Proceedings of the First International Conference on the Practical Application of Intelligent Agents and Multi-Agent Technology, London, United Kingdom, April.
11. Chintagunta, Pradeep; Jain, Dipak; and Vilcassim, N. 1991, "Investigating heterogeneity in brand preferences in logit models for panel data," Journal of Marketing Research, Vol. 28 (November), pp. 417-428.
12. Coffey, Steve 1999, "Media Metrix methodology. Prepared for the Advertising Research Foundation," Media Metrix White Paper, Winter 1999/2000. Retrieved on June 12, 2000 from www.mediametrix.com/usa/ products/us_methodology_long.pdf
13. Dahan, Ely and Srinivasan, V. 1998, "The predictive power of Internet-based product concept testing using visual depiction and animation," Working paper, Sloan School, Massachusetts Institute of Technology. Retrieved on June 12, 2000 from web.mit.edu/ edahan/www/WorkingPaperonInternet ConceptTestingbyDahanandSrinivasan.PDF
14. Degeratu, Alexandru; Rangaswamy, Arvind; and Wu, Jianan 1999, "Consumer choice behavior in online and traditional supermarkets: The effects of brand name, price, and other search attributes," E-business Research Center Working Paper, 03-1999, Pennsylvania State University. Retrieved on June 12, 2000 from www.ebrc.psu.edu/papers/pdf/ 03-1999.pdf
15. DeSarbo, W. S. and Ramaswamy, V. 1994, "CRISP: Customer response based iterative segmentation procedures for response modeling in direct marketing," Journal of Direct Marketing, Vol. 8, No. 3, pp. 7-20.
16. Dreze, Xavier and Zufryden, Fred 1997, "Testing Web site design and promotional content," Journal of Advertising Research, Vol. 37, No. 2, pp. 77-91.
17. Dreze, Xavier and Zufryden, Fred 1998, "Is Internet advertising ready for prime time?" Journal of Advertising Research, Vol. 38, No. 3, pp. 7-18.
18. Fader, Peter S. and Hardie, Bruce G. S. 1999, "Forecasting repeat sales at CDNow: A case study," Working paper, The Wharton School, University of Pennsylvania. Retrieved on June 12, 2000 from fourps.wharton.upenn. edu/ideas/pdf/fader-cdnow.pdf
19. Gonul, F. F. and Shi, M. 1998, "Optimal mailing of catalogs: A new methodology using estimable structural dynamic programming models," Management Science, Vol. 44, No. 9, pp. 1249-1262.
20. Green, Paul E. and Srinivasan, V. 1990, "Conjoint analysis in marketing: New developments with applications for research and practice," Journal of Marketing, Vol. 54, No. 4, pp. 3-19.
21. Green, Paul E. and Wind, Yoram 1975, "New way to measure consumers' judgments," Harvard Business Review, Vol. 53, No. 4, pp. 107-117.
22. Guadagni, P. M. and Little, J. 1983, "A logit model of brand choice calibrated on scanner data," Marketing Science, Vol. 2, No. 3 (Summer), pp. 203-238.
23. Gupta, Sunil and Morrison, Donald G. 1991, "Estimating heterogeneity in consumers' purchase rates," Marketing Science, Vol. 10, No. 3, pp. 264-269.
24. Horsky, Dan 1990, "A diffusion model incorporating product benefits, price, income and information," Marketing Science, Vol. 9, No. 4, pp. 342-365.
25. Johnson, Eric J.; Lohse, Jerry; and Bellman, Steve 2000, "Cognitive lock-in," Working paper, Columbia Business School, Columbia University.
26. Kamakura, Wagner and Russell, Gary 1989, "A probabilistic choice model for market segmentation and elasticity structure," Journal of Marketing Research, Vol. 26, No. 4 (November), pp. 379-390.
27. Mahajan, Vijay; Muller, Eitan; and Bass, Frank M. 1991, "New product diffusion models in marketing: A review and directions for research," Journal of Marketing, Vol. 54, No. 1, pp. 1-26.
28. Mahajan, Vijay; Muller, Eitan; and Bass, Frank M. 1995, "Diffusion of new products: Empirical generalizations and managerial uses," Marketing Science, Vol. 14, No. 3 (Part 2), pp. G79-88.
29. McFadden, D. 1980, "Econometric models for probabilistic choice among products," Journal of Business, Vol. 53, No. 3 pp. S13-29.
30. Montgomery, Alan L. 1997, "Creating micromarketing pricing strategies using supermarket scanner data," Marketing Science, Vol. 16, No. 4, pp. 315-337.
31. Montgomery, Alan L. 1999, "Using clickstream data to predict WWW usage," Working paper, Graduate School of Industrial Administration, Carnegie Mellon University.
32. Nagle, Thomas T. 1984, "Economic foundations for pricing," Journal of Business, Vol. 57, No. 1, Part 2 (January), pp. S3-26.
33. Pazgal, Amit 1999, "Software agents: The future of marketing on the Internet?" Proceedings of the Fourth Conference on Information Systems and Technology, Cincinnati, Ohio.
34. Pirolli, Peter and Pitkow, James E. 1999, "Distributions of surfers' paths through the World Wide Web: Empirical characterizations," World Wide Web, Vol. 2, No. 1-2, pp. 29-15.
35. Rangaswamy, Arvind and Gupta, Sunil 2000, "Innovation adoption and diffusion in the digital environment: Some research opportunities," in New Product Diffusion Models (Internet Series in Quantitative Marketing), Eds. Vijay Mahajan, Eitan Muller, and Jerry Wind, Kluwer Academic Publishers, Hingham, Massachusetts.
36. Roberts, Michael J. and Mahesh, Shripriya 1999, "Hotmail," HBS Case 899-165, Harvard Business School Publishing, Harvard University, Cambridge, Massachusetts.
37. Rossi, Peter E. and Allenby, Greg M. 1993, "A Bayesian approach to estimating household parameters," Journal of Marketing Research, Vol. 30, No. 2 (May), pp. 171-182.
38. Rossi, Peter E.; McCulloch, Robert E.; and Allenby, Greg M. 1996, "The value of purchase history data in target marketing," Marketing Science, Vol. 15, No. 4, pp. 321-340.
39. Shapiro, Carl and Varian, Hal R. 1998, Information Rules: A Strategic Guide to the Network Economy, Harvard Business School Press, Cambridge, Massachusetts.
40. Sultan, Fareena; Farley, John U.; and Lehmann, Donald R. 1990, "A meta-analysis of applications of diffusion models," Journal of Marketing Research, Vol. 27, No. 1 (February), pp. 70-77.
41. Taga, Y. and Isii, K. 1959, "On a stochastic-model concerning the pattern of communication-diffusion of news in a social group," Annals of the Institute of Statistical Mathematics, Vol. 11, No. 1, pp. 25-43.
42. Telang, Rahul; Mukhopadhyay, Tridas; and Wilcox, Ronald T. 1999, "An empirical analysis of the antecedents of Internet search engine choice," Working paper, Graduate School of Industrial Administration, Carnegie Mellon University. Retrieved on June 12, 2000 from homenet.hcii.cs.cmu.edu / progress/SearchEngine.html
43. Ungar, Lyle H. and Foster, Dean P. 1998, "Clustering methods for collaborative filtering," Working paper, University of Pennsylvania. Retrieved June 12, 2000 from www.cis.upenn.edu/~ungar/papers.html
44. Van den Bulte, Christophe and Lilien, Gary L. 1997, "Bias and systematic change in the parameter estimates of macro-level diffusion models," Marketing Science, Vol. 16, No. 4, pp. 338-353.
45. Vilcassim, N. J. and Jain, D. C. 1991, "Modeling purchase-timing and brand-switching behavior incorporating explanatory variables and unobserved heterogeneity," Journal of Marketing Research, Vol. 28, No. 1, pp. 29-41.
46. Wind, Jerry; Green, Paul E.; Shifflet, D.; and Scarbrough, M. 1989, "Courtyard by Marriott: Designing a hotel facility with consumer-based marketing models," Interfaces, Vol. 19, No. 1 (January-February), pp. 25-47.
47. Wind, Jerry and Rangaswamy, Arvind 1999, "Customerization: The second revolution in mass customization," E-business Research Center Working Paper, 06-1999, Pennsylvania State University. Retrieved on June 12, 2000 from www.ebrc.psu.edu/papers/ pdf/06-1999.pdf