Ask or infer? Strategic implications of alternative learning approaches in customization

International Journal of Research in Marketing

Volumn 26, Issue 2, 2009, Pages 136-152

  Fay, Scott ^a   Mitra, Deb ^b   Wang, Qiong ^c  

^a SYRACUSE UNIVERSITY   (United States)

^b UNIVERSITY OF FLORIDA   (United States)

^c PENNSYLVANIA STATE UNIVERSITY   (United States)

Author keywords

Competitive strategy; Customer relationship management; Customization; Learning; Personalization

Indexed keywords

EID: 67349239802     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2008.12.003     Document Type: Article

References (65)

1. Acquisti A., and Varian H.R. Conditioning prices on purchase history. Marketing Science 24 3 (2005) 367-381
2. Ahearne M., Hughes D.E., and Schillewaert N. Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness. International Journal of Research in Marketing 24 4 (2007) 336-349
3. Ansari A., and Mela C.F. E-customization. Journal of Marketing Research 40 May (2003) 131-145
4. Armstrong J.S., and Overton T.S. Estimating nonresponse bias in mail surveys. Journal of Marketing Research 14 3 (1977) 396-402
5. Bergkvist L., and Rossiter J.R. The predictive validity of multiple-item versus single-item measures of the same constructs. Journal of Marketing Research 44 (2007) 175-184 (May)
6. Bohlmann J.D., Golder P.N., and Mitra D. Deconstructing the pioneer's advantage: Examining vintage effects and consumer valuations of quality and variety. Management Science 48 9 (2002) 1175-1195
7. Brady D., Kerwin K., Welch D., Lee L., and Hof R. Customizing for the masses. Business Week 20 3673 (2000) 130B (March)
8. Chen Y., and Iyer G. Research note: Consumer addressability and customized pricing. Marketing Science 21 2 (2002) 197-208
9. Chen Y., Narasimhan C., and Zhang J. Individual marketing with imperfect targetability. Marketing Science 20 1 (2001) 23-41
10. Chen, Y., & Zhang, J. (2009). Dynamic targeted pricing with strategic consumers. International Journal of Industrial Organization 27(1), 43--50
11. Chuang J.C., and Sirbu M.A. Optimal bundling strategy for digital information goods: Network delivery of articles and subscriptions. Information Economics & Policy 11 2 (1999) 147-176
12. Court A. Hotels try to make your stay personal (2005), USA Today October 25, Money 09b
13. Dellaert B.G.C., and Stremersch S. Marketing mass-customized products: Striking a balance between utility and complexity. Journal of Marketing Research 42 (2005) 219-227
14. Dewan R., Jing B., and Seidmann A. Product customization and price competition on the Internet. Management Science 49 8 (2003) 1055-1070
15. Fruchter G.E., and Zhang Z.J. Dynamic targeted promotions: A customer retention and acquisition perspective. Journal of Service Research 7 1 (2004) 3-19
16. Fudenberg D., and Villas-Boas J.M. Behavior-based price discrimination and customer recognition. In: Hendershott T.J. (Ed). Handbook on economics and information systems Vol. 1 (2006), Elsevier Science 377-436
17. Gatignon H., and Xuereb J.M. Strategic orientation of the firm and new product performance. Journal of Marketing Research 34 1 (1997) 77-90
18. Ghosh M., Dutta S., and Stremersch S. Customizing complex products: When should the vendor take control?. Journal of Marketing Research 43 (2006) 664-679 (Nov.)
19. Gilmore J.H., and Pine B.J. The four faces of mass customization. Harvard Business Review 75 1 (1997) 91-102
20. Green P.E., and Srinivasan V. Conjoint analysis in marketing: New development with implications for research and practice. Journal of Marketing 54 4 (1990) 3-19
21. Hall R. Zero inventories (1983), Dow-Jones Irwin, Homewood, IL
22. Heide J.B., and John G. Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research 27 4 (1990) 24-26
23. Huffman C., and Kahn B. Variety for sale: Mass customization or mass confusion. Journal of Retailing 74 4 (1998) 491-513
24. Johnson E.J., Moe W.W., Fader P.S., Bellman S., and Lohse G.L. On the depth and dynamics of online search behavior. Management Science 50 3 (2004) 299-308
25. Klassen R.D., and Jacobs J. Experimental comparison of web, electronic and mail survey technologies in operations management. Journal of Operations Management 19 (2001) 713-728
26. Lee H.L., and Tang C.S. Variability reduction through operations reversal. Management Science 44 2 (1998) 162-172
27. Lindell M.K., and Whitney D.J. Accounting for common method variance in cross-sectional research designs. Journal of Applied Psychology 86 1 (2001) 114-121
28. Lippman S.A., and McCall J.J. The economic of job search. Economic Inquiry 14 2 (1976) 155-189
29. McCall J.C. The economics of information and optimal stopping rules. Journal of Business (1965) 300-317 (July)
30. McGahan A.M., and Ghemawat P. Competition to retain customers. Marketing Science 13 2 (1994) 165-176
31. Moser K. How they know what you like before you do. Chr. Science Monthly 98 57 (2006) 13-16 (Feb. 16)
32. Murthi B.P.S., and Sarkar S. The role of the management sciences in research on personalization. Management Science 49 10 (2003) 1344-1362
33. Peppers D., and Rogers M. Enterprise one to one: Tools for competing in the interactive age (1997), Doubleday, New York
34. Peter P.J. Reliability: A review of psychometric basics and recent marketing practices. Journal of Marketing Research 16 (1979) 6-17 (February)
35. Pine B.J., and Boynton A.C. Making mass customization work. Harvard Business Review 71 5 (1993) 108-118
36. Podsakoff P.M., and Organ D.W. Self-reports in organizational research: Problems and prospects. Journal of Management 12 4 (1986) 531-544
37. Raghu T.S., Kannan P.K., Rao H.R., and Whinston A.B. Dynamic profiling of consumers for customized offerings over the Internet. A model and analysis. Decision Support System 32 2 (2001) 117-134
38. Randall T., Terwiesch C., and Ulrich K.T. Principles for user design of customized products. California Management Review 47 4 (2005) 68-85
39. Randall T., Terwiesch C., and Ulrich K.T. User design of customized products. Marketing Science 26 2 (2007) 268-280
40. Reinartz W., Thomas J.S., and Kumar V. Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing 69 (2005) 63-79 (January)
41. Resnick P., and Varian H.R. Recommender systems. Communication ACM 40 3 (1997) 56-58
42. Rhim H., and Cooper L.G. Assessing potential threats to incumbent brands: New product positioning under price competition in a multisegmented market. International Journal of Research in Marketing 22 2 (2005) 159-182
43. Rust R.T., Kannan P.K., and Peng N. The customer economics of Internet privacy. Journal of Academy of Marketing Science 30 4 (2002) 455-464
44. Sellandurai R.S. Mass customization in operations management: Oxymoron or reality. Omega 32 4 (2004) 295-300
45. Shaffer G., and Zhang Z.J. Competitive coupon targeting. Marketing Science 14 (1995) 395-416
46. Shaffer G., and Zhang Z.J. Competitive one-to-one promotions. Management Science 48 9 (2002) 1143-1160
47. Shugan S.M. Editorial: Marketing science, models, monopoly models, and why we need them. Marketing Science 21 3 (2002) 223-228
48. Silvestro R., Fitzgerald L., Johnston R., and Voss C. Towards a classification of service processes. International Journal of Service Industry Management 3 3 (1992) 62-75
49. Simonson I. Determinants of customers' responses to customized offers: Conceptual framework and research propositions. Journal of Marketing 69 (2005) 32-45
50. Sismeiro C., and Bucklin R.E. Modeling purchase behavior at an E-commerce web site: A task-completion approach. Journal of Marketing Research 41 3 (2004) 306-323
51. Srikumar K., and Bhasker B. Personalized product selection in Internet business. Journal of Electronic. Commerce. Research 5 4 (2004) 216-227
52. Swaminathan J.M., and Tayer S.R. Managing broader product lines through delayed differentiation using vanilla boxes. Management Science 44 12 (1998) 161-172
53. Stewart M. 2005 Email marketing response rate study. ExactTarget industry report (2005)
54. Stump R.L., and Heide J.B. Controlling supplier opportunism in industrial relationships. Journal of Marketing Research 33 4 (1996) 431-441
55. Syam N.B., and Dellaert B. Consumer-producer interaction: A strategic analysis of the market for customized products. Review of Marketing Science 1 1 (2002)
56. Syam N.B., and Hess J.D. Acquisition versus retention: Competitive customer relationship management (2006), University of Houston March 21
57. Syam N.B., and Kumar N. On customized goods, standard goods and competition. Marketing Science 25 5 (2006) 525-537
58. Syam N.B., Ruan R., and Hess J.D. Customized products: A competitive analysis. Marketing Science 24 4 (2005) 569-584
59. Toubia O., Simester D.I., Hauser J.R., and Dahan E. Fast polyhedral adaptive conjoint estimation. Marketing Science 22 3 (2003) 273-303
60. Tyagi R.K. New product introductions and failures under uncertainty. International Journal of Research in Marketing 23 2 (2006) 199-213
61. Ulrich K.T., and Pearson S. Assessing the importance of design through product archaeology. Management Science 44 3 (1998) 352-369
62. Vargo S.L., and Lusch R.F. Evolving to a new dominant logic for marketing. Journal of Marketing 68 1 (2004) 1-17
63. Voss G.B., and Voss Z.G. Strategic orientation and firm performance in an artistic environment. Journal of Marketing 64 1 (2000) 67-83
64. Zipkin P. The limits of mass customization. MIT Sloan Management Review 42 3 (2001) 81-87
65. Zucker L.G., Darby M.R., and Armstrong J.S. Commercializing knowledge: University science, knowledge capture, and firm performance in biotechnology. Management Science 48 1 (2002) 138-153