Marketing

This article explores the use of marketing metrics by a sample of Vietnamese firms, providing an example of the use of marketing metrics in a "transition" economy as it grows and becomes more market and marketing driven. The analysis reports usage frequency and then develops a set of "correlation chains" linking firm characteristics, metric use, and various indicators of performance. Vietnamese managers generally report that several types of metrics are used. Ownership structure and industry also impact which metrics are utilized.

Product discussion boards are a rich source of information about consumer sentiment about products, which is being increasingly exploited. Most sentiment analysis has looked at single products in isolation, but users often compare different products, stating which they like better and why. We present a set of techniques for analyzing how consumers view product markets. Specifically, we extracted relative sentiment analysis and comparisons between products, to understand what attributes users compare products on, and which products they prefer on each dimension.

In this paper, we examine the pattern of correlation among consumer price sensitivities for customer purchase incidence decisions across complementary product categories. We use a hierarchical Bayesian multivariate probit model to uncover this pattern. We estimated this model using purchase incidence data for six categories involving three pairs of complementary products.

Even before Goldman Sachs coined the term BRIC countries (Brazil, Russia, India and China), India has been important to the global business community, and not just for those interested in outsourcing back-office functions.

Previous studies of cultural consumption have found a significant but weak relationship between expert judgment (EJ) and popular appeal (PA) and have suggested that this little taste phenomenon reflects a mediating role played by ordinary evaluation (OE) in diluting the association between EJ and PA. However, various weaknesses in this work have involved problems with sequential timing, nonindependence of measurements, and contamination by market(ing)-related influences.

In recent years, product discussion forums have become a rich environment in which consumers and potential adopters exchange views and information. Researchers and practitioners are starting to extract user sentiment about products from user product reviews. Users often compare different products, stating which they like better and why.

This paper proposes that customers often respond to brand extension concepts by visualizing the product. We call this process spontaneous visualization and suggest that it precedes concept evaluations. In two studies, we show that spontaneous visualization is enhanced by the fit between the parent brand and the extension category and by the ease with which the product category can be imagined. The appeal of the visualized image in turn determines whether visualization enhances or decreases concept evaluations.

Following a successful idea generation exercise, a company might easily be left with hundreds of ideas, generated by experts, employees, or consumers. The next step is to screen these ideas, and identify those with the highest potential. In this paper we propose a practical approach to involving consumers in idea screening. Although the number of ideas may potentially be very large, it would be unreasonable to ask each consumer to evaluate more than a few ideas. This raises the challenge of efficiently selecting the ideas to be evaluated by each consumer.

Several individual, social-setting, and choice-set factors have been shown to be related to satisfaction. This article argues that these factors operate through a set of choice goals. Using panel data on purchasers of consumer electronics, the authors examine how five goals (justifiability, confidence, anticipated regret, evaluation costs, and final negative affect) drive decision and consumption satisfaction, which in turn determine loyalty, product recommendations, and the amount and valence of word of mouth.