2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 8.30-10.00 (TA)

TA01 – Grand Ballroom 1 TA02 – Grand Ballroom 2 TA03 – Grand Ballroom 3 TA04 – Grand Ballroom 4

Advertising I Channel I Consumer Behavior I New Product I

Chair: Anna Dubiel Chair: Pamela Morrison Chair: Xi Chen Chair: Martin Meissner

Is there a Relationship between Linking Acquisition Channel Understanding the Effect of Last Name The Role of Information Presentation in Executive’s LinkedIn Connections and Characteristics to Customer Value and on Acquisition Timing in China Monetization of Intellectual Property Stock Prices? Behavior Xi Chen, Guoli Yang Joseph Derby, Mayukh Dass, Yi Qian, Faria Badhan, Manoshi Samaraweera Christian Schulze, Leigh McAlister Josh Lerner Less is More, Until it Isn’t: Feature- Within and Cross-Channel Effects of The Effect of Store Brand Competition on Richness in Experiential Purchases Optimal Introductory Product Design and Brand Advertising on Word-of-Mouth Product Quality Decisions Chadwick Miller, Adriana Samper, Upgrade Strategies Linli Xu, Mitchell Lovett, Renana Peres Ryan Choi Naomi Mandel Mahmood Pedram, Subramanian Balachander The Impact of Institutions on Product Channel Alignment: Contrasting B2B and Positioning: Evidence from a Historical B2C Valuation and Updating Rules Deal or No Deal? The Role of Is Consumer Empowerment Always Study in East and West Pamela Morrison, Lina Tan, John Roberts Competition in the Effect of Online Deals Better? An Investigation of High- and Anna Dubiel, Jaideep Prabhu, on Online Review Low- Status Technology Brands Sourindra Banerjee Jorge Mejia, Anand Gopal, Martin Meissner, Michelle Haurand, Michael Trusov Christian Stummer

Evaluating the Link between Type of Antecedents and Consequences of Segmentation Base and Actual Customer Involvement across Different Consumer Brand Choice Behavior New Product Development Phases Stefan Scheuffelen, Jan Kemper, Bradley Allen, Suman Basuroy, Malte Brettel Deepa Chandrasekaran

TA05 – Grand Ballroom 6 TA06 – Grand Ballroom 8 TA07 – Grand Ballroom 9 TA08 – Grand Ballroom 10

Working Paper I No Session Game Theory I Customer Relationship Management I

Chair: Neha Purushottam Chair: Sumitro Banerjee Chair: Jihwan Moon

Sustainability Marketing Curriculum: The Legend of Patent Trolls CSV: Creating and Sharing a Bigger Developing Countries Perspective Sumitro Banerjee, David Soberman Value Pie Neha Purushottam HyeonMi Yoo, JaeWook Kim Estimating the Heterogeneity of Fairness Information Sharing, Advice Provision or Preferences on Bargaining Behavior How Consumer Expectations on Delegation: What Leads to Higher Trust? Arnaud De Bruyn, Alina Ferecatu Economy Impact Customer Satisfaction Upender Subramania, Jihwan Moon, Debanjan Mitra Yu Wang, Ozalp Ozer Willpower Depletion and Price Promotion Timing How to Create Customers Delight and Richard Schaefer, Raghunath Rao, Does It Really Drive Loyalty? An Vijay Mahajan Examination of Customer Delight in a B2B Context Lili Wenli Zou, Chi Kin Bennett Yim, Kimmy Wa Chan 2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 8.30-10.00 (TA)

TA09 – Dover AB TA10 – Dover C TA11 – Atlantic TA12 – Bristol

Analyzing Advertising Content Retailing I Bayesian Marketing Finance I

Chair: Elisabeth Honka Chair: Manish Gangwar Chair: Norris Bruce Chair: Anna S. Cui

Native Advertising: Evidence from Mobile Developmental Paths of Retail Formats in Model-Based Project Discovery The Effect of Marketer’s Value at Risk Ad Experiments Japan Bruno Jacobs, Bas Donkers, Dennis Fok (VAR) on Customer’s Product Choice and Harikesh Nair, Navdeep Sahni Tomokazu Kubo Welfare Distributed Markov Chain Monte Carlo for Aharon Hibshoosh, Mehmet Benturk Advertising Tailoring: The Persuasive Identifying Cross Category Influences Hierarchical Models Effect of Ad Content through Store Category Loyalty Federico (Rico) Bumbaca, Sanjog Misra, Market-Based Assets and Financial Navdeep Sahni, Christian Wheeler, Manish Gangwar, Peter Rossi Analyst Recommendation Pradeep Chintagunta Prakash Satyavageeswaran Hanieh Sardashti, Roger Calantone Nonparametric Bayesian Dynamic Television Advertising Avoidance Understanding the Impact of Consumer- Modeling: An Application to Facial Myopic Marketing and Innovation Kenneth C. Wilbur Retailer Relationship and Information Emotions in Digital Video Management: The Relevance of Financial States for Store Display Norris Bruce Leverage Yoonju Han, Shibo Li, Daniel Willmann, Malte Brettel Sandeep R. Chandukala Stock Market Returns to Innovation The Effect of Information on Pre- Events: Varying Effects at Different Purchase Risk Reduction Tools on Stages of New Product Development Perceptions and Choices in Competition Anna S. Cui, Meng Zhao Lutz Hildebrandt, Amir Heiman

TA13 – Harborside A TA14 – Harborside B TA15 – Essex AB TA16 – Essex C

Digital Marketing I Internet I Building the Marketing-Finance Working Paper II Interface – Substantive and Chair: Huma Amir Chair: Zainab Jamal Methodological Issues Chair: Ayman Farahat

User-Generated and Firm-Generated Analyzing Competition Structure by using Chair: Alina Sorescu Selection, Order, and Pricing of Linear Content's Impact on Low- versus High- Google Search Query Data Online Video Ads Involvement Products in SMM Woo Chan Sim, Janghyuk Lee, Sang When do Branded Apps Impact Firm Wreetabrata Kar, Paulo Albuquerque, Huma Amir Yong Kim Value? Viswanathan Swaminathan Eric Boyd, PK Kannan, Is Co-Creation Service Recovery How do Review Environment Dynamics Rebecca Slotegraaf Endogeneity Bias in Viral Marketing Effective: Based on the Perspective of Influence Product Reviews? Ayman Farahat Initiation? Albert Valenti, Georgios Zervas Examining the Impact of Price-Increase Jiang Wei Announcements on Shareholder Value Prediction and Analysis of Digital Kapil Tuli, Leon Gim Lim, Exploring the Relationship between Customer Purchase Propensity Marnik G. Dekimpe Social Media and Loyalty Reward Zainab Jamal Programs What Should Be the Dependent Variable Qiang (Steven) Lu, Rohan Miller, Online Consumers' Channel Choice in Marketing-Related Event Studies? Evelyn Chronis between Online and Offline Bernd Skiera, Emanuel Bayer, Youngsoo Kim Lisa Schoeler Social Media Framework for Businesses: Exploratory Study for Top US Retailers What Brand Do I Use for My New Nawel Amrouche Product? The Impact of New Product Branding Decisions on Firm Value Larisa Ertekin, Alina Sorescu, Mark B. Houston

Capitalizing Advertising Spending Shuba Srinivasan, Edward Riedl, Emanuel Bayer, Bernd Skiera 2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 10.30-12.00 (TB)

TB01 – Grand Ballroom 1 TB02 – Grand Ballroom 2 TB03 – Grand Ballroom 3 TB04 – Grand Ballroom 4

Advertising II Channel II Consumer Behavior II Customer Relationship Management II

Chair: Prasad Naik Chair: Dinah Cohen-Vernik Chair: Paul Messinger Chair: Xi Zhang

Transparent or Disguised: The Impact of Channel Contracts with Information Managing Expectations – Towards a Do it by yourself: Customer Post Behaviors Sponsored Content Advertising on Two- Asymmetry,Quality Based Competition and Model of Post-Purchase Satisfaction and after Service Contract Termination Sided Media Platforms Heterogeneous Preferences Product Returns in Online Retailing Shin-Hye Kim, Sakdipon Juasrikul, Prabirendra Chatterjee, Bobby Zhou Shameek Sinha Niklas Hellemann, Malte Brettel Richie Liu, Sean Yim

Assisted Self-persuasion: Choice, Effect of Gender of the Co-Buyer on Is Congruity Desirable for Marketing? A Customer Noncompliance and Firm Complementary Adjustment, and the Attention Arousal, Shopping Attentiveness Meta-Analysis Relationship in a Contractual Setting Effects of Advertising & Outcome Apprehension Paul Messinger, Qian (Claire) Deng Mahima Hada, Karthik Sridhar Matthew Nagler Rajdeep Chakraborti, Atanu Adhikari Why Does Compliance Vary Over Time? Customer Relationship Management in the Identifying Online Shopping Types from Wei Zhang, Ajay Kalra, Digital Age Off-Site Clickstreams to Enhance Alexander Chaudhry Rebecca Jen-Hui Wang Marketing Decision-Making Daniel Schellong, Jan Kemper, Consumer Search and Preference for Dynamically Managing a Profitable Email Malte Brettel Variety Marketing Program William Allender, Timothy Richards Xi Zhang, V Kumar, Koray Cosguner Competing with Co-Created Products Dinah Cohen-Vernik, Niladri Syam, Amit Pazgal

TB05 – Grand Ballroom 4 TB06 – Grand Ballroom 8 TB07 – Grand Ballroom 9 TB08 – Grand Ballroom 10

Working Paper III Remembering Allan D. Shocker: A Game Theory II Working Paper V Celebration of Intellectual Leadership Chair: Baojun Jiang Chair: Woochoel Shin Chair: Yi-Chun Ou Chair: Richard Staelin Signaling through Price and Quality to Two-Part Tariff and Store Brand Individual and Brand-Level Impact of Consumers with Fairness Concerns Remembering Allan D. Shocker: A Woochoel Shin, Wilfred Amaldoss Delight and Displeasure on the Baojun Jiang, Xiaomeng Guo Celebration of Intellectual Leadership Satisfaction-Loyalty Link Richard Staelin, Dipankar Chakravarti, A Dynamic Model of Re-Positioning Chris Groening In-Store Advertising for Competitor: When D. Sudharshan, Kannan Srinivasan, J. Miguel Villas-Boas Promoting Rivals Softens Competition Seenu Srinivasan, Ratti Ratneshwar, On Customer Emotions and Loyalty Dmitri Kuksov, Mohammad Zia, Russ Winer, Raj Srivastava Informal Banking in the Emerging Market: Strategies Ashutosh Prasad Relationship as Collateral Yi-Chun Ou Weining Bao, Jian Ni, Shubhranshu Singh

Consumer Deliberation and Quality Signaling Yue Wu, Liang Guo 2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 10.30-12.00 (TB)

TB09 – Dover AB TB10 – Dover C TB11 – Atlantic TB12 – Bristol

Modeling the Persistent and Retailing II Choice Models I Marketing Finance II Downstream Effects of Strategic Firm Decisions Chair: Jie Zhang Chair: Zizhuo Wang Chair: Daniel McCarthy

Chair: Ahmed Khwaja Distribution Dynamics and Brand Consumer Choice Models with Customer-Based Corporate Valuation via Performance: The Role of Market Type, Endogenous Network Effects Data Fusion Switching Costs and Market Power under Retail Format and Macroeconomics Zizhuo Wang, Ruxian Wang Daniel McCarthy, Peter Fader Umbrella Branding Amalesh Sharma, V Kumar, Paul Ellickson Sarang Sunder Bad Habits and Endogenous Decision Value of Customer-Related Assets in Points Mergers and Acquisitions Firm Expansion, Size Spillovers and When Cents-Off Discounts are Replaced Peter Landry Cem Bahadir, Sundar Bharadwaj Market Dominance in Retail Chain by Reward Point Promotions: A Cross- Dynamics Category Analysis Online Algorithms for the Estimation of Volatility Spillovers Across User- Ahmed Khwaja Jie Zhang, Els Breugelmans, Mixed Models Generated Content and Stock Returns Seoungwoo Lee Keunwoo Kim, Sanjog Misra Myrthe van Dieijen, Abhishek Borah, The Impact of Newspaper Paywalls Gerard Tellis, Philip Hans Franses S. Sriram The Effectiveness of Managerial Actions Modeling Consumer Demand under during Conflict Delistings Mental Constraints Marketing Alliances and Firm Risk Can Frequency Rewards Program be Marleen Hermans, Kathleen Cleeren, Byungyeon Kim, Jaehwan Kim Tuba Yilmaz, Stefan Wuyts Profitable? Néomie Raassens, Ko de Ruyter, Raphael Thomadsen Martin Wetzels

Store Format and Price Perceptions Anthony Koschmann, Douglas Bowman

TB13 – Harborside A TB14 – Harborside B TB15 – Essex AB TB16 – Essex C

Digital Marketing II Internet II Developments in the Measurement Working Paper IV and Modeling of Consumer Chair: Sha Yang Chair: David Muir Preferences I Chair: K. Sudhir

The Role of Mobile Devices in the Online Online Niche Markets and Geography: Chair: Daria Dzyabura Peer Effect of iPhone Adoptions on Customer Journey How Offline Environments Affect the Social Networks Evert de Haan, PK Kannan, Online Sales of Niche Brands A Cognitive Model of How Users Type Tony Ke, Zhuqing Yang Peter Verhoef, Thorsten Wiesel Jikyung Kim, Jungmin Son, and Click on Search Engines Jeonghye Choi Jia Liu, Olivier Toubia The “Prosperity-in-Youth” Effect in Assimilation or Differentiation? Category Adoption Investigating the Effect of Competition on The Demand for One-to-One When Words Sweat: Written Words Can K Sudhir, Ishani Tewari Sponsored Search Advertisement Customization: Evidence from the Predict Loan Default Sha Yang, Shijie Lu Personal Computer Industry Alain Lemaire, Michael Herzenstein, David Muir Oded Netzer

Poaching in Paid Search Advertising Affiliate Advertising Choice Modeling with Feeling: using Broad Match: Evidence from a Hana Choi, Carl Mela Incorporating Emotions into Discrete Field Experiment Choice Models Joseph Pancras, Shuai Yang, Modeling the Click Stream – How Micro John Roberts Yiping Song Journeys as Browsing Click Patterns Influence Conversions Using Online Preference Measurement to Sellers’ Online Responding Strategies to Marc Linzmajer, Ingo Frank Becker, Infer Offline Purchase Behavior Negative Online Reviews Florian von Wangenheim Daria Dzyabura, Srikanth Jagabathula, Chunyu Li, Geng Cui, Ling Peng Eitan Muller

2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 1.30-3.00 (TC)

TC01 – Grand Ballroom 1 TC02 – Grand Ballroom 2 TC03 – Grand Ballroom 3 TC04 – Grand Ballroom 4

Advertising III Channel III Decision Making Internet and Incentives

Chair: Peter Danaher Chair: Umut Konus Chair: Tong Lu Chair: Marcel Goic

Effects of Advertised Quality Emphasis Doing Good to Do Better? Consumer Scarcity Polarizes Preferences: The An Empirical Analysis of Customer and Objective Quality on Sales: Evidence Persuasion Knowledge Responses to Impact on Choice Among Multiple Items Inbound Communication Decisions from Minivan Market Corporate Social Responsibility in a Product Class Yi Xin, Baohong Sun, Jian Ni Praveen Kopalle, Robert Fisher, Bharat Monika Kadam Meng Zhu, Rebecca Ratner Sud, Kersi Antia Empirical Analysis of the Effectiveness of Efficiency and Effectiveness of "Mee Generalized Mean Extension of Random Mobile Channels A Times Series Analysis of Online Seva": An e-Governance Project in Utility Models Marcel Goic, Jose Guajardo Review Market Microstructure Andhra Pradesh, India Khaled Boughanmi, Rajeev Kohli, Nikolaos Korfiatis, Nikolaos Vlastakis, Lalitha Rani Daggubati, Kamel Jedidi Do You Really Want Them Back? How Raphael Markellos V Swamy Pulletikurthi Promotions Affect the Value of Ex vs. From Web to Wardrobe: Consumption New and Current Customers Social Retargeting – A Randomized Field Safeguarding Pre-Existing Resources Patterns in Online Apparel Retail Irina Dyshko, Christian Schulze Experiment versus Creating Value in Industrial Tong Lu, J. Wesley Hutchinson Thomas Frick, Ting Li Contracts: Theory and Evidence Incentives in the Online Labor Market: Desmond Lo, Giorgio Zanarone, Debt Repayment Strategy and Consumer Money and/or Hobby A Simple Method for Multimedia Touch Mrinal Ghosh Motivation to Repay Debt Yajing Jiang, Jian Ni, Xinlei Chen Point Attribution Simon Blanchard, Keri L. Kettle, Peter Danaher, Harald van Heerde How do Instant Touchpoint Experiences Remi Trudel, Gerald Häubl Affect Satisfaction and Behavior: A Mobile Real-Time Approach Umut Konus, Emma MacDonald, Hugh Wilson, Jing Li

TC05 – Grand Ballroom 7 TC06 – Grand Ballroom 8 TC07 – Grand Ballroom 9 TC08 – Grand Ballroom 10

Working Paper VI Decision Neuroscience I Game Theory III Network

Chair: Monic Sun Chair: Carolyn Yoon Chair: Kinshuk Jerath Chair: Sudhir Voleti

Why Keep Your Product Value Secret Decision Neuroscience: Its Birth, Current Strategic Under-Testing by Diagnostic What if the Dependent Variable is a Mass from Competitor's Customers? State and Future Experts of Text? A Network-Based Approach Mushegh Harutyunyan, Baojun Jiang Antoine Bechara Shubhranshu Singh, Tinglong Dai Sudhir Voleti

Competitive Mobile Targeting Neural Prediction Of Crowdfunding Quality Choice in a Supply Chain with A Flag-Up Algorithm and Test for Non- Monic Sun, Yuxin Chen, Xinxin Li Decisions Newsvendor Considerations Stationary Customer-Specific Product Carolyn Yoon Kinshuk Jerath, Sang Kim, Graphs Robert Swinney Morten H. J. Fenger, Joachim Scholderer

Voluntary Information Disclosure for Microfinanced, Social Network-Based Complementary Products BoP Markets: Analysis of Entrepreneurial Hyun Chul Maeng, Liang Guo Economic Performance L. Lin Ong, Sridhar Balasubramanian, Competitive Couponing Lisa Jones Christensen Bobby Zhou, Debu Purohit, Preyas Desai

2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 1.30-3.00 (TC)

TC09 – Dover AB TC10 – Dover C TC11 – Atlantic TC12 – Bristol

The Interplay between Social Networks Retailing III Location Decisions Marketing Stategy I and Consumer Behavior Chair: Els Breugelmans Chair: Pravat Surya Kar Chair: Sundar Bharadwaj Chair: Yaniv Dover Weather Sensitivity Analysis (WSA) in Revisiting Rural India’s Periodic Markets: A Pace Too Brisk, a Bridge Too Far? Online Shopping and Social Media: Grocery Shopping Trip RRA of Two HAATs Toward a Better Understanding of Firm Friend or Foe? Sangkil Moon, Younghan Bae, Pravat Surya Kar Growth Yuchi Zhang, Andrew T. Stephen, Moon Young Kang Moeen Butt, Kersi Antia Zainab Jamal, Michael Trusov Measuring the Agglomeration Effect on How Should Specialty Stores Compete Consumers' Store Choice The Time-Varying Effect of Marketing-Mix The Impact of Homophily and Popularity with Big Box Retailers? Hee Mok Park, Joseph Pancras, on Sales on Product Selection Huihui Wang, Wilfred Amaldoss, Yesim Orhun, S Sriram JeeWon Brianna Choi, V Kumar, Ron Berman, Raghuram Iyengar Preyas Desai Mallik Greene London Sandwich Wars: The Role of The Value of the Discrepancy between Agglomerated Retail Locations as the Strategic Interactions in Urban Chain How Outbound Marketing Increases Numerical Rating and Textual Information Market Equilibrium of Customer Service Store Proliferation Asymmetry and Inbound Marketing in Customer Reviews Purushottam Papatla, Amit Bhatnagar Ali Umut Guler Reduces It– A Study of Customers Florian Stahl, Oded Netzer Kashef Majid The Clash of the Titans: On Retailer and Store Location and Long-Term Store Multi-Scale Tomography Analysis of Manufacturer Vulnerability in a Conflict Loyalty: A Multi-Level Multi-Membership Information Asymmetry and Myopic Online Network Communities for Delisting Model Management of Marketing and R&D: Predicting the Emergence of Collective Els Breugelmans, Kathleen Cleeren, Christina Kuehnl, Christian Homburg, Evidence from a Quasi-Natural Social Behavior Sara Van der Maelen Hanna Schramm-Klein Experiment Danny Shapira, Yaniv Dover, Sundar Bharadwaj, Atanas Nikolov Jacob Goldenberg Measuring the Effects of a Sustained Targeted Couponing Program in a Supermarket Chain Jorge Gonzalez, Julian Villanueva, Ignacio Osuna

TC13 – Harborside A TC14 – Harborside B TC15 – Essex AB TC16 – Essex C

Digital Marketing III Internet III Developments in the Measurement and Working Paper VII Modeling of Consumer Preferences II Chair: Hsin-Chen Lin Chair: Seoungwoo Lee Chair: Ty Henderson Chair: John Hauser The Role of Incentives in Online Message Customer Engagement in a World First-Mover Advantage Through Diffusion Atwitter Modeling Multi-Taste Consumers Distribution: A Decomposition Approach Helen (Elham) Siuki, Cynthia M. Webster Gina Brynildsen, C. M. Sashi Liu Liu, Daria Dzyabura Mitsukuni Nishida

The Impact of Multi-Channel Advertising Free, Paid, or Both: Dynamic Versioning Idea Generation, Creativity, and Efficient Design and Analysis for a and Inertia on Online Search and Decisions for Mobile Apps Prototypicality Selective Choice Process Purchase Seoungwoo Lee, Jie Zhang, Oded Netzer, Olivier Toubia Ty Henderson, Qing Liu Yiyi Li, Ying Xie, Zhiqiang Zheng Michel Wedel Identifying Relevant Attributes in Conjoint The Impact of Candidate Social Media Understanding Consuming, Contributing Analysis using Support Vector Machines Presence on Election Results and Creating Behaviors on Social Ricardo Montoya, Julio López Hsin-Chen Lin Networks with Network Structures Damien Renard, Christine Balague, The Sleuth Game: Predicting Consumer Free Sample Promotion: New Lamya Benamar Response to As-Yet-Unspecified Product Understandings of Its Effects and Features for Really New Products Optimization Understanding Demand Dynamics in John Hauser, Songting Dong, Min Ding, Lin Boldt, Hee Mok Park, Neeraj Arora Online Auction Markets Lixing Huang, Holger Dietrich Sang-Uk Jung

2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 3.30-5.00 (TD)

TD01 – Grand Ballroom 1 TD02 – Grand Ballroom 2 TD03 – Grand Ballroom 3 TD04 – Grand Ballroom 4

Advertising IV Channel IV Consumer Behavior III Customer Relationship Management IV Chair: Ting Li Chair: Francisco Cisternas Chair: Onesun Yoo Chair: Andres Musalem Understanding Information Privacy It is More than the Last Click: Whom Do You Follow? The Effect of Concerns in Social Advertising: An Eye Investigating the Impact of Referral Geographic and Social Distance on How to Manage Profitable Relationships Tracking Study Channels Crowdfunding by Strategic Segmentation Ting Li, Thomas Frick, Paul Pavlou Wenjing Duan, Jie Zhang Zecong Ma, Qi Wang Chun-Wei Chang

The Duration of Short-Term and Direct The Effect of Data Breach Announcement How Trial Affects Purchase and Product Incorporating Purchase Timing Patterns Advertising Effects on Sales on Customers’ Purchase and Channel Usage in the Software Industry in Stochastic Repeat-Buying Models Hiroshi Kumakura Choice Behavior Paulo Albuquerque, Wreetabrata Kar Improves CLV Predictions Joon Ho Li , Subodha Kumar, Michael Platzer, Thomas Reutterer Mind-Share vs. Heart-Share and Ramkumar Janakiraman, How to Make a Customer Happy in the Competing in the Purchasing Funnel Rishika Rishika, Ram Bezawada Long Run? Consumer Perceptions and This Call May Be Recorded: Using Call Selin Erguncu, Shuba Srinivasan, Matchings in Online Games Center Data to Predict Customer Nukhet Harmancioglu The Influence of Marketing Daniel Kaimann, Joe Cox, Nadja Maraun Retention Communication on both Online and In- Andres Musalem “Ask Your Doctor,” Who Cares: Medium Store Consumer Path-to-Purchase Role of Predisposition and Information on Types and Consumer Involvement in Jason Pallant, Peter Danaher Consumer Choice and Market Outcomes Impact of Technology Upgrade on Pharmaceutical Direct-to-Cons Onesun Yoo, Rakesh Sarin Customer Satisfaction: A Natural Qiang Liu, Hongju Liu Optimizing a Bank Branch Network in the Experiment Presence of Mobile Banking Karthik Babu, Jeffrey Hu, Francisco Cisternas, Willem van Hoeve, Sridhar Narasimhan Alan Montgomery

TD05 – Grand Ballroom 7 TD06 – Grand Ballroom 8 TD07 – Grand Ballroom 9 TD08 – Grand Ballroom 10

Working Paper VIII Panel Discussion: What’s Next for Game Theory IV Strategy Online Marketing? Frontiers in Chair: Yi Xiang Research, Teaching, and Practice Chair: Pengfei Liu Chair: Minghui Ma

On the Role of Feedback in Innovation Moderator: Arvind Rangaswamy The Role of Marketing in Charity Asset Accumulation and Asset Utilization: Contests: A Theoretical and Empirical Donation An Empirical Analysis of Brand Equity Analysis What’s Next for Online Marketing? Pengfei Liu, Jian Ni, Ajay Kalra and Intellectual Capital Juncai Jiang Frontiers in Research, Teaching, and Jing Yang Practice Tiered Competition in Pharmaceutical Awareness versus Positional Advertising Moderator: Arvind Rangaswamy, Markets What Makes More, Better? The Effect of Yi Xiang, David Soberman Panelists: Eric T. Bradlow, Peter Fader, Tony Haitao Cui, Preyas Desai, Firm-Level Attributes on Business Brian Ratchford, Bernd Skiera Huihui Wang Performance Eric Eisenstein, George Chressanthis, Network Neutrality: A Two-Sided Market Patrick Barbro Analysis Abhinav Uppal, Jagmohan Raju Pay Dispersion in Top Marketing Teams Minghui Ma, Joseph Kissan 2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 3.30-5.00 (TD)

TD09 – Dover AB TD10 – Dover C TD11 – Atlantic TD12 – Bristol

Meet the Editors I Retailing IV Choice Models II Marketing Strategy II Chair: Jacob Goldenberg Chair: Sina Ghotbi Chair: Berry Cox Chair: Kyung-Ah Byun Customer Needs and Solutions Restaurant Diners’ Reaction to Incidents Health Information and Consumer Min Ding of Mad Cow Disease: Stay Home, Eat Learning in the Bottled Water Market At the Edge of being Good: Is the Less Beef, or Life as Usual? Lu Huang, Yizao Liu Relationship between CSP and CFP Journal of Marketing Research Sina Ghotbi, Charles Weinberg, really U-Shaped? Bob Meyer Tirtha Dhar, Ting Zhu Consumer Impatience and Market Michael Langmaack, Sönke Albers Structure: The Case of Online Pizza Journal of Consumer Psychology Empirical Analysis of the Interplay Delivery Ties that Blind: Loose Ties to Counter the Amna Kirmani Between Base and Extended Warranties Elisa Montaguti, Federico Rossi, Negative Consequences of Relationship in Automobile Retailing Sara Valentini Multiplexity International Journal of Research in Hyeong-Tak Lee Ashish Sharma, Sundar Bharadwaj, Marketing The Impact of Chapter 11 Bankruptcy on Kapil Tuli Jacob Goldenberg, Roland Rust The Retail Impact of Electronic Shelf Consumer Demand Labels (ESL) O. Cem Ozturk, Pradeep Chintagunta, Sustainability of Brand Loyalty After Management Science Sourav Ray, Mark Bergen, Daniel Levy, Sriraman Venkataraman Product Recalls: Understanding the J. Miguel Villas-Boas Li Wang “Chipping-Off” Effect Choice Models for a Segment Size of Kyung-Ah Byun, Mayukh Dass, Quantitative Marketing and Economics Consumer Return Rate Evolution over One: Marketing Nirvana? Piyush Kumar, Dale Duhan Pradeep Chintagunta Time Berry Cox, Richard J. Swartz, Siham El Kihal, Tulin Erdem, Amit Pazgal, Richard R. Batsell, Let Your Banner Wave: Antecedents and Christian Schulze, Bernd Skiera P.B. Seetharaman Performance Implications of Retailers’ PL Naming Stategies Kristopher O. Keller, Marnik G. Dekimpe, Inge Geyskens

TD13 – Harborside A TD14 – Harborside B TD15 – Essex AB TD16 – Essex C

Digital Marketing IV Internet IV Developments in the Measurement Working Paper IX and Modeling of Consumer Chair: Yufei Zhang Chair: Roland Rust Preferences III Chair: Neil Bendle

Social Media Success Factors and Firm Brand Buzz in the Echoverse Chair: Olivier Toubia Marketing Accounts Performance Roland Rust, Harald van Heerde, Neil Bendle, Xin (Shane) Wang Sarah Germer, Michael Paul Kelly Hewett, William Rand An Intelligent Video Advertisement Response System When More is More and Less is Less: Development of Multi-Item Scale for The Value of Online Reputation Li Xiao Post-Merger Returns to Marketing Measuring Effectiveness of Promotion Mechanisms Investment Campaigns on Facebook Brett Hollenbeck A Search Cost Model of Consideration Chanil Boo, William Putsis Neeraj Pandey Set Formation The Influence of Tie Strength and Mike Palazzolo, Fred Feinberg E-Brands: How to Survive and Thrive Communication Environment on what Yufei Zhang, Jeongwen Chiang, Chen Lin People Share Online Numerical Methods for Choice Modeling Sungsik Park, Debanjan Mitra with Many Observations Content Drivers of Virality for YouTube W. Ross Morrow, Yan Fu Video Ads Quantifying the Impact of WOM Wayne Zhang, Gerard Tellis Contagion over the Twitter: Is the Positive Psychology and the Influencer-Seeding Strategy Effective? Consumption of Information Goods Makoto Mizuno, Makoto Abe, Olivier Toubia, Garud Iyengar, Naoki Shinbo Alain Lemaire, Renée Bunnell 2015 INFORMS Marketing Science Conference

Thursday, June 18th, 2015 3.30-5.00 (TD) 5.15-6.00 (TE)

TD17 – Falkland Thursday, June 18th, Customer and Firm Behavior in Social 5.15-6.00 (TE) Networks

Chair: Oded Netzer TE13– Harborside A

Customer Referral Reduces the Impact of You Can Get Data from the Wharton Poor Service Performance on Customer Customer Analytics Initiative Churn

Christophe Van den Bulte, Kartik Chair: Colleen O'Neill Hosanagar, Nazrul Shaikh

Wharton Data Analytics The Contagious Effect of Marketing Colleen O'Neill Campaigns: Evidence from a Field

Experiment

Eva Ascarza, Peter Ebbes, Oded Netzer

Mobility of Top Marketing and Sales Executives in Business•-to•-Business Markets: A Social Network Perspective Rajdeep Grewal, Rui Wang, Aditya Gupta

Share of Wallet at Time of New Product Adoption: Social Contagion versus Heterogeneity Redux Raghuram Iyengar, Oded Netzer, Christophe Van den Bulte 2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 8.30-10.00 (FA)

FA01 – Grand Ballroom 1 FA02 – Grand Ballroom 2 FA03 – Grand Ballroom 3 FA04 – Grand Ballroom 4

Advertising V Channel V Consumer Behavior IV Customer Relationship Management V

Chair: Abhishek Borah Chair: Jonathan Zhang Chair: Ronald Larson Chair: Ke Li

An Empirical Study of Application Usage Understanding the Impact of Media Testing the Contribution of Religiosity for Customer Relationship Management: and Advertising Response on Mobile Substitution and Synergy in New Product Explaining Food Attitudes From Conversion to Churn to Winback Phones Introduction Ronald Larson Ke Li, Eric T. Bradlow Liye Ma, Baohong Sun Vahideh Abedi Understanding Attention Bias under the Examining the Role of Winback Offers in Strategic Media Selection under Market Orientation and CSR: Three-Stage Choice Process Framework the Likelihood and Timing of Reacquired Simultaneous Media Exposure for Performance Implications Yi Li, Selin Atalay Customer Defection Efficient Resource Allocation Timothy Kiessling, Lars Isaksson Angeliki Christodoulopoulou, Abhishek Nayak, Shameek Sinha Consumers' Preferences as to Agata Leszkiewicz, Pulak Ghosh, Relational Incentive Contracts: An Consumption Timing: An Examination of V Kumar Another Approach to Develop Marketing Experimental Investigation of Payment Discounting Rates in Deferring Strategy for Inference-Based Products Schemes Consumption versus Expediting The Impact of Transaction and based upon Symbol Ground Taylan Yalcin, Brice Corgnet, Consumption Relationship Focused Marketing Actions Akihiro Inoue, Atsuhiko Iino Cristina Nistor Atsuhiko Iino, Akihiro Inoue on Buying Behavior in B2b Market Kihyun Hannah Kim, V Kumar Does Offline Advertising Attract Online Managing O2O – Modeling Customer How Much Did I Like It? Examining Investor Attention? Dynamic Channel Preferences with Mood-Based Biases in Consumer The Role of Seasonality in CLV Abhishek Borah, Cem Bahadir Diverse Product Mix Reviews Estimation Jonathan Zhang, Scott Neslin, Dongling Huang, Yu Wang, Judy Ma Patrick Bachmann, Markus Meierer, Chun-Wei Chang René Algesheime

FA05 – Grand Ballroom 7 FA06 – Grand Ballroom 8 FA07 – Grand Ballroom 9 FA08 – Grand Ballroom 10

Working Paper X No Session Game Theory in Marketing Working Paper XII

Chair: Ming Gao Chair: Jeffrey D. Shulman Chair: Debasis Pradhan

Effects of Micro-Transactions on Pricing A Model of Retargeting Is the Adoption of Mobile Shopping in an and Product Strategies J Mohic Sun, Juanjuan Zhang, Emerging Market Different? Examining Tianxin Zou, Baojun Jiang Jeanine Miklos-Thal Role of Moderators Debasis Pradhan, Duraipandian Israel Platform Pricing in Mixed Two-Sided How Cross-Tariffs on an Elicit Good Markets Affect Markets of Other Goods Sales Forecasting by Utilizing Big Data Ming Gao Amirreza Fazli, Jeffrey D. Shulman from both Internal and External Sources Kai Yao, Yuxin Chen, Meng Su Why Does Not the Firm Provide Low Quality Input to the Rival? Michelle Lu, Jiwoong Shin, Dae-Hee Yoon

Salesforce Contracting under Supply Uncertainty Tinglong Dai, Kinshuk Jerath 2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 8.30-10.00 (FA)

FA09 – Dover AB FA10 – Dover C FA11 – Atlantic FA12 – Bristol

Models on Information and Media Retailing V Choice Models III Marketing Strategy III Economics Chair: Murali Mantrala Chair: Sri Devi Duvvuri Chair: Anindita Chakravarty Chair: Pinar Yildirim Does Income Inequality Matter in Assessing Design-Induced Artifacts in Emergence of Supply Chain Risk Informative Advertising with Discretionary Marketing? A Large-Scale Look at Stated Choice Models Management as an Aid to Value Creation Search Consumer Product Availability Kyuseop Kwak, Paul Wang Ganesh Prasad Neupane Pedro Gardete, Liang Guo Rafael Becerril Arreola, Randolph Bucklin Sequential Estimation and Design of The Impact of Partnering New Product Product Similarity and Entry in the Movie Channel Blurring and Promotion-Induced Choice Experiments Development (NPD) in Emerging Markets Industry Competition between Supermarkets and Zsolt Sandor, Laszlo Illyes on Shareholder Value Yanhao (Max) Wei Drugstores Venkatesh Shankar, Nicole Hanson Arjen van Lin, Els Gijsbrechts Multivariate Analysis of Consumer Matching Pennies in the Campaign Trail Preference Structures Across Multiple Antecedents and Consequences of Firm Pinar Yildirim, Camilo Garcia-Jimeno An Investigation of the Role of Category Categories Learning from Recalls Centrality on Sales Dynamics Sri Devi Duvvuri Anindita Chakravarty, Guiyang Xiong, Dalal Ahmad, Dale Duhan, Dennis Arnett, Alok Saboo Mayukh Dass, Piyush Kumar Alternative Way of Identifying Attribute by Covariate Interactions in Choice Models An Empirical Analysis of Space-Time Paul Wang, Kyuseop Kwak Network Effects in Groupon's Evolution Murali Mantrala, Bernd Skiera, Yeji Lim

FA13 – Harborside A FA14 – Harborside B FA15 – Essex AB FA16 – Essex C

Banner Advertising Mobile Marketing Mobile Ads and Consumer Insights Working Paper XI

Chair: Bernd Skiera Chair: Tingting Fan Chair: Xueming Luo Chair: Meisam Hejazi Nia

Wearout, Wariness, or Weariness? Distraction or Enrichment? Weather and Mobile Ads Impact of Attribution Metrics on Return on Measuring Potential Negative Understanding the Impact of Augmented Andrew Reinaker, Chenxi Li, Keyword Investment in Paid Search Consequences of Online Ad Volume Reality Environments Chen Zhang, Xueming Luo Advertising Inyoung Chae, Fred Feinberg, Reetika Gupta, Syagnik Banerjee Alice Li Hernan Bruno Behavioral Science Research on and with “Pull” Mobile Coupons: Scanning for Mobile Devices Social Learning and Diffusion over the Retargeting in Context: How Motive Discounts at the First Moment of Truth Peter Zubcsek, Alan Cooke Pervasive Products: An Empirical Study Congruence Drives the Effectiveness of Paul Mills, Cesar Zamudio of an African App-Store Personalized Online Ads How Mobile Commerce is Different from Meisam Hejazi Nia, Brian Ratchford Alexander Bleier, Maik Eisenbeiss Communication on Mobile Phones versus PC Commerce Online Social Networks: Complements or Chen Lin, Jeongwen Chiang Consequences of Retargeting as Substitutes? Remedy against an Interrupted Online Tingting Fan, Peter Golder, Eitan Muller Mobile App Deep Engagement Shopping Momentum Chenxi Li, Andrew Reinaker, Isabelle Kes, David Woisetschlaeger, The Geography of Mobile Marketing Xiaoyi Wang, Xueming Luo Alexander Eiting Jei Young Lee, Jeonghye Choi, Minakshi Trivedi Profit-Maximizing Pacing for Budget Allocation over Time in Real-Time Display Advertising Marc Heise, Nadia Abou Nabout, Bernd Skiera 2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 10.30-12.00 (FB)

FB01 – Grand Ballroom 1 FB02 – Grand Ballroom 2 FB03 – Grand Ballroom 3 FB04 – Grand Ballroom 4

Advertising VI Channel Strategy Consumer Behavior V Customer Relationship Management VI Chair: Yaniv Dover Chair: Erik Bushey Chair: Kathleen Cleeren Chair: Farnoosh Khodakarami Optimal Advertising and Pricing in a The Effect of Construal Level on Choices The Role of Homophily and Popularity Market with Counterfeits of Small Online Shopping Mall within Communication Behavior on The Joint Impact of Revenue-Based Jinghui Qian Ji Yoon Kim, Sang Yong Kim, Online Dating Platforms Loyalty Program and Promotions on Kyounghee Chu, Hee Chan Park, Andrea Dechant, Martin Spann, Consumer Purchase Behaviors Consumer Choice of Complex Products: Jin Won Lee Christian Pescher Asim Ansari, Jia Liu, Leonard Lee The Role of Expected Learning Opportunities Providing Demand-Stimulating Service by Category Sales, Consumer Consumer Search, Purchase, and Stefan Ferrara, Verena Hauschildt, a Manufacturer to Retailers Psychographics and Web Browsing Reward Redemption Behavior across Karen Gedenk, Mark Heitmann Yusong Wang, David R. Bell Behavior Loyalty Programs Akira Shimizu, Takashi Teramoto, Farnoosh Khodakarami, Amplifying Digital Advertising Trust, Privacy and Information Disclosure Jeffrey Inman J. Andrew Petersen, Effectiveness through Published Sales in Relationship Versus Interest-Based Rajkumar Venkatesan Rankings Online Social Networks Financial Decision Making Among the Yaniv Dover, Scott Neslin Margherita Pagani, Alessandro Ferrari Underprivileged: A Few Propositions Loyalty Programs: The Complete Based on Consumer Psychology Collection-Redemption Cycle The Effects of Category Captainship in Rahul Sett Mihaela Alina, Salvador Navarro, the Presence of Store Brands Mark Vandenbosch, Neil Bendle Erik Bushey, Udatta Palekar The Impact of Nutritional Health Claims on SKU Choice Examining the Moderating Effect of Type Kathleen Cleeren, Hannes Datta, of Membership on the Relationship Kelly Geyskens, Peter Verhoef between Time of Rewards and Customer Loyalty Dong Young Kim, Sang Yong Kim

FB05 – Grand Ballroom 7 FB06 – Grand Ballroom 8 FB07 – Grand Ballroom 9 FB08 – Grand Ballroom 10

Working Paper XIII Decision Neuroscience II Pricing I Working Paper XV

Chair: Jane Gu Chair: Vinod Venkatraman Chair: Jinzhao Du Chair: Mark Ratchford

Dynamic Pricing in Experience Good Framing the Future First: Neural Modeling the Effect of Customer The Emotional Pathways to Escalation of Markets with Demand Uncertainty Mechanisms of Increased Consumer Satisfaction on Price Elasticity Commitment Yu-Hung Chen, Baojun Jiang Patience Yang Pan, Thomas Gruca Sunil H. Contractor, Thomas W. Leigh, Eric J. Johnson, Bernd Figner, Piyush Kumar Consumer Pseudo-Showrooming and Crystal Reeck, Amy R. Krosch, Quality Disclosure via Strikethrough Omni-Channel Product Placement Jason Steffener, Elke U. Webber, Prices Partner Poaching in Managerial Strategy Tor D. Wager Eric Schmidbauer, Axel Stock Decisions on Strategic Alliances Jane Gu, Giri Tayi Mark Ratchford, Dipankar Chakravarti, An Efficient Neurobiological Pricing in Two-Sided Media Markets Atanu Sinha Representation of Utility Rationally Jinzhao Du, Woochoel Shin, Accounts for Inconsistency in Choice Wilfred Amaldoss Behavior Paul Glimcher An Empirical Test of Price Theories in the Market for Seasonal Goods Predicting Advertising Success: New Gonca Soysal, Pradeep Chintagunta Insights from Decision Neuroscience Vinod Venkatraman, Khoi Vo, Russ Winer, Angelika Dimoka

2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 10.30-12.00 (FB)

FB09 – Dover AB FB10 – Dover C FB11 – Atlantic FB12 – Bristol

Meet the Editors II Sales Force I Choice Models IV Marketing Strategy IV

Chair: Praveen Kopalle Chair: Andrew Crecelius Chair: Gary Russell Chair: Sourindra Banerjee

Marketing Science Exploring the Interaction between Capturing Cross-Product Category and Firm-Level Drivers of Cross-Functional Preyas Desai Salesperson Networking Behaviors and Inter-Temporal Decision Patterns from Coopetition: The Effect of Shared Goals Marketing Communications Large Consumer Data and Reward Systems Journal of Marketing Andrew Crecelius, Srinath Gopalakrishna Feihong Xia , Rabikar Chatterjee, Niklas Thieme V Kumar Jerrold May When Salespeople Manage Customer The Impact of Corporate Ownership and Journal of Consumer Research Relationships: The Effects of Adverse Elimination-by-Aspects as a Management on Innovation Praveen Kopalle Selection and Moral Hazard Generalization of Nested Logit and Sourindra Banerjee Minkyung Kim, K Sudhir, Kosuke Uetake Cross-Nested Logit Models Journal of Retailing Kamel Jedidi, Rajeev Kohli A Model of Cause-Related Marketing Murali Mantrala Modeling Salespeople’s Role in Sreya Kolay Consumer Choice: Evidence from an Measuring Substitution and Journal of Service Research Auto Dealer Complementarity Among Offers in Menu Katherine (Kay) Lemon Bicheng Yang, Tat Chan, Based Choice Experiments Raphael Thomadsen Tetyana Kosyakova, Thomas Otter, Christian Neuerburg Dynamics of Textual Cues as Influence Strategies during B2B Sales Negotiations Predicting Bundle Preference using Sunil Singh, Jagdip Singh, Configuration Data Detelina Marinova Gary Russell , I-Hsuan Chiu

FB13 – Harborside A FB14 – Harborside B FB15 – Essex AB FB16 – Essex C

Customer Relationship Management III Internet VI Mobile Coupons and Networks Working Paper XIV

Chair: Paramveer Dhillon Chair: Leo Paas Chair: Xueming Luo Chair: Hyunwoo Lim

All You Need is “R”: Estimating the Choice of Fixed versus Flexible Goals in Geo-Conquesting Mobile Promotions The Effects of Publicity on Demand: The Pareto/NBD Model using only Recency Crowdfunding Nathan Fong, Zheng Fang, Xueming Luo Case of Anti-Cholesterol Drugs Data Srabana Dasgupta , Jason Ho, Andrew Ching, Hyunwoo Lim Paramveer Dhillon, Peter Fader, Robert Krider Social Promotions and Mobile Networks Bruce Hardie Yuchi Zhang , Jing Zhou, Hanson Wang, Signaling in Online Credit Markets An Investigation of Online and Offline Xueming Luo Kosuke Uetake, Kei Kawai, Ken Onishi Counting your Nonstationary Customers Consumer Search Effectiveness in David Harman Automobile Industry The Effectiveness of Sensor-Induced Aidin Namin , Brian Ratchford Instore Mobile Promotions: A FB17– Falkland Sequential Allocation for Customer Randomized Field Experiment Acquisition Friend or Foe: How Does Social Network Dominik Molitor , Philipp Reichhart, New Trends in Structural Modeling in Eric Schwartz , Liangbin Katie Yang, Activity Affect News Consumption? Martin Spann, Anindya Ghose Marketing I Peter Fader Ammara Mahmood, Catarina Sismeiro Chair: Przemyslaw Jeziorski V(CLV): Examining Variance in Models of Instructional Manipulation Checks for Customer Lifetime Value Assessing and Enhancing Respondent Mobile Money in Tanzania Peter Fader , Daniel Zantedeschi, Attention in Online Panels Przemyslaw Jeziorski, Shane Jensen, Daniel McCarthy Leo Paas, Meike Morren Nicholas Economides

Informational Shocks and the Effects of Physician Detailing Bradley Shapiro

Value of Search Aggregators Anita Rao, Selin Akca

Intra-Firm Variation in Bargaining Outcomes Pranav Jindal, Peter Newberry

Robust New Product Pricing Kanishka Misra, Benjamin Handel 2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 1.30-3.00 (FC)

FC01 – Grand Ballroom 1 FC02 – Grand Ballroom 2 FC03 – Grand Ballroom 3 FC04 – Grand Ballroom 4

Brands I Competition I Consumer Behavior VI New Product II

Chair: Qi Sun Chair: Yi Wang Chair: Jose Domingo Mora Chair: Gerard Tellis

The DNA of Healthy Brands in Education Co-chair: Erin F. MacDonald Social Network-Based Aesthetic Style Crowdsourcing Ideas for Innovations: Industry: What is their Perceived Brand Recommendation System for Role of Prior Quality, Productivity, and Image Dynamics of Consumer Demand for Personalized Retail Social Learning Abas Mirzaei, David Gray, Proprietary Software in the Presence of Yusan Lin Gerard Tellis Helen (Elham) Siuki Open Source Software Yi Wang, Abhishek Kathuria, Reciprocity as the Mechanism of The Dynamics of Market Emergence: The Effects of Product Design on Benn Konsynski Diffusion through Social Network Content Analysis of the Social Shared Demand and Marketing Effectiveness: Hui Cen, Chu Dang, Yixiang Xu, Yiwei Li Knowledge and Process The Role of Segment Prototypicality and Generating Competitive Intelligence with Akihiro Nishimoto, Sotaro Katsumata Brand Consistency Limited Information: A Case of Finding Political Network Bridges on Yan Liu, Subramanian Balachander, Telecommunications Industry Facebook Harbinger of Failure: Why do they Signal Haipeng Chen, Jiaoyang Li Insu Park, V Kumar, Alok Saboo Nasri Messarra, Anne Mione Product Failure? Chaoqun Chen Cross-Category Indulgence: Why Do Competitive Reactions to Personal Conformity and Conflict Management as Some Premium Brands Grow During Selling: The Difference between Strategic Drivers of Variety-Seeking in True Group How Inefficient are Markets for Recession? and Tactical Actions Consumption Technology? Sergio Meza, Tanya Mark, Jan Bulla, Niels Holtrop, Maarten Gijsenberg, Jose Domingo Mora Manuel Hermosilla, Yufei Wu Colette Southam Jaap Wieringa, Philip Stern

Brand Name Types and Consumer Demand: Evidence from China’s Automobile Market Qi Sun, Fang Wu, Shanjun Li, Rajdeep Grewal

FC05 – Grand Ballroom 7 FC06 – Grand Ballroom 8 FC07 – Grand Ballroom 9 FC08 – Grand Ballroom 9

Working Paper XVI Decision Neuroscience III Pricing II Behavior Game/IO

Chair: Chu Wang Chair: Susan Carnell Chair: Suman Ann Thomas Chair: Sung Ham

Modeling Multimodal Continuous Impaired Decision Making in Parkinson’s Prosocial Premiums in PWYW Pricing: A Is it really "Dumb" to be Dumber? Heterogeneity in Conjoint Analysis - A Disease and the Effects of Deep Brain Quasi-Experimental Analysis Competitive Analysis of Hierarchically Sparse Learning Approach Stimulation Ranjit Christopher, Rajiv Sinha Strategic Firms Yupeng Chen, Garud Iyengar, Jason Brandt Zuhui Xiao, Tony Haitao Cui Raghuram Iyengar Optimal Pricing using Business Rules Food Choice and Obesity: Insights from from a Bayesian Perspective Conflict of Interest and Market Structure What is the Big Deal with Big Data? Neuroimaging Studies Alan Montgomery, Marcel Goic in Multiplayer Games Organizational Context of the Adoption of Susan Carnell Sung Ham, Noah Lim, Jiabin Wu Marketing Analytics Delegating Pricing Power to Buyers: An Chu Wang, Mark Gabbott, Scott Koslow Leveraging Neural Research in Health to Experimental Investigation Understanding Sellers’ Marketing Tools Understand Consumer Behavior Lucas Stich, Klaus M. Schmidt, Adoption in Online Marketplace Dipankar Chakravarti, Haiyang Yang Florentin Krämer, Martin Spann Botao Yang, Sha Yang, Shantanu Dutta

Sachet: Package Price-Size Decisions for the Bottom of the Pyramid Suman Ann Thomas, Trichy Krishnan

2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 1.30-3.00 (FC)

FC09 – Dover AB FC10 – Dover C FC11 – Atlantic FC12 – Bristol

New Trends in Structural Modeling in Sales Force II Choice Models V Social Influence I Marketing II Chair: Cong Feng Chair: Daniel Zantedeschi Chair: Catherine Tucker Chair: Bryan Bollinger Foxes Guarding the Henhouse: Should Demand Estimation with Non-Constant Cheering the Underdog: Crowdsourcing The Monetization of Altruism on a Two- Sales Managers Participate in Budget Stochastic Variance: Theory and and Backers' Need for Uniqueness Sided Micro-Finance Platform: The Case Setting? Empirical Evidence Girish Mallapragada, Vishal Narayan of Kiva Rob Waiser Dai Yao Bryan Bollinger Peer Influence in the Adoption of Social Pacer Incentives with Over-Achievement How to Generalize from a Hierarchical Games Estimating Price Elasticities from Search Bonus: A Concoction for Instilling Model? Joseph Davin, Sunil Gupta, Data Discipline in Sales Force Max Pachali, Peter Kurz, Thomas Otter Mikolaj Jan Piskorski Stephan Seiler Ashutosh Patil, Niladri Syam Consumer Stockpiling and Demand Spillovers from Product Failure Retailer Benefits of Subcategory Incentives Versus Reciprocity: Insights Complementarity Catherine Tucker, Amalia Miller Expansion under Private Brand Entry from a Field Experiment Ludovic Stourm, Eric T. Bradlow, Constraints Doug J. Chung, Das Narayandas Raghuram Iyengar Company Accounts on Twitter, Mitchell Lovett, Pianpian Kong, Facebook, and LinkedIn: Do They Impact Paul Ellickson Does Higher Education Matter? An An Attribute-Based Non-Compensatory Profitability? Empirical Study of Sales Performance in Model of SKU Choice via Generalized Zihao Wang, Manoshi Samaraweera Dynamic Pricing and Versioning of an Emerging Market Horse-Race Processe Products in Durable Goods Market Cong Feng, Scott Fay Daniel Zantedeschi, Peter Fader Vineet Kumar, Tim Derdenger

How do Tweets Enhance Sales Song Yao, Stephan Seiler, Wenbo Wang

FC13 – Harborside A FC14 – Harborside B FC15 – Essex AB FC16 – Essex C

Digital Marketing V Entertainment I The Effect of Numerical Markers on Working Paper XVII Consumer Inferences and Decisions Chair: Scott Dacko Chair: Gilles Laurent Chair: Roger Betancourt Chair: Jared Watson Real-Time Marketing”: Why (and How) When It Snows, It Pours: The Effect of The Case for Encroachment Do Firms Adopt the Approach? Theatrical Attendance on the Demand of Is a 70% Prediction More Accurate than a Tongil "TI" Kim, Sandy Jap Scott Dacko, Sourindra Banerjee, Subsequent DVD Release 30% Prediction? Inferences about Atul Agarwal Patrick Choi , Peter Boatwright, Forecasts and Forecasters from Intuitive Channel Choice in the 21st Century: The Michael Smith Probability Interpretations Hidden Role of Distribution Services Twitter and Tweeters: A Network Analysis Rajesh Bagchi , Elise Chandon Ince Roger Betancourt, Raquel Chocarro, of Tweeter Influence on Virality –The The Impact of Age on Preferences: Monica Cortinas, Margarita Elorz, Case of Kolaveri Di Respective Roles of Memory and The Urgency Bias Jose Miguel Mugica Wei Yin Chan, Jaehyun Lee, Emotions Meng Zhu, Yang Yang, Srinivas Reddy Gilles Lauren , Christopher K. Hsee Raphaëlle Lambert-Pandraud, FC17– Falkland How to Better Target and Incent Paid Bernard Gourvennec, Lydie Belaud Too Attractive to Pass: A Peculiar Appeal Endorsers in Social Advertising of Shorter Redemption Windows of Daily ISMS Doctoral Dissertation Proposal Campaigns: A Field Experiment Impact of Promotional Mobile Application Deals Competition Winners I Jing Peng, Christophe Van den Bulte on Target Product: Empirical Evidence Yogesh Joshi, Anastasiya Pocheptsova from the U.S. Motion Chair: K Sudhir Monetizing Sharing Traffic through Youseok Lee, Jisu Yi, Sang-Hoon Ki The Effect of Online Ratings Volume on Incentive Design: A Randomized Field Product Preference and Purchase Intent Which Curve Are You On? A Latent Experiment Jared Watson, Anastasiya Pocheptsova, Relationship Trajectory Model of Tianshu Sun, Siva Viswanathan, Michael Trusov Customer Behavior Elena Zheleva Arun Gopalakrishnan, Eric T. Bradlow, Peter Fader

Visualizing Asymmetric Competition among more than 1,000 Products using Big Search Data Daniel Ringel, Bernd Skiera

2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 3.30-5.00 (FD)

FD01 – Grand Ballroom 1 FD02 – Grand Ballroom 2 FD03 – Grand Ballroom 3 FD04 – Grand Ballroom 4

Brands II Competition II Consumer Behavior VII New Product III

Chair: Elea Feit Chair: Yuichiro Kanazawa Chair: Faryal Salman Chair: Minki Kim

Testing Brand Value Measurement The Impact of Product Concept Feeling Hot, Hot, Hot: Activation of Hot Crowdfunding Success and New Product Methods in a Random Coefficient and Demonstration on Product Line Design and Cool Mental States through Launch Delay Limited Consumer Information Modeling Taewan Kim Embodied Sensory Experience Xiaohan Wen, Stefan Wuyts Framework Tanuka Ghoshal, Rishtee Batra Attila Szocs, Zsolt Sandor Are Manufacturers’ Efforts to Innovate Quantifying New Product Cannibalization Really Rewarded? The Case of Japanese Religion, Cultural Distance, and using Online Search Data Why do People Search for Brands? Yogurt Market Academic Performance of Marketing Daniel Ringel, Iman Ahmadi, Brand Attitudes and Search Engine Yuichiro Kanazawa, Tomohito Kamai Students Bernd Skiera Queries Ning Li, William Murphy Elea Feit, Yi-Hsin Yeh, Jeff Dotson, Money-Back Guarantees and Service From Preannouncement to New Product Jeffrey Oldham Quality: The Marketing of In-Vitro Influence of Cultural Orientations on Success: The Role of Online Customer Fertilization Online Purchase Behavior of Automobiles Engagement Does Comparative Advertising Locate Shan Yu, Madhu Viswanathan, in Pakistan Malika Chaudhuri, Hang Nguye, Rival Brands more Distant or Closer? Mrinal Ghosh Faryal Salman, Muhammad Yahya Vana Roger Calantone Jun Bum Kwon, Avi Goldfarb Pre-Launch Analysis of Competitive Joint Effects of Sweepstakes Results and Strategic Design Management for Dynamics Promotion Messages on Consumer Vertically Differentiated Firms via Design Natasha Foutz, Fang Wu, Vithala Rao Purchase Quantification Yunjia Chi, Fue Zeng, Xin Zheng Minki Kim, Sulah Cho, Inseong Song, Ji-Hyun Lee, Kyoung Hoon Hyun

FD05 – Grand Ballroom 7 FD06 – Grand Ballroom 8 FD07 – Grand Ballroom 9 FD08 – Grand Ballroom 10

Working Paper XVIII Decision Neuroscience IV Pricing III Marketing in a Fast Changing Digital Environment Chair: Ekta Srivastava Chair: David Brandt Chair: Guangwen Kong Chair: Barak Libai Customer Acquisition and Customer The Role Of Emotion In Viewer Choice Of Mixed Bundling Strategies for Retention in a Competitive Industry Media: Three Consumer Neuroscience Complementary Products under Co-Chair: Andrew T. Stephen Igor Sloev, Gerasimos Lianos Studies Uncertain Supply Carl D. Marci Liwen Chen, Xiaomeng Luo As You Sow So Shall You Reap? Word- Affective and Cognitive Consequences of of-Mouth Spillovers in Seeding Nostalgic Advertising among Consumers Bringing Consumer Neuroscience to Product Bundling: A Synthesis of Campaigns Ekta Srivastava, Satish Maheswarappa Marketing: Challenges and Opportunities Problem Contexts, Frameworks and Andrew T. Stephen, Dai Yao, David Brandt, Michael Smith Normative Guidelines Inyoung Chae, Yakov Bart R. Venkatesh, Ashutosh Prasad, Vijay Mahajan Freemium Monetization in the Presence of Customer Attrition Consumer Advertising and Price Gil Appel, Eitan Muller, Barak Libai Leadership in Prescription Drug Market Abhik Roy, Mary Schramm Social Diffusion Modeling of the Dynamics of Premium Purchases in Sunk Cost Effect in Pricing of Service Online Application with Uncertain Completion Time William Rand, Manuel Chica Guangwen Kong, Sampath Rajagopalan, Chunyang Tong Growth and Popularity in the Market for Free Digital Products Barak Libai, Gil Appel, Eitan Muller

2015 INFORMS Marketing Science Conference

Friday, June 19th, 2015 3.30-5.00 (FD)

FD09 – Dover AB FD10 – Dover C FD11 – Atlantic FD12 – Bristol

Recent Development in Dynamic Sustainability Dynamic Models I Social Influence II Structural Models Chair: Omar Rodriguez Chair: Nicolas Padilla Chair: Raji Srinivasan Chair: Andrew Ching Doing Well vs. Doing Good: Change Detection using Sequential Understanding Social Effects in Co-Chair: Matthew Osborne Understanding the Impact of Pro-Social Likelihood Ratio Test Crowdfunding Messages on Consumer Engagement Nuo Xu, Yi Zhao Yiwei Li, Yuho Chung, Jian-min Jia Dynamic Airline Pricing and Seat Omar Rodriguez, Sundar Bharadwaj Availability Hot-Hand and Social Effects in Sales The Effect of Social Contagion on Users’ Kevin Williams On the Choice of Incentive Policy Seshadri Tirunillai, Nick Lee, Purchase Behavior in an Online Instruments for Renewable Energy Michael Ahearne Community Invest in Information or Wing It? A Model Hossein Eslami, Trichy Krishnan Eunho Park, Rishika Rishika, of Dynamic Pricing with Seller Learning Talking Away the Vice? The Relationship Ramkumar Janakiraman, Guofang Huang, Hong Luo, Jing Xia When and How a Sustainable Strategy between Communication and Vice Usage Ram Bezawada, Byungjoon Yoo Benefits or Hurts Firms: The Impact of Rachel Shacham, Tulin Erdem, Stockpiling, Learning, and the Success of Refurbished Products Peter Golder The Sound of Twitter: Effect of Sound New Products Yilong (Eric) Zheng Structure of Brand Tweets on Consumer Christoph Bauner, Emily Wang Heterogeneity in Hidden Markov Models Engagement Nicolas Padilla, Oded Netzer, Raji Srinivasan, Francesco Balocco, Identification and Estimation of Forward- Ricardo Montoya Gaia Rubera Looking Behavior: The Case of Consumer Stockpiling Positively Aware Matthew Osborne, Andrew Ching Shaiza Qayyum, Nicholas Papageorge, Jorge Balat

FD13 – Harborside A FD14 – Harborside B FD15 – Essex AB FD16 – Essex C

Digital Marketing VI Entertainment II Mobile Marketing and Quantitative Working Paper XIX Models Chair: Christine Balague Chair: Moon Young Kang Chair: Jose Fernandez Chair: Xueming Luo What are the Social Networks Metrics How On-Demand Streaming Services Pass-Through along the Supply Chain Impacting Sales? Influence Music Expenditures and Music Hyper-Relevant Mobile Ad, Germain Gaudin Christine Balague Industry Revenue Andrew Reinaker, Michelle Andrews, Nils Wloemert, Dominik Papies Michelle Andrews, Zheng Fang Pay-What-You-Want Pricing and More Likes, Less Buys? Correlating Competition: Breaking the Bertrand Trap Social Media Popularity to Marketing How Music Attributes Lead to Choice: An Self-Signaling and Pro-Social Behavior: Jose Fernandez, Yong Chao, Effectiveness Empirical Investigation into Physiological Mobile Field Experiments Babu Nahata Wenjun Zhou, Xiaolin Li, Robert Mee Variable Xueming Luo, JP Dube, Zheng Fang Moon Young Kang, Jaehwan Kim, Measuring the Value of Customer Yang Seok Cho Mobile Media and Customer Engagement Engagement in Mobile Social Networking Vijay Viswanathan, Linda Hollebeek, Services Edward Malthouse, Su Jung Kim,

Hikaru Yamamoto, Naohiro Matsumura Wei Xie FD17 – Falkland

Mobile App Analytics: A Multiple ISMS Doctoral Dissertation Proposal Discrete-Continuous Choice Framework Competition Winners II Sang Pil Han, Sungho Park,

Wonseok Oh Chair: K Sudhir

A Two-Sided Market Analysis of Behaviorally Targeted Display Advertising Shijie Lu, Sha Yang

Overhaul Overdraft Fees: Creating Pricing and Product Design Strategies with Big Data Xiao Liu, Alan Montgomery, Kannan Srinivasan 2015 INFORMS Marketing Science Conference

Saturday, June 20th, 2015 8.30-10.00 (SA)

SA01 –Grand Ballroom 1 SA02 – Grand Ballroom 2 SA03 – Grand Ballroom 3 SA04 – Grand Ballroom 4

Brands III Innovation I International Marketing I New Product IV

Chair: Zhuping Liu Chair: Nukhet Harmancioglu Chair: Nadia Abou Nabout Chair: D. Sudharshan

The Creation of Buyer-Based Brand Market Returns to Innovation Sourcing The Moderating Role of Country-of-Origin Analysis of Order of Behavior for New Equity in B2B Context Decisions: Short and Long-Term (COO) Acts in the Customer-Perceived Product Adoption Zahra Seyed Ghorban, Implications Value Model Takashi Teramoto, Akira Shimizu, Margaret Matanda, Dayna Simpson Nukhet Harmancioglu, David Griffith, Connie Chang, Yu-Hsu Hsu Jeffrey Inman Tuba Yilmaz Vertical Differentiation: Brand Extend or Zooming in on Choice: How do A Stochastic Diffusion Model of Adoption Brand Expand? Digital Education: A Knowledge Sharing Consumers Search for Cameras Online? Behavior Jeff Cai, David Reibstein, Ashish Sood Platform for Massively Open Online Carl Mela, Bart Bronnenberg, Jun Kim Pattara Rujeerapaiboon, Courses Martin Schlather, Yasemin Boztug Dynamics and Peer Effects of Brand Andreas Heusler, Martin Spann The Risk of Advertising on Non-Premium Value in College Sports Websites The Application of Case-Based Decision Zhuping Liu, Frenkel ter Hofstede, The Role of Slack on Innovation in Nadia Abou Nabout, Michel Clement, Theory to the Adoption of a “Really” New Jason Duan, Vijay Mahajan Household Enterprises Edlira Shehu Product Thomas Zhang Kanoko Go, Mai Kikumori, The Consideration Process: Insights from Yutaka Hamaoka Mechanisms for Influencing Reactance Modeling Clickstream Data Towards Autonomous Driving Yifan Zhang, Arvind Rangaswamy, A Formalization of the Role of Uncertainty Katharina Glaß, Isabelle Kes, Daniel Ringel, Bernd Skiera in Services David Woisetschlaeger D. Sudharshan

SA05 – Grand Ballroom 7 SA06 – Grand Ballroom 8 SA07 – Grand Ballroom 9 SA08 – Grand Ballroom 10

Working Papers XXI No Session Pricing IV No Session

Chair: Daniel Halbheer Chair: Hyunwoo Lim

Payment Evasion Consumer Deliberation and Transaction- Daniel Halbheer, Stefan Buehler, Based Discrimination Michael Lechner Shan-Yu Chou, Chyi-Mei Chen

Optimal Three-Part Tariff Plans The Persistence of Anchoring Effects on Gadi Fibich, Oded Koenigsberg, Consumer Valuations Eitan Muller, Roy Klein Sangsuk Yoon, Angelika Dimoka, Nathan Fong

Add-On Pricing with Cost Shocks in a Vertically Differentiated Competitive Marketplace Steven Shugan, Jihwan Moon

Can Information Products Be Complements? Hyunwoo Lim, Andrew Ching, Ignatius Horstmann 2015 INFORMS Marketing Science Conference

Saturday, July 20th, 2015 8.30-10.00 (SA)

SA09 – Dover AB SA10 – Dover C SA11 – Atlantic SA12 – Bristol

Movies and Marketing Empirical Methods Channels: Governance Social Influence III

Chair: Vinay Kanetkar Chair: Jennifer Cutler Chair: Monika Kackovic Chair: Hans Risselada

Issues Related to the Measurement of Alternative Specifications of Modeling the Dynamic Decision of a Unravelling Consumer Behavior for New Interactions in Non-Linear Marketing Discrete/Continuous Demand Systems Contractual Adoption of a Continuous Products with Capacity Constraints using Models: The Effect of Critics’ Ratings and Yi-Lin Tsai Innovation in B2B Market Agent-based Models Consumer Sentiment on Movie Demand Yingge Qu, Yi Zhao, V Kumar P.V. (Sundar) Balakrishnan, Tirtha Dhar, Charles Weinberg Reaching Rural Heart Patients: A Spatial Surya Pathak Allocation Game with Competition Uncovering Paths-to-Purchase of Which Hollywood Movies are Shown in Jason Bell Heterogeneous Consumers using Unveiling the True Face of Market Movie Theaters in China and How Large Clustered Multivariate Autoregression Potential is Their Audience? The Sampling Supercharger: Using Nachiketa Sahoo, Keren Haddad-Leibovich, Danny Shapira Charles Weinberg, Jason Ho, Agents to Improve Survey Samples Chrysanthos ,Dellarocas, Yicheng Song, Jacob Goldenberg Chunhua Wu Michael Haenlein, Roland Rust Shuba Srinivasan An Investigation of the Impact of Assessing the Quality of User-Generated Mining Brand Perceptions through Twitter The Impact of Taxation Stimulus on Customer Characteristics and the Content Follower Networks China’s Automobile Industry and Adoption Process on OWOM Gui Liberali, Jehoshua Eliashberg Jennifer Cutler, Aron Culotta Environment Omer Topaloglu, Mayukh Dass, Yanlai Chu, Junhong Chu, Julia Bao Piyush Kumar Role of Sequels in Brand Extension and Expansion The Effects of Source Credibility and How Reviews are Reviewed: The Impact Vinay Kanetkar, Khalil Rohani, Source Salience on Sales: Evidence from of Social Factors on Review Usefulness Chuahua Chen Corporate Art Collectors Hans Risselada, Lisette De Vries Monika Kackovic, Maurice Bun, Joris Ebbers, Charles Weinberg, Nachoem Wijnberg

SA13 – Harborside A SA14 – Harborside B SA15 – Essex AB SA16 – Essex C

Social Media I Health Science Product Entry - Effects on Preference Working Papers XXII Evolution, Category Evolution, and Chair: Ashwin Malshe Chair: Mahmood Pedram Regulation Chair: Davide Proserpio

Source Effects in Social Media: How Big Box Retail and the Nutritional Quality Chair: Bhoomija Ranjan The Impact of Privacy Policy on the Celebrities Affect the Lives of Their of our Grocery Shopping Auction Market for Online Display Messages Yu Ma, Kusum Ailawadi, Dhruv Grewal The Single Cup Revolution Advertising Nima Jalali, Purushottam Papatla Pianpian Kong, Paul Ellickson, Garrett Johnson Evaluating Consumer m-Health Services Mitchell Lovett The Impact of Social Media Sentiment on for Promoting Healthy Eating: A Online Reputation Management: Firm Financial Performance Randomized Field Experiment Role of Advertising, Word-of-Mouth and Estimating the Impact of Management Chanchal Tamrakar, Thomas Gruca, Vibhanshu Abhishek, Yi-Chin Lin, Varieties in Preference Learning in Responses on Consumer Reviews Tae-Hyung Pyo Rema Padman, Julie Downs Growing Experience Davide Proserpio, Georgios Zervas Bhoomija Ranjan, Mitchell Lovett How User-Driven and Brand-Driven Beer Consumption during the Great Conversations Shape Brand Equity and Recession Ratcheting versus Raising Rivals' Costs Influence Firm Value Satheesh Seenivasan, Junzhao Ma Tomomichi Amano, Hiroshi Ohashi Ashwin Malshe, Peter O'Connor, Anatoli Colicev Benefit Segmentation of Physicians Perception Spillover and Cross-Category Sangwoo Shin, Qiang Liu Interdependence Jialie Chen, Vithala Rao

The Role of Consumer Brand Preference Evolution in New Product Entry Kristina Brecko, Wesley Hartmann, Sridhar Narayanan

2015 INFORMS Marketing Science Conference

Saturday, June 20th, 2015 10.30-12.00 (SB)

SB01 – Grand Ballroom 1 SB02 – Grand Ballroom 2 SB03 – Grand Ballroom 3 SB04 – Grand Ballroom 3

Brands IV Innovation II International Marketing II Customer Relationship Management VII Chair: Harsh Dadhich Chair: Rambod Dargahi Chair: Xin (Shane) Wang Chair: Yuping Liu-Thompkins Line Extensions and Consumer Attitudes: Managing Multi-Stakeholder Co-Creation From Bitcoin to Big Coin: The Impacts of Consumer Attitudes as Existing for Radical Innovation: Evidence from Social Media on Bitcoin Performance Design of Referral Reward Programs Knowledge China Xin (Shane) Wang, Roger , H. L. Chiang, Heike Wolters, Christian Schulze, Naoki Akamatsu Fine F. Leung, Sara Kim, Caleb H. Tse Qing Bai., Zhe Shan, Feng Mai Karen Gedenk

A Flexible Bayesian Nonparametric When does Coopetition Help the Firm in Online Consumer Search Behavior and Towards More Accurate and Profitable Model for Ordinal Responses Their Innovation Efforts Firm Pricing Strategy: What Causes Price Customer Churn Prediction Lan Liang, Ty Henderson, Sungkyu Lee, Tony Garrett, Jong-Ho Lee Dispersion? Stanislav Stakhovych, Ali Tamaddoni Garrett Sonnier Wenche Wang Jahromi, Mike Ewing The Attractiveness of an Idea Contest Do Brands have Nationalities? Rambod Dargahi, James Hess Product Concept Demonstrations in Habit Disruption and Consumer Attrition Investigation of Consumers’ Trade Shows and Firm Value Yuping Liu-Thompkins, Nuo Xu, Categorization of Foreign Brand Origins Tridib Mazumdar, Taewan Kim Leona Tam Harsh Dadhich, Abraham Koshy An Investigation of International Joint More Miles, More Loyalty? How FFP Venture Dissolutions in a Developed- Tiers Change Our Mind emerging Market Context Tong Guo, Yesim Orhun Kiran Pedada, Xinchun Wang, Mayukh Dass

SB05 – Grand Ballroom 7 SB06 – Grand Ballroom 8 SB07 – Grand Ballroom 9 SB08 – Grand Ballroom 10

Working Papers XXIV Decision Neuroscience V Promotion Working Papers XXVI

Chair: Kwok Way Leung Chair: Ryan Webb Chair: Peter T. L. Popkowski Leszczyc Chair: Gelareh Roushan

Emotional Content Mining from Online Determinants of Pharmaceutical Sales Reviews and its Impact on Box Office Differential Gaze Processing in Attractive The Impact of Conditional Promotion on Representative Access Limits to Revenue and Anomalous Faces: A Social Customer Transaction Pattern - Evidence Physicians Rahat Ullah, Wonjoon Kim, Affordance Approach from Credit Card Market George Chressanthis Naveen Amblee, Atya Zeb Yi Zhang Yaxin Ming, Xing Zhang, Deqiang Zou, Liyin Jin Impact of Heritage and Cultural Capital Ladies or Gentlemen: Effects of Death Rationalizing Context-Dependent and Destination Perceived Quality & Anxiety on Product Gendering Preferences Managing the Interplay between Values Kwok Way Leung, Yu Wei Jiang Ryan Webb, Paul Glimcher, Promotion and Product Portfolio Gelareh Roushan, Raphaël Akamavi, Kenway Louie Feng Wang, Roger Calantone Edward Hall, Mohamed Elsayed

Marketing Star or Marketing Myth? The Promotion Effectiveness of Group Buying and Its Drivers Peter T. L. Popkowski Leszczyc, Kanliang Wang, Jun Pang 2015 INFORMS Marketing Science Conference

Saturday, June 20th, 2015 10.30-12.00 (SB)

SB09 – Dover AB SB10 – Dover C SB11 – Atlantic SB12 – Bristol

Digital Marketing Platforms Analytics Dynamic Models III Social Influence IV

Chair: Georgios Zervas Chair: Huanhuan Shi Chair: Masakazu Ishihara Chair: Werner Reinartz

Mobile Trajectory-Based Advertising: Temporal Clustering of Customers based Modeling Mean-Deviation-and-Heuristic- Reading between the Lines: The Impact Evidence from a Large-Scale on Customer Relationship Dynamics Based Expectation: An Application to of Online Review Content on Sales Randomized Field Experiment using Unsupervised Learning Consumer Level Progression Werner Reinartz, Mark Elsner, Anindya Ghose, Beibei Li, Siyuan Liu Anita Luo, V Kumar, Xi Zhang Yi Zhao, Sha Yang, Shantanu Dutta Maik Eisenbeiss

Slack Time and Innovation Bayesian Semiparametric Modeling of Optimal Product Versioning Strategy in Management Response to Online Avi Goldfarb, Ajay Agrawal, Cohort Lifecycles Durable Goods Markets: The Case of the Customer Word of Mouth Christian Catalini Ryan Dew, Asim Ansari US Video Game Industry Yang Wang, Alexander Chaudhry Masakazu Ishihara, Joost Rietveld, Dynamic Pricing and Labor Supply in the Replacing an Exiting Salesperson: Clone, Yuzhou Liu Preaching to the Choir: The New Chasm Sharing Economy Rookie, or Star? Between Top Ranked Reviewers, Chris Nosko Huanhuan Shi, Shrihari Sridhar, Causal Impact of Online Reviews on Mainstream Opinion, and Product Sales Rajdeep Grewal, Gary Lilien Durable Goods Adoption: The Case of Elham Yazdani, Shyam Gopinath, The Rise of the Sharing Economy: the U.S. Video Game Market Steve Carson Estimating the Impact of Airbnb on the Yuzhou Liu, Masakazu Ishihara Hotel Industry A Dynamic Changepoint Model for Online Georgios Zervas, John Byers, Product Opinions Davide Proserpio Yue Wang, Dai Yao

SB13 – Harborside A SB14 – Harborside B SB15 – Essex AB SB16– Essex C

Social Media II Pharma Applied Theory on Product & Working Papers XXV Platform Design Chair: Karthik Sridhar Chair: Bruce McWilliams Chair: Ananya Sen Chair: Yi Zhu Understanding In-Store Consumer Donation of Tears: The Economic Value Predicting Social Influence based on Experiences via User-Generated Content of Self-Sacrifice Designing Crowdfunding Campaigns Dynamic Network Structures from Social Media Gil Peleg, Danny Shapira, Mark Bender, Esther Gal-Or, Mantian Hu, Jianmin Jia, Syagnik Banerjee, Karthik Sridhar, Oded Lowengart Tansey Geylani Chih-Sheng Hsieh Ashwin Aravindakshan The Diffusion of A/B Testing Technology The Marginal Role of the Salesperson Clicks and Editorial Decisions: How Does What You Said and What People Said at a Broadcaster Mark Bergen, Zuhui Xiao, Yi Zhu, Popularity Shape Online News About You - Do They Concur with Each Christopher Berry Mark Zbaracki Coverage? Other? Ananya Sen, Pinar Yildirim Chunyao Huang, Pingyu Liu Cloned Rivalry: Motivating Sales Growth Strategic Product Design Outsourcing in the Pharmaceutical Industry Kangkang Wang, Chunhua Wu Television Advertising and Online Word- Bruce McWilliams, Cristobal Thompson of-Mouth: An Empirical Investigation of Edgar Cochran Prominent Attributes Social TV Activity Yi Zhu, Anthony Dukes Beth Fossen, David Schweidel

The Untold Story of Social Media on Offline Sales: The Impact of Facebook in the U.S. Auto Industry Yen-Yao Wang, Anjana Susarla, Roger Calantone, Vallabh Sambamurthy