Research

Investigating the Impact of Customer Stochasticity on Firm Price Discrimination Strategies using a New Bayesian Mixture Scale Heterogeneity Model

Posted on by Nancy White

Marketing Letters, 2015, 1-16.

Joseph Pancras (Marketing) and Dipak K. Dey (Statistics) Co-author: Xia Wang (University of Cincinnati)

Targeted marketing is increasingly popular among new media firms and accurate targeting requires well-calibrated statistical models which will identify customer preferences from their previous historical transactions so as to customize an offering to their needs. A typical example of such targeted marketing is customized pricing, where a price sensitive customer is given a coupon with a higher face value, while a less price sensitive or brand loyal customer may be given a lower face value or no coupon at all. Continue Reading

New MBA Case Study Tackles Trillion Dollar Changes in Mutual Fund Distribution Channels

Posted on by Nancy White

Coins being poured into a pile.

Mutual funds are a core element of retirement and investment plans, representing roughly $1 of every $5 held in the bank or financial accounts of US households. In April, MBA students in Professor Mary Caravella’s MBA Marketing classes analyzed how mutual fund products from the roughly 800 fund companies in the industry currently reach the roughly 57 million households who own them, and then debated how one market leader, Capital Group/American Funds, should address some potential profound market forces affecting their retail go-to-market strategy. Continue Reading

Thrive or Falter?

Posted on by Claire Hall

Stressed business man looking at a computer with his hands over his face.

UConn Professor Finds that ‘Emotional Intelligence’ May Determine Whether Young Managers Succeed

UConn Management Professor Yuntao Dong and two of her colleagues believe they may have uncovered possible reasons why some young managers thrive in challenging new jobs, while others become frustrated and discouraged.

In an article published on the Harvard Business Review web site, Dong and her colleagues revealed the findings of their research that analyzed the “emotional intelligence” of 214 study participants. While all were highly intelligent, some of them were identified as having a better ability to deal with frustration, uncertainty and other challenges associated with new, demanding tasks.Continue Reading

Shared and Connected: Interpersonal Relationships and Shared Brands

Posted on by Nancy White

Brands and Brand Relationships (BBR) Conference, May 2015, Boston MA
Selcan Kara and Anna J. Vredeveld

Selcan Kara, doctoral candidate in Marketing, presented her work entitled “Shared and Connected: Interpersonal Relationships and Shared Brands” (Co-author: Anna J. Vredeveld) at Brands and Brand Relationships (BBR) Conference in Boston, MA. Kara and Vredeveld’s research examines how married consumers form relational brand connections. Findings show how shared brand consumption and marital satisfaction influence the nature of the consumer’s connection to the brand and the perceived importance of the brand to the marital relationship.  From a theoretical perspective, Kara and Vredeveld examine the effect of how consumers incorporate brands into their personal relationships (experiential vs. mundane), and resulting shared brand consumption, on consumers’ brand evaluations. From a managerial perspective, the findings address important implications especially in the advertising domain.

An Empirical Model of Drug Detailing: Dynamic Competition and Policy Implications

Posted on by Nancy White

Management Science, forthcoming

Hongju Liu. Co-authors: Qiang Liu, Sachin Gupta, and Sriram Venkataraman

Although the pharmaceutical industry is mainly driven by innovation, it spends an enormous amount of money on marketing. Among various marketing vehicles, detailing – personal selling through representatives – accounts for the single largest expenditure. The vast amount of detailing spending in the pharmaceutical industry has drawn the attention of the public and of policy makers. As a result, the practice of detailing in the marketing of prescription drugs is undergoing significant changes. Continue Reading

How Competitor Brand Names Affect Within-Brand Choices

Posted on by Nancy White

Marketing Letters (forthcoming)

Kunter Gunasti and Berna Devezer

In a recent research forthcoming at Marketing Letters, Dr. Gunasti and his co-author show that consumer choices among different models of a brand name can be affected by exposure to a competitor brand name that forms an incidental trend with the numbers in the focal brand names. For instance, a consumer shopping for a Mercedes and trying to choose between a Mercedes C330 vs. C340 can be exposed to a competitor brand such as a BMW 320i, which increases the chances that he will leave the store with the higher number focal brand Mercedes C340. Although the competitor brand is not even available to choose and it is not considered, its mere presence seems to affect consumers’ focal choices.Continue Reading

Research Seminar with Caglar Igmak, University of Miami

Posted on by Nancy White

On the invitation of the Marketing Department, Professor Caglar Irmak from the University of Miami gave a research seminar titled, “Merely Available: Products May Be Effective without Actual Consumption” on Friday, April 3. This research shows that providing people with access to a relevant product, without them actually using it, can enhance their performance. For example, participants with access to coffee were faster at a reaction-time task than those without access to coffee. Continue Reading

Time to Flex

Posted on by Melissa Ferrigno

Giving Workers More Control of Their Time May Be Good for All

Rep-Am.com – When she first began working there 15 years ago, Beekley Corp. in Bristol was a fairly traditional company. “We were of the mind that everybody needed to be here, 9 to 5,” said Maureen O. Gallo, vice president of human assets and operational excellence at the medical supply company. But when the company began asking its employees what it could do to make them perform at their highest level, one fact was clear: They wanted flexibility.

50 Years of Excellence

Posted on by Claire Hall

UConn Center for Real Estate 50th Anniversary Gala awards on a table.

Gala Evening Celebrates Accomplishments of UConn’s Prestigious Real Estate Program

Some 300 people—from real estate legends to revered faculty to soon-to-be graduates—filled the Rome Ballroom on the Storrs campus to celebrate the 50th anniversary of the Center for Real Estate and Urban Economic Studies.

The tight-knit commercial real estate community came out to laude the program’s accomplishments, honor those who have shaped its success, reminisce about the growth of the program over the decades, and to look enthusiastically toward the future.

The UConn Real Estate program has long been regarded as one of the best in the country. Director John Glascock announced that the program’s Advisory Council has secured $2 million in endowed funds for the program during the last four years. At the dinner it was announced that an endowed scholar position would be created in honor of William Kinnard, the first director of the Center. Long-time Professor John Clapp will be named as The William N. Kinnard Research Scholar. Continue Reading

Kevin McEvoy Awarded Best Session Paper

Posted on by Nancy White

Assistant Professor in-Residence of Marketing, Kevin McEvoy, received a Session Best Paper Award for his presentation of The Toolbox-An Innovation Connecting Marketing Education and Practice, at the Academy of Business Research Conference held New Orleans in March. He also served as session chair. The Academy of Business Research ​is an international society of scholars and practitioners who exchange ideas and collaborate in all areas of business and business education.Continue Reading