Personal Selling Elasticities: A Meta-Analysis Sönke Albers, Murali K. Mantrala, and Shrihari Sridhar. Web Appendix

Size: px

Start display at page:

Download "Personal Selling Elasticities: A Meta-Analysis Sönke Albers, Murali K. Mantrala, and Shrihari Sridhar. Web Appendix"

Marylou Johnston
6 years ago
Views:

1 Personal Selling : A Meta-Analysis Sönke Albers, Murali K. Mantrala, and Shrihari Sridhar Web Appendix Table A1. PS Measurements Included in the Analysis Paper 1 Albers Report 1 2 Albers Report 2 3 Albers Report 3 4 Albers Report 4 5 Albers Report 5 6 Albers Report 6 7 Albers Report 7 8 Albers Report Research Report (Unpublished 1998 Research Report (Unpublished 2004 Research Report (Unpublished 2006 Research Report (Unpublished 2006 Research Report (Unpublished 2006 Research Report (Unpublished 2005 Research Report (Unpublished 2000 Research Report (Unpublished set NA Pharma NA Pharma NA Pharma NA Pharma NA Pharma NA Pharma NA Pharma NA Other 9 Arora 1979 Journal of Advertising Research 19 (3), Pharma 10 Azoulay 2002 Journal of Economics & Management Strategy 11 Berndt, Bui, Reiley, and Urban 1995 American Economic Review Papers and Proceedings 11 (4), * Pharma 85(2), * Pharma

2 12 Berndt, Pindyck, and Azoulay 2003 Journal of Industrial Economics 51 (2), set 10* Pharma 13 Berner and Daula 14 Beswick and Cravens 1993 Defense and Peace Economics 4(4), Defense 1977 Journal of Marketing Research 14 (May), Consumer Goods 15 Bhatia, Hansen, and Krishnamurthi 2006 Technical Report( ISBM Report) May Pharma 16 Bhatia, Manchanda, and Nair 2006 Working Paper NA Pharma 17 Brockett, Cooper, Golden, Kumbhakar, Kwinn Jr, Layton, and Parker 2008 Socio-Economic Planning Sciences 42, Defense 18 Brown 1984 Technical Report (Army Research Institute for Behavioral and Social Sciences) Report 620, Contract DAAG D Defense

3 19 Carroll, Rao, Lee, Shapiro, and Bayus set 1985 Marketing Science 4 (4), Defense 20 Ching and Ishihara 21 Chintagunta and Desiraju 2008 Working Paper NA Pharma 2005 Marketing Science 24 (1), Pharma 22 Dalrymple and Strahle 1990 Journal of Personal Selling and Sales Management 10 (2), Industrial 23 Daula and Smith 24 Dertouzos and Garber 1985 Research in Labor Economics 7, Defense 2006 Journal of Advertising 35 (2), Defense 25 Dertouzos and Garber 2008 Technical Report( RAND Arroyo Center Report) Project Code ATFCR Defense 26 Donohue and Berndt 2004 Journal of Public Policy & Marketing 23 (2), Pharma 27 Dong, Manchanda, and Chintagunta 2007 Journal of Marketing Research forthcoming Pharma 28 Fischer and Albers 2008 Journal of Marketing Research forthcoming Pharma

4 29 Gatignon and Hanssens set 1987 Journal of Marketing Research 24 (3), ** Defense 30 Goldberg 1982 Naval Research Logistics Quarterly 31 Goldberg and Kimko 31 Goldberg and Kimko 31 Goldberg and Kimko 31 Goldberg and Kimko 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 2003 Technical Report (Institute for Defense Analyses) 2003 Technical Report (Institute for Defense Analyses) 2003 Technical Report (Institute for Defense Analyses) 2003 Technical Report (Institute for Defense Analyses) 1984 Army Manpower Economics 29 (2), IDA Paper P IDA Paper P IDA Paper P IDA Paper P AMES Report (Williamsburg Virginia, Dec ) Defense Defense Defense Defense Defense Defense 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec ) Defense

5 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec ) set Defense 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec ) Defense 33 Gonul, Carter, Petrova and Srinivasan Journal of Marketing 65, 3, Pharma 34 Gonzalez, Sismeiro, Dutta, and Stern 35 Hagerty, Carman, and Russell 2008 Working Paper NA Pharma 1988 Journal of Marketing Research 25 (February), PIMS 36 Hanssens and Levien 1983 Management Science 29 (10), ** Defense

6 37 Horsky and Nelson set 1996 Marketing Science 15(4), Industrial 37 Horsky and Nelson 1996 Marketing Science 15(4), Industrial 38 Hruschka 1993 Zeitschrift für Betriebswirtschaft 39 Janakiraman, Dutta, Siesmeiro, and Stern 40 Janakiraman, Siesmeiro, and Dutta 63 (1993), Management Science 54 (6), PIMS Pharma 2008 Journal of Marketing Research forthcoming Pharma 41 Kearl, Horne, and Gilroy 1990 Contemporary Policy Issues 8(4), Defense 42 King 2002 Working Paper NA 10* Pharma 43 Kostiuk and Grogan 44 LaForge and Cravens 1987 Technical Report(Center for Naval Analyses Research Memorandum ) 1981 Journal of Personal Selling and Sales Management CRM Defense Fall/Winter, Consumer Goods 45 Lambert 1968 Dissertation NA Other (Industrial)

7 46 Mahajan, Sharma, and Wind 47 Manchanda and Chintagunta set 1984 Journal of Marketing Research 21 (3), Other 2004 Marketing Letters 15 (2-3), Pharma 48 Manchanda, Xie, and Youn 2008 Marketing Science forthcoming Pharma 49 Mantrala, Naik, Sridhar, and Thorson 2007 Journal of Marketing 71 (April), Ad Space 50 Mantrala, Sridhar, Thorson Report 1 51 Mantrala, Sridhar, Thorson Report Research Report (Unpublished 2009 Research Report (Unpublished NA 53*** Ad Space NA 53*** Ad Space 52 Mizik and Jacobson 53 Montoya, Netzer, and Jedidi 54 Morey and McCann 2004 Management Science 50 (12), Pharma 2008 Working Paper NA Pharma 1980 Management Science 2 (2), ** Defense

8 55 Murray and McDonald 55 Murray and McDonald 55 Murray and McDonald 55 Murray and McDonald 56 Narayanan, Desiraju, and Chintagunta 1999 U.S. National Defense Research Institute Report, 1999 U.S. National Defense Research Institute Report, 1999 U.S. National Defense Research Institute Report, 1999 U.S. National Defense Research Institute Report, RAND Report MR-549-a- OSD RAND Report MR-549-a- OSD RAND Report MR-549-a- OSD RAND Report MR-549-a- OSD 2004 Journal of Marketing 68 (October), set Defense Defense Defense Defense 60**** Pharma 56 Narayanan, Desiraju, and Chintagunta 2004 Journal of Marketing 68 (October), Pharma 57 Narayanan, Manchanda, and Chintagunta 2005 Journal of Marketing Research 42 (August), **** Pharma 58 Neslin 2001 Working Paper NA 62***** Pharma

9 59 Parsons 2002 Book Chapter: Econometric Models set 16, Industrial 60 Parsons-B 2004 ISBM Report Jun Industrial 61 Polich and Dertouzos 62 Ramaswamy, Desarbo, Reibstein, and Robinson 1986 Rand Report R-3353-FMP Defense 1993 Marketing Science 12 (1), PIMS Richard and Van Horn 2004 International Journal of Industrial Organization 22, Pharma 64 Rizzo 1999 Journal of Law and Economics 42 (1), Pharma 65 Rosenthal, Berndt, Donohue, Epstein, and Frank 2003 Frontiers in Health Policy Research 6(1), Pharma 66 Shankar 1997 Marketing Science 16 (3), Pharma 66 Shankar 1997 Marketing Science 16 (3), Pharma 67 Skiera and Albers 68 Smith, Gopalakrishna, and Smith 2008 Journal of Personal Selling and Sales Management 2004 International Journal of Research in Marketing 28, 2, Pharma 21, Industrial

10 69 Turner 1971 Journal of Marketing Research 8 (May), Venkataraman and Stremersch 2008 Management Science 53, 11, set Industrial Pharma 71 Warner 1990 Contemporary Policy Issues 8 (4), Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), Defense 72 Warner, Simon, and Payne 72 Warner, Simon, and Payne 72 Warner, Simon, and Payne 72 Warner, Simon, and Payne 73 Warner and Simon 73 Warner and Simon 2003 Defense and Peace Economics 14(5), October, Defense and Peace Economics 14(5), October, Defense and Peace Economics 14(5), October, Defense and Peace Economics 14(5), October, Technical Report (Accession Policy Directorate) 2004 Technical Report (Accession Policy Directorate) Washington D.C, October 2004 Washington D.C, October Defense Defense Defense Defense Defense Defense

11 73 Warner and Simon 73 Warner and Simon 2004 Technical Report (Accession Policy Directorate) 2004 Technical Report (Accession Policy Directorate) Washington D.C, October 2004 Force Washington D.C, October 2004 set Defense Defense 74 Wittink 2002 Working Paper NA 62***** Pharma 75 Wosinska 2002 Working Paper NA Pharma *set 10 contributed 29 elasticities (Papers 10, 11, 12 and 42) ** set 27 contributed 12 elasticities (Papers 29, 36, 54) *** set 53 contributed 26 elasticities ( Papers 50 and 51 ) **** set 60 contributed 6 elasticities (Papers 56 and 57 ) *****set 62 contributed 21 elasticities (Papers 58 and 74) te on Stock : In some cases, we obtain current-period elasticity from the stock (long-term) elasticity. Starting from the equation long-term elasticity = current-period elasticity / (1- carry-over coefficient) we obtain current-period elasticity = long-term elasticity * ( 1 carry-over coefficient). As the decay parameter is equal to (1 carry-over coefficient), we obtain current-period elasticity = long-term elasticity * decay parameter. Therefore, if the elasticity of a stock variable (long-term elasticity) is 0.3 and the decay parameter is 0.1 then the current period elasticity = 0.3 * 0.1 = The decay parameter is obtained from the details provided in the paper, e.g. Berndt, Pindyck and Azoulay (2003) provide a decay parameter of 5% (0.05) on Page 249.

Table A2. Correlation Matrix of Study Design Covariates Color Code Correlations are between covariates that vary across and within datasets.

12 Table A2. Correlation Matrix of Study Design Covariates Color Code Correlations are between covariates that vary across and within datasets.hlm controls for redundant duplications of these covariates within a dataset Correlations are between some covariates that vary across and within studies and some that vary only within datasets. HLM separates these covariates and controls for redundant duplications Correlations are between covariates that only vary across datasets.hlm controls for redundant duplications of these covariates within a dataset

XIAOJING DONG. Assistant Professor of Marketing Leavey School of Business, Santa Clara University Phone: (408) ,

XIAOJING DONG. Assistant Professor of Marketing Leavey School of Business, Santa Clara University Phone: (408) , XIAOJING DONG Assistant Professor of Marketing Leavey School of Business, Santa Clara University Phone: (408) 554-5721, Email: xdong1@scu.edu EDUCATIONAL BACKGROUND PhD 2006, Northwestern University, Evanston,