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3 4 Albers Report 4 5 Albers Report 5 6 Albers Report 6 7 Albers Report 7 8 Albers Report 8 2001 Research Report (Unpublished 1998 Research Report (Unpublished 2004 Research Report (Unpublished 2006 Research Report (Unpublished 2006 Research Report (Unpublished 2006 Research Report (Unpublished 2005 Research Report (Unpublished 2000 Research Report (Unpublished set NA 1 1999-2000 2 0.481 Pharma NA 2 1998 1 0.252 Pharma NA 3 2001-2004 4 0.19 Pharma NA 4 2004-2006 24 0.35 Pharma NA 5 2004-2006 10 0.155 Pharma NA 6 2004-2006 4 0.264 Pharma NA 7 1996-2005 18 0.043 Pharma NA 8 2000 1 0.04 Other 9 Arora 1979 Journal of Advertising Research 19 (3), 57-62 9 1959-1961 2 0.093 Pharma 10 Azoulay 2002 Journal of Economics & Management Strategy 11 Berndt, Bui, Reiley, and Urban 1995 American Economic Review Papers and Proceedings 11 (4), 551-594 10* 1977-1993 4 0.05 Pharma 85(2),100-105 10* 1977-1993 1 0.019 Pharma
12 Berndt, Pindyck, and Azoulay 2003 Journal of Industrial Economics 51 (2), 243-270 set 10* 1977-1993 20 0.057 Pharma 13 Berner and Daula 14 Beswick and Cravens 1993 Defense and Peace Economics 4(4), 315-338 11 1980-1990 1 0.274 Defense 1977 Journal of Marketing Research 14 (May), 135-44 12-1 0.217 Consumer Goods 15 Bhatia, Hansen, and Krishnamurthi 2006 Technical Report( ISBM Report) May-06 13 2002-2004 30 0.142 Pharma 16 Bhatia, Manchanda, and Nair 2006 Working Paper NA 14 2002-2004 5 0.169 Pharma 17 Brockett, Cooper, Golden, Kumbhakar, Kwinn Jr, Layton, and Parker 2008 Socio-Economic Planning Sciences 42, 1-17 15 1984 4 0.27 Defense 18 Brown 1984 Technical Report (Army Research Institute for Behavioral and Social Sciences) Report 620, Contract DAAG29-81- D-0100 16 1976-1982 18 0.41 Defense
19 Carroll, Rao, Lee, Shapiro, and Bayus set 1985 Marketing Science 4 (4), 352-374 17 1979-1980 14 0.295 Defense 20 Ching and Ishihara 21 Chintagunta and Desiraju 2008 Working Paper NA 18 1993-1999 18 0.013 Pharma 2005 Marketing Science 24 (1), 67-80 19 1988-1999 13 0.788 Pharma 22 Dalrymple and Strahle 1990 Journal of Personal Selling and Sales Management 10 (2), 59-68 20-3 0.13 Industrial 23 Daula and Smith 24 Dertouzos and Garber 1985 Research in Labor Economics 7, 261-309 21 1980-1983 1 0.45 Defense 2006 Journal of Advertising 35 (2), 111-122 22 1981-1984 1 0.15 Defense 25 Dertouzos and Garber 2008 Technical Report( RAND Arroyo Center Report) Project Code ATFCR07222 23 2001-2004 4 0.517 Defense 26 Donohue and Berndt 2004 Journal of Public Policy & Marketing 23 (2), 115-127 24 1997-2000 6 0.199 Pharma 27 Dong, Manchanda, and Chintagunta 2007 Journal of Marketing Research forthcoming 25 2001-2004 8 0.109 Pharma 28 Fischer and Albers 2008 Journal of Marketing Research forthcoming 26 2000-2005 2 0.145 Pharma
29 Gatignon and Hanssens set 1987 Journal of Marketing Research 24 (3), 247-57 27** 1976-1978 2 1.104 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), 385-398 IDA Paper P- 3783 IDA Paper P- 3783 IDA Paper P- 3783 IDA Paper P- 3783 AMES Report (Williamsburg Virginia, Dec 5-7 1984) 28 1971-1977 1 0.8 Defense 29 1981-2001 3 0.551 Defense 30 1981-2001 3 0.962 Defense 31 1981-2001 3 0.572 Defense 32 1981-2001 3 1.642 Defense 33 1976-1983 2 0.815 Defense 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec 5-7 1984) 34 1976-1983 2 0.505 Defense
32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec 5-7 1984) set 35 1976-1983 2 0.75 Defense 32 Goldberg, Greenstein, Andrews, Hermansen, and Goldberg 1984 Army Manpower Economics AMES Report (Williamsburg Virginia, Dec 5-7 1984) 36 1976-1983 2 0.815 Defense 33 Gonul, Carter, Petrova and Srinivasan 2001 2001 Journal of Marketing 65, 3, 79-90 37 1991-1994 1 0.478 Pharma 34 Gonzalez, Sismeiro, Dutta, and Stern 35 Hagerty, Carman, and Russell 2008 Working Paper NA 38 1998-2000 4 0.106 Pharma 1988 Journal of Marketing Research 25 (February), 1-9 39-12 0.363 PIMS 36 Hanssens and Levien 1983 Management Science 29 (10), 1167-1184 27** 1976-1978 8 0.412 Defense
37 Horsky and Nelson set 1996 Marketing Science 15(4), 301-20 40 1976 2 0.407 Industrial 37 Horsky and Nelson 1996 Marketing Science 15(4), 301-20 41 1976 2 0.615 Industrial 38 Hruschka 1993 Zeitschrift für Betriebswirtschaft 39 Janakiraman, Dutta, Siesmeiro, and Stern 40 Janakiraman, Siesmeiro, and Dutta 63 (1993), 253-265 2008 Management Science 54 (6), 1080-1093 42-8 0.390 PIMS 43 1996-1999 3 0.148 Pharma 2008 Journal of Marketing Research forthcoming 44 1988-1992 21 0.575 Pharma 41 Kearl, Horne, and Gilroy 1990 Contemporary Policy Issues 8(4), 68-78 45 1981-1990 2 0.58 Defense 42 King 2002 Working Paper NA 10* 1977-1993 4 0.116 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 87-239 46 1982-1986 7 0.527 Defense Fall/Winter, 10-16 47-2 0.326 Consumer Goods 45 Lambert 1968 Dissertation NA 48-1 0.784 Other (Industrial)
46 Mahajan, Sharma, and Wind 47 Manchanda and Chintagunta set 1984 Journal of Marketing Research 21 (3), 268-77 49 1957 7 0.525 Other 2004 Marketing Letters 15 (2-3), 129-145 50 1996-1998 1 0.17 Pharma 48 Manchanda, Xie, and Youn 2008 Marketing Science forthcoming 51 1999-2002 1 0.157 Pharma 49 Mantrala, Naik, Sridhar, and Thorson 2007 Journal of Marketing 71 (April), 26-44 52 1998-2001 8 0.7 Ad Space 50 Mantrala, Sridhar, Thorson Report 1 51 Mantrala, Sridhar, Thorson Report 2 2009 Research Report (Unpublished 2009 Research Report (Unpublished NA 53*** 1997-2006 14 0.264 Ad Space NA 53*** 1997-2006 12 0.251 Ad Space 52 Mizik and Jacobson 53 Montoya, Netzer, and Jedidi 54 Morey and McCann 2004 Management Science 50 (12), 1704-1715 54-3 0.015 Pharma 2008 Working Paper NA 55 1 0.002 Pharma 1980 Management Science 2 (2), 193-202 27** 1976-1978 2 0.341 Defense
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), 90-105 set 56 1983-1993 8 0.473 Defense 57 1983-1993 2 0.575 Defense 58 1983-1993 2 0.54 Defense 59 1983-1993 2 0.475 Defense 60**** 1993-2001 3 0.139 Pharma 56 Narayanan, Desiraju, and Chintagunta 2004 Journal of Marketing 68 (October), 90-105 61 1994-2000 3 0.298 Pharma 57 Narayanan, Manchanda, and Chintagunta 2005 Journal of Marketing Research 42 (August), 278-290 60**** 1993-2001 3 0.125 Pharma 58 Neslin 2001 Working Paper NA 62***** 1995-1999 9 0.491 Pharma
59 Parsons 2002 Book Chapter: Econometric Models set 16, 317-350 63 1982 1 0.587 Industrial 60 Parsons-B 2004 ISBM Report Jun-04 64-1 0.523 Industrial 61 Polich and Dertouzos 62 Ramaswamy, Desarbo, Reibstein, and Robinson 1986 Rand Report R-3353-FMP 65 1980-1984 1 0.597 Defense 1993 Marketing Science 12 (1), 103-66 - 6 0.360 PIMS 124 63 Richard and Van Horn 2004 International Journal of Industrial Organization 22, 523-540 67 1993-2001 3 0.024 Pharma 64 Rizzo 1999 Journal of Law and Economics 42 (1), 89-116 68 1988-1993 4 0.272 Pharma 65 Rosenthal, Berndt, Donohue, Epstein, and Frank 2003 Frontiers in Health Policy Research 6(1), 1 26 69 1996-1999 2 0.608 Pharma 66 Shankar 1997 Marketing Science 16 (3), 271-93 70 1975-1985 1 0.65 Pharma 66 Shankar 1997 Marketing Science 16 (3), 271-93 71 1975-1985 2 0.245 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, 145-154 72 1995-1996 3 0.024 Pharma 21, 61-76 73 1996 4 0.15 Industrial
69 Turner 1971 Journal of Marketing Research 8 (May), 165-172 70 Venkataraman and Stremersch 2008 Management Science 53, 11, 1688-1701 set 74-6 0.74 Industrial 75 2002-2003 12 0.297 Pharma 71 Warner 1990 Contemporary Policy Issues 8 (4), 47-67 76 1981-1988 2 0.426 Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), 47-67 77 1981-1988 2 0.435 Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), 47-67 78 1981-1988 2-0.106 Defense 71 Warner 1990 Contemporary Policy Issues 8 (4), 47-67 79 1981-1988 2 0.722 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, 329-342 2003 Defense and Peace Economics 14(5), October, 329-342 2003 Defense and Peace Economics 14(5), October, 329-342 2003 Defense and Peace Economics 14(5), October, 329-342 2004 Technical Report (Accession Policy Directorate) 2004 Technical Report (Accession Policy Directorate) Washington D.C, October 2004 Washington D.C, October 2004 80 1989-1997 2 0.48 Defense 81 1989-1997 2 0.555 Defense 82 1989-1997 2 0.365 Defense 83 1989-1997 2 0.445 Defense 84 1989-2003 6 0.612 Defense 85 1989-2003 3 0.616 Defense
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 86 1989-2003 3 0.566 Defense 87 1989-2003 3 0.569 Defense 74 Wittink 2002 Working Paper NA 62***** 1995-1999 12 0.279 Pharma 75 Wosinska 2002 Working Paper NA 88 1996-1999 16 0.337 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 = 0.03. 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.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