Publications

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September 2010 (Revised December 2010)
Case

Santander Consumer Finance

By: J. Gunnar Trumbull, Elena Corsi and Andrew Barron

A Spanish company has to decide if they should expand into the fragmented European consumer finance market and has to make important organizational strategy decisions in the midst of the world economic downturn that followed the 2007 U.S. credit crunch. Since 2002, the... View Details

Keywords: Borrowing and Debt; Financial Markets; International Finance; Personal Finance; Consolidation; Corporate Strategy; Expansion; Financial Services Industry; European Union; Spain

2021
Working Paper

Consuming Contests: Outcome Uncertainty and Spectator Demand for Contest-based Entertainment

By: Patrick J. Ferguson and Karim R. Lakhani

Contests that are designed to be consumed for entertainment by non-contestants are a fixture of economic, cultural and political life. In this paper, we examine whether individuals prefer to consume contests that have more uncertain outcomes. We look to... View Details

Keywords: Contest Design; Information Preferences; Consumer Demand; Sports; Entertainment; Games, Gaming, and Gambling; Demand and Consumers; Outcome or Result

SSRN

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April 2017
Article

Introduction to Special Issue: The Consumer in a Connected World

By: John A. Deighton, Jacob Goldenberg and Andrew T. Stephen

Keywords: Marketing; Consumer Behavior; Consumer Research; Smartphones; Data; Technology

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March 1992 (Revised October 1994)
Case

AT&T Consumer Products

By: Joseph L. Badaracco Jr.

Describes the factors AT&T Consumer Products managers considered in deciding whether to locate a new plant for telephone answering machines in the United States, Asia, or Mexico. Describes in depth the restructuring of AT&T during the 1980s, the competition facing its... View Details

Keywords: Restructuring; Competitive Strategy; Trade; Management; Operations; Crime and Corruption; Executive Compensation; Selection and Staffing; Demand and Consumers; Asia; Mexico

2015
Chapter

Consumer Neuroscience: Revealing Meaningful Relationships Between Brain and Consumer Behavior

By: Hilke Plassmann and Uma R. Karmarkar

The goal of this chapter is to give an overview of the nascent field of consumer neuroscience and discuss when and how it is useful to integrate the "black box" of the consumer's brain into consumer psychology. To reach this goal, we first briefly outline several... View Details

Keywords: Consumer Behavior; Cognition and Thinking

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August 1995 (Revised January 1997)
Exercise

Consumer Behavior Exercise (C)

By: John A. Deighton and Susan M. Fournier

Students are instructed to interview a recent purchaser of a high-involvement/ego-expressive product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g.,... View Details

Keywords: Consumer Behavior

October 1975
Background Note

Consumer Analysis

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January 2014
Technical Note

Learning From Extreme Consumers

By: Jill Avery and Michael Norton

Traditional market research methods focus on understanding the average experiences of average consumers. This focus leads to gaps in our knowledge of consumer behavior and often fails to uncover insights that can drive revolutionary, rather than evolutionary... View Details

Keywords: Market Research; Ethnography; Design Thinking; Innovation; New Product Development; Research; Marketing; Consumer Behavior; Innovation and Invention

20 Sep 2004
Research & Ideas

How Consumers Value Global Brands

In 2002, we carried out a two-stage research project in partnership with the market research company Research International/USA to find out how consumers in different countries value global brands. First, we conducted a qualitative study... View Details

Keywords: by Douglas B. Holt, John A. Quelch & Earl L. Taylor

August 1995 (Revised January 1997)
Exercise

Consumer Behavior Exercise (A)

By: John A. Deighton and Susan M. Fournier

Students are instructed to interview a recent purchaser of a low-involvement product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g., stages in the... View Details

Keywords: Consumer Behavior

Research Summary

Consumer Behavior and Health

Professor Riis studies consumer behavior and health using the methods and theories of experimental psychology and behavioral economics. Particular problems that he is currently investigating include:

• Information use and decision making in food service... View Details

Research Summary

Efficient Consumer Response (ECR)

Seifert is conducting ongoing research on ECR success factor study. Identifying the relevant success factors for ECR-Implementation. Research includes analysis of supply chain mangement and category management implementiation. Statistical data is based on extensive... View Details

August 1995 (Revised January 1997)
Exercise

Consumer Behavior Exercise (B)

By: John A. Deighton and Susan M. Fournier

Students are instructed to interview a recent purchaser of a high-involvement/utilitarian product or service in depth about his/her buying decision. The exercise provides students with first-hand understanding of important concepts in consumer choice domain (e.g.,... View Details

Keywords: Consumer Behavior

February 2009
Background Note

An Introduction to Consumer Credit

By: Peter Tufano

This note reviews a variety of shorter-term consumer credit products in the U.S. with an emphasis on the types of products that low- and moderate-income consumers use. Included here are the following: credit cards, bank overdraft products, payday lending, personal... View Details

Keywords: Credit; Financing and Loans; Personal Finance; United States

May 25, 2016
Comment

How Consumers and Businesses are Reshaping Public Health

By: John A. Quelch

Healthcare and education are two issues in which citizens around the world, rich and poor, are passionately interested. It has long been appreciated that the way that a society treats its youngest and oldest members says much about its moral maturity. Economic... View Details