@misc{FreseGeigerDost, author = {Frese, Tobias and Geiger, Ingmar and Dost, Florian}, title = {An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms}, series = {Small Business Economics}, volume = {54}, journal = {Small Business Economics}, number = {3}, issn = {1573-0913}, doi = {10.1007/s11187-019-00147-8}, pages = {641 -- 664}, language = {en} } @misc{DostSievertKassim, author = {Dost, Florian and Sievert, Jens and Kassim, David}, title = {Revisiting firm-created word of mouth: High-value versus low-value seed selection}, series = {International Journal of Research in Marketing}, volume = {33}, journal = {International Journal of Research in Marketing}, number = {1}, issn = {0167-8116}, doi = {10.1016/j.ijresmar.2016.01.002}, pages = {236 -- 239}, language = {en} } @misc{TarrahiEisendDost, author = {Tarrahi, Farid and Eisend, Martin and Dost, Florian}, title = {A meta-analysis of price change fairness perceptions}, series = {International Journal of Research in Marketing}, volume = {33}, journal = {International Journal of Research in Marketing}, number = {1}, issn = {0167-8116}, doi = {10.1016/j.ijresmar.2015.10.004}, pages = {199 -- 203}, language = {en} } @misc{GeigerDostSchoenhoffetal., author = {Geiger, Ingmar and Dost, Florian and Sch{\"o}nhoff, Alejandro and Kleinaltenkamp, Michael}, title = {Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting}, series = {Industrial Marketing Management}, volume = {47}, journal = {Industrial Marketing Management}, number = {2}, issn = {0019-8501}, doi = {10.1016/j.indmarman.2015.02.042}, pages = {175 -- 189}, language = {en} } @misc{MaierWilkenDost, author = {Maier, Erik and Wilken, Robert and Dost, Florian}, title = {The double benefits of consumer certainty: combining risk and range effects}, series = {Marketing Letters}, volume = {26}, journal = {Marketing Letters}, number = {4}, issn = {1573-059X}, doi = {10.1007/s11002-014-9282-5}, pages = {473 -- 488}, language = {en} } @misc{Dost, author = {Dost, Florian}, title = {A non-linear causal network of marketing channel system structure}, series = {Journal of Retailing and Consumer Services}, volume = {23}, journal = {Journal of Retailing and Consumer Services}, issn = {0969-6989}, doi = {10.1016/j.jretconser.2014.11.005}, pages = {49 -- 57}, language = {en} } @misc{DostWilkenEisenbeissetal., author = {Dost, Florian and Wilken, Robert and Eisenbeiß, Maik and Skiera, Bernd}, title = {On the Edge of Buying - A Targeting Approach Based on Consumers' Willingness-to-pay Ranges}, series = {Journal of Retailing}, volume = {90}, journal = {Journal of Retailing}, number = {3}, issn = {0022-4359}, doi = {10.1016/j.jretai.2014.03.007}, pages = {393 -- 407}, language = {en} } @misc{DostWilken, author = {Dost, Florian and Wilken, Robert}, title = {Measuring Willingness to Pay as a Range, Revisited: When Should We Care?}, series = {International Journal of Research in Marketing}, volume = {29}, journal = {International Journal of Research in Marketing}, number = {2}, issn = {0167-8116}, doi = {10.1016/j.ijresmar.2011.09.003}, pages = {148 -- 166}, language = {en} } @misc{DostPhielerHaenleinetal., author = {Dost, Florian and Phieler, Ulrike and Haenlein, Michael and Libai, Barak}, title = {Seeding as Part of the Marketing Mix: Word-of-Mouth Program Interactions for Fast Moving Consumer Goods}, series = {Journal of Marketing}, volume = {83}, journal = {Journal of Marketing}, number = {2}, issn = {0022-2429}, doi = {10.1177/0022242918817000}, pages = {62 -- 81}, language = {en} } @misc{SoellnerDost, author = {S{\"o}llner, Johanna and Dost, Florian}, title = {Exploring the Selective Use of Ad Blockers and Testing Banner Appeals to Reduce Ad Blocking}, series = {Journal of Advertising}, volume = {48}, journal = {Journal of Advertising}, number = {3}, issn = {1557-7805}, doi = {10.1080/00913367.2019.1613699}, pages = {302 -- 312}, language = {en} } @misc{PannhorstDost, author = {Pannhorst, Matthias and Dost, Florian}, title = {Marketing innovations to old-age consumers: A dynamic Bass model for different life stages}, series = {Technological Forecasting and Social Change}, volume = {140}, journal = {Technological Forecasting and Social Change}, number = {2}, issn = {‎0040-1625}, doi = {10.1016/j.techfore.2018.12.022}, pages = {315 -- 327}, language = {en} } @misc{DostMaier, author = {Dost, Florian and Maier, Erik}, title = {E-Commerce Effects on Energy Consumption - A Multi-Year Ecosystem-Level Assessment}, series = {Journal of Industrial Ecology}, volume = {22}, journal = {Journal of Industrial Ecology}, number = {4}, issn = {1530-9290}, doi = {10.1111/jiec.12639}, pages = {799 -- 812}, language = {en} } @misc{MaierDost, author = {Maier, Erik and Dost, Florian}, title = {Fluent Contextual Image Backgrounds Enhance Mental Imagery and Evaluations of Experience Products}, series = {Journal of Retailing and Consumer Services}, volume = {45}, journal = {Journal of Retailing and Consumer Services}, issn = {0969-6989}, doi = {https://doi.org/10.1016/j.jretconser.2018.09.006}, pages = {207 -- 220}, language = {en} } @misc{MaierDost, author = {Maier, Erik and Dost, Florian}, title = {The positive effect of contextual image backgrounds on fluency and liking}, series = {Journal of Retailing and Consumer Services}, volume = {40}, journal = {Journal of Retailing and Consumer Services}, issn = {0969-6989}, doi = {10.1016/j.jretconser.2017.09.003}, pages = {109 -- 116}, language = {en} } @misc{DostGeiger, author = {Dost, Florian and Geiger, Ingmar}, title = {Value-based pricing in competitive situations with multi-product price-response maps}, series = {Journal of Business Research}, volume = {76}, journal = {Journal of Business Research}, issn = {0148- 2963}, doi = {10.1016/j.jbusres.2017.01.004}, pages = {219 -- 236}, language = {en} } @misc{BogodistovDost, author = {Bogodistov, Yevgen and Dost, Florian}, title = {Proximity Begins with a Smile, But Which One? Associating Non-duchenne Smiles with Higher Psychological Distance}, series = {Frontiers in Psychology}, journal = {Frontiers in Psychology}, number = {8}, issn = {1664-1078}, doi = {10.3389/fpsyg.2017.01374}, pages = {9}, language = {en} } @misc{RennieCleophasSykulskietal., author = {Rennie, Nicola and Cleophas, Catherine and Sykulski, Adam and Dost, Florian}, title = {Identifying and responding to outlier demand in revenue management}, series = {European Journal of Operational Research}, volume = {293}, journal = {European Journal of Operational Research}, number = {3}, doi = {10.1016/j.ejor.2021.01.002}, pages = {1015 -- 1030}, abstract = {Revenue management strongly relies on accurate forecasts. Thus, when extraordinary events cause outlier demand, revenue management systems need to recognise this and adapt both forecast and controls. Many passenger transport service providers, such as railways and airlines, control the sale of tickets through revenue management. State-of-the-art systems in these industries rely on analyst expertise to identify outlier demand both online (within the booking horizon) and offline (in hindsight). So far, little research focuses on automating and evaluating the detection of outlier demand in this context. To remedy this, we propose a novel approach, which detects outliers using functional data analysis in combination with time series extrapolation. We evaluate the approach in a simulation framework, which generates outliers by varying the demand model. The results show that functional outlier detection yields better detection rates than alternative approaches for both online and offline analyses. Depending on the category of outliers, extrapolation further increases online detection performance. We also apply the procedure to a set of empirical data to demonstrate its practical implications. By evaluating the full feedback-driven system of forecast and optimisation, we generate insight on the asymmetric effects of positive and negative demand outliers. We show that identifying instances of outlier demand and adjusting the forecast in a timely fashion substantially increases revenue compared to what is earned when ignoring outliers.}, language = {en} } @misc{SchmidtDostMaier, author = {Schmidt, Lennard and Dost, Florian and Maier, Erik}, title = {Filtering Survey Responses from Crowdsourcing Platforms: Current Heuristics and Alternative Approaches}, series = {International Conference on Information Systems}, journal = {International Conference on Information Systems}, abstract = {Information Systems research continues to rely on survey participants from crowdsourcing platforms (e.g., Amazon MTurk). Satisficing behavior of these survey participants may reduce attention and threaten validity. To address this, the current research paradigm mandates excluding participants through filtering heuristics (e.g., time, instructional manipulation checks). Yet, both the selection of the filter and the filtering threshold are not standardized. This flexibility may lead to suboptimal filtering and potentially "p-hacking", as researchers can pick the most "successful" filter. This research is the first to tests a comprehensive set of established and new filters against key metrics (validity, reliability, effect size, power). Additionally, we introduce a multivariate machine learning approach to identify inattentive participants. We find that while filtering heuristics require high filter levels (33\% or 66\% of participants), machine learning filters are often superior, especially at lower filter levels. Their "black box" character may also help prevent strategic filtering.}, language = {en} } @misc{IsaakWilkenDostetal., author = {Isaak, Karina and Wilken, Robert and Dost, Florian and B{\"u}rgin, David}, title = {Improving pricing scope through consumers' construal level - evidence based on consumers' willingness-to-pay ranges}, series = {Die Unternehmung}, volume = {74}, journal = {Die Unternehmung}, number = {4}, issn = {0042-059X}, doi = {10.5771/0042-059X-2020-4-365}, pages = {365 -- 383}, abstract = {How can the pricing scope be further leveraged in times of increased price transparency and growing price awareness on the consumer side? To answer this question, this paper uses the concept of willingness-to-pay ranges (as opposed to points). Three quantit� ative studies show that various marketing activities that allow con� sumers to assess a product on a more abstract (less concrete) level shift the upper limits of the intervals upwards and thus increase the scope for price setting. These (price) upper limits are particularly high when the central product advantages are emphasized.}, language = {en} } @misc{BodenMaierDost, author = {Boden, Joe and Maier, Erik and Dost, Florian}, title = {The Effect of Electronic Shelf Labels on Store Revenue}, series = {International Journal of Electronic Commerce}, volume = {24}, journal = {International Journal of Electronic Commerce}, number = {4}, issn = {1557-9301}, doi = {10.1080/10864415.2020.1806472}, pages = {527 -- 550}, abstract = {Today's retailers have a strategic imperative to integrate their channels. Some have implemented electronic shelf labels (ESL) to replace paper tags to technologically enable the omnichannel transformation by aligning the presentation of price and product information between online and offline channels. However, consumer reactions to ESL are yet unexplored. They could be positive or negative: on one hand, the fear of frequent price changes, a known phenomenon in e-commerce, could spread to offline channels and reduce consumer purchase intent and overall revenue; on the other hand, ESL could prevent showrooming by signaling price consistency and offering consistent information (e.g., including reviews) between the on- and offline channels. We explore a retailer data set that allows isolating the "mere ESL effect", as the retailer's pricing strategy remained unchanged over the introduction of ESL (i.e., no dynamic pricing), but the presentation of the price and product information was integrated through ESL. A difference-in-difference analysis establishes that revenue in product categories in which ESL was introduced grows at the expense of those product categories in which it was not introduced. Visitor numbers are not affected by introducing ESL. This finding supports the adoption of e-commerce capabilities in a brick-and-mortar store as it could help prevent shopper behavior aimed at exploiting channel differences (i.e., showrooming for price or more information).}, language = {en} } @incollection{DostWilken, author = {Dost, Florian and Wilken, Robert}, title = {A Behavioral Approach to Pricing in Commodity Markets: Dual Processing of Prices within and around Willingness-to-Pay Ranges}, series = {Commodity Marketing - Strategies, Concepts, and Cases}, booktitle = {Commodity Marketing - Strategies, Concepts, and Cases}, editor = {Enke, Margit and Geigenm{\"u}ller, Anja and Leischnig, Alexander}, edition = {1st edition}, publisher = {Springer}, address = {Wiesbaden}, isbn = {978-3-030-90656-6}, issn = {2192-8096}, doi = {10.1007/978-3-030-90657-3_6}, pages = {105 -- 117}, abstract = {Many behavioral heuristics are fast and frugal ways for buyers to cope with uncertainty. Therefore, the extent to which pricing can rely on heuristic consumer reactions depends on the specifics and the extent of uncertainties in the market. In markets with a high degree of commoditization, uncertainties about the product are by definition low. However, as buyers are also uncertain about their own preferences, behavioral approaches can explain consumer reactions to price, even in a context of commoditization. In this chapter, we propose and test a dual process framework for pricing around buyers' reservation prices. Such a dual process includes both rational and heuristic modes of choice. According to our framework, reactions to prices are more or less influenced by heuristic choice, depending on their relation to a buyers' reservation price. This framework can explain the interrelations between rational and heuristic modes of choice, willingness-to-pay ranges, and latitudes of price acceptance. We also base a set of pricing and combined price-and-communication strategies on this framework. One interesting implication is that these pricing strategies are specific to target groups among buyers: as preferences and reservation prices are heterogeneous even in commodity markets, there are different potential buyers with a more rational or more heuristic mode of choice, for every price imaginable.}, language = {en} } @misc{PannhorstDost, author = {Pannhorst, Matthias and Dost, Florian}, title = {A Life-Course View on Ageing Consumers: Old-Age Trajectories and Gender Differences}, series = {Applied Research in Quality of Life}, volume = {17}, journal = {Applied Research in Quality of Life}, number = {2}, issn = {1871-2576}, doi = {10.1007/s11482-021-09934-6}, pages = {1157 -- 1180}, abstract = {This study presents a dynamic, model-based view of consumers' ageing developments, focused on gender differences, to uncover the pathways and socioeconomic transitions that female and male consumers take through old age. The analysis of longitudinal survey data spanning 15 years uses a latent Markov dynamic cluster model with transitions over time. The resulting life courses allow an exploration of lifestyle-related changes in multiple consumer well-being variables beyond age 50. Substantial well-being differences appear in the ageing paths of men and women. In both cases, a dominant chronological sequence through old age is complemented by less common transitions, rarely associated with advanced age. Although the model does not use chronological age as an independent variable, it outperforms purely agebased, or age- cohort-, and period-based models in predicting old-age consumer wellbeing. These results highlight the importance of considering within-cohort diversity when modelling the accompaniments of old age: while some older consumers enjoy active lifestyles, others of similar age succumb to depression and loneliness, rendering age an insufficient predictor of well-being states. In the future, the presented model could be matched with other, even cross-sectional, consumer survey data to help predict various dynamics in the ageing consumer population.}, language = {en} } @misc{SchmidtMaierDost, author = {Schmidt, Lennard and Maier, Erik and Dost, Florian}, title = {Location-Based Interactions with Geographically Targeted Advertising}, series = {Proceedings of the European Marketing Academy, Budapest, May 24 - 27, 2022}, journal = {Proceedings of the European Marketing Academy, Budapest, May 24 - 27, 2022}, publisher = {European Marketing Academy}, pages = {2}, language = {en} }