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  <doc>
    <id>26125</id>
    <completedYear/>
    <publishedYear>2015</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>473</pageFirst>
    <pageLast>488</pageLast>
    <pageNumber/>
    <edition/>
    <issue>4</issue>
    <volume>26</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2020-10-06</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The double benefits of consumer certainty: combining risk and range effects</title>
    <parentTitle language="eng">Marketing Letters</parentTitle>
    <identifier type="doi">10.1007/s11002-014-9282-5</identifier>
    <identifier type="issn">1573-059X</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <submitter>
      <firstName>Nils Benedikt</firstName>
      <lastName>Brass</lastName>
    </submitter>
    <author>
      <firstName>Robert</firstName>
      <lastName>Wilken</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>26115</id>
    <completedYear/>
    <publishedYear>2018</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>799</pageFirst>
    <pageLast>812</pageLast>
    <pageNumber/>
    <edition/>
    <issue>4</issue>
    <volume>22</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2020-10-06</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">E-Commerce Effects on Energy Consumption – A Multi-Year Ecosystem-Level Assessment</title>
    <parentTitle language="eng">Journal of Industrial Ecology</parentTitle>
    <identifier type="doi">10.1111/jiec.12639</identifier>
    <identifier type="issn">1530-9290</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <submitter>
      <firstName>Nils Benedikt</firstName>
      <lastName>Brass</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>26116</id>
    <completedYear/>
    <publishedYear>2018</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>207</pageFirst>
    <pageLast>220</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume>45</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2020-10-06</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Fluent Contextual Image Backgrounds Enhance Mental Imagery and Evaluations of Experience Products</title>
    <parentTitle language="eng">Journal of Retailing and Consumer Services</parentTitle>
    <identifier type="doi">https://doi.org/10.1016/j.jretconser.2018.09.006</identifier>
    <identifier type="issn">0969-6989</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <submitter>
      <firstName>Nils Benedikt</firstName>
      <lastName>Brass</lastName>
    </submitter>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>26117</id>
    <completedYear/>
    <publishedYear>2018</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>109</pageFirst>
    <pageLast>116</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume>40</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2020-10-06</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The positive effect of contextual image backgrounds on fluency and liking</title>
    <parentTitle language="eng">Journal of Retailing and Consumer Services</parentTitle>
    <identifier type="doi">10.1016/j.jretconser.2017.09.003</identifier>
    <identifier type="issn">0969-6989</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <submitter>
      <firstName>Nils Benedikt</firstName>
      <lastName>Brass</lastName>
    </submitter>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>27507</id>
    <completedYear/>
    <publishedYear>2020</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>135</pageFirst>
    <pageLast>154</pageLast>
    <pageNumber/>
    <edition/>
    <issue>2</issue>
    <volume>39</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2021-05-24</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The Effect of Consumers´ Perceived Power and Risk in Digital Information Privacy: The Example of Cookie Notices</title>
    <abstract language="eng">Recent regulation in the European Union (i.e., the General Data Protection Regulation) affects websites’ information privacy practices. This regulation addresses two dimensions: websites must (1) provide visible notice regarding private information they collect through cookies and (2) give consumers the choice to disagree to such tracking. Policy makers must understand their regulation’s degree of implementation, as well as its effect on consumers. The authors develop a typology of website cookie notices along the dimensions of notice visibility and choice. A field study shows that most websites only offer low notice visibility and limited choice over private information collection. In addition, four experimental studies in the EU and United States explore the effects of information privacy practices. They find that offering choice over whether or which data are collected increases consumer power, whereas visibility of the notice (vs. no notice) only affects risk perceptions. The authors establish the novel suggestion that perceived risk is mitigated if consumers have more choice over their data (indirectly through greater power). Power and risk influence consumers’ affect and purchase intent.</abstract>
    <parentTitle language="eng">Journal of Public Policy &amp; Marketing</parentTitle>
    <identifier type="doi">10.1177/0743915620902143</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Rico</firstName>
      <lastName>Bornschein</lastName>
    </author>
    <submitter>
      <firstName>Vanessa</firstName>
      <lastName>Lau</lastName>
    </submitter>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>consumer power</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>cookie notice</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>General Data Protection Regulation (GDPR)</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>information privacy</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>risk perception</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>27508</id>
    <completedYear/>
    <publishedYear>2019</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>817</pageFirst>
    <pageLast>830</pageLast>
    <pageNumber/>
    <edition/>
    <issue>9</issue>
    <volume>36</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2021-05-24</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The interaction effect of mobile phone screen and product orientation on perceived product size</title>
    <abstract language="eng">Perceived product size is a key concern in online retail, particularly in fashion and grocery. The screen on which consumers view a product (e.g., desktop or mobile) might constitute a frame that biases size perception, on the basis of assimilation and contrast effects (pool and store theory). The rise of mobile commerce exacerbates this issue, as framing effects might be stronger versus desktop settings as screens are smaller. Further, as mobile phone's screen orientation varies situationally (vertical vs. horizontal), the perceived product size might vary, depending on the interaction of screen and product orientation. By introducing the framing ratio as a means to predict extent, dimensionality and symmetry of size biases, we generalize specific findings from extant research. Empirically, four experimental studies demonstrate that contextual frames (i.e., vertical vs. horizontal screens) and product orientation (e.g., jeans vs. shoes) interact to bias the size perception, in that sizes are overestimated on the dimension that approaches the frame (high framing ratio), compared with conditions where the frame is distant (low framing ratio). If product size is misperceived, willingness to pay might be affected (e.g., for groceries). Thus, size perceptions have a direct impact on managerially relevant variables.</abstract>
    <parentTitle language="eng">Psychology &amp; Marketing</parentTitle>
    <identifier type="doi">10.1002/mar.21214</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Vanessa</firstName>
      <lastName>Lau</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>framing effects</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>framing ratio</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>horizontal-vertical illusion (HVI)</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>mobile commerce</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>screen</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>screen orientation</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>size perception</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>27509</id>
    <completedYear/>
    <publishedYear>2020</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>1263</pageFirst>
    <pageLast>1276</pageLast>
    <pageNumber/>
    <edition/>
    <issue>9</issue>
    <volume>37</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2021-05-24</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The effect of privacy choice in cookie notices on consumers´ perceived fairness of frequent price changes</title>
    <abstract language="eng">Recent regulatory changes (i.e., General Data Protection Regulation of the European Union) enforce that seller (e.g., retail and service) and all other websites disclose through cookie notices which data they collect and store. At the same time, websites must allow consumers to disagree to the tracking of their browsing behavior. Despite sellers' concern about the loss of consumer insights—as consumers might disagree to the collection of their browsing data—cookie notices might also have a surprising side-effect: Consumers might accept frequent price changes (from personalized or dynamic pricing) more readily, if they agree through a cookie notice that their behavior can be tracked. Specifically, two experimental studies show that consent to the tracking of browsing behavior increases consumers internal attribution of a price change, as consumers attribute the cause of the change (here: giving up data) to themselves. This increases price fairness perceptions and, in turn, purchase intent. As a result, for online sellers of goods or services the implementation of cookie notice should no longer be thought as a matter to be avoided, but rather a trade-off decision: Loss of a part of consumer insights versus higher acceptance of data-driven marketing mix decisions, such as frequent price changes.</abstract>
    <parentTitle language="eng">Psychology &amp; Marketing</parentTitle>
    <identifier type="doi">10.1002/mar.21356</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Vanessa</firstName>
      <lastName>Lau</lastName>
    </submitter>
    <author>
      <firstName>Rico</firstName>
      <lastName>Bornschein</lastName>
    </author>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>attribution theory</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>cookies</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>dynamic pricing</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>GDPR</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>personalized pricing</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>27512</id>
    <completedYear/>
    <publishedYear>2020</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber>16</pageNumber>
    <edition/>
    <issue/>
    <volume/>
    <type>conferenceobject_ref</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2021-05-24</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Assessing Ad Attention through Clustering Viewport Trajectories</title>
    <abstract language="eng">Advertisers have to pay publishers for “viewable” ads, irrespective of whether the users paid active attention. In this paper, we suggest that a granular analysis of users’ viewing patterns can help us to progress beyond mere “viewability” and toward actual differentiation of whether a user has paid attention to an ad or not. To this end, we use individual viewport trajectories, which measures the sequence of locations and times an object (e.g., an ad) is visible on the display of a device (desktop or mobile). To validate our model and benchmark it against the extant models, such as the “viewability” policy (50% threshold) model, we use data from an eye-tracking experiment. Findings confirm the improved model fit, highlight distinct viewing patterns in the data, and inform information processing on mobile phones. Consequently, implications are relevant to publishers, advertisers, and consumer researchers.</abstract>
    <parentTitle language="eng">International Conference on Information Systems</parentTitle>
    <identifier type="url">https://aisel.aisnet.org/icis2020/digital_commerce/digital_commerce/5/</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="Artikelnummer">1659</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Vanessa</firstName>
      <lastName>Lau</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>ad attention</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>viewport tracking</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>dynamic time warping</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>27513</id>
    <completedYear/>
    <publishedYear>2019</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>conferenceobject_ref</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2021-05-24</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Filtering Survey Responses from Crowdsourcing Platforms: Current Heuristics and Alternative Approaches</title>
    <abstract language="eng">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., &#13;
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 &#13;
learning filters are often superior, especially at lower filter levels. Their “black box” character may also help prevent strategic filtering.</abstract>
    <parentTitle language="eng">International Conference on Information Systems</parentTitle>
    <identifier type="url">https://aisel.aisnet.org/icis2019/research_methods/research_methods/8</identifier>
    <enrichment key="BTU">nicht an der BTU erstellt / not created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="Artikelnummer">2294</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Vanessa</firstName>
      <lastName>Lau</lastName>
    </submitter>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Survey Research</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Filtering</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Amazon MTurk</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Reliability</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Validity</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Effect Size</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>29050</id>
    <completedYear/>
    <publishedYear>2020</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>527</pageFirst>
    <pageLast>550</pageLast>
    <pageNumber/>
    <edition/>
    <issue>4</issue>
    <volume>24</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2022-06-29</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The Effect of Electronic Shelf Labels on Store Revenue</title>
    <abstract language="eng">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).</abstract>
    <parentTitle language="eng">International Journal of Electronic Commerce</parentTitle>
    <identifier type="doi">10.1080/10864415.2020.1806472</identifier>
    <identifier type="issn">1557-9301</identifier>
    <identifier type="issn">1086-4415</identifier>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Joe</firstName>
      <lastName>Boden</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>multichannel retailing</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>online retail</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>pricing</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>29036</id>
    <completedYear/>
    <publishedYear>2022</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>440</pageFirst>
    <pageLast>449</pageLast>
    <pageNumber/>
    <edition/>
    <issue>4</issue>
    <volume>51</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2022-06-28</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Interactive Ad Avoidance on Mobile Phones</title>
    <abstract language="eng">Ad avoidance (e.g., “blinding out” digital ads) is a substantial problem for advertisers. Avoiding mobile banner ads differs from active ad avoidance in nonmobile (desktop) settings, because mobile phone users interact with ads to avoid them: (1) They classify new content at the bottom of their screens; if they see an ad, they (2) scroll so that it is out of the locus of attention and (3) position it at a peripheral location at the top of the screen while focusing their attention on the (non-ad) content in the screen center. Introducing viewport logging to marketing research, we capture granular ad-viewing patterns from users’ screens (i.e., viewports). While mobile users’ ad-viewing patterns are concave over the viewport (with more time at the periphery than in the screen center), viewing patterns on desktop computers are convex (most time in the screen center). Consequently, we show that the effect of viewing time on recall depends on the position of an ad in interaction with the device. An eye-tracking study and an experiment show that 43% to 46% of embedded mobile banner ads are likely to suffer from ad avoidance, and that ad recall is 6 to 7 percentage points lower on mobile phones (versus desktop).</abstract>
    <parentTitle language="eng">Journal of Advertising</parentTitle>
    <identifier type="url">https://doi.org/10.1080/00913367.2022.2077266</identifier>
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    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
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    <submitter>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>29039</id>
    <completedYear/>
    <publishedYear>2022</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber>2</pageNumber>
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    <publisherName>European Marketing Academy</publisherName>
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    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2022-06-28</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Location-Based Interactions with Geographically Targeted Advertising</title>
    <parentTitle language="eng">Proceedings of the European Marketing Academy, Budapest, May 24 - 27, 2022</parentTitle>
    <identifier type="url">http://proceedings.emac-online.org/index.cfm?abstractid=A2022-107729&amp;Location-Based%20Interactions%20with%20Geographically%20Ta</identifier>
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    <enrichment key="Artikelnummer">A2022-107729</enrichment>
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    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
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    <submitter>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>29280</id>
    <completedYear/>
    <publishedYear>2021</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>1</pageFirst>
    <pageLast>8</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>conferenceobject_ref</type>
    <publisherName/>
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    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2022-09-08</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">The Filter Curve: Uncovering p-Hacking from filtering</title>
    <abstract language="eng">Many empirical studies filter participants (e.g., for incorrect attention checks or quick re-sponses), especially when using participant pools such as Amazon MTurk. Yet, there is no consensus on whether and how to filter. This might originate from different perspectives on filtering participants: it may be evaluated positively (e.g., as it might be necessary to prevent inattentive participants from biasing results) or negatively (e.g., as it may enable p-hacking). This research aims to bridge these opposites: first, we empirically compare the effects of different filters and filter levels on validity, reliability, power and effects sizes of the results.&#13;
Second, we introduce the Filter Curve and our R-package “FiltR” as a means to recognize filtering which might be used to p-hack results. We suggest that filtering is not per se bad – although some filters decrease reliability and validity – but that researchers should be trans-parent in how sensitive results are for different filter combinations.</abstract>
    <parentTitle language="eng">Proceedings of the European Marketing Academy (EMAC), 50th Annual Conference</parentTitle>
    <identifier type="url">http://proceedings.emac-online.org/index.cfm?abstractid=A2021-94598&amp;The%20Filter%20Curve:%20Uncovering%20p-Hacking%20from%20filter</identifier>
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    <enrichment key="Artikelnummer">94598</enrichment>
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    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>p hacking</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>29281</id>
    <completedYear/>
    <publishedYear>2021</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>1</pageFirst>
    <pageLast>10</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
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    <publisherName/>
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    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2022-09-08</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Challenging the Location Paradigm: Parsimoniously Predicting Store Performance with Urban Scaling</title>
    <abstract language="eng">Location is considered the most important driver of retail store performance; hence, retailers invest in extensive location research, utilizing expensive rich data. This research proposes an alternative, singular, freely obtainable predictor for location potentials. Drawing on the system scaling literature outside of marketing, we suggest that measures of the urban scale in a store’s trading area are a substitute for a multitude of traditional location measures, such as demographic or socio-economic variables. We demonstrate that our scale measure, the route factor calculated from road map data, performs on par with a common set of traditional predictors in a large dataset of supermarket sales. Moreover, our theory correctly predicts, and the analysis shows, a collinearity problem that has gone unrecognized in traditional store performance models. We validate our approach on a second variety-store dataset that covers a wider range of location conditions for generalizability.</abstract>
    <parentTitle language="eng">Proceedings of the European Marketing Academy (EMAC), 50th Annual Conference</parentTitle>
    <identifier type="url">http://proceedings.emac-online.org/index.cfm?abstractid=A2021-93928&amp;Challenging%20the%20Location%20Paradigm:%20Parsimoniously</identifier>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="Artikelnummer">93928</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>urban scaling</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>location</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>the place P</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>33093</id>
    <completedYear/>
    <publishedYear>2022</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>conferenceobject_ref</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation>INFORMS</contributingCorporation>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-03-25</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Empirical Dynamic Modelling For Exploring Complex Time Series</title>
    <abstract language="eng">Many research problems are characterized by complex relationships between time series variables, such as simultaneity (e.g., feedback loops between communication channels) and state-dependence (e.g., marketing interactions with observed and unobserved sales channel variables). We introduce empirical dynamic models (EDM) to management science and marketing research. EDM is a nonlinear methodology that helps researchers to investigate simultaneous (i.e., bidirectional and same-period) and state-dependent (i.e., nonlinear and interacting) relationships with aggregate time series data. The authors demonstrate EDM capabilities and boundaries within the challenging omnichannel case. To study omnichannel systems, researchers often must rely on aggregate data: Despite more individual tracking, the data is often not available for offline channels or comprehensively integrated across channels. A simulation study, that derives aggregate time series from an individual data generation mechanism, explores conditions and boundaries under which EDM is suitable for identifying relationships between variables (i.e. in the Granger sense), predicting variable evolution (i.e. in the Machine Learning sense), and attributing marginal effects from one variable on another (i.e. in the Neyman-Rubin sense). We benchmark EDM against vector autoregression, regression, and machine learning models and provide application criteria for EDM. Next, we confirm the capabilities of EDM in an empirical investigation of interrelated brick-and-mortar, online, and mobile channels from a large European fashion retailer, finding evidence for mostly synergetic but strongly state-dependent relationships among the channels.</abstract>
    <parentTitle language="eng">2022 ISMS Marketing Science Conference Proceedings</parentTitle>
    <identifier type="url">https://www.researchgate.net/publication/379237908</identifier>
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    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
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    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Tammo</firstName>
      <lastName>Bijmolt</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>33095</id>
    <completedYear/>
    <publishedYear>2022</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>1</pageFirst>
    <pageLast>49</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>articlenr</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-03-25</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Empirical Dynamic Modelling for Exploring Complex Time Series in Management and Marketing Research</title>
    <abstract language="eng">Many research problems are characterized by complex relationships between time series variables, such as simultaneity (e.g., feedback loops between communication channels) and state-dependence (e.g., marketing interactions with observed and unobserved sales channel variables). The authors introduce empirical dynamic models (EDM) to management and marketing research. EDM is a nonlinear methodology that helps researchers to investigate simultaneous (i.e., bidirectional and same-period) and state-dependent (i.e., nonlinear and interacting) relationships with aggregate time series data. The authors demonstrate EDM capabilities and boundaries within the challenging omnichannel case. To study omnichannel systems, researchers often must rely on aggregate data: Despite more individual tracking, the data is often not available for offline channels or comprehensively integrated across channels. A simulation study, that derives aggregate time series from an individual data generation mechanism, explores conditions and boundaries under which EDM is suitable for identifying, predicting and attributing relationships between variables. We benchmark EDM against vector autoregression, regression, and machine learning models and provide application criteria for EDM. Next, the authors confirm the capabilities of EDM in an empirical investigation of interrelated brick-and-mortar, online, and mobile channels from a large European fashion retailer, finding evidence for mostly synergetic but strongly state-dependent relationships among the channels.</abstract>
    <parentTitle language="eng">SSRN eLibrary</parentTitle>
    <identifier type="doi">10.2139/ssrn.4036834</identifier>
    <identifier type="issn">1556-5068</identifier>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Tammo</firstName>
      <lastName>Bijmolt</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Empirical dynamic models</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>nonlinear time series models</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>omnichannel system</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>customer journey</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>33097</id>
    <completedYear/>
    <publishedYear>2021</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>1</pageFirst>
    <pageLast>70</pageLast>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>articlenr</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-03-25</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Retail Location Assessment with Urban Scaling</title>
    <abstract language="eng">Location is an impactful but irrevocable driver of retail store performance. Unless retailers rely on their gut feelings for finding high potential locations, they have to invest in extensive location research, calibrating performance models on expensive rich data (e.g., income or education of households in each prospective trading area). To prevent “the death of the high street”, also public administrators care for location potentials. This research proposes a parsimonious new model for location potentials, drawing from emerging urban scaling literature outside of marketing. We show that a measure of the local urban scale explains stores’ sales, local competitive intensity, and defining aspects of store lifecycles (managers’ location choice, sales ramp-up to a steady state after opening, store closure). We demonstrate these capabilities of the scaling approach using six datasets, including data from two retail chains (grocery and variety stores), public data, map data, and an experiment with retail managers. Our parsimonious model compares well to more complex multivariate benchmarks and remains more robust across modeling choices. We put forth a scale measure that can be cheaply obtained from map data, offering accessible applications for retail and public policy managers (e.g., “heat maps” across all potential locations in a city) and to marketing research in general (e.g., as input or control variable for geo or mobile marketing).</abstract>
    <parentTitle language="eng">SSRN eLibrary</parentTitle>
    <identifier type="doi">10.2139/ssrn.3738003</identifier>
    <identifier type="issn">1556-5068</identifier>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
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    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Lennard</firstName>
      <lastName>Schmidt</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>34765</id>
    <completedYear/>
    <publishedYear>2024</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>362</pageFirst>
    <pageLast>381</pageLast>
    <pageNumber>20</pageNumber>
    <edition/>
    <issue>3</issue>
    <volume>100</volume>
    <type>articler</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-12-02</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Decomposing cross-channel advertising support of retailer price promotions</title>
    <abstract language="eng">Retailers’ communication support for their price promotions is shifting from traditional flyers and circulars (so-called feature ads) to conventional media channels, especially digital ads. It is not clear, if and how supporting price promotion with advertising in digital media benefits sales of the promoted product above and beyond the price promotion itself. Further, retail managers require guidance on whether only the promoted product or also their overall business gains from ad support (e.g., from category or cross-period expansions) to negotiate trade promotion support with manufacturers of the promoted products. Using a field experiment with a grocery retailer, we decompose the effects of the advertising support of price discount promotions across digital and print marketing channels. We find that the effectiveness assessment of the advertising channels depends on the beneficiary: while digital channels most effectively support sales of the promoted product (35 % uplift vs. non-promotion period) – especially for popular consumer-pull products (+85 %), traditional print channels improve the performance for the retailer as a whole (+3 % uplift of the total category sales), with a combination of ads having the largest effect (+5 % uplift of the total category sales). This research offers guidance for retail and manufacturer managers tasked with designing price promotions and configuring the ad support across channels, and negotiating trade promotion budgets or manufacturer support for the advertisements.</abstract>
    <parentTitle language="eng">Journal of Retailing</parentTitle>
    <identifier type="doi">10.1016/j.jretai.2024.05.002</identifier>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="Referiert">Beitrag ist referiert / Article peer-reviewed</enrichment>
    <enrichment key="Publikationsweg">Open Access</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="opus.doi.autoCreate">false</enrichment>
    <enrichment key="opus.urn.autoCreate">false</enrichment>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <submitter>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </submitter>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Cross-channel advertising, Price promotions, Omnichannel, Discounts, Retail media</value>
    </subject>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
  </doc>
  <doc>
    <id>34822</id>
    <completedYear/>
    <publishedYear>2024</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume>53</volume>
    <type>conferenceobject_ref</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-12-09</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Preventing the Death of the High Street</title>
    <abstract language="eng">Inner-city store closures, the so-called “death of the high street”, are a phenomenon&#13;
 that affects retailers and municipalities across the globe. Extant research lacks an&#13;
 understanding of potential interventions that help mitigate this phenomenon. The&#13;
 present research uses unique observational panel data from 17,000 stores for the years&#13;
 2015 and 2022 to test the effects of city-level government intervention (inner-city&#13;
 investment prize) on the propensity of local stores to fall empty or empty stores to see&#13;
 a store opening. Using a quasi-experiment (discontinuity of prize competition&#13;
 participants with or without prize money) and a Markov model, our results indicate&#13;
 that even modest government investment can help to reduce the probability of&#13;
 vacancies and increase the probability of store openings.</abstract>
    <parentTitle language="eng">Proceedings  of the European Marketing Academy</parentTitle>
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    <submitter>
      <firstName>Clara</firstName>
      <lastName>Galle</lastName>
    </submitter>
    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
    </author>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
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    <id>32052</id>
    <completedYear/>
    <publishedYear>2023</publishedYear>
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    <language>eng</language>
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    <publisherName>European Marketing Academy</publisherName>
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    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2023-11-30</completedDate>
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    <title language="eng">Promoting Price Discounts across Channels: The Role of Discount Level and Product Sales Frequency</title>
    <abstract language="eng">The most common promotional activity are price discounts, and retailers have to choose whether to further promote their price discounts with ads in offline (e.g., print) or online (e.g., banner ads) channels. However, retail managers lack guidance for which promotional channel (offline or online) would support price discounts best and what types of products (high or low sales frequency) would benefit most. Using a field experiment, we disentangle the interacting effects of price discounts (at various discount levels) and their supporting promotional channel. We find that digi-tal promotions of price discounts are more effective than non-digital print campaigns to increase sales beyond the base price discount effect. In addition, the product’s sales frequency matters: rela-tively, digital promotions best support price-discounted low-sales-frequency products, and steeply discounted high-sales-frequency products receive additional support from offline ads.</abstract>
    <parentTitle language="eng">Proceedings of the European Marketing Academy, EMAC 2023 Annual, Odense, Denmark, May 24, 2023</parentTitle>
    <identifier type="issn">2709-1589</identifier>
    <identifier type="url">https://proceedings.emac-online.org/index.cfm?abstractid=A2023-114395&amp;Promoting%20Price%20Discounts%20across%20Channels:%20The%20Rol</identifier>
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    <enrichment key="Artikelnummer">A2023-114395</enrichment>
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    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <enrichment key="Fprofil">4 Künstliche Intelligenz und Sensorik / Artificial Intelligence and Sensor Technology</enrichment>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
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      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
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    <author>
      <firstName>Erik</firstName>
      <lastName>Maier</lastName>
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    <collection role="institutes" number="5304">FG ABWL, insbesondere Marketing</collection>
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