Skip to main content
SpringerLink
Log in

Advances in Marketing Management Support Systems

  • Chapter
Handbook of Marketing Decision Models

Part of the book series: International Series in Operations Research & Management Science ((ISOR,volume 121))

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 259.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Notes

  1. 1.

    For example, linear advertising models that were fit for optimization through linear programming, rather than for describing how advertising really works (Engel and Warshaw 1964).

  2. 2.

    Note the difference with Table 3 in Chapter 16 by Lilien and Rangaswamy which presents an overview of Decision Models that were all successful in terms of improving the quality of decision making. All of these award-winning models were “success stories.” Table 17.1 is different in that it summarizes studies where the investigation of the effects of the use of MMSS is central.

  3. 3.

    See for example: “The Analogical Scientist” (Holyoak and Thagard 1995, Chapter 8).

References

  • Aamodt, A., E. Plaza. 1994. Case-Based Reasoning: Foundational Issues, Methodological Variations, and System Approaches. AI Communications 7(1) 39–59.

    Google Scholar 

  • Abraham, M.M., L.M. Lodish. 1987. PROMOTER: An Automated Promotion Evaluation System. Marketing Science 6(2) 101–23.

    Article  Google Scholar 

  • Ackoff, R.L. 1967. Management Misinformation Systems. Management Science 14(December) 147–156.

    Article  Google Scholar 

  • Adams, B., E.S. Berner, J. R. Wyatt. 2004. Applying Strategies to Overcome User Resistance in a Group of Clinical Managers to a Business Software Application: A Case Study. Journal of Organizational and End User Computing 16(4) 55–64.

    Google Scholar 

  • Alavi, M., E.A. Joachimsthaler. 1992. Revisiting DSS Implementation Research: A Meta-Analysis of the Literature and Suggestions for Researchers. MIS Quarterly 16(1) 95–116.

    Article  Google Scholar 

  • Althuizen, N.A.P., B. Wierenga. 2007. The Value of Analogical Reasoning for the Design of Sales Promotion Campaigns: A Case-Based Reasoning Approach. ERIM Working Paper. Erasmus University, 2008.

    Google Scholar 

  • Ambler, T., J. Roberts. 2006. Beware the Silver Metric: Marketing Performance Measurement Has to Be Multidimensional. MSI Reports. Marketing Science Institute.

    Google Scholar 

  • Barki, H., S.L. Huff. 1990. Implementing Decision Support Systems: Correlates of User Satisfaction and System Usage. INFOR 28(2) 89–101.

    Google Scholar 

  • Bass, F.M., R.D. Buzzel, M.R. Greene, Eds. 1961. Mathematical Models and Methods in Marketing. Homewood, Irwin, IL.

    Google Scholar 

  • Blattberg, R.C., R. Glazer, J.D.C. Little, Eds. 1994. The Marketing Information Revolution. Harvard Business School Press, Boston.

    Google Scholar 

  • Brien, R.H., J.E. Stafford. 1968. Marketing Information Systems: A New Dimension for Marketing Research. Journal of Marketing 32(3) 19–23.

    Article  Google Scholar 

  • Bucklin, R.E., D.R. Lehmann, J.D.C. Little. 1998. From Decision Support to Decision Automation: A 2020 Vision. Marketing Letters 9(3) 235–246.

    Article  Google Scholar 

  • Burke, R.R. 1991. Reasoning with Empirical Marketing Knowledge. International Journal of Research in Marketing 8(1) 75–90.

    Article  Google Scholar 

  • Burke, R.R., A. Rangaswamy, J. Wind, J. Eliashberg. 1990. A Knowledge-Based System for Advertising Design. Marketing Science 9(3) 212–29.

    Article  Google Scholar 

  • Buzzel, R.D. 1964. Mathematical Models and Marketing Management. Harvard University, Division of Research, Boston.

    Google Scholar 

  • Carlsson, C., E. Turban. 2002. DSS: Directions for the Next Decade. Decision Support Systems 33(2) 105–110.

    Article  Google Scholar 

  • Chakravarti, D., A. Mitchell, R. Staelin. 1979. Judgment Based Marketing Decision Models: An Experimental Investigation of the Decision Calculus Approach. Management Science 25(3) 251–263.

    Article  Google Scholar 

  • Davis, F.D. 1989. Perceived Usefulness, Perceived Ease Of Use, And User Acceptance of Information Technology. MIS Quarterly 13(3) 319–340.

    Article  Google Scholar 

  • Day, G.S. 2003. Creating a Superior Customer-Relating Capability. Sloan Management Review 44(3) 77–82.

    Google Scholar 

  • DeLone, W.H., E.R. McLean. 1992. Information Systems Success: The Quest for the Dependent Variable. Information Systems Research 3(1) 60–95.

    Article  Google Scholar 

  • Eliashberg, J., G.L. Lilien. 1993. Handbooks in Operations Research and Management Science. Volume 5: Marketing. Elsevier Science Publishers, Amsterdam.

    Google Scholar 

  • Engel, J.F., M.R. Warshaw. 1964. Allocating Advertising Dollars by Linear-Programming. Journal of Advertising Research 4(1) 42–48.

    Google Scholar 

  • Fader, P.S., B.G.S. Hardie, K.K. Lee. 2005. Counting Your Customers the Easy Way: an Alternative to the Pareto/NBD Model. Marketing Science 24(2) 275–284.

    Article  Google Scholar 

  • Ferrat, T.W., G.E. Vlahos. 1998. An Investigation of Task-Technology Fit for Managers in Greece and the US. European Journal of Information Systems 7(2) 123–136.

    Article  Google Scholar 

  • Finke, R.A., T.B. Ward, S.M. Smith. 1992. Creative Cognition: Theory, Research, and Applications. MIT Press, Cambridge, MA

    Google Scholar 

  • Frank, R.E., A.A. Kuehn, W.F. Massy, Eds.1962. Quantitative Techniques in Marketing Analyses. Irwin, Homewood, IL.

    Google Scholar 

  • Fudge, W.K., L.M. Lodish. 1977. Evaluation of the Effectiveness of a Model Based Salesman's Planning by Field Experimentation. Interfaces 8(1, Part 2) 97–106.

    Article  Google Scholar 

  • Gensch, D., N. Arersa, S.P. Moore. 1990. A Choice Modeling Market Information system that Enabled ABB Electric to Expand Its Market Share. Interfaces 20(1) 6–25.

    Article  Google Scholar 

  • Gentner, D. 1983. Structure-Mapping: A Theoretical Framework for Analogy. Cognitive Science 7(2) 155–70.

    Article  Google Scholar 

  • George, M., C. Ma, T. Mark, J.A. Petersen. 2007. Marketing Metrics and Financial Performance. Marketing Science Conference on Marketing Metrics and Financial Performance Vol. 07-300. MSI., Boston, Massachusetts.

    Google Scholar 

  • Gick, M.L., K.J. Holyoak.1980. Analogical Problem Solving. Cognitive Psychology 12(3) 306–55.

    Article  Google Scholar 

  • Glazer, R. 1999. Winning in Smart Markets. Sloan Management Review 40(4) 59–69.

    Google Scholar 

  • Goel,V., P. Pirolli. 1989. Motivating the Notion of Generic Design Within Information-Processing Theory: The Design Problem Space. AI Magazine 10(1) 19–36.

    Google Scholar 

  • Goldstein, D.K. 2001. Product Managers' Use of Scanner Data: A Story of Organizational Learning. Deshpande, R. Ed. Using Market Knowledge. Sage Publications, Thousand Oaks, CA.

    Google Scholar 

  • Gorry, G.A., M.S. Scott-Morton. 1971. A Framework for Management Information Systems. Sloan Management Review 13(Fall) 55–70.

    Google Scholar 

  • Gregan-Paxton, J., D.R. John. 1997. Consumer Learning by Analogy: A Model of Internal Knowledge Transfer. Journal of Consumer Research 24(December) 266–84.

    Article  Google Scholar 

  • Hoch, S.J., D.A. Schkade. 1996. A Psychological Approach to Decision Support Systems. Management Science 42(1) 51–64.

    Article  Google Scholar 

  • Holyoak, K.J., P. Thagard. 1995. Mental Leaps: Analogy in Creative Thought. MIT Press, Cambridge, MA.

    Google Scholar 

  • Jonassen, D.H. 2000. Toward a Design Theory of Problem Solving. Educational Technology Research and Development 48(4) 63–85.

    Article  Google Scholar 

  • Kayande, U., A. De Bruyn, G. Lilien, A. Rangaswamy, G.H. van Bruggen. 2006. How Feedback Can Improve Managerial Evaluations of Model-based Marketing Decision Support Systems. Institute for the Study of Business Markets, Penn State University.

    Google Scholar 

  • Kolodner, J.L. 1993. Case-based Reasoning. Morgan Kaufmann Publishers, Inc., San Mateo, CA.

    Google Scholar 

  • Kotler, PH. 1966. A Design for the Firm's Marketing Nerve Center. Business Horizons 9(3) 63–74.

    Article  Google Scholar 

  • Kotler, PH. 1971. Marketing Decision Making: A Model Building Approach. Holt, Rinehart and Winston, New York.

    Google Scholar 

  • Leake, D.B. 1996. CBR in Context: The Present and Future. Leake, D.B. Ed. Case-Based Reasoning: Experiences, Lessons, and Future Directions. AAAI Press/MIT Press, Menlo Park.

    Google Scholar 

  • Leonard-Barton, D., I. Deschamps. 1988. Managerial Influence In The Implementation Of New Technology. Management Science 34(10) 1252–1265.

    Article  Google Scholar 

  • Li, E.Y, R. McLeod, Jr., J.C. Rogers. 2001. Marketing information systems in Fortune 500 companies: a longitudinal analysis of 1980, 1990, and 2000. Information & Management 38(5) 307–322.

    Article  Google Scholar 

  • Lilien, G.L., PH. Kotler.1983. Marketing Decision Making: A Model-Building Approach. Harper & Row, New York.

    Google Scholar 

  • Lilien, G.L., PH. Kotler, K.S. Moorthy.1992. Marketing Models. Prentice-Hall, Englewood Cliffs NJ.

    Google Scholar 

  • Lilien, G.L., A. Rangaswamy. 2004. Marketing Engineering: Computer Assisted Marketing Analysis and Planning. (2nd ed.). PrenticeHall, Upper Saddle River NJ.

    Google Scholar 

  • Lilien, G.L, A. Rangaswamy, K. Starke, G.H. van Bruggen. 2001. How and Why Decision Models Influence Marketing Resource Allocations. University Park, PA. ISBM.

    Google Scholar 

  • Lilien, G.L., A. Rangaswamy, G.H. Van Bruggen, K. Starke. 2004. DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception. Information Systems Research 15(3) 216–35.

    Article  Google Scholar 

  • Little, J.D.C. 1970. Models and Managers: The Concept of A Decision Calculus. Management Science 16 B466–B485.

    Article  Google Scholar 

  • Little, J.D.C. 1979. Decision Support Systems for Marketing Managers. Journal of Marketing 43(3) 9–26.

    Article  Google Scholar 

  • Lodish, L.M., E. Curtis, M. Ness, M.K. Simpson. 1988. Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories. Interfaces 18(1) 5–20.

    Article  Google Scholar 

  • Markman, A.B., C.P. Moreau. 2001. Analogy and Analogical Comparison. Gentner D., K.J. Holyoak, B.N. Kokinov, Eds.The Analogical Mind: Perspectives from Cognitive Science. The MIT Press, Cambridge, MA.

    Google Scholar 

  • Marsh, R.L., J.D. Landau, J.L. Hicks. 1996. How Examples May (and May Not) Constrain Creativity. Memory & Cognition 24(5) 669–80.

    Article  Google Scholar 

  • McCann, J.M., Gallagher, J.P. 1990. Expert Systems for Scanner Data Environments. Kluwer, Boston, MA.

    Google Scholar 

  • McIntyre, S.H. 1982. An Experimental Study of the Impact of Judgment-Based Marketing Models. Management Science 28(1) 17–33.

    Article  Google Scholar 

  • Montgomery, D.B., G.L. Urban.1969. Management Science in Marketing. Prentice Hall, Englewood Cliffs.

    Google Scholar 

  • Neslin, S.A, S. Gupta, W. Kamakura, J. Lu, Ch.H. Mason. 2006. Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models. Journal of Marketing Research 43(May) 204–211.

    Article  Google Scholar 

  • Payne, J.W., J. Bettman, E.J. Johnson. 1993. The Adaptive Decision Maker. Cambridge University Press, New York.

    Google Scholar 

  • Pettigrew, A.M. 1979. On Studying Organizational Cultures. Administrative Science Quarterly 24(4) 570–581.

    Article  Google Scholar 

  • Rai, A., S.S. Lang, R.B Welker. 2002. Assessing the Validity of IS Success Models: An Empirical Test and Theoretical Analysis. Information Systems Research 13(1) 50.

    Article  Google Scholar 

  • Rangaswamy, A. 1993. Marketing Decision Models: From Linear Programs to Knowledge-based Systems. Eliashberg, J., G.L. Lilien, Eds. Handbooks in Operations Research and Management Science: Marketing. Vol. 5. Elsevier Science Publishers, Amsterdam, 733–771.

    Google Scholar 

  • Reitman, W.R. 1965. Cognition and Thought. John Wiley and Sons, New York, NY.

    Google Scholar 

  • Reinartz, W., M. Krafft, W.D. Hoyer. 2004. The Customer Relationship Management Process: Its Measurement and Impact on Performance. Journal of Marketing Research 41(3) 293–305.

    Article  Google Scholar 

  • Riesbeck, C.K., R.C. Schank. 1989. Inside Case-Based Reasoning. Lawrence Erlbaum, Hillsdale, NJ.

    Google Scholar 

  • Rigby, D. 2001. Management Tools and Techniques: A survey. California Management Review 43(2) 139–160.

    Google Scholar 

  • Roberts, J.H. 2000. The Intersection of Modelling Potential and Practice. International Journal of Research in Marketing 17(2/3) 127–134.

    Article  Google Scholar 

  • Sanders, N.R., K.B. Manrodt. 2003. Forecasting Software in Practice: Use, Satisfaction, and Performance. Interfaces 33(5) 90–93.

    Article  Google Scholar 

  • Schank, R.C. 1982. Dynamic Memory. Cambridge University Press, Cambridge.

    Google Scholar 

  • Seddon, P.B. 1997. A Respecification and Extension of the Delone and McLean Model of IS Success. Information Systems Research 8(3) 240–253.

    Article  Google Scholar 

  • Simon, H.A. 1977. The New Science of Management Decision, revised edition. Prentice-Hall, Englewood Cliffs, NJ.

    Google Scholar 

  • Simon, H.A., A. Newell. 1958. Heuristic Problem Solving: The Next Advance in Operations Research. Operations Research 6(January–February) 1–10.

    Article  Google Scholar 

  • Swift, R.S. 2001. Accelerating Customer Relationships: Using CRM and Relationship Technologies. Prentice Hall, Upper Saddle River NJ.

    Google Scholar 

  • Todd, P., I. Benbasat. 1999. Evaluating the Impact of DSS, Cognitive Effort, and Incentives on Strategy Selection. Information Systems Research 10(4) 356–374.

    Article  Google Scholar 

  • Tversky, A., D. Kahneman. 1974. Judgment Under Uncertainty: Heuristics and Biases. Science 185 1124–30.

    Article  Google Scholar 

  • Udo, G.J., J.S. Davis.1992. Factors Affecting Decision Support System Benefits. Information & Management 23(6) 359–371.

    Article  Google Scholar 

  • Van Bruggen, G.H., A. Smidts, B. Wierenga. 1996. The Impact of the Quality of a Marketing Decision Support System: An Experimental Study. International Journal of Research in Marketing 13(4) 331–343.

    Article  Google Scholar 

  • Van Bruggen, G.H., A. Smidts, B. Wierenga.1998. Improving Decision Making by Means of a Marketing Decision Support System. Management Science 44(5) 645–58.

    Article  Google Scholar 

  • Venkatesh, V. 2000. Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model. Information Systems Research 11(4) 342–365.

    Article  Google Scholar 

  • Vlahos, G.E., T.W. Ferratt, G. Knoepfle. 2004. The Use of Computer-Based Information Systems by German Managers to Support Decision Making. Information & Management 41(6) 763–779.

    Article  Google Scholar 

  • Voss, J.F., T.A. Post. 1988. On the Solving of Ill-Structured Problems. Chi, M.T., R. Glaser, M.J. Farr, Eds. The Nature of Expertise. Lawrence Erlbaum, New Jersey.

    Google Scholar 

  • Wierenga, B. 1990. The First Generation of Marketing Expert Systems. Working Paper. Marketing Department, The Wharton school, University of Pennsylvania.

    Google Scholar 

  • Wierenga, B., A. Dalebout, S. Dutta. 2000. BRANDFRAME: A Marketing Management Support System for the Brand Manager. Wierenga, B., G.H. van Bruggen, Eds. Marketing Management Support System: Principles, Tools, and Implementation. Kluwer Academic Publisher, Boston, 231–262.

    Google Scholar 

  • Wierenga, B., P.A.M. Oude Ophuis. 1997. Marketing Decision Support Systems: Adoption, Use, and Satisfaction. International Journal of Research in Marketing 14(3) 275–290.

    Google Scholar 

  • Wierenga, B., G.H. van Bruggen. 1997. The Integration of Marketing Problem-Solving Modes and Marketing Management Support Systems. Journal of Marketing 61(3) 21.

    Article  Google Scholar 

  • Wierenga, B., and G.H. van Bruggen. 2000. Marketing Management Support Systems: Principles, Tools and Implementation. Kluwer Academic Publishers, Boston.

    Google Scholar 

  • Wierenga, B., G.H. van Bruggen. 2001. Developing a Customized Decision-Support System for Brand Managers. Interfaces 31(3, Part 2 of 2) S128–S45.

    Article  Google Scholar 

  • Wierenga, B., G.H. van Bruggen, R. Staelin. 1999. The Success of Marketing Management Support Systems. Marketing Science 18(3) 196–207.

    Article  Google Scholar 

  • Winer, R.S. 2001. A Framework for Customer Relationship Management. California Management Review 43(Summer) 89–105.

    Google Scholar 

  • Zinkhan, G.M., E.A. Joachimsthaler, T.C. Kinnear. 1987. Individual Differences and Marketing Decision Support System Usage and Satisfaction. Journal of Marketing Research 24(2) 208–214.

    Article  Google Scholar 

  • Zmud, R.W. 1979. Individual Differences and MIS Success: A Review of the Empirical Literature. Management Science 25(10) 966–975.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. RSM Erasmus University, Rotterdam

    Berend Wierenga

Authors
  1. Berend Wierenga
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Gerrit H. van Bruggen
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Niek A. P. Althuizen
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Berend Wierenga .

Editor information

Editors and Affiliations

  1. Erasmus University, Rotterdam, The Netherlands

    Berend Wierenga (Prof) (Prof)

Rights and permissions

Reprints and permissions

Copyright information

© 2008 Springer Science+Business Media, LLC

About this chapter

Cite this chapter

Wierenga, B., van Bruggen, G.H., Althuizen, N.A.P. (2008). Advances in Marketing Management Support Systems. In: Wierenga, B. (eds) Handbook of Marketing Decision Models. International Series in Operations Research & Management Science, vol 121. Springer, Boston, MA. https://doi.org/10.1007/978-0-387-78213-3_17

Download citation

Publish with us

Policies and ethics

Search

Navigation