The study investigates the effects of direct and mass marketing communications on the adoption timing of a new e-service among existing customers. The mass marketing communications concern both specific new service advertising and brand advertising from both the focal supplier and competitors. Using a split-hazard approach, the authors account for the fact that a significant part of the customer base will never adopt the new e-service. The empirical results show that service advertising shortens the time to adoption, even when it is initiated by competitors.

Additional Metadata
Keywords Competitive advertising, E-services, Hazard model, New product adoption, Telecommunications
JEL Statistical Decision Theory; Operations Research (jel C44), Business Administration and Business Economics; Marketing; Accounting (jel M), Marketing (jel M31), Advertising (jel M37)
Publisher Erasmus Research Institute of Management (ERIM)
Persistent URL
Prins, R, & Verhoef, P.C. (2007). Marketing Communication Drivers of Adoption Timing of a New E-Service among Existing Customers (No. ERS-2007-018-MKT). ERIM report series research in management Erasmus Research Institute of Management. Erasmus Research Institute of Management (ERIM). Retrieved from