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+  {
+    "paper_a_id": "1529732115",
+    "paper_b_id": "2162281403",
+    "paper_a_count": 18,
+    "paper_b_count": 6,
+    "time_period": "2010-02",
+    "paper_a_abstract": "purpose this double special issue called for logistics solutions and supply chains in times of climate change the purpose of this editorial is to investigate the current and future implications of climate change and in particular energy efficiency for logistics and supply chain management scm design methodology approach against the backdrop of climate change a conceptual framework is constructed that reflects on the immediate and tangible effects of a sustainable agenda on logistics and scm findings energy efficiency has been largely neglected in logistics and scm at the same time considering energy efficiency requires considerable rethinking on the operational level from transportation emissions to the cold chain as well as even the conceptual level the energy agenda needs a further development of logistics theory and practice originality value the editorial highlights the challenges of sustainability and energy in the context of logistics and scm pertaining to their novelty importanc",
+    "paper_b_abstract": "executive overview in the wake of the recent financial crisis proposals have been put forward to resolve problems with executive pay and incentives although these proposals discuss ways firms or regulators might get executives to hold greater incentives they fail to identify how one should determine whether an executive has enough or too much incentives we lay out an economic framework for thinking about what level of performance based incentives an executive should have in doing so we emphasize how performance based incentives are linked to executive pay levels as well as to the level of executives wealth we also make clear both the benefits and costs of performance based incentives",
+    "paper_a_title": "the sustainable agenda and energy efficiency",
+    "paper_b_title": "is ceo pay too high and are incentives too low a wealth based contracting framework"
+  },
+  {
+    "paper_a_id": "2025029545",
+    "paper_b_id": "3123362894",
+    "paper_a_count": 40,
+    "paper_b_count": 10,
+    "time_period": "2001-01",
+    "paper_a_abstract": "the paper analyzes the effects of strategic behavior by an insider in a price discovery process akin to an information tatonnement in the presence of a competitive informed sector such processes are used in the preopening period of continuous trading systems in several exchanges it is found that the insider manipulates the market using a contrarian strategy in order to neutralize the effect of the trades of competitive informed agents furthermore consistently with the empirical evidence available we find that information revelation accelerates close to the opening that the market price does not converge to the fundamental value no matter how many rounds the tatonnement has and that the expected trading volume displays a u shaped pattern we also find that a market with a larger competitive sector smaller insider has an improved informational efficiency and an increased trading volume the insider provides a public good a lower informativeness of the price for the competitive informed sector",
+    "paper_b_abstract": "procurement contracts ex post",
+    "paper_a_title": "strategic behavior and price discovery",
+    "paper_b_title": "incentives versus transaction costs a theory of procurement contracts"
+  },
+  {
+    "paper_a_id": "2123652660",
+    "paper_b_id": "3122535236",
+    "paper_a_count": 91,
+    "paper_b_count": 16,
+    "time_period": "1999-12",
+    "paper_a_abstract": "this article describes the hr management system in place at sears key emphases of sears hr management infrastructure include 1 formulating and communicating a corporate mission vision and goals 2 employee education and development through the sears university 3 performance management and incentive compensation systems linked closely to the firm s strategy 4 validated employee selection systems and 5 delivering the hr basics very competently key challenges for the future include 1 maintaining momentum in the performance improvement process 2 identifying barriers to success and 3 clearly articulating hr s role in the change management process 1999 john wiley sons inc",
+    "paper_b_abstract": "what personal characteristics predict whether or not people buy on the net look for a wired lifestyle and time starvation not demographics consumers worldwide can shop online 24 hours a day seven days a week 365 days a year some market sectors including insurance financial services computer hardware and software travel books music video flowers and automobiles are experiencing rapid growth in online sales 7 for example in jan 1999 dell computer corp was selling an average of 14 million of equipment online per day 3 and amazon com has become the third largest bookseller in the u s despite being in business only since 1995 6 with projections that the internet will generate consumer and business to business sales in excess of 294 billion by 2002 2 online retailing raises many questions about how to market on the net",
+    "paper_a_title": "strategic human resource management at sears",
+    "paper_b_title": "predictors of online buying behavior"
+  },
+  {
+    "paper_a_id": "2055014893",
+    "paper_b_id": "2053234057",
+    "paper_a_count": 607,
+    "paper_b_count": 5,
+    "time_period": "1989-01",
+    "paper_a_abstract": "recently we completed a project that gathered information about fma members opinions concerning an exposure draft dated november 30 1987 proposed statement of financial accounting standards disclosures about financial instruments issued by the financial accounting standards board fasb this proposed statement is the first document issued for comment as part of the board s project on financial instruments and offbalance sheet financing the board undertook this project partly in response to concerns expressed by many that newly created financial instruments such as interest rate swaps options forward interest rate contracts financial guarantees and repurchase agreements which are increasingly important for both financial institutions and nonfinancial entities were not being reported or not being adequately reported in financial statements a random sample of 400 members was selected for this study critical issues were identified and incorporated into the final questionnaire a response rate of approximately 23 or 93 questionnaires was obtained a null hypothesis was developed for each question with a scaled mean score sms computed to test each hypothesis the fasb in the exposure draft has made tentative decisions concerning information about credit risk future cash receipts and payments interest rates and market values fasb members did not agree on all issues the exposure draft requires disclosures about all financial instruments but does not affect recognition measurement or classification in the financial statements",
+    "paper_b_abstract": "managers regularly have to struggle with conflict within the marketing channel and it is therefore important that marketing managers should have an understanding of conflict and its meaning in the channel setting this paper attempts to provide a background to this understanding by reviewing the conceptual and empirical developments in the field of marketing channel conflict these developments are drawn together into an integrated model of current research into channel conflict",
+    "paper_a_title": "fma member opinions regarding fasb exposure draft on disclosures about financial instruments",
+    "paper_b_title": "conceptual and empirical developments of marketing channel conflict"
+  },
+  {
+    "paper_a_id": "2066060244",
+    "paper_b_id": "2028130735",
+    "paper_a_count": 51,
+    "paper_b_count": 25,
+    "time_period": "1994-02",
+    "paper_a_abstract": "customer base analysis is concerned with using the observed past purchase behavior of customers to understand their current and likely future purchase patterns more specifically as developed in schmittlein et al 1987 customer base analysis uses data on the frequency timing and dollar value of each customer s past purchases to infer the number of customers currently active how that number has changed over time which individual customers are most likely still active how much longer each is likely to remain an active customer and how many purchases can be expected from each during any future time period of interest in this paper we empirically validate the model proposed by schmittlein et al in doing so we provide one of the few applications of stochastic models to industrial purchase processes and industrial marketing decisions besides showing that the model does capture key aspects of the purchase process we also present a more effective parameter estimation method and some resul",
+    "paper_b_abstract": "in markets in which first time purchases are rare advertising if it works at all affects brand shares by either inducing switching or retaining customers who otherwise might switch there are three possible consequences advertising exposure can have on a household s brand choice it can increase the probability that the household will change brands brand switching it can induce the household to stay with the brand last purchased repeat purchasing or it can have no effect on choice probabilities",
+    "paper_a_title": "customer base analysis an industrial purchase process application",
+    "paper_b_title": "the effects of advertising on brand switching and repeat purchasing"
+  },
+  {
+    "paper_a_id": "2330585305",
+    "paper_b_id": "2046355134",
+    "paper_a_count": 28,
+    "paper_b_count": 14,
+    "time_period": "1991",
+    "paper_a_abstract": "the author investigates the impact of retail price promotions on consumer purchasing patterns and the performance of competing retailers a conceptual framework for retail promotional effects that",
+    "paper_b_abstract": "the deregulation movement has motivated the experimental study of auction markets designed for interdependent network industries such as natural gas pipelines or electric power systems decentralized agents submit bids to buy commodity and offers to sell transportation and commodity to a computerized dispatch center computer algorithms determine prices and allocations that maximize the gains from exchange in the system relative to the submitted bids and offers the problem is important because traditionally the scale and coordination economies in such industries were thought to require regulation laboratory experiments are used to study feasibility limitations incentives and performance of proposed market designs for deregulation providing motivation for new theory",
+    "paper_a_title": "assessing the impact of retail price promotions on product substitution complementary purchase and interstore sales displacement",
+    "paper_b_title": "smart computer assisted markets"
+  },
+  {
+    "paper_a_id": "2330585305",
+    "paper_b_id": "2075964238",
+    "paper_a_count": 28,
+    "paper_b_count": 14,
+    "time_period": "1991",
+    "paper_a_abstract": "the author investigates the impact of retail price promotions on consumer purchasing patterns and the performance of competing retailers a conceptual framework for retail promotional effects that",
+    "paper_b_abstract": "abstract a new and direct validation study of the use of patent citation analysis in corporate technological assessment is reported in which a strong association was found between citation counts for highly cited u s patents and knowledgeable peer opinion as to the technical importance of the patents a set of 20 researchers and research managers at eastman kodak all of whom are working in the area of silver halide technology were asked to each rate the technical impact and importance of each patent in overlapping sets of eastman kodak silver halide patents a total of 77 patents had been selected for rating from 129 silver halide technology patents issued by the u s patent and trademark office to eastman kodak in 1982 and 1983 the patents ranged from those receiving zero citations to highly cited patents cited 10 or more times on the front pages of subsequent u s patents issued through 1988 amongst the infrequently cited patents there were no statistically significant differences between the peer and citation ratings although there was a rather steady small progression of both ratings however in contrast to the small differences at the low citation end the group of highly cited patents were rated far more highly by the evaluators with a difference in ratings that was statistically significant this directly shows that highly cited patents are of greater technical importance than less frequently cited patents in the opinion of knowledgeable peer researchers and inventors and thereby supports the growing use of patent citation indicators in assessing the technological importance of a company s patent portfolio",
+    "paper_a_title": "assessing the impact of retail price promotions on product substitution complementary purchase and interstore sales displacement",
+    "paper_b_title": "direct validation of citation counts as indicators of industrially important patents"
+  },
+  {
+    "paper_a_id": "2330585305",
+    "paper_b_id": "2009346259",
+    "paper_a_count": 28,
+    "paper_b_count": 7,
+    "time_period": "1991",
+    "paper_a_abstract": "the author investigates the impact of retail price promotions on consumer purchasing patterns and the performance of competing retailers a conceptual framework for retail promotional effects that",
+    "paper_b_abstract": "examines the need for marketers of service innovations to be aware of barriers to trial and adoption considers the example of the introduction of interactive home video ordering services in the usa which failed in part due to inaccurate market segmentation and targeting introduces empirical evidence based on roger s model of diffusion that early trier segments exist for innovative services states that the study s findings are of relevance to other services such as cellular telephone systems and electronic funds transfer systems concludes that early trier segments should be targeted during initial marketing carried out by service providers who will have studied potential markets and identified requirements of different segments",
+    "paper_a_title": "assessing the impact of retail price promotions on product substitution complementary purchase and interstore sales displacement",
+    "paper_b_title": "profiling early triers of service innovations a look at interactive home video ordering services"
+  },
+  {
+    "paper_a_id": "2046355134",
+    "paper_b_id": "2009346259",
+    "paper_a_count": 14,
+    "paper_b_count": 7,
+    "time_period": "1991",
+    "paper_a_abstract": "the deregulation movement has motivated the experimental study of auction markets designed for interdependent network industries such as natural gas pipelines or electric power systems decentralized agents submit bids to buy commodity and offers to sell transportation and commodity to a computerized dispatch center computer algorithms determine prices and allocations that maximize the gains from exchange in the system relative to the submitted bids and offers the problem is important because traditionally the scale and coordination economies in such industries were thought to require regulation laboratory experiments are used to study feasibility limitations incentives and performance of proposed market designs for deregulation providing motivation for new theory",
+    "paper_b_abstract": "examines the need for marketers of service innovations to be aware of barriers to trial and adoption considers the example of the introduction of interactive home video ordering services in the usa which failed in part due to inaccurate market segmentation and targeting introduces empirical evidence based on roger s model of diffusion that early trier segments exist for innovative services states that the study s findings are of relevance to other services such as cellular telephone systems and electronic funds transfer systems concludes that early trier segments should be targeted during initial marketing carried out by service providers who will have studied potential markets and identified requirements of different segments",
+    "paper_a_title": "smart computer assisted markets",
+    "paper_b_title": "profiling early triers of service innovations a look at interactive home video ordering services"
+  },
+  {
+    "paper_a_id": "2075964238",
+    "paper_b_id": "2009346259",
+    "paper_a_count": 14,
+    "paper_b_count": 7,
+    "time_period": "1991",
+    "paper_a_abstract": "abstract a new and direct validation study of the use of patent citation analysis in corporate technological assessment is reported in which a strong association was found between citation counts for highly cited u s patents and knowledgeable peer opinion as to the technical importance of the patents a set of 20 researchers and research managers at eastman kodak all of whom are working in the area of silver halide technology were asked to each rate the technical impact and importance of each patent in overlapping sets of eastman kodak silver halide patents a total of 77 patents had been selected for rating from 129 silver halide technology patents issued by the u s patent and trademark office to eastman kodak in 1982 and 1983 the patents ranged from those receiving zero citations to highly cited patents cited 10 or more times on the front pages of subsequent u s patents issued through 1988 amongst the infrequently cited patents there were no statistically significant differences between the peer and citation ratings although there was a rather steady small progression of both ratings however in contrast to the small differences at the low citation end the group of highly cited patents were rated far more highly by the evaluators with a difference in ratings that was statistically significant this directly shows that highly cited patents are of greater technical importance than less frequently cited patents in the opinion of knowledgeable peer researchers and inventors and thereby supports the growing use of patent citation indicators in assessing the technological importance of a company s patent portfolio",
+    "paper_b_abstract": "examines the need for marketers of service innovations to be aware of barriers to trial and adoption considers the example of the introduction of interactive home video ordering services in the usa which failed in part due to inaccurate market segmentation and targeting introduces empirical evidence based on roger s model of diffusion that early trier segments exist for innovative services states that the study s findings are of relevance to other services such as cellular telephone systems and electronic funds transfer systems concludes that early trier segments should be targeted during initial marketing carried out by service providers who will have studied potential markets and identified requirements of different segments",
+    "paper_a_title": "direct validation of citation counts as indicators of industrially important patents",
+    "paper_b_title": "profiling early triers of service innovations a look at interactive home video ordering services"
+  },
+  {
+    "paper_a_id": "1529732115",
+    "paper_b_id": "3121588992",
+    "paper_a_count": 18,
+    "paper_b_count": 7,
+    "time_period": "2010",
+    "paper_a_abstract": "purpose this double special issue called for logistics solutions and supply chains in times of climate change the purpose of this editorial is to investigate the current and future implications of climate change and in particular energy efficiency for logistics and supply chain management scm design methodology approach against the backdrop of climate change a conceptual framework is constructed that reflects on the immediate and tangible effects of a sustainable agenda on logistics and scm findings energy efficiency has been largely neglected in logistics and scm at the same time considering energy efficiency requires considerable rethinking on the operational level from transportation emissions to the cold chain as well as even the conceptual level the energy agenda needs a further development of logistics theory and practice originality value the editorial highlights the challenges of sustainability and energy in the context of logistics and scm pertaining to their novelty importanc",
+    "paper_b_abstract": "abstract we apply machine learning techniques to construct nonlinear nonparametric forecasting models of consumer credit risk by combining customer transactions and credit bureau data from january 2005 to april 2009 for a sample of a major commercial bank s customers we are able to construct out of sample forecasts that significantly improve the classification rates of credit card holder delinquencies and defaults with linear regression r2 s of forecasted realized delinquencies of 85 using conservative assumptions for the costs and benefits of cutting credit lines based on machine learning forecasts we estimate the cost savings to range from 6 to 25 of total losses moreover the time series patterns of estimated delinquency rates from this model over the course of the recent financial crisis suggest that aggregated consumer credit risk analytics may have important applications in forecasting systemic risk",
+    "paper_a_title": "the sustainable agenda and energy efficiency",
+    "paper_b_title": "consumer credit risk models via machine learning algorithms"
+  },
+  {
+    "paper_a_id": "2092041689",
+    "paper_b_id": "2017405452",
+    "paper_a_count": 41,
+    "paper_b_count": 7,
+    "time_period": "1996",
+    "paper_a_abstract": "abstract through the cooperation of a direct mail women s clothing retailer we were able to conduct a well controlled experiment testing the sales effect of using retail prices that end in the digits 99 rather than 00 e g 29 99 rather than 30 00 the results indicated that the use of 99 endings led to increased consumer purchasing this finding demonstrates the importance of the manager s decision concerning a price s rightmost digits",
+    "paper_b_abstract": "the resources department of the leicester city council lcc has introduced a wide range of initiatives to achieve quality management with the aim to deliver quality services to customers research has shown an improvement in quality management and a commitment to further improvement notable improvements include a change to the organizational culture the application of continuous improvement and the development of a quality assurance programme which can be extended to include iso 9000 argues that the commitment to further improvement needs to be considered in terms of a more formal approach to tqm suggests that an established integrated approach called the tqmex model is particularly appropriate for consideration the output of the research is a tqm strategic plan based on the status quo of lcc the theoretical background of the tqmex model and the experience of the author in total quality practices",
+    "paper_a_title": "increased consumer sales response though use of 99 ending prices",
+    "paper_b_title": "managing quality in a uk local authority the leicester experience"
+  },
+  {
+    "paper_a_id": "2092041689",
+    "paper_b_id": "2076403127",
+    "paper_a_count": 41,
+    "paper_b_count": 5,
+    "time_period": "1996",
+    "paper_a_abstract": "abstract through the cooperation of a direct mail women s clothing retailer we were able to conduct a well controlled experiment testing the sales effect of using retail prices that end in the digits 99 rather than 00 e g 29 99 rather than 30 00 the results indicated that the use of 99 endings led to increased consumer purchasing this finding demonstrates the importance of the manager s decision concerning a price s rightmost digits",
+    "paper_b_abstract": "the authors conduct an experimental study to examine the impact of two types of waiting information waiting duration information and queuing information on consumers reactions to waits of differen",
+    "paper_a_title": "increased consumer sales response though use of 99 ending prices",
+    "paper_b_title": "what to tell consumers in waits of different lengths an integrative model of service evaluation"
+  },
+  {
+    "paper_a_id": "2092041689",
+    "paper_b_id": "2065730915",
+    "paper_a_count": 41,
+    "paper_b_count": 5,
+    "time_period": "1996",
+    "paper_a_abstract": "abstract through the cooperation of a direct mail women s clothing retailer we were able to conduct a well controlled experiment testing the sales effect of using retail prices that end in the digits 99 rather than 00 e g 29 99 rather than 30 00 the results indicated that the use of 99 endings led to increased consumer purchasing this finding demonstrates the importance of the manager s decision concerning a price s rightmost digits",
+    "paper_b_abstract": "the balanced scorecard was developed to measure both current operating performance and the drivers of future performance many managers believe they are using a balanced scorecard when they supplement traditional financial measures with generic non financial measures about customers processes and employees but the best balanced scorecards are more than ad hoc collections of financial and non financial measures the objectives and measures on a balanced scorecard should be derived from the business unit s strategy a scorecard should contain outcome measures and the performance drivers of those outcomes linked together in causeand effect relationships",
+    "paper_a_title": "increased consumer sales response though use of 99 ending prices",
+    "paper_b_title": "linking the balanced scorecard to strategy"
+  },
+  {
+    "paper_a_id": "2002572519",
+    "paper_b_id": "2169739857",
+    "paper_a_count": 14,
+    "paper_b_count": 6,
+    "time_period": "1997",
+    "paper_a_abstract": "abstract this paper formally investigates the factors that relate to the deviations of brand s actual loyalty levels from theoretical norms in packaged goods markets an aggregate measure of brand loyalty share of category requirements commonly tracked by marketing managers is used for this analysis the comparison is conducted against the estimated share of requirements provided by the well established dirichlet model of purchasing behavior we posit that a brand s positioning strategy and marketing mix can influence the magnitude and the direction of the deviation from the norm we use a two step modeling procedure where we first compute the deviation from the norm for each brand and subsequently conduct a regression analysis of this brand level data to test the proposed hypotheses we find that on average brands that cater to some market niche are bought in higher quantities have lower prices promote to a lesser extent and have shallower price cuts and enjoy higher than expected loyalty levels we discuss possible implications of these results and offer guidelines that managers can use to better assess both the actual and the theoretical loyalty levels of their brands",
+    "paper_b_abstract": "option market activity increases by more than 10 percent in the four days before quarterly earnings announcements we show that the direction of this preannouncement trading foreshadows subsequent earnings news specifically we find option traders initiate a greater proportion of long short positions immediately before good bad earnings news midquote returns to active side option trades are positive during nonannouncement periods and are significantly higher immediately prior to earnings announcements bid ask spreads for options widen during the announcement period but traders do not gravitate toward high delta contracts collectively the evidence shows option traders participate generally in price discovery the incorporation of private information in price and more specifically in the dissemination of earnings news",
+    "paper_a_title": "is your brand s loyalty too much too little or just right explaining deviations in loyalty from the dirichlet norm",
+    "paper_b_title": "option trading price discovery and earnings news dissemination"
+  },
+  {
+    "paper_a_id": "2002572519",
+    "paper_b_id": "1643285431",
+    "paper_a_count": 14,
+    "paper_b_count": 5,
+    "time_period": "1997",
+    "paper_a_abstract": "abstract this paper formally investigates the factors that relate to the deviations of brand s actual loyalty levels from theoretical norms in packaged goods markets an aggregate measure of brand loyalty share of category requirements commonly tracked by marketing managers is used for this analysis the comparison is conducted against the estimated share of requirements provided by the well established dirichlet model of purchasing behavior we posit that a brand s positioning strategy and marketing mix can influence the magnitude and the direction of the deviation from the norm we use a two step modeling procedure where we first compute the deviation from the norm for each brand and subsequently conduct a regression analysis of this brand level data to test the proposed hypotheses we find that on average brands that cater to some market niche are bought in higher quantities have lower prices promote to a lesser extent and have shallower price cuts and enjoy higher than expected loyalty levels we discuss possible implications of these results and offer guidelines that managers can use to better assess both the actual and the theoretical loyalty levels of their brands",
+    "paper_b_abstract": "melbourne as biologists down under prepared last month to head off for a christmas of sun and surf they had an extra reason for holiday cheer two government decisions that will add meat to the country s innovative but meagerly funded foray into the world of genome research",
+    "paper_a_title": "is your brand s loyalty too much too little or just right explaining deviations in loyalty from the dirichlet norm",
+    "paper_b_title": "new funds plant seeds for genome research effort"
+  },
+  {
+    "paper_a_id": "2093681647",
+    "paper_b_id": "2169739857",
+    "paper_a_count": 13,
+    "paper_b_count": 6,
+    "time_period": "1997",
+    "paper_a_abstract": "abstract in response to recent changes in the defence market many uk companies have undertaken major reviews of their corporate strategy this article examines the relationship between this strategic change and management change by analysing data derived from a survey of defence firms in the defence dependent region of south west england the results indicate that strategic change has been strongly associated with management change large highly defence dependent companies are particularly likely to have been involved in management change however there is no conclusive evidence that management change has improved company performance management change should hence be planned with care and not viewed as a panacea for improved performance",
+    "paper_b_abstract": "option market activity increases by more than 10 percent in the four days before quarterly earnings announcements we show that the direction of this preannouncement trading foreshadows subsequent earnings news specifically we find option traders initiate a greater proportion of long short positions immediately before good bad earnings news midquote returns to active side option trades are positive during nonannouncement periods and are significantly higher immediately prior to earnings announcements bid ask spreads for options widen during the announcement period but traders do not gravitate toward high delta contracts collectively the evidence shows option traders participate generally in price discovery the incorporation of private information in price and more specifically in the dissemination of earnings news",
+    "paper_a_title": "restructuring the uk defence industry market pressures and management initiatives",
+    "paper_b_title": "option trading price discovery and earnings news dissemination"
+  },
+  {
+    "paper_a_id": "2093681647",
+    "paper_b_id": "1643285431",
+    "paper_a_count": 13,
+    "paper_b_count": 5,
+    "time_period": "1997",
+    "paper_a_abstract": "abstract in response to recent changes in the defence market many uk companies have undertaken major reviews of their corporate strategy this article examines the relationship between this strategic change and management change by analysing data derived from a survey of defence firms in the defence dependent region of south west england the results indicate that strategic change has been strongly associated with management change large highly defence dependent companies are particularly likely to have been involved in management change however there is no conclusive evidence that management change has improved company performance management change should hence be planned with care and not viewed as a panacea for improved performance",
+    "paper_b_abstract": "melbourne as biologists down under prepared last month to head off for a christmas of sun and surf they had an extra reason for holiday cheer two government decisions that will add meat to the country s innovative but meagerly funded foray into the world of genome research",
+    "paper_a_title": "restructuring the uk defence industry market pressures and management initiatives",
+    "paper_b_title": "new funds plant seeds for genome research effort"
+  },
+  {
+    "paper_a_id": "2076764514",
+    "paper_b_id": "2003359494",
+    "paper_a_count": 28,
+    "paper_b_count": 12,
+    "time_period": "1993",
+    "paper_a_abstract": "the author reflects on the research process the review process and the past and future research related to his 1988 article which won the 1993 o dell award",
+    "paper_b_abstract": "this paper presents a technique for estimating a firm s brand equity that is based on the financial market value of the firm brand equity is defined as the incremental cash flows which accrue to branded products over unbranded products the estimation technique extracts the value of brand equity from the value of the firm s other assets this technique is useful for two purposes first the macro approach assigns an objective value to a company s brands and relates this value to the determinants of brand equity second the micro approach isolates changes in brand equity at the individual brand level by measuring the response of brand equity to major marketing decisions empirically we estimate brand equity using the macro approach for a sample of industries and companies then we use the micro approach to trace the brand equity of coca cola and pepsi over three major events in the soft drink industry from 1982 to 1986",
+    "paper_a_title": "reflections on impact of sales promotions on when what and how much to buy",
+    "paper_b_title": "the measurement and determinants of brand equity a financial approach"
+  },
+  {
+    "paper_a_id": "2076764514",
+    "paper_b_id": "1548518595",
+    "paper_a_count": 28,
+    "paper_b_count": 9,
+    "time_period": "1993",
+    "paper_a_abstract": "the author reflects on the research process the review process and the past and future research related to his 1988 article which won the 1993 o dell award",
+    "paper_b_abstract": "a glance at an organizational chart can show who s the boss and who reports to whom but this formal chart won t reveal which people confer on technical matters or discuss office politics over lunch much of the real work in any company gets done through this informal organization with its complex networks of relationships that cross functions and divisions according to consultants david krackhardt and jeffrey hanson managers can harness the true power in their companies by diagramming three types of networks the advice network which reveals the people to whom others turn to get work done the trust network which uncovers who shares delicate information and the communication network which shows who talks about work related matters using employee questionnaires managers can generate network maps that will get to the root of many organizational problems when a task force in a computer company for example was not achieving its goals the ceo turned to network maps to find out why he discovered that the task force leader was central in the advice network but marginal in the trust network task force members did not believe he would look out for their interests so the ceo used the trust map to find someone to share responsibility for the group and when a bank manager saw in the network map that there was little communication between tellers and supervisors he looked for ways to foster interaction among employees of all levels as companies continue to flatten and rely on teams managers must rely less on their authority and more on understanding these informal networks managers who can use maps to identify leverage and revamp informal networks will have the key to success",
+    "paper_a_title": "reflections on impact of sales promotions on when what and how much to buy",
+    "paper_b_title": "informal networks the company behind the chart"
+  },
+  {
+    "paper_a_id": "2076764514",
+    "paper_b_id": "2052043161",
+    "paper_a_count": 28,
+    "paper_b_count": 5,
+    "time_period": "1993",
+    "paper_a_abstract": "the author reflects on the research process the review process and the past and future research related to his 1988 article which won the 1993 o dell award",
+    "paper_b_abstract": "attempts to determine the key strategic variables that lead to superior financial as well as competitive performance investigates the effects of strategic variables on service provider s risk levels suggests that integrating forward having a relatively larger market share sharing customers with other business units in the firm having strong service image and being in a market with a small number of competitors positively influences market share",
+    "paper_a_title": "reflections on impact of sales promotions on when what and how much to buy",
+    "paper_b_title": "determinants of success in service industries a pims based empirical investigation"
+  },
+  {
+    "paper_a_id": "2003359494",
+    "paper_b_id": "2052043161",
+    "paper_a_count": 12,
+    "paper_b_count": 5,
+    "time_period": "1993",
+    "paper_a_abstract": "this paper presents a technique for estimating a firm s brand equity that is based on the financial market value of the firm brand equity is defined as the incremental cash flows which accrue to branded products over unbranded products the estimation technique extracts the value of brand equity from the value of the firm s other assets this technique is useful for two purposes first the macro approach assigns an objective value to a company s brands and relates this value to the determinants of brand equity second the micro approach isolates changes in brand equity at the individual brand level by measuring the response of brand equity to major marketing decisions empirically we estimate brand equity using the macro approach for a sample of industries and companies then we use the micro approach to trace the brand equity of coca cola and pepsi over three major events in the soft drink industry from 1982 to 1986",
+    "paper_b_abstract": "attempts to determine the key strategic variables that lead to superior financial as well as competitive performance investigates the effects of strategic variables on service provider s risk levels suggests that integrating forward having a relatively larger market share sharing customers with other business units in the firm having strong service image and being in a market with a small number of competitors positively influences market share",
+    "paper_a_title": "the measurement and determinants of brand equity a financial approach",
+    "paper_b_title": "determinants of success in service industries a pims based empirical investigation"
+  },
+  {
+    "paper_a_id": "2025029545",
+    "paper_b_id": "2128379500",
+    "paper_a_count": 40,
+    "paper_b_count": 9,
+    "time_period": "2001",
+    "paper_a_abstract": "the paper analyzes the effects of strategic behavior by an insider in a price discovery process akin to an information tatonnement in the presence of a competitive informed sector such processes are used in the preopening period of continuous trading systems in several exchanges it is found that the insider manipulates the market using a contrarian strategy in order to neutralize the effect of the trades of competitive informed agents furthermore consistently with the empirical evidence available we find that information revelation accelerates close to the opening that the market price does not converge to the fundamental value no matter how many rounds the tatonnement has and that the expected trading volume displays a u shaped pattern we also find that a market with a larger competitive sector smaller insider has an improved informational efficiency and an increased trading volume the insider provides a public good a lower informativeness of the price for the competitive informed sector",
+    "paper_b_abstract": "the article reports that the success stories of the global supply network of nike and the computer industry alliances of intel have encouraged companies to engage in interorganizational relationships irs although a good number of irs gain popularity a majority of the deals also fail irs allow firms to minimize the aggregate of production costs the economic rationales for irs include their ability to obtain resources or provide strategic advantage through competition some advantages experienced in irs include economies of scale access to resources and information sharing",
+    "paper_a_title": "strategic behavior and price discovery",
+    "paper_b_title": "creating wealth through working with others interorganizational relationships"
+  },
+  {
+    "paper_a_id": "2123652660",
+    "paper_b_id": "2077757280",
+    "paper_a_count": 91,
+    "paper_b_count": 35,
+    "time_period": "1999",
+    "paper_a_abstract": "this article describes the hr management system in place at sears key emphases of sears hr management infrastructure include 1 formulating and communicating a corporate mission vision and goals 2 employee education and development through the sears university 3 performance management and incentive compensation systems linked closely to the firm s strategy 4 validated employee selection systems and 5 delivering the hr basics very competently key challenges for the future include 1 maintaining momentum in the performance improvement process 2 identifying barriers to success and 3 clearly articulating hr s role in the change management process 1999 john wiley sons inc",
+    "paper_b_abstract": "explains some of the thinking that informs both the case study articles that appear in the same issue of supply chain management an international journal and the epsrc funded research project currently being undertaken at the centre for business strategy and procurement a review is provided of the dominant ideas that currently inform supply chain management thinking this paradigm is characterised as operational effectiveness and efficiency a case is made for understanding supply chains from a strategic as well as from an operational perspective current supply chain management thinking is criticised for being atheoretical and descriptive and a case is made for an analytical approach to supply chain thinking based around the concepts of power and value appropriation a more analytically robust way of understanding supply chains is laid out",
+    "paper_a_title": "strategic human resource management at sears",
+    "paper_b_title": "power value and supply chain management"
+  },
+  {
+    "paper_a_id": "2077757280",
+    "paper_b_id": "3122535236",
+    "paper_a_count": 35,
+    "paper_b_count": 16,
+    "time_period": "1999",
+    "paper_a_abstract": "explains some of the thinking that informs both the case study articles that appear in the same issue of supply chain management an international journal and the epsrc funded research project currently being undertaken at the centre for business strategy and procurement a review is provided of the dominant ideas that currently inform supply chain management thinking this paradigm is characterised as operational effectiveness and efficiency a case is made for understanding supply chains from a strategic as well as from an operational perspective current supply chain management thinking is criticised for being atheoretical and descriptive and a case is made for an analytical approach to supply chain thinking based around the concepts of power and value appropriation a more analytically robust way of understanding supply chains is laid out",
+    "paper_b_abstract": "what personal characteristics predict whether or not people buy on the net look for a wired lifestyle and time starvation not demographics consumers worldwide can shop online 24 hours a day seven days a week 365 days a year some market sectors including insurance financial services computer hardware and software travel books music video flowers and automobiles are experiencing rapid growth in online sales 7 for example in jan 1999 dell computer corp was selling an average of 14 million of equipment online per day 3 and amazon com has become the third largest bookseller in the u s despite being in business only since 1995 6 with projections that the internet will generate consumer and business to business sales in excess of 294 billion by 2002 2 online retailing raises many questions about how to market on the net",
+    "paper_a_title": "power value and supply chain management",
+    "paper_b_title": "predictors of online buying behavior"
+  },
+  {
+    "paper_a_id": "2032081601",
+    "paper_b_id": "1989479761",
+    "paper_a_count": 33,
+    "paper_b_count": 14,
+    "time_period": "1992",
+    "paper_a_abstract": "the authors develop an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence the approach reveals segmentation as w",
+    "paper_b_abstract": "discusses database marketing typically associated with direct mail activities but can be seen to be only the first stage in its evolution for financial services organizations charts development of the bristol west database to highlight some issues key decisions and benefits successful cross selling to customers depends on the strength of the relationship built up with the organization and the ability to identify and satisfy individual customer s needs a potential use of the customer database is to apply it at point of sale but organizations which typically have a lot of information on customers are not generally organized to use it in this manner",
+    "paper_a_title": "brand choice purchase incidence and segmentation an integrated modeling approach",
+    "paper_b_title": "the customer database cross selling retail financial services"
+  },
+  {
+    "paper_a_id": "2032081601",
+    "paper_b_id": "2074264925",
+    "paper_a_count": 33,
+    "paper_b_count": 12,
+    "time_period": "1992",
+    "paper_a_abstract": "the authors develop an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence the approach reveals segmentation as w",
+    "paper_b_abstract": "the objective of this research was to assess whether the open to buy otb system allows retail buyers to attain sales and profit objectives and thus obtain the bonuses available for budget attainment the research used data from both australia and new zealand together with specific information from a major department store concludes with a recommendation that the traditional otb system is in need of a major review and outlines specific recommendations",
+    "paper_a_title": "brand choice purchase incidence and segmentation an integrated modeling approach",
+    "paper_b_title": "the open to buy system and accurate performance measurement"
+  },
+  {
+    "paper_a_id": "2032081601",
+    "paper_b_id": "2077167904",
+    "paper_a_count": 33,
+    "paper_b_count": 9,
+    "time_period": "1992",
+    "paper_a_abstract": "the authors develop an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence the approach reveals segmentation as w",
+    "paper_b_abstract": "distribution channels are an important means both of delivering products and of communicating effectively with the marketplace in the basic bank markets which have been traditionally dominated by the london clearing banks lcbs and characterized by the collection of retail deposits the money transmission mechanism and a range of personal lending services branch networks have fulfilled both these functions with considerable success as distribution channels however branch networks have certain inherent disadvantages which have become only too apparent with the progressive deregulation of the financial services markets alternative distribution channels particularly those which utilize advanced technology have partially remedied some of these weaknesses by complementing and supplementing the branch networks the emergence and very existence of these alternative distribution channels however has also introduced some far reaching and potentially challenging strategic implications for financial inst",
+    "paper_a_title": "brand choice purchase incidence and segmentation an integrated modeling approach",
+    "paper_b_title": "contemporary issues in uk bank delivery systems"
+  },
+  {
+    "paper_a_id": "2032081601",
+    "paper_b_id": "1982334980",
+    "paper_a_count": 33,
+    "paper_b_count": 8,
+    "time_period": "1992",
+    "paper_a_abstract": "the authors develop an approach to market segmentation based on consumer response to marketing variables in both brand choice and category purchase incidence the approach reveals segmentation as w",
+    "paper_b_abstract": "considers which interactive marketing behaviours will result in the broadest word of mouth or the largest volume of new client referrals suggests that the intensity and variety of client participation during the service delivery process is predictive of positive word of mouth and referrals reports on a study examining participation during service delivery which highlighted four key factors tangibility attendance empathy and meaningful interaction maintains that these results support interactive marketing management in the field of complex services and can help the creation of a specific service delivery system",
+    "paper_a_title": "brand choice purchase incidence and segmentation an integrated modeling approach",
+    "paper_b_title": "interactive marketing the influence of participation on positive word of mouth and referrals"
+  },
+  {
+    "paper_a_id": "1969275626",
+    "paper_b_id": "2077167904",
+    "paper_a_count": 23,
+    "paper_b_count": 9,
+    "time_period": "1992",
+    "paper_a_abstract": "examines the use of product life cycle plc in analyzing the rise and fall in product demand applies the cycle stages product development introduction growth maturity decline to the demand behaviour of industrial materials such as steel aluminium titanium relates the demand pattern of the gross domestic product and the relative development of the national economy e g usa concludes that the plc invariably parallels the gdp",
+    "paper_b_abstract": "distribution channels are an important means both of delivering products and of communicating effectively with the marketplace in the basic bank markets which have been traditionally dominated by the london clearing banks lcbs and characterized by the collection of retail deposits the money transmission mechanism and a range of personal lending services branch networks have fulfilled both these functions with considerable success as distribution channels however branch networks have certain inherent disadvantages which have become only too apparent with the progressive deregulation of the financial services markets alternative distribution channels particularly those which utilize advanced technology have partially remedied some of these weaknesses by complementing and supplementing the branch networks the emergence and very existence of these alternative distribution channels however has also introduced some far reaching and potentially challenging strategic implications for financial inst",
+    "paper_a_title": "the product life cycle of engineered metals a comparative analysis of the application of product life cycle theory",
+    "paper_b_title": "contemporary issues in uk bank delivery systems"
+  },
+  {
+    "paper_a_id": "1969275626",
+    "paper_b_id": "1982334980",
+    "paper_a_count": 23,
+    "paper_b_count": 8,
+    "time_period": "1992",
+    "paper_a_abstract": "examines the use of product life cycle plc in analyzing the rise and fall in product demand applies the cycle stages product development introduction growth maturity decline to the demand behaviour of industrial materials such as steel aluminium titanium relates the demand pattern of the gross domestic product and the relative development of the national economy e g usa concludes that the plc invariably parallels the gdp",
+    "paper_b_abstract": "considers which interactive marketing behaviours will result in the broadest word of mouth or the largest volume of new client referrals suggests that the intensity and variety of client participation during the service delivery process is predictive of positive word of mouth and referrals reports on a study examining participation during service delivery which highlighted four key factors tangibility attendance empathy and meaningful interaction maintains that these results support interactive marketing management in the field of complex services and can help the creation of a specific service delivery system",
+    "paper_a_title": "the product life cycle of engineered metals a comparative analysis of the application of product life cycle theory",
+    "paper_b_title": "interactive marketing the influence of participation on positive word of mouth and referrals"
+  },
+  {
+    "paper_a_id": "2083399550",
+    "paper_b_id": "2130231712",
+    "paper_a_count": 118,
+    "paper_b_count": 12,
+    "time_period": "2003",
+    "paper_a_abstract": "mobile devices enable secure convenient authorization of e banking retail payment brokerage and other types of transactions",
+    "paper_b_abstract": "we evaluate the competitive and governance effects of duality duality refers to the joint membership e g by banks in competing associations or joint ventures e g visa and mastercard we first show that the not for profit nature of the associations along with the usage based fees they charge yield productive efficiency we then analyze the impact of i membership exclusivity when the associations remain not for profit and ii the conversion into for profit systems we illustrate the results in the case of a double differentiation model that is of independent interest finally we discuss extensions to i endogenous system differentiation and ii agency considerations copyright 2003 by the rand corporation",
+    "paper_a_title": "payments and banking with mobile personal devices",
+    "paper_b_title": "on nonexclusive membership in competing joint ventures"
+  },
+  {
+    "paper_a_id": "2083399550",
+    "paper_b_id": "2013021059",
+    "paper_a_count": 118,
+    "paper_b_count": 10,
+    "time_period": "2003",
+    "paper_a_abstract": "mobile devices enable secure convenient authorization of e banking retail payment brokerage and other types of transactions",
+    "paper_b_abstract": "during the past decade research into retail regulation has become one of the key themes in the new retail geography but most of the work in this genre has been focussed on the retailing of goods and more particularly on food retailing this paper is based in the retail services sector and provides a case study of local authority regulation of lap dancing clubs within the uk the paper outlines the characteristics of lap dancing clubs examines some of the issues that have influenced and informed the planning and licensing policies and regulations affecting such clubs and discusses some of the issues raised by the regulation process",
+    "paper_a_title": "payments and banking with mobile personal devices",
+    "paper_b_title": "retailing and the regulatory state a case study of lap dancing clubs in the uk"
+  },
+  {
+    "paper_a_id": "2083399550",
+    "paper_b_id": "2110493210",
+    "paper_a_count": 118,
+    "paper_b_count": 9,
+    "time_period": "2003",
+    "paper_a_abstract": "mobile devices enable secure convenient authorization of e banking retail payment brokerage and other types of transactions",
+    "paper_b_abstract": "by using customer profitability analysis cpa firms can determine the profit contribution of customer segments and or individual customers this article presents an approach for the implementation of cpa the implementation process is illustrated using a case study of a firm producing and selling professional cleaning products the case study highlights specific issues related to cpa in an industrial setting and the results provide examples of the possible benefits of implementing a process of regular cpa",
+    "paper_a_title": "payments and banking with mobile personal devices",
+    "paper_b_title": "the implementation of customer profitability analysis a case study"
+  },
+  {
+    "paper_a_id": "2083399550",
+    "paper_b_id": "2147643079",
+    "paper_a_count": 118,
+    "paper_b_count": 6,
+    "time_period": "2003",
+    "paper_a_abstract": "mobile devices enable secure convenient authorization of e banking retail payment brokerage and other types of transactions",
+    "paper_b_abstract": "this paper reports the results of a qualitative study of motivation and barriers to employee participation in virtual knowledge sharing communities of practice at caterpillar inc a fortune 100 multinational corporation the study indicates that when employees view knowledge as a public good belonging to the whole organization knowledge flows easily however even when individuals give the highest priority to the interests of the organization and of their community they tend to shy away from contributing knowledge for a variety of reasons specifically employees hesitate to contribute out of fear of criticism or of misleading the community members not being sure that their contributions are important or completely accurate or relevant to a specific discussion to remove the identified barriers there is a need for developing various types of trust ranging from the knowledge based to the institution based trust future research directions and implications for km practitioners are formulated",
+    "paper_a_title": "payments and banking with mobile personal devices",
+    "paper_b_title": "motivation and barriers to participation in virtual knowledge sharing communities of practice"
+  },
+  {
+    "paper_a_id": "2130231712",
+    "paper_b_id": "2147643079",
+    "paper_a_count": 12,
+    "paper_b_count": 6,
+    "time_period": "2003",
+    "paper_a_abstract": "we evaluate the competitive and governance effects of duality duality refers to the joint membership e g by banks in competing associations or joint ventures e g visa and mastercard we first show that the not for profit nature of the associations along with the usage based fees they charge yield productive efficiency we then analyze the impact of i membership exclusivity when the associations remain not for profit and ii the conversion into for profit systems we illustrate the results in the case of a double differentiation model that is of independent interest finally we discuss extensions to i endogenous system differentiation and ii agency considerations copyright 2003 by the rand corporation",
+    "paper_b_abstract": "this paper reports the results of a qualitative study of motivation and barriers to employee participation in virtual knowledge sharing communities of practice at caterpillar inc a fortune 100 multinational corporation the study indicates that when employees view knowledge as a public good belonging to the whole organization knowledge flows easily however even when individuals give the highest priority to the interests of the organization and of their community they tend to shy away from contributing knowledge for a variety of reasons specifically employees hesitate to contribute out of fear of criticism or of misleading the community members not being sure that their contributions are important or completely accurate or relevant to a specific discussion to remove the identified barriers there is a need for developing various types of trust ranging from the knowledge based to the institution based trust future research directions and implications for km practitioners are formulated",
+    "paper_a_title": "on nonexclusive membership in competing joint ventures",
+    "paper_b_title": "motivation and barriers to participation in virtual knowledge sharing communities of practice"
+  },
+  {
+    "paper_a_id": "2180603950",
+    "paper_b_id": "1968611859",
+    "paper_a_count": 20,
+    "paper_b_count": 6,
+    "time_period": "1998",
+    "paper_a_abstract": "for managers in large well established businesses the internet is a tough nut to crack it is very simple to set up a web presence and very difficult to create a web based business model established businesses that over decades have carefully built brands and physical distribution relationships risk damaging all they have created when they pursue commerce through the net still managers can t avoid the impact of electronic commerce on their businesses they need to understand the opportunities available to them and recognize how their companies may be vulnerable if rivals seize those opportunities first broadly speaking the internet presents four distinct types of opportunities first it links companies directly to customers suppliers and other interested parties second it lets companies bypass other players in an industry s value chain third it is a tool for developing and delivering new products and services to new customers fourth it will enable certain companies to dominate the electronic channel of an entire industry or segment control access to customers and set business rules as he elaborates on these four points the author gives established companies a systematic way to sort through the risks and rewards of doing business in cyberspace",
+    "paper_b_abstract": "abstract a managerial process is developed for assessing the efficiency of 552 individual stores for a multi store multi market retailer employing data envelopment analysis dea incorporating assurance regions into a dea model allowed for a more complete specification of inputs and outcomes than usually found in dea applications this procedure permitted the researchers to capture top management s strategic thinking practical usefulness of the process results is illustrated with respect to two management issues evaluating store managers and identifying critical success factors csfs",
+    "paper_a_title": "making business sense of the internet",
+    "paper_b_title": "a process for evaluating retail store efficiency a restricted dea approach"
+  },
+  {
+    "paper_a_id": "2180603950",
+    "paper_b_id": "2155027979",
+    "paper_a_count": 20,
+    "paper_b_count": 5,
+    "time_period": "1998",
+    "paper_a_abstract": "for managers in large well established businesses the internet is a tough nut to crack it is very simple to set up a web presence and very difficult to create a web based business model established businesses that over decades have carefully built brands and physical distribution relationships risk damaging all they have created when they pursue commerce through the net still managers can t avoid the impact of electronic commerce on their businesses they need to understand the opportunities available to them and recognize how their companies may be vulnerable if rivals seize those opportunities first broadly speaking the internet presents four distinct types of opportunities first it links companies directly to customers suppliers and other interested parties second it lets companies bypass other players in an industry s value chain third it is a tool for developing and delivering new products and services to new customers fourth it will enable certain companies to dominate the electronic channel of an entire industry or segment control access to customers and set business rules as he elaborates on these four points the author gives established companies a systematic way to sort through the risks and rewards of doing business in cyberspace",
+    "paper_b_abstract": "abstract despite all efforts many product development projects fail and lead to the introduction of products that do not meet customers expectations a high level of customer satisfaction cannot be obtained on the other hand in many product development projects the process of product development is conducted very unsystematically and resources are wasted because of a lack of communication between the different functions involved in product development time especially is a critical factor within product development as time to market is becoming increasingly more important managers need a set of practical step by step tools and methods which ensure a better understanding of customers needs and requirements as well as procedures and processes to enhance communication by focusing on the voice of the customer within a product development project the authors propose a methodology based on kano s model of customer satisfaction to explore customers stated needs and unstated desires and to resolve them into different categories which have different impacts on customer satisfaction it is shown how this categorization can be used as a basis for product development especially for quality function deployment the paper begins with a brief discussion of the strategic importance of customer satisfaction then kano s model and its combination with quality function deployment is demonstrated using a case study from the ski industry the paper closes with a brief discussion of the managerial implications and the consequences of the application of these tools",
+    "paper_a_title": "making business sense of the internet",
+    "paper_b_title": "how to make product development projects more successful by integrating kano s model of customer satisfaction into quality function deployment"
+  },
+  {
+    "paper_a_id": "1991568558",
+    "paper_b_id": "2155027979",
+    "paper_a_count": 11,
+    "paper_b_count": 5,
+    "time_period": "1998",
+    "paper_a_abstract": "describes the changes which are taking place in the procurement environment and the steps which suppliers need to take in order to adapt inventory is increasingly being pushed back up the supply chain and suppliers face higher service expectations against which they are frequently measured by their customers the authors predict that rationalisation of the supply base will continue increasing the importance of large accounts for suppliers managing these accounts will require a change in the way sales teams realign their selling approaches to better match customer procurement strategies",
+    "paper_b_abstract": "abstract despite all efforts many product development projects fail and lead to the introduction of products that do not meet customers expectations a high level of customer satisfaction cannot be obtained on the other hand in many product development projects the process of product development is conducted very unsystematically and resources are wasted because of a lack of communication between the different functions involved in product development time especially is a critical factor within product development as time to market is becoming increasingly more important managers need a set of practical step by step tools and methods which ensure a better understanding of customers needs and requirements as well as procedures and processes to enhance communication by focusing on the voice of the customer within a product development project the authors propose a methodology based on kano s model of customer satisfaction to explore customers stated needs and unstated desires and to resolve them into different categories which have different impacts on customer satisfaction it is shown how this categorization can be used as a basis for product development especially for quality function deployment the paper begins with a brief discussion of the strategic importance of customer satisfaction then kano s model and its combination with quality function deployment is demonstrated using a case study from the ski industry the paper closes with a brief discussion of the managerial implications and the consequences of the application of these tools",
+    "paper_a_title": "strategic account management in the new procurement environment",
+    "paper_b_title": "how to make product development projects more successful by integrating kano s model of customer satisfaction into quality function deployment"
+  },
+  {
+    "paper_a_id": "2066060244",
+    "paper_b_id": "2065989420",
+    "paper_a_count": 51,
+    "paper_b_count": 13,
+    "time_period": "1994",
+    "paper_a_abstract": "customer base analysis is concerned with using the observed past purchase behavior of customers to understand their current and likely future purchase patterns more specifically as developed in schmittlein et al 1987 customer base analysis uses data on the frequency timing and dollar value of each customer s past purchases to infer the number of customers currently active how that number has changed over time which individual customers are most likely still active how much longer each is likely to remain an active customer and how many purchases can be expected from each during any future time period of interest in this paper we empirically validate the model proposed by schmittlein et al in doing so we provide one of the few applications of stochastic models to industrial purchase processes and industrial marketing decisions besides showing that the model does capture key aspects of the purchase process we also present a more effective parameter estimation method and some resul",
+    "paper_b_abstract": "just in time jit systems have evolved from a few selected implementations in the automobile industry into a widespread business practice early understanding of jit models indicated that jit can reduce inventory in the production system through the elimination of wasteful activities this understanding led some researchers to suggest that jit warehousing or jit logistics are contradictions in terms since jit s purpose is to eliminate warehousing by delivering components just as they are needed however more recent studies of jit practices indicate that an opportunity exists to use jit benefits discusses the benefits of outsourcing logistics functions to external suppliers in order to enhance jit performance additionally a survey of services provided by jit logistics suppliers is presented as well as criteria for selecting the best logistics supplier",
+    "paper_a_title": "customer base analysis an industrial purchase process application",
+    "paper_b_title": "jit systems and external logistics suppliers"
+  }
+]

sciscinet/patents_pair/history_test_pairs.json

@@ -0,0 +1 @@
+[]