Anish Nagpal

Forecasting category sales and market share for wireless telephone subscribers: a combined approach

Abstract The ability to forecast market share remains a challenge for many managers especially in dynamic markets, such as the telecommunications sector. In order to accommodate the unique dynamic characteristics of the telecommunications market, we use a multi-component model, called MSHARE. Our method involves a two-phase process. The first phase consists of three components: a projection method, a ring down survey methodology and a purchase intentions survey. The predictions from these components are combined to forecast category sales for the wireless subscribers market. In the second phase, market shares for the various brands are generated using the forecast of the number of subscribers that are obtained in Phase 1 and the share predictions from the ring down methodology. The proposed methodology produces the minimum Relative Absolute Error for each market as compared to the forecasts from each individual component in the first phase. The value of the proposed model is illustrated by its application to a real world scenario. The managerial implications of the proposed model are also discussed.

The Role of Cost and Response-efficacy in Persuasiveness of Health Recommendations

The persuasiveness of a health recommendation, among other things, is a function of the cost of engaging in the recommended behavior—such as money, time, effort, and discomfort— and the response-efficacy, defined as the likelihood that adherence to the recommendation would lead to the desired goal. This research investigates how cost and response-efficacy combine when influencing persuasion. Several theories of health behavior view cost and response-efficacy as having independent effects on persuasion, that is, a weighted additive impact. This research posits, and finds empirical support for the idea that cost and efficacy combine in a multiplicative fashion to influence persuasion, and suggests a structural modification to the traditional models of the relationship between cost, response-efficacy, and persuasion.

A new perspective on the incentive-blood donation relationship: partnership, congruency, and affirmation of competence.

BACKGROUND: The Motivation Crowding‐out Theory suggests that incentives undermine intrinsic motivation and thus blood donation behavior. While there is strong evidence showing the negative relationship between monetary incentives and blood donation, findings on the effect of nonmonetary incentives are mixed. Set in a voluntary, nonremunerated environment, this study explores aspects of the nonmonetary incentive–blood donation relationship not captured by the crowding‐out hypothesis.

Examining the Role of Consumer Autonomy in Co-Production Platforms: An Extended Abstract

The upsurge in the use of social media and technological innovations has provided organizations with many opportunities to invite customers to participate in their activities (Heidenreich et al. 2015). One way in which customers can participate is through co-production. Etgar (2008) defines co-production as involving customers in one or more of the production stages, such as initiating, designing, manufacturing, or other processing activities leading to a creation of an output, which will be used/consumed.