Department of Marketing (ceased)
1313 publications
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Defining, predicting and preventing customer churn in contractual settings
(2007) -
- PhD Thesis
- open access
Gone but not forgotten: the role of unacceptable options in decision making
(2007) -
Towards a better understanding of motivational consumer behavior: cross-validation, construct validation and application of a psychological taxonomy of consumer motives
(2007) -
Determinants and outcomes of customers' use of self-service technology in a retail setting
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Communication management in the public sector: consequences for public communication about policy intentions
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Hungry for Money: The Desire for Caloric Resources Increases The Desire for Financial Resources and Vice Versa
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Cueing Common Ecological Behaviors to Increase Environmental Attitudes and Behavior
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The effectiveness of mission statements: a conceptual analysis based on communication theory and the corporate identity literature
(2007) -
Wanting a bit(e) of everything: extending the valuation effect to variety seeking
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The backdoor to overconsumption: the effect of associating 'low-fat' food with health references
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Adding exchange to charity: a reference price explanation
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Fear appeal in traffic safety advertising: the moderating role of medium context, trait anxiety, and differences between drivers and non-drivers
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Introductory case study: marketingmanagement bij AXA
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The quest for citations: drivers of article impact
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Do Age and Visual Information Processing Experience Influence the Processing of Slow and Fast TV Commercials?
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Effects of nudity in advertising on consumers’ body esteem
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Ad and brand responses to incongruent mild disgust appeals
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The impact of two way communication and user control in a television program on the embedded ad and brand recall
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Being there or being lost. TV program embedded interactivity and advertising responses
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Advertising and Branding Strategies for New Product Introductions
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Gone but not forgotten: the role of unacceptable options in decision making
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Fair-trade buying behaviour by Oxfam world shop customers
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Combining Joint Optimization of Customer Segmentation and Marketing Communications Policy to Maximize (poster presentation)
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Marketing management: de essentie
(2007) -
The effectiveness of telescopic TV ads delivered via IDTV: the impact of the amount of information and the level of interactivity on brand responses
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Combining Unstructured/Structured information into a traditional churn prediction model (poster presentation)
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Marketing communications: a European perspective
(2007) -
The effect of mixed emotions in advertising: the moderating role of discomfort with ambiguity
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Choosing the Right Emotion to Persuade People to Help Connected versus Unconnected Others
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Being there or being lost? The context effects of TV programme induced interactivity on advertising: responses and the moderating role of need for cognition
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Let the games begin: de impact van merkintegratie en het herhaald spelen van een advergame op merkreacties
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Welke reclame voor nieuwe producten? Het verschil tussen extensies en nieuwe merken
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Emotionele reclame: 'klikt' het met de doelgroep en het product?
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naam Integrating the voice of customers through call center emails into a churn predictions system
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How Consumer Motives Influence Trait-behavior Relationships: the Case of Consumer Innovativeness and Self-control (Poster presentation)
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Multidimensional Sequence Analysis with Hidden Markov Models
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Internet banking as a means to reduce customer churn: a field experiment
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Comparison between the Implicit Assiation Test and Indirect Questioning as Measurement Methods to Overcome Social Desirability Bias
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Random multiclass classification: generalizing random forests to random MNL and random NB
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Need for closure and media use of youngsters
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The relationship between topic involvement, topic sensitivity and two motivational factors, as response inducements, in a mail survey context
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The quest for citations : drivers of article impact
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A model for fair trade buying behaviour: The role of perceived quantity and quality of information and of product-specific attitudes
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How to plan E-business initiatives in - Established companies
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Healthy or unhealthy slogans: That's the question
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Banking behaviour after the lifecycle event of "moving in together": An exploratory study of the role of marketing investments
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Predicting home-appliance acquisition sequences: Markov/Markov for Discrimination and survival analysis for modeling sequential information in NPTB models
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Promoting fruit and vegetable intake: Need for motive-related health audience segmentation
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Protecting a nations economic potential: proposal for a scientific research agenda
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- Journal Article
- A2
- open access
Visie op evoluties van de petroleummarkt
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Factors influencing halal meat consumption in Belgium: an application of the theory of planned behaviour
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Consumer evaluation of fish quality as basis for fish market segmentation
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Business ethics and management risks
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Parental attitudes towards advertising to children and restrictive mediation of children’s television viewing in Belgium
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The differential effects of scarcely dressed male and female models in advertising
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Advergames: the impact of brand prominence and repetition on brand responses
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Marketing ethical products: what can we learn from fair-trade consumer behaviour in Belgium?
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The relationships between traits, personal values, topic involvement, and topic sensitivity in a mail survey context
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Predicting customer loyalty using the internal transactional database
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CRM at a pay-TV company: Using analytical models to reduce customer attrition by targeted marketing for subscription services
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The effect of norms, attitudes and habits on speeding behavior: Scale development and model building and estimation
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- PhD Thesis
- open access
Investigating the moderating influence of customer characteristics on the relationship between behavioural loyalty and its antecedents
(2006) -
- PhD Thesis
- open access
Response styles in consumer research
(2006) -
Cueing common ecological behaviors to increase environmental attitudes
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On-Line versus Memory-based Information Credibility Inferences: Implications for Memory-based Product Judgments
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Tastes: The Misunderstood and Understudied Sense
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Hungry for money: the desire for caloric resources increases the desire for financial resources and vice versa
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Is this a question? Not for long: the statement bias
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The effect of category focus at encoding on category frequency estimation strategies
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The role of self-regulatory focus in consumer satisfaction
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Investigating the lifecycle event of moving in together: implications for retail banking
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Marktonderzoek, methoden en toepassingen
(2006) -
Opportunities and thresholds of advertising on interactive digital TV: a view from advertising professionals
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Gone but not forgotten: the role of unacceptable options in decision making
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Extending Brand Personality Characteristics to Media Channels
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Using predicted outcome stratified sampling to reduce the variability in predictive performance of a one-shot train-and-test split for individual customer predictions
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Reconsidering the Relationship between Consumer Motives and Personal Values
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Does a medium context have a priming or an interference effect? It depends on how you look at it.
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Explicit and implicit determinants of ethical consumerism
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Factors influencing halal meat consumption: an application of the theory planned behaviour
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Involvement, knowledge and perceived availability as determinants of sustainable food consumption
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- Miscellaneous
- open access
The kinked demand curve and price rigidity: evidence from scanner data
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- Miscellaneous
- open access
The kinked demand curve and price rigidity: evidence from scanner data
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Factors influencing halal meat consumption: an application of the theory of planned behaviour
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Patiënten, huisartsen en apothekers over reclame voor geneesmiddelen: een vergelijkende studie tussen België en Nieuw Zeeland
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Wealth, Institutions, and Business Ethics
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Electronic intermediaries in Smart Business Networks
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The impact of the Guilt Emotion when Benefiting at the Expense of the Seller
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Consumer innovativeness and GLB: A comparative study
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The end of marketing communications as we know it?
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Co-branding: het belang van imago- en productovereenkomst
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Convictions, attitudes et comportement d’achât des consommateurs belges face au commerce équitable
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Parental attitudes towards food advertising to children and their impact on attitudes toward regulatory measures: a comparative study of New Zealand and Belgium
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Multiple cognitive priming and framing effects
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Belgian advertisers' perceptions of interactive digital TV as a marketing communication tool
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naam Marketing and communication in Belgian companies: past, present and future
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The mediating role of anticipated guilt in ethical decision making
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Direct-to-consumer advertising of medication: the views of patients, doctors and pharmacists in New Zealand and Belgium
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How do people react to mixed emotions in an ad/medium context setting? The moderating role of discomfort with ambiguity
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The impact of the guilt emotion when benefiting at the expense of the seller
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Fair trade beliefs, attitudes and buying behaviour of Belgian consumers
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The mediating role of anticipated guilt in consumers' ethical decision-making
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Bayesian kernel based classification for financial distress detection
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Exploiting randomness for feature selection in multinomial logit: A CRM cross-sell application
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Incorporating sequential information into traditional classification models by using an element/position-sensitive SAM
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The role of pleasure in web site success
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Performance improvement through supply chain collaboration in Europe
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Need for closure and youths' leisure time preferences
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Evaluation of age-related labels by senior citizens
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Different positive feelings leading to different ad evaluations - The case of coziness, excitement, and romance
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- PhD Thesis
- open access
Towards a better understanding of unethical consumer behavior : the influence of individual characteristics, situational circumstances and emotional experiences in consumers' ethical decision-making processes
(2006) -
Strategic account management: customer value creation through customer alignment
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An empirical investigation of the relationships among a consumer's personal values, ethical ideology and ethical beliefs
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Investigating purchasing-sequence patterns for financial services using Markov, MTD and MTDg models
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Description and prediction of customer behavior by using sequential information for analytical Customer Relationship Management : exploiting sequential and evolutionary patterns for supporting cross-selling and customer-attrition strategies
(2005) -
- PhD Thesis
- open access
The usefulness of the implicit association test for consumer behavior research
(2005) -
Towards understanding, predicting and preventing customer churn in the financial services industry
(2005) -
Competitive success through supply chain management in the glass industry
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Investigating the impact of complaint handling on subsequent behavior by using survival analysis techniques
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Is there a future for Advertising on IDTV?
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Service co-creation in electronic services: Antecedents and performance consequences
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Sales team effectiveness: A conceptual model
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Enkel prijs brengt geld in het laatje
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Electronische aan- en verkoop: blind date?
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Determinants of the consumer attitude-behaviour gap in sustainable food consumption decisions
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Implicit attitudes toward green consumer behaviour
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- PhD Thesis
- open access
Using predictive modeling for targeted marketing in a non-contractual retail setting
(2005) -
Performance improvement through supply chain collaboration: conventional wisdom versus empirical findings
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- PhD Thesis
- open access
Issues in predictive modeling of individual customer behavior : applications in targeted marketing and consumer credit scoring
(2005) -
Instructor’s Manual: Foundations of Marketing Communications: A European Perspective
(2005) -
Foundations of marketing communications: a European perspective
(2005) -
The effect of mixed emotions in advertising: the moderating role of discomfort with ambiguity
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Emoties in de context en in de reclame: meer dan een kwestie van positief versus negatief
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De bomen en het bos: ethische labels als communicatie-instrument
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Emotional of informative? Creative or boring? The effectiveness of different types of radio commercials.
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Advertising for new and existing brands: the impact of media context and type of advertisement
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Assessing the impact of color in the store environment: an environmental psychology approach
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Healthy or unhealthy slogans. That's the question
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A Sequence Alignment Distance Measure for Preference Rank Aggregation
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Need for closure and leisure of youngsters (poster presentation)
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The Influence of Need for Closure and Need for Cognition on Consumers's Importance of Product Attributes
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Do consumers care about ethics? Willingness to pay for fair-trade coffee
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Consumer preferences for the marketing of ethically labelled coffee
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Predicting customer retention and profitability by using random forests and regression forests techniques
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Neural network survival analysis for personal loan data
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- Journal Article
- A1
- open access
Investigating the post-complaint period by means of survival analysis
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Constrained optimization of data-mining problems to improve model performance: A direct-marketing application
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- Book Chapter
- open access
Succesvolle ondernemingen zijn ambidexter en verdragen ambivalentie
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- Book Chapter
- open access
Organisatorische aspecten van het inlichtingenwerk
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A reader in marketing communications
(2005) -
A Taxonomy of Desired Brand Personalities: Empirical Evidence for 11 Countries
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A model of fair-trade buying behaviour
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Consumer innovativeness and Personal Values of Openness and Self-Enhancement
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Different positive feelings, different advertising effects: the case of cosiness, romance and excitement
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The impact of sample bias on consumer credit scoring performance and profitability
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- Journal Article
- A2
- open access
Strategic implications of a competence-based management approach to account management
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Docentenhandleiding: Marketingcommunicatie
Patrick De Pelsmacker (UGent) , Maggie Geuens (UGent) , J VAN DEN BERGH and K VAN WINKEL(2005) -
Marketing communicatie
(2005) -
Segmenting internet shoppers based on their Web-usage-related lifestyle: a cross-cultural validation
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Relationship commitment and ethical consumer behavior in a retail setting: The case of receiving too much change at the checkout
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The influence of need for closure and perceived time pressure on search effort for price and promotional information in a grocery shopping context
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Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting
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Predicting online-purchasing behaviour
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Why promotion strategies based on market basket analysis do not work
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Role of intrinsic search cues in the formation of consumer preferences and choice for pork chops
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Impact of Values, Involvement and Perceptions on Consumer Attitudes and Intentions towards Sustainable Food Consumption
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Investigating purchasing patterns for financial services using Markov and MTD models
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The impact of product features and intermediaries on customer retention
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Manufacturer-retailer promotion competition: customisation of coupon target selection
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Quantifying credit-scoring performance
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Supply chain collaboration as a driver of performance improvements
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Customer Co-Production in an Electronic Service Support Setting: Antecedents and Performance Consequences
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Sales teams: één voor allen, allen voor één!
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Gemengde emoties in reclame: brengen ze ons in verwarring of werken ze beter?
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Implicit Attitudes toward Green Consumer Behavior
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Measurement Bias due to Mode of Data Collection: Validation and Application of a SEM model
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The conceptualization and empirical validation of web site user satisfaction
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Taking the commodity bull by the horns: the success of the PCBShop.com
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Venturing into e-commerce in the MRO market
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Online support for commerce processes and survivability of web retailers
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The effect of mixed emotions in advertising: the moderating role of discomfort with ambiguity
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In search of actual retention behavior: the value of satisfied customers and an excellent service quality
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Integrated marketing communications: a primer
(2004) -
Competitive intelligence: differences between Sout Africa and Flanders
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Fair trade beliefs, attitudes and buying behaviour of Belgian consumers
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Performance improvements through supply chain collaboration
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De GSM: geen succesvol marketingkanaal?
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Strategic brand communications
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Wie is bang van fear appeals? Angstaanjagende boodschappen in de reclame
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Instructor's manual: Marketing Communications
Patrick De Pelsmacker (UGent) , Maggie Geuens (UGent) , J VAN DEN BERGH and K VAN WINKEL(2004) -
Marketing communications: a European perspective
(2004) -
Respons uit doelgroepen van de overheid
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Explicit and implicit attitudes towards advertisements portraying men in different roles
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Fear appeals in traffic safety Advertising - the moderating role of context, advice, duality and anxiety
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The impact of context-induced feelings on the effectiveness of ad appeals avoking the same feeling or a different feeling of the same valence
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The relative Impact of exploratory Acquisition of Products and Interests in the Product Category on Domain specifec Innovativeness
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The influence of need for closure on media preferences of youngsters
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Developing scales to measure the response of individuals to speeding
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Do consumers care about ethics? Fair trade labels and coffee buying intentions
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The two benefits of mere-measurement
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The importance of media planning, ad likeability and brand position for ad and brand recognition in radio spots
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Developing a typology of airport shoppers
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The four dimensional impact of color on shopper's emotions
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Investigating the role of product features in preventing customer churn, by using survival analysis and choice modeling: the case of financial services
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Joint optimization of customer segmentation and marketing policy to maximize long-term profitability
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Direct and indirect effects of retail promotions on sales and profits in the do-it-yourself market
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Customer attrition analysis for financial services using proportional hazard models
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Customer-adapted coupon targeting using feature selection
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Bayesian network classifiers for identifying the slope of the customer lifecycle of long-life customers
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Why ask about Peter? Do you think he caused it?: how the description of causal events guides the selection of questions about them
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Online support for commerce processes by web retailers
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Authentication in e-commerce
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Innovativiteit versus interesse: wat zet consumenten aan tot het kopen van nieuwe producten?
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Value Creation and Value Claiming in Make-or-Buy Decisions: Evidence from the Application Service Industry
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Databankgestuurd onderzoek voor Customer Relationship Management
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Predicting mail-order repeat buying: which variables matter?
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The differential role of strategy specificity in the innovation implementation process
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Marketing management: de essentie
(2003) -
Wie is de groene consument en hoe kan je hem/haar bereiken?
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Marketingá Komunikace
(2003) -
Quantifying credit scoring performance
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The impact of intermediaries and product characteristics on customer retention
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Manufacturer retailer promotion competition: customization of coupon target selection
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Comparing alternative sequential analysis methods for cross-selling in financial services marketing
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Firm Size Effects on Network Participation in European Venture Capital Syndicates
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How family structure affects parent - child communication about consumption
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Investments in consumer relationships: a critical reassessment and model extension
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Zijn ethische proposities aantrekkelijk? Hoe kopen consumenten producten met een fair-trade label?
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The Blackwell Handbook of Strategic Management
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Beheer strategische klanten moet op directieniveau
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- Journal Article
- A4
- open access
A competence-based analysis of account management: implications for a customer-focused organization
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Customs-related transaction costs, firm size and international trade intensity
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The relationship between consumers' unethical behavior and customer loyalty in a retail environment
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Food retailing, now and in the future
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- PhD Thesis
- open access
The influence of need for closure on consumer behaviour
(2003) -
- PhD Thesis
- open access
Competitive reaction to new products
(2002) -
- PhD Thesis
- open access
Affective persuasive communication: multiple roles of affect in persuading the consumer
(2002) -
Attrition in the Financial Services Industry
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Competition within and among retail formats: a critical assessment
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Using machine learning techniques to predict defection of top clients
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Detecting sequential patterns for cross-selling fast moving consumer goods
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Improving response prediction in direct marketing by optimizing for specific mailing depths
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Proof running two state-of-the-art pattern recognition techniques in the field of direct marketing
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Strategisch account management: account management vanuit een strategisch perspectief
(2002) -
Assessing the impact of offline URL advertising
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Retentie als middel voor winst-optimalisatie voor financiële instellingen
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Surfen in België en Nederland: clickt het tussen de jongeren?
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The role of humor in the persuasion of individuals varying in need for cognition.
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Extending Electronic Knowledge Systems: the Role and Impact of Customer Participation
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The Impact of Store Environment on Second-hand Store Image