SCHOLARLY ARTICLES
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Whispers in Your Mind: The Role of Voice Features in Customer Acquisition and Retention
While most marketing studies have focused on what salespeople say, less is known about the persuasiveness of how they say it, particularly in the distinct contexts of customer acquisition and retention. This research investigates how salespeople's vocal brightness and loudness influence new and existing customers' purchase behavior. Based on two studies conducted in China (a field study using a large real-world dataset of over 8,000 telephone calls and a randomized controlled experiment)
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From an Interior Point to a Corner Point: Smart Crossover
Identifying optimal basic feasible solutions to linear programming problems is a critical task for mixed integer programming and other applications. The crossover method, which aims at deriving an optimal extreme point from a suboptimal solution (the output of a starting method such as interior-point methods or first-order methods), is crucial in this process. This method, compared with the starting method, frequently represents the primary computational bottleneck in practical applications. We
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A Simultaneous Column-and-Row Generation Solution Method for Liner Shipping Network Design
The liner shipping network design (LSND) problem involves creating regular ship rotations to transport containerized cargo between seaports. The objective is to maximize carrier profit by balancing revenue from satisfied demand against operating and transshipment costs. Finding an optimal solution is challenging because of complex rotation structures and joint decisions on fleet deployment, cargo routing, and rotation design. This work introduces a set partitioning-like formulation for LSND with
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Return of the Movie Night? Analyzing the Impact of Netflix Subscriptions on Offline Movie Spending
The subscription-based business model is disruptive in the copyright industries. More than a digitalized distribution channel, it fundamentally transforms both supply and demand sides by offering new forms of content creation, provision, and consumption. However, the effects of these business models on the local offline industry are less well understood, especially in the case of the motion picture industry. This study investigates the impact of the subscription-based business model on offline a
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Influence Minimization via Blocking Strategies
We study the influence minimization problem: given a graph G and a seed set S, blocking at most b nodes or b edges such that the influence spread of seed set is minimized. This is a pivotal yet underexplored aspect of network analytics, which can limit the spread of undesirable phenomena in networks, such as misinformation and epidemics. Given the inherent NP-hardness of the problem under the independent cascade and linear threshold models, previous studies have employed greedy algorithms and Mo
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Bad reputation due to incompetent expert
This paper examines the impact of a recommender's career concerns on the long-term relationship with a consumer when the recommender has a private type in his expertise. An informed type's expertise is valuable for the consumer's ongoing purchasing decisions, whereas an uninformed type lacks such expertise and thus cannot mimic the informed type. I show that the uninformed type's reputation concerns never benefit the consumer and may lead to a complete market breakdown when they
