Our society venerates experience. It feels right to trust our own experience and that of others. But experience also has adverse effects. Much learning is tacit in nature and, because people are typically unaware and uncritical of the conditions in which this takes place, experience can lead to false beliefs and subsequent actions can reinforce biases. We adopt a two-settings framework in which experience is conceptualized as being acquired in one setting (learning) and then applied in another (target). When information in the two-settings match, the learning environment is kind. Wicked environments are characterized by mismatches and we specify several different types. We note that many inferential errors occur because people implicitly assume informational matches between the two settings. In addition to its explanatory value, the two-settings framework has normative implications. We illustrate these by considering some of the decision-making challenges faced by marketing managers.
Managerial Decision Making in Marketing: Introduction to the Special Issue
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000030
This is the introduction from special issue editor B. Wierenga.
The Marketing Manager as an Intuitive Statistician
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000032
This article by B. de Langhe is about the marketing manager as an intuitive statistician.
Managerial Decision-Making in Marketing: Matching the Demand and Supply Side of Creativity
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000033
This article by N. Althuizen, B. Wierenga, and B. Chen provides an overview of creativity research in marketing and offers a novel framework for matching the demand and supply side of creativity.
Marketers' Intuitions about the Sales Effectiveness of Advertisements
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000034
This article by N. Hartnett, R. Kennedy, B. Byron, and L. Greenacre examines the quality of marketers’ intuitions about the effectiveness of advertising.
Selecting Predictive Metrics for Marketing Dashboards - An Analytical Approach
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000035
This article by K. Pauwels and A. Joshi is about the selection of predictive measures for marketing dashboards.
Sales Presentation Anxiety, Cortisol Levels, Self-Reports, and Gene-Gene Interactions
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000036
This article by W. Verbeke, R. P. Bagozzi, W. van den Berg, L. Worm, and F. D. Belschak uses methods from neuroscience to study the mechanism behind SPA at three levels, genetic make-up, endocrine processes and self-reported stress experience.
Journal of Marketing Behavior, Volume 2, Issue 2-3 ICT-based Strategies for Environmental Conflicts: Articles Overiew
See the other articles that are part of this special issue.