Ontario and the 2002 Fall INFORMS Conference. We also gratefully acknowledge the contribution of the company that provided the data for this study and research assistance from Stephen Windsor. Deciding who should receive a mail-order catalog is amongst the most important decisions that mail-order catalogs must address. The current approach to the problem is invariably myopic: firms send catalog...

We use the results of three large-scale field experiments to investigate how the depth of a current price promotion affects future purchasing. While most previous studies have focused on packaged goods sold in grocery stores, we consider durable goods sold through a direct mail catalog. The findings reveal different effects for firsttime and established customers. Deeper price discounts in the ...

Women with inadequate health insurance have lower mammography rates than the general population. Finding successful strategies to enroll eligible women is an ongoing challenge for the National Breast and Cervical Cancer Early Detection Program. To test the effectiveness of a population-based strategy to increase mammography utilization among low-income underinsured women ages 40 to 64 years, a ...

The catalog function is an essential feature in B2C and B2B e-commerce. While catalog is primarily for end users to navigate and search for interested products, other e-commerce functions such as merchandising, order, inventory and aftermarket constantly refer to information stored in the catalog [1]. The billion-dollar mail order business was created around catalog long before e-commerce. More...