Articles

Butori, RaphaŽlle, Arnaud De Bruyn (2013), "So You Want to Delight Your Customers: The Perils of Ignoring Heterogeneity in Customer Evaluations of Discretionary Preferential Treatments," International Journal of Research in Marketing, 30(4), December, 358-367.

De Bruyn, Arnaud, and Sonja Prokopec (2013), "Opening a donor's wallet: The influence of appeal scales on likelihood and magnitude of donation," Journal of Consumer Psychology, 23(4), October, 496-502.

Kayande, Ujwal, Arnaud De Bruyn, Gary L. Lilien, Arvind Rangaswamy and Gerrit H. van Bruggen (2009), "How Incorporating Feedback Mechanisms in a DSS Affects DSS Evaluations," Information Systems Research, 24(4), December, 527-546.

De Bruyn, Arnaud, Gary E. Bolton (2008), "Estimating the Influence of Fairness on Bargaining Behavior," Management Science, 54(10), October, 1774-1791.

De Bruyn, Arnaud, John C. Liechty, Eelko K.R.E. Huizingh and Gary L. Lilien (2008), "Offering Online Recommendations with Minimum Customer Input through Conjoint-Based Decision Aids," Marketing Science, 27(3), May-June, 443-460.

De Bruyn, Arnaud, Gary L. Lilien (2008), "A Multi-Stage Model of Word of Mouth through Viral Marketing," International Journal of Research in Marketing, 25(3), September, 143-225.

Liechty, John C., Duncan K.H. Fong, Eelko K.R.E. Huizingh and Arnaud De Bruyn (2008), "Hierarchical Bayesian Conjoint Models Incorporating Measurement Uncertainty," Marketing Letters, 19(2), 141-155.

Kamakura, Wagner A., Jose Afonso Mazzon and Arnaud De Bruyn (2006), "Modeling Voter Choice to Predict the Final Outcome of Two-Stage Elections," International Journal of Forecasting, 22(4), 689-706.

Conference Proceedings

Ferecatu, Alina, and Arnaud De Bruyn (2012), "Estimating the Heterogeneity of Fairness Preferences on Bargaining Behavior," in Proceedings of the 9th Marketing Dynamics Conference, Bart Bronnenberg, Marnik Dekimpe, and Els Gijsbrechts (Ed.), Tilburg.

Mukherjee, Prithwiraj, and Arnaud De Bruyn (2012), "Investigating the Profitability of Multilevel Marketing," in Proceedings of the 41st EMAC Conference, Lisbon: European Marketing Academy.

De Bruyn, Arnaud (2011), "Modeling Unobserved Drop-Out Rate to Optimize e-Panelist Lifetime Value," in Proceedings of the 40th EMAC Conference, Maja Makovec Brencic (Ed.), Ljubljana: European Marketing Academy.

Ferecatu, Alina, and Arnaud De Bruyn (2011), "Maximizing vs. Satisficing: How Managersí Psychological Traits Influence Strategic Trade-Offs Between Exploration and Exploitation," in Proceedings of the 40th EMAC Conference, Maja Makovec Brencic (Ed.), Ljubljana: European Marketing Academy.

Verhaert, Griet, Arnaud De Bruyn, and Dirk Van den Poel (2010), "Assessing the Negative Impact of Competition in Direct Mail Fundraising," in Proceedings of the 2010 Direct/Interactive Marketing Research Summit, San Francisco: Direct Marketing Education Foundation.

De Bruyn, Arnaud, Sonja Prokopec (2010), "Optimizing Donations with Individually-Tailored Donation Grids: An Econometric Model of Compliance and Generosity," in Proceedings of the 39th EMAC Conference, Suzanne C. Beckmann and Torsten Ringberg (Ed.), Copenhagen: European Marketing Academy.

Althuizen, Niek, Berend Wierenga, Gerrit Van Bruggen, and Arnaud De Bruyn (2010), "Marketing Management Support Systems: When Help is not Recognized," in Proceedings of the 39th EMAC Conference, Suzanne C. Beckmann and Torsten Ringberg (Ed.), Copenhagen: European Marketing Academy.

Prokopec, Sonja, Arnaud De Bruyn (2009), "The Impact of Anchors on Donors' Behavior: A Field Experiment," in Advances in Consumer Research, Volume 37, Margaret C. Campbell, Jeff Inman and Rik Pieters (Ed.), Pittsburgh: Association for Consumer Research.

De Bruyn, Arnaud, Sonja Prokopec (2009), "When Asking for More Leads to Getting Nothing: the Impact of Anchors on Donorís Behavior," in Proceedings of the 38th EMAC Conference, Jean-Pierre Helfer and Jean-Louis Nicolas (Ed.), Nantes: European Marketing Academy.

De Bruyn, Arnaud, Nathalie Tramonte (2008), "How to Profile your Customers Using Collaborative Database Profiling: an Application to Age Estimation," in Proceedings of the 37th EMAC Conference, Keith Perks (Ed.), Brighton: European Marketing Academy.

De Bruyn, Arnaud (2006), "Short-Term Impact, Long-Term Doom: The Paradox of Optimizing the Number of Solicitations in Direct Marketing Fundraising," in Proceedings of the 35th EMAC Conference, George J. Avlonitis (Ed.), Athens: European Marketing Academy.

Kayande, Ujwal, Arnaud De Bruyn, Gary L. Lilien, Arvind Rangaswamy, and Gerrit Van Bruggen (2006), "The Effect of Feedback and Learning on Decision-Support System Adoption," in Proceedings of the 35th EMAC Conference, George J. Avlonitis (Ed.), Athens: European Marketing Academy.

Kamakura, Wagner A., Arnaud De Bruyn and Josť Afonso Mazzon (2006), "Predicting the Final Outcome of Two-Stage Elections with a Voter-Choice Model," in Proceedings of the 35th EMAC Conference, George J. Avlonitis (Ed.), Athens: European Marketing Academy.

De Bruyn, Arnaud, Gary E. Bolton (2005), "Predicting Bargaining Behavior When Money Is Not All That Matters: The Role of Fairness Considerations in Shaping Price Agreements," in Proceedings of the 34th EMAC Conference, Gabrielle Troilo (Ed.), Milano: European Marketing Academy.

De Bruyn, Arnaud, C. Lee Giles, and David M. Pennock (2004), "Offering Collaborative-Like Recommendations When Data Is Sparse: The Case of Attraction-Weighted Information Filtering," in Lecture Notes in Computer Science Nį3137, Proceedings of the Third International Conference on Adaptive Hypermedia and Adaptive Web-Based Systems, pp.393-6, Paul De Bra and Wolfgang Nejdl (Ed.), Eindhoven: Springer-Verlag.

De Bruyn, Arnaud (2003), "Will They Listen Anyway? Viral Marketing and the Effectiveness of Unsolicited Online Word-of-Mouth Referrals," in Proceedings of the 2003 AMA Educatorsí Conference, Vol. 14, R. Bruce Money and Randall L. Rose (Ed.), Chicago: American Marketing Association.

De Bruyn, Arnaud, John C. Liechty, Eelko K.R.E. Huizingh, and Gary L. Lilien (2003), "Offering Online Recommendations to Impatient, First-Time Customers with Conjoint Based Segmentation Trees," in Proceedings of the 32nd EMAC Conference, Michael Saren and Alan Wilson (Ed.), Glasgow: European Marketing Academy.