This paper presents a unifying theory, explaining the different relationships between firm sizean... more This paper presents a unifying theory, explaining the different relationships between firm sizeand export intensity that have been found in previous studies. We propose that transactioncosts economies and different types of resources induce a moderating effect on the firm sizeand export intensity relationship. Data on international businesses in the Netherlands are usedto test the theoretical framework empirically, and support is found for different industries.5001-6182 Business5410-5417.5 MarketingLibrary of CongressClassification(LCC)HF 1371 International TradeM Business Administration and Business EconomicsM 31C 44MarketingStatistical Decision TheoryJournal of EconomicLiterature(JEL) D 23F 12F 23 Production and Organizations, Transaction CostsModels of Trade with Imperfect Competition and Scale EconomiesMultinational firms, International Business85 A Business General280 G255 AManaging the marketing functionDecision theory (general)European Business SchoolsLibrary Group(EBSLG)195 ...
ObjectiveThe Assessment of Burden of COPD (ABC) tool supports shared decision making between pati... more ObjectiveThe Assessment of Burden of COPD (ABC) tool supports shared decision making between patient and caregiver. It includes a coloured balloon diagram to visualise patients’ scores on burden indicators. We aim to determine the importance of each indicator from a patient perspective, in order to calculate a weighted index score and investigate whether that score is predictive of costs.DesignDiscrete choice experiment.Setting and participantsPrimary care and secondary care in the Netherlands. 282 patients with chronic obstructive pulmonary disease (COPD) and 252 members of the general public participated.MethodsRespondents received 14 choice questions and indicated which of two health states was more severe. Health states were described in terms of specific symptoms, limitations in physical, daily and social activities, mental problems, fatigue and exacerbations, most of which had three levels of severity. Weights for each item-level combination were derived from a Bayesian mixed ...
The ABC tool is an instrument to support shared decision making between patient and caregiver. It... more The ABC tool is an instrument to support shared decision making between patient and caregiver. It includes a colored balloon diagram to visualize patients9 scores on the subjective burden of COPD questionnaire and objective severity indicators. We determined the importance of each item of the burden of disease from a patient-perspective, in order to calculate a weighted index score that can be related to costs. We conducted a Discrete Choice Experiment (DCE) among COPD patients in a cluster-RCT of the ABC tool. Each COPD patient received 14 choice questions, in which he was asked which of two health states was more severe. States were described in terms of the 15 items of the ABC questionnaire: dyspnoea (at rest; during physical activity), coughing, sputum production, limitations (in strenuous physical; moderate physical; daily and social activities), feeling depressed, concern about breathing getting worse, worrying, listlessness, tension, fatigue and exacerbations. Each item had 3 levels. Weights for each item-level combination were derived statistically from the likelihood of each health state to be considered worse than the other. Weights were re-scaled to generate the ABC index score, ranging from 0 (best) to 100 (worst). 282 patients completed the DCE. The highest weights were assigned to dyspnoea at rest, limitations in moderate physical activities, daily and social activities, concern about breathing getting worse, fatigue, and exacerbations. Mild, moderate and severe burden of disease were defined as ABC index scores 40, respectively. This categorisation was most predictive of mean annual healthcare costs: €1200, €2500 and €9500, respectively.
This research examines the impact of defaults on product choice in sequential-decision settings. ... more This research examines the impact of defaults on product choice in sequential-decision settings. Whereas prior research has shown that a default can affect what consumers purchase by promoting choice of the preselected option, the influence of defaults is more nuanced when consumers make a series of related choices. In such a setting, consumer preferences may evolve across choices due to “spillover” effects from one choice to subsequent choices. The authors hypothesize that defaults systematically attenuate choice spillover effects because accepting a default is a more passive process than either choosing a nondefault option in the presence of a default or making a choice in the absence of a default. Three experiments and a field study provide compelling evidence for such default-induced changes in choice spillover effects. The findings show that firms’ setting of high-price defaults with the aim of influencing consumers to choose more expensive products can backfire through the att...
Consumers are widely adopting Artificially Intelligent Voice Assistants (AIVAs). AIVAs now handle... more Consumers are widely adopting Artificially Intelligent Voice Assistants (AIVAs). AIVAs now handle many different everyday tasks and are also increasingly assisting consumers with purchasing decisions, making AIVAs a rich topic for marketing researchers. We develop a series of propositions regarding how consumer decision-making processes may change when moved from traditional online purchase environments to AI-powered voice-based dialogs, in the hopes of encouraging further academic thinking and research in this rapidly developing, high impact area of consumer-firm interaction. We also provide suggestions for marketing managers and policymakers on points to pay attention to when they respond to the proposed effects of AIVAs on consumer decisions.
To improve information for patients and to facilitate a vaccination coverage that is in line with... more To improve information for patients and to facilitate a vaccination coverage that is in line with the EU and World Health Organization goals, we aimed to quantify how vaccination and patient characteristics impact on influenza vaccination uptake of elderly people. An online discrete choice experiment (DCE) was conducted among 1261 representatives of the Dutch general population aged 60 years or older. In the DCE, we used influenza vaccination scenarios based on five vaccination characteristics: effectiveness, risk of severe side effects, risk of mild side effects, protection duration, and absorption time. A heteroscedastic multinomial logit model was used, taking scale and preference heterogeneity (based on 19 patient characteristics) into account. Vaccination and patient characteristics both contributed to explain influenza vaccination uptake. Assuming a base case respondent and a realistic vaccination scenario, the predicted uptake was 58%. One-way changes in vaccination character...
This paper presents a unifying theory, explaining the different relationships between firm sizean... more This paper presents a unifying theory, explaining the different relationships between firm sizeand export intensity that have been found in previous studies. We propose that transactioncosts economies and different types of resources induce a moderating effect on the firm sizeand export intensity relationship. Data on international businesses in the Netherlands are usedto test the theoretical framework empirically, and support is found for different industries.5001-6182 Business5410-5417.5 MarketingLibrary of CongressClassification(LCC)HF 1371 International TradeM Business Administration and Business EconomicsM 31C 44MarketingStatistical Decision TheoryJournal of EconomicLiterature(JEL) D 23F 12F 23 Production and Organizations, Transaction CostsModels of Trade with Imperfect Competition and Scale EconomiesMultinational firms, International Business85 A Business General280 G255 AManaging the marketing functionDecision theory (general)European Business SchoolsLibrary Group(EBSLG)195 ...
ObjectiveThe Assessment of Burden of COPD (ABC) tool supports shared decision making between pati... more ObjectiveThe Assessment of Burden of COPD (ABC) tool supports shared decision making between patient and caregiver. It includes a coloured balloon diagram to visualise patients’ scores on burden indicators. We aim to determine the importance of each indicator from a patient perspective, in order to calculate a weighted index score and investigate whether that score is predictive of costs.DesignDiscrete choice experiment.Setting and participantsPrimary care and secondary care in the Netherlands. 282 patients with chronic obstructive pulmonary disease (COPD) and 252 members of the general public participated.MethodsRespondents received 14 choice questions and indicated which of two health states was more severe. Health states were described in terms of specific symptoms, limitations in physical, daily and social activities, mental problems, fatigue and exacerbations, most of which had three levels of severity. Weights for each item-level combination were derived from a Bayesian mixed ...
The ABC tool is an instrument to support shared decision making between patient and caregiver. It... more The ABC tool is an instrument to support shared decision making between patient and caregiver. It includes a colored balloon diagram to visualize patients9 scores on the subjective burden of COPD questionnaire and objective severity indicators. We determined the importance of each item of the burden of disease from a patient-perspective, in order to calculate a weighted index score that can be related to costs. We conducted a Discrete Choice Experiment (DCE) among COPD patients in a cluster-RCT of the ABC tool. Each COPD patient received 14 choice questions, in which he was asked which of two health states was more severe. States were described in terms of the 15 items of the ABC questionnaire: dyspnoea (at rest; during physical activity), coughing, sputum production, limitations (in strenuous physical; moderate physical; daily and social activities), feeling depressed, concern about breathing getting worse, worrying, listlessness, tension, fatigue and exacerbations. Each item had 3 levels. Weights for each item-level combination were derived statistically from the likelihood of each health state to be considered worse than the other. Weights were re-scaled to generate the ABC index score, ranging from 0 (best) to 100 (worst). 282 patients completed the DCE. The highest weights were assigned to dyspnoea at rest, limitations in moderate physical activities, daily and social activities, concern about breathing getting worse, fatigue, and exacerbations. Mild, moderate and severe burden of disease were defined as ABC index scores 40, respectively. This categorisation was most predictive of mean annual healthcare costs: €1200, €2500 and €9500, respectively.
This research examines the impact of defaults on product choice in sequential-decision settings. ... more This research examines the impact of defaults on product choice in sequential-decision settings. Whereas prior research has shown that a default can affect what consumers purchase by promoting choice of the preselected option, the influence of defaults is more nuanced when consumers make a series of related choices. In such a setting, consumer preferences may evolve across choices due to “spillover” effects from one choice to subsequent choices. The authors hypothesize that defaults systematically attenuate choice spillover effects because accepting a default is a more passive process than either choosing a nondefault option in the presence of a default or making a choice in the absence of a default. Three experiments and a field study provide compelling evidence for such default-induced changes in choice spillover effects. The findings show that firms’ setting of high-price defaults with the aim of influencing consumers to choose more expensive products can backfire through the att...
Consumers are widely adopting Artificially Intelligent Voice Assistants (AIVAs). AIVAs now handle... more Consumers are widely adopting Artificially Intelligent Voice Assistants (AIVAs). AIVAs now handle many different everyday tasks and are also increasingly assisting consumers with purchasing decisions, making AIVAs a rich topic for marketing researchers. We develop a series of propositions regarding how consumer decision-making processes may change when moved from traditional online purchase environments to AI-powered voice-based dialogs, in the hopes of encouraging further academic thinking and research in this rapidly developing, high impact area of consumer-firm interaction. We also provide suggestions for marketing managers and policymakers on points to pay attention to when they respond to the proposed effects of AIVAs on consumer decisions.
To improve information for patients and to facilitate a vaccination coverage that is in line with... more To improve information for patients and to facilitate a vaccination coverage that is in line with the EU and World Health Organization goals, we aimed to quantify how vaccination and patient characteristics impact on influenza vaccination uptake of elderly people. An online discrete choice experiment (DCE) was conducted among 1261 representatives of the Dutch general population aged 60 years or older. In the DCE, we used influenza vaccination scenarios based on five vaccination characteristics: effectiveness, risk of severe side effects, risk of mild side effects, protection duration, and absorption time. A heteroscedastic multinomial logit model was used, taking scale and preference heterogeneity (based on 19 patient characteristics) into account. Vaccination and patient characteristics both contributed to explain influenza vaccination uptake. Assuming a base case respondent and a realistic vaccination scenario, the predicted uptake was 58%. One-way changes in vaccination character...
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Papers by Bas Donkers