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The Success of Marketing Management Support Systems

Author

Listed:
  • Berend Wierenga

    (Department of Marketing, Faculteit der Bedrijfskunde/Rotterdam School of Management, Erasmus University Rotterdam, P.O. Box 1738, 3000 DR Rotterdam)

  • Gerrit H. Van Bruggen

    (Department of Marketing, Faculteit der Bedrijfskunde/Rotterdam School of Management, Erasmus University Rotterdam, P.O. Box 1738, 3000 DR Rotterdam)

  • Richard Staelin

    (Fuqua School of Business, Duke University, Durham, North Carolina 27708)

Abstract

This paper provides an introduction to this Special Issue by a) providing a framework for evaluating the potential and actual success of marketing management support systems (MMSS), and b) briefly discussing how each paper in this Special Issue addresses the general topic of managerial decision making. The paper concludes by outlining some key questions that still need to be addressed.

Suggested Citation

  • Berend Wierenga & Gerrit H. Van Bruggen & Richard Staelin, 1999. "The Success of Marketing Management Support Systems," Marketing Science, INFORMS, vol. 18(3), pages 196-207.
    • Handle: RePEc:inm:ormksc:v:18:y:1999:i:3:p:196-207
    DOI: 10.1287/mksc.18.3.196
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    References listed on IDEAS

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    Cited by:

    1. Joanna Holub-Iwan & Teresa Kupczyk, 2021. "Analysis of Managers' Cognitive Models (ORAC Classification) and its Impact on the Effectiveness of Implementation of Management Decision Support Systems: The Case of the Healthcare Sector," European Research Studies Journal, European Research Studies Journal, vol. 0(Special 1), pages 1179-1195.
    2. Dapeng Cui & David Curry, 2005. "Prediction in Marketing Using the Support Vector Machine," Marketing Science, INFORMS, vol. 24(4), pages 595-615, January.
    3. Lilien, Gary L. & Rangaswamy, Arvind & van Bruggen, Gerrit H. & Wierenga, Berend, 2002. "Bridging the marketing theory-practice gap with marketing engineering," Journal of Business Research, Elsevier, vol. 55(2), pages 111-121, February.
    4. Dennis Gensch, 2001. "A Marketing-Decision-Support Model for Evaluating and Selecting Concepts for New Products," Interfaces, INFORMS, vol. 31(3_supplem), pages 166-183, June.
    5. R Fildes & K Nikolopoulos & S F Crone & A A Syntetos, 2008. "Forecasting and operational research: a review," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 59(9), pages 1150-1172, September.
    6. Halaj, Daniel & Brodrechtova, Yvonne, 2018. "Marketing decision making in the forest biomass market: The case of Austria, Finland and Slovakia," Forest Policy and Economics, Elsevier, vol. 97(C), pages 201-209.
    7. van Bruggen, G.H. & Wierenga, B., 2005. "When are CRM Systems Successful? The Perspective of the User and of the Organization," ERIM Report Series Research in Management ERS-2005-048-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    8. John D. C. Little, 2004. "Comments on ÜModels and Managers: The Concept of a Decision CalculusÝ," Management Science, INFORMS, vol. 50(12_supple), pages 1854-1860, December.
    9. Jan Engelke & Hermann Simon, 2007. "Decision Support Systeme im Marketing," Schmalenbach Journal of Business Research, Springer, vol. 59(1), pages 120-142, February.
    10. Leeflang, Peter, 2011. "Paving the way for “distinguished marketing”," International Journal of Research in Marketing, Elsevier, vol. 28(2), pages 76-88.
    11. Gary L. Lilien & John H. Roberts & Venkatesh Shankar, 2013. "Effective Marketing Science Applications: Insights from the ISMS-MSI Practice Prize Finalist Papers and Projects," Marketing Science, INFORMS, vol. 32(2), pages 229-245, March.
    12. Jehoshua Eliashberg & Sanjeev Swami & Charles B. Weinberg & Berend Wierenga, 2001. "Implementing and Evaluating SilverScreener: A Marketing Management Support System for Movie Exhibitors," Interfaces, INFORMS, vol. 31(3_supplem), pages 108-127, June.
    13. Wierenga, Berend, 2011. "Managerial decision making in marketing: The next research frontier," International Journal of Research in Marketing, Elsevier, vol. 28(2), pages 89-101.
    14. F. Dařena, 2007. "Global architecture of marketing information systems - Scientific Information," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 53(9), pages 432-440.
    15. Lang, Mark & Bharadwaj, Neeraj & Di Benedetto, C. Anthony, 2016. "How crowdsourcing improves prediction of market-oriented outcomes," Journal of Business Research, Elsevier, vol. 69(10), pages 4168-4176.
    16. Suresh Divakar & Brian T. Ratchford & Venkatesh Shankar, 2005. "Practice Prize Article—: A Multichannel, Multiregion Sales Forecasting Model and Decision Support System for Consumer Packaged Goods," Marketing Science, INFORMS, vol. 24(3), pages 334-350, July.

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