Essec\Faculty\Model\Profile {#2216
#_id: "B00145716"
#_source: array:40 [
"bid" => "B00145716"
"academId" => "1986"
"slug" => "prokopec-sonja"
"fullName" => "Sonja PROKOPEC"
"lastName" => "PROKOPEC"
"firstName" => "Sonja"
"title" => array:2 [
"fr" => "Professeur"
"en" => "Professor"
]
"email" => "prokopec@essec.edu"
"status" => "ACTIF"
"campus" => "Campus de Singapour"
"departments" => []
"phone" => "+33 (0)1 34 43 36 19"
"sites" => []
"facNumber" => "1986"
"externalCvUrl" => "https://faculty.essec.edu/en/cv/prokopec-sonja/pdf"
"googleScholarUrl" => "https://scholar.google.com/citations?hl=fr&user=ByMqEH0AAAAJ"
"facOrcId" => "https://orcid.org/0000-0003-3149-7219"
"career" => array:5 [
0 => Essec\Faculty\Model\CareerItem {#2223
#_index: null
#_id: null
#_source: array:7 [
"startDate" => "2007-08-01"
"endDate" => "2013-08-31"
"isInternalPosition" => true
"type" => array:2 [
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"en" => "Full-time academic appointments"
]
"label" => array:2 [
"fr" => "Professeur assistant"
"en" => "Assistant Professor"
]
"institution" => array:2 [
"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "Singapour"
"en" => "Singapore"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
1 => Essec\Faculty\Model\CareerItem {#2224
#_index: null
#_id: null
#_source: array:7 [
"startDate" => "2013-09-01"
"endDate" => "2019-09-01"
"isInternalPosition" => true
"type" => array:2 [
"fr" => "Positions académiques principales"
"en" => "Full-time academic appointments"
]
"label" => array:2 [
"fr" => "Professeur associé"
"en" => "Associate Professor"
]
"institution" => array:2 [
"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "Singapour"
"en" => "Singapore"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
2 => Essec\Faculty\Model\CareerItem {#2225
#_index: null
#_id: null
#_source: array:7 [
"startDate" => "2010-09-01"
"endDate" => "2022-08-31"
"isInternalPosition" => true
"type" => array:2 [
"en" => "Other Academic Appointments"
"fr" => "Autres positions académiques"
]
"label" => array:2 [
"fr" => "Professeur titulaire de la chaire LVMH"
"en" => "LVMH Chaired Professor"
]
"institution" => array:2 [
"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "France"
"en" => "France"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
3 => Essec\Faculty\Model\CareerItem {#2226
#_index: null
#_id: null
#_source: array:7 [
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"isInternalPosition" => true
"type" => array:2 [
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"label" => array:2 [
"fr" => "Professeur"
"en" => "Professor"
]
"institution" => array:2 [
"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "Singapour"
"en" => "Singapore"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
4 => Essec\Faculty\Model\CareerItem {#2227
#_index: null
#_id: null
#_source: array:7 [
"startDate" => "2022-09-01"
"endDate" => "2025-08-31"
"isInternalPosition" => true
"type" => array:2 [
"en" => "Other appointments"
"fr" => "Autres positions"
]
"label" => array:2 [
"fr" => "Doyen Associé en charge d'Essec Asia-Pacific"
"en" => "Associate Dean for Essec Asia-Pacific"
]
"institution" => array:2 [
"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "Singapour"
"en" => "Singapore"
]
]
+lang: "en"
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}
]
"diplomes" => array:3 [
0 => Essec\Faculty\Model\Diplome {#2218
#_index: null
#_id: null
#_source: array:6 [
"diplome" => "DIPLOMA"
"type" => array:2 [
"fr" => "Diplômes"
"en" => "Diplomas"
]
"year" => "2007"
"label" => array:2 [
"en" => "Ph.D. in Marketing"
"fr" => "Ph.D. en Marketing"
]
"institution" => array:2 [
"fr" => "Université de Houston"
"en" => "Université de Houston"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
1 => Essec\Faculty\Model\Diplome {#2220
#_index: null
#_id: null
#_source: array:6 [
"diplome" => "DIPLOMA"
"type" => array:2 [
"fr" => "Diplômes"
"en" => "Diplomas"
]
"year" => "2003"
"label" => array:2 [
"en" => "Master of Business Administration (MBA)"
"fr" => "Master of Business Administration (MBA)"
]
"institution" => array:2 [
"fr" => "University of Central Florida"
"en" => "University of Central Florida"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
2 => Essec\Faculty\Model\Diplome {#2217
#_index: null
#_id: null
#_source: array:6 [
"diplome" => "DIPLOMA"
"type" => array:2 [
"fr" => "Diplômes"
"en" => "Diplomas"
]
"year" => "2001"
"label" => array:2 [
"en" => "Bachelor of Science in Business Administration, Marketing"
"fr" => "Bachelor of Science en Administration des Affaires, Marketing"
]
"institution" => array:2 [
"fr" => "University of Central Florida"
"en" => "University of Central Florida"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
]
"bio" => array:2 [
"fr" => null
"en" => null
]
"department" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"site" => array:2 [
"fr" => null
"en" => "https://www.linkedin.com/in/sonja-prokopec-b0a28223/?originalSubdomain=sg"
]
"industrrySectors" => array:2 [
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"en" => null
]
"researchFields" => array:2 [
"fr" => "marketing - image de marque - Luxe"
"en" => "marketing - branding - Luxury"
]
"teachingFields" => array:2 [
"fr" => null
"en" => null
]
"distinctions" => array:10 [
0 => Essec\Faculty\Model\Distinction {#2228
#_index: null
#_id: null
#_source: array:6 [
"date" => "2016-06-01"
"label" => array:2 [
"fr" => "Best Paper Award (avec Vanessa Patrick) à la conférence : Asian Luxury Branding organisé sous l'Initiative LVMH-SMU."
"en" => "Best Paper Award, Asian Luxury Branding Conference, organised under the LVMH-SMU Initiative for her paper "Extinguishing the Flame of Desire: How Successful Luxury Brand Extensions Can Satiate Brand Desire" (coauthored with Vanessa Patrick)."
]
"type" => array:2 [
"fr" => "Prix"
"en" => "Awards"
]
"tri" => " 1 "
"institution" => array:2 [
"fr" => null
"en" => null
]
"country" => array:2 [
"fr" => null
"en" => null
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
1 => Essec\Faculty\Model\Distinction {#2229
#_index: null
#_id: null
#_source: array:6 [
"date" => "2000-04-01"
"label" => array:2 [
"fr" => "UCF Founder's Scholar award (octroyé aux top 1% des étudiants)"
"en" => "UCF Founder's Scholar award (awarded to top 1 % of students)"
]
"type" => array:2 [
"fr" => "Prix"
"en" => "Awards"
]
"tri" => " 1 "
"institution" => array:2 [
"fr" => "University of Central Florida"
"en" => "University of Central Florida"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
2 => Essec\Faculty\Model\Distinction {#2230
#_index: null
#_id: null
#_source: array:6 [
"date" => "2015-04-01"
"label" => array:2 [
"fr" => "Nommé l'un des meilleurs 40 professeurs de moins de 40 ans en 2015 par Poets and Quants."
"en" => "Nominated "40 professors under 40" in 2015 by Poets and Quants."
]
"type" => array:2 [
"fr" => "Prix"
"en" => "Awards"
]
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"institution" => array:2 [
"fr" => null
"en" => null
]
"country" => array:2 [
"fr" => null
"en" => null
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
3 => Essec\Faculty\Model\Distinction {#2231
#_index: null
#_id: null
#_source: array:6 [
"date" => "2001-06-30"
"label" => array:2 [
"fr" => "UCF Golden Medallion for Outstanding Academic Achievement"
"en" => "UCF Golden Medallion for Outstanding Academic Achievement"
]
"type" => array:2 [
"fr" => "Prix"
"en" => "Awards"
]
"tri" => " 1 "
"institution" => array:2 [
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"en" => "University of Central Florida"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
4 => Essec\Faculty\Model\Distinction {#2232
#_index: null
#_id: null
#_source: array:6 [
"date" => "2000-01-01"
"label" => array:2 [
"fr" => "Scholar - Athlete All American"
"en" => "Scholar - Athlete All American"
]
"type" => array:2 [
"fr" => "Prix"
"en" => "Awards"
]
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]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
5 => Essec\Faculty\Model\Distinction {#2233
#_index: null
#_id: null
#_source: array:6 [
"date" => "2001-01-01"
"label" => array:2 [
"fr" => "National Student-Athlete of the Year"
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]
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"fr" => "Prix"
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]
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"en" => null
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
6 => Essec\Faculty\Model\Distinction {#2234
#_index: null
#_id: null
#_source: array:6 [
"date" => "2003-08-01"
"label" => array:2 [
"fr" => "Presidential Scholarship"
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"tri" => " 2 "
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]
"country" => array:2 [
"fr" => "États-Unis"
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]
]
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}
7 => Essec\Faculty\Model\Distinction {#2235
#_index: null
#_id: null
#_source: array:6 [
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"label" => array:2 [
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"tri" => " 2 "
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]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
8 => Essec\Faculty\Model\Distinction {#2236
#_index: null
#_id: null
#_source: array:6 [
"date" => "2002-09-01"
"label" => array:2 [
"fr" => "UCF Graduate Merit Fellowship"
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]
"type" => array:2 [
"fr" => "Bourses"
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"tri" => " 2 "
"institution" => array:2 [
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]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
+lang: "en"
+"parent": Essec\Faculty\Model\Profile {#2216}
}
9 => Essec\Faculty\Model\Distinction {#2237
#_index: null
#_id: null
#_source: array:6 [
"date" => "2001-09-01"
"label" => array:2 [
"fr" => "UCF Alumni Trust International Student Scholarship"
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]
"type" => array:2 [
"fr" => "Bourses"
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]
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"institution" => array:2 [
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"en" => "University of Central Florida"
]
"country" => array:2 [
"fr" => "États-Unis"
"en" => "United States of America"
]
]
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}
]
"teaching" => array:1 [
0 => Essec\Faculty\Model\TeachingItem {#2222
#_index: null
#_id: null
#_source: array:7 [
"startDate" => null
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"label" => array:2 [
"fr" => "Essays on emotions and decision-making"
"en" => "Essays on emotions and decision-making"
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"type" => array:2 [
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"en" => "Thesis director"
]
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"fr" => "ESSEC Business School"
"en" => "ESSEC Business School"
]
"country" => array:2 [
"fr" => "France"
"en" => "France"
]
]
+lang: "en"
}
]
"otherActivities" => array:3 [
0 => Essec\Faculty\Model\ExtraActivity {#2221
#_index: null
#_id: null
#_source: array:9 [
"startDate" => "2008-07-01"
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"uuid" => "204"
"type" => array:2 [
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"label" => array:2 [
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]
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]
]
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}
1 => Essec\Faculty\Model\ExtraActivity {#2215
#_index: null
#_id: null
#_source: array:9 [
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"uuid" => "204"
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}
2 => Essec\Faculty\Model\ExtraActivity {#2219
#_index: null
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#_source: array:9 [
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}
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"theses" => array:1 [
0 => Essec\Faculty\Model\These {#2238
#_index: null
#_id: null
#_source: array:9 [
"year" => "2020"
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"endDate" => "2020"
"student" => "TALEBI A."
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]
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"fr" => "France"
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]
]
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+"parent": Essec\Faculty\Model\Profile {#2216}
}
]
"indexedAt" => "2024-12-31T04:21:23.000Z"
"contributions" => array:32 [
0 => Essec\Faculty\Model\Contribution {#2240
#_index: "academ_contributions"
#_id: "1324"
#_source: array:18 [
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"slug" => "how-luxury-brands-use-subtle-signals-to-speak-with-an-increasingly-savvy-clientele"
"yearMonth" => "2016-04"
"year" => "2016"
"title" => "How Luxury Brands Use Subtle Signals to Speak with an Increasingly Savvy Clientele"
"description" => "PROKOPEC, S. (2016). How Luxury Brands Use Subtle Signals to Speak with an Increasingly Savvy Clientele. <i>Reflets Hors-Série ESSEC Knowledge</i>, pp. 76-78."
"authors" => array:1 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2020-12-17 17:55:06"
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"publicationInfo" => array:3 [
"pages" => "76-78"
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"number" => "2"
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"en" => null
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"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
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}
1 => Essec\Faculty\Model\Contribution {#2242
#_index: "academ_contributions"
#_id: "682"
#_source: array:18 [
"id" => "682"
"slug" => "assimilation-contrast-theory-in-action-operationalization-and-managerial-impact-in-a-fundraising-context"
"yearMonth" => "2017-06"
"year" => "2017"
"title" => "Assimilation-contrast theory in action: Operationalization and managerial impact in a fundraising context"
"description" => "DE BRUYN, A. et PROKOPEC, S. (2017). Assimilation-contrast theory in action: Operationalization and managerial impact in a fundraising context. <i>International Journal of Research in Marketing</i>, 34(2), pp. 367-381."
"authors" => array:2 [
0 => array:3 [
"name" => "DE BRUYN Arnaud"
"bid" => "B00024825"
"slug" => "de-bruyn-arnaud"
]
1 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Assimilation-contrast"
1 => "Anchors"
2 => "Appeals scales"
3 => "Fundraising"
4 => "Direct marketing"
]
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.sciencedirect.com/science/article/abs/pii/S0167811616301331"
"publicationInfo" => array:3 [
"pages" => "367-381"
"volume" => "34"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
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"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
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"fr" => null
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"abstract" => array:2 [
"fr" => "Charities often suggest specific donation amounts in their fundraising appeals, and the assimilation-contrast theory has been well-established as the explanation behind the impact of such anchors on donors' behavior. Yet, researchers who tested it in field studies have reported contradictory findings, and despite its proven reliability in the labs, this theory has had limited impact on managerial practice. Drawing on multiple streams of research, we develop a multi-step strategy to operationalize the assimilation-contrast theory in a fundraising context, and report the results of a large field experiment in which a charity used anchors to influence the behavior of 23,500 of its donors. We found that average donation amount increased by 22% and net margins increased by 36%. We report as one of the key managerial implications that the effects of the assimilation-contrast theory are largely asymmetric, implying that it is far easier for a firm to nudge customers in the direction of increased losses than in the direction of increased profit. We conclude by offering decision heuristics to those managers who do not have the resources to build an econometric model, but wish nonetheless to benefit from our findings."
"en" => "Charities often suggest specific donation amounts in their fundraising appeals, and the assimilation-contrast theory has been well-established as the explanation behind the impact of such anchors on donors' behavior. Yet, researchers who tested it in field studies have reported contradictory findings, and despite its proven reliability in the labs, this theory has had limited impact on managerial practice. Drawing on multiple streams of research, we develop a multi-step strategy to operationalize the assimilation-contrast theory in a fundraising context, and report the results of a large field experiment in which a charity used anchors to influence the behavior of 23,500 of its donors. We found that average donation amount increased by 22% and net margins increased by 36%. We report as one of the key managerial implications that the effects of the assimilation-contrast theory are largely asymmetric, implying that it is far easier for a firm to nudge customers in the direction of increased losses than in the direction of increased profit. We conclude by offering decision heuristics to those managers who do not have the resources to build an econometric model, but wish nonetheless to benefit from our findings."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
2 => Essec\Faculty\Model\Contribution {#2244
#_index: "academ_contributions"
#_id: "881"
#_source: array:18 [
"id" => "881"
"slug" => "coram-populo-in-the-presence-of-people-the-effect-of-others-in-virtual-worlds"
"yearMonth" => "2013-04"
"year" => "2013"
"title" => "Coram Populo – In the Presence of People: The Effect of Others in Virtual Worlds"
"description" => "GOEL, L., PROKOPEC, S. et JUNGLAS, I. (2013). Coram Populo – In the Presence of People: The Effect of Others in Virtual Worlds. <i>Journal of Computer-Mediated Communication</i>, 18(3), pp. 265-282."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "GOEL L."
]
2 => array:1 [
"name" => "JUNGLAS I."
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Virtual worlds"
1 => "Social facilitation"
2 => "Perceived colocation"
3 => "Perceived coaction"
4 => "Distraction conflict"
]
"updatedAt" => "2021-02-02 16:16:18"
"publicationUrl" => "https://onlinelibrary.wiley.com/doi/full/10.1111/jcc4.12007"
"publicationInfo" => array:3 [
"pages" => "265-282"
"volume" => "18"
"number" => "3"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "3D virtual worlds (VWs) enable perception of others’ presence and actions. However, it is unclear how this influences behaviors in group tasks. We study the influence of ‘perceived colocation’ and ‘perceived coaction’, on cognitive absorption, which in turn predicts participative behaviors. Perceived colocation and coaction are central to social facilitation effects, tested primarily in face-to-face settings. We use distraction-conflict theory to explain how these may occur in VWs. Results from a quasi-experiment in Second Life support our hypotheses. We demonstrate the influence of perceived colocation and coaction and extend the applicability of social facilitation effects by incorporating the concept of cognitive absorption in VWs. We conclude with suggestions for the use of VWs for decision-making tasks."
"en" => "3D virtual worlds (VWs) enable perception of others’ presence and actions. However, it is unclear how this influences behaviors in group tasks. We study the influence of ‘perceived colocation’ and ‘perceived coaction’, on cognitive absorption, which in turn predicts participative behaviors. Perceived colocation and coaction are central to social facilitation effects, tested primarily in face-to-face settings. We use distraction-conflict theory to explain how these may occur in VWs. Results from a quasi-experiment in Second Life support our hypotheses. We demonstrate the influence of perceived colocation and coaction and extend the applicability of social facilitation effects by incorporating the concept of cognitive absorption in VWs. We conclude with suggestions for the use of VWs for decision-making tasks."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
3 => Essec\Faculty\Model\Contribution {#2241
#_index: "academ_contributions"
#_id: "4870"
#_source: array:18 [
"id" => "4870"
"slug" => "mental-budgets-and-mental-construals-do-mental-budgets-work-over-the-long-haul"
"yearMonth" => "2011-05"
"year" => "2011"
"title" => "Mental Budgets and Mental Construals: Do Mental Budgets Work Over the Long Haul?"
"description" => "ESPINOZA, F., PROKOPEC, S. et PATRICK, V. (2011). Mental Budgets and Mental Construals: Do Mental Budgets Work Over the Long Haul? Dans: <i>The Day After: Inspiration, Innovation, Implementation</i>. University of Ljubljana."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "ESPINOZA F."
]
2 => array:1 [
"name" => "PATRICK V."
]
]
"ouvrage" => "The Day After: Inspiration, Innovation, Implementation"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
4 => Essec\Faculty\Model\Contribution {#2245
#_index: "academ_contributions"
#_id: "5273"
#_source: array:18 [
"id" => "5273"
"slug" => "19-f-vegas-it-up-to-boost-your-performance"
"yearMonth" => "2017-01"
"year" => "2017"
"title" => "19-F: Vegas It Up to Boost Your Performance!"
"description" => "TALEBI, A. et PROKOPEC, S. (2017). 19-F: Vegas It Up to Boost Your Performance! Dans: Association for Consumer Research North Advances 2018."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "Association for Consumer Research North Advances 2018"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => "45"
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
5 => Essec\Faculty\Model\Contribution {#2239
#_index: "academ_contributions"
#_id: "5274"
#_source: array:18 [
"id" => "5274"
"slug" => "19-f-vegas-it-up-to-boost-your-performance"
"yearMonth" => "2017-05"
"year" => "2017"
"title" => "19-F: Vegas It Up to Boost Your Performance!"
"description" => "TALEBI, A. et PROKOPEC, S. (2017). 19-F: Vegas It Up to Boost Your Performance! Dans: 30th EMAC Doctoral Colloquium."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "30th EMAC Doctoral Colloquium"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "1061"
"volume" => "45"
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
6 => Essec\Faculty\Model\Contribution {#2243
#_index: "academ_contributions"
#_id: "4932"
#_source: array:18 [
"id" => "4932"
"slug" => "optimizing-donations-with-individually-tailored-donation-grids-an-econometric-model-of-compliance-and-generosity"
"yearMonth" => "2010-06"
"year" => "2010"
"title" => "Optimizing Donations with Individually-tailored Donation Grids: An Econometric Model of Compliance and Generosity"
"description" => "PROKOPEC, S. et DE BRUYN, A. (2010). Optimizing Donations with Individually-tailored Donation Grids: An Econometric Model of Compliance and Generosity. Dans: <i>Proceedings of the 39th EMAC Conference</i>. European Marketing Academy (EMAC)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "DE BRUYN Arnaud"
"bid" => "B00024825"
"slug" => "de-bruyn-arnaud"
]
]
"ouvrage" => "Proceedings of the 39th EMAC Conference"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Charities and fundraising organizations use donation grids as anchors to influence donation amounts. In this paper, we show that the impact of these donation grids on the various components of donation behavior (compliance and donation amount) can be captured by an econometric model that taps into the social psychology literature, especially the contrast theory (Sherif, Taub, and Hovland, 1958) and the adaptation level theory (Helson, 1964). We develop two separate econometric models to estimate the impact of donation grids on (a) likelihood of donation and (b) donation amounts, and show that congruency of requests with donors? internal reference points plays an important role in determining the impact of charities? tactics. We then apply these models in a large field experiment, and individually tailor suggested donation grids to 100,000 solicited donors. Contrasted to the control group, optimizing donation grids at the individual level increased donation amounts by +22%, and net margins by +36%."
"en" => "Charities and fundraising organizations use donation grids as anchors to influence donation amounts. In this paper, we show that the impact of these donation grids on the various components of donation behavior (compliance and donation amount) can be captured by an econometric model that taps into the social psychology literature, especially the contrast theory (Sherif, Taub, and Hovland, 1958) and the adaptation level theory (Helson, 1964). We develop two separate econometric models to estimate the impact of donation grids on (a) likelihood of donation and (b) donation amounts, and show that congruency of requests with donors? internal reference points plays an important role in determining the impact of charities? tactics. We then apply these models in a large field experiment, and individually tailor suggested donation grids to 100,000 solicited donors. Contrasted to the control group, optimizing donation grids at the individual level increased donation amounts by +22%, and net margins by +36%."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
7 => Essec\Faculty\Model\Contribution {#2246
#_index: "academ_contributions"
#_id: "5140"
#_source: array:18 [
"id" => "5140"
"slug" => "the-impact-of-anchors-on-donors-behavior-a-field-experiment"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "The Impact of Anchors on Donors' Behavior: A Field Experiment"
"description" => "PROKOPEC, S. et DE BRUYN, A. (2009). The Impact of Anchors on Donors' Behavior: A Field Experiment. Dans: <i>Advances in Consumer Research, Volume 37</i>. Association for Consumer Research (ACR)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "DE BRUYN Arnaud"
"bid" => "B00024825"
"slug" => "de-bruyn-arnaud"
]
]
"ouvrage" => "Advances in Consumer Research, Volume 37"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Site internet."
"en" => "We ran a large field experiment in which a charity solicited 50,000 of its donors, and tailored suggested donation amounts based on their past behavior. Two anchoring mechanisms were manipulated, the size of the first amount on the donation grid relative to the previous donation (the left end of the grid), and the rate of the increase of the amounts on the rest of the donation grid (the right end). As expected, both anchoring mechanisms have positive influence on donation amounts, but only the size of the first amount on the donation grid negatively influences likelihood of donation."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
8 => Essec\Faculty\Model\Contribution {#2247
#_index: "academ_contributions"
#_id: "5167"
#_source: array:18 [
"id" => "5167"
"slug" => "the-social-aspects-of-virtual-worlds-implications-for-marketing"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "The Social Aspects of Virtual Worlds: Implications for Marketing"
"description" => "PROKOPEC, S. et LAKSHMI, G. (2009). The Social Aspects of Virtual Worlds: Implications for Marketing. Dans: <i>Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?</i> European Marketing Academy (EMAC)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "LAKSHMI G."
]
]
"ouvrage" => "Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
9 => Essec\Faculty\Model\Contribution {#2248
#_index: "academ_contributions"
#_id: "5168"
#_source: array:18 [
"id" => "5168"
"slug" => "the-social-aspects-of-virtual-worlds-implications-for-marketing"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "The Social Aspects of Virtual Worlds: Implications for Marketing"
"description" => "PROKOPEC, S. et GOEL, L. (2009). The Social Aspects of Virtual Worlds: Implications for Marketing. Dans: <i>2009 AMA Educators' Proceedings, Enhancing Knowledge Development in Marketing (CD-Rom)</i>. American Marketing Association (AMA)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "GOEL L."
]
]
"ouvrage" => "2009 AMA Educators' Proceedings, Enhancing Knowledge Development in Marketing (CD-Rom)"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
10 => Essec\Faculty\Model\Contribution {#2249
#_index: "academ_contributions"
#_id: "5235"
#_source: array:18 [
"id" => "5235"
"slug" => "when-asking-for-more-leads-to-getting-nothing-the-impact-of-anchors-on-donors-behavior"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior"
"description" => "DE BRUYN, A. et PROKOPEC, S. (2009). When Asking for More Leads to Getting Nothing: The Impact of Anchors on Donor's Behavior. Dans: <i>Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?</i> European Marketing Academy (EMAC)."
"authors" => array:2 [
0 => array:3 [
"name" => "DE BRUYN Arnaud"
"bid" => "B00024825"
"slug" => "de-bruyn-arnaud"
]
1 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
]
"ouvrage" => "Proceedings of the 38th EMAC: Marketing and the Core Disciplines: Rediscovering References?"
"keywords" => array:2 [
0 => "Grilles de dons"
1 => "Points de référence"
]
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Les organisations caritatives utilisent les grilles de dons pour influencer les comportements des donateurs. Dans ce papier, nous montrons que ces grilles de dons peuvent avoir des conséquences négatives sur les comportements. Nous démontrons également que les donateurs ayant des points de référence internes forts sont moins susceptibles à ce type d'influence."
"en" => "Fundraising organizations use donation grids as anchors to artificially influence donation amounts. In this paper, we show that these anchors can have adverse consequences on donation likelihood. We also show that donors with stronger internal reference points are less influenced by grid manipulations."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
11 => Essec\Faculty\Model\Contribution {#2250
#_index: "academ_contributions"
#_id: "10106"
#_source: array:18 [
"id" => "10106"
"slug" => "beating-back-that-triple-chocolate-cake-mental-budgets-as-instruments-of-self-regulation"
"yearMonth" => "2006-04"
"year" => "2006"
"title" => "Beating back that triple chocolate cake: Mental Budgets as instruments of self-regulation"
"description" => "PROKOPEC, S. et KRISHNAMURTHY, P. (2006). Beating back that triple chocolate cake: Mental Budgets as instruments of self-regulation. Dans: University of Houston Annual Doctoral Symposium. Houston."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KRISHNAMURTHY Partha"
]
]
"ouvrage" => "University of Houston Annual Doctoral Symposium"
"keywords" => []
"updatedAt" => "2021-07-13 14:31:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
12 => Essec\Faculty\Model\Contribution {#2251
#_index: "academ_contributions"
#_id: "10107"
#_source: array:18 [
"id" => "10107"
"slug" => "beating-back-that-triple-chocolate-cakemental-budgets-as-instruments-of-self-regulation"
"yearMonth" => "2006-09"
"year" => "2006"
"title" => "Beating back that triple chocolate cake:Mental budgets as instruments of self-regulation"
"description" => "KRISHNAMURTHY, P. et PROKOPEC, S. (2006). Beating back that triple chocolate cake:Mental budgets as instruments of self-regulation. Dans: <i>2006 North America ACR Conference</i>. Association for Consumer Research (ACR)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KRISHNAMURTHY Parthasarthy"
]
]
"ouvrage" => "2006 North America ACR Conference"
"keywords" => []
"updatedAt" => "2021-07-13 14:31:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
13 => Essec\Faculty\Model\Contribution {#2252
#_index: "academ_contributions"
#_id: "10108"
#_source: array:18 [
"id" => "10108"
"slug" => "beating-back-that-triple-chocolate-cakemental-budgets-as-instruments-of-self-regulation"
"yearMonth" => "2006-09"
"year" => "2006"
"title" => "Beating back that triple chocolate cake:Mental budgets as instruments of self-regulation"
"description" => "KRISHNAMURTHY, P. et PROKOPEC, S. (2006). Beating back that triple chocolate cake:Mental budgets as instruments of self-regulation. Dans: ACR 2006. Orlando."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KRISHNAMURTHY Parthasarthy"
]
]
"ouvrage" => "ACR 2006"
"keywords" => []
"updatedAt" => "2021-07-13 14:31:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
14 => Essec\Faculty\Model\Contribution {#2253
#_index: "academ_contributions"
#_id: "10274"
#_source: array:18 [
"id" => "10274"
"slug" => "marketing-in-second-life-if-you-build-it-will-they-come"
"yearMonth" => "2008-02"
"year" => "2008"
"title" => "Marketing in Second Life: If you build it, will they come?"
"description" => "PROKOPEC, S. et GOEL, L. (2008). Marketing in Second Life: If you build it, will they come? Dans: <i>2008 American Marketing Association Winter Educators Conference</i>. American Marketing Association (AMA)."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "GOEL Lakshmi"
]
]
"ouvrage" => "2008 American Marketing Association Winter Educators Conference"
"keywords" => []
"updatedAt" => "2021-07-13 14:31:30"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
15 => Essec\Faculty\Model\Contribution {#2254
#_index: "academ_contributions"
#_id: "10813"
#_source: array:18 [
"id" => "10813"
"slug" => "delaying-the-resolution-of-uncertainty-the-role-of-discomfort-and-excitement-in-decision-making"
"yearMonth" => "2019-05"
"year" => "2019"
"title" => "Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in Decision-making"
"description" => "TALEBI, A., PROKOPEC, S. et ÖNCÜLER, A. (2019). Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in Decision-making. Dans: 48th European Marketing Academy Conference (EMAC)."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "ÖNCÜLER Ayse"
"bid" => "B00183494"
"slug" => "onculer-ayse"
]
2 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "48th European Marketing Academy Conference (EMAC)"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
16 => Essec\Faculty\Model\Contribution {#2255
#_index: "academ_contributions"
#_id: "1338"
#_source: array:18 [
"id" => "1338"
"slug" => "if-you-build-it-will-they-come-an-empirical-investigation-of-consumer-perceptions-and-strategy-in-virtual-worlds"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "If you build it will they come? An Empirical Investigation of Consumer Perceptions and Strategy in Virtual Worlds"
"description" => "GOEL, L. et PROKOPEC, S. (2009). If you build it will they come? An Empirical Investigation of Consumer Perceptions and Strategy in Virtual Worlds. <i>Electronic Commerce Research</i>, 9(1-2), pp. 115-134."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "GOEL L."
]
]
"ouvrage" => ""
"keywords" => array:3 [
0 => "Virtual Channel Strategy"
1 => "Virtual Worlds"
2 => "Web 2.0"
]
"updatedAt" => "2020-12-17 17:55:06"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "115-134"
"volume" => "9"
"number" => "1-2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "There is increased interest in, and accelerating technological development of internet-based persistent three-dimensional (3D) virtual environments. The applications of these "virtual worlds" are growing in the fields of entertainment and information assimilation such as virtual real estate, brand building, and marketing. Such applications could, in time, lead to serious economic and business transformation. However, there is a lack of empirical work examining differences between virtual worlds and traditional virtual channels such as websites, and suggesting effective entry strategies for organizations that seek to leverage their presence in virtual worlds. This paper attempts to provide a starting point for such a discussion. Results from our qualitative and quantitative analysis indicate that there is a significant difference in perceptions of trust, product diagnosticity, informativeness, and product descriptions between websites and virtual worlds. Results also suggest that organizations need to employ a synergy strategy when marketing experience goods in virtual worlds."
"en" => "There is increased interest in, and accelerating technological development of internet-based persistent three-dimensional (3D) virtual environments. The applications of these "virtual worlds" are growing in the fields of entertainment and information assimilation such as virtual real estate, brand building, and marketing. Such applications could, in time, lead to serious economic and business transformation. However, there is a lack of empirical work examining differences between virtual worlds and traditional virtual channels such as websites, and suggesting effective entry strategies for organizations that seek to leverage their presence in virtual worlds. This paper attempts to provide a starting point for such a discussion. Results from our qualitative and quantitative analysis indicate that there is a significant difference in perceptions of trust, product diagnosticity, informativeness, and product descriptions between websites and virtual worlds. Results also suggest that organizations need to employ a synergy strategy when marketing experience goods in virtual worlds."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
17 => Essec\Faculty\Model\Contribution {#2256
#_index: "academ_contributions"
#_id: "5506"
#_source: array:18 [
"id" => "5506"
"slug" => "big-discounts-might-backfire-on-consumer-satisfaction"
"yearMonth" => "2018-05"
"year" => "2018"
"title" => "Big Discounts Might Backfire on Consumer Satisfaction"
"description" => "TALEBI, A. et PROKOPEC, S. (2018). Big Discounts Might Backfire on Consumer Satisfaction. Dans: 31st European Marketing Academy (EMAC) Doctoral Colloquium."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "31st European Marketing Academy (EMAC) Doctoral Colloquium"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
18 => Essec\Faculty\Model\Contribution {#2257
#_index: "academ_contributions"
#_id: "5507"
#_source: array:18 [
"id" => "5507"
"slug" => "big-discounts-might-backfire-on-consumers-affective-states"
"yearMonth" => "2019-01"
"year" => "2019"
"title" => "Big Discounts Might Backfire on Consumers’ Affective States"
"description" => "TALEBI, A. et PROKOPEC, S. (2019). Big Discounts Might Backfire on Consumers’ Affective States. Dans: 3rd Singapore International Conference on Management, Business, Economic and Social Science."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "3rd Singapore International Conference on Management, Business, Economic and Social Science"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
19 => Essec\Faculty\Model\Contribution {#2258
#_index: "academ_contributions"
#_id: "5711"
#_source: array:18 [
"id" => "5711"
"slug" => "delaying-the-resolution-of-uncertainty-the-role-of-discomfort-and-excitement-in-decision-making"
"yearMonth" => "2019-06"
"year" => "2019"
"title" => "Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in decision-making"
"description" => "TALEBI, A., PROKOPEC, S. et ÖNCÜLER, A. (2019). Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in decision-making. Dans: 2019 ISMS Marketing Science Conference."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "ÖNCÜLER Ayse"
"bid" => "B00183494"
"slug" => "onculer-ayse"
]
2 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "2019 ISMS Marketing Science Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
20 => Essec\Faculty\Model\Contribution {#2259
#_index: "academ_contributions"
#_id: "5956"
#_source: array:18 [
"id" => "5956"
"slug" => "extinguishing-the-flame-of-desire-how-successful-luxury-brand-extensions-can-satiate-brand-desire"
"yearMonth" => "2015-10"
"year" => "2015"
"title" => "Extinguishing the Flame of Desire: How Successful Luxury Brand Extensions Can Satiate Brand Desire"
"description" => "PROKOPEC, S. et PATRICK, V. (2015). Extinguishing the Flame of Desire: How Successful Luxury Brand Extensions Can Satiate Brand Desire. Dans: 2015 North American Conference of the Association for Consumer Research."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "PATRICK V."
]
]
"ouvrage" => "2015 North American Conference of the Association for Consumer Research"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
21 => Essec\Faculty\Model\Contribution {#2260
#_index: "academ_contributions"
#_id: "2145"
#_source: array:18 [
"id" => "2145"
"slug" => "opening-a-donors-wallet-the-influence-of-appeal-scales-on-likelihood-and-magnitude-of-donation"
"yearMonth" => "2013-10"
"year" => "2013"
"title" => "Opening a Donor’s Wallet: The Influence of Appeal Scales on Likelihood and Magnitude of Donation"
"description" => "DE BRUYN, A. et PROKOPEC, S. (2013). Opening a Donor’s Wallet: The Influence of Appeal Scales on Likelihood and Magnitude of Donation. <i>Journal of Consumer Psychology</i>, 23(4), pp. 496-502."
"authors" => array:2 [
0 => array:3 [
"name" => "DE BRUYN Arnaud"
"bid" => "B00024825"
"slug" => "de-bruyn-arnaud"
]
1 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-02-02 16:16:18"
"publicationUrl" => "https://doi.org/10.1016/j.jcps.2013.03.004"
"publicationInfo" => array:3 [
"pages" => "496-502"
"volume" => "23"
"number" => "4"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "We examine the influence of appeal scales on the likelihood and magnitude of donation in a large field experiment. We argue and show that the leftmost anchor on the appeal scale most strongly influences the likelihood of donating; the lower the anchor, the higher the donation likelihood. Furthermore, our findings indicate that increasing the steepness of the amounts on the appeal scale increases the magnitude of donations. Both effects are stronger for infrequent than for frequent donors. Our results demonstrate that by using what a charity knows about past donor behavior, it can alter appeal scales to change donation behavior."
"en" => "We examine the influence of appeal scales on the likelihood and magnitude of donation in a large field experiment. We argue and show that the leftmost anchor on the appeal scale most strongly influences the likelihood of donating; the lower the anchor, the higher the donation likelihood. Furthermore, our findings indicate that increasing the steepness of the amounts on the appeal scale increases the magnitude of donations. Both effects are stronger for infrequent than for frequent donors. Our results demonstrate that by using what a charity knows about past donor behavior, it can alter appeal scales to change donation behavior."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
22 => Essec\Faculty\Model\Contribution {#2261
#_index: "academ_contributions"
#_id: "6849"
#_source: array:18 [
"id" => "6849"
"slug" => "pain-of-loss-how-losing-in-a-promotional-competition-influences-consumer-attitude"
"yearMonth" => "2018-01"
"year" => "2018"
"title" => "Pain of Loss: How Losing in a Promotional Competition Influences Consumer Attitude"
"description" => "TALEBI, A., PROKOPEC, S. et ÖNCÜLER, A. (2018). Pain of Loss: How Losing in a Promotional Competition Influences Consumer Attitude. Dans: Association for Consumer Research (ACR) North Advances 2018."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "ÖNCÜLER Ayse"
"bid" => "B00183494"
"slug" => "onculer-ayse"
]
2 => array:1 [
"name" => "TALEBI A."
]
]
"ouvrage" => "Association for Consumer Research (ACR) North Advances 2018"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
23 => Essec\Faculty\Model\Contribution {#2262
#_index: "academ_contributions"
#_id: "2424"
#_source: array:18 [
"id" => "2424"
"slug" => "resisting-that-triple-chocolate-cake-mental-budgets-and-self-control"
"yearMonth" => "2010-06"
"year" => "2010"
"title" => "Resisting That Triple-chocolate Cake: Mental Budgets and Self-control"
"description" => "KRISHNAMURTHY, P. et PROKOPEC, S. (2010). Resisting That Triple-chocolate Cake: Mental Budgets and Self-control. <i>Journal of Consumer Research</i>, 37(1), pp. 68-79."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KRISHNAMURTHY P."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-02-02 16:16:18"
"publicationUrl" => "https://www.researchgate.net/publication/227631616_Resisting_That_Triple-Chocolate_Cake_Mental_Budgets_and_Self-Control"
"publicationInfo" => array:3 [
"pages" => "68-79"
"volume" => "37"
"number" => "1"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This research examines whether mental budgets, defined as self-specified allowances for behaviors, can help with self-control. We theorize that mental budgets will lead to greater self-control when the avoidance aspects of the behavior are made salient and when the decision context allows easy monitoring of one’s own behavior. Study 1 finds that mental budgets help reduce consumption of indulgent products when avoidance aspects of the behavior are made salient. Study 2 finds that even when avoidance aspects are made salient, mental budgets are effective only when option information enables monitoring of one’s choices relative to the budget. Study 3 finds that external reference points (a feature of both studies 1 and 2) play a critical role in reducing consumption. Study 4 extends the findings from studies 1 and 3 and finds that mental budgets are effective in enhancing self- control if the person also has a high chronic prevention focus."
"en" => "This research examines whether mental budgets, defined as self-specified allowances for behaviors, can help with self-control. We theorize that mental budgets will lead to greater self-control when the avoidance aspects of the behavior are made salient and when the decision context allows easy monitoring of one’s own behavior. Study 1 finds that mental budgets help reduce consumption of indulgent products when avoidance aspects of the behavior are made salient. Study 2 finds that even when avoidance aspects are made salient, mental budgets are effective only when option information enables monitoring of one’s choices relative to the budget. Study 3 finds that external reference points (a feature of both studies 1 and 2) play a critical role in reducing consumption. Study 4 extends the findings from studies 1 and 3 and finds that mental budgets are effective in enhancing self- control if the person also has a high chronic prevention focus."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
24 => Essec\Faculty\Model\Contribution {#2263
#_index: "academ_contributions"
#_id: "2432"
#_source: array:18 [
"id" => "2432"
"slug" => "restraint-that-blinds-attention-narrowing-and-consumers-response-to-numerosity-in-self-control-decisions"
"yearMonth" => "2019-08"
"year" => "2019"
"title" => "Restraint that Blinds: Attention Narrowing and Consumers’ Response to Numerosity in Self-Control Decisions"
"description" => "WILCOX, K. et PROKOPEC, S. (2019). Restraint that Blinds: Attention Narrowing and Consumers’ Response to Numerosity in Self-Control Decisions. <i>Journal of Consumer Research</i>, 2(46), pp. 371-387."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "WILCOX K."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.semanticscholar.org/paper/Restraint-That-Blinds%3A-Attention-Narrowing-and-to-Wilcox-Prokopec/95d260da812a88c79ab0de56ded069df165ab789"
"publicationInfo" => array:3 [
"pages" => "371-387"
"volume" => "2"
"number" => "46"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "A significant amount of research on numerosity demonstrates that product perceptions are often influenced by the scale on which numerical attribute information is presented. However, fewer studies have examined how self-control is influenced by the numerosity of cost information (e.g., price, nutritional content) in situations that may violate a personal goal. The present research demonstrates that, in such situations, the numerosity of cost information has a stronger influence on self-control when consumers are highly focused on restraint. Because restrained consumers regulate their behavior by anticipating the negative emotions from violating their goals, they experience a narrowing of attention during self-control decisions that makes them more reliant on numerosity as a cue for judgment. The results of eight experiments demonstrate that consumers who are primed or predisposed to be high in restraint display less self-control when cost information is presented on a contracted scale with small numbers compared to an expanded scale with large numbers. When consumers are less focused on restraint, numerosity has less of an effect on self-control because unrestrained consumers do not experience an analogous narrowing of attention."
"en" => "A significant amount of research on numerosity demonstrates that product perceptions are often influenced by the scale on which numerical attribute information is presented. However, fewer studies have examined how self-control is influenced by the numerosity of cost information (e.g., price, nutritional content) in situations that may violate a personal goal. The present research demonstrates that, in such situations, the numerosity of cost information has a stronger influence on self-control when consumers are highly focused on restraint. Because restrained consumers regulate their behavior by anticipating the negative emotions from violating their goals, they experience a narrowing of attention during self-control decisions that makes them more reliant on numerosity as a cue for judgment. The results of eight experiments demonstrate that consumers who are primed or predisposed to be high in restraint display less self-control when cost information is presented on a contracted scale with small numbers compared to an expanded scale with large numbers. When consumers are less focused on restraint, numerosity has less of an effect on self-control because unrestrained consumers do not experience an analogous narrowing of attention."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
25 => Essec\Faculty\Model\Contribution {#2264
#_index: "academ_contributions"
#_id: "7250"
#_source: array:18 [
"id" => "7250"
"slug" => "the-socialness-of-virtual-worlds"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "The "Socialness" of Virtual Worlds"
"description" => "LAKSHMI, G. et PROKOPEC, S. (2009). The "Socialness" of Virtual Worlds. Dans: 15th Americas Conference on Information Systems."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "LAKSHMI G."
]
]
"ouvrage" => "15th Americas Conference on Information Systems"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
26 => Essec\Faculty\Model\Contribution {#2265
#_index: "academ_contributions"
#_id: "7446"
#_source: array:18 [
"id" => "7446"
"slug" => "the-social-aspects-of-virtual-worlds-implications-for-marketing"
"yearMonth" => "2009-01"
"year" => "2009"
"title" => "The Social Aspects of Virtual Worlds: Implications for Marketing"
"description" => "PROKOPEC, S. et LAKSHMI, G. (2009). The Social Aspects of Virtual Worlds: Implications for Marketing."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "LAKSHMI G."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
27 => Essec\Faculty\Model\Contribution {#2266
#_index: "academ_contributions"
#_id: "7666"
#_source: array:18 [
"id" => "7666"
"slug" => "yielding-to-temptation-due-to-depletion-can-mental-budgets-help"
"yearMonth" => "2011-02"
"year" => "2011"
"title" => "Yielding to Temptation Due to Depletion: Can Mental Budgets Help?"
"description" => "PROKOPEC, S., KRISHNAMURTHY, P. et BLAIR, E. (2011). Yielding to Temptation Due to Depletion: Can Mental Budgets Help? Dans: Society of Consumer Psychology Conference (SCP) 2011."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KRISHNAMURTHY P."
]
2 => array:1 [
"name" => "BLAIR E."
]
]
"ouvrage" => "Society of Consumer Psychology Conference (SCP) 2011"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
28 => Essec\Faculty\Model\Contribution {#2267
#_index: "academ_contributions"
#_id: "3402"
#_source: array:18 [
"id" => "3402"
"slug" => "an-international-marketing-strategy-perspective-on-islamic-marketing"
"yearMonth" => "2011-11"
"year" => "2011"
"title" => "An International Marketing Strategy Perspective on Islamic Marketing"
"description" => "PROKOPEC, S. et KURDY, M. (2011). An International Marketing Strategy Perspective on Islamic Marketing. Dans: <i>Handbook of Islamic Marketing</i>. 1st ed. Edward Elgar Publishing Ltd, pp. 208-225."
"authors" => array:2 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "KURDY M."
]
]
"ouvrage" => "Handbook of Islamic Marketing"
"keywords" => []
"updatedAt" => "2021-09-06 14:06:32"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "208-225"
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Chapitres"
"en" => "Book chapters"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "The Handbook of Islamic Marketing, edited by Ozlem Sandikci and Gillian Rice, provides state-of-the-art scholarship on the intersection of Islam, consumption and marketing and lays out an agenda for future research. The topics covered by eminent contributors from around the world range from fashion and food consumption practices of Muslims to retailing, digital marketing, advertising, corporate social responsibility and nation branding in the context of Muslim marketplaces. The essays offer new insights into the relationship between morality, consumption and marketing practices and discuss the implications of politics and globalization for Islamic markets. This comprehensive Handbook provides an essential introduction to the newly emerging field of Islamic marketing. It is invaluable for researchers and students in international marketing who are interested in the intersection of Islam and marketing as well as those from anthropology and sociology studying Muslim consumers and businesses. The book also supplies vital knowledge for Muslim and non-Muslim business leaders generating commerce in Islamic communities."
"en" => "The Handbook of Islamic Marketing, edited by Ozlem Sandikci and Gillian Rice, provides state-of-the-art scholarship on the intersection of Islam, consumption and marketing and lays out an agenda for future research. The topics covered by eminent contributors from around the world range from fashion and food consumption practices of Muslims to retailing, digital marketing, advertising, corporate social responsibility and nation branding in the context of Muslim marketplaces. The essays offer new insights into the relationship between morality, consumption and marketing practices and discuss the implications of politics and globalization for Islamic markets. This comprehensive Handbook provides an essential introduction to the newly emerging field of Islamic marketing. It is invaluable for researchers and students in international marketing who are interested in the intersection of Islam and marketing as well as those from anthropology and sociology studying Muslim consumers and businesses. The book also supplies vital knowledge for Muslim and non-Muslim business leaders generating commerce in Islamic communities."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
29 => Essec\Faculty\Model\Contribution {#2268
#_index: "academ_contributions"
#_id: "11126"
#_source: array:18 [
"id" => "11126"
"slug" => "do-versus-dont-the-impact-of-framing-on-goal-level-setting"
"yearMonth" => "2021-04"
"year" => "2021"
"title" => "Do Versus Don’t: The Impact of Framing on Goal Level Setting"
"description" => "TUK, M.A., PROKOPEC, S. et VAN DEN BERGH, B. (2021). Do Versus Don’t: The Impact of Framing on Goal Level Setting. <i>Journal of Consumer Research</i>, 47(6), pp. 1003-1024."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:1 [
"name" => "TUK Mirjam A"
]
2 => array:1 [
"name" => "VAN DEN BERGH Bram"
]
]
"ouvrage" => ""
"keywords" => array:6 [
0 => "goal setting"
1 => "goal level"
2 => "ambition"
3 => "framing"
4 => "self-discrepancy"
5 => "motivation"
]
"updatedAt" => "2023-06-23 11:12:39"
"publicationUrl" => "https://doi.org/10.1093/jcr/ucaa050"
"publicationInfo" => array:3 [
"pages" => "1003-1024"
"volume" => "47"
"number" => "6"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "The consumer behavior literature extensively studied the impact of goal setting on behavior and performance. However, much less is known about the antecedents of goal level setting – consumers’ decision of whether to work out twice or three times per week. Consumers can decide how many goal-consistent activities to undertake (‘goal-consistent decision frame’; such as exercising two days per week) or to forego (‘goal-inconsistent decision frame’; such as not exercising five days per week). While objectively the same decision, we argue that these different frames impact consumers’ ambition. Making a decision to forego goal-consistent activities triggers negative, self-evaluative emotions and to compensate for these unfavorable self-evaluations, consumers set more ambitious goal levels."
"en" => "The consumer behavior literature extensively studied the impact of goal setting on behavior and performance. However, much less is known about the antecedents of goal level setting – consumers’ decision of whether to work out twice or three times per week. Consumers can decide how many goal-consistent activities to undertake (‘goal-consistent decision frame’; such as exercising two days per week) or to forego (‘goal-inconsistent decision frame’; such as not exercising five days per week). While objectively the same decision, we argue that these different frames impact consumers’ ambition. Making a decision to forego goal-consistent activities triggers negative, self-evaluative emotions and to compensate for these unfavorable self-evaluations, consumers set more ambitious goal levels."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
30 => Essec\Faculty\Model\Contribution {#2269
#_index: "academ_contributions"
#_id: "14386"
#_source: array:18 [
"id" => "14386"
"slug" => "the-unresolved-uncertainty-effect-do-brands-gain-or-lose-stars-when-consumers-have-to-wait-for-resolution-of-brand-led-uncertainty"
"yearMonth" => "2023-07"
"year" => "2023"
"title" => "The Unresolved Uncertainty Effect: Do Brands Gain or Lose Stars When Consumers Have to Wait For Resolution of Brand-led Uncertainty?"
"description" => "TALEBI, A., PROKOPEC, S. et ÖNCÜLER, A. (2023). The Unresolved Uncertainty Effect: Do Brands Gain or Lose Stars When Consumers Have to Wait For Resolution of Brand-led Uncertainty? Dans: European Association of Consumer Research (EACR) Conference 2023. Amsterdam."
"authors" => array:3 [
0 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
1 => array:3 [
"name" => "ÖNCÜLER Ayse"
"bid" => "B00183494"
"slug" => "onculer-ayse"
]
2 => array:1 [
"name" => "TALEBI Arash"
]
]
"ouvrage" => "European Association of Consumer Research (EACR) Conference 2023"
"keywords" => array:1 [
0 => "consumer research"
]
"updatedAt" => "2023-09-27 09:45:26"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => ""
"volume" => ""
"number" => ""
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This research investigates when consumers (dis)like a waiting period and its cause. We show that the net effect of a brand-led waiting period is positive. This effect is driven by the heightened excitement of high-construal individuals whereas low-construal people experience discomfort during the waiting period."
"en" => "This research investigates when consumers (dis)like a waiting period and its cause. We show that the net effect of a brand-led waiting period is positive. This effect is driven by the heightened excitement of high-construal individuals whereas low-construal people experience discomfort during the waiting period."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
31 => Essec\Faculty\Model\Contribution {#2270
#_index: "academ_contributions"
#_id: "15051"
#_source: array:18 [
"id" => "15051"
"slug" => "the-enrichment-economy-market-dynamics-brand-strategy-and-ethics"
"yearMonth" => "2024-08"
"year" => "2024"
"title" => "The Enrichment Economy: Market Dynamics, Brand Strategy, and Ethics"
"description" => "DION, D., PAVLYUCHENKO, R. et PROKOPEC, S. (2024). The Enrichment Economy: Market Dynamics, Brand Strategy, and Ethics. <i>Journal of Marketing</i>, In press."
"authors" => array:3 [
0 => array:3 [
"name" => "DION Delphine"
"bid" => "B00656347"
"slug" => "dion-delphine"
]
1 => array:3 [
"name" => "PROKOPEC Sonja"
"bid" => "B00145716"
"slug" => "prokopec-sonja"
]
2 => array:1 [
"name" => "Pavlyuchenko Roman"
]
]
"ouvrage" => ""
"keywords" => array:7 [
0 => "Enrichement"
1 => "Luxury"
2 => "Brand Strategy"
3 => "Ethics"
4 => "Retailing"
5 => "Circularity"
6 => "Second-hand market"
]
"updatedAt" => "2024-10-31 13:51:19"
"publicationUrl" => "https://doi.org/10.1177/00222429241275014"
"publicationInfo" => array:3 [
"pages" => null
"volume" => "In press"
"number" => null
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Rare watches, fine wines and spirits, sports cars, designer sneakers, and many other luxury goods create massive enrichment opportunities for consumers if they resell them on secondary markets. This trend is part of the enrichment economy, a novel form of market arrangement where consumers use iconic goods to increase their capital. However, it creates challenges for brands, such as preserving their primary market desirability and avoiding cannibalization. To understand how brands can navigate the enrichment economy, we have conducted an ethnographic study of the luxury watch industry. Drawing on market system dynamics, we theorize market processes that sustain a market within the enrichment economy. We explain the shared discourses, norms, and practices that make the enrichment economy function. This research makes four contributions. First, we theorize primary-secondary market dynamics as a novel class of market dynamics. Second, we theorize the new role of luxury brands as enrichment curators. Third, we discuss the ethics of enrichment by highlighting inequalities and risks it creates. Fourth, we introduce the enrichment strategy as a novel brand strategy that capitalizes on the market dynamics of enrichment. We offer recommendations for luxury and non-luxury brands on product portfolio management, customer relationship management, and ethical innovation."
"en" => "Rare watches, fine wines and spirits, sports cars, designer sneakers, and many other luxury goods create massive enrichment opportunities for consumers if they resell them on secondary markets. This trend is part of the enrichment economy, a novel form of market arrangement where consumers use iconic goods to increase their capital. However, it creates challenges for brands, such as preserving their primary market desirability and avoiding cannibalization. To understand how brands can navigate the enrichment economy, we have conducted an ethnographic study of the luxury watch industry. Drawing on market system dynamics, we theorize market processes that sustain a market within the enrichment economy. We explain the shared discourses, norms, and practices that make the enrichment economy function. This research makes four contributions. First, we theorize primary-secondary market dynamics as a novel class of market dynamics. Second, we theorize the new role of luxury brands as enrichment curators. Third, we discuss the ethics of enrichment by highlighting inequalities and risks it creates. Fourth, we introduce the enrichment strategy as a novel brand strategy that capitalizes on the market dynamics of enrichment. We offer recommendations for luxury and non-luxury brands on product portfolio management, customer relationship management, and ethical innovation."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-12-31T04:21:52.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 6.348448
+"parent": null
}
]
"avatar" => "https://faculty.essec.edu/wp-content/uploads/avatars/B00145716.jpg"
"contributionCounts" => 32
"personalLinks" => array:2 [
0 => "<a href="https://orcid.org/0000-0003-3149-7219" target="_blank">ORCID</a>"
1 => "<a href="https://scholar.google.com/citations?hl=fr&user=ByMqEH0AAAAJ" target="_blank">Google scholar</a>"
]
"docTitle" => "Sonja PROKOPEC"
"docSubtitle" => "Professor"
"docDescription" => "Department: Marketing<br>Campus de Singapour"
"docType" => "cv"
"docPreview" => "<img src="https://faculty.essec.edu/wp-content/uploads/avatars/B00145716.jpg"><span><span>Sonja PROKOPEC</span><span>B00145716</span></span>"
"academ_cv_info" => ""
]
#_index: "academ_cv"
+lang: "en"
+"_type": "_doc"
+"_score": 5.0369525
+"parent": null
}
