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  • November 2019
  • Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call...  View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Data and Data Sets; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
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  • Forthcoming
  • Article

Panel Experiments and Dynamic Causal Effects: A Finite Population Perspective
By: Iavor Bojinov, Ashesh Rambachan and Neil Shephard
In panel experiments, we randomly assign units to different interventions, measuring their outcomes, and repeating the procedure in several periods. Using the potential outcomes framework, we define finite population dynamic causal effects that capture the relative...  View Details
Keywords: Panel Data; Dynamic Causal Effects; Potential Outcomes; Finite Population; Nonparametric; Mathematical Methods
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