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Selected Publications

Nidhi Agrawal
Abhishek Borah
Lea Dunn
Michael S. Eguchi
Gary M. Erickson
Mark Forehand
Mike Giambattista
Lee Hochberg
Shailendra Pratap Jain
Douglas MacLachlan
Martha Matthews
Natalie Mizik
Reza Moinpour
John Narver
Robert W. Palmatier
Oliver J. Rutz
Amin Sayedi
Ann Schlosser
Jeffrey D. Shulman
Thaddeus Spratlen
Jeremiah Sullivan
Richard Yalch
Hema Yoganarasimhan
Jonathan Z. Zhang

Nidhi Agrawal

  • "Emotional agency appraisals influence responses to preference inconsistent information"
    Agrawal, N., Han, D., & Duhachek, A., (2013). Organizational Behavior and Human Decision Processes, pp. 87-97.
  • "Guilt Versus Shame: Coping, Fluency, and Framing in the Effectiveness of Responsible Drinking Messages"
    Agrawal, N., Duhachek, A., & Han, D., (2012). Journal of Marketing Research, pp. 928-941.
  • "Carry Over Effects of Self-Control in Decision-Making: A Construal Level Perspective"
    Agrawal, N., & Wan, W., (2011). Journal of Consumer Research, pp. 199-214.
  • "Emotional Compatibility and the Effectiveness of Anti-Drinking Messages: A Defensive Processing Perspective on Shame and Guilt"
    Agrawal, N., & Duhachek, A., (2010). Journal of Marketing Research, pp. 263-273.
  • "Biases in Social Comparisons: Optimism or Pessimism?"
    Agrawal, N., & Menon, G., (2009). Organizational Behavior and Human Decision Processes, pp. 39-52.
  • "Regulating Risk or Risking Regulation? Construal Levels and Depletion Effects in the Processing of Health Messages"
    Agrawal, N., & Wan, W., (2009). Journal of Consumer Research, pp. 448-462.
  • "Health Risk Perceptions and Consumer Psychology"
    Agrawal, N., Menon, G., & Raghubir, P., (2008). The Handbook of Consumer Psychology, pp. 981-1010.
  • "For Better or For Worse? Valenced Comparative Framing and Regulatory Focus"
    Jain, S.P., Lindsey, C., Agrawal, N., & Maheswaran D., (2007). Journal of Consumer Research, Vol 34(1), pp. 57-65.
  • "For Better, For Worse: Valenced Comparative Frames and Regulatory Focus"
    Agrawal, N., Jain, S.P., Lindsey, C., & Maheswaran, D., (2007). Journal of Consumer Research, pp. 57-65.
  • "Getting Emotional About Health"
    Agrawal, N., Menon, G., & Aaker, J., (2007). Journal of Marketing Research, pp. 100-113.
  • "When More May Be Less: The Effects of Regulatory Focus on Responses to Different Comparative Frames"
    Agrawal, N., Jain, S.P., Maheswaran, D., (2006). Journal of Consumer Research, pp. 91-98.
  • "When More may be Less: The Impact of Regulatory Focus on Responses to Different Comparative Frames"
    Jain, S.P., Agrawal, N., Maheswaran, D., (2006). Journal of Consumer Research, Vol 33(1), pp. 91-98.
  • "Motivated Reasoning in Outcome-Bias Effects"
    Agrawal, N., & Maheswaran, D., (2005). Journal of Consumer Research, pp. 798-805.
  • "The Effects of Self-Construal and Commitment on Persuasion"
    Agrawal, N., & Maheswaran, D., (2005). Journal of Consumer Research, pp. 841-849.
  • "Motivational and Cultural Variations in Mortality Salience Effects: Contemplations on Terror Management Theory and Consumer Behavior"
    Agrawal, N., & Maheswaran, D., (2004). Journal of Consumer Psychology, Vol 14(3), pp. 213-218.

Abhishek Borah

  • "Data Privacy: Effects on Customer and Firm Performance"
    Martin, K., Borah, A., & Palmatier, R., (2016). Journal of Marketing, Vol 81(1), pp. 36-58.
    • Summarized in Nature Human Behavior
  • "Halo (Spillover) Effects in Social Media: Do Product Recalls of One Brand Hurt or Help Rival Brands"
    Borah, A., & Tellis, G.J., (2016). Journal of Marketing Research, Vol 52(2).
    • Lead Article
  • "Signaling Revisited: The Use of Signals in the Market for IPOs"
    Park, D., Borah, A., & Kotha, S., (2016). Strategic Management Journal, Vol 37(11), pp. 2362-2377.
  • "The Dark Side of Big Data’s Effect on Firm Performance"
    Martin, K., Borah, A., Palmatier, R., (2016). Marketing Science Institute (MSI), MSI Working Paper Series, pp. 16-104.
  • "Why Silence is Golden? Firm Participation in Social Media in an IPO Context"
    Borah, A., Pahnke, E. C., Park, D., (2015). Academy of Management Best Paper Proceedings.
  • "Make, Buy, or Ally? Choice of and Payoff from Announcements of Alternate Strategies for Innovations"
    Borah, A., & Tellis, G., (2014). Marketing Science, Vol 33(1), pp. 114-133.

Lea Dunn

  • "The Impact of Fear on Emotional Brand Attachment"
    Dunn, L., & Hoegg J., (2014). Journal of Consumer Research, Vol 41(1), pp. 152-168.
  • "Self-Threat and Product Failure: How Internal Attributions of Blame Affect Consumer Complaining Behavior"
    Dunn, L., & Dahl D. W., (2012). Journal of Marketing Research, Vol 48(5), pp. 670-681.

Michael S. Eguchi

  • "Fisher Gets the Jump on Station Automation"
    Eguchi M.S., (1983). Broadcast Communications.
  • "The Hidden Value of Station Automation"
    Eguchi M.S., (1979). Broadcast Engineering.

Gary M. Erickson

  • "An Oligopoly Model of Dynamic Advertising Competition"
    Erickson, G.M., (2009). European Journal of Operational Research, pp. 374-388.
  • "Dynamic Models of Advertising Competition"
    Erickson, G.M., (2003).
  • "The Financial Rewards of New Product Introductions in the Personal Computer Industry"
    Bayus, B.L., Erickson, G.M., & Jacobson, R., (2003). Management Science, pp. 197-210.
  • "Advertising Competition in a Dynamic Oligopoly with Multiple Brands"
    Erickson, G.M., ((forthcoming)). Operations Research.

Mark Forehand

  • "Activating Stereotypes with Brand Imagery: The Role of Viewer Political Identity"
    Angle, Justin, Sokiente Dagago-Jack, Mark Forehand and Andrew Perkins, (2017). Journal of Consumer Psychology, Vol 27(1), pp. 84-90.
  • "It’s Not Us, It’s You: How Threatening Self-brand Association Leads to Brand Pursuit"
    Angle, J., Forehand, M., (2016). International Journal of Research in Marketing.
  • "The Ebb and Flow of Consumer Identities: The Role of Memory, Emotions and Threats"
    Reed II, A., Forehand, M., (2016). Current Opinion in Psychology.
  • "Riding Coattails: When Co-branding Helps versus Hurts Less Known Brands"
    Cunha, M., Forehand, M., Angle, J., (2015). Journal of Consumer Research, Vol 41(5), pp. 1267-1283.
  • "Identity-Based Consumer Behavior"
    Reed II, A., Forehand, M., Putoni, S., Warlop, L., (2012). International Journal of Research in Marketing, Vol 29(4), pp. 310-321.
  • "Implicit Self-Referencing: The Effect of Non-volitional Self-association on Brand and Product Attitude"
    Forehand, M., & Perkins, A., (2012). Journal of Consumer Research, Vol 39(1), pp. 142-156.
  • "An Interpretive Frame Model of Identity Dependent Learning: The Moderating Role of Content – Identity Association"
    Forehand, M., (2011). Journal of Consumer Research, Vol 38(3), pp. 555-577.
  • "When are Automatic Social Comparisons not Automatic? The Effect of Cognitive Systems on User Imagery-Based Self-Concept Activation"
    Forehand, M., (2010). Journal of Consumer Psychology, pp. 88-100.
  • "Decomposing IAT-measured Self-Associations: The Relative Influence of Semantic Meaning and Valence"
    Forehand, M., & Perkins, A., (2006). Social Cognition, Vol 24(4), pp. 387-408.
  • "Implicit Assimilation and Explicit Contrast: A Set/Reset Model of Response to Celebrity Voiceovers"
    Forehand, M., & Perkins, A., (2005). Journal of Consumer Research, Vol 32(3), pp. 435-441.
  • "On Self-Referencing Differences in Judgment and Choice"
    Forehand, M., & Sood, S., (2005). Organizational Behavior and Human Decision Processes, pp. 144-154.
  • "Endorsements as Voting Cues: Heuristic and Systematic Processing in Initiative Elections"
    Forehand, M., Gastil, J. & Smith, M.A., (2004). Journal of Applied Social Psychology, Vol 34(11), pp. 2215-2233.
  • "When is Honesty the Best Policy? The Effect of Stated Company Intent on Consumer Skepticism"
    Forehand, M., & Grier, S., (2003). Journal of Consumer Psychology, Vol 13(3), pp. 349-356.
  • "Identity Salience and the Influence of Differential Activation of the Social Self-Schema on Advertising Response"
    Forehand, M., Deshpandé, R., & Reed II, A., (2002). Journal of Applied Psychology, Vol 87(6), pp. 1086-1099.
  • "What We See Makes Us Who We Are: Priming Ethnic Self-Awareness and Advertising Response"
    Forehand, M., & Deshpandé, R., (2001). Journal of Marketing Research, Vol 38(3), pp. 336-348.
  • "Extending Overjustification: The Effect of Perceived Reward Giver Intention on Response to Rewards"
    Forehand, M., (2000). Journal of Applied Psychology, Vol 85(6), pp. 919-931.

Mike Giambattista

  • "Marketing, Real People, Real Choices (3rd ed.)"
    Solomon, M., & Stuart E.W., (2003).
  • "An Ounce of Prevention is Invaluable"
    Giambattista, M., (1995). The 4th R, National Association of Mediation in Education (NAME).
  • "Profitable Exporting (2 ed.)"
    Gordon, J., (1993).

Lee Hochberg

  • "Environmental Reporting in Boomtown Houston"
    Hochberg, L.. Columbia Journalism Review.
  • "Shadow Over Brazosport"
    Hochberg, L.. Houston City Magazine.
  • "The Controversy Over Foothills Park"
    Hochberg, L.. San Francisco Examiner Magazine.

Shailendra Pratap Jain

  • "The Influence of Self-Construal on the Use of Central and Non-central Features"
    Mao, H., Li, X., Desai, K. & Jain, S., (2015). Marketing Letters.
  • "The Influence of Implicit Theories and Message Frame on the Persuasiveness of Disease Prevention and Detection Advocacies"
    Mathur, P., Jain, S., Hsieh, M., Maheswaran, D., & Lindsey, C., (2013). Organizational Behavior and Human Decision Processes.
  • "The Influence of Consumers’ Implicit Theories and Brand Extensions on Brand Personality Impressions and Overall Brand Evaluations"
    Mathur, P., Jain, S. & Maheswaran, D.. Journal of Consumer Psychology.
  • "Cracking the Code: How Managers Can Drive Profits by Leveraging Consumer Psychology"
    Hsieh, M., Blower, K., Li, X., Jain, S.P. & Posavac, S.S., (2011).
  • "Stock Market Response to Regulatory Reports of Deceptive Advertising: The Moderating Effect of Omission Bias and Firm Reputation"
    Wiles, M.A., Jain, S.P., Mishra, S., & Lindsey, C., (2010). Marketing Science, Vol 19(5), pp. 828-845.
  • "Consumer Responses to Brand Elimination: An Attributional Perspective"
    Mao, H., Xueming L., Jain, S.P., (2009). Journal of Consumer Psychology, Vol 19(3), pp. 280-289.
  • "On Assuaging Positive Bias in Environmental Value Elicitation"
    Posavac, S.S., Brakus, J.J., Cronley, M.L., & Jain, S.P., (2009). Journal of Economic Psychology, Vol 30(3), pp. 482-489.
  • "The Influence of Consumers’ Lay Theories on Approach/Avoidance Motivation"
    Jain, S.P., Mathur., P., & Maheswaran, D., (2009). Journal of Marketing Research, Vol 46(1), pp. 56-65.
  • "For Better or For Worse? Valenced Comparative Framing and Regulatory Focus"
    Jain, S.P., Lindsey, C., Agrawal, N., & Maheswaran D., (2007). Journal of Consumer Research, Vol 34(1), pp. 57-65.
  • "The Influence of Chronic and Situational Self-Construal on Categorization"
    Jain, S.P., Desai, K.K., & Mao, H., (2007). Journal of Consumer Research, Vol 34(1), pp. 66-76.
  • "Towards Dimensionalizing Warranty Information: The Role of Warranty Redemption Costs"
    Jain, S.P., Slotegraaf, R., Lindsey, C.D.,, (2007). Journal of Consumer Psychology, Vol 17(1), pp. 70-80.
  • "Selective Assessment and Positivity Bias in Environmental Evaluations"
    Posavac S.S., Brakus J.J., Jain S.P., Cronley M.L., (2006). Journal of Experimental Psychology: Applied, Vol 12(1), pp. 43-49.
  • "When More may be Less: The Impact of Regulatory Focus on Responses to Different Comparative Frames"
    Jain, S.P., Agrawal, N., Maheswaran, D., (2006). Journal of Consumer Research, Vol 33(1), pp. 91-98.
  • "Valenced Comparisons"
    Jain, S.P., & Posavac, S.S., (2004). Journal of Marketing Research, Vol 41(1), pp. 46-58.
  • "Preference Consistency and Preference Strength: Processing and Judgmental Issues"
    Jain, S.P., (2003). Journal of Applied Social Psychology, Vol 33(5), pp. 1088-1109.
  • "Pre-purchase Attribute Verifiability, Source Credibility, and Persuasion"
    Jain, S.P., & Posavac, S.S., (2001). Journal of Consumer Psychology, Vol 11(3), pp. 169-180.
  • "Motivated Reasoning: A Depth-of-Processing Perspective"
    Jain, S.P., Maheswaran D., (2000). Journal of Consumer Research, Vol 27(4), pp. 358-371.

Douglas MacLachlan

  • "Estimating Willingness to Pay by Risk Adjustment Mechanism"
    Park, J.H., MacLachlan, D.L., (2013). Applied Economics, Vol 45(1), pp. 37-46.
  • "Improving Response Modeling Based on Clustering, Undersampling, and Ensemble"
    Kang, P., Cho, S., & MacLachlan, D.L., (2012). Expert Systems with Applications, Vol 29(8), pp. 6738-6753.
  • "New Venture Performance in China, Japan and US: The Impact of Formalization and Market Information"
    Kawakami, T., MacLachlan, D.L., Stringfellow, A., (2012). Journal of Product Innovation Management, Vol 29(2), pp. 275-287.
  • "An Analysis of the US Decking Materials Market: Perceptual Mapping Approach"
    Ganguly, I., Eastin, I., MacLachlan, D.L., (2011). Canadian Journal of Forest Research, pp. 668-669.
  • "New-Product Pricing Strategy under Customer Asymmetric Anchoring"
    Park, J.H., MacLachlan, D.L., & Love, E.A., (2011). International Journal of Research in Marketing, pp. 309-318.
  • "Social Competency and New Product Development Performance"
    Mu, J., Zhang, G., & MacLachlan, D.L., (2011). IEEE Transactions on Engineering Management, Vol 58(2), pp. 363-376.
  • "Absorptive and Disseminative Capacity: Knowledge Transfer in Intra-organization Networks"
    Mu, J., Tang, F., & MacLachlan, D.L.,, (2010). Expert Systems with Applications, Vol 3(1), pp. 31-38.
  • "Semi-Supervised Response Modeling"
    Lee, H., Shin, H., Hwang, S., & MacLachlan, D.L., (2010). Journal of Interactive Marketing.
  • "A customer-based view of multi-channel Service"
    Cassab, H., MacLachlan, D.L., (2009). Journal of Service Management, Vol 20(1), pp. 52-75.
  • "Effect of Risk Management Strategy on NPD Performance"
    Mu, J., Peng, G., & MacLachlan, D.L., (2009). Technovation, pp. 170-180.
  • "Estimating Willingness to Pay with Exaggeration Bias Corrected Contingent Valuation Method"
    Park, J.H., & MacLachlan, D., (2008). Marketing Science, Vol 27(4), pp. 691-698.
  • "Implication of Network Size and Structure on Organizations’ Knowledge Transfer"
    Tang, F., Mu, J., & MacLachlan, D.L., (2008). Expert Systems with Applications, Vol 35(1), pp. 1109-1114.
  • "Interaction Fluency: A Customer Performance Measure of Multichannel Service"
    Cassab, H., & MacLachlan, D.L., (2006). International Journal of Productivity and Performance Management, Vol 55(7), pp. 555-568.
  • "Ad Skepticism: The Consequences of Disbelief"
    Obermiller, C., Spangenberg, E., & MacLachlan, D.L., (2005). Journal of Advertising, Vol 34(3), pp. 7-18.
  • "Response Models Based on Bagging Neural Networks"
    Ha, K., Cho, S., & MacLachlan, D.L., (2005). Journal of Interactive Marketing, Vol 19(1), pp. 17-31.
  • "Responsive and Proactive Market Orientation and New-Product Success"
    Narver, J.C., Slater, S.F., MacLachlan, D.L., (2004). Journal of Product Innovation Management, pp. 334-347.
  • "Using Latent Class Models to Improve Marketing Decision Making: A Segmentation Illustration"
    Mulhern, M., & MacLachlan, D.L., (2003). Canadian Journal of Marketing Research, pp. 25-30.
  • "Fax Surveys: Return Patterns and Comparison with Mail Surveys,” with J. Dickson"
    Dickson, J.P., & MacLachlan, D.L., (1996). Journal of Marketing Research, pp. 108-113.
  • "Application of a Multi-Generational Diffusion Model to Milk Container Technology"
    Speece, M.W., & MacLachlan, D.L., (1995). Technological Forecasting and Social Change, Vol 49(3), pp. 281-295.
  • "Ecological Validation of Alternative Customer-Based Brand Strength Measures"
    Francois, P., & MacLachlan, D.L., (1995). International Journal of Research in Marketing, Vol 12(4), pp. 321-332.
  • "A Flexible Strategy for Reducing and Analyzing Ordered Choice Data"
    Moinpour, R., MacLachlan, D.L., & Wiley, J., (1994). Multivariate Behavioral Research.
  • "Process Tracing of Emotional Responses to TV Ads: Revisiting the Warmth Monitor"
    Vanden Abeele, P., & MacLachlan, D.L., (1994). Journal of Consumer Research, pp. 226-232.
  • "Time Changes in Perception: A Longitudinal Application of Multidimensional Scaling"
    Moinpour, R., McCullough, J.M., & MacLachlan, D.L., (1976). Journal of Marketing Research.

Martha Matthews

  • "Advertisers Less Satisfied as Results of Detroit JOA"
    Shaver, M.A., & Matthews, M., (1996). Newspaper Research Journal.
  • "How Public Ownership Affects Publisher Autonomy"
    Matthews, M., (1996). Journalism and Mass Communication Quarterly.
  • "Route to the Top: How the Top Newspaper Chains Train their Publishers"
    Matthews, M., (1996). Media Management Review.

Natalie Mizik

  • "Handbook of Marketing Analytics with Applications in Marketing, Public Policy, and Litigation"
    Mizik, N., Hanssens, D., (Feb. 2018).
  • "Managing for the Moment: Role of Real Activity Manipulation versus Accruals in SEO Over-Valuation"
    Kothari, S.P., Mizik, N., Roychowdhury, S., (2016). The Accounting Review.
  • "Assessing the Total Financial Performance Impact of Brand Equity with Limited Time-Series Data"
    Mizik, Natalie, (2014). Journal of Marketing Research, Vol 51(6), pp. 691-706.
  • "Firm Innovation and the Ratchet Effect among Consumer Packaged Goods Firms"
    Moorman, C., Wies, S., Mizik, N., & Spencer, F., (2012). Marketing Science, Vol 31(6), pp. 934–951.
  • "Modeling coexisting business scenarios with time-series panel data: A dynamics-based segmentation approach"
    Bucklin, R., Mizik, N., & Sismeiro, C., (2012). International Journal of Research in Marketing, Vol 29(2), pp. 134-147.
  • "Merging Company Identities May Add Value"
    Dinner, I., Knowles, J., & Mizik, N., (2011). Harvard Business Review, Vol 89(September), pp. 26.
  • "The Financial Markets and Customer Satisfaction: Re-examining Possible Financial Market Mis-Pricing of Customer Satisfaction"
    Jacobson, R. & Mizik, N., (2009). Marketing Science, Vol 28(5), pp. 810-819.
  • "The Financial Value Impact of Perceptual Brand Attributes"
    Mizik, Natalie, Jacobson, Robert L., (2008). Journal of Marketing Research, Vol 45(1), pp. 15-32.
  • "Myopic Marketing Management: Evidence of the Phenomenon and Its Long-Term Performance Consequences in the SEO Context"
    Mizik, N., Jacobson, R., (2007). Marketing Science, Vol 26(3), pp. 361-379.
  • "Are Physicians ‘Easy Marks’? Quantifying the Effects of Detailing and Sampling on New Prescriptions"
    Mizik, N., Jacobson, R., (2004). Management Science, Vol 51(12), pp. 1704-1715.
  • "Trading Off between Value Creation and Value Appropriation: The Financial Implications of Shifts in Strategic Emphasis"
    Mizik, Natalie, Jacobson, Robert L., (2003). Journal of Marketing, pp. 63-76.
  • "The Theory and Practice of Myopic Management"
    Mizik, N., (2010). Journal of Marketing Research, Vol 47(4), pp. 594-611.
  • "Valuing Branded Businesses"
    Mizik, N., & Jacobson, R., (2009). Journal of Marketing, Vol 73(6), pp. 137-153.

Reza Moinpour

  • "A Flexible Strategy for Reducing and Analyzing Ordered Choice Data"
    Moinpour, R., MacLachlan, D.L., & Wiley, J., (1994). Multivariate Behavioral Research.
  • "Managerial Judgment in Marketing:The Concept of Expertise"
    Larréché, J.C., & Moinpour, R., (1983). Journal of Marketing Research.
  • "Time Changes in Perception: A Longitudinal Application of Multidimensional Scaling"
    Moinpour, R., McCullough, J.M., & MacLachlan, D.L., (1976). Journal of Marketing Research.

John Narver

  • "Creating a Market Orientation"
    Narver, J.C., Slater, S.F., & Tietje, B., (1998). Journal of Market-Focused Management.
  • "Customer-Led and Market-Oriented: Let’s Not Confuse the Two"
    Slater, S.F., & Narver, J., (1998). Strategic Management Journal.
  • "Market Orientation and the Learning Organization"
    Narver, J.C., (1995). Journal of Marketing.
  • "Does Competitive Environment Moderate the Market Orientation-Performance Relationship?"
    Narver, J.C., (1994). Journal of Marketing.
  • "The Effect of Market Orientation on Business Profitability"
    Narver, J.C., (1990). Journal of Marketing.
  • "The Marketing Economy: An Analytical Approach"
    Narver, J.C., Savitt, R.,, (1971).
  • "Conglomerate Mergers and Market Competition"
    Narver, J.C., (1967).
  • "Market Oriented is more than Being Customer Led (forthcoming)"
    Slater, S.F., & Narver, J.. Strategic Management Journal.

Robert W. Palmatier

  • "Customer Engagement Marketing"
    , (2017).
  • "Group Marketing: Theory, Mechanisms, and Dynamics"
    , (2017). Journal of Marketing.
  • "Marketing Strategy: Based on First Principles and Data Analytics"
    , (2017).
  • "Online Relationship Formation"
    , (2017). Journal of Marketing.
  • "Data Privacy: Effects on Customer and Firm Performance"
    , (2016). Journal of Marketing.
  • "Dynamic Relationship Marketing"
    , (2016). Journal of Marketing.
  • "Editorial: The Past Present and Future of JAMS"
    , (2016). Journal of the Academy of Marketing Science.
  • "If It Takes a Village to Foster Innovation, Success Depends on the Neighbors: The Effects of Global and Ego Networks on New Product Launches"
    , (2016). Journal of Marketing Research.
  • "Improving Publication Success at JAMS: Contribution and Positioning"
    , (2016). Journal of the Academy of Marketing Science.
  • "Understanding the Effectiveness of Loyalty Programs: Managing Target and Bystander Effects"
    , (2016). Journal of the Academy of Marketing Science.
  • "Understanding the Effects of Plural Marketing Structures on Alliance Performance"
    , (2016). Journal of Marketing Research.
  • "Building, Measuring, and Profiting from Customer Loyalty"
    , (2015). Journal of the Academy of Marketing Science.
  • "Customer-Centric Org Charts Aren’t Right for Every Company"
    , (2015). Harvard Business Review.
  • "Dependence and Interdependence in Marketing Relationships: Meta-Analytic Insights"
    , (2015). Journal of the Academy of Marketing Science.
  • "Transformational Relationship Events"
    , (2015). Journal of Marketing.
  • "Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty"
    , (2007). Journal of Marketing Research.
  • "Effects of Incentivizing New and Existing Buyers and Sellers on Advertising Revenue in Business-to-Business Online Platforms"
    , (2015). Journal of Marketing Research.
  • "Effect of Customer Centricity on Long-term Financial Performance"
    , (2014). Marketing Science.
  • "Marketing Channel Strategy (8th Edition)"
    , (2014).
  • "Synergistic Effects of Relationship Managers’ Social Networks on Sales Performance"
    , (2014). Journal of Marketing.
  • "The Role of Culture in International Relationship Marketing"
    , (2014). Journal of Marketing.
  • "Relationship Velocity: Toward A Theory of Relationship Dynamics"
    , (2013). Journal of Marketing.
  • "A Review of the Theoretical Underpinnings of Loyalty Programs"
    , (2011). Journal of Consumer Psychology.
  • "Effect of Customer and Innovation Asset Configuration Strategies on Firm Performance"
    , (2011). Journal of Marketing Research.
  • "Poisoning Relationships: Perceive Unfairness in Channels of Distribution"
    , (2011). Journal of Marketing.
  • "The Role of Customer Gratitude in Relationship Marketing"
    , (2009). Journal of Marketing.
  • "Effect of Service Transition Strategies on Firm Value"
    , (2008). Journal of Marketing.
  • "Interfirm Relational Drivers of Customer Value"
    , (2008). Journal of Marketing.
  • "Trust at Different Organizational Levels"
    , (2008). Journal of Marketing.
  • "A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance"
    , (2007). Journal of Marketing.
  • "Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis"
    , (2006). Journal of Marketing.
  • "Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits"
    , (2006). Marketing Science.

Oliver J. Rutz

  • "A New Method to Aid Copy Testing of Paid Search Text Advertisements"
    Rutz, O., Sonnier, G., & Trusov, M., (forthcoming). Journal of Marketing Research.
  • "Paths to and off Purchase: Quantifying the Impact of Traditional Marketing and Online Consumer Activity"
    Srinivasan, S., Rutz, O. & Pauwels, K., (2016). Journal of the Academy of Marketing Science.
  • "Managing Blood Donations by Marketing"
    Aravindakshan, A., Rubel, O. & Rutz, O., (2015). Marketing Science.
  • "How online consumer segments differ in long-term marketing effectiveness"
    Reimer, K., Rutz, O. & Pauwels, K., (2014). Journal of Interactive Marketing.
  • "A Latent Instrumental Variables Approach to Modeling Keyword Conversion in Paid Search Advertising"
    Bucklin, R., Rutz, O., & Sonnier, G., (2012). Journal of Marketing Research, Vol 49(3), pp. 306-319.
  • "Does Banner Advertising Affect Browsing for Brands? Clickstream Choice Model Says Yes, For Some"
    Bucklin, R., & Rutz, O., (2012). Quantitative Marketing and Economics, Vol 10(2), pp. 231-257.
  • "A Dynamic Model of the Effect of Online Communications on Firm Sales"
    Sonnirt, G.P., McAlister, L., & Rutz, O.J., (2011). Marketing Science, pp. 702-716.
  • "From Generic to Branded: A Model of Spillover Dynamics in Paid Search Advertising"
    Rutz, O.J., & Bucklin, R.E., (2011). Journal of Marketing Research, Vol 48(1), pp. 87-102.
  • "Modeling Indirect Effects of Paid Search Advertising: Which Keywords Lead to More Future Visits?"
    Rutz, O.J., Trusov, M., & Bucklin, R.E., (2011). Marketing Science, Vol 30(4), pp. 646-665.
  • "Modeling the Evolution of Internal Market Structure"
    Rutz, O.J., & Sonnier, G.P., (2011). Marketing Science, Vol 30(2), pp. 274-289.
  • "Zooming in on Paid Search Ads – An Individual-level Model Calibrated on Aggregated Data"
    Rutz, O.J., Mullin, P.W., & Trusov, M., (2011). Marketing Science, Vol 30(5), pp. 789-800.
  • "Metrics for the New Internet Marketing Mix"
    Review of Marketing Research, (2009), pp. 175-192.
  • "A Latent Instrumental Variables Approach to Modeling Keyword Conversion in Paid Search Advertising"
    Rutz, O.J., Mullin, P.W., & Sonnier, G.P.. Journal of Marketing Research, Vol 49(3), pp. 306-319.

Amin Sayedi

  • "Strategic Compliments in Sales"
    Sayedi, A. & Shulman, J., (2017). Quantitative Marketing & Economics, Vol 15(1), pp. 57-84.
  • "Game-theoretic Models of Information Overload in Social Networks"
    Borgs, C., Chayes, J., Karrer B., Meeder, B., Ravi, R., Reagans, R., & Sayedi, A., (2012). Seventh Workshop on Algorithms and Models for the Web Graph: WAW'10..
  • "A Near Pareto Optimal Auction with Budget Constraints"
    Hafalir, I.E., Ravi, R., & Sayedi, A., (2011). Games and Economic Behavior.
  • "We Know Who You Followed Last Summer: Inferring Social Link Creation Times in Twitter"
    Meeder, B., Karrer, B., Sayedi, A., Ravi, R., Borgs, C., & Chayes, J., (2011). Twentieth International World Wide Web Conference: WWW'11, pp. 517-526.
  • "Mechanism Design for Complexity-constrained Bidders"
    Kumar, R., Mahdian, M., & Sayedi, A., (2009). The Fifth Workshop on Internet and Network Economics: WINE'09, pp. 513-520.
  • "Minimizing Movement"
    Demaine, E.D., Hajiaghayi, M., Mahini, H., Sayedi, A., Oveisgharan, S., & Zadimoghaddam, M., (2009). Proceedings of the 18th Annual ACM-SIAM Symposium on Discrete Algorithms: SoDA'07 and ACM Transaction on Algorithms.
  • "Scheduling to Minimize Gaps and Power Consumption"
    Demaine, E.D., Mohammad, G., Hajiaghayi, M., Sayedi, A., & Zadimoghaddam, M., (2007). Proceedings of the 19th Annual ACM Symposium on Parallel Algorithms and Architectures: SPAA'07, pp. 46-54.
  • "Spanning Trees with Minimum Weighted Degrees"
    Ghodsi, M., Mahini, H., Mirjalali, K., Gharan, S.O., Sayedi, A.S., & Zadimoghaddam, M., (2007). Information Processing Letters, Vol 10(3), pp. 113-116.
  • "Trading off Mistakes and Don’t-know Predictions"
    Sayedi, A., Zadimoghaddam, M., & Blum, A.. Twenty-fourth Annual Conference on Neural Information Processing Systems: NIPS'10.

Ann Schlosser

  • "So Close I Can Almost Sense It: The Interplay Between Sensory Imagery and Psychological Distance"
    Elder, R., Schlosser, A., Poor, M. & Xu, l., (forthcoming). Journal of Consumer Research.
  • "Who’s Driving This Conversation? Systematic Biases in the Content of Online Consumer Discussions"
    Hamilton, R., Schlosser, A. & Chen, Y., (forthcoming). Journal of Marketing Research.
  • "Helping Others or Oneself: How Direction of Social Comparison Affects Charitable Intentions"
    Schlosser, A. & Levy, E., (2016). Journal of Consumer Psychology, pp. 461-473.
    • Lead article
  • "The Ups and Downs of Visual Orientation: The Effect of Diagonals on Judgment"
    Schlosser, A., Rikhi, R. & Dagogo-Jack, S., (2016). Journal of Consumer Psychology, pp. 496-509.
  • "The Sweet Taste of Gratitude: Receiving Help From Others Increases Preferences for Sweets"
    Schlosser, A.E., (2015). Journal of Consumer Psychology.
  • "Converting Website Visitors into Buyers: How Website Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions"
    Schlosser, A.E., Barnett White, T., & Lloyd, S.M., (2006). Journal of Marketing.
  • "Can Including Pros and Cons Increase the Helpfulness and Persuasiveness of Online Reviews? The Interactive Effects of Ratings and Arguments"
    Schlosser, A.E., (2011). Journal of Consumer Psychology, Vol 21(3), pp. 226-239.
  • "The Effect of Computer-Mediated Communication on Conformity versus Nonconformity: An Impression Management Perspective"
    Schlosser, A.E., (2009). Journal of Consumer Psychology, pp. 374-388.
  • "The effect of perceived message choice on persuasion"
    Schlosser, A.E., & Shavitt, S., (2009). Journal of Consumer Psychology, Vol 19(3), pp. 290–301.
  • "Learning Through Virtual Product Experience: The Role of Imagery on True and False Memories"
    Schlosser, A.E., (2006). Journal of Consumer Research, pp. 377-383.
  • "Posting Versus Lurking: Communicating in a Multiple Audience Context"
    Schlosser, A.E., (2005). Journal of Consumer Research, pp. 260-265.
  • "Computers as situational cues: Implications for consumers’ product cognitions and attitudes"
    Schlosser, A.E., (2003). Journal of Consumer Psychology, Vol 13(1 and 2), pp. 103-112.
  • "Experiencing products in a virtual world: The role of goals and imagery in influencing attitudes versus intentions"
    Schlosser, A.E., (2003). Journal of Consumer Research, pp. 184-198.
  • "Locus of control, Web use, and consumer attitudes toward Internet regulation"
    Hoffman, D.L., Novak, T.P., & Schlosser, A.E., (2003). Journal of Public Policy in Marketing, pp. 41-57.
  • "Anticipated discussion and product judgments: Rehearsing what to say can affect your judgments"
    Schlosser, A.E., & Shavitt, S., (2002). Journal of Consumer Research, pp. 101-115.

Jeffrey D. Shulman

  • "Strategic Compliments in Sales"
    Sayedi, A. & Shulman, J., (2017). Quantitative Marketing & Economics, Vol 15(1), pp. 57-84.
  • "Consumer Uncertainty and Purchase Decision Reversals: Theory and Evidence"
    Shulman, J., Cunha Jr., M., & Saint Clair, J., (2015). Marketing Science, Vol 34(4), pp. 590-605.
  • "How Costs and Heterogeneous Consumer Price Sensitivity Interact with Add-On Pricing"
    Geng, X. & Shulman, J., (2015). Production & Operations Management Journal, Vol 24(12), pp. 1870-1882.
  • "The Roles of Costs and Heterogeneous Price Sensitivity in Add-On Pricing"
    Geng, X. & Shulman, J., (2015). Production & Operations Management Journal, Vol 24(12), pp. 1870-1882..
  • "Product Diversion to a Direct Competitor"
    Shulman, J., (2014). Marketing Science, Vol 33(3), pp. 422-436.
  • "Add-On Pricing by Asymmetric Firms"
    Shulman, J., & Geng, X., (2013). Management Science, Vol 59(4), pp. 899-917.
  • "Assimilation and Contrast in Price Evaluations"
    Cunha Jr., M., & Shulman, J., (2011). Journal of Consumer Research, Vol 37(5), pp. 822-835.
  • "Managing Consumer Returns in a Competitive Environment"
    Shulman, J., Coughlan, A.T., & Savaskan, R. C., (2011). Management Science, Vol 57(2), pp. 347-362.
  • "Creating Superior Value by Managing the Marketing–Operations Management Interface"
    Coughlan, A.T., & Shulman, J., (2010). Kellogg on Marketing, pp. 393-408.
  • "Optimal Reverse Channel Structure for Consumer Product Returns"
    Shulman, J., Coughlan, A.T., & Savaskan, R. C., (2010). Marketing Science, Vol 29(6), pp. 1071-1085.
  • "Optimal Restocking Fees and Information Provision in an Integrated Supply-Demand Model of Product Returns"
    Shulman, J., Coughlan, A.T., & Savaskan, R. C., (2009). Manufacturing & Service Operations Management, Vol 11(4).
  • "Used Goods, Not Used Bads: Profitable Secondary Market Sales for a Durable Goods Channel"
    Shulman, J., & Coughlan, A.T., (2007). Quantitative Marketing and Economics, Vol 5(2), pp. 191-210.
  • "New Approaches for New Products: Summary of Proceedings"
    Gebhart, G., Nair, H., Narayanan, S., & Shulman, J., (2003). Marketing Science Institute (MSI), pp. Report No. 03-108.

Thaddeus Spratlen

  • "New Dimensions in Marketing/quality-of-life Research"
    Spratlen, T.H., (1995), pp. 315-331.
  • "Targeting Vulnerable Segments in Cigarette Advertising: Ethical Criteria and Public Policy Implications"
    Spratlen, T.H., (1993). Developments in Marketing Science, pp. 446-450.
  • "Marketing Management"
    Sheth, J., & Garret, D., (1986).

Jeremiah Sullivan

  • "Exploring International Business Environments"
    Sullivan, J., (1999).
  • "The Functions of Corporate Web Pages"
    Sullivan, J., (1999). Journal of World Business.
  • "English as the Lingua Franca of Business in Asia"
    Kameda, N., & Sullivan, J., (1996). Multinational Business Review, Vol 4(1).

Richard Yalch

  • "Consumer Response to Polysemous Brand Slogans (forthcoming)"
    Dimofte, C.V., & Yalch, R.F., (2007). Journal of Consumer Research.
  • "The SMAART Scale: A Test of Individuals’ Automatic Access to Secondary Meanings in Polysemous Statements (forthcoming)"
    Dimofte, C.V., & Yalch, R.F., (2007). Journal of Consumer Psychology, Vol 17(1), pp. 49-58.
  • "Applying Social Cognition to Consumer Focused Strategy"
    Kardes, F.R., Herr, P.M., & Nantel, J., (2005), pp. 281-296.
  • "Online Consumer Psychology"
    Haugtvedt, C., & Machleit, K., (2005).

Hema Yoganarasimhan

Jonathan Z. Zhang

  • "Dynamic Relationship Marketing"
    Zhang, J., Watson, G, Palmatier, R, & Dant, R., (forthcoming). Journal of Marketing.
  • "The Effects of Channel Experiences and Direct Marketing on Customer Retention in Multichannel Settings"
    Chang, C., & Zhang, J., (forthcoming). Journal of Interactive Marketing.
  • "An Empirical Analysis of Strategic Information Transmission in Peer-to-peer Lending Markets"
    Caldieraro, F., Zhang, J., Da Cunha, M., & Shulman, J., (forthcoming). Journal of Marketing.
  • "The Impact of Buying ‘Fit’ Products on Customer Learning and Profitability in Multichannel Settings"
    Chang,C., Zhang, J., & Neslin, S., (2016). Marketing Science Institute (MSI), MSI Working Paper Series, pp. 16-120.
  • "Dynamic Targeted Pricing in B2B Relationships"
    Zhang, J., Netzer O., & Ansari, A., (2014). Marketing Science, Vol 33(3), pp. 317-337.