1. How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training 
  2. The Impact of Device Used in Digital Paths on Deadline-Driven Purchase Decisions
  3. Selling in the Digital Age
  4. The Causal Effect of Service Satisfaction on Customer Loyalty
  5. Not All Debt Is Created Equal: On the Mental Accounting of Debt Forms
  6. Tuition Myopia: Myopic Focus on the Costs of Higher Education Induces Intertemporal Tradeoffs
  7. Measuring Customer Experiences: A Text-Based and Pictorial Scale
  8. Last Place Aversion in Queues
  9. Lead by Example? Custom-Made Examples Created by Close Others Lead Consumers to Make Dissimilar Choices
  10. Good Vibrations: Consumer Responses to Technology-Mediated Haptic Feedback
  11. Multichannel Customer Onboarding
  12. The Role of Scenario Presentation in the Selection of Innovation Projects
  13. Keyword Selection Strategies in Search Engine Optimization: How Relevant Is Relevance?
  14. Pricing Power: Measures, Trends and Influences on Firm Value
  15. The Manipulative Art of Pre-Service Tip Elicitation
  16. What Drives Sharing of Online Digital Content? The Case of YouTube Video Ads on Social Media
  17. How Mobile Self-Scanning Use Influences Consumers’ Grocery Purchases
  18. Distrust Lowers Attitudinal Ambivalence: Why Watching Fox News Triggers More Extreme Product Attitudes
  19. Right Metric for the Right Decision: A Behavioral Model to Infer Metric Effectiveness in Managerial Marketing-Mix Decision-Making
  20. The Impact of Coupons on the Search-to-Purchase Funnel: Theory and Empirical Evidence
  21. A General Method for Estimating Asynchronous Dynamic Models: A Novel Study of 100 Ad Creatives
  22. Why Songs Are Like Monetary Losses: Leveraging Insights from the Neurophysiology of Memory to Strengthen Our Understanding of Consumer Experiences
  23. Measuring the Impact of a Single Negative Consumer Review on Online Search and Purchase Decisions Through a Quasi-Natural Experiment
  24. Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test
  25. Market Positioning Using Cross-Reward Effects in a Coalition Loyalty Program
  26. How Consumer Empathy Drives Platform Success
  27. Advertising and Brand Attitudes: Evidence from 575 Brands over Five Years
  28. The Brand That Wasn’t There: The Impact of Product Displacement on Brand Outcomes
  29. Automating Online-Offline Data Merger for Integrated Marketing
  30. Leveraging the Power of Images in Predicting Product Return Rates
  31. Customer Segmentation, Leapfrogging, Switching, and Cannibalization in the Context of Disruptive Technological Change
  32. The Economic Value of Meta-Report Cards: The Case of Automobiles
  33. The Impact of Artificial Agents on Persuasion: A Construal Level Account
  34. Targeting and Privacy in Mobile Advertising
  35. p-Hacking and False Discovery in A/B Testing
  36. Measuring the Impact of Product Placement with Brand-related Social Media Conversations and Website Traffic
  37. Locational Choices: Studying Consumer Preference for Proximity to Others
  38. Value-Based Brand Exploitation Strategy to Grow Firm Value
  39. Why Customer Service Frustrates Consumers: Using a Tiered Organizational Structure to Exploit Hassle Costs
  40. Manufacturer’s Entry in the Product-Sharing Market
  41. Identifying Customer Needs from User-Generated Content
  42. Ugly Food, Negative Feelings: Why Consumers Won’t Pay More for Unattractive Produce
  43. Slider Scale or Text Box: How Response Format Shapes Responses
  44. Discrimination in Service
  45. Managing Debt and Managing Each Other: The Interpersonal Dynamics of Joint Debt Management Decisions
  46. Making Words Speak: Leveraging Consumer Insights from Online Review Text to Improve Service Quality
  47. Positive Effects from Negative Virtual Experiences: How Virtual Reality Can Be Used Effectively in Marketing
  48. Large-Scale Cross-Category Analysis of Consumer Review Content on Sales Conversion Leveraging Deep Learning
  49. Enhancing Power of Marketing Experiments Using Observational Data
  50. The Meaning of Distraction: How Metacognitive Inferences from Distraction Affect Brand Evaluations
  51. Spillover Effects and Freemium Strategy in Mobile App Market
  52. A Comparison of Approaches to Advertising Measurement: Evidence from Big Field Experiments at Facebook
  53. Online Marketplace Advertising
  54. Does IT Lead to More Equal Treatment? An Empirical Study of the Effect of Smartphone Use on Customer Complaint Resolution
  55. The Geography of Poverty and Nutrition: Food Deserts and Food Choices across the United States
  56. Opinion Leaders or Opinion Followers? The Effect of Centrality on Susceptibility to Group Influence
  57. Variety-Seeking and Time of Day
  58. Online Reviews: Star Ratings, Position Effects and Purchase Likelihood
  59. The Fateful First Consumer Review
  60. How Incentives Shape Strategy: The Role of CMO and CEO Equity Compensation in Inducing Marketing Myopia
  61. Brand-Tier Advantage in Service Coproduction
  62. The Braggart and the Brand: The Role of Brand Attachment in Brand-Related Bragging
  63. The Effect of Price Rank on Clicks and Conversations in Online Search Advertising
  64. Atypicality and Cultural Success
  65. Estimating the Impact of User Personality Traits on Electronic Word-of-Mouth: Text-mining Social Media Platforms
  66. Understanding the Value of Stories in Experiential Reviews
  67. Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling Processes
  68. Service Robots Rising: How Humanoid Robots Influence Service Experiences and Food Consumption
  69. Detecting Fictitious Consumer Reviews: A Theory-Driven Approach Combining Automated Text Analysis and Experimental Design
  70. The Long Reach of Sponsorship: How Fan Isolation and Identification Strength Jointly Shape Sponsorship Performance
  71. Social Media’s Impact on Consumer Mindset: When to Use Which Sentiment Extraction Tool?
  72. Crisis Management Strategies and the Long-term Effects of Product Recalls on Firm Value
  73. Dynamic Effects of Intrafirm Relational Strategies and Relational Structures on Performance
  74. How Firms Can Shape the Customer Experience for Greater Success in Online Retailing
  75. In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions
  76. Search Personalization Using Machine Learning
  77. Virtual Reality for Shopper Research
  78. Post-Purchase Co-Creation: Consumer Segmentation in Consumer-Driven Collaborative Product Development
  79. Editing Entertainment: Length Constraints, Product Quality, and the Case of the Motion Picture Industry
  80. Drivers of Metric Use in Marketing Mix Decisions: An Investigation across the G7, BRIC, and MIST Countries
  81. Being in the Moment: The Effects of Ephemeral Communication in Social Media
  82. TV Viewing and Advertising Targeting
  83. The Socially Responsible CMO
  84. The 4 Minds of the Customer: A Framework for Understanding and Applying the Science of Decision Making
  85. Mobile Targeting Using Customer Trajectory Patterns
  86. Paywalls: Monetizing Online Content
  87. Experience Infusion: How to Improve Customer Experience with Incidental Activities
  88. Effective Customer Engagement Strategies in Health Care: The Role of Stigma
  89. TV Ads and Search Spikes: Toward a Deeper Understanding
  90. There’s No Free Lunch Conversation: The Effect of Brand Advertising on Word of Mouth
  91. Everybody Loves It, You’ve Got to Love It Too! The Downside of Receiving More (and More) Positive Word of Mouth
  92. Using Social Coupons to Enhance Customers’ Social Empowerment
  93. The Effects of Mobile Apps on Shopper Purchases and Product Returns
  94. Changing Their Tune: How Consumers’ Adoption of Online Streaming Affects Music Consumption and Discovery
  95. Social TV, Advertising, and Sales: Are Social Shows Good for Advertisers?
  96. Consumer and Object Experience in the Internet of Things: An Assemblage Theory Approach
  97. Brand Damage from Product Harm and Corporate Social Irresponsibility: How Deep and How Long?
  98. The Effects of B2B Service Innovations on Firm Value and Firm Risk: How Do They Differ from Those of B2C Service Innovations?
  99. Feeling of Missing Out (FOMO) and Its Marketing Implications
  100. Does Offline TV Advertising Affect Online Chatter? Analysis of Quasi-Experimental Data Using Synthetic Control
  101. Rumination and Financial Decision Making among the Poor
  102. The Impact of Emotions on the Persuasiveness of Detection versus Prevention Health Appeals
  103. Creating and Appropriating Alliance Value Through Customer-Centric Structures
  104. Arousal Sustainability in Shared Experiential Consumption
  105. Bloggers as Social Influencers: Optimizing Social Media Engagement via Blog Campaigns
  106. Feeling Economically Stuck Increases Variety Seeking
  107. The Impact of Referral Coupons on Customer Behavior and Firm Revenues: Evidence from Field Experiments
  108. Understanding Frontline Problem-solving Dynamics Using Video Recordings of Service Failure Interactions
  109. Dynamic Effects of Loyalty Rewards for Contractual Customers
  110. The Impact of Buying “Fit” Products on Customer Learning and Profitability in Multichannel Settings
  111. The Dark Side of Mobile Channel Expansion Strategies
  112. Friends or Foes: Social Influence, Online Social Networks, and News Consumption
  113. Customer Participation in Services: Domain, Scope, and Boundaries
  114. Multichannel Sales Attribution and Media Optimization
  115. How Earned and Owned Social Media Impact Shareholder Value Through Consumer Mindset Metrics
  116. Effects of Affect on Consumer Behavior: A Meta-Analytic Integration
  117. Wider Gaps in a Flatter World? The Speed of New Product Diffusion in Rich versus Poor Countries
  118. An Integrated Analysis of Mobile Application Usage and In-App Advertising Response
  119. The Effects of Firm Generated Content in Social Media on Customer Behavior: An Empirical Examination
  120. Detection of Customers’ Life Change: Real-time Analysis Using a Control Chart Approach
  121. Economic Inequality, Trust, and Brand Leadership
  122. Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow
  123. Dancing with the Enemy: Broadened Understanding of Engagement in Rival Brand Dyads
  124. The Role of Mere Closeness: How Geographic Proximity Affects Social Influence
  125. Should Ads Be Consistent over Time or Change with the Market? Evidence for Young and Established Brands of Minivans
  126. The Dark Side of Big Data’s Effect on Firm Performance
  127. Competitive Price Targeting with Smartphone Coupons
  128. Group Marketing
  129. The Impact of Online Product Reviews on Product Returns
  130. Should You Adapt Your Pricing and Ratings Reaction to a Country’s Cultural and Socioeconomic Setting?
  131. Online Relationship Marketing
  132. Can Mobile Diaries Accurately Capture Consumer Behavior? A Large-scale Test on TV Viewing and Empirically-based Guidelines
  133. The Role of Mobile Devices in the Online Customer Journey
  134. Acquiring Customers via Word-of-Mouth Referrals: A Virtuous Strategy?
  135. Ghost Ads: Improving the Economics of Measuring Ad Effectiveness
  136. A Framework for Understanding and Managing the Customer Experience
  137. Finding Versus Receiving: How Content Acquisition Affects Sharing
  138. Snap Coupons: Investigating Mobile Coupon Adoption, Use, and Value
  139. “Your Action Is Needed”: The Effect of Website-Initiated Participation on User Contributions to Content Websites
  140. The Differential Effects of Peer and Expert Ratings on Choice
  141. Assimilation or Differentiation? Investigating the Effect of Competition on Sponsored Search Advertisers’ Keyword Decisions
  142. The Role of Paid, Earned, and Owned Media in Building Entertainment Brands: Reminding, Informing, and Enhancing Enjoyment
  143. How Expertise and Endorsement Style Impact Word of Mouth Persuasion
  144. Integrating Social Media Metrics
  145. Cashback Is Cash Forward: Delaying a Discount to Increase Future Spending
  146. Consumer Search Behavior on the Mobile Internet:  An Empirical Analysis
  147. The Effects of Content Characteristics on Consumer Engagement with Branded Social Media Content on Facebook
  148. When and How Does Board-Level Marketing Experience Impact Firm Performance?
  149. Where Does Innovation Start: With Customers, Users, or Inventors?
  150. Investigating the Value of Competitive Mobile Loyalty Program Platforms for Intermediaries and Retailers
  151. Television Advertising and Online Word-of-Mouth: An Empirical Investigation of Social TV Activity
  152. Using Forums and Search for Sales Prediction of High-Involvement Products
  153. Brand Buzz in the Echoverse
  154. Indulgent Consumption: Redemption Windows and the Appeal of Daily Deals
  155. How Customer Referral Programs Turn Social Capital into Economic Capital
  156. How the Internet Has Changed the Marketing of Entertainment Goods: The Case of the Music Industry
  157. How Free Digital Products Grow
  158. How to Identify and Better Manage Hunters and Farmers in the Sales Force
  159. Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic Loyalty
  160. Interlocking Networks: How and When Do Connections between Buying and Selling Teams Affect Customer Solutions?
  161. Lifting the Veil: The Benefits of Cost Transparency
  162. Dynamics of Multi-Feature Product Usage: Carryover, Spillover, and Social Effects
  163. “Ten Million Readers Can’t Be Wrong!” or Can They? The Role of Information about Initial Adoption in New Product Trial
  164. Smart Phones, Bad Calls? In-store Mobile Technology Use and Consumer Purchase Behavior
  165. Managing Post-Purchase Moments of Truth: Leveraging Customer Feedback to Increase Loyalty
  166. Assessing the Drivers of Short- and Long-Term Outcomes at Business Trade Shows
  167. Dynamic Likeability Effects on Virality of Online Video Advertisements
  168. Should Ad Spending Increase or Decrease Prior to a Product Recall Announcement?
  169. Does Tweeting Impact the Bottom Line?
  170. How Can “I” Help “You”? The Impact of Personal Pronoun Use in Customer-Firm Agent Interactions
  171. The Characteristics and Perceived Value of Mobile Word of Mouth
  172. Marketing Return on Investment: Seeking Clarity for Concept and Measurement
  173. Marketing’s Impact on Firm Value: Generalizations from a Meta-Analysis
  174. Two Centuries of Epochal Innovation and Stock Market Bubbles
  175. Rising Prices under Declining Preferences: The Case of the U.S. Print Newspaper Industry
  176. Effect of Transformational Relationship Events on Exchange Performance
  177. Innovation Success: The Overlooked Role of the Retailer
  178. Should You Target Early Trend Propagators? Evidence from Twitter
  179. Conditions for Owned, Paid, and Earned Media Impact and Synergy
  180. Humorous Complaining
  181. Beyond Likes and Tweets: Marketing, Social Media Content, and Store Performance
  182. When Humor Backfires: Revisiting the Relationship Between Humorous Marketing and Brand Attitude
  183. Positive versus Negative e-Sentiment and the Market Performance of High-Tech Products
  184. Pricing Online Content: Fee or Free?
  185. Integrating Relationship Marketing and Lifecycle Perspectives: Strategies for Effective Relationship Migrations
  186. Unpacking Loyalty: How Conceptual Differences Shape the Effectiveness of Customer Loyalty
  187. Customer Outcomes of Corporate Social Responsibility in Supplier-Customer Relationships
  188. Do Online Behavior Tracking or Attitude Survey Metrics Drive Brand Sales? An Integrative Model of Attitudes and Actions on the Consumer Boulevard
  189. International Relationship Marketing
  190. Broadcasting and Narrowcasting: How Audience Size Impacts What People Share
  191. The Commercial Contribution of Clinical Studies for Pharmaceutical Drugs
  192. Investigating the Performance of Budget Allocation Rules: A Monte Carlo Study
  193. Building the B[r]and: Understanding How Social Media Drives Consumer Engagement and Sales
  194. Product Ideation in Social Networks
  195. When Harry Bet with Sally: An Empirical Analysis of Peer Effects in Casino Gambling Behavior
  196. Long-Term Market Leadership Persistence: Baselines, Economic Conditions, and Category Types
  197. Managing Motivation over Time: How Focusing on the Present versus Future Influences Goal Pursuit
  198. The Short and Long-term Impacts of Fashion Knockoffs on Original Items
  199. Self-serving Behavior in Price-Quality Competition
  200. Consumer Click Behavior at a Search Engine: The Role of Keyword Popularity
  201. Understanding the Effectiveness of Loyalty Programs
  202. Which Advertising Forms Make a Difference in Online Path to Purchase?
  203. Price Promotion for Emotional Impact
  204. Taking the Customer’s Point-of-View: Engagement or Satisfaction?
  205. Targeting Revenue Leaders for a New Product
  206. Ethnographic Stories for Market Learning
  207. Attribution Modeling: Understanding the Influence of Channels in the Online Purchase Funnel
  208. Starting Prices and Consumer Sensitivity to Customization
  209. Auctions versus Posted Price Internet Channels: A Seller’s Perspective on When to Make and When to Take
  210. Do Marketing Campaigns Produce Multichannel Buying and More Profitable Customers? A Field Experiment
  211. Effect of Customer-Centric Structure on Firm Performance
  212. Competitive Poaching in Sponsored Search Advertising and Its Strategic Impact on Traditional Advertising
  213. To Launch or not to Launch in Recessions? Evidence from over 60 Years of the Automobile Industry
  214. Are Financial Analysts “Good Marketers”? Implications for Marketing and Investor Relations
  215. The Role of Attitudinal Information in CLV-based Customer Management
  216. The Social Status of Innovators, Imitators, and Influentials in New Product Adoption: It’s Not Just about High versus Low
  217. An Empirical Investigation of Product Placement’s Impact on Commercial Audience Levels
  218. Conflict Policy and Advertising Agency-Client Relations: The Problem of Competing Clients Sharing a Common Agency
  219. Doing Well by Doing Good: The Benevolent Halo of Social Goodwill
  220. Usage Experience with Decision Aids and Evolution of Online Purchase Behavior
  221. Capturing the “First Moment of Truth”: Understanding Point-of-Purchase Drivers of Unplanned Consideration and Purchase
  222. Social Media Intelligence: Measuring Brand Sentiment from Online Conversations
  223. Reflections on 50 Years of Thought Leadership
  224. Distinguishing among Mechanisms of Social Contagion in New Product Adoption: Framework and Illustration
  225. The Role of Menu Organization in Food Choice
  226. Service Marketing: Insights and Directions
  227. No Comment?! The Drivers of Reactions to Online Posts in Professional Groups
  228. Social Dollars: The Economic Impact of Customer Participation in a Firm-sponsored Online Community
  229. Situational Determinants of Unplanned Buying in Emerging and Developed Markets
  230. Information Discovery and the Long Tail of Motion Picture Content
  231. How Do Brand Portfolio Strategies Affect Firm Value?
  232. On Brands and Word of Mouth
  233. How Interest Shapes Word-of-Mouth over Different Channels
  234. Customer Value Management: Optimizing the Value of the Firm’s Customer Base
  235. Connected Families: How Consumption Practices Survive Distance
  236. Is the New Product Yours or Mine? A Linguistic Perspective on Composite Brand Extensions
  237. Does Online Chatter Really Matter? Dynamics of User-generated Content and Stock Performance
  238. Consumer Response to User-generated Advertising: The Effects of Disclosing Consumers as Ad Creators
  239. When Does Retargeting Work? Timing Information Specificity
  240. Identity Signaling with Social Capital: A Model of Symbolic Consumption
  241. Accounting for Marketing Activities: Implications for Marketing Research and Practice
  242. Customer Value Measurement
  243. Effective Marketing Science Applications: Insights from ISMS–MSI Practice Prize Finalist Papers and Projects
  244. The Complexity of Multi-media Effects
  245. Customer Satisfaction: A Strategic Review and Guidelines for Managers
  246. The New Branding Imperatives: Insights for the New Marketing Realities
  247. Local Neighborhoods as Early Predictors of Innovation Adoption
  248. There Is More to Planned Purchases Than Knowing What You Want: Dynamic Planning and Learning in a Repeated Multi-store Price Search Task
  249. Social Transmission, Emotion, and the Virality of Online Content
  250. Unplanned Buying on Shopping Trips
  251. Online Product Opinions: Incidence, Evaluation and Evolution
  252. An Empirical Investigation of the Impact of Gasoline Prices on Grocery Shopping Behavior
  253. How Social Networks Influence the Popularity of User-generated Content
  254. The Impact of Sales Control Systems on Sales Behaviors and Customer Relationships: Evidence from China
  255. Survival of Manufacturing Firms in Fortune 500: The Roles of Marketing Capital and R&D Capital
  256. Understanding How to Achieve Competitive Advantage Through Regulatory Fit: A Meta-Analysis
  257. What Products Do People Talk About and Why? How Product Characteristics and Promotional Giveaways Shape Word-of-mouth
  258. The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin
  259. Social Effects on Customer Retention
  260. Do Satisfied Customers Always Buy More? The Roles of Satiation and Habituation in Customer Repurchase
  261. Consumer Attitude Dynamics and Marketing Impact on Sales
  262. Marketing’s Responsibility for the Value of the Enterprise
  263. Value Implications of Corporate Branding in Mergers
  264. A Multistep Approach to Derive Targeted Category Promotions
  265. Sources of Social Value in Word-of-mouth Programs
  266. The Integration of Product Networks and Social Networks in Online Content Exploration
  267. Marketing Activity, Blogging, and Sales
  268. Marketing Effectiveness in the Music Download Industry
  269. Mine Your Own Business: Market Structure Surveillance Through Text Mining
  270. The Impacts of the Supporting-Firm Base in Markets with Network Effects
  271. DEA with Econometrically Estimated Individual Coefficients: A Pharmaceutical Sales Force Application
  272. The Impact of User-generated Content on Product Innovation
  273. Demystifying Disruption: A New Model for Understanding and Predicting Disruptive Technologies
  274. Assessing the Total Financial Performance Impact of Marketing Assets with Limited Time-series Data:  A Method and an Application to Brand Equity Research
  275. Intellectual Property Rights and Brand Licensing: The Importance of Brand Protection
  276. Spending on the Fly: Mental Budgets, Promotions, and Spending Behavior
  277. Marketing of the Life Sciences: A New Framework and Research Agenda for a Nascent Field
  278. Investigating the Effect of New Store Openings in a Dynamic Environment
  279. The Role of Marketing and Sales in Organizations and Its Impact on Performance
  280. Measuring Interpersonal Influence in Online Conversations
  281. First Impressions: Status Signaling Using Brand Prominence
  282. The Long-term Effect of Marketing Strategy on Brand Sales
  283. Balancing Risk and Return in a Customer Portfolio
  284. Robinson-Patman and Its Implications: An Empirical Analysis
  285. The Impact of Product Line Extensions and Consumer Goals on the Formation of Price Image
  286. A Survey of Research on Advertising in a Recession
  287. Strategic Planning of Brand Extensions Using Fit and Atypicality Measures
  288. The “Right” Consumers for the Best Concepts: Identifying and Using Emergent Consumers in Developing New Products
  289. Price Skimming’s Unintended Consequences
  290. A Dynamic Model of Sponsored Search Advertising
  291. Choosing Response Models for Budget Allocation in Heterogeneous and Dynamic Markets: Why Simple Sometimes Does Better
  292. How Important Are Brands? A Cross-category, Cross-country Study
  293. A Cross-national Investigation into the Marketing Department’s Influence within the Firm
  294. Customer Satisfaction, Analyst Stock Recommendations, and Firm Value
  295. Do DVRs Influence Consumers’ Brand Purchases?
  296. Boundaries of Self-Expression: Identity Saturation and Brand Preferences in Consumer Choice
  297. The Unappreciated Value of Marketing: The Moderating Role of Changes in Marketing and R&D Spending on Valuation of Earnings Reports
  298. Relationships Take Two: Customer Attachment Styles’ Influence on Consumers’ Desire for Close Relationships and Loyalty to the Firm
  299. An Improved Method for the Quantitative Assessment of Customer Priorities
  300. Service Productivity Strategy
  301. Dynamic Marketing Investment Strategies for Platform Firms
  302. The Name’s the Game: Exploring the Link Between Corporate Name Changes and Firm Value
  303. No Second Chance to Make a First Impression: A Field Study of Relationship Initiation and Development
  304. Strategic Marketing and Marketing Strategy: Domain, Definition, Fundamental Issues and Foundational Premises
  305. Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-based Compensation Plans
  306. How Corporate Social Performance Influences Financial Performance: Cash Flow and Cost of Capital
  307. Fishing for Compliments and Complaints: The Influence of Solicited Customer Feedback and Company Acknowledgment on Customer Attitudes and Intentions
  308. Survival in Markets with Network Effects: Product Compatibility and Order-of-Entry Effects
  309. The Theory and Practice of Myopic Management
  310. Diffusion Forecasts Using Social Interactions Data
  311. The Effect of Brand Acquisition and Disposal on Stock Returns
  312. The Seven Deadly Sins of Brand Community “Management”
  313. Modeling Global Spillover in New Product Takeoff
  314. Valuing Branded Businesses
  315. Innovation and the Ratchet Effect: How Firms Trade off Value Creation in Financial and Product Markets
  316. Strategic Allocation of Marketing Resources: Methods and Managerial Insights
  317. Do Mindset Metrics Explain Brand Sales?
  318. There Is Nothing More Practical than the Practice of Theory: What Practitioners Think about Theoretical Results on National Brand-Store Brand Competition
  319. Order in Product Customization Decisions
  320. Expanding the Role of Marketing: From Customer Equity to Market Capitalization
  321. When Wal-Mart Enters: Retailer Reactions and Sales Outcomes
  322. Consumer Response to TV Stock Recommendations: Merging Financial and Marketing Perspectives
  323. A Taxonomy of Brand Valuation Methodologies: How Different Types of Methodologies Can Help to Answer Different Types of Questions
  324. Marketing to Subsistence Consumers: Contemporary Methodologies and Initiatives
  325. The Debate over Doing Good: Corporate Social Performance and Firm-idiosyncratic Risk
  326. Getting Marketing Back in the Boardroom: Understanding the Drivers of Marketing’s Influence within the Firm
  327. A New Approach to Modeling the Adoption of New Products: Aggregated Diffusion Models
  328. Building with Bricks and Mortar: The Revenue Impact of Opening Physical Stores in a Multichannel Environment
  329. Do Innovations Really Pay Off? Total Stock Market Returns to Innovation
  330. Earnings Inflation Through Accruals and Real Activity Manipulation: Its Prevalence at the Time of an SEO and the Financial Market Consequences
  331. A Meta-analysis of Personal Selling Elasticities
  332. Does a Firm’s Product Recall Strategy Affect Its Financial Value?
  333. Opinion Leadership and Social Contagion in New Product Diffusion
  334. Local Preference Minorities and the Internet: Why e-Retailer Demand Is Greater in Areas Where Target Customers Are in the Minority
  335. Dashboards and Marketing: Why, What, How and What Research Is Needed?
  336. Examining the Relevance of Customer Satisfaction for Wall Street: The Case of Systematic and Idiosyncratic Risk
  337. Marketing and Shareholder Value: Sales Capitalization and Its Estimation
  338. A New Dynamics-based Segmentation Approach for Maximizing Long-term Marketing Impact
  339. The Role of Local Environments in Customer Acquisition Online
  340. How Does Consumers’ Knowledge of Prices Affect the Demand Response to Price Changes and Price Cues?
  341. Generalized Long-term Price Effects: Are They Asymmetric, Nonmonotonic, and Time Dependent?
  342. Social Justice in Marketing: Fairness, Satisfaction and Customer Lifetime Value
  343. Feeling Superior: The Impact of Loyalty Program Structure on Customers’ Perceptions of Status
  344. Customer Search in Response to Sales Taxes: The Internet versus Catalogs
  345. Functional Data Analysis: A New Approach for Predicting Market Penetration of New Products
  346. Wisdom—The Pinnacle of Human Virtues and a Central Foundation for Macromarketing
  347. Online User Comments versus Professional Reviews: Differential Influences on Pre-release Movie Evaluation
  348. Growth Acceleration across Technology Generations
  349. Managing the Future: CEO Attention and Innovation Outcomes
  350. What Drives Customer Relationship Value in Business-to-Business Exchanges?
  351. Stakeholder Marketing: Beyond the 4 P’s and the Customer
  352. Customer Relationship Management in Virtual Communities
  353. BRAN*EQT: A Model and Simulator for Estimating, Tracking, and Managing Multicategory Brand Equity
  354. Theoretical Perspectives of Interorganizational Relationship Performance
  355. Managing Customer Relationships in Business Markets: The Role of Critical Incidents
  356. As Time Goes By: Warm Intentions and Cold Feet for Really New versus Incrementally New Products
  357. Valuing Brand Assets: A Cost-Effective and Easy-to-Implement Measurement Approach
  358. The Branding of Next-generation Products
  359. The Psychology of Category Design: How Product Groupings Influence Consumer Decision Making
  360. Online and Mobile Advertising: Current Scenario, Emerging Trends, and Future Directions
  361. Price War: What Is It Good For? Store Visit and Basket Size Response to the Price War in Dutch Grocery Retailing
  362. The Impact of Organizational Values on the Effectiveness of Market-oriented Behaviors
  363. Optimal Allocation of Marketing Efforts by Customer-Channel Segment
  364. Dancing with a Giant: The Effect of Wal-Mart’s Entry into the U.K. on the Stock Prices of European Retailers
  365. The Effects of Attrition on the Growth and Equity of Competitive Services
  366. Patient- or Physician-oriented Marketing: What Drives Primary Demand for Prescription Drugs?
  367. The Financial Markets and Customer Satisfaction: Reexamining the Value Implications of Customer Satisfaction from the Efficient Markets Perspective
  368. Prerelease Forecasting via Functional Shape Analysis of the Online Virtual Stock Market
  369. Revisiting the Digital Divide: An Analysis of Mobile Technology Depth and Service Breadth in the BRIC Countries
  370. Will the Frog Change into a Prince? Predicting Future Customer Profitability
  371. Identifying Customer-centric, Cross-category Product Groups: A Product Segmentation Approach and Its Relationship to Customer Segmentation Approaches
  372. How Serial Innovators Navigate the Fuzzy Front End of New Product Development
  373. Breaking through Fast-Forwarding: Brand Information and Visual Attention
  374. A Combined Approach for Segment-specific Analysis of Market Basket Data
  375. Understanding Consumer Preferences for Complex Products: A Web-based Method
  376. Interaction Orientation: The New Measure of Marketing Capabilities
  377. The Determinants and Outcomes of Internet Banking Adoption
  378. Global Takeoff of New Products: Culture’s Consequences, Wealth of Nations, or Vanishing Differences?
  379. Superstars and Underdogs: An Examination of the Long-Tail Phenomenon in Video Sales
  380. Beyond Plain Vanilla: Modeling Joint Product Assortment and Pricing Decisions
  381. Modeling Co-Existing Business Scenarios with Time Series Panel Data: A New Segmentation Approach for Better Targeting and Maximizing Long-Term Impact of Marketing Activity
  382. Response to Ambler and Roberts’ “Beware the Silver Metric”
  383. Market Orientation and Performance at the “Base of the Pyramid”: The Case of Zimbabwean Retailers
  384. Integrated Marketing Communications at the Marketing-Sales Interface
  385. Multichannel Customer Management: Understanding Research Shopping
  386. Private-Label Marketing Strategies in Packaged Goods: Management Beliefs and Research Insights
  387. What Drives Word-of-Mouth? The Roles of Product Originality and Usefulness
  388. Creating a Market Orientation: A Longitudinal, Multifirm, Grounded Analysis of Cultural Transformation
  389. The Role of Expert versus Social Opinion Leaders in New Product Adoption
  390. The Impact of Marketing-induced versus Word-of-Mouth Customer Acquisition on Customer Equity
  391. Measuring the Value of Word-of-Mouth and Its Impact in Consumer Communities
  392. Managing Marketing Relationships Through Qualification and Incentives
  393. Growing Small Brands: Does a Brand’s Equity and Growth Potential Affect Its Long-term Productivity?
  394. Building Long-term Firm Value Through Innovation
  395. Closing the Growth Gap: Balancing “Big I” and “small i” Innovation
  396. When and Where to Cherry Pick? Temporal and Spatial Dimensions of Price Search
  397. Asymmetric New Product Development: Are Gains Symmetric across Partners?
  398. New Product Preannouncements and Shareholder Value: Don’t Make Promises You Can’t Keep
  399. A Word of Warning Clarified: Reactions to Peppers and Rogers’ Response
  400. Lifetime Value Prediction at Early Customer Relationship Stages
  401. Product Innovations, Advertising Spending, and Stock Returns
  402. Win-Win Strategies at Discount Stores
  403. The Short- and Long-term Impact of an Assortment Reduction on Category Sales
  404. Developing Optimal Store-level Pricing Strategies for an Automotive Aftermarket Retailer
  405. Effects of Capacity-Driven Service Experiences on Customer Usage Levels: Why Revenue Management Systems Are Due for Change
  406. Brand Portfolio Strategy and Firm Performance
  407. Myopic Marketing Management: The Phenomenon and Its Long-term Impact on Firm Value
  408. Beware the Silver Metric: Marketing Performance Measurement Has to Be Multidimensional
  409. Advertising Response
  410. How Brand Attributes Drive Financial Performance
  411. Standard-Scape: An Agent-based Model of Competition in Markets with Network Externalities
  412. The Curse of Innovation: Why Innovative New Products Fail
  413. Do Satisfied Customers Buy More?
  414. Customer Perceptions of Product Quality: A Longitudinal Study
  415. Research Overviews: Introduction
  416. First-mover Advantage on the Internet: Real or Virtual?
  417. Feature Fatigue: When Product Capabilities Become Too Much of a Good Thing
  418. Selecting Valuable Customers Using a Customer Lifetime Value Framework
  419. Aligning the Organization with the Market
  420. Handling Missing Values in Marketing Data: A Comparison of Techniques
  421. Brand Concept Maps: A Methodology for Identifying Brand Association Networks
  422. Do Slotting Allowances Enhance Efficiency or Hinder Competition?
  423. Firm Capabilities, Timing of Internet Adoption, and Performance
  424. Can a Late Mover Use International Market Entry Strategy to Challenge the Pioneer?
  425. How Relational Embeddedness Affects Retail Buyers’ New Product Selection
  426. Leveraging Relationship Marketing Strategies for Better Performance: A Meta-analysis
  427. Cross-Brand Pass-Through? Not in Grocery Retailing
  428. Consumer Testimonials as Self-Generated Advertisements: Evaluative Reconstruction Following Product Usage
  429. Mapping the Domain of Subjective Value in Negotiation
  430. How Firm Advertising Affects Employees’ Trust, Organizational Identification, and Customer Focus
  431. Brand-level Effects of SKU Reductions
  432. Offering Online Recommendations to Impatient First-time Customers with Conjoint-based Segmentation Trees
  433. Determining the Payoff from Relationship Marketing Programs
  434. 2005 Research Overviews
  435. Research on Innovation: A Review and Agenda for Marketing Science
  436. Metrics for Linking Marketing to Financial Performance
  437. Marketing Organizations: Changing Structures and Roles
  438. Customer Metrics: The Past, the Present, and the Future in Academia and Practice
  439. Brands and Branding: Research Findings and Future Priorities
  440. Market-based Assets and Capabilities, Business Processes, and Financial Performance
  441. Can Incumbents Introduce Radical and Disruptive Innovations?
  442. The Effect of Retailer Reputation and Response on Postpurchase Consumer Reactions to Price-Matching Guarantees
  443. Advertising Spending and Market Capitalization
  444. Firm-Sponsored Satisfaction Surveys: Positivity Effects on Customer Purchase Behavior?
  445. A Spatial-Choice Model for Product Recommendations
  446. Drivers of Technological Novelty and Superior Customer-Need Fulfillment in New Product Development
  447. What Drives New Product Success? An Investigation across Products and Countries
  448. The S-Curve of Technological Evolution: Strategic Law or Self-Fulfilling Prophecy?
  449. Analogies and Imaginary Consumers: A Case Study of New Product Development
  450. The Effect of Service Experiences over Time on a Supplier’s Retention of Business Customers
  451. Consumer Preferences for Mass Customization
  452. Effects of Export Assistance on Pricing Strategy Adaptation and Export Performance
  453. Modeling a Brand’s Customer-Mix
  454. E-S-Qual: A Multiple-Item Scale for Assessing Electronic Service Quality
  455. The Effects of Customization Procedure on Consumer Preferences and Satisfaction
  456. Weathering Tight Economic Times: The Sales Evolution of Consumer Durables over the Business Cycle
  457. The Managerial Path to Return on Quality: How Individual and Collective Belief Systems Evolve in the Firm
  458. Innovation: The Case of the Fosbury Flop
  459. Are Physicians “Easy Marks”? Quantifying the Effects of Detailing and Sampling on New Prescriptions
  460. The Impact of Values on Attitudes Toward Market Orientation
  461. The Difference Between Perceptual and Objective Performance Measures: An Empirical Analysis
  462. Cultural Differences in Consumer Impatience
  463. Branding Strategy and the Intangible Value of the Firm
  464. Who Introduces More Radical Innovations and Who Gains More from Them?
  465. Does Employee Turnover Predict Customer Satisfaction?
  466. Can Marketing Regain Its Seat at the Table?
  467. Long-term Performance Impact of New Products and Promotions in the Auto Industry
  468. Marketing’s Impact on Firm Value: The Value-Sales Differential
  469. Customer Satisfaction, Cash Flow, and Shareholder Value
  470. Measuring and Allocating Marcom Budgets: Seven Expert Points of View
  471. Creating a Superior Customer-relating Capability
  472. Using Customer Lifetime Value in Customer Selection and Resource Allocation
  473. Preempting Competitive Risk via Customer Focus: Entrepreneurial Firms in Japan and the U.S.
  474. Should Firms Increase Advertising Expenditures during Recessions?
  475. Cascades, Diffusion, and Turning Points in the Product Life Cycle
  476. Does Distance Still Matter? Geographic Proximity in New Product Development
  477. Adoption and Effectiveness of Loyalty Programs: The Retailer’s Perspective
  478. Assessing the Impact of Dedicated New Product Development Resources on Firm Return on Investment
  479. Minimum Prices and Product Valuations in Auctions
  480. Which Marketing Metrics Are Used and Where?
  481. Online Channel Use and Satisfaction in a Multichannel Service Context
  482. The Relevance of Rigor
  483. MSI_ExecOverview-Metrics.pdf
  484. MSI_ExecOverview-Brands.pdf
  485. Bottoms up! How Container Shapes Influence Pouring and Consumption Volume
  486. Knowledge as a Strategic Resource in Logistics and Purchasing
  487. Flexible Decomposition of Price Promotion Effects Using Store-level Scanner Data
  488. “You Are Where You Shop”: Channel Associations and Drivers of Cross-channel Variation in Shopping Behavior
  489. The Market Evolution and Sales Take-off of Product Innovations
  490. A Product-Market-Based Measure of Brand Equity
  491. Assessing When Increased Media Weight Helps Sales of Real-World Brands
  492. The International Takeoff of New Products: The Role of Economics, Culture, and Country Innovativeness
  493. Referral Infomediaries
  494. Trading Off Value Creation and Value Appropriation: The Financial Implications of Shifts in Strategic Emphasis
  495. From Density to Destiny: Using Spatial Analysis for Early Prediction of New Product Success
  496. What Will the Future Bring? Dominance, Technology Expectations, and Radical Innovation
  497. What Is the True Value of a Lost Customer?
  498. The Social Capital of the Top Marketing Team, Inter-firm Market Learning Capability, and Business Performance: A Test of a Mediating Model
  499. Decision Difficulty in Bundle Choice: The Role of Complexity, Uniqueness, and Similarity
  500. 2002 Report Summaries Collection
  501. Superiority in Customer Relationship Management: Consequences for Competitive Advantage and Performance
  502. The Brand Switching Fraction of Promotion Effects: Unit Sales versus Elasticity Decompositions
  503. Customer Expectations’ Management and Optimal Firm Behavior for New Products
  504. Are Customer Information Systems Worth It? Results from B2B Services
  505. Bilingual Consumers and the Web: Moderators of Language Effects in Website Navigation
  506. The Effect of Store Brand Share on Retail Margins: An Empirical Analysis
  507. .comQ: Dimensionalizing, Measuring, and Predicting Quality of the E-tail Experience
  508. Measuring Consumer Willingness to Pay at the Point of Purchase
  509. What to Say When: Advertising Appeals in Evolving Markets
  510. Capturing Evolving Visit Behavior in Clickstream Data
  511. Competitive Reactions and Modes of Competitive Reasoning: Downplaying the Unpredictable?
  512. Valuing Customers
  513. Consumer Trust, Value, and Loyalty in Relational Exchanges
  514. Driving Customer Equity: Linking Customer Lifetime Value to Strategic Marketing Decisions
  515. Do Promotions Benefit Manufacturers, Retailers, or Both?
  516. Cross-functional Product Development Teams and the Innovativeness of New Consumer Products
  517. Tigers and Dragons: Profiling High Performance Asian Firms
  518. Relationship Governance in a Vertical Network Context
  519. Consumption Symbols as Carriers of Culture: A Study of Japanese, Spanish, and North American Brand Personality Dimensions
  520. 2001 Report Summaries Collection
  521. The Impact of Business Objectives and the Time Horizon of Performance Evaluation on Pricing Behavior
  522. Managing Customer-Initiated Contacts with Manufacturers: The Impact on Share of Category Requirements and Word-of-Mouth Behavior
  523. Building Customer-Based Brand Equity: A Blueprint for Creating Strong Brands
  524. Examining the Impact of Destructive Acts in Marketing Channel Relationships
  525. Building Corporate Brands: An Exploratory Study
  526. Pricing Process as a Capability: A Case Study
  527. Total Market Orientation, Business Performance, and Innovation
  528. What Makes Consumers Pay More for National Brands Than for Store Brands: Image or Quality?
  529. The Short- and Long-run Category Demand Effects of Price Promotions
  530. A Linkage Model of Corporate New Ventures
  531. Marketing Metrics: A Review of Performance Measures in Use in the UK and Spain
  532. Getting Returns from Service Quality: Is the Conventional Wisdom Wrong?
  533. Justifying Profitable Pricing
  534. A Cross-national and Longitudinal Study of Product-Country Images with a Focus on the U.S. and Japan
  535. Customerization: The Next Revolution in Mass Customization
  536. A Conceptual Framework for Understanding e-Service Quality: Implications for Future Research and Managerial Practice
  537. The Incumbent’s Curse? Incumbency, Size, and Radical Product Innovation
  538. Social Alliances: Company/Nonprofit Collaboration
  539. 2000 Report Summaries Collection
  540. Towards a System for Monitoring Brand Health from Store Scanner Data
  541. A Model-Based Approach for Planning and Developing a Family of Technology-Based Products
  542. The Role of Package Color in Consumer Purchase Consideration and Choice
  543. Implementing Global Account Management in Multinational Corporations
  544. Capabilities for Forging Customer Relationships
  545. Choosing What I Want versus Rejecting What I Don’t Want: An Application of Decision Framing to Product Option Choice Decisions
  546. Demand for and Use of Global Account Management
  547. Electronic Shopping for Wine: How Search Costs Affect Consumer Price Sensitivity, Satisfaction with Merchandise, and Retention
  548. A Crossfunctional Approach to Evaluating Multiple Line Extensions for Assembled Products
  549. The Effects of National Culture on Organizational Responses to the Marketing Concept
  550. Price-matching Refund Policies as Signals of Store Price Image
  551. Success in High Technology Markets: Is Marketing Capability Critical?
  552. Dimensions and Determinants of Retailer Pricing Strategy and Tactics
  553. Marketers’ Information Practices and Privacy Concerns: How Willing Are Consumers to Provide Personal Information for Shopping Benefits?
  554. The Primacy of the Idea Itself as a Predictor of New Product Success
  555. Towards Understanding the Value of a Loyal Customer: An Information-processing Perspective
  556. Analyzing Media Interactions: The Effects of Coordinated TV-Print Advertising
  557. Marketing in the Digital Age
  558. 1999 Report Summaries Collection
  559. Performance Productivity and Quality of Frontline Employees in Service Organizations
  560. Customer Profitability in a Supply Chain
  561. Interfunctional Rivalry and the Use of Market Information by R&D Managers: The Effects of Managerial Actions
  562. Rewarding Crossfunctional Product Development Teams for Optimal Performance: A Study of High Tech Industries
  563. Decomposing the Effects of Direct TV Advertising: Which Ad Works, When, Where, and How Often?
  564. Manufacturing and Distribution Supply Chain Management: Alliances and Competition
  565. Marketing Performance Assessment: An Exploratory Investigation into Current Practice and the Role of Firm Orientation
  566. Does Pioneering Advantage Exist? A Cross-national Comparative Study
  567. Information Support for New Product Development Teams
  568. Slotting Allowances and Fees: Schools of Thought and the Views of Practicing Managers
  569. Relationship Learning with Key Customers
  570. Managing Consumer Motivation and Learning: Harnessing the Power of Curiosity for Effective Advertising Strategies
  571. Stuck in the Past: Why Managers Persist with New Product Failures
  572. Preproduction Market Potential Assessment of Innovative Consumer Products
  573. Managing Advertising and Promotion for Long-run Profitability
  574. Organizing for Radical Product Innovation
  575. A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery
  576. Marketing’s Influence within the Firm
  577. Management Control of Product Development Projects
  578. Where the Rubber Meets the Road: A Model of In-store Consumer Decision Making
  579. 1998 Report Summaries Collection
  580. Transaction Decoupling: The Effects of Price Bundling on the Decision to Consume
  581. Marketing Spending for New Product Introduction: Entrant Strategy and Incumbent Response
  582. Brand Constructs: The Complementarity of Consumer Associative Networks and Multidimensional Scaling
  583. Managerial Identification of Competitors
  584. Implementing the Marketing Concept One Employee at a Time: Pinpointing Beliefs about Customer Focus as a Lever for Organizational Renewal
  585. New But Not Improved: Factors That Affect the Development of Meaningful Line Extensions
  586. Behavioral Explanations for Asymmetric Price Competition
  587. Bargain Hunting or Star Gazing? How Consumers Choose Mutual Funds
  588. From Decision Support to Decision Automation: A 2020 Vision
  589. Organizational Capacities for Sustained Product Innovation
  590. Trust and Concern in Consumers’ Perceptions of Marketing Information Management Practices
  591. Field Experiments with Uni-and Multi-inventory Adaptive Survey Designs for Likert-type Data
  592. Shopping Behavior and Consumer Preference for Store Price Format: Why Large Basket Shoppers Prefer EDLP
  593. Using Conjoint Analysis to Help Design Product Platforms
  594. Paradoxes of Technology: Consumer Cognizance, Emotions, and Coping Strategies
  595. Variety for Sale: Mass Customization or Mass Confusion?
  596. A Business Perspective on Database Marketing and Consumer Privacy Practices
  597. Backward Framing Through Memory Reconstruction
  598. Climbing the Commitment Ladder: The Impact on Customer Commitment of Disconfirmation of Service Expectations
  599. Antecedents and Consequences of Customer Value: Testing an Expanded Framework
  600. A Dynamic Model of Customers’ Usage of Services: Usage as an Antecedent and Consequence of Satisfaction
  601. Brand Managers’ Perceptions of the Marketing Communications Budget Allocation Process
  602. Commercial Adoption of Advances in the Analysis of Scanner Data
  603. The Impact of Marketing Policy on Promotional Price Elasticities and Baseline Sales
  604. Divide and Prosper: Effects of Partitioned Prices on Consumers’ Price Recall and Demand
  605. Antecedents and Consequences of Marketing Managers’ Conflict-handling Behaviors: A Five-country Comparative Study and Strategic Implications
  606. The Ownership Effect in Consumer Responses to Brand Line Stretches
  607. Sustained Spending and Persistent Response: A New Look at Long-term Marketing Profitability
  608. Information Search Style and Business Performance in Dynamic and Stable Environments: An Exploratory Study
  609. Market-based Assets and Shareholder Value: A Framework for Analysis
  610. Brands, Brand Managers, and the Management of Brands: Where to Next?
  611. Managing the Corporate Brand: The Effects of Corporate Marketing on Consumer Evaluations of Brand Extensions
  612. 1997 Report Summaries Collection
  613. Will It Ever Fly? Modeling the Takeoff of Really New Consumer Durables
  614. Why Do Consumers Pay More for National Brands than for Store Brands?
  615. Consumers’ Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction
  616. The Effects of Brand Name Suggestiveness on Advertising Recall
  617. Competitive Responses to External Market Information Flows: The Case of the Nutrition Labeling and Education Act
  618. Research, Development, and Engineering Metrics
  619. Asymmetric Quality Tier Competition: An Alternative Explanation
  620. Why Store Brand Penetration Varies by Retailer
  621. Organizational Team Learning for Really New Product Development
  622. When Do Purchase Intentions Predict Sales?
  623. Testing New Direct Marketing Offerings: The Interplay of Management Judgment and Statistical Models
  624. Organizational Improvisation in New Product Development
  625. Managing Retailer Cooperation with Manufacturer-Sponsored Promotions: An Empirical Examination
  626. Market Orientation in U.S. and Scandinavian Companies: A Cross-cultural Study
  627. Interactive Home Shopping and the Retail Industry
  628. The Influence of Market Orientation on Channel Relationships: A Dyadic Examination
  629. Brand Alliances as Information About Unobservable Product Quality
  630. Factors Affecting Organizational Performance: A Five-country Comparison
  631. The Long-term Impact of Promotion and Advertising on Consumer Brand Choice
  632. What Does It Take to Take Advantage of Product Innovation?
  633. Advertising’s Second Audience: Employee Reactions to Organizational Communications
  634. Achieving Strategic Advantages in Buyer-Supplier Relationships
  635. 1996 Report Summaries Collection
  636. Effects of Nationality on Global Strategy in Major American, European, and Japanese Multinational Companies
  637. Understanding Market Orientation: A Prospectively Designed Meta-analysis of Three Market Orientation Scales
  638. Designing Recognizable Logos
  639. Designing Positively Evaluated Logos
  640. Deriving Joint Space Maps of Bundle Compositions and Market Segments: An Application to New Product Options
  641. Metrics to Value R&D: An Annotated Bibliography
  642. Advertising Effects: A Taxonomy and Review of Concepts, Methods, and Results from the Academic Literature
  643. Business Strategic Orientation, Information Systems Strategic Orientation, and Strategic Alignment
  644. The Strategic Role of the Salesperson in Established Buyer-Seller Relationships
  645. The Effect of R&D-Manufacturing-Marketing Integration on New Product Performance in Japanese and U.S. Firms: A Contingency Perspective
  646. Consumer Generalization of Nutrient Content Claims in Advertising
  647. Erosion and Variability in Brand Loyalty
  648. Consumer Intention to Adopt Interactive Teleshopping
  649. LAPD: Estimating Distribution of Consumer Utility Preference from Scanner-Panel Data to Infer Patterns of Competition
  650. The Birth, Life, and Death of a Cross-Functional New Product Design Team
  651. Company Advertising with a Social Dimension
  652. Consumer Participation in Mailing Lists: A Field Experiment
  653. Marketing Industrial Services in Japan and the United States: It’s Not Just “Who You Know”
  654. Using Mini-Concepts to Identify Opportunities for Really New Product Functions
  655. Perceiving Competitive Reactions: The Value of Accuracy (and Paranoia)
  656. The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value and Transaction Value
  657. Market Signaling and Competitive Bluffing: An Empirical Study
  658. Pioneer Brand Advantage in Japan and the United States
  659. Modeling and Measuring Product Development Cycle Time Across Industries
  660. 1995 Report Summaries Collection
  661. Alliance Management: A View from the Past and a Look to the Future
  662. Payoffs from Participation in Complementary Product Strategy
  663. The Paradox of Low Quality and High Use: How Researcher Trust Impacts Market Research Outcomes
  664. Market Intelligence Dissemination Across Functional Boundaries
  665. Prepurchase Preference and Postconsumption Satisfaction in a Service Exchange
  666. The Effect of Fast Market Responsiveness on Supply Partnerships
  667. Factors in Emerging Markets and Their Impact on First Mover Advantages
  668. To Standardize or Not to Standardize: Marketing Mix Effectiveness in Europe
  669. Retail Buyer Decision-Making in Japan: What U.S. Sellers Need to Know
  670. The Process of Timely Strategic Marketing Change: Punctuations, Influences, and Anomalies
  671. Quality-Tier Competition: Impacts of the “Whether” Decision and the Direction of Price Change
  672. National Brand and Store Brand Competition: Who Hurts Whom?
  673. Technological Consumer Products in Everyday Life: Ownership, Meaning, and Satisfaction
  674. Forming Perceptions of Overall Quality in Consumer Products: A Process of Quality Element Integration
  675. Does Market Orientation Matter for Small Firms?
  676. Walking the Tightrope: Improvisation and Information Use in New Product Development
  677. Promoting Effective Selling Alliances: The Roles of Trust and Organizational Differences
  678. Market Oriented Isn’t Enough: Build a Learning Organization
  679. 1994 Report Summaries Collection
  680. Criteria for Assessing Research on the Effects of Marketing Communications
  681. Measuring Young Children’s Preferences: The Use of Behaviorally Anchored Rating Scales
  682. Selecting, Evaluating, and Updating Prospects in Direct Mail Marketing
  683. A Segmentation Model for the Targeted Marketing of Consumer Durables
  684. The Role of Communication Strategy in Channel Member Performance: Is More Collaborative Communication Better?
  685. Is Household-Specific Targeting Worth It?
  686. To Ally or Not to Ally? An Exploratory Study of Participation Options in Complementary Product Strategy
  687. Integrating Mechanisms for Marketing and R&D
  688. The Nature and Consequences of Marketing Channel Intermediary Commitment
  689. Moving Forward in Service Quality Research: Measuring Different Customer-Expectation Levels, Comparing Alternative Scales, and Examining the Performance-Behavioral Intentions Link
  690. Consider Uncertainty and Implementation in Evaluating Market Information Systems
  691. Bridging the Gap Between Our Knowledge of “Who” Uses Coupons and “Why” Coupons Are Used
  692. A Review and Integration of Research on Organizational Buying Behavior
  693. Increasing Environmental Sensitivity via Workplace Experiences
  694. USER: A Scale to Measure Use of Market Research
  695. A Niche Share Approach for Assessing Brand Performance and Identifying Competitive Groups
  696. Return on Quality (ROQ): Making Service Quality Financially Accountable
  697. Using Information Technology to Reduce Coordination Breakdowns in Customer Support Teams
  698. Channel Partnerships: A New Approach to Streamlining Distribution
  699. CRISP: Customer Response-Based Iterative Segmentation Procedures for Response Modeling in Direct Marketing
  700. Measuring Social Values: A Multi-Item Adaptation to the List of Values (MILOV)
  701. How and Why Package Size Influences Usage Volume
  702. The Capabilities of Market-Driven Organizations
  703. Market Share and ROI: A Peek at Some Unobserved Variables
  704. 1993 Report Summaries Collection
  705. How Expansion Advertising Affects Brand Usage Frequency: A Programmatic Evaluation
  706. Advertising versus Prior Beliefs: Does Cigarette And Anti-Smoking Advertising Alter Young Adolescents’ Perceptions of Smokers?
  707. An Approach to Assess the Importance of Brand Equity in Acquisition Decisions
  708. Service Quality Implementation: The Effects of Organizational Socialization and Managerial Actions on Customer-Contact Employee Behaviors
  709. Market Orientation and Business Performance: An Analysis of Panel Data
  710. Using Dominance Measures to Evaluate Brand Extensions
  711. Learning Orientation, Working Smart, and Effective Selling
  712. Measuring Product Development Time to Improve the Development Process
  713. Validating a Dial-Turning Instrument for Real-Time Measurement of Affective and Evaluative Responses to Advertising
  714. Dangers in Using Market-Level Data for Determining Promotion Effects
  715. Seeing The Voice of the Customer: The Zaltman Metaphor Elicitation Technique
  716. Consumer Search and Decision Problems in a Transitional Economy: Hungary, 1989-1992
  717. Economic Consequences of Providing Quality and Customer Satisfaction
  718. Relationships Between Providers and Users of Market Research: The Role of Personal Trust
  719. Behind the State of the Union: The Impact of Design and Social Processes on Relationships in Shared Management Joint Venture Teams
  720. Product Manager’s Use of Scanner Data: A Story of Organizational Learning
  721. Development and Validation of the Corporate Social Style Inventory: A Measure of Customer Service Skills
  722. A Knowledge-Based Approach for Screening Product Innovations
  723. Organizational Buying Contexts and the Procurement Process
  724. Market Share and Growth Are Not Good Predictors of the A/S Ratio
  725. Ten Lessons For Improving Service Quality
  726. Global Market Strategies of U.S. and Japanese Businesses
  727. New Tools for Understanding Brand Competition: Integrating Household and Retail Scanner Data
  728. Prior Knowledge and the Effect of Message Frames in Advertising
  729. Do Pioneers Really Have Long-Term Advantages? A Historical Analysis
  730. A Financial Approach to Estimating Firm-Level Brand Equity and Measuring the Impact of Marketing Events
  731. 1992 Report Summaries
  732. Working Consensus to Collaborate: A Field Study of Manufacturer-Supplier Dyads
  733. The Long-Term Differentiation Value of Marketing Communication Actions
  734. Socially Responsible Organizational Buying
  735. Market Value of Trademarks Measured via Trademark Litigation
  736. Altering Message Spacing to Enhance Memory of Television Commercials
  737. Retail Power: Monster or Mouse?
  738. The Effect of Marketplace Factors on Private Label Penetration in Grocery Products
  739. The Advertising-Sales Promotion Trade-Off: Theory and Practice
  740. The Nature of Organizational Search in High-Technology Markets
  741. Superior Customer Value and Business Performance: The Strong Evidence for a Market-Driven Culture
  742. A Schema Unification Model of Brand Extensions
  743. Diluting Beliefs About Family Brands: When Brand Extensions Have a Negative Impact
  744. Conceptualizing and Testing a Dynamic Process Model of Service Quality
  745. Balancing Co-Marketing Alliances for Effectiveness
  746. Marketing Communications, Procedural Learning, and Consumer Decision Making
  747. Market Orientation, Performance, and the Moderating Influence of Competitive Environment
  748. Truth in Concentration in the Land of 80/20 Laws
  749. Factors Affecting Information Search for Consumer Durables
  750. The Customer Visit: An Emerging Practice in Business-to-Business Marketing
  751. Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach
  752. Realtime Response Measures of Television Commercials: Reliability, Construct Validity, New Approaches to Wearout, and Potential Applications for Pretesting
  753. Predicting Post-Advertisement Attitudes
  754. Family Decision-Making for Household Durable Goods
  755. A Model Incorporating Promotion Signal Sensitivity for Prescribing Retailer Promotion Policy
  756. The Voice of the Customer
  757. Promotion Has a Negative Effect on Brand Evaluations—Or Does It? Additional Disconfirming Evidence
  758. Market Orientation: Antecedents and Consequences
  759. A Framework for Identifying the Legal and Political Risks of Using New Information Technologies To Support Marketing Programs
  760. Assessing Reseller Performance From the Supplier’s Perspective
  761. Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis
  762. The Changing Role of Marketing in the Corporation
  763. Learning About Markets
  764. Conceptualizing, Measuring, and Managing Customer-Based Brand Equity
  765. Environment, Strategy, and the Use of Computer-Based Data: Case Studies in Product Management
  766. Beyond Advertising and Publicity: The Domain of Hybrid Messages
  767. Price and Brand Name as Indicators of Quality Dimensions
  768. Manufacturer and Retailer Relationships; Replacing Power With Strategic Marketing Partnerships
  769. Becoming More Market Oriented: An Exploratory Study of the Programmatic and Market-Back Approaches
  770. The Organization of Marketing Activities of American Manufacturers
  771. New Product Models: Practice, Shortcomings, and Desired Improvements
  772. Brand Equity: A Perspective on its Meaning and Measurement
  773. Measuring Consumer Perceptions of Brand Quality With Scanner Data: Implications for Brand Equity
  774. Evaluating Development Processes: QFD as an Example
  775. Measuring Overall Judgments and Attribute Evaluations: Overall First vs. Attribute First
  776. Recognizing and Measuring Brand Assets
  777. The Effects of Sequential Introduction of Brand Extensions
  778. Comparing Dynamic Consumer Decision Process in Real and Computer-Simulated Environments
  779. Boundary Role Ambiguity in Marketing Positions: Scale Development and Validation
  780. The Use of Pledges To Build and Sustain Commitment in Distribution Channels
  781. The Nature and Determinants of Customer Expectations of Service
  782. The Adoption of Marketing and Sales Automation: A Model to Explore Benefits and Risks
  783. The Effects of Switching Costs on the Termination of Distribution Channel Relationships
  784. Applying Targeted-Marketing Principles to Consumer Durables
  785. Assessing Progress on Meeting MSI Priorities
  786. Modeling Competitive Pricing and Market Share: Anatomy of a Decision Support System
  787. Brand Extension and Order of Entry
  788. The Effects of Risk Preference, Uncertainty, and Incentive Compensation on Salesperson Motivation
  789. An Examination of Product and Market Characteristics That Affect the Financial Outcomes of Brand Extensions
  790. Determining Inter-Brand Substitutability Through Survey Measurement of Consumer Preference Structures
  791. Do American Businesses Use Global Strategy?
  792. Shared Marketing Programs and the Performance of Different Business Strategies
  793. Consumer Evaluations of Brand Extensions
  794. An Empirical Examination of Relationships in an Extended Service Quality Model
  795. An Empirical Study of Marketing Negotiations in the Soviet Union
  796. Business Strategies in an Information Environment
  797. Designing Successful Transorganizational Marketing Alliances
  798. Adaptive Designs for Likert-Type Data: An Approach for Implementing Marketing Surveys
  799. The Gray Market Threat to International Marketing Strategies
  800. Determining the Competitive Structure of Product-Markets: Practices, Issues, and Suggestions
  801. Toward a Conceptual Understanding of the Antecedents of Strategic Alliances
  802. Market Orientation: The Construct, Research Propositions, and Managerial Implications
  803. Consumer Knowledge of Normal Prices: An Exploratory Study and Framework
  804. Analyzing Corporate Cultures in Approaching the Global Marketplace
  805. The Role of Distribution in the Diffusion of New Durable Consumer Products
  806. Analyzing Variations in Advertising and Promotional Expenditures: Key Correlates in Consumer, Industrial, and Service Markets
  807. The Development of a Contingency Model of Comparative Advertising
  808. Implementing the Marketing Concept Through a Program of Customer Visits
  809. Advertising Repetition: A Critical Review of Wear-In and Wear-Out
  810. The Effects of Perceived Control and Customer Crowding on the Service Experience
  811. Enhancing the Managerial Relevance of Information-Processing Theory in an Advertising Context
  812. A Model of Distributor Firm and Manufacturer Firm Working Partnerships
  813. Direct Perceptual Measurement: Methodology and Validity
  814. Information Processing From Advertisements: Toward an Integrative Theory
  815. Memory Factors in Advertising
  816. It’s 1990—Do you Know Where Your Marketing Is?
  817. The Effect of Market Orientation on Business Profitability
  818. Channel Member Response to Trade Programs
  819. Accounting for the Market Share-ROI Relationship
  820. Two papers: (1) Exploring the Usefulness of Brain Waves as Advertising Response and (2) EEG Activity Reflects the Content of Commercials
  821. Toward Understanding and Controlling Customer Dissatisfaction With Waiting
  822. Interpretive Barriers to Successful Product Innovation
  823. The Effects of Felt Involvement on Consumers’ Attention and Comprehension Processes
  824. Leapfrogging Behavior and the Purchase of Industrial Innovations
  825. The Effect of Price, Brand Name, and Store Name on Buyer’s Perceptions of Product Quality: An Integrative Review
  826. Marketing and the Changing Information Environment: Implications for Strategy, Structure, and the Marketing Mix
  827. The Use of Developmental and Evaluative Market Research
  828. Promoting a Product Line: Managerial Implications
  829. The Impact of New Product Introductions on the Market Value of Firms
  830. Prelaunch Forecasting of New Automobiles: Models and Implementation
  831. The Relationship Between Recall, Cognitive Responses, and Advertising Effectiveness: Effects of Delay and Context
  832. Measuring the Effect of Retail Store Promotions on Brand and Store Substitution
  833. Impact of Sales Promotions on When, What, and How Much to Buy
  834. Managing Hybrid Marketing Channels with Automation
  835. Valuing Market Strategies
  836. Dynamics of Consumer Response to Price Discounts
  837. The Feelings Mechanism: The Impact of Feelings on Ad-Based Affect and Cognition
  838. Discontinuities, Value Delivery, and the Share-Return Association: A Re-Examination of the ‘Share-Causes-Profits’ Controversy
  839. The Price Elasticity of Selective Demand: A Meta-Analysis of Sales Response Models
  840. The Relationship Between Distribution and Market Share
  841. Multivariate Time Series Forecasts of Market Share
  842. A Strategic Framework for Diagnosing Manufacturer-Reseller Conflict
  843. Rediscovering the Marketing Concept
  844. Effective Sales Promotion Lessons for Today: A Review of Twenty Years of Marketing Science Institute-Sponsored Research
  845. Defining and Relating Price, Perceived Quality, and Perceived Value
  846. A Brand-Switching Model With Implications for Marketing Strategies
  847. How Multinationals Can Cope With Gray Market Imports
  848. Expert Systems for Marketing
  849. Organizational Culture and Marketing: Defining the Research Agenda
  850. Advertising Exposure, Loyalty, and Brand Purchase: A Two-Stage Model of Choice
  851. Does Country-of-Origin Matter? Some Findings from a Cross-Cultural Study of Consumer Views About Foreign Products
  852. The Multinational Corporation’s Degree of Control over Foreign Subsidiaries: An Empirical Test of a Transaction Cost Explanation
  853. Conjoint Analysis Reliability: Empirical Findings
  854. Communication and Control Processes in the Delivery of Service Quality
  855. The Impact of Price Promotions on a Brand’s Market Share, Sales Pattern, and Profitability
  856. Competitors as Sources of Innovative Marketing Strategies
  857. SERVQUAL: A Multiple-Item Scale for Measuring Customer Perceptions of Service Quality
  858. Pretest Market Models: A Critical Evaluation
  859. Marketing and Technology: A Strategic Co-Alignment
  860. Measurement and Use of Market Response Functions for Allocating Marketing Resources
  861. Factors Influencing Grocery Retailers’ Support of Trade Promotions
  862. Perceptual Maps and the Optimal Location of New Products
  863. Point-of-Purchase Behavior and Price Perceptions of Supermarket Shoppers
  864. Sales Force Compensation: Insights From Management Science
  865. Game Theory in Marketing Management: Issues and Applications
  866. Conjoint Calibration of the Customer/Competitor Interface in Industrial Markets
  867. EEG Response to Advertisements in Print and Broadcast Media
  868. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
  869. Central Problems in the Management of Innovation
  870. Shopping for Appliances: Consumers’ Strategies and Patterns of Information Search
  871. Theory and Application of Defensive Strategy
  872. Managing Marketing Channel Relationships
  873. The Amount and Direction of Effort: An Attributional Study of Salesperson Motivation
  874. The Organization of Marketing Activities: A Contingency Theory of Structure and Performance
  875. Measuring Simple Preferences: An Approach to Blind, Forced-Choice Product Testing
  876. Experience Curves: Evidence, Empirical Issues, and Applications
  877. Nutrition Information in the Supermarket
  878. The Effects of Involvement and Executional Factors of a Television Commercial on Brand Attitude Formation
  879. Affective and Cognitive Reactions to Advertising
  880. Mediating Roles of Trial and Learning Stage on the Outcomes of Consumer Involvement
  881. Novel Product Concepts from Lead Users: Segmenting Users by Experience
  882. Identifying Opportunities for Repetition Minimization
  883. The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis
  884. A Conceptual Model of Service Quality and Its Implications for Future Research
  885. Identifying Competitive Brand Relationships When Consumers Seek Variety
  886. The Role of Strategic Planning in Consumer-Marketing Businesses
  887. Support Systems for National Account Management Programs: Promises Made, Promises Kept
  888. Organizing the National Account Force
  889. A Framework for Analyzing Vertical Integration Issues in Marketing
  890. Consumers’ Time Expenditures: A Behavioral Model and Empirical Test
  891. Using Brain-Wave Measures to Assess Advertising Effects
  892. Research Perspectives on the Performance of Salespeople: Selected Readings
  893. Economic Foundations for Pricing
  894. Strategic Management and Marketing in the Service Sector
  895. Priorities for Research in Strategic Marketing
  896. Growing Ventures Can Anticipate Marketing Stages
  897. Sources of Information Utilized During the Industrial Buying Process: An Empirical Overview
  898. Industrial Market Segmentation: A Nested Approach
  899. The SOCO Scale: A Measure of Customer Orientation of Salespeople
  900. Determinants of Food Consumption in American Households
  901. Varied Consumer Choice Behavior: A Theory, Some Empirical Results, and Their Practical Consequences
  902. Benefit Segmentation: An Industrial Application
  903. The Effect of Manufacturer Advertising on Consumer Prices: A Managerial Overview
  904. A Multiple Exposure Study of the Effects of Comparative and Noncomparative Television Commercials on Cognitive Response, Recall, and Message Acceptance
  905. Trade Promotion by Grocery Products Manufacturers: A Managerial Perspective
  906. Sales Force Management: Integrating Research Advances
  907. Strategic Marketing and the Product Life Cycle
  908. National Account Management: Emerging Insights
  909. Differences in the Attractiveness of Alternative Rewards Among Industrial Salespeople
  910. Triggers to Customer Action—Some Elements in a Theory of Promotional Inducement
  911. The Effect of Manufacturer Advertising on Retail Pricing
  912. Services Marketing: New Insights from Consumers and Managers
  913. Viewers’ Perceptions of Prime Time Television Advertising and Characteristics of Commercials Perceived as Informative
  914. Exploring the Future of Consumerism
  915. Problems and Challenges in Social Marketing
  916. Conditions Conducive to the Effective Use of Marketing Research in the Corporation
  917. Life-Cycle Cost: A New Form of Consumer Information
  918. The Use of Market Research: An Exploratory Study of Manager and Researcher Perspectives
  919. Comparative Product Information and Its Interaction with Brand Name and Product Type
  920. Marketers’ Potential Contribution to Regulatory Reform
  921. Retail Patronage Behavior
  922. Retail Assortments Some Theoretical and Applied Problems
  923. The Economics of Health and Beauty Aids and General Merchandise Distribution Among Retailers and Service Merchandisers
  924. Managing Customer Satisfaction in Consumer Service Businesses
  925. Top Management Views of the Marketing Function
  926. Determinants of Variations in the Advertising-to-Sales Ratio: A Comparison of Industry and Firm Studies
  927. Influences on Children’s Product Requests and Mothers’ Answers: A Multivariate Analysis of Diary Data
  928. Strategic Market Analysis: Top-Down and Bottom-Up Approaches
  929. National Account Management
  930. Marketing Issues—Challenges for Marketing in the 1980s
  931. Toward the Development of Industry Standards for Response and Nonresponse Rates
  932. Sex Stereotyping in Advertising: An Annotated Bibliography
  933. Recommended Cases in Marketing—The Experts’ Choices
  934. Cooperative Advertising, Its Uses and Effectiveness: Some Preliminary Hypotheses
  935. A Cross-National Exploration of Husband-Wife Involvement in Selected Household Activities
  936. An Investigation into the Impact of Advertising on the Price of Consumer Products
  937. Determinants of Sales Performance
  938. Age Classification
  939. Advertising and Government Regulation—A Report by the Advertising and Government Panel of the American Academy of Advertising
  940. Appraising Research on Advertising’s Economic Impacts
  941. Simulation Methods as an Aid to Designing Market Map Studies: A Managerial Review
  942. Children’s Purchase Requests and Parental Responses: Results From a Diary Study
  943. The Effectiveness of Marketing’s “R&D” for Marketing Management: An Assessment
  944. Communications Spending Decisions for Industrial Products: A Literature Review
  945. Managerial Aspects of Market Structure Analysis and Market Maps