AMA/MSI H. Paul Root Award

This award is named in honor of H. Paul Root, who was President of MSI from 1990-98. It is given by members of the Journal of Marketing editorial review board to a paper that has made a significant contribution to the advancement of the practice of marketing, and is cosponsored by the American Marketing Association and the Marketing Science Institute. Before 1996, this award was funded by the Alpha Kappa Psi Foundation and was known as the Alpha Kappa Psi Award.

Hannes Datta, Kusum L. Ailawadi, and Harald J. van Heerde
How Well Does Consumer-Based Brand Equity Align with Sales-Based Brand Equity and Marketing-Mix Response?
(May 2017)

Michel Wedel and P.K. Kannan
“Marketing Analytics for Data-Rich Environments”
(November 2016)

Ya You, Gautham G. Vadakkepatt, and Amit M. Joshi
“A Meta-Analysis of Electronic Word-of-Mouth Elasticity”
(March 2015)

Hyoryung Nam and P.K. Kannan
“The Informational Value of Social Tagging Networks”
(July 2014)

Sam K. Hui, J. Jeffrey Inman, Yanliu Huang, and Jacob Suher
“The Effect of In-Store Travel Distance on Unplanned Spending: Applications to Mobile Promotion Strategies”
(March 2013)

Florian Stahl, Mark Heitmann, Donald R. Lehmann, and Scott A. Neslin
“The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin”
(July 2012)

Philipp Schmitt, Bernd Skiera, and Christophe Van den Bulte
“Referral Programs and Customer Value”
(January 2011)

Amit Joshi and Dominique M. Hanssens
“The Direct and Indirect Effects of Advertising Spending on Firm Value”
(January 2010)

V. Kumar and Denish Shah
“Expanding the Role of Marketing: From Customer Equity to Market Capitalization”
(November 2009)

Joseph Johnson and Gerard J. Tellis
“Drivers of Success for Market Entry into India and China”
(May 2008)

Timothy L. Keiningham, Bruce Cooil, Tor Wallin Andreassen, and Lerzan Aksoy
“A Longitudinal Examination of Net Promoter and Firm Revenue Growth”
(July 2007)

Gary F. Gebhardt, Gregory S. Carpenter, and John F. Sherry Jr.
“Creating a Market Orientation: A Longitudinal, Multifirm, Grounded Analysis of Cultural Transformation”
(October 2006) Previously appeared in MSI working paper series

Werner Reinartz, Jacquelyn S. Thomas, and V. Kumar
“Balancing Acquisition and Retention Resources to Maximize Customer Profitability”
(January 2005)

Roland T. Rust, Katherine N. Lemon, and Valarie Zeithaml
“Return on Marketing: Using Customer Equity to Focus Marketing Strategy”
(January 2004)

Werner Reinartz and V. Kumar
“The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration”
(January 2003)

Roland T. Rust, Christine Moorman, and Peter R. Dickson
“Getting Return on Quality: Revenue Expansion, Cost Reduction, or Both”
(October 2002)

Rakesh Niraj, Mahendra Gupta, and Chakravarthi Narasimhan
“Customer Profitability in a Supply Chain”
(July 2001)

Lee G. Cooper
“Strategic Marketing Planning for Radically New Products”
(January 2000)

Anil Menon, Sundar G. Bharadwaj, Phani Tej Adidam, and Steven W. Edison
“Antecedents and Consequences of Marketing Strategy Making: A Model and Test”
(April 1999)

Ramarao Desiraju and Steven M. Shugan
“Strategic Service Pricing and Yield Management”
(January 1999)

Rajendra K. Srivastava, Tasadduq Shervani, and Liam Fahey
“Market-Based Assets and Shareholder Value: A Framework for Analysis”
(January 1998) Previously appeared in MSI working paper series

Joseph Alba, John Lynch, Barton Weitz, Chris Janiszewski, Richard Lutz, Alan Sawyer, Stacy Wood
“Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces”
(July 1997) Previously appeared in MSI working paper series

Glen L. Urban, Bruce D. Weinberg and John R. Hauser
“Premarket Forecasting of Really-New Products”
(January 1996)

Roland T. Rust, Anthony J. Zahorik, and Timothy L. Keiningham
“Return on Quality (ROQ): Making Service Quality Financially Accountable”
(April 1995) Previously appeared in MSI working paper series

Stephen J. Hoch, Xavier Drèze, and Mary Purk
EDLP, Hi-Lo, and Margin Arithmetic”
(October 1994)

Louis P. Bucklin and Sanjit Sengupta
“Organizing Successful Co-Marketing Alliances”
(April 1993) Previously appeared in MSI working paper series

Frederick E. Webster, Jr.
“The Changing Role of Marketing in the Corporation”
(October 1992) Previously appeared in MSI working paper series

Paul E. Green
“Segmenting Markets with Conjoint Analysis”
(October 1991)

Ajay K. Kohli and Bernard J. Jaworski
“Market Orientation: The Construct, Research Propositions, and Managerial Implications”
(April 1990) Previously appeared in MSI working paper series

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