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Marketing Publications & Research

The marketing faculty at the Jones School have published an impressive number of papers on a variety of research topics such as consumer behavior and satisfaction, database marketing, applied econometrics, mathematical models of choice, social psychology, employee behavior, and e-commerce. The faculty’s distinguished reputation in the marketing industry is also defined by awards, honors and affiliations.

  • Sonenshein, S. & Dholakia, U. (conditionally accepted). Explaining employee engagement with strategic change implementation: A meaning-making approach. Organization Science.
  • Sonenshein, S., Herzenstein, M., & Dholakia, U. (conditionally accepted). How accounts shape lending decisions through fostering perceived trustworthiness. Organizational Behavior and Human Decision Processes.
 
  • Karen P. Winterich, Vikas Mittal, and William T. Ross. 2009. "Donation Behavior toward In-groups and Out-groups: The Role of Gender and Moral Identity." Journal of Consumer Research 36(2), 199-214.
  • Jennifer Shang, T. Pinar Yildirim, Pandu Tadikamalla, Vikas Mittal, and Lawrence H. Brown. 2009. "Distribution Network Redesign for Marketing Competitiveness." Journal of Marketing 73(2), 146-163.
  • Rui Yin, Yossi Aviv, Amit Pazgal, Christopher S. Tang. 2009. "Optimal Markdown Pricing: Implications of Inventory Display Formats in the Presence of Strategic Customers." Management Science 55(8), 1391 - 1408.
  • P.B. Seetharaman, Hai Che. 2009. "Price Competition in Markets with Consumer Variety Seeking." Marketing Science 28(3), 516-525.
  • Hai Che, P.B. Seetharaman. 2009. "Speed of Replacement: Modeling Brand Loyalty Using Last Move Data." Journal of Marketing Research 46(4).
 
  • Sharad Borle, Siddharth Singh and Dipak Jain. 2008. “Customer lifetime value measurement.” Management Science 54(1), 100-112.
  • Peter Boatwright, Ajay Kalra and Wei Zhang. 2008. “Research note: Should consumers use the halo to form product evaluations?” Management Science 54(1), 217-223.
  • Ajay Kalra and Shibo Li. 2008. “Signaling quality through specialization.” Marketing Science 27(2), 168-184.
  • Ajay Kalra and David Soberman. 2008. “The curse of competitiveness – How experienced advice and training can hurt market profitability.” Journal of Marketing 72(3), 32-47.
  • Preyas Desai, Ajay Kalra and B.P.S. Murthi. 2008. “When old is gold: The role of business longevity.” Journal of Marketing 72(1), 95-107.
  • Vikas Mittal, John W. Huppertz and Adwait Khare. 2008. “Customer complaining: The role of tie strength and information control.” Journal of Retailing 84(2), 195-204.
  • Xin He, J. Jeffrey Inman and Vikas Mittal. 2008. “Gender jeopardy in financial risk taking.” Journal of Marketing Research 45(4), 414-424.
  • Vikas Mittal, Lawrence Feick and Feisal Murshed. 2008. “Publish and prosper: The financial impact of publications in marketing journals.” Marketing Science 27(3), 430-442.
  • Vikas Mittal, Matthew Sarkees, and Feisal Murshed. 2008. “The right way to manage unprofitable customers.” Harvard Business Review Boston 86(4), 94-102.
  • *Aviv Y. and Amit Pazgal. 2008. “Optimal pricing of seasonal products in the presence of forward-looking consumers.” Manufacturing and Service Operations Management 10(3), 339-359.
  • Iyer G. and Amit Pazgal. 2008. “Procurement bidding with restrictions.” Quantitative Marketing and Economics 6(2), 177-204.
  • Amit Pazgal and Sonja Radas. 2008. “Comparison of customer balking and reneging behavior to queuing theory predictions: An experimental study.” Computers & Operations Research 35(8), 2537-2548.
  • Hai Che and P.B. Seetharaman. 2008. “Speed of replacement: Modeling brand loyalty using last move data.” Journal of Marketing Research. Forthcoming.
  • P.B. Seetharaman and Hai Che. 2008. “Price competition in markets with consumer variety seeking.” Marketing Science. Forthcoming.
  • Ganesh Iyer and P.B. Seetharaman. 2008. “Too close to be similar: Product and price competition in retail gasoline markets.” Quantitative Marketing and Economics 6(3), 205-234.
  • Rakesh Niraj, V. Padmanabhan and P.B. Seetharaman. 2008. “Across-category model of house-holds’ incidence and quantity decisions.” Marketing Science 27(2), 225-235.
  • Siddharth S. Singh, Dipak Jain and Trichy Krishnan. 2008. “Customer loyalty programs: Are they profitable?” Management Science 54(6), 1205-1211.
 
  • Sharad Borle, Utpal Dholakia, Siddharth Singh and Robert Westbrook. 2007. “The impact of survey participation on subsequent behavior: An empirical investigation.” Marketing Science 26(5), 711-726.
  • Kirthi Kalyanam, Sharad Borle & Peter Boatwright. 2007. “Deconstructing each item’s category contribution.” Marketing Science 26(3), 327-341.
  • Utpal M. Dholakia, Richard P. Bagozzi and Mahesh Gopinath. 2007. “How formulating implementation plans and remembering past actions facilitate the enactment of effortful decisions.” Journal of Behavioral Decision Making 20(4), 343-364.
  • Richard P. Bagozzi, Utpal M. Dholakia and Lisa Klein. 2007. “Antecedents and consequences of online social interactions.” Media Psychology 9(1), 77-114.
  • Vikas Mittal, Jules Rosen, Rahul Govind, Howard Degenholtz, Sunil Shingala, Shelley Hulland, Yong Joo Rhee, Kari B. Kastango, Benoit H. Mulsant, Nick Castle, Fred H. Rubin and David Nace. 2007. “Perception gap in quality-of-life ratings: An empirical investigation of nursing home residents and caregivers.” The Gerontologist 47(2), 159-168.
  • Yinlong Zhang and Vikas Mittal. 2007. “The attractiveness of enriched and impoverished options.” Personality and Social Psychology Bulletin 33(4), 588-598.
  • Xin He and Vikas Mittal. 2007. “The effect of decision risk and project stage on escalation of commitment.” Organizational Behavior and Human Decision Processes 103(2), 225-237.
  • Kuksov D. and Amit Pazgal. 2007. “The effects of costs and competition on slotting allowances.” Marketing Science 26(2), 259-267.
  • Nolan Miller and Amit Pazgal. 2007. “Advertising budgets in competitive environments.” Quantitative Marketing and Economics 5(2), 131-161.
  • Tat Y. Chan, V. Padmanabhan and P.B. Seetharaman. 2007. “An econo¬metric model of location and pricing in the gasoline market.” Journal of Marketing Research 44(4), 622-635.
  • Hai Che, K. Sudhir and P.B. Seetharaman. 2007. “Bounded rationality in pricing under state dependent demand: Do firms look ahead? How far ahead?” Journal of Marketing Research 44(3), 434-449.
 
  • Sharad Borle, Peter Boatwright and Joseph B. Kadane. 2006. “The timing of bid placement and extent of multiple bidding: An empirical investigation using eBay online auctions.” Statistical Science 21(2), 194-205.
  • Joseph B. Kadane, Galit Shmueli, Thomas P. Minka, Sharad Borle and Peter Boatwright. 2006. “Conjugate analysis of the Conway-Maxwell-Poisson distribution.” Bayesian Analysis 1(2), 363-374.
  • René Algesheimer and Utpal M. Dholakia. 2006. “Do customer communities pay off?” Harvard Busi¬ness Review, November 84(1), 26-30. Reprint Number F0611E.
  • Utpal M. Dholakia. 2006. “How customer self-determination influences relational marketing outcomes: Evidence from longitudinal field studies.” Journal of Marketing Research 43(1), 109-120.
  • Richard P. Bagozzi and Utpal M. Dholakia. 2006. “Open source software user communities: Astudy of participation in Linux user groups.” Management Science 52(7), 1099-1115.
  • Utpal M. Dholakia, Mahesh Gopinath, Richard P. Bagozzi, and Rajan Nataraajan. 2006. “The role of regulatory focus in the experience and self-control of desire for temptations.” Journal of Consumer Psychology 16(2), 163-175.
  • Richard P. Bagozzi and Utpal M. Dholakia. 2006. “Antecedents and purchase consequences of customer participation in small group brand communities.” International Journal of Research in Marketing 23(1), 45-61.
  • Richard P. Bagozzi, Utpal M. Dholakia and Amit Mookerjee. 2006. “Individual and group bases of social influence in online environments.” Media Psychology 8(2), 95-126.
  • Timothy Bohling, Douglas Bowman, Steve LaValle, Vikas Mittal, Das Naryandas, Girish Ramani and Rajan Varadarajan. 2006. “CRMimplementation: Effectiveness issues and insights.” Journal of Service Research 9(2), 184-194.
  • Vikas Mittal and Matthew Sarkees. 2006. “Customer divestment.” Journal of Relationship Marketing 5(2/3), 71-85.
  • Jules Rosen, Vikas Mittal, Howard Degenholtz, Nick Castle, Benoit Mulsant, Yong Joo Rhee, Shelley Hulland, David Nace and Fred Rubin. 2006. “Organizational change to reduce pressure ulcers in a nursing home.” Journal of American Medical Director’s Association 7(3), 141-146.
  • Jules Rosen, Vikas Mittal, Howard Degenholtz, Nick Castle, Benoit H. Mulsant, David Nace and Fred H. Rubin. 2006. “Pressure ulcer prevention in black and white nursing home residents: A QI initiative of enhanced ability, incentives and management feedback.” Advances in Skin and Wound Care 19(5), 262-269.
  • N. Miller and Amit Pazgal. 2006. “Budget or target: The choice between input and output strategies.” RAND Journal of Economics 37(2), 391-415.
  • Andrew W. Perkins and Mark Forehand. 2006. “Decomposing the implicit self-concept: The relative influence of semantic meaning and valence on attribute self-association.” Social Cognition 24(4), 387-408.
  • Murali K. Mantrala, P.B. Seetharaman, Rajeeve Kaul, Srinath Gopalakrishna and Antonie Stam. 2006. “Optimal pricing strategies for an automotive aftermarket retailer.” Journal of Marketing Research 43(5), 588-604.
 

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