Selected Recent Journal Articles

These are some of the recent publications from some of our faculty. Author names highlighted are Smith faculty. Entries are listed chronologically from most recent (forthcoming) through 2008. For older publications or a more complete list by a particular Smith professor, please see the faculty member’s web page and/or their curriculum vita.

Forthcoming (accepted for publication)

Koukova, Nevena T., Joydeep Srivastava, and Martina Steul-Fischer, “The Effect of Shipping Fee Structure on Consumers’ Online Evaluations and Choice,” forthcoming in Journal of the Academy of Marketing Science.

Koukova, Nevena, P. K. Kannan, and Amna Kirmani (forthcoming), “Multi-Format Digital Products:  How Design Attributes Interact with Usage Situations to Determine Choice,” Journal of Marketing Research.

Moe, Wendy and David Schweidel, "Online Product Opinion: Incidence, Evaluation and Evolution," Marketing Science, forthcoming.


Godes, David and Jose Silva, “Sequential and Temporal Dynamics of Online Opinion,” Marketing Science, 2013, Vol. 31 (3), (May/June), pp. 448-473.

   - Winner, John D.C. Little Award

Ferraro, Rosellina, Amna Kirmani, and Ted Matherly (2013) “Look at Me! Look at Me! Conspicuous Brand Usage, Self-Brand Connection, and Dilution,” Journal of Marketing Research, 50 (4), 477-488.

Palmeira, Mauricio and Joydeep Srivastava (2013), “Free Offer ≠ Cheap Product: A Selective Accessibility Account on the Valuation of Free Offers,” Journal of Consumer Research, 40 (4), 644-656.

Trusov, Michael, William Rand and Yogesh V. Joshi (2013), “Improving Prelaunch Diffusion Forecasts: Using Synthetic Networks as Simulated Priors,” Journal of Marketing Research, December, Vol. 50, Issue 6.

T. Satomura, M. Wedel, R. Pieters.  Copy Alert: A Method and Metric to Detect Visual Copycat Brands. Journal of Marketing Research, 2013, forthcoming. 

W.Shi, M.Wedel, R.Pieters. Information acquisition during online decision making: A model-based exploration using eye-tracking data. Management Science, 2013, 59 (5):1009-1026. (Lead Article).


Godes, David, “The Strategic Impact of References in Business Markets,” Marketing Science, 2012, Vol. 31 (2), (March/April), pp. 257-76. 

  - Finalist, John D.C. Little Award

Moorman, Christine, Rosellina Ferraro, and Joel Huber (2012), “Unintended Nutrition Consequences: Firm Responses to the Nutrition Labeling and Education Act,” Marketing Science, 31 (5), 717-737.

Moorman, Christine, Rosellina Ferraro, and Joel Huber (2012), “From Consumer Information Regulation to Nutrition Competition: A Response,” Marketing Science, 31 (5), 747-755.

Koukova, Nevena T., Joydeep Srivastava, and Martina Steul-Fischer (2012), “The Effect of Shipping Fee Structure on Consumers’ Online Evaluations and Choice,” Journal of the Academy of Marketing Science, 40 (6), 759-770.

Valenzuela, Ana and Joydeep Srivastava (2012), “Role of Information Asymmetry and Situational Salience in Reducing Intergroup Bias: The Case of Ultimatum Games,” Personality and Social Psychology Bulletin, 38 (12), 1671-1683.

Arens, Zachary and Roland T. Rust (2012), "The Duality of Decisions and the Case for Impulsiveness Metrics," Journal of the Academy of Marketing Science, 40 (3), 468-479.

* Rust, Roland T. and Ming-Hui Huang (2012), "Optimizing Service Productivity," Journal of Marketing, 76 (2), 47-66.

    * Second Place Winner, 2010 INFORMS Service Science Section Best Paper Award.

R. Pieters, M. Wedel.  AdGist: Ad Communication in a Single Eye-Fixation, 2012.  Marketing Science, 31 (1): 59-73.  

S. Stakhovych, T.H.A. Bijmolt, M. Wedel.  Patial Dependence and Heterogeneity in Bayesian Factor Analysis, A Cross National Investigation of Value Domains. Multivariate Behavioral Research, 2012, 47 (6), 803-839. 

T.Teixeira, M.Wedel, R. Pieters.  Emotion Induced Engagement in Internet Video Ads, 2012. Journal of Marketing Research, 49 (2), 144-159. (Cited in the Washington Times, March 2012).

R. Pieters, M. Wedel. AdGist: Ad Communication in a Single Eye-Fixation, 2012. Marketing Science, Forthcoming.

Kulkarni, Gauri, P.K. Kannan and Wendy Moe (2012), "Using Online Search Data to Forecast New Product Sales," Decision Support Systems, 52(3), 604-611.

Zhang, Jie and Els Breugelmans (2012), “The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior,” Journal of Marketing Research, 49 (February), 50-65.


Rutz, Oliver, Michael Trusov and Randolph E. Bucklin (2011), “Modeling Indirect Effects of Paid Search Advertising: Which Keywords Lead to More Future Visits?” Marketing Science, July/August, 30:646-665.

Moe, Wendy W. and Michael Trusov (2011), “The Value of Social Dynamics in Online Product Ratings Forums,” Journal of Marketing Research, June, Vol. 48, No. 3: 444-456.

Rutz, Oliver and Michael Trusov (2011), “Zooming In on Paid Search Ads – A Consumer-level Model Calibrated on Aggregated Data,” Marketing Science, September/October, 30: 789-800

van der Lans, R., Wedel, M., Pieters, R. (2011). "Defining Eye-Fixation Sequences across Individuals and Tasks: The Binocular-Individual Threshold (BIT) Defining Eye-Fixation Sequences across Individuals and Tasks: The Binocular-Individual Threshold (BIT) Algorithm." Behavior Research Methods, 43: 239-257.

Moe, Wendy W., David A. Schweidel and Michael Trusov (2011), “What Influences Customers’ Online Comments,” Sloan Management Review, Fall.

Rust, Roland T., V. Kumar and Rajkumar Venkatesan (2011), “Will the Frog Change into a Prince?: Predicting Future Customer Profitability,” International Journal of Research in Marketing, 28 (4), 281-294.

Moe, Wendy and Michael Trusov (2011), "Measuring the Value of Social Dynamics in Online Product Ratings Forums," Journal of Marketing Research, 49 (3).

Srivastava, Joydeep and Dipankar Chakravarti (2011), “Price Presentation Effects in Purchases Involving Trade-Ins,” Journal of Marketing Research, 48 (October).

Williams, Nathan, P. K. Kannan, Shapour Azarm (2011), “Retail Channel Structure Impact on Strategic Engineering Product Design,” Management Science, Vol. 57, No. 5, May, pp. 897–914.

Ferraro, Rosellina, Jennifer Edson Escalas, and James R. Bettman (2011), “Our Possessions, Our Selves: Domains of Self-Worth and the Possession-Self Link,” Journal of Consumer Psychology, 21 (2), 169-177.

Rand, William and Roland Rust (2011), “Agent-Based Modeling in Marketing: Guidelines for Rigor,” International Journal of Research in Marketing, 28(3), 181-193.

Huang, Ming-Hui and Roland T. Rust (2011), "Sustainability and Consumption," Journal of the Academy of Marketing Science, 39(1), 40-54.

Hamilton, Rebecca W.Rebecca K. Ratner and Debora V. Thompson (2011), Outpacing Others: When Consumers Value Products Based on Relative Usage Frequency, Journal of Consumer Research, 37 (April), 1079-1094.


Mathwick, C., J. Wagner, and R. Unni (2010), “Computer-Mediated Customization Tendency and the Adaptive eService Environment,” Journal of Retailing, March 2010, Vol. 86, Issue 1, pp. 11-21.

Teixeira, T., Wedel, M., and Pieter, R.  (2010). Moment-to-Moment Optimal Branding in TV Commercials: Preventing Avoidance by Pulsing. 2010. Marketing Science, 29 (3), (Lead Article).

Pieters, R., Wedel, M., and Batra, R. "The Stopping Power of Advertising: Measures and Effects of Visual Complexity." (2010). Journal of Marketing, 74 (5), 48-60.

** Finalist for the MSI/Paul Root Award.

Hamilton, Rebecca W., Stefano Puntoni and Nader T. Tavassoli (2010), “Categorization by Groups and Individuals,” Organizational Behavior and Human Decision Processes, 112 (May), 70-81.

Hamilton, Rebecca W. and Joydeep Srivastava (2010), “Slicing and Dicing Your Pricing,” Harvard Business Review, Jan/Feb, (88-1).

Hamilton, Rebecca W.Joydeep Srivastava and Ajay T. Abraham (2010). When Should You Nickel and Dime Your Customers? A Manager’s Guide to Benefits-Based Price Partitioning, MIT Sloan Management Review. 52 (Fall), 59-67

Pocheptsova, Anastasiya and Nathan Novemsky (2010), “When Do Incidental Mood Effects Last? Lay Beliefs versus Actual Effects,” Journal of Consumer Research, 36.

Pocheptsova, Anastasiya, Aparna A. Labroo and Ravi Dhar (2010), “Making Products Feel Special: When Metacognitive Difficulty Improves Product Evaluation,” Journal of Marketing Research, Dec. 2010.

Fornell, Claes, Roland T. Rust and Marnik G. Dekimpe (2010), “The Effect of Customer Satisfaction on Consumer Spending Growth,” Journal of Marketing Research, 47 (February), 28-35.

** Finalist, Paul E. Green Award, 2011.  The award recognizes "the best article in the Journal of Marketing Research that demonstrates the greatest potential to contribute significantly to the practice of marketing research."  The award winners are chosen by the Journal of Marketing Research's Editorial Review Board.

Rust, Roland T., Christine Moorman and Gaurav Bhalla, (2010), "Rethinking Marketing," Harvard Business Review, 88(1), 94-101.

Oza, Shweta S., Joydeep Srivastava, Nevena T. Koukova (2010), “How Suspicion Mitigates the Effect of Influence Tactics,” Organizational Behavior and Human Decision Processes, 112 (May).

Trusov, Michael, Anand Bodapati, and Randolph E. Bucklin (2010), "Determining Influential Users in Internet Social Networks," Journal of Marketing Research, Vol. 47 (4), 643-658.

Decker, Reinhold and Michael Trusov (2010), "Estimating Aggregate Consumer Preferences from Online Product Reviews," International Journal of Research in Marketing, Vol. 27 (4), 293-307.

Aribarg, Anocha, Rik Pieters and Michel Wedel (2010), “The Diagnostic Value of Advertising Recognition,” Journal of Marketing Research, 47 (3), 387-400.

Wedel, Michel, Rajeev Batra and P. Lenk, (2010), “Brand Extension Strategy Planning: Empirical Estimation of Brand-category personality Fit and Atypicality,” Journal of Marketing Research. 47 (2), 335-347.

Nierop, Evan, Richard Paap, Bart Bronnenberg, Michel Wedel and Philip H. Franses (2010), “Modelling Unobserved Consideration Sets for Household Panel Data,” Journal of Marketing Research, Feb (47), 63-74.

Ailawadi, Kusum L., Jie Zhang, Aradhna Krishna, and Michael W. Kruger (2010), “When Wal-Mart Enters: How Incumbent Retailers React and How This Affects Their Sales Outcomes,” Journal of Marketing Research, 47 (Aug), 577-593 (lead article).


Chen, Tao, Ajay Kalra and Baohong Sun, (2009), “Why Do Consumers Buy Extended Service Contracts?” Journal of Consumer Research, 36 (Dec), 611–623.

Chen, Tao, Baohong Sun and Vishal Singh, (2009), “An Empirical Investigation of the Dynamic Effect of Marlboro’s Permanent Pricing Shift,” Marketing Science, 28(4), 740–758.

Inman, Jeff, Russell Winer, and Rosellina Ferraro (2009), “The Interplay among Category Characteristics, Customer Characteristics, and Customer Activities on In-Store Decision Making,” Journal of Marketing, Sept (73).

Ferraro, Rosellina, James Bettman, and Tanya Chartrand (2009), “The Power of Strangers: The Effect of Incidental Consumer-Brand Encounters on Brand Choice,” Journal of Consumer Research, 35(5).

Godes, David, Elie Ofek and Miklos Sarvary (2009), “Content vs. Advertising:  The Impact of Competition on Media Firm Strategy," Marketing Science, Jan/Feb, 28(1).

Godes, David and Dina Mayzlin (2009), “Firm-Created Word-of-Mouth Communication:  Evidence from a Field Test,” Marketing Science, July/Aug, 28(4).

Thompson, Debora, Rebecca Hamilton and Petia Petrova (2009), “When Mental Simulation Hinders Behavior:  The Effects of Process-Oriented Thinking on Decision Difficulty and Performance,” Journal of Consumer Research, 36(Dec).

Chen, Yuxin, Yogesh Joshi, Jagmohan Raju and John Zhang (2009), “A Theory of Combative Advertising,” Marketing Science, Jan/Feb 28(1).

Musalem, Andres and Yogesh Joshi (2009), “How Much Should You Invest in Each Customer Relationship?  A Competitive Strategic Approach,” Marketing Science, May/Jun 28(3).

Joshi, Yogesh, David Reibstein and John Zhang (2009), “Optimal Entry Timing in Markets with Social Influence,” Management Science, 55(6) 926-939.

Kannan, P.K., Barbara Kline Pope, and Sanjay Jain (2009), “Pricing Digital Content Product Lines: A Model and Application for the National Academies Press,” Marketing Science, Jul/Aug, 28( 4).

** Winner of the INFORMS Society of Marketing Science Practice Prize Competition, 2007.

Bezawada, Ram, S. Balachandar, P.K. Kannan, and Venky Shankar (2009), “Cross-Category Effects of Aisle and Display Placements: A Spatial Modeling Approach and Insight,” Journal of Marketing, 73(3), 99-117.

Kirmani, Amna (2009), “The Self and the Brand,” Journal of Consumer Psychology, July 19(3).

Moe, Wendy and Sha Yang, (2009), “The Impact of a New Competitive Entry on an Incumbent's Customer Base,” Journal of Marketing, 73(1).

Pocheptsova, Anastasiya, On Amir, Ravi Dhar, and Roy Baumeister (2009), “Deciding Without Resources: Psychological Depletion and Choice in Context,”  46(3), Journal of Marketing Research

Zauberman, Gal, Rebecca Ratner, and B. Kyu Kim (2009), “Memories as Assets: Strategic Memory Protection in Choice over Time,” Journal of Consumer Research, (35) 5, 715-728. 

Hanssens, Dominique M., Roland T. Rust and Rajendra K. Srivastava (2009), “Marketing Strategy and Wall Street: Nailing Down Marketing’s Impact,” Journal of Marketing, Nov 73(6).

Chung, Tuck Siong, Roland Rust and Michel Wedel (2009), “My Mobile Music: An Adaptive Personalization System for Digital Audio Players,” Marketing Science, 28(1).

Raghubir, Priya and Joydeep Srivastava (2009), “The Denomination Effect,” Journal of Consumer Research, Dec (36).

Srivastava, Joydeep and Dipankar Chakravarti (2009), “Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness,” Journal of Marketing Research, Aug 64.

Trusov, Michael, Randolph E. Bucklin and Koen Pauwels (2009), “Estimating the Dynamic Effects of Online Word-of-Mouth on Member Growth of a Social Network Site,” Journal of Marketing, Sept( 73).

Zhang, Jie and Michel Wedel (2009), “The Effectiveness of Customized Promotions in Online and Offline Stores,” Journal of Marketing Research, (46) 2, 190-206.

Zhang, JieMichel Wedel and Rik Pieters (2009), “Sales Effects of Attention to Feature Advertisements: A Bayesian Mediation Analysis,” Journal of Marketing Research, 46(5),669-681.


Tanner, Robin J., Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick B. van Baaren (2008), “Of Chameleons and Consumption: The Impact of Mimicry on Choices and Preferences,” Journal of Consumer Research, 34(6), 754-766.

Bhardwaj, Pradeep, Yuxin Chen and David Godes (2008), “Buyer-Initiated vs. Seller-Initiated Information Revelation,” Management Science, June 54.

Hamilton, Rebecca and Joydeep Srivastava (2008), “When 2+2 is Not the Same as 1+3: Variations in Price Sensitivity Across Components of Partitioned Prices,” Journal of Marketing Research, Aug 45(4).

Luo, Lan, P.K. Kannan, and Brian Ratchford (2008), “Incorporating Subjective Characteristics in Product Design and Evaluations,” Journal of Marketing Research, May 45(2).

** Donald Lehmann Award, 2009, for the best dissertation-based article in JMR or JM.
** Finalist for the Paul Green Award for the year 2008.

van der Lans, Ralf, Rik Pieters and Michel Wedel (2008), “Eye Movement Analysis of Search Effectiveness,” Journal of the American Statistical Association, 103(482), 452-461.

van der Lans, Ralf, Rik Pieters and Michel Wedel (2008), “Competitive Brand Salience,” Marketing Science, 45(5).

Wedel, Michel and Feary Adiguzel (2008), “Split Questionnaire Design for Massive Surveys,” Journal of Marketing Research, 25(5), 608-617.