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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)
R. Pieters,
M. Wedel.
AdGist: Ad Communication
in a Single Eye-Fixation, 2012.
Marketing Science, Forthcoming.
T.Teixeira,
M.Wedel, R.
Pieters. "Emotion Induced Engagement in
Internet Video Ads." Journal of
Marketing Research, Forthcoming.
Moorman, Christine,
Rosellina Ferraro, and
Joel Huber (forthcoming), “Unintended
Nutrition Consequences: Firm Responses
to the Nutrition Labeling and Education
Act,” Marketing Science.
Godes, David, “The
Strategic Impact of References in
Business Markets,” Marketing Science,
Forthcoming
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.
David Godes
and Jose Silva, "Sequential and Temporal
Dynamics of Online Opinion,"
Marketing Science, forthcoming.
*Rust,
Roland T.
and Ming-Hui Huang, "Optimizing Service
Productivity," Journal of Marketing,
forthcoming.
*Second Place Winner, 2010 INFORMS Service Science
Section Best Paper Award.
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.
Arens,
Zachary
and
Roland T.
Rust,
"The
Duality of Decisions and the Case for
Impulsiveness Metrics," Journal of
the Academy of Marketing Science,
forthcoming.
Rutz,
Oliver and
Michael Trusov, "Zooming In on Paid Search Ads -
A Consumer-level Model Calibrated on
Aggregated Data," Marketing Science,
forthcoming.
Moe, Wendy
and David
Schweidel, "Online Product
Opinion: Incidence, Evaluation and
Evolution," Marketing Science,
forthcoming.
Moe, Wendy W.
and
Michael Trusov, “The Value of Social
Dynamics in Online Product Ratings
Forums,”
Journal of Marketing Research,
forthcoming.
Rutz, Oliver,
Michael Trusov and
Randolph E. Bucklin, "Modeling
Indirect Effects of Paid Search
Advertising: Which Keywords Lead to More
Future Visits?" Marketing Science,
forthcoming.
2012
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, “The Impact of
an Item-Based Loyalty Program on
Consumer Purchase Behavior,” Journal of
Marketing Research, 49 (February),
50-65.
2011
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.
2010
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).
2009
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, Jie,
Michel Wedel
and Rik Pieters
(2009), “Sales Effects of Attention to
Feature Advertisements: A Bayesian
Mediation Analysis,”
Journal of Marketing Research,
46(5),669-681.
2008
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.
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