ama docsig suggested readings

AMA DocSig Suggested Readings

http://docsig.eci.gsu.edu/reading.htm

PHILOSOPHY OF SCIENCE/ THEORY/THEORY DEVELOPMENT................................................2METHODOLOGY...............................................................................................3

GENERAL..........................................................................................................................3STRUCTURAL EQUATIONS.................................................................................................3

Texts.............................................................................................................................3Internet Sites................................................................................................................3Articles..........................................................................................................................4

CONSUMER BEHAVIOR.....................................................................................5INTRODUCTION TO CONSUMER BEHAVIOR METHODS......................................................5MEMORY: (REPETITION/ORGANIZATION)..................................................................................5MEMORY: (LEVELS OF PROCESSING/ENCODING SPECIFICITY/TRANSFER APPROPRIATE PROCESSING).....5MEMORY: (SEMANTIC).........................................................................................................5MEMORY: (SPREAD OF ACTIVATION).......................................................................................5MEMORY: (CATEGORIES & PROTOTYPES).................................................................................5MEMORY: (SCHEMAS/SCRIPTS)..............................................................................................6MEMORY: (TEXT PROCESSING)..............................................................................................6MEMORY: (IMPLICIT & EXPLICIT)............................................................................................6MEMORY: (RECALL/RECALL EFFECTS).....................................................................................6MEMORY: (MISCELLANEOUS).................................................................................................6INFORMATION/KNOWLEDGE (EXPERTISE)............................................................................6INFORMATION/KNOWLEDGE (PROCESSING & SEARCH):.........................................................7INFORMATION/KNOWLEDGE (PROCESSING & CHOICE):..........................................................7DECISION MAKING/JUDGMENT..........................................................................................7SOCIAL COGNITION/SOCIAL PSYCHOLOGY........................................................................7AFFECT.............................................................................................................................8ATTITUDES (AND BEHAVIOR).................................................................................................8ATTITUDES (CHANGE).........................................................................................................9FRAMING EFFECTS............................................................................................................9CLASSICAL CONDITIONING.............................................................................................10INNOVATIVENESS (BEHAVIORAL PERSPECTIVES)....................................................................10PRICING (BEHAVIORAL PERSPECTIVES)...................................................................................10OTHER............................................................................................................................11

MARKETING MANAGEMENT/STRATEGY............................................................11MARKETING ORGANIZATIONS/MARKETING ORIENTATION...............................................11COMPETITION (CONCEPTUAL).............................................................................................12PIONEER ADVANTAGE.....................................................................................................12LATE-MOVER ADVANTAGE..............................................................................................13INCUMBENT REACTION...................................................................................................13NETWORK EXTERNALITIES..............................................................................................14POSITIONING..................................................................................................................14PRICING..........................................................................................................................14ADVERTISING..................................................................................................................15MARKETING MIX-PERFORMANCE LINK.............................................................................15NEW PRODUCTS.............................................................................................................15BRAND MANAGEMENT (BRAND EQUITY/BRAND EXTENSIONS/PRODUCT-LINE EXTENSIONS & DELETIONS).......................................................................................................................16SALESFORCE...................................................................................................................17SATISFACTION................................................................................................................17SERVICES MARKETING....................................................................................................18VALUE.............................................................................................................................18OTHER............................................................................................................................18

CHANNELS....................................................................................................18MODELS........................................................................................................20

CHOICE...........................................................................................................................20MARKET STRUCTURE......................................................................................................20

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http://docsig.eci.gsu.edu/reading.htm

CONJOINT.......................................................................................................................21DIFFUSION......................................................................................................................21CROSS-CATEGORY (MARKET BASKET)................................................................................21PRICING (MODELS)............................................................................................................21OTHER............................................................................................................................22

MISCELLANEOUS & EMERGING TOPICS............................................................22E-COMMERCE..................................................................................................................22ALTERNATIVES TO COMPETITION....................................................................................22

Philosophy Of Science/ Theory/Theory Development

Anderson, P. (1983), “Marketing, Scientific Progress, and Scientific Method,” Journal of Marketing, 47 (Fall), 18-31.

Bagozzi, R. (1984), “A Prospectus for Theory Construction in Marketing,” Journal of Marketing, 48 (Winter), 11-29

Barwise, P. (1995), “Good Empirical Generalizations,” Marketing Science, 14, G29-G35.

Bass, F. and J. Wind (1995), “Introduction to the Special Issue: Empirical Generalizations in Marketing,” Marketing Science, 14, G1-G5.

Deshpande, R. (1983), “‘Paradigms Lost’: On Theory and Method in Research in Marketing,” Journal of Marketing, 47 (Fall), 101-110.

Ehrenberg, A., (1995), “Empirical Generalisations, Theory, and Method,” Marketing Science, G20-G28.

Farley, J., D. Lehmann, and A, Sawyer (1995), “Empirical Marketing Generalization Using Meta-Analysis,” Marketing Science, 14, G36-G46.

Land, K. (1971), “Formal Theory,” in Sociological Methodology 1971, H.

Costner, ed. (San Francisco, CA: Jossey-Bass).

Hunt, S. (1990), “Truth in Marketing Theory and Research,” Journal of Marketing, 54 (July), 1-15.

Hunt, S. (1992), “For Reason and Realism in Marketing,” Journal of Marketing, 56 (April), 89-102.

Hunt, S. (1993), “Objectivity in Marketing Theory and Research,” Journal of Marketing, 57 (April), 76-91.

Moorthy, K. (1993), “Theoretical Modeling in Marketing,” Journal of Marketing, 57 (April), 92-106.

Peter, J. (1992), “Realism or Relativism for Marketing Theory and Research: A Comment on Hunt’s ‘Scientific Realism’,” Journal of Marketing, 56 (April), 72-79.

Peter, J. and J. Olson (1983), “Is Science Marketing?” Journal of Marketing, 47 (Fall), 111-125.

Zinkhan, G. and R. Hirschheim (1992), “Truth in Marketing Theory and Research: An Alternative Perspective,” Journal of Marketing, 56 (April), 80-88.

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Methodology

GENERAL

Armstrong, J. and S. Overton (1978), "Estimating Non-response Bias in Mail Surveys," Journal of Marketing Research, 14, 396-402.

Baron, R. and Kenny, D. (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations." Journal of Personality and Social Psychology, 51, 1173-1182.

Bottomley, P. and P. Green (2000), “Testing the Reliability of Weight Elicitation Methods: Direct Rating Versus Point Allocation,” Journal of Marketing Research, 37 (November), 508-513.

Churchill, G. (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64-73.

Cook, T. and D. Campbell (1976), “The Design and Conduct of Quasi-Experiments in Field Settings,” in Handbook of Industrial and Organizational Psychology, M. Dunnette ed., (Chicago, IL: Rand McNally).

Fern, E. and K. Monroe (1996), “Effect-Size Estimates: Issues and Problems in Interpretation,” Journal of Consumer Research, 23 (September), 89-105.

Hutchinson, W., W. Kamakura, and J. Lynch (2000), "Unobserved Heterogeneity as an Alternative Explanation for "Reversal" Effects in Behavioral Research," Journal of Consumer Research, 27,2 (December), 324-345.

Perdue, B. and J. Summers (1986), “Checking the Success of Manipulations in Marketing Experiments,” Journal of

Marketing Research, 23 (November), 317-326.

Peter, J. (1979), “Reliability: A Review of Psychometric Basics and Recent Marketing Practices,” Journal of Marketing Research, 16 (May), 6-24.

Peter, J. (1981), “Construct Validity: A Review of Basic Issues and Marketing Practices,” Journal of Marketing Research,18 (May), 133-145.

Peter, J., G. Churchill, and T. Brown (1993), “Caution in the Use of Difference Scores in Consumer Research,” Journal of Consumer Research, 19 (March), 655-662.

Sawyer, A., J. Lynch, and D. Brinberg (1995), “A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests,” Journal of Consumer Research, 21 (March), 581-596.

STRUCTURAL EQUATIONS

Texts

Bollen, K. (1989), Structural Equations with Latent Variables, (New York, NY: Wiley).

Joreskog, K., and D. Sorbom (1995), LISREL 8 Users Reference Guide, (Chicago, IL: SSI, Inc).

Jaccard, J. and C. Wan (1996), LISREL Approaches to Interaction Effects in Multiple Regression, Sage University Papers series on Quantitative Applications in the Social Sciences, 07-114. Thousand Oaks, CA: Sage.

Internet Sites

Rigdon, E. and others (1996), The SEMNET FAQ, a World Wide Web site at address

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http://www.gsu.edu/~mkteer/semfaq.html

E-mail discussion group SEMNET at http://www.gsu.edu/~mkteer/SEMNET.html

Articles

Anderson, J. and D. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (3), 411-23.

Browne, M. and R. Cudeck (1992), “Alternate Ways of Assessing Model Fit,” Sociological Methods and Research, 21 (2) 230-58.

Bullock, Harlow, and Mulaik (1994), “Causation Issues in Structural Equation Modeling Research,” Structural Equation Modeling: A Multidisciplinary Journal, 1 (August), 253-267.

Cliff, N. (1983), “Some Cautions Concerning the Application of Causal Modeling Methods,” Multivariate Behavioral Research, 18 (January), 115-26.

Fergusson and Horwood (1984), “Life Events and Depression in Women: A Structural Equation Model,” Psychological Medicine, 14, 881-89.

Fornell, C. and D. Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,” Journal of Marketing Research, 18 (February), 39-50.

Gerbing, D. and J. Anderson (1988), "An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment," Journal of Marketing Research, 25 (May), 186-92.

Joreskog, K. (2001), “Basic Ideas of Factor and Component Analysis,” (working paper).

Rigdon, E. (1994), “Demonstrating the Effects of Unmodeled Random Measurement Error,” Structural Equation Modeling, 1, 375-80.

Rigdon, E. (1994), “Calculating Degrees of Freedom for a Structural Equation Model,” Structural Equation Modeling, 1, 274-78.

Rigdon, E. (1995), “A Necessary and Sufficient Identification Rule for Structural Models Estimated in Practice,” Multivariate Behavioral Research.

Rigdon, E. (1996), “CFI vs. RMSEA: A Comparison of Two Fit Indices for Structural Equation Modeling,” Structural Equation Modeling, 3 (4), 369-79.

Rigdon, E. (1997), “Identificatin of Structural Equation Models with Latent Variables: A Review of Contributions by Bekker, Merckens and Wansbeek,” Structural Equation Modeling, 4, (1), 80-85.

Rigdon, E. (1998), “Structural Equation Modeling,” in Modern Methods for Business Research, Marcoulides ed., (Mahwah, NJ: LEA).

Rindskopf, D. and T. Rose (1988), “Some Theory and Applications of Confirmatory Second-Order Factor Analysis,” Multivariate Behavioral Research, 23 (January), 51-67.

Stelzl (1986), “Changing a Causal Hypothesis Without Changing the Fit: Some Rules for Generating Equivalent Path Models,” Multivariate Behavioral Research, 21 (July), 309-31. (Note, Stelzl uses lines between constructs to indicate the absence of a path between them.)

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http://www.gsu.edu/~mkteer/SEMNET.html

http://www.gsu.edu/~mkteer/SEMNET.html



West, Finch, and Curran (1995), “Structural Equation Models with Nonnormal Variables: Problems and Remedies,” in Rick H. Hoyle (ed.),

Structural Equation Modeling: Concepts, Issues and Applications (pp. 56-75).

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Consumer Behavior

INTRODUCTION TO CONSUMER BEHAVIOR METHODS

Wind, J., V. Rao, and P. Green (1991), “Behavioral Methods,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

MEMORY: (Repetition/Organization)

Crowder, R (1976), “The Effects of Repetition on Memory,” in Principles of Learning and Memory, (Hillsdale, NJ:Lawrence Erlbaum Associates).

Bower, G. (1970), “Organizational Factors in Memory,” Cognitive Psychology, 1, 18-46.

MEMORY: (Levels of Processing/Encoding

Specificity/Transfer Appropriate Processing)

Craik, F. and R. Lockhart (1972), “Levels of Processing: A Framework for Memory Research,” Journal of Verbal Learning and Verbal Behavior, 11, 671-684.

Baddeley, A. (1978), “The Trouble With Levels: A Reexamination of Craik and Lockhart’s Framework for Memory Research,” Psychological Review, 85, 139-152.

Tulving, E. and D. Thomson (1973), “Encoding Specificity and Retrieval Processes in Episodic Memory,” Psychological Review, 80, 352-373,

Tulving, E. (1979), “Relation Between Encoding Specificity and Levels of Processing,” in Levels of Processing in Human Memory, L. Cermak and F. Craik eds., (Hillsdale, NJ: Lawrence Erlbaum Associates).

Morris, C., J. Bransford, and J. Franks (1977), “Levels of Processing Versus Transfer Appropriate Processing,” Journal of Verbal Learning and Verbal Behavior, 16, 519-533,

MEMORY: (Semantic)

Kintsch, W. (1980), “Semantic Memory: A Tutorial,” in Attention and Performance, 8, R. Nickerson ed., (Hillsdale, N.J. : Lawrence Erlbaum Associates).

Smith, E., E. Shoben, and L. Rips (1974), “Structure and Process in Semantic Memory: A Feature Model for Semantic Decisions,” Psychological Review, 81, 214-241.

Tulving, E. (1972), “Episodic and Semantic Memory,” in Organization and Memory, E. Tulving and W. Donaldson eds., (New York, NY: Academic Press).

MEMORY: (Spread of Activation)

Collins, A. and E. Loftus (1975), “A Spreading Activation Theory of Semantic Processing,” Psychological Review, 82 (6), 407-428.

Ratcliff, R. and G. McKoon (1981), “Does Activation Really Spread?” Psychological Review, 88, 454-462.

McNamara, T. (1992), “Theories of Priming: I. Associative Distance and Lag,” Journal of Experimental Psychology: Learning, Memory, and Cognition, 18, 1173-1190.

McNamara, T. (1994), “Theories of Priming: II. Types of Primes,” Journal of Experimental Psychology: Learning, Memory and Cognition, 20, 507-520.

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MEMORY: (Categories & Prototypes)

Barsalou, L. (1985), “Ideals, Central Tendency and Frequency of Instantiation as Determinants of Graded Structure in Categories,” Journal of Experimental Psychology: Learning, Memory, and Cognition, 11, 629-654.

Posner, M. and S. Keele (1968), “On the Genesis of Abstract Ideas,” Journal of Experimental Psychology, 77, 353-363.

Rosch, E. (1975), “Cognitive Representation of Semantic Categories,” Journal of Experimental Psychology: General, 104, 192-233.

Smith, E. and D. Medin (1981), “The Exemplar View,” in Categories and Concepts, (Cambridge, MA: Harvard University Press).

MEMORY: (Schemas/Scripts)

Alba, J. and L. Hasher (1983), “Is Memory Schematic?” Psychological Bulletin, 93, 203-231.

Pezdek, K, T. Whetstone, K. Reynolds, N. Askari, and T. Dougherty (1989), “Memory for Real-World Scenes: The Role of Consistency with Schema Expectation,” Journal of Experimental Psychology: Learning, Memory, and Cognition, 15, 587-595.

Smith, R. and M. Houston (1985), “A Psychometric Assessment of Measures of Scripts in Consumer Memory,” Journal of Consumer Research, 12, 214-224.

Sujan. M. and J. Bettman (1989), “The Effects of Brand Positioning Strategies on Consumers’ Brand and Category Perceptions: Some Insights from Schema Research,” Journal of Marketing Research, 26 (November), 454-467.

MEMORY: (Text Processing)

Kintsch, W. and T. van Dijk (1978), “Toward a Model of Text Comprehension and Production,” Psychological Review, 85, 363-394.

MEMORY: (Implicit & Explicit)

Neill, W., J. Beck, K. Bottalico, and R. Molloy (1990), “Effects of Intentional Versus Incidental Learning on Explicit and Implicit Tests of Memory,” Journal of Experimental Psychology: Learning, Memory, and Cognition, 16, 457-463.

Richardson-Klavehn, A. and R. Bjork (1988), “Measures of Memory,” Annual Review of Psychology, 39, 475-543.

MEMORY: (Recall/Recall Effects)

Burke, R. and T. Srull (1988), “Competitive Interference and Consumer Memory for Advertising,” Journal of Consumer Research, 15 (June), 55-68.

Nedungadi, P. (1990), “Recall and Consumer Consideration Sets: Influencing Choice Without Altering Brand Evaluations,” Journal of Consumer Research, 17 (December), 263-27.

MEMORY: (Miscellaneous)

Baddeley, A. (1982), “Domains of Recollection,” Psychological Review, 89, 708-729.

Morris, P. (1992), “Prospective Memory: Remembering to Do Things,” in Aspects of Memory, Vol. I, M. Gruneberg and P. Morris eds., (New York, NY: Routledge).

INFORMATION/KNOWLEDGE (Expertise)

Alba, J., J. Hutchinson, and J. Lynch (1991), “Memory and Decision Making,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

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Huffman, C. and M. Houston (1993), “Goal Oriented Experiences and the Development of Knowledge, Journal of Consumer Research, 20, 190-207.

Mitchell, A. and P. Dacin (1996), “The Assessment of Alternative Measures of Consumer Expertise,” Journal of Consumer Research, 23, 219-239.

Park, C., D. Mothersbaugh, and L. Feick (1994), “Consumer Knowledge and Assessment,” Journal of Consumer Research, 21, 71-82.

INFORMATION/KNOWLEDGE (Processing & Search):

Alba, J. and W. Hutchinson, “Dimensions of Consumer Expertise,” Journal of Consumer Research, 13 (March 1987), 83-95.

Alba, J. and W. Hutchinson (2000), “Knowledge Calibration: What Consumers Know and What They Think They Know,” Journal of Consumer Research, 27 (December), 324-344.

Brucks, M. (1985), “The Effects of Product Class Knowledge on Information Search Behavior,” Journal of Consumer Research, 12 (June), 1-16.

Dickson, P. and A. Sawyer (1990), “The Price Knowledge and Search of Supermarket Shoppers,” Journal of Marketing, 54, 42-53.

Ratchford, B. (2001), “The Economics of Consumer Knowledge,” Journal of Consumer Research, 27 (March), 397-411.

Stigler, G. (1961), “The Economics of Information,” Journal of Political Economy, 69 (June), 213-225.

INFORMATION/KNOWLEDGE (Processing & Choice):

Bettman, J., E. Johnson, and J. Payne (1991), “Consumer Decision Making, in

Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Dick, A., D. Chakravarti, and G. Biehal (1990), “Memory Based Inferences During Consumer Choice,” Journal of Consumer Research, 17, 82-93.

Gruert, K. (1996), “Automatic and Strategic Processes in Advertising Effects,” Journal of Marketing, 60, 88-101.

Lynch, J., H. Marmorstein, and M. Weigold (1988), “Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations,” Journal of Consumer Research, 15 (September), 169-183.

Nowlis, S. and I. Simonson (1997), “Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals, Journal of Marketing Research, 34, 205-218.

DECISION MAKING/JUDGMENT

Kahneman, D. and A. Tversky (1979), “Prospect Theory: An Analysis of Decision Under Risk,” Econometrica, 47 (March), 263-291.

Thaler, R. (1985), ‘Mental Accounting and Consumer Choice,” Marketing Science, 4 (Summer), 199-214.

Tversky, A. (1972), “Elimination by Aspects: A Theory of Choice,” Psychological Review, 79, 281-299.

Tversky, A. and D. Kahneman (1973), “Availability: A Heuristic for Judging Frequency and Probability,” Cognitive Psychology, 5, 207-232.

Tversky, A. and D. Kahneman (1974), “Judgment Under Uncertainty: Heuristics and Biases,” Science, 185 (September 27), 1124-1131.

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Tversky, A. and D. Kahneman (1991), “Loss Aversion and Riskless Choice: A Reference Dependent Model,” Journal of Economics, 106 (November), 1039-1061.

Wilson, T. and J. Schooler (1991), “Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions,” Journal of Personality and Social Psychology, 60, 181-192.

SOCIAL COGNITION/SOCIAL PSYCHOLOGY

Beggan, J. (1992), “On the Social Nature of Nonsocial Perception: The Mere Ownership Effect,” Journal of Personality and Social Psychology, 62, 229

Folkes, V. (1988), “Recent Attribution Research in Consumer Behavior: A Review and New Directions,” Journal of Consumer Research, 14, 548-565.

Folkes, V. and T. Kiesler (1991), “Social Cognition,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Prelec, D., B. Wernerfelt, and F. Zettelmeyer (1997), “The Role of Inference in Context Effects: Inferring What You Want From What is Available,” Journal of Consumer Research, 24, 118-125.

Weiner, B. (2000), “Attributional Thoughts About Consumer Behavior,” Journal of Consumer Research, 27 (December), 382-387.

AFFECT

Batra, R. and M. Ray (1986), “Affective Responses Mediating Acceptance of Advertising,” Journal of Consumer Research, 13 (September), 234-249.

Baumgartner, H., M. Sujan, and D. Padgett (1997), “Patterns of Affective Reactions to Advertisements: The

Integration of Moment-to-Moment Responses into Overall Judgments, Journal of Marketing Research, 34, 219-232.

Cohen, J. and C. Areni (1991), “Affect,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Holbrook, M. and E. Hirschman (1982), “The Experiential Aspect of Consumption: Consumer Fantasies, Feelings, and Fun,” Journal of Consumer Research, 9, 132-140.

Kahn, B. and A. Isen (1993), “The Influence of Positive Affect on Variety Seeking Among Safe, Enjoyable Products,” Journal of Consumer Research, 20 (September), 257-270.

Lee, A. and B. Sternthal (1999), “The Effects of Positive Mood on Memory,” Journal of Consumer Research, 26 (September), 115-127.

Meloy, M. (2000), “Mood-Driven Distortion of Product Information,” Journal of Consumer Research, 27 (December), 345-359.

Meyers-Levy, J. and D. Maheswaran (1992), “Wen Timing Matters: The Influence of Temporal Distance on Consumers’ Affective and Persuasive Responses,” Journal of Consumer Research, 19 (December), 424-433.

Richins, M. (1997), “Measuring Emotions in the Consumption Experience,” Journal of Consumer Research, 24, 127-146.

Shiv, B. and A. Fedorikhin (1999), “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making,” Journal of Consumer Research, 26 (December), 278-292.

Simonson, I. (1992), “The Influence of Anticipating Regret and Responsibility

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on Purchase Decisions,” Journal of Consumer Research, 19, 105-118.

Swinyard, W. (1993), “The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions, Journal of Consumer Research, 20 (September), 271-280.

Zajonc, R. (1984), “On the Primacy of Affect,” American Psychologist, 39, 117-123.

ATTITUDES (and Behavior)

Ajzen, I. And T. Madden (1986), “Prediction of Goal-Directed Behavior: Attitudes, Intentions, and Perceived Behavioral Control,” Journal of Experimental Social Psychology, 22, 453-474.

Aronson, E. (1978), “The Theory of Cognitive Dissonance: A Current Perspective,” in Cognitive Theories in Social Psychology, L. Berkowitz ed., (Academic Press).

Cacioppo, J., S. Harkins, and R. Petty (1981), “The Nature of Attitudes and Cognitive Responses and Their Relationship to Behavior,” Cognitive Responses in Persuasion, R. Petty, T. Ostrom, and T. Brock, eds., (Hillsdale, NJ: Lawrence Erlbaum Associates).

Chaiken, S. (1980), “Heurstic Versus Systmatic Information Processing and the Use of Source Versus Message Cues in Persuasion,” Journal of Personality and Social Psychology, 39 (November), 752-756.

Fazio, R., M. Powell, and C. Willams (1989), “The Role of Attitude Accessibility in the Attitude-to-Behavior Process,” Journal of Consumer Research, 16, 280-288.

Herr, P. and R. Fazio (1993), “The Attitude-to-Behavior Process: Implications for Consumer Behavior,” in Advertising, Exposure, Memory, and

Choice, A. Mitchell ed., (Hillsdale, N.J. : Lawrence Erlbaum Associates).

Mackenzie, S. and R. Spreng (1992), “How Does Motivation Moderate the Impact of Central and Peripheral Processing on Brand Attitudes and Intentions,” Journal of Consumer Research, 18, 519-29.

Munch, J., G. Boller., and J. Swasy (1993), “The Effects of Argument Structure and Affective Tagging on Product Attitude Formation,” Journal of Consumer Research, 20 (September), 294-302.

Petty, R., J. Cacioppo, and D. Schumann (1983), “Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement,” Journal of Consumer Research, 10 (Septemeber), 135-146.

Tesser, A. and D. Shaffer (1990), “Attitudes and Attitude Change,” Annual Review of Psychology, 41, 479-523.

ATTITUDES (Change)

Berger, I. And A. Mitchell (1989), “The Effect of Advertising on Attitude Accessibility, Attitude Confidence, and the Attitude-Behavior Relationship,” Journal of Consumer Research, 16 (December), 269-279.

Block, L. and P. Keller (1995), “When to Accentuate the Negative: The Effects of Perceived Efficacy and Message Framing on Intentions to Perform a Health-Related Behavior, Journal of Marketing Research, 32, 192-203.

Burnkrant, R. and R. Unnava (1995), “Effects of Self-Referencing on Persuasion,” Journal of Consumer Research, 22 (June), 17-26.

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Keller, P. and L. Block (1996), “Increasing the Persuasiveness of Fear Appeals: The Effect of Arousal and Elaboration,” Journal of Consumer Research, 22, 448-459.

Petty, R., R. Unnava, and A. Strathman (1991), “Theories of Attitude Change,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Sengupta, J., R. Goodstein, and David Boninger (1997), ‘All Cues Are Not Created Equal: Obtaining Attitude Persistence Under Low-Involvement Conditions,” Journal of Consumer Research, 4, 351-361.

Shiv, B., J. Edell, and J. Payne (1997), “Factors Affecting the Impact of Negatively and Positively Framed Ad Messages,” Journal of Consumer Research, 24, 285-294.

Zajonc, R. (1968), “Attitudinal Effects of Mere Exposure,” Journal of Personality and Social Psychology, 9, 1-27.

FRAMING EFFECTS

Grewel, D., J. Gotlieb, and H. Marmorstein (1994), “The Moderating Effects of Message Framing and Source Credibility on the Price-Perceived Risk Relationship,” Journal of Consumer Research, 21 (June), 145-153.

Inman, J., A. Peter, and P. Raghubir (1997), “Framing the Deal: The Role of Restrictions in Accentuating Deal Value,” Journal of Consumer Research, 24, 68-79.

Maheswaran, D. and J. Meyers-Levy (1990), “The Influence of Message Framing and Issue Involvement,” Journal of Marketing Research, 27 (August), 361-367.

Puto, C. (1987), “The Framing of Buying Decisions, Journal of Consumer Research, 14 (December), 301-315.

Tversky, A. and D. Kahneman (1981), “The Framing of Decisions and the Psychology of Choice,” Science, 211 (January), 453-458.

CLASSICAL CONDITIONING

Shimp, T. (1991), “Neo-Pavlovian Conditioning and Its Implications for Consumer Theory and Research,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Stuart, E., T. Shimp, and R. Engle (1987), “Classical Conditioning of Consumer Attitudes: Four Experiments in an Advertising Context,” Journal of Consumer Research, 14 (December), 334-349.

Janiszewski, C. and L.Warlop (1993), “The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand,” Journal of Consumer Research, 20 (December), 171-189.

INNOVATIVENESS (Behavioral Perspectives)

Gatignon, H. and T. Robertson (1991), “Innovative Decision Processes,” in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Manning, K., W. Bearden, and T. Madden (1995), “Consumer Innovativeness and the Decision Process,” Journal of Consumer Psychology, 4, 329-346.

Muthukrishnan, A. (1995), “Decision Ambiguity and Incumbent Brand Advantage,” Journal of Consumer Research, 22, 98-109.

Veryzer, R. and W. Hutchinson (1998), “The Influence of Unity and Prototypicality Aesthetic Responses to New Product Designs,” Journal of Consumer Research, 24, 374-394.

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PRICING (Behavioral Perspectives)

Briesch, R., L. Krishnamurthi, T. Mazumdar, and S. Raj (1997), “A Comparative Analysis of Reference Price Models,” Journal of Consumer Research, 24, 202-214.

Dewar, N. and P. Parker (1994), “Marketing Universals: Consumers’ Use of Brand Name, Price, Physical Appearance, and Retailer Reputation as Signals of Product Quality,” Journal of Marketing, 58, 81-95.

Gourville, J. (1998), “Pennies-a-Day: The Effect of Temporal Framing on Transaction Evaluation,” Journal of Consumer Research, 24, 395-408.

Heath, T., S. Chatterjee, and K. France (1995), “Mental Accounting and Changes in Price: The Frame Dependence of Reference Price,” Journal of Consumer Research, 22, 90-97.

Inman, J., L. McAlister, and W. Hoyer (1990), “Promotion Signal: Proxy for a Price Cut?” Journal of Consumer Research, 17, 74-81.

Kalyanaram, G. and R. Winer (1995), “Empirical Generalizations from Reference Price Research,” Marketing Science, 14, G161-G169.

Lichtenstein, D. and W. Bearden (1989), “Contextual Influences on Perceptions of Merchant-Supplied Reference Prices,”

Journal of Consumer Research, 16, 55-66.

Lichtenstein, D., P. Bloch, and W. Black (1988), “Correlates of Price Acceptability,” Journal of Consumer Research, 15 (September), 243-252.

Marmorstein, H., D. Grewal, and R. Fishe (1992), "The Value of Time Spent in Price-Comparison Shopping: Survey and Experimental Evidence," Journal of Consumer Research, 19 (June), 52-61.

Schindler, R. and P. Kirby (1997), “Patterns of Rightmost Digits Used in Advertised Prices: Implications for Nine-Ending Effects,” Journal of Consumer Research, 24, 192-201.

Tellis, G. and G. Gaeth (1990), “Best Value, Price-Seeking, and Price Aversion: The Impact of Information and Learning on Consumer Choices,” Journal of Marketing, 54, 34-45.

OTHER

Brinberg, D. and R. Wood (1983), “A Resource Exchange Theory Analysis of Consumer Behavior,” Journal of Consumer Research, 10 (December), 330-338.

Ratchford, B (1975), “The New Economic Theory of Consumer Behavior: An Interpretive Essay,” Journal of Consumer Research, 2, 65-78

Marketing Management/Strategy

MARKETING ORGANIZATIONS/MARKETING

ORIENTATION

Bagozzi, R. (1975), “Marketing as Exchange,” Journal of Marketing, 39 (October), 32-39.

Day, G. (1994), “The Capabilities of Market-Driven Organizations,” Journal of Marketing, 58 (October), 37-52.

Deshpande, R., J. Farley, and F. Webster (1993), “Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis,” Journal of Marketing, 57 (January), 23-37.

Hutt, M., P. Reingen, and J. Ronchetto (1988), “Tracing Emergent Processes in Marketing Strategy Formation,” Journal of Marketing, 52 (January), 4-19.

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Jaworski, B. and A. Kohli (1993), “Market Orientation: Antecedents and Consequences,” Journal of Marketing, 57 (July), 53-70.

Jaworski, B., V. Stathakopoulos, H. Krishnan (1993), “Control Combinations in Marketing: Conceptual Framework and Empirical Evidence,” Journal of Marketing, 57 (January), 57-69.

Kohli, A. and B. Jaworski (1990), “Market Orientation: The Constrct, Research Propositions, and Managerial Implications,” Journal of Marketing, 54 (April), 1-18.

Narver, J. and S. Slater (1990), “The Effect of Market Orientation on Business Profitability,” Journal of Marketing, 54 (October), 20-35.

Slater, S. and J. Narver (1995), “Market Orientation and the Learning Organization,” Journal of Marketing, 59 (July), 63-74.

Walker, O. and R. Ruekert (1987), “Marketing’s Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework,” Journal of Marketing, 51 (July), 15-33.

Webster, F. (1992), “The Changing Role of Marketing in the Corporation,” Journal of Marketing, 56 (October), 1-17.

COMPETITION (Conceptual)

Barney, J. (1991), “Firm Resources and Sustained Competitive Advantage,” Journal of Management, 17, 99-120.

Day, G. and R. Wensley (1988), “Assessing Advantage: A Framework for Diagnosing Competitive Superiority,” Journal of Marketing, 52 (April), 1-20.

Deligonul, Z. and S. Cavusgil (1997), “Does the Comparative Advantage Theory of Competition Really Replace the Neoclassical Theory of Perfect Competition?” Journal of Marketing, 61 (October), 65-73.

Dickson, P. (1992), “Toward a General Theory of Competitive Rationality,” Journal of Marketing, 56 (January), 69-83.

Dickson, P. (1996), “The Static and Dynamic Mechanics of Competition: A Comment on Hunt and Morgan's Comparative Advantage Theory;” Journal of Marketing, 60 (October), 102-106.

Hoch, S. and J. Deighton (1989), “Managing What Consumers Learn from Experience,” Journal of Marketing, 53 (April), 1-20.

Hunt, S. and R. Morgan (1995), “The Comparative Advantage Theory of Competition,” Journal of Marketing, 59 (April), 1-15.

Hunt, S. and R. Morgan (1996), “The Resource-Advantage Theory of Competition: Dynamics, Path Dependencies, and Evolutionary Dimensions,” Journal of Marketing, 60 (October), 107-114.

Hunt, S. and R. Morgan (1997), “Resource-Advantage Theory: A Snake Swallowing Its Tail or a General Theory of Competition?” Journal of Marketing, 61 (October), 74-82.

McAfee, P. and J. McMillan (1996), “Competition and Game Theory,” Journal of Marketing Research, 23, (August), 263-267.

Moorthy, K. (1985), “Using Game Theory to Model Competition,” Journal of Marketing Research, 22 (August), 262-82.

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Rumelt, R. (1984), “Towards a Strategic View of the Firm,” in Competitive Strategic Management, R. Lamb ed., (Englewood Cliffs, NJ: Prentice-Hall).

Wernerfelt, B. (1984), “A Resource Based View of the Firm,” Strategic Management Journal, 5, 171-180.

PIONEER ADVANTAGE

Bowman, D. and H. Gatignon (1996), “Order of Entry as a Moderator of the Effect of the Marketing Mix on Market Share,” Marketing Science, 15, 222-242.

Brown, C. and J. Lattin (1994), “Investigating the Relationship Between Time in Market and Pioneering Advantage,” Management Science, 40 (October), 1361-1369.

Carpenter, G. and K. Nakamoto (1989), “Consumer Preference Formation and Pioneering Advantage,” Journal of Marketing Research, 26 (August), 285-298.

Huff, L. and W. Robinson (1994), “The Impact of Leadtime and Years of Competitive Rivalry on Pioneer Market Share Advantages,” Management Science, 40 (October), 1370-1377.

Kalyanaram, G. and G. Urban (1992), “Dynamic Effects of the Order of Entry on Market Share, Trial Penetration, and Repeat Purchases for Frequently Purchased Consumer Goods,” Marketing Science, 11 (Summer), 235-250.

Kalyanaram, G., W. Robinson, and G. Urban (1995), “Order of Entry: Established Empirical Generalizations, Emerging Empirical Generalizations, and Future Research,” Marketing Science, 14 (Summer), G212-G221.

Kardes, F. and G. Kalyanaram (1992), “Order-of-Entry Effects on Consumer Memory and Judgment: An Information Integration Perspective, Journal of

Marketing Research, 29 (August), 343-357.

Kerin, R., P. Varadarajan, and R. Peterson (1992), “First-Mover Advantage: A Synthesis, Conceptual Framework, and Research Propositions,” Journal of Marketing, 56 (October), 33-52.

Lieberman, M. and D. Montgomery (1988), “First-Mover Advantages,” Strategic Management Journal, 9,41-58.

Robinson W. and C. Fornell (1985),"Sources of Market Pioneer Advantages in Consumer Goods Industries," Journal of Marketing Research, 22, (August), 305-17.

Robinson, W. (1988), "Sources of Market Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Marketing Research, 25, 87-94.

Schmalensee, R. (1982), “Product Differentiation Advantages of Pioneer Brands,” American Economic Review, 72 (June), 349-365.

Urban, G., T. Carter, S. Gaskin, and Z. Mucha (1986), “Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications,” Management Science, 32 (June), 645-659.

LATE-MOVER ADVANTAGE

Bayus, B., S. Jain, and A. Rao (1997), ‘Too Little, Too Early: Introduction Timing and New Product Performance in the Personal Digital Assistant Industry,” Journal of Marketing Research, 34 (February), 50-63.

Carpenter, G. and K. Nakamoto (1990), “Competitive Strategies for Late Entry Into a Market with a Dominant Brand,” Management Science, 16 (October), 1268-1278.

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Golder, P. and G. Tellis (1993), “Pioneering Advantage: Marketing Logic of Marketing Legend?” Journal of Marketing Research, 30 (May), 158-170.

Lilien, G. and E. Yoon (1990), “The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products,” Management Science, 36 (May), 568-585.

Mahajan, V. S. Sharma, and R. Buzzell (1993), ‘Assessing the Impact of Competitive Entry on Market Expansion and Incumbent Sales,” Journal of Marketing, 57 (July), 39-52.

Shankar, V., G. Carpenter, and L. Krishnamurthi (1998), “Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers,” Journal of Marketing Research, 35 (February), 54-70.

Zhang, S. and A. Markman (1998), “Overcoming the Early Entrant Advantage: The Role of Alignable and Nonalignable Differences, Journal of Marketing Research, 35 (November), 413-426.

INCUMBENT REACTION

Bowman, D. and H. Gatignon (1995), “Determinants of Competitor Response Time to a New Product Introduction,” Journal of Marketing Research, 32 (February), 42-53.

Gatignon, H., E. Anderson, and K. Helsen (1989), “Competitive Reactions to Market Entry: Explaining Interfirm Differences,” Journal of Marketing Research, (February),44-55.

Ghemawat, P. (1991), “Market Incumbency and Technological Inertia,” Marketing Science, 10 (Spring), 161-171.

Gruca, T., K. Kumar, and D. Sudharshan (1992), “An Equilibrium Analysis of

Defensive Response to Entry Using a Coupled Response Function Model,” Marketing Science, 11 (Fall), 348-358.

Gruca, T. and D. Sudharshan (1995), “A Framework for Entry Deterrence Strategy: The Competitive Environment, Choices, and Consequences,” Journal of Marketing, 59 (July), 44-55.

Hauser, J. and S. Shugan (1982), “Defensive Marketing Strategies,” Marketing Science, 2 (Fall), 319-360.

Kalra, A., S. Rajiv, and K.Srinivasan (1998), “Response to Competitive Entry: A Rationale for Delayed Defensive Reaction,” Marketing Science, 17 , 380-405.

Kumar, K. and D. Sudharshan (1988), “Defensive Marketing Strategies: An Equilibrium Analysis Based on Decoupled Response Function Models,” Management Science, 34 (July), 805-815.

Robinson, W. (1988), “Marketing Mix Reactions to Entry,” Marketing Science, 7 (Fall), 368-385.

Shankar, V. (1997), “Pioneer’s Marketing Mix Reactions to Entry in Different Competitive Game Structures: Theoretical Analysis and Empirical Illustration,” Marketing Science, 16, 271-293.

NETWORK EXTERNALITIES

Katz, M. and C. Shapiro (1986), “Network Externalities, Competition, and Compatibility, American Economic Review, 75, 424-440.

Farrell, J. and G. Saloner (1986), “Installed Base and Compatibility: Innovation, Product Preannouncement and Predation,” American Economic Review, 76, 940-955.

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Xie, J. and M. Sirbu (1995), “Price Competition and Compatibility in the Presence of Positive Demand Externalities,” Management Science, 41 (May), 909-926.

POSITIONING

Carpenter, G. (1989), “Perceptual Position and Competitive Brand Strategy in a Two-Dimensional, Two-Brand Market,” Management Science, 35 (September), 1029-1044.

Carpenter, G., R. Glazer, and K. Nakamoto (1994), “Meaningful Brands from Meaningless Differentiation: The Dependence on Irrelevant Attributes,” Journal of Marketing Research, 31 (August), 339-350.

D’aspremont, J. Gabszewicz, and J. Thisse (1979), “On Hotelling’s ‘Stability of Competition’,” Econometrica, 47 (September), 1145-1150.

DePalma, A., V. Ginsburgh, Y. Papageorgiou (1985), “The Principle of Minimum Differentiation Holds Under Sufficient Heterogeneity,” Econometrica, 53 (July), 767-781.

Hotelling. H. (1929), “Stability in Competition,” The Economic Journal, 39 (March), 41-57.

Huber, J., J. Payne, and C. Puto (1982), “Adding Asymmetrically dominated Alternative: Violation of Regularity and the Similarity Hypothesis,” Journal of Consumer Research, 18 (December), 325-345.

Glazer, R., B. Kahn, and W. Moore (1991), “The Influence of External Constraints on Brand Choice: The Lone-Alternative Effect,” Journal of Consumer Research,” 18, 199-127.

Simonson, I. (1989), “Choice Based on Reasons: The Case of Attraction and Compromise Effects,” Journal of

Consumer Research, 16 (September), 158-174.

PRICING

Hauser, J. (1988), “Competitive Price and Positioning Strategies,” Marketing Science, 7 (Winter), 76-91.

Horsky, D. and P. Nelson (1992), “New Brand Positioning and Pricing in an Oligopolistic Market,” Marketing Science, 11 (Spring), 133-152.

Kalyanaram, G. (1995), “Empirical Generalizations from Reference Price Research,” Marketing Science, 14 (Summer), G161-G169.

Roy,A., D. Hanssens, and S. Raju (1994), “Competitive Pricing by a Price Leader,” Management Science, 40 (July), 809-825.

Vandenbosch, M. and C. Weinberg (1995), “Product and Price Competition in a Two-Dimensional Vertical Differentiation Model, Marketing Science, 14 (Spring), 224-249.

ADVERTISING

Assmus, B., J. Farley, and D. Lehmann (1984), “How Advertising Affects Sales: Meta-Analysis of Econometric Results,” Journal of Marketing Research, 21 (February), 65-74,

Chintagunta, P., and N. Vilcassim (1992), “An Empirical Investigation of Advertising Strategies in a Dynamic Duopoly,” Management Science, 38 (September), 1230-1244.

Deighton, J., C. Henderson, and S. Neslin (1994), “The Effects of Advertising on Brand Switching and Repeat Purchasing,” Journal of Marketing Research, 31 (February), 28-43.

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Erikson, G. (1992), “Empirical Analysis of Closed-Loop Duopoly Advertising Strategies” Management Science, 38, (December), 1732-1749.

MacKenzie, S., R. Lutz, and G. Belch (1986), “The Role of Attitude Toward the Ad as a Mediator of Advertising Effectiveness: A Test of Competing Explanations,” Journal of Marketing Research, 23 (May), 130-143.

Park, S. and M. Hahn (1991), “Pulsing in Discrete Model of Advertising Competition,” Journal of Marketing Research, 28 (November), 397-405.

Villa-Boas, M. (1993), “Predicting Advertising Pulsing Policies in An Oligopoly: A Model and Empirical Test,” Marketing Science, 12 (Winter), 88-102.

Tellis, G. (1988), “Advertising Exposure, Loyalty, and Brand Purchase: Two-Stage Model of Choice,” Journal of Marketing Research, 25 (May), 134-144.

MARKETING MIX-PERFORMANCE LINK

Carpenter, G. (1987), “Modeling Competitive Marketing Strategies: The Impact of Marketing-Mix Relationships and Industry Structure,” Marketing Science, 6 (Spring), 208-221.

Dekimpe, M. and D. Hanssens (1995), “The Persistence of Marketing Effects on Sales,” Marketing Science, 14 (Winter), 1-21.

Erickson, G. and R. Jacobson (1992), “Gaining Comparative Advantage Through Discretionary Expenditures: The Returns to R&D and Advertising,” Management Science, 38 (September), 1264-1279.

Jacobson, R. (1990), “Unobservable Effects and Business Performance,” Marketing Science, 9 (Winter), 74-85.

Montgomery, C. and B. Wernerfelt (1991), “Sources of Superior Performance: Market Share Versus Industry Effects,” Management Science, 37 (August), 954-959.

Ramaswamy, V., W. DeSarbo, D. Reibstein, and W. Robinson (1993), “An Empirical Pooling Approach for Estimating Marketing Mix Elasticities with PIMS Data, Marketing Science, 12 (Winter), 103-124.

NEW PRODUCTS

Ayers, D., R. Dahlstrom, and S. Skinner (1997), “An Exploratory Investigation of Organizational Antecedents to New Product Success,” Journal of Marketing Research, 34 (1997), 107-116.

Chandy, R. and G. Tellis (1998), “Organizing for Radical Product Innovation: The Overlooked Role of Willingness to Cannibalize,” Journal of Marketing Research, 35 (November), 474-487.

Cooper, L. (2000), “Strategic Marketing Planning for Radically New Products,” Journal of Marketing, 64 (January), 1-16.

Datar, S., C. Jordan, S. Kekre, S. Rajiv, and K. Srinivasan (1997), “Advantages of Time-based New Product Development in a Fast-Cycle Inductry,” Journal of Marketing Research, 34 (February), 36-49.

Gatignon, H., B. Weitz, and P. Bansal (1990), “Brand Introduction Strategies and Competitive Environments,” Journal of Marketing Research, 27 (November), 390-401.

Gatignon, H. and J. Xuereb (1997), “Strategic Orientation of the Firm and New Product Performance,” Journal of Marketing Research, 34 (February), 77-90.

Golder, P. and G. Tellis (1997), “Will It Ever Fly? Modeling the Takeoff of Really

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New Consumer Durables,” Marketing Science, 16, 256-270.

Griffin, A. (1997), “The Effect of Project and Process Characteristics on Product Development Cycle Time,” Journal of Marketing Research, 34 (February), 24-35.

Griffin, A. and J. Hauser (1993), ‘The Voice of the Customer,” Marketing Science, 12 (Winter), 1-27.

Ittner, C. and D. Larcker (1997), “Product Development Cycle Time and Organizational Performance, Journal of Marketing Research, 34 (February), 13-23.

Moorman, C. and A. Miner (1997), “The Impact of Organizational Memory on New Product Performance and Creativity,” Journal of Marketing Research, 34 (February), 91-106.

Silk, A. and G. Urban (1978), “Pre-Test-Market Evaluation of New Packaged Goods: A Model and Measurement Methodology,” Journal of Marketing Research, 15 (May), 171-191.

Wind, J. and V. Mahajan (1997), “Issues and Opportunities in New Product Development: An Introduction to the Special Issue,” Journal of Marketing Research, 34 (February), 1-12.

Workman, R. (1993), “Marketing’s Limited Role in New Product development in One Computer Systems Firm,” Journal of Marketing Research, 30 (November), 405-421,

BRAND MANAGEMENT (Brand Equity/Brand Extensions/Product-

Line Extensions & Deletions)

Aaker, D. and K. Keller (1990), “Consumer Evaluations of Brand Extensions,” Journal of Marketing, 54 (January), 27-41.

Ahluwalia, R. and Z. Gürhan-Canli (2000), “The Effects of Extensions on the Family Brand Name: An Accessibility-Diagnosticity Perspective,” Journal of Consumer Research, 27 (December), 371-381.

Bayus, B. and W. Putsis (1999), “Product Proliferation: An Empirical Analysis of Product Line Determinants and Market Outcomes,” Marketing Science, 18, 137-153.

Boush, D. and B. Loken (1991), “A Process-Tracing Study of Brand Extension Evaluation,” Journal of Marketing Research, 28 (February), 16-28.

Broniarczyk, S. and J. Alba (1994), “The Importance of the Brand in Brand Extension,” Journal of Marketing Research, 31 (May), 214-228.

Broniarczyk, S., W. Hoyer, and L. McAlister (1998), “Consumers’ Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction,” Journal of Marketing Research, 35 (May), 166-176.

Gurhan-Canli, Z. and D. Maheswaran (1998), “The Effects of Extensions on Brand Name Dilution and Enhancement,” Journal of Marketing Research, 35 (November), 464-473.

Keller, K. (1993), “Conceptualizing, Measuring, and Managing Customer-Based Brand Equity,” Journal of Marketing, 57 (January), 1-22.

Keller, K. and D. Aaker (1992), “The Effects of Sequential Introduction of Brand Extensions,” Journal of Marketing Research, 29 (February), 35-50.

Loken, B. and D. Roedder-John (1993), “Diluting Brand Beliefs: When Do Brand Extensions Have a Negative Impact?” Journal of Marketing, 57 (July), 71-84.

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Moorthy, K. and I. Png (1992), “Market Segmentation, Cannibalization and the Timing of Product Introductions,” Management Science, 38 (March), 345-359.

Park, C., S. Jun, and (1996), “Composite Branding Alliances: An Investigation of Extension and Feedback Effects,” Journal of Marketing Research, 33 (November), 453-466.

Park, C., S. Milberg, and R. Lawson (1991), “Evaluation of Brand Extensions: The Role of Product Feature Similarity and Brand Concept Consistency,” Journal of Consumer Research, 18 (September), 185-193.

Reddy, S., S. Holak, and S. Bhat (1994), “To Extend of Not to Extend: Success Determinants of Line Extensions,” Journal of Marketing Research, 31 (May), 243-262.

Simon, C. and M. Sullivan (1993), “The Measurement and Determinants of Brand Equity: A Financial Approach,” Marketing Science, 12 (Winter), 28-52.

Smith, D. and C. Park (1992), “The Effects of Brand Extensions on Market Share and Advertising Efficiency,” Journal of Marketing Research, 29 (August), 296-313.

Sullivan, M. (1992), “Brand Extensions: When to Use Them,” Management Science, 38 (June), 793-806.

SALESFORCE

Basu, A., R. Lal, V. Srinivasan, and R. Staelin (1985),“Salesforce Compensation Plans: Theoretical Perspective,” Marketing Science, 4, 267-291.

Churchill, G., N. Ford, S. Hartley, and O. Walker, (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, 22 (May), 103-118.

Coughlan, A. and S. Sen (1989), “Salesforce Compensation: Theory and Managerial Implications,” Marketing Science, 8, 324-342.

Ramaswamy, Sinha, and Zoltners (1990), “An Integrated Model-Based Approach for Sales Force Structuring,” Marketing Science, 9, 279-298.

Horsky and Nelson (1996) “Evaluating Salesforce Size and Productivity Through Efficient Frontier Benchmarking,” Marketing Science, 15, 301-320.

SATISFACTION

Anderson, E., C. Fornell, and D. Lehmann (1994), “Customer Satisfaction, Market Share, and Profitability: Findings from Sweden,” Journal of Marketing, 58 (July), 53-66.

Cadotte, E., R. Woodruff, and R. Jenkins (1987), “Expectations and Norms in Models of Consumer Satisfaction,” Journal of Marketing Research, 24 (August), 305-314.

Fournier, S. and D. Mick (1999), “Rediscovering Satisfaction,” Journal of Marketing, 63 (October), 5-23.

Garbarino, E. and M. Johnson (1999), “The different roles of satisfaction, trust, and commitment in customer relationships,” Journal of Marketing, 63 (April), 70-87.

Oliver, R (1981), “A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions,” Journal of Marketing Research, 17 (November), 460-469.

Oliver, R. (1993), “Cognition, Affective, and Attributive Bases of the Satisfaction Response,” Journal of Consumer Research, 24, 127-146.

Rust, R. and A. Zahorik (1993), “Customer Satisfaction, Customer

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Retention, and Market Share,” Journal Retailing, 69 (Summer), 193-215.

Smith, A., R. Bolton, and J. Wagner (1999), “A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery,” Journal of Marketing Research, 36 (August), 356-372,

SERVICES MARKETING

Bitner, M. (1992), “Servicescapes: The Impact of Physical Surroundings on Customers and Employees,” Journal of Marketing, 56 (April), 57-71.

Bolton, R. and J. Drew (1991), “A Multistage Model of Customers’ Assessments of Service Quality and Value,” Journal of Consumer Research, 17 (March), 375-384.

Cronin, J. and S. Taylor (1992), “Measuring Service Quality: A Reexamination and Extension,” Journal of Marketing, 56 (July), 55-68.

Boulding, W., A. Kalra, R. Staelin, and V. Zeithaml (1993), “A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions,” Journal of Marketing Research, 30 (February), 7-27.

Parasuraman, A., V. Zeithaml, and L. Berry (1988), “SERVQUAL: A Multiple-Item Scale for Measuring Consumer Perceptions of Service Quality,” Journal of Retailing, 64 (Spring), 12-40.

Parasuraman, A., V. Zeithaml, and L. Berry (1991), “Refinement and Reassessment of the SERVQUAL Scale,” Journal of Retailing, 67 (Winter), 420-40.

Parasuraman, A., V. Zeithaml, and L. Berry (1985), “ A Conceptual Model of Service Quality and Its Implications for Future Research,” Journal of Marketing, 45 (Fall), 41-50.

Rust, R., J. Inman, J. Jia, and A. Zahorik (1999), “What You Don’t Know About Customer-Perceived Quality: The Role of Customer Expectation Distributions,” Marketing Science, 18, 77-92.

Zeithaml, V., L. Berry, and A. Parasuraman (1996), “The Behavioral Consequences of Service Quality,” Journal of Marketing, 60 (April), 31-46.

VALUE

Zeithaml, V. (1988), “Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence,” Journal of Marketing, 53 (July), 2-22.

OTHER

Reinartz, W. and V. Kumar (2000), “On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing,” Journal of Marketing, 64 (October), 17-35.

Channels

Anderson, E. and B. Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18-34.

Bergen, M., S. Dutta and O. Walker (1992), “Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related

Theories,” Journal of Marketing, 56 (July), 1-24

Celly, K. and G. Frazier (1996), “Outcome-Based and Behavior-Based Cordination Efforts in Channel Relationships,” Journal of Marketing Research, 33 (May), 200-210.

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Dwyer, F., P. Schurr, and S. Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.

Frazier, G. (1983), “On the Measurement of Inter-Firm Power in Channels of Distribution,” Journal of Marketing Research, 20 (May), 158-166.

Ganesan, S. (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing, 58 (April), 1-19.

Gaski, F. (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9-29.

Hallen, L., J. Johanson and N. Seyed-Mohamed (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (April), 29-37. (Note: the # of degrees of freedom reported should be chi-square of 74 with 39 df)

Heide, J. (1994), “Inter-organizational Governance in Marketing Channels,” Journal Marketing 58 (January), 71-85.

Heide, J. and G. John (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,” Journal of Marketing, 52 (January), 20-35.

Heide, J. and G. John (1992), “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32-44.

Iyer, G. (1998), “Coordinating Channels under Price and Nonprice Competition,” Marketing Science, 17, 338-357.

Jeuland, A. and S. Shugan (1983), “Managing Channel Profits,” Marketing Science, 2, 239-272.

Kadiyali, Chintagunta and Vilcassim (2000), “Manufacturer-Retailer Channel Interactions and Implications for Channel Power: An Empirical Investigation of Pricing in a Local Market,” Marketing Science, 19, 127-148.

Mohr, J., R. Fisher, and J. Nevin (1996), “Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control,” Journal of Marketing, 60 (July), 103-115.

Noordewier, T., G. John, and J. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54 (October), 80-93.

Rindfleisch, A. and J. Heide (1997), “Transaction Cost Analysis: Past, Present, and Future Applications,” Journal of Marketing, 61 (October), 30-54.

Stump. R. and J. Heide (1996), “Controlling Supplier Opportunism in Industrial Relationships,” Journal of Marketing Research, 33 (November), 431-441.

Wathne, K. and J. Heide (2000), “Opportunism in Interfirm Relationships: Forms, Outcomes, Solutions,” Journal of Marketing, 64 (October), 36-51.

Weiss, A. and J. Heide (1993), “The Nature of Organizational Search in High Technology Markets,” Journal of Marketing Research, 30 (May), 220-233.

Wernerfelt, B. (1994), “An Efficiency Criterion for Marketing Design,” Journal of Marketing Research, 31 (November), 192-203.

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Models

CHOICE

Abramson, C., R. Andrews, I. Currim, and M. Jones (2000), “Parameter Bias from Unobserved Effects in Multinomial Logit Model of Consumer Choice,” Journal of Marketing Research, 37 (November), 410-426.

Arora, N., G. Allenby, and J. Ginter (1998),“A Hierarchical Bayes Model of Primary and Secondary Demand,” Marketing Science, 17, 29-44.

Bucklin, R., G. Russell, and V. Srinivasan (1998), “A Relationship Between Market Share Elasticities and Brand Switching Probabilities,” Journal of Marketing Research, 35 (February), 99-113.

Chintagunta, P., D. Jain, and N. Vilcassim (1991), “Investigating Heterogeneity in Brand Preferences in Logit Models for Panel Data,” Journal of Marketing Research, 28 (November), 417-28.

Fader, P. and B. Hardie (1006), ‘Modeling Consumer Choice Among SKUs,” Journal of Marketing Research, 33 (November), 442-452.

Gonul, F. and K. Srinivasan (1993), “Modeling Multiple Sources of Heterogeneity in Multinomial Logit Models” Methodological and Managerial Issues,” Marketing Science, 12 (Summer), 213-229.

Guadagni, P. and J. Little (1983), “A Logit Model of Brand Choice Calibrated on Scanner Data,” Marketing Science, 2, 203-238.

Gupta, Chintagunta, Kaul and Wittink (1996),“Do Household Scanner Data Provide Representative Inferences form Brand Choices: A Comparison with Store

Data,” Journal of Marketing Research, 33 (November), 383-398.

Kamakura and Russell, “A Probabilistic Choice Model for Market Segmentation and Elasticity Structure, Journal of Marketing Research, 26 (November 1989), 379-390.

McFadden, (1986),"The Choice Theory Approach to Market Research," Marketing Science, 5 (Fall), 275-297.

Meyer, R. and E. Johnson (1995), “Empirical Generalizations in the Modeling of Consumer Choice,” Marketing Science, 14, G180-G189.

Papatla, P. and L. Krishnamurthy (1992), “A Probit Model of Choice Dynamics,” Marketing Science, 12 (Spring), 189-206.

MARKET STRUCTURE

Colombo, R. and D. Morrison (1989), “A Brand Switching Model with Implications for Marketing Strategies,” Marketing Science, 8 (Winter), 89-99.

Givon, M. (1982), “Variety-Seeking Through Brand Switching,” Marketing Science, 3 (Winter), 1-22.

Grover, R. and V. Srinivasan (1987), “A Simultaneous Approach to Market Segmentation and Market Structure,” Journal of Marketing Research, 24 (May), 139-153.

Kannan, P. and G. Wright (1991), “Modeling and Testing Structured Markets: A Nested Logit Approach,” Marketing Science, 10 (Winter), 58-82.

Russell, G. and W. Kamakura (1994), “Understanding Brand Competition Using Micro and Macro Scanner Data,” Journal of Marketing Research, 31 (May), 289-303.

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Uban, G., P. Johnson, and J. Hauser (1984), “Testing Competitive Market Structures,” Marketing Science, 3 (Spring), 83-112.

CONJOINT

Louviere and Woodworth (1983), “Design and Analysis of Simulated Consumer Choice and Allocation Experiments: A Method Based on Aggregate Data,” Journal of Marketing Research, 20 (November), 350-367.

Carroll and P. Green (1995),“Psychometric Methods in Marketing Research: Part I, Conjoint Analysis,” Journal of Marketing Research, 32 (November), 385-391.

Elrod, T., J. Louviere, and K. Davey (1992), “An Empirical Comparison of Ratings-Based and Choice-Based Conjoint Models,” Journal of Marketing Research, 29 (August), 368-377.

Jedidi, K., R. Kohli, and W. DeSarbo (1996), “Consideration Sets in Conjoint Analysis,” Journal of Marketing Research, 33 (August), 364-372.

Oppewal, H., J. Louviere, and H. Timmermans (1994), “Modeling Hierarchical Conjoint Processes with Integrated Choice Experiments,” Journal of Marketing Research, 31 (February), 92-105.

DIFFUSION

Bass, F. (1969), “A New Product Growth Model for Consumer Durables,” Management Science, 15 (January), 215-227.

Bass, F. (1995), “Empirical Generalizations and Marketing Science: A Personal View,” Marketing Science, 14, G6-G19.

Dekimpe, M., P. Parker, and M. Sarvary (2000), “Global Diffusion of Technological Innovations: A Coupled-Hazard Approach,” Journal of Marketing Research, 37 (February), 47-59.

Helsen, K., K. Jedidi, and W. DeSarbo (1993), “A New Approach to Country Segmentation Utilizing Multinational Diffusion Patterns,” Journal of Marketing, 57 (October), 60-71.

Horsky, D. (1990),“A Diffusion Model Incorporating Product Benefits, Price, Income and Information,” Marketing Science, 9, 342-355.

Krishnan, T., F. Bass, and V. Kumar (2000), “Impact of a Late Entrant on the Diffusion of a New Product/Service,” Journal of Marketing Research, 37 (May), 269-278.

Mahajan, V., E. Muller, and F. Bass, "New Product Diffusion Models in Marketing: A Review and Directions for Research," Journal of Marketing. 54 (January 1990), 1-26.

Putsis, W., S. Balasubramanian, E. Kaplan, and S. Sen (1997), “Mixing Behavior in Cross-Country Diffusion,” Marketing Science, 16, 354-369.

Sultan, J. Farley, and D. Lehman, "A Meta-Analysis of Applications of Diffusion Models," Journal of Marketing Research, 27 (February 1990), 70-7.

Van den Bulte, C. (2000), “New Product Diffusion Acceleration: Measurement and Analysis,” Marketing Science, 19, 366-380.

CROSS-CATEGORY (Market Basket)

Manchanda, P., A. Ansari, and S. Gupta (1999), “The "Shopping Basket": A Model for Multicategory Purchase Incidence Decisions,” Marketing Science, 18, 95-114.

Russell, G. and W. Kamakura (1994), “Modeling Multiple Category Brand Preference with Household Basket Data,” Journal of Retailing, 73 (Winter), 439-461.

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Russell, G. and A. Peterson (2000), “Analysis of Cross Category Dependence in Market Basket Selection,” Journal of Retailing, 76 (Fall), 367-392.

PRICING (Models)

Briesch, R., A. Krishnamurthi, T. Mazumdar, and S. Raj (1997), “A Comparative Analysis of Reference Price Models,” Journal of Consumer Research, 24 (September), 202-214.

Kalwani, M., C. Yim, H. Rinne, and Y. Sugita (1990), “A Price Expectations Model of Customer Brand Choice,” Journal of Marketing Research, 27 (August), 251-263.

OTHER

Carroll, J. and P. Green (1997), “Psychometric Methods in Marketing Research: Part II, Multidimensional Scaling,” Journal of Marketing Research, 34 (May), 193-204.

Fader, P. and D. Schmittlein (1993), “Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing,” Journal of Marketing Research, 30 (November), 478-493.

Farley, J. and D. Lehmann (1994), “Cross-national “Laws” and Differences in Market Response,” Management Science, 40 (January), 111-122.

Miscellaneous & Emerging Topics

E-COMMERCE

Alba, J, J. Lynch, B. Weitz, C. Janiszewski, R. Lutz, A. Sawyer, and S. Wood (1997), “Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces,” Journal of Marketing, 61 (July), 38-53.

Bakos, Y. (1997), “Reducing Buyer Search Costs: Implications for Electronic Marketplaces,” Management Science, 43 (December), 1676-1692.

Bakos, Y. (2000), “Bundling and competition on the Internet,” Marketing Science, 19 (Winter), 63-82.

Bradlow, E. and D. Schmittlein (2000), “The Little Engines that Could: Modeling the Performance of World Wide Web Search Engines,” Marketing Science, 19 (Winter), 43-62.

Brynjolffson, E. and M. Smith (2000), “Frictionless Commerce? Comparison of Internet and Conventional Retailers,” Management Science, 46 (April), 563-585.

Haubl, G. and V. Thrifts (2000), “Consumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids,” Marketing Science, 19 (Winter), 4-21.

Hoffman, D. and T. Novak (1996), “Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations,” Journal of Marketing, 60 (July), 50-68.

Keeney, R. (1999), “The Value of Internet Commerce to the Customer,” Management Science, 45, 533-542.

Lynch, J. and D. Ariely (2000), “Wine Online: Search Costs Affect Competition on Price, Quality and Distribution,” Marketing Science, 19 (Winter), 83-103.

Lal, R. and M. Sarvary (1999) “When and How is the Internet Likely to Decrease Price Competition?” Marketing Science, 18, 485-503.

Novak, T. , D. Hoffman, and Y. Yung (2000), “Measuring the Customer Experience in Online Environments: A Structural Modeling Approach,” Marketing Science, 19 (Winter), 22-42.

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ALTERNATIVES TO COMPETITION

Bucklin, L. and S. Sengupta (1993), “Organizing Successful Co-marketing Alliances,” Journal of Marketing, 57,(April), 32-46.

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