Journal of Marketing Research Journal

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Impact of Buying Groups on BuyerSupplier Relationships: GroupDyad Interactions in Business-to-Business Markets. 60:1197-1220. 2023
Brands in the Labor Market: How Vertical and Horizontal Brand Differentiation Impact Pay and Profits Through Employee-Brand Matching 2023
The Impact of In-Store Inspirational (vs. Deal-Oriented) Communication on Spending: The Importance of Activating Consumption Goal Completion. 002224372211495-002224372211495. 2023
Online Training of Salespeople: Impact, Heterogeneity, and Spillover Effects. 59:230-249. 2022
The "Idea Advantage": How Content Sharing Strategies Impact Engagement in Online Learning Platforms. 59:61-78. 2022
Improving Business-to-Business Customer Satisfaction Programs: Assessment of Asymmetry, Heterogeneity, and Financial Impact. 58:615-643. 2021
Organizational Herding in Advertising Spending Disclosures: Evidence and Mechanisms. 58:515-538. 2021
Modeling Emerging-Market Firms' Competitive Retail Distribution Strategies. 56:439-458. 2019
Interpreting the Stock Returns to New Product Announcements: How the Past Shapes Investors' Expectations of the Future. 54:799-815. 2017
Influencing Acquisition Performance in High-Technology Industries: The Role of Innovation and Relational Overlap. 54:219-238. 2017
Advertising Effectiveness: The Moderating Effect of Firm Strategy. 53:207-224. 2016
Small Victories: Creating Intrinsic Motivation in Task Completion and Debt Repayment. 52:768-783. 2015
Employee-Based Brand Equity: Why Firms with Strong Brands Pay Their Executives Less. 51:676-690. 2014
Dynamic Marketing Budgeting for Platform Firms: Theory, Evidence, and Application. 48:929-943. 2011
The Role of Reciprocity in Clarifying the Performance Payoff of Relational Behavior. 48:920-928. 2011
Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework. 48:603-616. 2011
Personal Selling Elasticities: A Meta-Analysis. 47:840-853. 2010
New product preannouncements and shareholder value: Don't make promises you can't keep. 44:468-489. 2007
Why Some Acquisitions Do Better than Others: Product Capital as a Driver of Long-Term Stock Returns. 44:57-72. 2007
Why some acquisitions do better than others: Product capital as a driver of long-term stock returns. 44:57-72. 2007
Buyer-supplier contracts versus joint ventures: Determinants and consequences of transaction structure. 37:1-15. 2000
New Product Introduction and Incumbent Response Strategies: Their Interrelationship and the Role of Multimarket Contact. 36:327-344. 1999
The Advantages of Entry in the Growth Stage of the Product Life Cycle: An Empirical Analysis. 36:269-276. 1999
Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers. 35:54-70. 1998
How Buyers Perceive Savings in a Bundle Price: An Examination of a Bundle's Transaction Value. 30:350-358. 1993
HOW BUYERS PERCEIVE SAVINGS IN A BUNDLE PRICE - AN EXAMINATION OF A BUNDLES TRANSACTION VALUE. 30:350-358. 1993
KNOWLEDGE BASES AND SALESPERSON EFFECTIVENESS - A SCRIPT-THEORETIC ANALYSIS. 26:164-178. 1989
IDENTIFYING THE GENERICS-PRONE CONSUMER - A METAANALYSIS. 24:425-431. 1987
THE THREATS TO MARKETING-RESEARCH - AN EMPIRICAL REAPPRAISAL. 22:74-80. 1985
A REASSESSMENT OF THE EFFECTS OF APPEALS ON RESPONSE TO MAIL SURVEYS. 17:365-370. 1980
A Reassessment of the Effects of Appeals on Response to Mail Surveys. 17:365-370. 1980
Host Selling vs. Premium TV Commercials: An Experimental Evaluation of Their Influence on Children. 16:323-323. 1979
Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave. 15:438-438. 1978
An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad. 13:3-3. 1976
Service Innovativeness and Firm Value. 50:259-276.