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Publications

2011

Balancing Risk and Return in a Customer Portfolio: A Reply Journal of Marketing by Crina Tarasi Ruth Bolton Michael Hutt Beth Walker May,  2011

Balancing Risk and Return in a Customer Portfolio Journal of Marketing by Beth Walker Michael Hutt Ruth Bolton Crina Tarasi 2011

2010

Coordination Strategies of High-Performing Salespeople: Internal Working Relationships that Drive Success Journal of the Academy of Marketing Science by Beth Walker Michael Hutt Ajith Kumar October,  2010

Moving Forward and Making a Difference: Research Priorities for the Science of Service Journal of Service Research by Amy Ostrom Mary Jo Bitner Stephen W. Brown Michael Goul Vicki Smith-Daniels Haluk Demirkan Elliot Rabinovich February,  2010

2008

Have HMOs Broadened their Hospital Networks? Changes in HMO Hospital Networks in California, 1999-2003 Medical Care by Glenn Melnick Jonathan Ketcham March,  2008

Hospital-Physician Gainsharing in Cardiology Health Affairs by Jonathan Ketcham Michael Furukawa February,  2008

Medicaid Preferred Drug Lists' Costs to Physicians Medical Care by Jonathan Ketcham Andrew Epstein January,  2008 Preventing Music Piracy: The Carrot or the Stick? Journal of Marketing by Rajiv Sinha Naomi Mandel January,  2008

The Adoption of Radical Process Technologies and Firm Survival Strategic Management Journal by Rajiv Sinha Charles Noble 2008 Have HMOs Broadened Their Hospital Networks: Changes in HMO Hospital Networks in California Medical Care by Glenn Melnick Jonathan Ketcham 2008 Hospital-physician Gainsharing in Cardiology Health Affairs by Jonathan Ketcham Michael Furukawa 2008 How Similar are States' Medicaid Preferred Drug Lists? American Journal of Managed Care by Jonathan Ketcham J Ngai 2008 Market Friction and e-Service Quality in Internet Retailing: The Tradeoff between Pricing and Fulfillment Production and Operations Management by Elliot Rabinovich Rajiv Sinha Arnold Maltz 2008 Medicaid Preferred Drug Lists' Costs to Physicians Medical Care by Jonathan Ketcham Andrew Epstein 2008 Medicare Part D's Effects on Elderly Drug Costs and Utilization American Journal of Managed Care by Jonathan Ketcham K Simon 2008 Primary Care Physicians' Views on Medicare Part D American Journal of Managed Care by Andrew Epstein S Rathore Jonathan Ketcham 2008 Protection Strategies in an Open Source Software Environment Information Systems Research by T.S. Raghu Rajiv Sinha Orneita Burton Ajay Vinze 2008 Service Blueprinting: A Practical Technique for Service Innovation California Management Review by Mary Jo Bitner Amy Ostrom Felicia Morgan 2008

2007

Leveraging Brand Equity to Attract Human Capital Marketing Letters by Devon DelVecchio Cheryl Burke Jarvis Richard Klink Brian Dineen September,  2007

A Cup of Coffee with a Dash of Love: An Investigation of Commercial Social Support and Third-Place Attachment Journal of Service Research by James Ward Beth Walker Amy Ostrom Mark Rosenbaum August,  2007

Physician reimbursement and use of information technology in patient care Medical Care by Michael Furukawa Jonathan Ketcham Mary Rimsza February,  2007

Physician practice size and variations in treatments and outcomes: Evidence from Medicare patients with acute myocardial infarction Health Affairs by Jonathan Ketcham Laurence Baker Donna MacIsaac January,  2007 Which physicians are affected most by Medicaid preferred drug lists for statins and antihypertensives? Pharmacoeconomics by Jonathan Ketcham Andrew Epstein January,  2007

Smoking Cessation: Planned versus Actual Behavior for time-inconsistent Consumers Marketing Science by Rajiv Sinha Fernando Machado 2007 The Valuation of Timber, Carbon, Fuelwood and NTFP in Forests Ecological Economics by G. Haripriya Sanjeev Sanyal Rajiv Sinha Pavan Sukhdev 2007

2006

Complaining to the Masses: The Role of Protest Framing in Customer-Created Complaint Web Sites Journal of Consumer Research by James Ward Amy Ostrom September,  2006 Complaining to the Masses: The Role of Protest Framing in Customer-Created Web Sites Journal of Consumer Research by James Ward Amy Ostrom September,  2006

Debiasing Insights from Process Tests Journal of Consumer Research by Barbara Kahn Mary Luce Stephen Nowlis June,  2006

Consumer Contamination: How Consumers React to Products Touched by Others Journal of Marketing by Andrea Morales Jennifer Argo Darren Dahl April,  2006

Positive and Negative Media Image Effects on the Self Journal of Consumer Research by Dirk Smeesters Naomi Mandel March,  2006

1-2: When a Singular Experience Leads to Dissociated Evaluations Journal of Consumer Psychology by Heather Honea Andrea Morales Gavan Fitzsimons 2006 A Contingency Approach to Adaptive Selling and Sales Performance: Selling Situations and Salesperson Characteristics Journal of Personal Selling & Sales Management by Donald Jackson Jr Ralph Giacobbe Lawrence Crosby Claudia Bridges 2006 Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments Journal of Interactive Marketing by Steven Bellman Eric Johnson Gerald Lohse Naomi Mandel 2006 Examining Career Development Programs for the Sales Force Journal of Business and Industrial Marketing by Donald Jackson Jr Thomas Hollmann Andrew Gallan 2006 Images of Success and the Preference for Luxury Products Journal of Consumer Psychology by Naomi Mandel Petia Petrova Robert Cialdini 2006 A Network Perspective of Account Manager Performance Journal of Business and Industrial Marketing by Michael Hutt Beth Walker 2006 The Role of Culture Strength in Shaping Salesforce Outcomes: A Two Study Investigation Journal of Personal Selling & Sales Management by Donald Jackson Jr John Barnes Michael Hutt Ajith Kumar 2006

2005

Patient and provider assessments of adherence and the source of disparities: Evidence from diabetes care Health Services Research by Karen Lutfey Jonathan Ketcham December,  2005

Service Customization Through Employee Adaptiveness Journal of Service Research by Kenneth Gwinner Stephen W. Brown Mary Jo Bitner Ajith Kumar November,  2005

Developing Effective Prevention Services for the Real World: A Prevention Service Development Model American Journal of Community Psychology by Irwin Sandler Amy Ostrom Mary Jo Bitner Tim Ayers Sharlene Wolchik Vicki Smith-Daniels June,  2005

The Influence of Consumer Distractions on the Effectiveness of Food Sampling Programs Journal of Marketing Research by Stephen Nowlis Baba Shiv May,  2005

Choosing Among Alternative Service Delivery Modes: An Investigation of Customer Trial of Self-Service Technologies Journal of Marketing by Mary Jo Bitner Matthew Meuter Amy Ostrom Stephen W. Brown April,  2005

Giving Firms an 'E' for Effort: Consumer Responses to High Effort Firms Journal of Consumer Research by Andrea Morales March,  2005 Three Paths to Disposition: The Movement of Meaningful Possessions to Strangers Journal of Consumer Research by John Lastovicka K. Fernandez March,  2005

Competitive Cognition Sloan Management Review by Beth Walker Michael Hutt Dimitri Kapelianis 2005 The effect of hospital competition and uncompensated care subsidies on mortality of hospital inpatients Health Services Research by Kevin Volpp Jonathan Ketcham Andrew Epstein Sankey Williams 2005 Investigating Drivers of Customer Defection: A Relative Weight Approach by Thomas Hollmann Cheryl Burke Jarvis 2005 A Model of Market Entry in an Emerging Technology Market IEEE Transactions on Engineering Management by Rajiv Sinha Charles Noble 2005 Perceptions of Assortment Variety: The Effects of Congruency Between Consumer's Internal and Retailer's External Organization Journal of Retailing by Andrea Morales Barbara Kahn Leigh McAlister Susan Broniarczyk 2005 The Problem of Measurement Model Misspecification in Behavioral and Organizational Research and Some Recommended Solutions Journal of Applied Psychology by Scott Mackenzie Philip Padsakoff Cheryl Burke Jarvis 2005

2004

The Effect of a Delay between Choice and Consumption on Consumption Enjoyment Journal of Consumer Research by Stephen Nowlis Naomi Mandel Deborah McCabe December,  2004

To Buy or Not to Buy: Response Mode Effects on Consumer Choice Journal of Marketing Research by Stephen Nowlis November,  2004

Business Marketing Management: B2B, 9th edition by Michael Hutt Thomas Speh 2004 Economic voting in US presidential elections: Who blames whom for what Topics in Economic Analysis and Policy by Daniel Eisenberg Jonathan Ketcham 2004 A Network Perspective on Marketing Strategy Performance Marketing Science by Mark Houston Michael Hutt C. Moorman Peter Reingen Aric Rindfleisch V. Swaminathan Beth Walker 2004 Relative Customer Profitability: An Empirical Investigation of Lifetime Duration and Customer Valuation in Relationship Marketing by Thomas Hollmann Cheryl Burke Jarvis 2004 Reputational Effectiveness in Cross-Functional Working Relationships Journal of Product Innovation Management by Edward Bond Beth Walker Michael Hutt Peter Reingen 2004 Specification of Formative Measurement Models in Marketing Research by Cheryl Burke Jarvis 2004

2003

Reference pricing of pharmaceuticals for Medicare: Evidence from Germany, the Netherlands and New Zealand by Patricia Danzon Jonathan Ketcham October,  2003

A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research Journal of Consumer Research by Cheryl Burke Jarvis Scott Mackenzie Philip Podsakoff September,  2003

Examining the Role of Trust in Professional Services by Donald Jackson Jr Mark Rosenbaum Carolyn Massiah August,  2003

Shifting Selves and Decision Making: The Effects of Self Construal Priming on Consumer Risk Taking Journal of Consumer Research by Naomi Mandel June,  2003

Achieving Reviewer Readiness Journal of the Academy of Marketing Science by Amy Ostrom 2003 Business Marketing by Michael Hutt Thomas Speh 2003 The Economic Impact of the 2003 Fiesta Bowl National Championship by Michael Mokwa 2003 Employee Roles in the Adoption of Self-Service Technologies (SSTs) by Consumers by Mary Jo Bitner Amy Ostrom Stephen W. Brown Ajith Kumar Susan Cadwallader 2003 The Influence of Technology Anxiety on Consumer Use and Experiences with Self-Service Technologies Journal of Business Research by Matthew Meuter Amy Ostrom Mary Jo Bitner Robert Roundtree 2003 The Internet as Information Minefield: An Analysis of the Source and Content of Brand Information Yielded by Net Searches Journal of Business Research by James Ward Amy Ostrom 2003 Market Orientation and Performance: On the Field and Beyond by Michael Mokwa 2003 A Social Network Perspective on Strategic Market Performance by Mark Houston Michael Hutt C. Moorman Peter Reingen A. Reinfleisch V. Swaminathan Beth Walker 2003 Software Privacy: An Empirical Of The Impact Of Network Externalities And Open-Source Alternatives On Willingness To Pay by Ajay Vinze Orneita Burton Raghu T. Santanam Rajiv Sinha 2003

2002

Coping with Ambivalence: The Effect of Removing a Neutral Option on Consumer Attitude and Preference Judgments Journal of Consumer Research by Stephen Nowlis Barbara Kahn Ravi Dhar December,  2002

Implementing Successful Self-Service Technologies Academy of Management Executive by Mary Jo Bitner Amy Ostrom Matthew Meuter November,  2002

An Analysis of the Role of Trust in Professional Services by Donald Jackson Jr Mark Rosenbaum Carolyn Massiah September,  2002 When Web Pages Influence Choice: Effects of Visual Primes on Experts and Novices Journal of Consumer Research by Naomi Mandel Eric Johnson September,  2002

Developing Synergies Between Promotions and Brands in Different Price-Quality Tiers Journal of Marketing Research by Katherine Lemon Stephen Nowlis May,  2002

Client Co-Production in Knowledge-Intensive Business Services California Management Review by Lance Bettencourt Amy Ostrom Stephen W. Brown Robert Roundtree 2002 A Commentary on Business-to-Business Marketing Textbooks: A Comparative Review Journal of Business-to-Business Marketing by Michael Hutt Thomas Speh 2002 Examining the Effects of Service Failure, Customer Compensation and Fault of Customers’ Satisfaction with Salespeople Journal of Marketing Theory and Practice by Donald Jackson Jr Scott Widmier 2002 Infusing Technology into Personal Selling Journal of Personal Selling & Sales Management by Donald Jackson Jr Scott Widmier Deborah Brown McCabe 2002 Keys to Implementing Productive Sales Force Automation Marketing Management Journal by Donald Jackson Jr Scott Widmier Mark Rosenbaum 2002 Marketing Orientation Dynamics and Alternative Strategic Orientations: A Longitudinal Assessment of Performance Implications Journal of Marketing by Charles Noble Rajiv Sinha Ajith Kumar 2002 Sales Force - Sales Manager Perceptions of the Selling Job: A Dyadic Comparison of Perceived Impact on Performance, Satisfaction and Commitment Journal of Marketing Theory and Practice by John Schlacter 2002 Self-Service Technologies by Amy Ostrom Mary Jo Bitner Matthew Meuter 2002 Social-Structural Foundations of Publication Productivity in the Journal of Consumer Research (1974-1994) by John Eaton James Ward Ajith Kumar Peter Reingen 2002

2001

An Evaluation of Self-Organizing Map Networks as a Robust Alternative to Factor Analysis in Data Mining Applications Information Systems Research by Melody Kiang Ajith Kumar June,  2001

Cross-Unit Competition for a Market Charter: The Enduring Influence of Structure Journal of Marketing by Mark Houston Beth Walker Michael Hutt Peter Reingen April,  2001 An Examination of Selected Factors Related to Sales Forces Automation Productivity by Donald Jackson Jr Mark Rosenbaum Scott Widmier April,  2001 Influencing R&D/marketing integration and the use of market information by R&D managers: Intended and unintended effects of managerial actions Journal of Business Research by Elliot Maltz William Souder Ajith Kumar April,  2001 Knowledge Structures and Retail Sales Performance: An Empirical Examination Journal of Retailing by Ajith Kumar Arun Sharma Michael Levy April,  2001

How to Implement a Customer Satisfaction Program Business Horizons by Donald Jackson Jr Earl Naumann Mark Rosenbaum January,  2001

Consumer Research: In Search of Identity Annual Reviews Psychology by Itamar Simonson Ziv Carmon Ravi Dhar Aimee Drolet Stephen Nowlis 2001 Customer Adoption of Self-Service Technologies: Internet Ordering by Mary Jo Bitner Stephen W. Brown Amy Ostrom Matthew Meuter Susan Cadwallader 2001 Customer Adoption of Self-Service Technologies: Model Development and Assessment by Matthew Meuter Mary Jo Bitner Amy Ostrom 2001 An Empirical Assessment of Salesperson Socialization: Contrasts Between Salespeople and Sales Managers by John Schlacter 2001 Lattice analysis: An approach for analyzing the dual containment structure of consumption phenomena by Peter Reingen 2001 Marketing Classics: A Selection of Influential Articles by Ben Enis Keith Cox Michael Mokwa 2001 Principals and Manufacturers' Representatives: Leadership Behaviors and Support Related to Effective Relationships by John Schlacter 2001 The Value of Brands in the Human Resource Market: Extending the Value of Brands Beyond the Consumer by Devon DelVecchio Cheryl Burke Jarvis 2001

2000

The Role of Explanations and Need for Uniqueness in Consumer Decision Making: Unconventional Choices Based on Reasons Journal of Consumer Research by Stephen Nowlis Itamar Simonson June,  2000

Exploring Multinational Salesforce Culture by Donald Jackson Jr Scott Widmier April,  2000

Case Study: Defining the Social Network of a Strategic Alliance Sloan Management Review by Michael Hutt Edwin Stafford Beth Walker Peter Reingen 2000 Consumption goals: A formal concept analysis by Stephen Brownstein Ajay Sirsi James Ward Peter Reingen 2000 Examining the Relationship between Work Attitudes and Propensity to Leave among Expatriate Salespeople Journal of Personal Selling & Sales Management by Earl Naumann Scott Widmier Donald Jackson Jr 2000 Implementing Marketing Strategies Journal of Marketing and Marketing Research of Russia by Charles Noble Michael Mokwa 2000 Knowledge structures and retail sales performance: An empirical examination Journal of Retailing by Arun Sharma Michael Levy Ajith Kumar 2000 Lattice Analysis in the Study of Motivation by Steven Brownstein Ajay Sirsi James Ward Peter Reingen 2000 Sales Promotions and the Choice Context as Competing Influences on Consumer Decision Making Journal of Consumer Psychology by Stephen Nowlis Itamar Simonson 2000 Self-Service Technologies: Understanding Customer Satisfaction with Technology-Based Service Encounters Journal of Marketing by Matthew Meuter Amy Ostrom Robert Roundtree Mary Jo Bitner 2000 Service Guarantees: Research and Practice by Amy Ostrom C. Hart 2000 Trying Hard or Hardly Trying: An Analysis of Context Effects in Choice Journal of Consumer Psychology by Ravi Dhar Stephen Nowlis Steven Sherman 2000

1999

Comparison Effects on Preference Construction Journal of Consumer Research by Stephen Nowlis Ravi Dhar Steven Sherman December,  1999 If Looks Could Sell: Moderation and Mediation of the Attractiveness Effect on Salesperson Performance International Journal of Research in Marketing by Mike Ahearne Thomas Gruen Cheryl Burke Jarvis December,  1999

Implementing Marketing Strategies: Developing and Testing a Managerial Theory Journal of Marketing by Charles Noble Michael Mokwa October,  1999

Life-style of the Tight and Frugal: Theory and Measurement Journal of Consumer Research by John Lastovicka Renee Shaw-Hughner Ronald Kuntze Lance Bettencourt June,  1999

One More Time: How Do You Satisfy Customers? Business Horizons by Earl Naumann Donald Jackson Jr May,  1999

The Effect of Time Pressure on Consumer Choice Deferral Journal of Consumer Research by Ravi Dhar Stephen Nowlis March,  1999 Examining the Use of Team Selling by Manufacturers' Representatives Industrial Marketing Management by Donald Jackson Jr Scott Widmier Janet Keith Ralph Giacobbe March,  1999

Motivating Employees to Act Ethically: An Expectancy Theory Approach Journal of Business Ethics by Robert Fudge John Schlacter February,  1999

The Effect of Organizational Context on Entrepreneurial Strategies in Franchising Journal of Business Venturing by Cecilia Falbe Thomas Dandridge Ajith Kumar January,  1999

Lifestyle Research by John Lastovicka 1999 Members Use of Self-Service Technologies by Mary Jo Bitner Stephen W. Brown Amy Ostrom Rajiv Sinha Matthew Meuter 1999 A Metric Measure for Direct Comparison of Competing Models in Covariance Structure Analysis Structural Equation Modeling: A Multidisciplinary Journal by Ajith Kumar Subhash Sharma 1999 Structural Analysis of Co-Author Relationships and Author Productivity in Selected Outlets for Consumer Behavior Research Journal of Consumer Psychology by John Eaton James Ward Ajith Kumar Peter Reingen 1999 Terror Management and Marketing: He Who Dies With the Most Toys Wins by Naomi Mandel Steven Heine 1999

1998

Examining the Effects of Services Failures and Customer Compensation on Customers’ Evaluations of Salespeople by Donald Jackson Jr Scott Widmier Robert Cardy April,  1998

Business Marketing Education: A Distinctive Role in the Undergraduate Curriculum Journal of Business-to-Business Marketing by Michael Hutt Thomas Speh 1998 The Effect of Guarantees on Consumers' Evaluation of Services Journal of Services Marketing by Amy Ostrom Dawn Iacobucci 1998 Executive Briefing: Retail and Technology Business Horizons by Cheryl Burke Jarvis 1998 An Exploratory Investigation of Consumers' Evaluations of External Information Sources in Prepurchase Search Advances in Consumer Research by Cheryl Burke Jarvis 1998 Factors Influencing Customers' Participation in Co-Production Service Roles by Amy Ostrom Robert Roundtree 1998 Linking Content to Practice in the Business Marketing Course: A Reply Journal of Business-to-Business Marketing by Michael Hutt 1998 SERV*OR: Managerial Measure of Organizational Service-Orientation Journal of Retailing by Richard Lytle Michael Mokwa Peter Hom 1998 The Strategic Course for a Dynamic New Service: Identity and the Divergent Beliefs of Managers by Mark Houston Beth Walker Michael Hutt 1998

1997

The Performance Consequences of Subfield Entry Strategic Management Journal by Rajiv Sinha Charles Noble June,  1997

Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals Journal of Marketing Research by Stephen Nowlis Itamar Simonson May,  1997

Exploring the Relationship among Liminal Transitions, Symbolic Consumption, and Extended Self Psychology and Marketing by Charles Noble Beth Walker January,  1997

The Activated Self and Consumer Behavior: A Cognitive Structure Perspective by Beth Walker Jerry Olson 1997 Imagery Processing in Consumer Behavior: A Theoretical Framework and Proposal for Measurement by Cheryl Burke Jarvis 1997 Strategic Marketing Management: 1996 AMA Faculty Consortium Briefing by Michael Hutt Michael Mokwa 1997

1996

Modeling individual preference evolution and choice in a dynamic group setting Journal of Marketing Research by Murali Chandrashekaran Beth Walker James Ward Peter Reingen May,  1996

Microcultural Analysis of Variation in Sharing of Causal Reasoning about Behavior Journal of Consumer Research by James Ward Ajay Sirsi Peter Reingen March,  1996 Paid - Versus Donated - Media Strategies for Public Service Announcement Campaigns Public Opinion Quarterly by John Murray Antoine Stam John Lastovicka March,  1996

The Effect of New Product Features on Brand Choice Journal of Marketing Research by Stephen Nowlis Itamar Simonson February,  1996

A Canonical Model of Consumer Evaluations and Theoretical Bases of Expectations by Dawn Iacobucci Amy Ostrom B. Braig A. Bezjian-Avery 1996 Commercial and interpersonal relationships; Using the structure of interpersonal relationships to understand individual-to-individual, individual-to-firm, and firm-to-firm relationships in commerce International Journal of Research in Marketing by Dawn Iacobucci Amy Ostrom 1996 Cross-Functional Strategy Decision Making: The Techno Project by G. Frankwick Michael Hutt 1996 Headline-Visual Consistency in Print Advertisements: Effects on Processing and Evaluation by Edwin Stafford Beth Walker Vincent Blasko 1996 The Impact of Salesperson Socialization on Organizational Commitment, Satisfaction and Performance in Professional Service Organization Journal of Professional Services Marketing by John Schlacter 1996 A network prospective on crossing the micro-macro divide in consumer behavior research by James Ward Peter Reingen 1996 Perceptions of Services Journal of Retailing and Consumer Sciences by Dawn Iacobucci Amy Ostrom 1996 Self-Relevance and Purchase Goals: Mapping a Consumer Decision Journal of the Academy of Marketing Science by Mark Houston Beth Walker 1996 SERV*OR: A Measure of Organizational Service Orientation by Richard Lytle Peter Hom Michael Mokwa 1996 Training Differences Between Services and Goods Firms: Impact on Performance, Satisfaction, and Commitment Journal of Professional Services Marketing by Tim Christiansen Kenneth Evans John Schlacter William Wolfe 1996 Training Differences Between Services and Goods Firms: Impact on Performance, Satisfaction, and Committment Journal of Customer Service in Marketing and Management by John Schlacter 1996 Understanding the Influence of Lifestyle Traits on Consumption Beliefs by John Murray John Lastovicka Jon Austin 1996 What Drives the Marketing Manager in Strategy Implementation? Measuring and Assessing Role and Strategy Commitment by Charles Noble Michael Mokwa 1996

1995

Operationalizing the Service Construct: Exploratory Research Using Consumer Perceptions Psychology and Marketing by John Schlacter September,  1995

Isolating the Determinants of Innovativeness: A Split Population Tobit (SPOT) Duration Model of Timing and Volume of First and Repeat Purchase Journal of Marketing Research by Murali Chandrashekaran Rajiv Sinha August,  1995

Strategic Groups, Mobility Barriers, and Competitive Advantage: An Empirical Investigation Journal of Business Research by Sikiru Olusoga Michael Mokwa Charles Noble June,  1995

Examining How Sales Managers Evaluate Their Salespeople's Performance by John Schlacter April,  1995

Consumer Trade-Offs and the Evaluation of Services Journal of Marketing by Amy Ostrom Dawn Iacobucci January,  1995

Cross-functional working relationships in marketing Journal of the Academy of Marketing Science by Michael Hutt 1995 Distinguishing Service Quality and Customer Satisfaction: The Voice of the Consumer Journal of Consumer Psychology by Dawn Iacobucci Amy Ostrom Kent Grayson 1995 Endogenous Entry and Profitability: A Dynamic Model by Rajiv Sinha Paul Diederen 1995 Examining How Sales Managers Evaluate Their Salespeople's Performance by Donald Jackson Jr John Schlacter Gary Wolfe 1995 Examining the Bases Utilized for Evaluating Salespeople's Performance Journal of Personal Selling & Sales Management by Donald Jackson Jr John Schlacter Gary Wolfe 1995 Hurdle the cross-functional barriers to strategic change Sloan Management Review by Michael Hutt Beth Walker G. Frankwick 1995 Managing the Industrial Salesforce Culture Journal of Personal Selling & Sales Management by Donald Jackson Jr Stephen Tax J. Berves 1995 Marketing Classics: A Selection of Influential Articles, Eighth Edition by Ben Enis Keith Cox Michael Mokwa 1995 A Methodological Interpretation of the Experimental and Survey Research Evidence Concerning Alcohol Advertising Effects by John Lastovicka 1995 Questing for Self and Community in Postmodernity Through Consumption by Linda Price Eric Arnould Beth Walker 1995 Understanding the Translation of Strategy Into Action: An Implementor Frame of Reference Approach by Don Saunders James Ward 1995 Virtual Community: A Sociocognitive Analysis by Neil Granitz James Ward 1995

1994

Relationship Selling: The Personalization of Relational Marketing Asia-Australia Marketing Journal by Donald Jackson Jr August,  1994

Relational Bonds in Industrial Exchange: An Experimental Test of the Transaction Cost Economic Framework Journal of Business Research by Donald Jackson Jr Bruce Pilling Lawrence Crosby July,  1994

Evaluating an Anti-Drinking and Driving Advertising Campaign: A Rejoinder to MacKinnon Journal of American Statistical Association by John Murray Atonie Stam John Lastovicka June,  1994

Evolving patterns of organizational beliefs in the formation of marketing strategy Journal of Marketing by G. Frankwick James Ward Michael Hutt Peter Reingen April,  1994

Belief Structures in Conflict: Mapping a Strategic Marketing Decision Journal of Business Research by G. Frankwick Beth Walker James Ward 1994 The Calculus of Service Quality and Customer Satisfaction: Theoretical and Empirical Differentiation and Integration by Dawn Iacobucci Amy Ostrom 1994 Comparing U.S. and Japanese Market Research Firms California Management Review by Donald Jackson Jr Earl Naumann William Wolfe 1994 Customer Satisfaction Fables Sloan Management Review by Dawn Iacobucci Kent Grayson Amy Ostrom 1994 Examining the Salesforce Culture: Managerial Applications and Research Propositions Journal of Personal Selling & Sales Management by Donald Jackson Jr Stephen Tax John Barnes 1994 Exploring the Relationships between Means-End Knowledge and Involvement by Michael Mulvey Jerry Olson Richard Celsi Beth Walker 1994 Service Environments: The Effect of Quality and Decorative Style on Emotions, Expectations, and Attributions by James Ward John Eaton 1994 Technology Diffusion and Firm Performance by Rajiv Sinha Paul Diederen 1994 Typicality as a Determinant of Affect in Retail Environments by John Barnes James Ward 1994

1993

MARKOR: A Measure of Market Orientation Journal of Marketing Research by Ajay Kohli Bernard Jaworski Ajith Kumar November,  1993

Organizational Innovativeness: A Two Stage Econometric Model International Journal of Research in Marketing by Stephane Gauvin Rajiv Sinha June,  1993

Meta-Analysis with Heteroscedastic Effects Journal of Marketing Research by Murali Chandrashekaran Beth Walker May,  1993

Evaluating an Anti-Drinking and Driving Advertising Campaign with a Sample Survey and Time Series Intervention Analysis Journal of American Statistical Association by John Murray Antoine Stam John Lastovicka March,  1993

Capturing Individual Differences in Paired Comparisons: An Extended BTL Model Incorporating Descriptor Variables Journal of Marketing Research by William Dillon Ajith Kumar Melinda Smith de Borrero February,  1993

An Integrative Assessment of Retail Evolution: An Inquiring Systems Perspective International Review of Retail, Distribution, and Consumer Research by John Schlacter January,  1993

Cognitive Style, Problem Solving and Marketing Analysis Marketing Education Review by Roger McIntyre Michael Mokwa 1993 Developing and Enhancing Marketing Students' Skills Marketing Education Review by Shannon Shipp Charles Lamb Michael Mokwa 1993 The Effect of Local Consideration Sets on Global Choice Between Lower Price and Higher Quality Marketing Science by Itamar Simonson Stephen Nowlis Katherine Lemon 1993 Gender Differences in the Impact of 'Core' and 'Relational' Aspects of Services on the Evaluation of Service Encounters Journal of Consumer Psychology by Dawn Iacobucci Amy Ostrom 1993 Innovation Diffusion in a model of oligopolistic competition by Paul Diederen Rajiv Sinha 1993 Relationship Selling: The Personalization of Relational Marketing by Donald Jackson Jr 1993 Social Perception and Interpersonal Influence: Some Consequences of the Physical Attractiveness Stereotype in a Personal Selling Setting Journal of Consumer Psychology by Peter Reingen Jerome Kernan 1993

1992

The Construct Validity of Intrinsic Sources of Personal Relevance: An Intra-Individual Source of Felt Involvement Journal of Business Research by Richard Celsi Simeon Chow Jerry Olson Beth Walker September,  1992 Is Construct Validity A Problem of Measurement or Theorectical Generalization? A Rejoinder to Malholtra Journal of Business Research by Beth Walker Jerry Olson Richard Celsi Simeon Chow September,  1992

Consumer Evoked Set Decision-Making: A Model of the Effects of Involvement, Source Creditability and Reaction on Consumer's Responsiveness to Price When Marketing Services Psychology and Marketing by John Schlacter June,  1992

Evaluating Health Care Quality: The Moderating Role of Outcomes Journal of Health Care Marketing by Richard Lytle Michael Mokwa March,  1992 Feeling and Liking Responses to Television Programs: An Examination of Two Explanations for Media-Context Effects Journal of Consumer Research by John Murray John Lastovicka Surendra Singh March,  1992

An Integrative Look at the Use of Additive and Multiplicative Covariance Structure Models in the Analysis of MTMM Data Journal of Marketing Research by Ajith Kumar William Dillon February,  1992 A Split Hazard Model for Analyzing the Diffusion of Innovations Journal of Marketing Research by Rajiv Sinha Murali Chandrashekaran February,  1992 A Split Hazard Model for Analyzing the Diffusion of Innovations Journal of Marketing Research by Rajiv Sinha Murali Chandrashekaran February,  1992

Consumer Decision Making: A Model of the Effects of Involvement, Source Credibility, and Location on the Size of the Price Difference Required to Induce Consumers to Change Suppliers Psychology and Marketing by Robert St Louis Jerry Gottlieb John Schlacter 1992 Measuring the Prototypicality and Meaning of Retail Environments Journal of Retailing by James Ward Mary Jo Bitner John Barnes 1992 Modeling the Consumption of Infrequently Purchased Industrial Products by Rajiv Sinha 1992 New Perspectives for Self-Research by Beth Walker 1992 The Relationship Between Organizational Structure and Power in the Buying Center by Donald Jackson Jr Earl Naumann Stephen Tax 1992 Success-Producer and Failure-Preventer Marketing Skills: A Social Learning Theory Interpretation Journal of the Academy of Marketing Science by Darryl McKee Jeffery Conant P. Varadarajan Michael Mokwa 1992

1991

Means-End Chains: Connecting Products with Self Journal of Business Research by Beth Walker Jerry Olson March,  1991

Common Factor Score Estimates in Multiple Regression Problems Journal of Marketing Research by John Lastovicka Kanchana Thamodaran February,  1991

Advisors as Information Sources in Venture Start-ups Journal of Small Business Management by Barry L. Van Hook Michael Hutt Larry Smeltzer 1991 An Assessment of Students' Perceptions of Marketing Professors' Offices by Dan Gossett James Ward 1991 Decision Factors Related to the Adoption of a Homebased Format in New Venture Development: A Grounded Theory by Barry L. Van Hook Michael Hutt 1991 Designing Effective Promotional Games: Opportunities and Problems Journal of Advertising by James Ward Ronald Hill 1991 Developmental Coalitions: Evidence from Canadian Patents by Stephane Gauvin Rajiv Sinha 1991 Examining Selected Differences Between Industrial and Consumer Product Managers by Donald Jackson Jr Lonnie Ostrom W. Cummings 1991 Inter-Firm and Intra-Firm Diffusion: A Generalized Tobit Model by Rajiv Sinha 1991 The Outcomes of Life in Academe: Career Tracking of Marketing Ph.D. Students Journal of Marketing Education by James Ward Mary Jo Bitner David Gourley 1991 Reconceptualizing Comparative Advertising: A Framework and Theory of Effects by Beth Walker Helen Anderson 1991

1990

Sociocognitive Analysis of Group Decision-Making Among Consumers Journal of Consumer Research by James Ward Peter Reingen December,  1990

Alternative Approaches to Understanding theDeterminants of Typicality Journal of Consumer Research by Barbara Loken James Ward September,  1990 Strategic Types, Distinctive Marketing Competencies and Organizational Performance: A Multi-Measures-Based Study Strategic Management Journal by Jeffery Conant Michael Mokwa P. Varadarajan September,  1990

The Effects of Alternative Types of Influence Strategies Under Different Channel Dependence Structures Journal of Marketing by Donald Jackson Jr Janet Keith Lawrence Crosby July,  1990

On the Use of Confirmatory Measurement Models in the Analysis of Multiple-Informant Reports Journal of Marketing Research by Ajith Kumar William Dillon February,  1990

Evaluating the Measurement Validity of Lifestyle Typologies with Qualitative Measures and Multiplicative Factoring Journal of Marketing Research by John Lastovicka John Murray Erich Joachimsthaler 1990 The Family Resemblance Approach to Understanding Categorization of Products: Measurement Problems, Alternative Solutions, and Their Assessment by Don Saunders Stephen Tax James Ward Kym Young Barbara Loken 1990 A Grouped Split Population Model for Analyzing the Diffusion of Innovations by Murali Chandrashekaran Rajiv Sinha 1990 The Impact of Services versus Goods on Consumers' Assessment of Perceived Risk and Variability Journal of the Academy of Marketing Science by John Schlacter 1990 A Lifestyle Typology to Model Young Male Drinking and Driving (reprint) by John Lastovicka John Murray Erich Joachimsthaler Gaurav Bhalla Jim Scheurich 1990 The Relationship Between Means-End Chains and Product Involvement by Richard Celsi Jerry Olson Beth Walker 1990 A Split Population Survival time Model for Analyzing the Diffusion of Innovations by Rajiv Sinha Murali Chandrashekaran 1990 Toward a Taxonomy of Marketing Skills by Darryl McKee Jeffery Conant Michael Mokwa 1990

1989

Confirmatory Analysis of Aggregate Hierarchical Market Structures: Inferences From Brand-Switching Behavior Journal of Marketing Research by Ajith Kumar November,  1989

Embedded Influence Patterns in Organizational Buying System Journal of Marketing by John Ronchetto, Jr. Michael Hutt Peter Reingen October,  1989

An Integrative Assessment of Retail Evaluation: An Inquiring Systems Perspective by John Schlacter Kenneth Evans John Barnes August,  1989

Pricing Policy and Performance In Health Maintenance Organizations Journal of Health Care Marketing by Jeffery Conant Michael Mokwa John Burton Jr. March,  1989

Mood Manipulations in Marketing Research: An Examination of Potential Confounding Effects Journal of Marketing Research by Ronald Hill James Ward February,  1989

Context Effects on Product Category Membership by Cynthia Huffman Barbara Loken James Ward 1989 Demographic and Lifestyle Selection Error in Mall Intercept Data Journal of Advertising Research by John Murray John Lastovicka Gaurav Bhalla 1989 An Econometric Model of Market Entry in Technology Markets IEEE Transactions on Engineering Management by Rajiv Sinha 1989 Examining Product Managers' Job Satisfaction and Performance Using Selected Organizational Behavior Variables Journal of the Academy of Marketing Science by Donald Jackson Jr Theodore Cummings Lonnie Ostrom 1989 Innovation in Industrial Organizations: A Two-Stage Econometric Model by Stephane Gauvin Rajiv Sinha 1989 Metaphor in Promotional Communications by James Ward William Gaidis 1989 Paradox, Advertising and the Creative Process Current Issues in Advertising by Vincent Blasko Michael Mokwa 1989 The Policy Characteristics and Organizational Dynamics of Social Marketing by Michael Mokwa 1989 SEEM: A Measure of Service Environment Meaning by James Ward Mary Jo Bitner Dan Gossett 1989 The Use of Vivid Stimuli to Enhance Accurate Comprehension of the Content of Product Warning Messages Journal of Consumer Affairs by C. Kelly William Gaidis Peter Reingen 1989

1988

Branded Versus Generic Prescription Drugs: Comparisons between Perceived Risk and Efficiency Journal of Health Care Marketing by John Schlacter September,  1988

Tracing Emergent Processes in Marketing Strategy Formation Journal of Marketing by Michael Hutt Peter Reingen John Ronchetto, Jr. January,  1988

Designing Effective Promotional Games: A Theory-Based Approach by James Ward Ronald Hill 1988 A Guide to Academic Interviewing for Doctoral Candidates: A Prototype Matching Perspective by Beth Walker Richard Celsi 1988 The Impact of Monetary Inducement on Uninformed Response Error Journal of the Academy of Marketing Science by Donald Jackson Jr Del Hawkins Kenneth Coney 1988 Improving the Detection of Personality-Behavior Relationships in Consumer Research Journal of Consumer Research by John Lastovicka Erich Joachimsthaler 1988 MeraBank: Changing Identity for Strategic Advantage by Michael Mokwa Robba Benjamin Margaret McGuckin John Grant 1988 Retail Trade Associations: Enhancing Members' Power in Relationships with Suppliers Journal of Retailing by Donald Jackson Jr Nader Shooshtari Bruce Walker 1988 Selling: The Personal Force in Marketing by Donald Jackson Jr William Cunningham Isabella Cunningham 1988 The Trait Validity of Intrinsic Sources of Personal Relevance: An Intra-Individual Source of Involvement by Richard Celsi Simeon Chow Jerry Olson Beth Walker 1988

1987

Constrained Distrimination via MDI Estimation: The Use of Additional Information in Segmentation Analysis Journal of Marketing Research by Ajith Kumar William Dillon November,  1987

A Lifestyle Typology to Model Young Male Drinking and Driving Journal of Consumer Research by John Lastovicka John Murray Erich Joachimsthaler Gaurav Bhalla Jim Scheurich September,  1987

Determinants of Consumer Satisfaction with Education College and University by Kathy Chadwick James Ward February,  1987 The Interaction of Measurement and Structure in Simultaneous Equation Models with Unobservable Variables Journal of Marketing Research by Ajith Kumar William Dillon February,  1987

Offending Estimates in Covariance Structure Analysis: Comments on the Causes of and Solutions to Heywood Cases Psychological Bulletin by William Dillon Ajith Kumar Narendra Mulani January,  1987

An Application of Strategic Planning in Hospital Fundraising Journal of Hospital Marketing by John Schlacter 1987 Confronting Marketing Management Reality: A Design and Instructional Strategy for an Intermediate Marketing Management Course Journal of Marketing Education by Jeffery Conant Michael Mokwa 1987 The Effects of Promotional Games on Participants' Moods and Information Processing Behavior by James Ward Ronald Hill Meryl Gardner 1987 Ethical Consciousness and the Competence of Product Management: Beyond Righteousness, Rituals and Rules by Michael Mokwa 1987 Examining the Relative Importance of Industrial Pricing Components Across Different Buying Situations by Donald Jackson Jr Janet Keith Bruce Pilling 1987 Explaining Consumers' Reaction to Price Changes in Service Industries Journal of Professional Services Marketing by John Schlacter 1987 Explaining Consumers' Reactions to Price Changes in Service Industries: The Effects of the Location of the Service Provider, the Credibility of the Information Source and the Importance of the Service to the Consumer Journal of Professional Services Marketing by Robert St Louis Jerry Gottlieb Robert Gwinner John Schlacter 1987 The Generality of Typicality Effects on Preference and Comparison: An Exploratory Test by James Ward Barbara Loken 1987 Management Styles and Marketing Strategies: An Analysis of HMOs Health Care Management Review by Jeffery Conant Michael Mokwa S. Wood 1987 Modeling the Predictive Ability of the Nash Bargaining Solution by Rajiv Sinha Srivasti Seshadri 1987 The Relative Importance of Various Promotional Elements in Different Industrial Purchase Situations Journal of Advertising by Donald Jackson Jr Janet Keith Richard Burdick 1987 Social Network Analysis: Emergent versus Prescribed Patterns in Organizational Buying Behavior by Michael Hutt Peter Reingen 1987 Social Ties and Word-of-Mouth Referral Behavior Journal of Consumer Research by J. Johnson Brown Peter Reingen 1987 Toward Developing a Two-Set Paradigm for Consumer Evoked Set Decision-Making Journal of Consumer Marketing by John Schlacter 1987 Using Discovery Techniques to Teach Marketing: Evaluation and Prospects by James Ward William Rudelius 1987 A Word-of-Mouth Network by Peter Reingen 1987

1986

An analysis of award-winning advertising headlines Journal of Advertising Research by Richard Beltramini Vincent Blasko April,  1986

C.A.I. In Marketing Pedagogy: A Review and Application to a Corresponding Course by John Schlacter February,  1986

The Politics of Marketing: Analyzing the Parallel Political Marketplace Journal of Marketing by Michael Hutt Michael Mokwa Stanley Shapiro January,  1986

The Application of a Marketing Systems/Planning Framework to Design a Ground-Air Medical Transport Service Journal of Hospital Marketing by John Schlacter Susan Chasin Chris Shirley 1986 Creativity in Advertising: A Janusian Perspective Journal of Advertising by Vincent Blasko Michael Mokwa 1986 Decision-Making in the Household: A Comparison Between Married and Co-Habitating Couples Akron Business and Economic Review by John Schlacter 1986 Examining the Comprehensive Examination Process in Marketing Doctoral Programs by Donald Jackson Jr Michael Mokwa Thomas Buckles 1986 Examining the Relative Importance of Physical Distribution Service Elements Journal of Business Logistics by Donald Jackson Jr Janet Keith Richard Burdick 1986 HMO Industry Marketing Practices and Performance by Michael Mokwa 1986 The Influence of Physical Similarity on Generalization of Affect and Attribute Perceptions from National Brands to Private Label Brands by James Ward Barbara Loken Ivan Ross Tedi Hasapapolous 1986 The Marketing Audit by Michael Mokwa 1986 Measures of the Attribute Structure Underlying Product Typicality by Barbara Loken James Ward 1986 Nonprofit Marketing by Michael Mokwa 1986 Public Service Advertising by Vincent Blasko Michael Mokwa 1986 Referral Networks in Marketing: Methods and Illustration Journal of Marketing Research by Peter Reingen Jerome Kernan 1986 The Strategic Marketing Audit: An Adoption/Utilization Perspective The Journal of Business Strategy by Michael Mokwa 1986 Teaching the Marketing Policy Course by James Donnelly Sharon Beatty O. Ferrell Michael Mokwa 1986 Vertical Territorial Restraints: Rules of Legality and Guidelines for Channel Design Journal of the Academy of Marketing Science by Donald Jackson Jr Lonnie Ostrom Craig Kelley 1986

1985

The Role of Sales Managers and Salespeople in a Marketing Information System Journal of Personal Selling & Sales Management by John Schlacter Kenneth Evans November,  1985

Purchasing Agents' Perceived Importance of Marketing Mix Components in Different Industrial Purchase Situations Journal of Business Research by Donald Jackson Jr Richard Burdick Janet Keith August,  1985

Decision-Making in the Household: The Case of Cohabitating Couples by John Schlacter May,  1985 Information Seeking Behavior in Consumer Disposition of Durable Goods by John Schlacter May,  1985 Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns Journal of Personal Selling & Sales Management by Michael Hutt Wesley Johnston John Ronchetto, Jr. May,  1985 Utilizing Effort and Task Difficulty Information in Evaluating Salespeople Journal of Marketing Research by John Mowen Donald Jackson Jr Janet Keith Stephen W. Brown May,  1985

Determinants of Choice in Consumer Disposition of Durable Goods by John Schlacter April,  1985

Advertising Faculty Promotion and Tenure Policies and Practices by John Schlacter March,  1985

A Test of Reducing Callbacks and Not-At-Home Bias in Personal Interviews by Weighting At-Home Respondents Journal of Marketing Research by James Ward Bertram Russick William Rudelius February,  1985

4MODE1 and 4MODE2: Programs to Estimate the Four-Mode Component Model Journal of Marketing Research by Erich Joachimsthaler John Lastovicka 1985 Behavioral Influence: A New Look in Persuasion Research by Jerome Kernan Peter Reingen 1985 Business Executives' Evaluations of Various Aspects of Outside Legal Services by Donald Jackson Jr Stephen W. Brown Janet Keith 1985 The Channels Manager: Now, Soon or Never? Journal of the Academy of Marketing Science by Donald Jackson Jr Bruce Walker Janet Keith 1985 Four-mode Component Analysis: Exposition and Application to Communication Research by John Lastovicka 1985 Knowledge and Marketing: Exploring the Foundations of Inquiry by Michael Mokwa Kenneth Evans 1985 Marketing Faculty Promotion and Tenure Policies and Practices Journal of Marketing Education by John Schlacter Craig Kelley Richard Beltramini 1985 The Quintessential Snack Food: Measurement of Product Prototypes by James Ward Barbara Loken 1985 Sampling Designs for Sample Surveys of Advertisers and Agencies Current Issues and Research in Advertising by John Lastovicka 1985 Students Are Consumers: Assessing Satisfaction in a Higher Education Context Journal of Marketing Education by Jeffery Conant Jacqueline Johnson Michael Mokwa 1985 Time Interval Bias: Its Impact on Advertising Budgeting Current Issues and Research in Advertising by Mark Moriarty John Lastovicka 1985 Utilizing the Strategic Planning Process in the Development of Innovative Hospital based Programs Journal of Professional Services Marketing by John Schlacter Richard Beltramini Ellen Montanari 1985 Who is Responsible for Managing Marketing Channels in Manufacturing Firms by Donald Jackson Jr Janet Keith Bruce Walker 1985

1984

The Paris-Peoria Solution: Innovations in Appraising Sales Personnel Journal of Personal Selling & Sales Management by John Schlacter November,  1984

Differences Between Industrial and Consumer Product Managers Industrial Marketing Management by Donald Jackson Jr Lonnie Ostrom W. Cummings May,  1984 Factors Influencing Choice in Consumer Disposition Decisions: An Empirical Investigation Research Abstract - Academy of Marketing Science by John Schlacter May,  1984

Asset and Margin Management Are Crucial to a Retailer's Success American Nurseryman by John Schlacter March,  1984

The Advertising Budgeting Practices of Industrial Marketers Journal of Marketing by Vincent Blasko Charles Patti 1984 Behavioral Influence Applied to Personal Selling Situations by Jerome Kernan Peter Reingen 1984 Brand Congruence in Interpersonal Relations: A Social Network Analysis Journal of Consumer Research by Peter Reingen B. Foster J. Johnson Brown S. Seidman 1984 The Channels Manager: Marketing's Newest Aide? (reprint 2) Readings in Marketing Management: A Strategic Perspective by Donald Jackson Jr Bruce Walker 1984 Grouping Segments for Profitability Analysis (reprint) Readings in Marketing Management: A Strategic Perspective by Donald Jackson Jr Lonnie Ostrom 1984 The Impact of Changing Cigarette Warning Message Content and Format by Gaurav Bhalla John Lastovicka 1984 The Marketing Strategy Center: Diagnosing the Industrial Marketer's Interdisciplinary Role Journal of Marketing by Michael Hutt Thomas Speh 1984 Measurement and Correlates of Social Attitudes Journal of Business Ethics by Donald Jackson Jr Ramon Aldag 1984 Optimal Stimulation Level-Exploratory Behavior Models Journal of Consumer Research by Erich Joachimsthaler John Lastovicka 1984 Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach Journal of Marketing by Donald Jackson Jr Richard Burdick Janet Keith 1984 Student Satisfaction: Exploring the Disconfirmation Framework in a Higher Education Context by Jaqueline Brown Jeffery Conant Michael Mokwa 1984 Virtue and Vice: The Use of Models by Marketing Theorists by James Ward Robert Ruekert 1984

1983

Evaluation of Selling Performance: A Study of Current Practices Journal of Personal Selling & Sales Management by Donald Jackson Jr Janet Keith John Schlacter November,  1983

Realigning Industrial Marketing Channels Industrial Marketing Management by Michael Hutt Thomas Speh July,  1983

Channel Management and the Channel Manager by Donald Jackson Jr Bruce Walker Janet Keith 1983 Convergent and Discriminant Validity of Television Commercial Rating Scales Journal of Advertising by John Lastovicka 1983 A Pilot Test of Krugman's 'Three-Exposure Theory' by John Lastovicka 1983 Salience of Behavior and the Effect of Labeling by Peter Reingen William Bearden 1983 Social Action Marketing: The Third Sector Policy Context by Michael Mokwa 1983

1982

Expectancy Theory Research On Sales Personnel: A Review of the Theoretical and Empirical Evidence Journal of Personal Selling & Sales Management by John Schlacter November,  1982

Stress: Causes, Consequences, and Coping Strategies Personnel by John Schlacter August,  1982

The Channels Manager: Marketing's Newest Aide? (reprint) Marketing Espansione by Donald Jackson Jr Bruce Walker February,  1982 Factors Contributing to the Performance and Satisfaction of Branch Managers Arizona Business by Donald Jackson Jr William Reif Kenneth Euske February,  1982 Measures Used to Evaluate Industrial Marketing Activities Industrial Marketing Management by Donald Jackson Jr Lonnie Ostrom Kenneth Evans February,  1982

The Arts in Arizona: A Study of Impact by Michael Mokwa 1982 Do Consumers Have Brand Attitudes? Journal of Economic Psychology by John Lastovicka Edward Bonfield 1982 Evaluation in Marketing Education: The Case of the Final Exam by Donald Jackson Jr Nabil Razzouk Louis Grossman 1982 In Pursuit of Marketing Knowledge: An Exploration into Philosophies of Inquiry by Michael Mokwa Kenneth Evans 1982 Matching Marketing Strategy to the Marketing Environment by Donald Jackson Jr Frank Shipper Corbet Gaulden 1982 Negative Information: Asset or Liability by Donald Jackson Jr Jeffrey Ferguson 1982 On the Validation of Life Style Traits: A Review and Illustration Journal of Marketing Research by John Lastovicka 1982 Test of a List Procedure for Inducing Compliance with a Request to Donate Money Journal of Applied Psychology by Peter Reingen 1982 Test of a List Procedure for Inducing Compliance with a Request to Donate Money (unsolicited abstract - reprint) Journal of Applied Psychology by Peter Reingen 1982 Utilization of Segmental Analysis and Performance Measures by Donald Jackson Jr Lonnie Ostrom Kenneth Evans 1982

1981

Budgeting Practices of Big Advertisers Journal of Advertising Research by Charles Patti Vincent Blasko December,  1981

Consequences of the physical attractiveness stereotype in buyer-seller interactions: Affect, intention and behavior by Peter Reingen Ilkka Ronkainen Larry Gresham 1981 Educating Marketing Doctoral Students: Are We Teaching Them to Teach? by Donald Jackson Jr Nabil Razzouk 1981 The Extension of Component Analysis to Four-Mode Matrices Psychometrika by John Lastovicka 1981 Government Marketing: An Inquiry into Theory, Process and Perspective by Michael Mokwa 1981 Government Marketing: Theory and Practice by Michael Mokwa Steven Permut 1981 Leaders in Sales and Sales Management: W. J. E. Crissy Journal of Personal Selling & Sales Management by Donald Jackson Jr William Cunningham 1981 A Marketing Logic for the Fine Arts Continuum by Michael Mokwa 1981 Review of buyer-seller interactions by Arch Woodside Peter Reingen 1981

1980

Personality and Its Measurement: A Replication Study Using C.A.D. by John Schlacter Raymond Fisk November,  1980

The Marketing Concept in Law Enforcement Agencies Journal of Police Science and Administration by John Schlacter Terry Stewart September,  1980 Planning For Corporate Social Action Managerial Planning by Donald Jackson Jr Ramon Aldag September,  1980

Path Analysis of Buyer Behavior Under Conditions of Crowding Journal of Marketing Research by Gilbert Harrell Michael Hutt J. C. Anderson February,  1980

Behavioral Effects of the Physical Attractiveness Stereotype in Personal Selling by Peter Reingen Larry Gresham Jerome Kernan 1980 The Channels Manager: Marketing's Newest Aide? California Management Review by Donald Jackson Jr Bruce Walker 1980 Cognitive Biases in Sales Management Evaluations Journal of Personal Selling & Sales Management by Donald Jackson Jr John Mowen Stephen W. Brown 1980 Do Sales Managers Really Manage by Objectives? by Donald Jackson Jr John Schlacter 1980 Exploring the Nomological Validity of Life Style Types by John Lastovicka Edward Bonfield 1980 Exploring the Performance and Satisfaction of Bank Managers Journal of Bank Research by Donald Jackson Jr Kenneth Euske William Reif 1980 Grouping Segments for Profitability Analysis MSU Business Topics by Donald Jackson Jr Lonnie Ostrom 1980 Life Cycle Costing in Industrial Purchasing Journal of Purchasing and Materials Management by Donald Jackson Jr Lonnie Ostrom 1980 Macromarketing Analysis and Theory Development: Perspectives from Parsons' General Theory of Social Systems by Michael Mokwa Ben Enis Ricky Griffin 1980 Marketing Control and Evaluation: A Framework for Responsive Arts Administration by Michael Mokwa 1980 Marketing Management and the Arts by Michael Mokwa Kent Nakamoto Ben Enis 1980 Marketing System Approach to Higher Education Administration Education by John Schlacter Lonnie Ostrom 1980 Marketing the Arts by Michael Mokwa William Dawson E. Prieve 1980

1979

Exploring the Dimensions of Comparative Magazine Advertisements Journal of Advertising Research by Donald Jackson Jr Stephen W. Brown R. Harmon December,  1979

Abandon Bad R & D Projects with Earlier Marketing Appraisals Industrial Marketing Management by John Schlacter Donald New November,  1979

Family Life Cycle Revisited by John Schlacter Nabil Razzouk Mark Mills May,  1979 Impact of a Computerized MIS on Management Decision Making Industrial Marketing Management by John Schlacter May,  1979

The Current Status of Comparative Advertising Arizona Business by Donald Jackson Jr Stephen W. Brown February,  1979

Are Attitude Models Appropriate for Mass TV Advertising? by John Lastovicka 1979 Cognitive Effects of the Physical Attractiveness Stereotype in Personal Selling by Ilkka Ronkainen Peter Reingen 1979 Components of Involvement by John Lastovicka David Gardner 1979 Consumer Policy Decisions: A Marketing Orientation Public Policy Issues in Marketing by Michael Mokwa Ben Enis Norman Kangun 1979 The Development of Marketing Thought Course by Donald Jackson Jr 1979 Further Evidence on Interpersonal Yielding Journal of Marketing Research by Peter Reingen Jerome Kernan 1979 How You Can Raise Your Fund Raising Productivity Journal of National Society of Fund Raising by S. Boyle P. Jacobs Peter Reingen 1979 Inducing Compliance with a Request: The List Technique by Peter Reingen 1979 Inducing Compliance with Requests: Foot-in-the-Door and Legitimization of Paltry Contributions by Peter Reingen 1979 Life Cycle Pricing: A Tool For Industrial Marketers by Donald Jackson Jr Lonnie Ostrom 1979 Low Balling Applied to Retail Settings: An Initial Experiment by William Motes Peter Reingen Arch Woodside 1979 The Marketing Management Matrix: A Taxonomy for Strategic Comprehension by Ben Enis Michael Mokwa 1979 The Professor Consultant: An Important Marketing Resource Journal of the Academy of Marketing Science by Donald Jackson Jr Stephen W. Brown 1979 Questioning the Concept of Involvement Defined Product Classes by John Lastovicka 1979 The Relative Power of Participants in the Purchase of Industrial Components by Donald Jackson Jr James Cooley Lonnie Ostrom 1979 The Retail Buying Committee: A Look at Cohesiveness and Leadership Journal of Retailing by Michael Hutt 1979 Three-Mode Factor Analysis in Marketing Research by John Lastovicka 1979

1978

Applications of Modern Management Concepts in the Service Industries by John Schlacter Louis Grossman November,  1978 The Continuing Education Needs of Sales Managers Training and Development Journal by Donald Jackson Jr John Schlacter November,  1978

Executives' Perception of Development Needs in the Area of Sales Management by John Schlacter Donald Jackson Jr August,  1978

Integrating ROI and MBO Through an MIS: An Experiment by John Schlacter March,  1978

Marketing Perspective Would Improve Public Policy Development, Implementation Marketing News by Ben Enis Michael Mokwa Norman Kangun February,  1978

The Channels Manager: A Needed New Position by Donald Jackson Jr Bruce Walker 1978 Compliance with an Interview Request: A Foot-in-the-Door, Self-Perception Interpretation (reprint) Readings in Survey Research by Peter Reingen Jerome Kernan 1978 Educating Today's Sales Managers For Tomorrow by Donald Jackson Jr John Schlacter 1978 Inducing Compliance Via Door-in-the-Face and Legitimization of Paltry Contributions Psychological Reports by Peter Reingen 1978 Inducing Compliance with a Donation Request Journal of Social Psychology by Peter Reingen 1978 Integrating Marketing With the PPB Process in Public Administration by Stephen W. Brown John Schlacter Lonnie Ostrom 1978 Integrating Social Responsibility into the Corporate Structure Public Relations Quarterly by John Schlacter Kenn Rowe 1978 Low Involvement versus High Involvement Cognitive Structures by John Lastovicka David Gardner 1978 Macro Marketing, 2nd ed. by R. Moyer Michael Hutt 1978 Managing the Sales Force by Objectives (reprint 4) Marketing for Travel Agents by Donald Jackson Jr 1978 The Marketing Professor's Involvement in Continuing Education by Donald Jackson Jr Stephen W. Brown 1978 On Inducing Compliance with Requests Journal of Consumer Research by Peter Reingen 1978 On the Social Psychology of Giving: Door-in-the-Face and When Even a Penny Helps by Peter Reingen 1978 Public Policy Formulation: A Marketing Perspective by Ben Enis Norman Kangun Michael Mokwa 1978 Relative Power in Industrial Buying Decision Journal of Purchasing and Materials Management by Donald Jackson Jr Lonnie Ostrom James Cooley 1978 Social Responsibility: A Contingency View by Donald Jackson Jr 1978

1977

Technology Transfer and Productivity The Harvest by John Schlacter September,  1977

Marketing: An Environmental Perspective by John Schlacter January,  1977

Analyzing the Relative Power of Participants in Industrial Buying Decisions by Richard Cooley Lonnie Ostrom 1977 Assessment of Attitudes Toward Social Responsibilities Journal of Business Administration by Donald Jackson Jr Ramon Aldag 1977 Comparative Television Advertising: Examining its Nature and Frequency Journal of Advertising by Stephen W. Brown Donald Jackson Jr 1977 Compliance with an Interview Request: A Foot-in-the-Door, Self-Perception Interpretation Journal of Marketing Research by Peter Reingen Jerome Kernan 1977 Effects of Skewness of Initial Choices on the Risky Shift by Peter Reingen 1977 Effects of skewness of initial choices on the risky shift: An experimental test with the use of consumer stimuli Psychological Reports by Peter Reingen 1977 Life Cycle Costing by Donald Jackson Jr Lonnie Ostrom 1977 A Managerial Framework for Social Decision Making (reprint 2) Managing Corporate Social Responsibility by Donald Jackson Jr Ramon Aldag 1977 A Managerial Framework for Social Decision Making (reprint) Perspectives in Business by Donald Jackson Jr Ramon Aldag 1977 Managing the Sales Force by Objectives (reprint 1) Sales Management: Roles and Methods by Donald Jackson Jr 1977 Managing the Sales Force by Objectives (reprint 2) Comtemporary Readings in Sales Management by Donald Jackson Jr 1977 Managing the Sales Territory by Donald Jackson Jr 1977 Marketing Higher Education in a Buyer's Market: Implications for Administration by John Schlacter Lonnie Ostrom 1977 Marketing Profitability Analysis: An Annotated Bibliography by Donald Jackson Jr Lonnie Ostrom Charles Smith 1977 Participative Management: A Panacea? (reprint) Participative Management: Theory and Practice by John Schlacter Reed Powell 1977 Planning for the Future in Colleges of Business: An Approach by John Schlacter Ronald Tatham 1977 The Risky Shift in Ad Hoc and Natural Consumer Groups: A Test of the Polarization Hypothesis and a Skewness Explanation by Peter Reingen 1977 Risky shift or confused subjects? Journal of Social Psychology by Peter Reingen Jerome Kernan 1977 Service Retailing: A Strategic Marketing Approach (reprint) Marketing: Comtemporary Dimensions by Donald Jackson Jr 1977 Some Further Evidence Concerning Conformity by Donald Jackson Jr David Gourley 1977 Some Properties and Correlates of the Social Attitudes Questionnaire by Donald Jackson Jr Ramon Aldag 1977

1976

Assessment of Attitudes Toward Social Responsibility by Donald Jackson Jr Ramon Aldag November,  1976 Is Planned Obsolescence Obsolete? Arizona Business by Donald Jackson Jr November,  1976

Direccion del Equipo de Ventas por Objectivos (reprint 3 in Spanish) Business by Objectives (Spanish Edition) by Donald Jackson Jr April,  1976 Impact of Improved Information on Performance in the Distributive Trades Arizona Business by John Schlacter April,  1976

Application of Modern Management Concepts to the Retail Trades Journal of Small Business Management by John Schlacter Louis Grossman January,  1976

Content Analysis: A Neglected Marketing Research Tool by Donald Jackson Jr W. Crissy Gary Grikscheit 1976 Continuing Education: Exploring the Multi-Faceted Participation of Marketing Professors by Donald Jackson Jr Stephen W. Brown 1976 The Corporate Social Decision Making Process by Donald Jackson Jr 1976 Demand Bias in the Assessment of Situational Effects in Buyer Behavior by Peter Reingen 1976 Do subjects understand the choice-dilemma questionnaire? Journal of Social Psychology by Peter Reingen 1976 Experiment in Comparative Advertising by Donald Jackson Jr Stephen W. Brown 1976 Personality: Analog of the Enterprise Akron Business and Economic Review by Donald Jackson Jr W. Crissy 1976 Technology Transfer and the Concept of Change Akron Business and Economic Review by John Schlacter John Jundt Lonnie Ostrom 1976

1975

On Choosing a Management Consultant Arizona Business by Donald Jackson Jr Stephen W. Brown October,  1975

Identify Your Customer's Needs: Not As Easy As You Think The American Salesman by John Schlacter Lonnie Ostrom July,  1975

Product Liability: An Awakening Giant Journal of Small Business Management by John Schlacter Lonnie Ostrom April,  1975

The Development and Use of the Case Method in Business Education Journal of Business Education by John Schlacter Lonnie Ostrom January,  1975

A Managerial Framework for Social Decision Making MSU Business Topics by Donald Jackson Jr Ramon Aldag 1975 Service Retailing: A Strategic Marketing Approach Journal of Retailing by Donald Jackson Jr Richard Bessom 1975

1974

The Executive and the Knowledge Dilemma Arizona Business by Donald Jackson Jr W. Crissy June,  1974 The Psychology of the Purchase Interview Management Review by Donald Jackson Jr W. Crissy June,  1974

How to Find Out Where You Stand With Your Customers Arizona Business and Industry by John Schlacter Gerald Bassford April,  1974 Marketing Health Services Nursing Outlook by John Schlacter Dolores Echeveste April,  1974

Dynamics of the Purchase Interview Journal of Purchasing and Materials Management by Donald Jackson Jr W. Crissy February,  1974

The Salesman Is Your Image: It's A Fact Supervision by John Schlacter Gerald Bassford January,  1974 The Salesman Is Your Image: It's A Fact (reprint) The American Salesman by John Schlacter Gerald Bassford January,  1974

Comment on Woodside Journal of Marketing Research by Peter Reingen 1974 An Expanded View of Public Relations Public Relations Quarterly by Donald Jackson Jr John Schlacter 1974 Let the Seller Beware Journal of Small Business Management by John Schlacter Lonnie Ostrom 1974 Managing the Sales Force by Objectives MSU Business Topics by Donald Jackson Jr Ramon Aldag 1974 Phenomena of Shifts Along a Dimension of Risk Tested with Established Groups Journal of Social Psychology by Peter Reingen 1974 Practical Research for Business Decisions Akron Business and Economic Review by John Schlacter Gerald Bassford 1974

1973

Analysis of a Firm's Retail Strategy Through the Use of a Return-On-Investment Model Retail Control by John Schlacter Robert Withers December,  1973

Public Relations: An Orphan in the Family of Business School Subjects? A Rejoiner (reprint) Public Relations Journal by John Schlacter Richard Bessom September,  1973 The Role of Industrial Marketing Research: A Reply Industrial Marketing Management by John Schlacter Gerald Bassford September,  1973

Programming for Profit in the Retail Firm Oklahoma Business Bulletin by John Schlacter Bernard Horton July,  1973

Checkpoints for the Small Retailer S. B. A. Small Market Aids by John Schlacter June,  1973

Public Relations: An Orphan in the Family of Business School Subjects? AACSB Bulletin by John Schlacter Richard Bessom April,  1973

The Consulting Activities of Marketing Professors by Donald Jackson Jr Stephen W. Brown 1973 Improving Industrial Product-Service Capability Crucial to Effectively Communicating Positive Company Image Industrial Marketing by John Schlacter 1973

1971

Variables in the Promotion Process Arizona Business Bulletin by John Schlacter November,  1971

Participative Management - A Panacea? Academy of Management Journal by John Schlacter Reed Powell June,  1971

Accounts Receivable Management Management Horizons Inc. by John Schlacter Daniel Sweeney 1971

No Date Listed

Brand Communities and New Product Adoption Journal of Marketing by Scott Thompson Rajiv Sinha

Working Papers

2009

Physician Clinical Information Technology and Health Care Disparities by Jonathan Ketcham Karen Lutfey E Gerstenberger C Link J McKinlay

January 2007

Physician Practice Size and Variations In Treatments and Outcomes: Evidence From Medicare Patients With AMI by Jonathan Ketcham Laurence Baker

2007

Smoking Cessation: A model of Planned versus Actual Behavior for Time-Inconsistent Smokers by Rajiv Sinha Fernando Machado

November 2005

Service Customization Through Employee Adaptiveness by Kenneth Gwinner Stephen W. Brown Mary Jo Bitner Ajith Kumar

2005

Comparisons with the Good Life: Images of Success and the Preference for Luxury Products by Naomi Mandel Petia Petrova Robert Cialdini Customer-Centric Order Management System - A Basic Framework by Suraj Mohandas Rajiv Sinha Mark Henderson The Mirror Has Two Faces: Positive and Negative Influences of Idealized Images in Advertising by Dirk Smeesters Naomi Mandel Shop 'Til You Drop: Effects of Mortality Salience on Consumption Behavior by Naomi Mandel

2004

Dying to Smoke or Kicking Butts? Time-Inconsistency and Smoking Cessation by Rajiv Sinha

2002

Comparisons with the Good Life: Images of Success and the Preference for Luxury Products by Naomi Mandel Petia Petrova Robert Cialdini The Effect of Delay Between Choice and Consumption on Consumer Preferences by Naomi Mandel Stephen Nowlis Deborah Brown McCabe

2001

Developing Synergies Between Promotions and Brands in Different Price-Quality Tiers by Stephen Nowlis Katherine Lemon

2000

Control and Affect: the Influence of Feeling in Control of the Retail Environment on Affect, Involvement, Attitude, and Behavior by James Ward John Barnes

No Date Listed

Comparartive Magazine Advertising: Retrospect and Prospect by Donald Jackson Jr Stephen W. Brown R. Harmon Customization Behaviors of Boundary-Spanning Service Representatives by Mary Jo Bitner Kevin Gwinner Stephen W. Brown Ajith Kumar Diagnosing Marketing's Effective and Ineffective Cross-Functional Working Relationships by Beth Walker Edward Bond Matthew Meuter Michael Hutt Difference Scores versus Direct Comparison Operationalizations in Marketing Research: Statistical and Measurement-theoretic Perspectives by Rajiv Sinha Ajith Kumar Abhijit Sanyal Educating Marketing Doctoral Students: Are We Teaching Them to Teach? by Donald Jackson Jr Nabil Razzouk How Should a Business Determine Its Social Responsibilities by Donald Jackson Jr Ramon Aldag Implementing Market Orientation within an Organization: The Intra-Organizational Antecedents of Success by Andrew Czaplewski Robert Roundtree Michael Hutt Ajith Kumar Beth Walker Industrial Buying Center Influence: A Situational Approach by Donald Jackson Jr Richard Burdick Janet Keith Industrial Purchasing Behavior by Donald Jackson Jr Internet Pricing Dynamics: An empirical examination of best-selling CDs and books by Rajiv Sinha Elliot Rabinovich The Professor Consultant: An Important Marketing Resource * by Donald Jackson Jr Stephen W. Brown The Profitability of New Services by Rajiv Sinha Relationship Marketing: Concurrent Processes and Customer Profitability by Beth Walker Julie Huntley Michael Hutt Ajith Kumar Twenty Years of Service Blueprinting: The Continuing Evolution of a Methodology in Use by Mary Jo Bitner Amy Ostrom Felicia Morgan