Faculty Publications

2018

Price, L., Robin Coulter, Strizhakova, Y., and Schultz, A. (2018), “The Fresh Start Mindset: Transforming Consumers’ Lives,” Journal of Consumer Research. Download Now

Li, B., Li, X., and Hongju Liu (2018), “Consumer Preferences, Cannibalization and Competition: Evidence from the Personal Computer Industry,” MIS Quarterly. Download Now

Peng, Chi-Hung, Nicholas Lurie, and Slaughter, S. (forthcoming), “Using Technology to Persuade: Visual Representation Technologies and Consensus Seeking in Virtual Teams,” Information Systems Research.

2017

Jane Gu, and Tayi, G. (2017), “Consumer Pseudo-Showrooming and Omni-Channel Product Placement Strategies,” Management Information System Quarterly, 41 (2), 583-606.

Hongju Liu, Liu, Q., and Chintagunta, P. (2017), “Promotion Spillovers: Drug Detailing in Combination Therapy,” Marketing Science, 36 (3), 382-401. Download Now

2016

Liu, Q., Gupta, S., Venkataraman, S., and Hongju Liu (2016), “An Empirical Model of Drug Detailing: Dynamic Competition and Policy Implications,” Management Science, 62 (8), 2321-2340. Download Now

Hofacker, C., Ruyter, K., Nicholas Lurie, Machanda, P., and Donaldson, J. (2016), “Gamification and Mobile Marketing Effectiveness,” Journal of Interactive Marketing, 34 (5), 25-36. Download Now

2015

Strizhakova, Y. and Robin Coulter (2015), “Drivers of Local Relative to Global Brand Purchases: A Contingency Approach,” Journal of International Marketing, 23 (1), 1-22.

Jane Gu, and Tayi, G. (2015), “Investigating Firm Strategies on Offering Consumer Customizable Product,” Information Systems Research, 26 (2), 456-468. Download Now
Jane Gu, and Tayi G. (2015), “Consumer Mending and Online Retailer Fit-Uncertainty Mitigating Strategies,” Quantitative Marketing and Economics, 13 (3), 251-282.

Krishna, A., Kelly Herd, and Aydınoğlu, N. (2015), “Wetting the Bed at Twenty-one: Embarrassment as a Private Emotion,” Journal of Consumer Psychology, 25 (3), 473-486. Download Now

Hongju Liu, Joseph Pancras, and Houtz, M. (2015), “Managing Customer Acquisition Risk Using Co-operative Databases,” Journal of Interactive Marketing, 29, 39-56. Download Now

Hee Mok Park and Manchanda, P. (2015), “When Harry Bet with Sally: An Empirical Analysis of Peer Effects in Casino Gambling Behavior,” Marketing Science, 34 (2), 179-194. Download Now

Girish Punj (2015), “The Relationship between Consumer Characteristics and Willingness to Pay for Online Content: Implications for Content Providers Considering a Transition to Subscription-based Business Models.” Marketing Letters, 26 (2), 175-186. Download Now

Cinthia Satornino, Bolander, W., Hughes, D., and Ferris, G. (2015), “Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16. Download Now

2014

Kareklas, I., Brunel, F., and Robin Coulter (2014), “Judgment is Not Color Blind: The Impact of Color Preference on Product and Advertising Preferences,” Journal of Consumer Psychology, 24 (1), 87-95.

Lee, S., Winterich, K., William Ross (2014), “I'm Moral But I Won't Help You: The Distinct Roles of Empathy and Justice in Donation,” Journal of Consumer Research, 41 (3), 678-696. Download Now

Nicholas Lurie and Wen, N. (2014), “Simple Decision Aids and Consumer Decision Making,” Journal of Retailing, 90 (4), 511-523. Download Now

William Ross, Germann, F., Grewal, R., and Srivastava, R. (2014). “Product Recalls and the Moderating Role of Brand Commitment,” Marketing Letters (2 ed.), 179-191.

Ralston, D., Egri, C., Furrer, O., Kuo, M-H., Li, J., Wangenheim, F., Dabic, M., Naoumova, I., Shimizu, K., de la Garza Carranza,M., Fu,P., Potocan,V., Pekerti,a., Lenartowicz,T., Narasimhan Srinivasan, Casado,T., Rossi, A ., Szabo, E., Butt, A., Palmer, I., Ramburuth, P., Brock, D., Terpstra-Tong, J., Grison, I., Reynaud, E., Richards, M., Hallinger, P., Castro, F., Gutiérrez, J., Milton, L., Ansari, M., Starkus, A., Mockaitis, A., Dalgic, T., Darder, F., Thanh, H., Moon, Y-L., Molteni, M., Fang, Y., Pla-Barber, J., Alas, R., Maignan, I., Jesuino, J., Lee, C-H., Nicholson, J., Chia, H-B., Danis, W., Dharmasiri, A., and Weber, M. (2014), “Societal-Level Versus Individual-Level Predictions of Ethical Behavior: A 48-Society Study of Collectivism and Individualism,” Journal of Business Ethics, Vol 122, 283-306. Download Now

2013

Strizhakova, Y., and Robin Coulter (2013), “The ‘Green’ Side of Materialism in Emerging BRIC and Developed Markets: The Moderating Role of Global Cultural Identity,” International Journal of Research in Marketing (1 ed.), 69-82.

Jane Gu (2013), “Providing Fit-Revealing Information in the Competitive Market,” Management Science (5 ed.), 1196-1212. Download Now

Jane Gu (2013), “Retailer Store layout, Consumer Fit Uncertainty, and Channel Interaction,” Marketing Science (4 ed.), 652-668. Download Now

Liu, A., Hongju Liu, and Sean X. (2013), “How Do Competitive Environments Moderate CRM Value?” Decision Support Systems, 56, 462-473. Download Now

Li, X., Gu, B., and Hongju Liu (2013), “Price Dispersion and Loss Leader Pricing: Evidence from the Online Book Industry,” Management Science, 59 (6), 1290-1308. Download Now

Chen, Z. and Nicholas Lurie (2013), “Temporal Contiguity and Negativity Bias in the Impact of Online Word of Mouth,” Journal of Marketing Research (4 ed.), 463–476. Download Now

David Norton, Lamberton, C. P., Naylor, R. W. (2013), “The Devil You (Don't) Know: Interpersonal Ambiguity and Inference Making in Competitive Contexts,” Journal of Consumer Research (August ed.), 239-254. Download Now

Joseph Pancras, Gauri, D., and Talukdar, D. (2013), “Loss Leaders and Cross-Category Retailer Passthroughs: A Bayesian Multilevel Analysis,” Journal of Retailing (2 ed.), 140-157.

Girish Punj (2013), “Do Consumers who Conduct Online Research also Post Online Reviews? A Model of the Relationship between Online Research and Review Posting Behavior,” Marketing Letters, 24 (1), 97-108. Download Now

Brusco, M., Doreian, P., Steinley, D., and Cinthia Satornino (2013), “Multiobjective Blockmodeling for Social Network Analysis.” Psychometrika, 78 (3), 498-525.  Download Now

2012

Avery, J., Steenburgh, T., Deighton, J., and Mary Caravella (2012), “Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities Over Time,” Journal of Marketing, 76, No. 3: 96–111.

Strizhakova, Y., Robin Coulter, and Price L. (2012), “The Young Adult Cohort in Emerging Markets: Assessing Their Glocal Cultural Identity in a Global Marketplace, ”International Journal of Research in Marketing, 29 (1), 43-54. Download Now

Ransbotham, S., Kane, G., and Nicholas Lurie (2012), “Network Characteristics and the Value of Collaborative User-Generated Content,” Marketing Science, 31 (May/June), 387-405. Download Now

Joseph Pancras Sriram, S., and Kumar, V., (2012), “An Empirical Investigation of Retail Expansion and Cannibalization in a Dynamic Environment,” Management Science, 58, No.11, 2001-2018. Download Now

2011

Strizhakova, Y., Robin Coulter, and Price, L. (2011), “Branding in a Global Marketplace: The Mediating Effects of Quality and Identity,” International Journal of Research in Marketing, 28 (4), 342-351. Download Now

Haws, K. L., Naylor, R., Robin Coulter and Bearden, W. O. (2011), “Keeping It All Without Being Buried Alive: Understanding Product Retention Tendency,” Journal of Consumer Psychology, 22 (2), 224-236.

Moreau, C., Bonney, L., and Kelly Herd (2011), “It’s the Thought (and the Effort) That Counts: How Customizing for Others Differs from Customizing for Oneself,” Journal of Marketing, 75 (September), 120-133. Download Now

Aksoy, L., Lerzan, B., and Nicholas Lurie (2011), “Decision Quality Measures in Recommendation Agents Research,” Journal of Interactive Marketing, 25 (April), 110-122. Download Now

Wood, S., McInnes, M., and David Norton (2011), “The Bad Thing about Good Games: The Relationship between Close Sporting Events and Game-Day Traffic Fatalities, “Journal of Consumer Research, 38 (December), 611-21. Download Now

Naylor, R., Lamberton, C., and David Norton (2011), “Seeing Ourselves in Others: Reviewer Ambiguity, Egocentric Anchoring, and Persuasion,” Journal of Marketing Research, 48 (June), 617-31. Download Now

Joseph Pancras (2011), “The   Nested   Consideration   Model:   Investigating   Dynamic   Store Consideration Sets and Store Competition”.  European Journal of Operational Research, 14, No.2, 340-347. Download Now

Joseph Pancras and Dey, D. (2011), “A Comparison of Generalized Multinomial Logit and Latent Class Approaches to Studying Consumer Heterogeneity with some extensions of the Generalized Multinomial Logit Model,” Applied Stochastic Models in Business and Industry, 27, No.6, 567-578.

Girish Punj (2011), “Effect of Consumer Beliefs on Online Purchase Behavior: The Influence of Demographic Characteristics and Consumption Values,” Journal of Interactive Marketing, 25, 134-144. Download Now

Ralston, D., Egri, C., Reynaud, E., Narasimhan Srinivasan, Furrer, O., Brock, D., Alas, R., Wangenheim, F., Darder, F. L., Mallahi, K., Karam, C., Kuo, C., Potocan, V., Mockaitis, A., Szabo, E., Gutierrez, J., Pekerti, A., Butt, I., Palmer, I., Naoumova, I., Lenartowicz, T., Starkus, A., Hung, V., Dalgic, T., Molteni, M., Carranza, M., Maignan, I., Castro, F., Moon, Y., Terpstra-Tong, J., Dabic, M., Li, Y., Danis, W., Kangasniemi, M., Ansari, M., Riddle, L., Milton, L., Hallinger, P., Elenkov, D., Girson, I., Gelbuda, M., Ramburuth, P., Casado, T., Rossi, A., Richards, M., Deusen, C., Fu, P-P., Wan, P., Tang, M., Lee, C-H., Chia, H-B., Fan, Y., and Wallace, A (2011), “A 21st Century Assessment of Values Across the Global Workforce,” Journal of Business Ethics, 104, (1), 1-31. Download Now

2010

Coulter, K. and Robin Coulter (2010), “Small Sounds, Big Deals: Phonetic Symbolism Effects in Pricing. Journal of Consumer Research,” 37. Download Now

Jane Z. Gu and Yang, S. (2010), “Quantity-Discount-Dependent Consumer Preferences and Competitive Nonlinear Pricing,” Journal of Marketing Research, 47 (6), 1100-1113. Download Now

Gunasti, K. and William Ross (2010), “How and When Alpha-numeric Brands Affect Consumer Preferences,” Journal of Marketing Research.

Moreau, C. and Kelly Herd (2010), “To Each His Own? How Comparisons with Others Influence Consumers’ Evaluations of Their Self-Designed Products,” Journal of Consumer Research, 36 (February), 806-819. Download Now

Hongju Liu, Chintagunta, P., and Zhu, T. (2010), “Complementarities and the Demand for Home Broadband Internet Services,” Marketing Science, 29 (4), 701-720. Download Now

Hongju Liu (2010), “Dynamics of Pricing in the Video Game Console Market: Skimming or Penetration?” Journal of Marketing Research, 47 (3), 428-443. Download Now

Jiang, Y., and Girish Punj (2010), “The Effects of Attribute Concreteness and Prominence on Selective Processing, Choice, and Search Experience,” Journal of the Academy of Marketing Science, 38, 471-489. Download Now

2009

Huang, P., Nicholas Lurie, and Mitra, S. (2009), “Searching for Experience on the Web: An Empirical Examination of Consumer Behavior for Search and Experience Goods,” Journal of Marketing, 73 (March), 55-69. Download Now

Nicholas Lurie and Swaminathan, J. (2009), “Is Timely Information Always Better? The Effect of Feedback Frequency on Decision Making,” Organizational Behavior and Human Decision Processes, 108 (March), 315-329. Download Now

Huang, Peng, Nicholas Lurie, and Sabyasachi Mitra (2009), “Searching for Experience on the Web: An Empirical Examination of Consumer Behavior for Search and Experience Goods,” Journal of Marketing, 73 (March), 55-69. Download Now

Ralston, D., Egri, C., Carranza, M., Ramburuth, P., Terpstra-Tong, J., Pekerti, A., Grison, I., Herrig, H., Dabic, M., Tan, M., Wan, P., Hallinger, P., Palmer, I., Elenkov, D., Furrer, O., Potocan, V., Wangenheim, F., Maignan, I., Perrewé, P., Rossi, A., Lenartowicz, T., May, R., Ledgerwood, D., Weber, M., Jesuino, J., Fu P., Naoumova, I., Casado, T., Riddel, L., Richards, M., Butt, A., Danis, W., Castro, F., Gutiérrez, J., Milton, L., Ansari, M., Brock, D., Narasimhan Srinivasan, Starkus, A., Dalgic, T., Thanh, H., Moon, Y-L., Chia, H., Kuo, C., Molteni, M., Kangasniemi, M., and Wallace, A. (2009), “Ethical preferences for influencing superiors: A 41-society study,” Journal of International Business Studies, 40, 6, 1022-1045. Download Now

2008

Strizhakova, Y., Robin Coulter and Price, L. (2008), “The Meanings of Branded Products: A Cross-National Scale Development and Meaning Assessment,” International Journal of Research in Marketing, 25 (2), 83-94. Download Now

Strizhakova, Y., Robin Coulter and Price, L. (2008), “Branded Products as a Passport to Global Citizenship: Perspectives from Developed and Developing Countries,” Journal of International Marketing, 16 (December), 57-85. Download Now

Weiss, A. M., Nicholas Lurie, and MacInnis D. (2008), “Listening to Strangers: Whose Responses are Valuable, How Valuable Are They, and Why?” Journal of Marketing Research, 45 (August), 425-436. Download Now

Kumar, V., George, M., and Joseph Pancras (2008), “Cross-buying in retailing: Drivers and consequences,” Journal of Retailing, 84, No. 1, 15-27. Download Now

2007

Coulter, K. and Robin Coulter (2007), “Distortion of Price Discounts: The Right Digit Effect, Journal of Consumer Research, 34 (August), 162-173. Download Now

Nicholas Lurie and Mason, C. (2007), “Visual Representation: Implications for Decision Making,” Journal of Marketing, 71 (January), 160-177. Download Now

Joseph Pancras and Sudhir, K (2007), “Optimal Marketing Strategies for a Customer Data Intermediary,” Journal of Marketing Research, 44, No.4, 560- 578. Download Now

Girish Punj and Moore, R. (2007), “Smart versus Knowledgeable Online Recommendation Agents,” Journal of Interactive Marketing, 21 (4), 46-60. Download Now

Coulter, K. and Girish Punj (2007), “Understanding the Role of Idiosyncratic Thinking in Brand Attitude Formation,” Journal of Advertising, 36 (1), 7-20. Download Now