Faculty Publications


Danielle Brick, Wight, K., Bettman, J., Chartrand, T., and Fitzsimons, G. (Forthcoming), “Celebrate Good Times: How Celebrations Increase Perceived Social Support,” Journal of Public Policy and Marketing. Download Now

Danielle Brick, Wight, K., and Fitzsimons, G. (Forthcoming), “Secret Consumer Behaviors in Close Relationships,” Journal of Consumer Psychology. Download Now

Jane Gu and Li, X. (forthcoming), “Social Sharing, Public Perception, and Brand Competition in a Horizontally Differentiated Market,” Information Systems Research. Download Now

VanBergen, N.,  Nicholas Lurie, and Chen, Z. (forthcoming), “More Rational or More Emotional than Others? Lay Beliefs about Decision-Making Strategies,” Journal of Consumer PsychologyDownload Now


Xiao, P., Chen, Y., Bharadwaj, A., and Weining Bao (2022), “The Effects of Information Nudges on Consumer Usage of Digital Services under Three-Part Tariffs”, Journal of Management Information Systems, 39 (1), 130-158. Download Now

Danielle Brick, Zhou, L., Chartrand, T. and Fitzsimons, G. (2022), “Better to Decide Together: Shared Consumer Decision Making, Perceived Power, and Relationship Satisfaction,” Journal of Consumer Psychology, 32 (3), 387-405. Download Now.

Salnikova, E., Strizhakova, Y., and Robin Coulter  (2022), “Engaging Consumers with Environmental Sustainability Initiatives: Consumer Global-Local Identity and Global Brand Messaging,” Journal of Marketing Research, 59 (5), 983–1001. Download Now

Kelly Herd, Mallapragada, G. and Vishal Narayan (2022), “Do Backer Affiliations Help or Hurt Crowdfunding Success?,” Journal of MarketingDownload Now

Kim, C., Kelly Herd, and Krishnan, H.S. (2022), “The Creative Touch: The Role of Haptics on Creativity,” Marketing Letters. Download now

Mafael, A., Sascha R., and Stefan Hock (2022) “Managing Customer Satisfaction After a Product Recall: The Joint Role of Remedy, Brand Equity, and Severity,” Journal of the Academy of Marketing Science,  50, 174-94. Download now

Carlson, J., Hanson, S., Joseph PancrasWilliam Ross Jr, and Rousseau-Anderson, J. (2022), “Social media advertising: How online motivations and congruency influence perceptions of trust,” Journal of Consumer Behaviour, 21, no. 2: 197-213.  Download Now

Wang, L., Gopal, R., Shankar, R., and Joseph Pancras (2022), "Forecasting venue popularity on location‐based services using interpretable machine learning." Production and Operations Management 31, no. 7: 2773-2788. Download Now

Park, H. and Joseph Pancras (2022) “Social and Spatiotemporal Impacts of Casino Jackpots,” Marketing Science, 41(3), 575-592. Download Now


Alvarez, C., Danielle Brick, and Fournier, S. (2021), “Doing Relationship Work: A Theory of Change in Consumer-Brand Relationships,” Journal of Consumer Research, 48 (4), 610-632. Download Now

Strizhakova, Y., Robin Coulter, and Price, L. (2021), “The Fresh Start Mindset: A Cross-National Investigation and Implications for Environmentally-Friendly Global Brands,” Journal of International Marketing, 29 (4), 45-61. Download Now

Raithel, S. and Stefan Hock (2021), “The Crisis-Response Match: An Empirical Investigations,” Strategic Management Journal, 42 (1), 170-84. Download Now

Choe, Y., and Christina Kan (2021), “Budget Depreciation: When Budgeting Early Increases Spending,” Journal of Consumer Research, 47 (April), 937-958. Download Now

Du, R., Netzer, O., Schweidel, D., and Debanjan Mitra (2021), “Capturing Marketing Information to Fuel Growth,” Journal of Marketing, 85 (1), 163–83. Download Now

Vishal Narayanand Kankanhalli, S. (2021), “The Economic and Social Impacts of Migration on Brand Expenditure: Evidence from Rural India,” Journal of Marketing, 85(6): 63-82. Download Now.pdf

Puranam, D., Kadiyali, V., and Vishal Narayan, (2021), “The Impact of Minimum Wages on Consumer Perceptions of Service: a Transformer Model of Online Restaurant Reviews,” Marketing Science, 40(5): 813-1007. Download Now

Shuai, Y., Joseph Pancras, and Song, Y. (2021), "Broad or exact? Search Ad matching decisions with keyword specificity and position," Decision Support Systems 143 (2021): 113491. Download Now


Stefan Hock and Raithel, S. (2020), “Managing Negative Celebrity Endorser Publicity: How Announcements of Firm (Non)Responses Impact Stock Returns,” Management Science, 66 (3), 1473-95. Download Now

Stefan Hock, Bagchi, R., and Anderson, T. (2020), “Promotional Games Increase Consumer Conversion Rates and Spending,” Journal of Consumer Research, 47 (1), 79-99. Download Now

Lu, Y., Debanjan Mitra, Musto, D., and Ray, S. (2020), “Can Brands Circumvent Marketing Regulations? Exploiting Umbrella Branding in Financial Markets,” Marketing Science, 39(1), 71-91. Download Now

Nguyen, H., Ross Jr, W., Joseph Pancras, and Phan., H. (2020), Market-based drivers of cobranding success. Journal of Business Research, 115 (2020) 122-138. Download Now

Wang, X., Joseph Pancras, & Dey, D. (2020), “Investigating Emergent Nested geographic Structure in Consumer Purchases: A Bayesian Dynamic Multi-scale Spatiotemporal Modeling Approach,” Journal of Applied Statistics, 2020 Feb 14, 1-24. Download Now

Wang, L., Gunasti, K., Shankar, R., Joseph Pancras, & Gopal, R. (2020), “Impact of Gamification on Perceptions of Word-of-Mouth Contributors and Actions of Word-of-Mouth Consumers,” MIS QuarterlyDownload Now

Bolander, W., Cinthia Satornino, Hochstein, B., Allen, A., and Dugan, R. (2020), “Who to Hire and How to Coach Them: A Longitudinal Analysis of the Effects of Prior Experience, Education, and Manager Coaching on Sales Performance,” Journal of Personal Selling and Sales ManagementDownload Now


Strizhakova, Y. and Robin Coulter (2019), "Consumer Cultural Identity: Local and Global Cultural Identities and Measurement Implications,” International Marketing Review, 36 (5) 610-627. Download Now

Price, L. and Robin Coulter (2019), “Crossing Bridges: Assembling Culture into Brands and Brands into Consumers’ Global and Local Cultural Lives,” Journal of Consumer Psychology, 29 (3), 547–554. Download Now

Strizhakova, Y. and Robin Coulter (2019), “Spatial Distance Construal Perspectives on Cause-Related Marketing: The Importance of Nationalism in Russia," Journal of International Marketing, 27 (1) 38-55. Download Now

Strizhakova, Y. and Robin Coulter (2019), “The Myriad Meanings of Cultural Identities,” International Marketing Review, 36 (5), 642–646. Download Now

Vredeveld, A. and Robin Coulter (2019), "Cultural Experiential Goal Pursuit, Cultural Brand Engagement, and Culturally Authentic Experiences: Sojourners in America," Journal of the Academy of Marketing Science, 47 (2), 274–290. Download Now

Krishna, A., Kelly Herd, and Aydınoğlu, N. (2019), “A Review of Consumer Embarrassment as a Public and Private Emotion,” Journal of Consumer Psychology, 29 (3), 492-516. (Equal authorship) Download Now

Xu, L., Mehta, R., and Kelly Herd (2019), “Look at Me! Or Don’t…: How Mere Social Presence Impacts Innovation Adoption,” Journal of the Association for Consumer Research, 4 (3), 269-79. Download now

Kelly Herd and Mehta, R. (2019), “Head vs. Heart: The Effect of Objective versus Feelings-Based Mental Imagery on New Product Creativity,” Journal of Consumer Research, 46 (1), 36-52. Download now

Zhu, M., Bagchi, R., and Stefan Hock (2019), “The Mere Deadline Effect: Why More Time Might Sabotage Goal Pursuit,” Journal of Consumer Research, 45 (5), 1068-84. Download Now

Peng, C., Nicholas Lurie, and Slaughter, S. (2019), “Using Technology to Persuade: Visual Representation Technologies and Consensus Seeking in Virtual Teams,” Information Systems Research, 30 (September), 948-962. Download Now

Ransbotham, S., Nicholas Lurie, and Liu, H. (2019), “Creation and Consumption of Mobile Word of Mouth: How are Mobile Reviews Different?” Marketing Science, 38 (September-October), 773-792; first and second authors contributed equally. Download Now

Wen, N., Nicholas Lurie (2019), “More than Aesthetic: Visual Boundaries and Perceived Variety,” Journal of Retailing, 95 (September), 86-98. Download Now

Cinthia Satornino, Andrews, D., Perren, R. and Brady, M.K. (2019), "Beyond personality: An Emergence View of Influential Consumers", Journal of Consumer Marketing, 37 (2), 160-169. Download Now


Weining Bao, Ni, J., and Singh, S. (2018), “Informal Lending in Emerging Markets,” Marketing Science, 37 (1), 123 – 137. Download Now

Danielle Brick, Fitzsimons, G., Chartrand, T., and Fitzsimons, G. (2018), “Coke vs. Pepsi: Brand Compatibility, Relationship Power, and Life Satisfaction,” Journal of Consumer Research, 44 (5), 991-1014. Download Now

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

Jane Gu and Liu, Y. (forthcoming), “Why Would a Big Retailer Refuse to Collaborate on Manufacturer SPIFF Programs?” Quantitative Marketing and Economics.

Stefan Hock and Bagchi, R. (2018), “The Impact of Crowding on Calorie Consumption,” Journal of Consumer Research, 44 (5), 1123-40. 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

Wen, N., Nicholas Lurie (2018), “The Case for Compatibility: Product Attitudes and Purchase Intentions for Upper versus Lowercase Brand Names,” Journal of Retailing. 94 (12), 393-407. Download Now

Girish Punj (2018) “Understanding Individuals’ Intentions to Limit Online Personal Information Disclosures to Protect their Privacy: Implications for Organizations and Public Policy,” Information Technology and Management. Download Now


Weining Bao and Ni, J. (2017), “Could Good Intentions Backfire? An Empirical Analysis of the Bank Deposit Insurance,” Marketing Science, 36 (2), 301 – 319. Download Now

Danielle Brick, and Fitzsimons, G. (2017), “Oppositional Brand Choice: Using Brands to Respond to Relationship Frustration,” Journal of Consumer Psychology, 27 (2), 257-263. Download Now

Danielle Brick, Chartrand, T., and Fitzsimons, G. (2017), “The Effects of Resources on Brand and Interpersonal Connection,” Journal of the Association for Consumer Research, 2 (1), 78-92. Download Now

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

Puranam, D., Vishal Narayan and Kadiyali, V. (2017), “The Effect of Calorie Posting Regulation on Consumer Opinion: A Flexible Latent Dirichlet Allocation Model with Informative Priors,” Marketing Science, 36 (5), 726-746. Download Now


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

Vishal Narayan and Kadiyali, V., (2016), “Repeated Interactions and Improved Outcomes: An Empirical Analysis of Film Production in the U.S.” Management Science, 62 (2), 591-607. Download Now


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

Fernbach, P., Christina Kan, and Lynch, Jr., J. (2015), “Squeezed: Coping with Constraint Through Efficiency and Prioritization,” Journal of Consumer Research, 41(February), 1204 – 1227. Download now

McGraw, P., Warren, C., and Christina Kan (2015), “Humorous Complaining,” Journal of Consumer Research, 41 (February), 1153 – 1171.  Download now

Vishal Narayan, Rao, V., and Sudhir, K. (2015), “Early Adoption of Modern Grocery Retail in an Emerging Market: Evidence from India,” Marketing Science, 34 (6), 825-842. 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


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.

Christina Kan, Lichtenstein, D., Grant, S., and Janiszewski, C. (2014), “Strengthening the Influence of Advertised Reference Prices Through Information Priming,” Journal of Consumer Research, 40 (April), 1078-1096. Download now

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

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

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


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

Zhao, Y., Sha Yang, Vishal Narayan, and Zhao, Y. (2013), “Modeling Consumer Learning from Online Product Reviews,” Marketing Science, 32 (1), 153-169. 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


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


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

Vishal Narayan, Rao, V., and Saunders, C. (2011), “How Peer Influence Affects Attribute Preferences: A Bayesian Updating Mechanism,” Marketing Science, 30 (2), 368-384. 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


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


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


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

Arora, N., Ghose, A., Hess, J., Iyengar, R., Jing, B., Joshi, Y.,  Kumar, V.,  Nicholas Lurie, Neslin, S., Sajeesh, S., Su, M., Syam, N., Thomas, J., Zhang, Z., (2008), “Putting One-to-One Marketing to Work: Personalization, Customization, and Choice,” Marketing Letters, 19 (December), 305-321. 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


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