Raithel, S. and Stefan Hock (forthcoming), “The Crisis-Response Match: An Empirical Investigations,” Strategic Management Journal.
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. (forthcoming), “Impact of Gamification on Perceptions of Word-of-Mouth Contributors and Actions of Word-of-Mouth Consumers,” MIS Quarterly. Download 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 Management. 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
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
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
Jane Gu and Liu, Y. (forthcoming), “Why Would a Big Retailer Refuse to Collaborate on Manufacturer SPIFF Programs?” Quantitative Marketing and Economics.
Li, B., Li, X., and Hongju Liu (2018), “Consumer Preferences, Cannibalization and Competition: Evidence from the Personal Computer Industry,” MIS Quarterly. 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
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
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
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), “Consumer Mending and Online Retailer Fit-Uncertainty Mitigating Strategies,” Quantitative Marketing and Economics, 13 (3), 251-282.
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
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.
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
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
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
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
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
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