AMA DocSig Suggested Readings

http://docsig.eci.gsu.edu/reading.htm
PHILOSOPHY OF SCIENCE/ THEORY/THEORY DEVELOPMENT................................................................2 METHODOLOGY...........................................................................................................................................................3 GENERAL.............................................................................................................................................................3 STRUCTURAL EQUATIONS.............................................................................................................................3 Texts...................................................................................................................................................................3 Internet Sites......................................................................................................................................................3 Articles...............................................................................................................................................................4 CONSUMER BEHAVIOR.............................................................................................................................................6 INTRODUCTION TO CONSUMER BEHAVIOR METHODS.........................................................................6 MEMORY: (REPETITION/ORGANIZATION)..................................................................................................................6 MEMORY: (LEVELS OF PROCESSING/ENCODING SPECIFICITY/TRANSFER APPROPRIATE PROCESSING).................................6 MEMORY: (SEMANTIC)..........................................................................................................................................6 MEMORY: (SPREAD OF ACTIVATION) .......................................................................................................................6 MEMORY: (CATEGORIES & PROTOTYPES ).................................................................................................................6 MEMORY: (SCHEMAS/SCRIPTS) ..............................................................................................................................7 MEMORY: (TEXT PROCESSING) ...............................................................................................................................7 MEMORY: (IMPLICIT & EXPLICIT) ..........................................................................................................................7 MEMORY: (RECALL/RECALL EFFECTS) ...................................................................................................................7 MEMORY: (MISCELLANEOUS ) ................................................................................................................................7 INFORMATION/KNOWLEDGE (EXPERTISE)......................................................................................................7 INFORMATION/KNOWLEDGE (PROCESSING & SEARCH): ..................................................................................8 INFORMATION/KNOWLEDGE (PROCESSING & CHOICE): ..................................................................................8 DECISION MAKING/JUDGMENT ...................................................................................................................8 SOCIAL COGNITION/SOCIAL PSYCHOLOGY .............................................................................................9 AFFECT.................................................................................................................................................................9 ATTITUDES (AND BEHAVIOR) .............................................................................................................................10 ATTITUDES (CHANGE)........................................................................................................................................10 FRAMING EFFECTS.........................................................................................................................................11 CLASSICAL CONDITIONING ........................................................................................................................11 INNOVATIVENESS (BEHAVIORAL PERSPECTIVES)................................................................................................11 PRICING (BEHAVIORAL PERSPECTIVES) ..................................................................................................................11 OTHER ...............................................................................................................................................................12 MARKETING MANAGEMENT/STRATEGY.........................................................................................................12 MARKETING ORGANIZATIONS/MARKETING ORIENTATION..............................................................12 COMPETITION (CONCEPTUAL) ............................................................................................................................13 PIONEER ADVANTAGE...................................................................................................................................13 LATE-MOVER ADVANTAGE ........................................................................................................................14 INCUMBENT REACTION ................................................................................................................................15 NETWORK EXTERNALITIES .........................................................................................................................15 POSITIONING ....................................................................................................................................................15 PRICING .............................................................................................................................................................16 ADVERTISING ..................................................................................................................................................16 MARKETING MIX-PERFORMANCE LINK ..................................................................................................16 NEW PRODUCTS ............................................................................................................................................17 BRAND MANAGEMENT (BRAND EQUITY/BRAND EXTENSIONS/PRODUCT-LINE EXTENSIONS & DELETIONS) .............18 SALESFORCE ....................................................................................................................................................19 SATISFACTION .................................................................................................................................................19 SERVICES MARKETING.................................................................................................................................19 VALUE ................................................................................................................................................................20 OTHER ................................................................................................................................................................20 CHANNELS....................................................................................................................................................................20 Page 1 of 25

MODELS.........................................................................................................................................................................22 CHOICE...............................................................................................................................................................22 MARKET STRUCTURE.....................................................................................................................................22 CONJOINT..........................................................................................................................................................23 DIFFUSION........................................................................................................................................................23 CROSS-CATEGORY (MARKET BASKET).............................................................................................................23 PRICING (MODELS).............................................................................................................................................24 OTHER...............................................................................................................................................................24 MISCELLANEOUS & EMERGING TOPICS..........................................................................................................24 E-COMMERCE .................................................................................................................................................24 ALTERNATIVES TO COMPETITION.............................................................................................................25

Philosophy Of Science/ Theory/Theory Development

Anderson, P. (1983), Marketing, Scientific Progress, and Scientific Method, Journal of Marketing, 47 (Fall), 18-31. Bagozzi, R. (1984), A Prospectus for Theory Construction in Marketing, Journal of Marketing, 48 (Winter), 11-29 Barwise, P. (1995), Good Empirical Generalizations, Marketing Science, 14, G29-G35. Costner, ed. (San Francisco, CA: JosseyBass). Hunt, S. (1990), Truth in Marketing Theory and Research, Journal of Marketing, 54 (July), 1-15. Hunt, S. (1992), For Reason and Realism in Marketing, Journal of Marketing, 56 (April), 89-102.

Hunt, S. (1993), Objectivity in Marketing Theory and Research, Journal of Bass, F. and J. Wind (1995), Introduction Marketing, 57 (April), 76-91. to the Special Issue: Empirical Generalizations in Marketing, Marketing Moorthy, K. (1993), Theoretical Science, 14, G1-G5. Modeling in Marketing, Journal of Marketing, 57 (April), 92-106. Deshpande, R. (1983), Paradigms Lost: On Theory and Method in Research in Peter, J. (1992), Realism or Relativism Marketing, Journal of Marketing, 47 for Marketing Theory and Research: A (Fall), 101-110. Comment on Hunts Scientific Realism, Journal of Marketing, 56 (April), 72-79. Ehrenberg, A., (1995), Empirical Generalisations, Theory, and Method, Peter, J. and J. Olson (1983), Is Science Marketing Science, G20-G28. Marketing? Journal of Marketing, 47 (Fall), 111-125. Farley, J., D. Lehmann, and A, Sawyer (1995), Empirical Marketing Zinkhan, G. and R. Hirschheim (1992), Generalization Using Meta-Analysis, Truth in Marketing Theory and Marketing Science, 14, G36-G46. Research: An Alternative Perspective, Journal of Marketing, 56 (April), 80-88. Land, K. (1971), Formal Theory, in Sociological Methodology 1971, H.

Page 2 of 25

Methodology
GENERAL Armstrong, J. and S. Overton (1978), "Estimating Non-response Bias in Mail Surveys," Journal of Marketing Research, 14, 396-402. Baron, R. and Kenny, D. (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations." Journal of Personality and Social Psychology, 51, 1173-1182. Bottomley, P. and P. Green (2000), Testing the Reliability of Weight Elicitation Methods: Direct Rating Versus Point Allocation, Journal of Marketing Research, 37 (November), 508-513. Peter, J. (1979), Reliability: A Review of Psychometric Basics and Recent Marketing Practices, Journal of Marketing Research, 16 (May), 6-24. Peter, J. (1981), Construct Validity: A Review of Basic Issues and Marketing Practices, Journal of Marketing Research,18 (May), 133-145. Peter, J., G. Churchill, and T. Brown (1993), Caution in the Use of Difference Scores in Consumer Research, Journal of Consumer Research, 19 (March), 655662.

Sawyer, A., J. Lynch, and D. Brinberg (1995), A Bayesian Analysis of the Information Value of Manipulation and Confounding Checks in Theory Tests, Journal of Consumer Research, 21 Churchill, G. (1979), A Paradigm for Developing Better Measures of Marketing (March), 581-596. Constructs, Journal of Marketing Research, 16 (February), 64-73. STRUCTURAL EQUATIONS Cook, T. and D. Campbell (1976), The Design and Conduct of QuasiExperiments in Field Settings, in Handbook of Industrial and Organizational Psychology, M. Dunnette ed., (Chicago, IL: Rand McNally). Fern, E. and K. Monroe (1996), EffectSize Estimates: Issues and Problems in Interpretation, Journal of Consumer Research, 23 (September), 89-105. Hutchinson, W., W. Kamakura, and J. Lynch (2000), "Unobserved Heterogeneity as an Alternative Explanation for "Reversal" Effects in Behavioral Research," Journal of Consumer Research, 27,2 (December), 324-345. Perdue, B. and J. Summers (1986), Checking the Success of Manipulations in Marketing Experiments, Journal of Marketing Research, 23 (November), 317-326. Texts Bollen, K. (1989), Structural Equations with Latent Variables, (New York, NY: Wiley). Joreskog, K., and D. Sorbom (1995), LISREL 8 Users Reference Guide, (Chicago, IL: SSI, Inc). Jaccard, J. and C. Wan (1996), LISREL Approaches to Interaction Effects in Multiple Regression, Sage University Papers series on Quantitative Applications in the Social Sciences, 07114. Thousand Oaks, CA: Sage. Internet Sites Rigdon, E. and others (1996), The SEMNET FAQ, a World Wide Web site at address http://www.gsu.edu/~mkteer/semfaq.ht ml

Page 3 of 25

E-mail discussion group SEMNET at http://www.gsu.edu/~mkteer/SEMNET.ht ml Articles Anderson, J. and D. Gerbing (1988), Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach, Psychological Bulletin, 103 (3), 411-23. Browne, M. and R. Cudeck (1992), Alternate Ways of Assessing Model Fit, Sociological Methods and Research, 21 (2) 230-58. Bullock, Harlow, and Mulaik (1994), Causation Issues in Structural Equation Modeling Research, Structural Equation Modeling: A Multidisciplinary Journal, 1 (August), 253-267. Cliff, N. (1983), Some Cautions Concerning the Application of Causal Modeling Methods, Multivariate Behavioral Research, 18 (January), 11526. Fergusson and Horwood (1984), Life Events and Depression in Women: A Structural Equation Model, Psychological Medicine, 14, 881-89. Fornell, C. and D. Larcker (1981), Evaluating Structural Equation Models with Unobservable Variables and Measurement Error, Journal of Marketing Research, 18 (February), 3950.

Rigdon, E. (1994), Demonstrating the Effects of Unmodeled Random Measurement Error, Structural Equation Modeling, 1, 375-80. Rigdon, E. (1994), Calculating Degrees of Freedom for a Structural Equation Model, Structural Equation Modeling, 1, 274-78. Rigdon, E. (1995), A Necessary and Sufficient Identification Rule for Structural Models Estimated in Practice, Multivariate Behavioral Research. Rigdon, E. (1996), CFI vs. RMSEA: A Comparison of Two Fit Indices for Structural Equation Modeling, Structural Equation Modeling, 3 (4), 369-79. Rigdon, E. (1997), Identificatin of Structural Equation Models with Latent Variables: A Review of Contributions by Bekker, Merckens and Wansbeek, Structural Equation Modeling, 4, (1), 8085. Rigdon, E. (1998), Structural Equation Modeling, in Modern Methods for Business Research, Marcoulides ed., (Mahwah, NJ: LEA). Rindskopf, D. and T. Rose (1988), Some Theory and Applications of Confirmatory Second-Order Factor Analysis, Multivariate Behavioral Research, 23 (January), 51-67.

Stelzl (1986), Changing a Causal Hypothesis Without Changing the Fit: Some Rules for Generating Equivalent Gerbing, D. and J. Anderson (1988), "An Path Models, Multivariate Behavioral Research, 21 (July), 309-31. (Note, Updated Paradigm for Scale Stelzl uses lines between constructs to Development Incorporating indicate the absence of a path between Unidimensionality and Its Assessment," Journal of Marketing Research, 25 (May), them.) 186-92. West, Finch, and Curran (1995), Structural Equation Models with Joreskog, K. (2001), Basic Ideas of Nonnormal Variables: Problems and Factor and Component Analysis, Remedies, in Rick H. Hoyle (ed.), (working paper). Structural Equation Modeling: Concepts, Issues and Applications (pp. 56-75).
Page 4 of 25

Page 5 of 25

Consumer Behavior
INTRODUCTION TO CONSUMER BEHAVIOR METHODS Wind, J., V. Rao, and P. Green (1991), Behavioral Methods, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall). Transfer Appropriate Processing, Journal of Verbal Learning and Verbal Behavior, 16, 519-533, MEMORY: (Semantic)

Kintsch, W. (1980), Semantic Memory: A Tutorial, in Attention and Performance, 8, R. Nickerson ed., MEMORY: (Repetition/Organization) (Hillsdale, N.J. : Lawrence Erlbaum Associates). Crowder, R (1976), The Effects of Repetition on Memory, in Principles of Smith, E., E. Shoben, and L. Rips (1974), Learning and Memory, (Hillsdale, Structure and Process in Semantic NJ:Lawrence Erlbaum Associates). Memory: A Feature Model for Semantic Decisions, Psychological Review, 81, 214-241. Bower, G. (1970), Organizational Factors in Memory, Cognitive Psychology, 1, 18-46. Tulving, E. (1972), Episodic and Semantic Memory, in Organization and Memory, E. Tulving and W. Donaldson MEMORY: (Levels of eds., (New York, NY: Academic Press). Processing/Encoding Specificity/Transfer Appropriate Processing) MEMORY: (Spread of Activation) Craik, F. and R. Lockhart (1972), Levels of Processing: A Framework for Memory Research, Journal of Verbal Learning and Verbal Behavior, 11, 671-684. Baddeley, A. (1978), The Trouble With Levels: A Reexamination of Craik and Lockharts Framework for Memory Research, Psychological Review, 85, 139-152. Tulving, E. and D. Thomson (1973), Encoding Specificity and Retrieval Processes in Episodic Memory, Psychological Review, 80, 352-373, Tulving, E. (1979), Relation Between Encoding Specificity and Levels of Processing, in Levels of Processing in Human Memory, L. Cermak and F. Craik eds., (Hillsdale, NJ: Lawrence Erlbaum Associates). Morris, C., J. Bransford, and J. Franks (1977), Levels of Processing Versus Collins, A. and E. Loftus (1975), A Spreading Activation Theory of Semantic Processing, Psychological Review, 82 (6), 407-428. Ratcliff, R. and G. McKoon (1981), Does Activation Really Spread? Psychological Review, 88, 454-462. McNamara, T. (1992), Theories of Priming: I. Associative Distance and Lag, Journal of Experimental Psychology: Learning, Memory, and Cognition, 18, 1173-1190. McNamara, T. (1994), Theories of Priming: II. Types of Primes, Journal of Experimental Psychology: Learning, Memory and Cognition, 20, 507-520. MEMORY: (Categories & Prototypes) Barsalou, L. (1985), Ideals, Central Tendency and Frequency of Instantiation as Determinants of Graded Structure in

Page 6 of 25

Categories, Journal of Experimental Psychology: Learning, Memory, and Cognition, 11, 629-654. Posner, M. and S. Keele (1968), On the Genesis of Abstract Ideas, Journal of Experimental Psychology, 77, 353-363. Rosch, E. (1975), Cognitive Representation of Semantic Categories, Journal of Experimental Psychology: General, 104, 192-233. Smith, E. and D. Medin (1981), The Exemplar View, in Categories and Concepts, (Cambridge, MA: Harvard University Press). MEMORY: (Schemas/Scripts)

MEMORY: (Implicit & Explicit) Neill, W., J. Beck, K. Bottalico, and R. Molloy (1990), Effects of Intentional Versus Incidental Learning on Explicit and Implicit Tests of Memory, Journal of Experimental Psychology: Learning, Memory, and Cognition, 16, 457-463. Richardson-Klavehn, A. and R. Bjork (1988), Measures of Memory, Annual Review of Psychology, 39, 475-543. MEMORY: (Recall/Recall Effects) Burke, R. and T. Srull (1988), Competitive Interference and Consumer Memory for Advertising, Journal of Consumer Research, 15 (June), 55-68.

Alba, J. and L. Hasher (1983), Is Memory Nedungadi, P. (1990), Recall and Schematic? Psychological Bulletin, 93, Consumer Consideration Sets: 203-231. Influencing Choice Without Altering Brand Evaluations, Journal of Consumer Pezdek, K, T. Whetstone, K. Reynolds, N. Research, 17 (December), 263-27. Askari, and T. Dougherty (1989), Memory for Real-World Scenes: The MEMORY: (Miscellaneous) Role of Consistency with Schema Expectation, Journal of Experimental Baddeley, A. (1982), Domains of Psychology: Learning, Memory, and Recollection, Psychological Review, 89, Cognition, 15, 587-595. 708-729. Smith, R. and M. Houston (1985), A Psychometric Assessment of Measures of Scripts in Consumer Memory, Journal of Consumer Research, 12, 214-224. Morris, P. (1992), Prospective Memory: Remembering to Do Things, in Aspects of Memory, Vol. I, M. Gruneberg and P. Morris eds., (New York, NY: Routledge).

Sujan. M. and J. Bettman (1989), The INFORMATION/KNOWLEDGE Effects of Brand Positioning Strategies on (Expertise) Consumers Brand and Category Perceptions: Some Insights from Schema Alba, J., J. Hutchinson, and J. Lynch Research, Journal of Marketing (1991), Memory and Decision Making, Research, 26 (November), 454-467. in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., MEMORY: (Text Processing) (Englewood Cliffs, NJ: Prentice-Hall). Kintsch, W. and T. van Dijk (1978), Toward a Model of Text Comprehension and Production, Psychological Review, 85, 363-394. Huffman, C. and M. Houston (1993), Goal Oriented Experiences and the Development of Knowledge, Journal of Consumer Research, 20, 190-207. Mitchell, A. and P. Dacin (1996), The Assessment of Alternative Measures of
Page 7 of 25

Consumer Expertise, Journal of Consumer Research, 23, 219-239. Park, C., D. Mothersbaugh, and L. Feick (1994), Consumer Knowledge and Assessment, Journal of Consumer Research, 21, 71-82. INFORMATION/KNOWLEDGE (Processing & Search): Alba, J. and W. Hutchinson, Dimensions of Consumer Expertise, Journal of Consumer Research, 13 (March 1987), 83-95. Alba, J. and W. Hutchinson (2000), Knowledge Calibration: What Consumers Know and What They Think They Know, Journal of Consumer Research, 27 (December), 324-344. Brucks, M. (1985), The Effects of Product Class Knowledge on Information Search Behavior, Journal of Consumer Research, 12 (June), 1-16. Dickson, P. and A. Sawyer (1990), The Price Knowledge and Search of Supermarket Shoppers, Journal of Marketing, 54, 42-53. Ratchford, B. (2001), The Economics of Consumer Knowledge, Journal of Consumer Research, 27 (March), 397411. Stigler, G. (1961), The Economics of Information, Journal of Political Economy, 69 (June), 213-225. INFORMATION/KNOWLEDGE (Processing & Choice): Bettman, J., E. Johnson, and J. Payne (1991), Consumer Decision Making, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall). Dick, A., D. Chakravarti, and G. Biehal (1990), Memory Based Inferences

During Consumer Choice, Journal of Consumer Research, 17, 82-93. Gruert, K. (1996), Automatic and Strategic Processes in Advertising Effects, Journal of Marketing, 60, 88101. Lynch, J., H. Marmorstein, and M. Weigold (1988), Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations, Journal of Consumer Research, 15 (September), 169-183. Nowlis, S. and I. Simonson (1997), Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals, Journal of Marketing Research, 34, 205-218. DECISION MAKING/JUDGMENT Kahneman, D. and A. Tversky (1979), Prospect Theory: An Analysis of Decision Under Risk, Econometrica, 47 (March), 263-291. Thaler, R. (1985), Mental Accounting and Consumer Choice, Marketing Science, 4 (Summer), 199-214. Tversky, A. (1972), Elimination by Aspects: A Theory of Choice, Psychological Review, 79, 281-299. Tversky, A. and D. Kahneman (1973), Availability: A Heuristic for Judging Frequency and Probability, Cognitive Psychology, 5, 207-232. Tversky, A. and D. Kahneman (1974), Judgment Under Uncertainty: Heuristics and Biases, Science, 185 (September 27), 1124-1131. Tversky, A. and D. Kahneman (1991), Loss Aversion and Riskless Choice: A Reference Dependent Model, Journal of Economics, 106 (November), 1039-1061. Wilson, T. and J. Schooler (1991), Thinking Too Much: Introspection Can

Page 8 of 25

Reduce the Quality of Preferences and Decisions, Journal of Personality and Social Psychology, 60, 181-192. SOCIAL COGNITION/SOCIAL PSYCHOLOGY Beggan, J. (1992), On the Social Nature of Nonsocial Perception: The Mere Ownership Effect, Journal of Personality and Social Psychology, 62, 229 Folkes, V. (1988), Recent Attribution Research in Consumer Behavior: A Review and New Directions, Journal of Consumer Research, 14, 548-565. Folkes, V. and T. Kiesler (1991), Social Cognition, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: PrenticeHall). Prelec, D., B. Wernerfelt, and F. Zettelmeyer (1997), The Role of Inference in Context Effects: Inferring What You Want From What is Available, Journal of Consumer Research, 24, 118125. Weiner, B. (2000), Attributional Thoughts About Consumer Behavior, Journal of Consumer Research, 27 (December), 382-387. AFFECT Batra, R. and M. Ray (1986), Affective Responses Mediating Acceptance of Advertising, Journal of Consumer Research, 13 (September), 234-249. Baumgartner, H., M. Sujan, and D. Padgett (1997), Patterns of Affective Reactions to Advertisements: The Integration of Moment-to-Moment Responses into Overall Judgments, Journal of Marketing Research, 34, 219232.

Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall). Holbrook, M. and E. Hirschman (1982), The Experiential Aspect of Consumption: Consumer Fantasies, Feelings, and Fun, Journal of Consumer Research, 9, 132-140. Kahn, B. and A. Isen (1993), The Influence of Positive Affect on Variety Seeking Among Safe, Enjoyable Products, Journal of Consumer Research, 20 (September), 257-270. Lee, A. and B. Sternthal (1999), The Effects of Positive Mood on Memory, Journal of Consumer Research, 26 (September), 115-127. Meloy, M. (2000), Mood-Driven Distortion of Product Information, Journal of Consumer Research, 27 (December), 345-359. Meyers-Levy, J. and D. Maheswaran (1992), Wen Timing Matters: The Influence of Temporal Distance on Consumers Affective and Persuasive Responses, Journal of Consumer Research, 19 (December), 424-433. Richins, M. (1997), Measuring Emotions in the Consumption Experience, Journal of Consumer Research, 24, 127-146. Shiv, B. and A. Fedorikhin (1999), Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making, Journal of Consumer Research, 26 (December), 278-292. Simonson, I. (1992), The Influence of Anticipating Regret and Responsibility on Purchase Decisions, Journal of Consumer Research, 19, 105-118.

Swinyard, W. (1993), The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions, Cohen, J. and C. Areni (1991), Affect, in Journal of Consumer Research, 20 (September), 271-280. Handbook of Consumer Behavior, T.
Page 9 of 25

Zajonc, R. (1984), On the Primacy of Affect, American Psychologist, 39, 117123. ATTITUDES (and Behavior) Ajzen, I. And T. Madden (1986), Prediction of Goal-Directed Behavior: Attitudes, Intentions, and Perceived Behavioral Control, Journal of Experimental Social Psychology, 22, 453474. Aronson, E. (1978), The Theory of Cognitive Dissonance: A Current Perspective, in Cognitive Theories in Social Psychology, L. Berkowitz ed., (Academic Press). Cacioppo, J., S. Harkins, and R. Petty (1981), The Nature of Attitudes and Cognitive Responses and Their Relationship to Behavior, Cognitive Responses in Persuasion, R. Petty, T. Ostrom, and T. Brock, eds., (Hillsdale, NJ: Lawrence Erlbaum Associates). Chaiken, S. (1980), Heurstic Versus Systmatic Information Processing and the Use of Source Versus Message Cues in Persuasion, Journal of Personality and Social Psychology, 39 (November), 752756. Fazio, R., M. Powell, and C. Willams (1989), The Role of Attitude Accessibility in the Attitude-to-Behavior Process, Journal of Consumer Research, 16, 280-288. Herr, P. and R. Fazio (1993), The Attitude-to-Behavior Process: Implications for Consumer Behavior, in Advertising, Exposure, Memory, and Choice, A. Mitchell ed., (Hillsdale, N.J. : Lawrence Erlbaum Associates). Mackenzie, S. and R. Spreng (1992), How Does Motivation Moderate the Impact of Central and Peripheral Processing on Brand Attitudes and Intentions, Journal of Consumer Research, 18, 519-29.

Munch, J., G. Boller., and J. Swasy (1993), The Effects of Argument Structure and Affective Tagging on Product Attitude Formation, Journal of Consumer Research, 20 (September), 294-302. Petty, R., J. Cacioppo, and D. Schumann (1983), Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement, Journal of Consumer Research, 10 (Septemeber), 135-146. Tesser, A. and D. Shaffer (1990), Attitudes and Attitude Change, Annual Review of Psychology, 41, 479-523. ATTITUDES (Change) Berger, I. And A. Mitchell (1989), The Effect of Advertising on Attitude Accessibility, Attitude Confidence, and the Attitude-Behavior Relationship, Journal of Consumer Research, 16 (December), 269-279. Block, L. and P. Keller (1995), When to Accentuate the Negative: The Effects of Perceived Efficacy and Message Framing on Intentions to Perform a Health-Related Behavior, Journal of Marketing Research, 32, 192-203. Burnkrant, R. and R. Unnava (1995), Effects of Self-Referencing on Persuasion, Journal of Consumer Research, 22 (June), 17-26. Keller, P. and L. Block (1996), Increasing the Persuasiveness of Fear Appeals: The Effect of Arousal and Elaboration, Journal of Consumer Research, 22, 448-459. Petty, R., R. Unnava, and A. Strathman (1991), Theories of Attitude Change, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall). Sengupta, J., R. Goodstein, and David Boninger (1997), All Cues Are Not Created Equal: Obtaining Attitude

Page 10 of 25

Persistence Under Low-Involvement Conditions, Journal of Consumer Research, 4, 351-361. Shiv, B., J. Edell, and J. Payne (1997), Factors Affecting the Impact of Negatively and Positively Framed Ad Messages, Journal of Consumer Research, 24, 285-294. Zajonc, R. (1968), Attitudinal Effects of Mere Exposure, Journal of Personality and Social Psychology, 9, 1-27. FRAMING EFFECTS Grewel, D., J. Gotlieb, and H. Marmorstein (1994), The Moderating Effects of Message Framing and Source Credibility on the Price-Perceived Risk Relationship, Journal of Consumer Research, 21 (June), 145-153.

Stuart, E., T. Shimp, and R. Engle (1987), Classical Conditioning of Consumer Attitudes: Four Experiments in an Advertising Context, Journal of Consumer Research, 14 (December), 334-349. Janiszewski, C. and L.Warlop (1993), The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand, Journal of Consumer Research, 20 (December), 171-189. INNOVATIVENESS (Behavioral Perspectives) Gatignon, H. and T. Robertson (1991), Innovative Decision Processes, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall).

Manning, K., W. Bearden, and T. Madden Inman, J., A. Peter, and P. Raghubir (1995), Consumer Innovativeness and (1997), Framing the Deal: The Role of Restrictions in Accentuating Deal Value, the Decision Process, Journal of Consumer Psychology, 4, 329-346. Journal of Consumer Research, 24, 6879. Muthukrishnan, A. (1995), Decision Ambiguity and Incumbent Brand Maheswaran, D. and J. Meyers-Levy Advantage, Journal of Consumer (1990), The Influence of Message Framing and Issue Involvement, Journal Research, 22, 98-109. of Marketing Research, 27 (August), 361367. Veryzer, R. and W. Hutchinson (1998), The Influence of Unity and Prototypicality Aesthetic Responses to Puto, C. (1987), The Framing of Buying Decisions, Journal of Consumer Research, New Product Designs, Journal of Consumer Research, 24, 374-394. 14 (December), 301-315. Tversky, A. and D. Kahneman (1981), The Framing of Decisions and the Psychology of Choice, Science, 211 (January), 453-458. CLASSICAL CONDITIONING Shimp, T. (1991), Neo-Pavlovian Conditioning and Its Implications for Consumer Theory and Research, in Handbook of Consumer Behavior, T. Robertson and H. Kassarjian eds., (Englewood Cliffs, NJ: Prentice-Hall). PRICING (Behavioral Perspectives) Briesch, R., L. Krishnamurthi, T. Mazumdar, and S. Raj (1997), A Comparative Analysis of Reference Price Models, Journal of Consumer Research, 24, 202-214. Dewar, N. and P. Parker (1994), Marketing Universals: Consumers Use of Brand Name, Price, Physical Appearance, and Retailer Reputation as Signals of Product Quality, Journal of Marketing, 58, 81-95.

Page 11 of 25

Gourville, J. (1998), Pennies-a-Day: The Marmorstein, H., D. Grewal, and R. Fishe Effect of Temporal Framing on (1992), "The Value of Time Spent in Transaction Evaluation, Journal of Price-Comparison Shopping: Survey and Consumer Research, 24, 395-408. Experimental Evidence," Journal of Consumer Research, 19 (June), 52-61. Heath, T., S. Chatterjee, and K. France (1995), Mental Accounting and Changes Schindler, R. and P. Kirby (1997), in Price: The Frame Dependence of Patterns of Rightmost Digits Used in Reference Price, Journal of Consumer Advertised Prices: Implications for NineResearch, 22, 90-97. Ending Effects, Journal of Consumer Research, 24, 192-201. Inman, J., L. McAlister, and W. Hoyer (1990), Promotion Signal: Proxy for a Tellis, G. and G. Gaeth (1990), Best Price Cut? Journal of Consumer Value, Price-Seeking, and Price Aversion: Research, 17, 74-81. The Impact of Information and Learning on Consumer Choices, Journal of Marketing, 54, 34-45. Kalyanaram, G. and R. Winer (1995), Empirical Generalizations from Reference Price Research, Marketing OTHER Science, 14, G161-G169. Brinberg, D. and R. Wood (1983), A Lichtenstein, D. and W. Bearden (1989), Resource Exchange Theory Analysis of Contextual Influences on Perceptions of Consumer Behavior, Journal of Merchant-Supplied Reference Prices, Consumer Research, 10 (December), Journal of Consumer Research, 16, 55-66. 330-338. Lichtenstein, D., P. Bloch, and W. Black (1988), Correlates of Price Acceptability, Journal of Consumer Research, 15 (September), 243-252. Ratchford, B (1975), The New Economic Theory of Consumer Behavior: An Interpretive Essay, Journal of Consumer Research, 2, 65-78

Marketing Management/Strategy
MARKETING ORGANIZATIONS/MARKETING ORIENTATION Bagozzi, R. (1975), Marketing as Exchange, Journal of Marketing, 39 (October), 32-39. Day, G. (1994), The Capabilities of Market-Driven Organizations, Journal of Marketing, 58 (October), 37-52. Marketing Strategy Formation, Journal of Marketing, 52 (January), 4-19. Jaworski, B. and A. Kohli (1993), Market Orientation: Antecedents and Consequences, Journal of Marketing, 57 (July), 53-70. Jaworski, B., V. Stathakopoulos, H. Krishnan (1993), Control Combinations in Marketing: Conceptual Framework and Empirical Evidence, Journal of Marketing, 57 (January), 57-69.

Deshpande, R., J. Farley, and F. Webster (1993), Corporate Culture, Customer Orientation, and Innovativeness in Kohli, A. and B. Jaworski (1990), Market Japanese Firms: A Quadrad Analysis, Orientation: The Constrct, Research Journal of Marketing, 57 (January), 23-37. Propositions, and Managerial Implications, Journal of Marketing, 54 (April), 1-18. Hutt, M., P. Reingen, and J. Ronchetto (1988), Tracing Emergent Processes in
Page 12 of 25

Narver, J. and S. Slater (1990), The Effect of Market Orientation on Business Profitability, Journal of Marketing, 54 (October), 20-35. Slater, S. and J. Narver (1995), Market Orientation and the Learning Organization, Journal of Marketing, 59 (July), 63-74. Walker, O. and R. Ruekert (1987), Marketings Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework, Journal of Marketing, 51 (July), 15-33. Webster, F. (1992), The Changing Role of Marketing in the Corporation, Journal of Marketing, 56 (October), 1-17. COMPETITION (Conceptual) Barney, J. (1991), Firm Resources and Sustained Competitive Advantage, Journal of Management, 17, 99-120. Day, G. and R. Wensley (1988), Assessing Advantage: A Framework for Diagnosing Competitive Superiority, Journal of Marketing, 52 (April), 1-20.

Hunt, S. and R. Morgan (1995), The Comparative Advantage Theory of Competition, Journal of Marketing, 59 (April), 1-15. Hunt, S. and R. Morgan (1996), The Resource-Advantage Theory of Competition: Dynamics, Path Dependencies, and Evolutionary Dimensions, Journal of Marketing, 60 (October), 107-114. Hunt, S. and R. Morgan (1997), Resource-Advantage Theory: A Snake Swallowing Its Tail or a General Theory of Competition? Journal of Marketing, 61 (October), 74-82. McAfee, P. and J. McMillan (1996), Competition and Game Theory, Journal of Marketing Research, 23, (August), 263-267. Moorthy, K. (1985), Using Game Theory to Model Competition, Journal of Marketing Research, 22 (August), 26282. Rumelt, R. (1984), Towards a Strategic View of the Firm, in Competitive Strategic Management, R. Lamb ed., (Englewood Cliffs, NJ: Prentice-Hall).

Deligonul, Z. and S. Cavusgil (1997), Does the Comparative Advantage Theory of Competition Really Replace the Wernerfelt, B. (1984), A Resource Based View of the Firm, Strategic Management Neoclassical Theory of Perfect Journal, 5, 171-180. Competition? Journal of Marketing, 61 (October), 65-73. PIONEER ADVANTAGE Dickson, P. (1992), Toward a General Theory of Competitive Rationality, Bowman, D. and H. Gatignon (1996), Journal of Marketing, 56 (January), 69-83. Order of Entry as a Moderator of the Effect of the Marketing Mix on Market Share, Marketing Science, 15, 222-242. Dickson, P. (1996), The Static and Dynamic Mechanics of Competition: A Comment on Hunt and Morgan's Brown, C. and J. Lattin (1994), Comparative Advantage Theory; Journal Investigating the Relationship Between of Marketing, 60 (October), 102-106. Time in Market and Pioneering Advantage, Management Science, 40 (October), 1361-1369. Hoch, S. and J. Deighton (1989), Managing What Consumers Learn from Experience, Journal of Marketing, 53 Carpenter, G. and K. Nakamoto (1989), (April), 1-20. Consumer Preference Formation and Pioneering Advantage, Journal of
Page 13 of 25

Marketing Research, 26 (August), 285298. Huff, L. and W. Robinson (1994), The Impact of Leadtime and Years of Competitive Rivalry on Pioneer Market Share Advantages, Management Science, 40 (October), 1370-1377.

Brands, American Economic Review, 72 (June), 349-365. Urban, G., T. Carter, S. Gaskin, and Z. Mucha (1986), Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications, Management Science, 32 (June), 645659.

Kalyanaram, G. and G. Urban (1992), Dynamic Effects of the Order of Entry on LATE-MOVER ADVANTAGE Market Share, Trial Penetration, and Repeat Purchases for Frequently Bayus, B., S. Jain, and A. Rao (1997), Too Purchased Consumer Goods, Marketing Little, Too Early: Introduction Timing and Science, 11 (Summer), 235-250. New Product Performance in the Personal Digital Assistant Industry, Journal of Kalyanaram, G., W. Robinson, and G. Marketing Research, 34 (February), 50Urban (1995), Order of Entry: 63. Established Empirical Generalizations, Emerging Empirical Generalizations, and Carpenter, G. and K. Nakamoto (1990), Future Research, Marketing Science, 14 Competitive Strategies for Late Entry (Summer), G212-G221. Into a Market with a Dominant Brand, Management Science, 16 (October), Kardes, F. and G. Kalyanaram (1992), 1268-1278. Order-of-Entry Effects on Consumer Memory and Judgment: An Information Golder, P. and G. Tellis (1993), Integration Perspective, Journal of Pioneering Advantage: Marketing Logic Marketing Research, 29 (August), 343of Marketing Legend? Journal of 357. Marketing Research, 30 (May), 158-170. Kerin, R., P. Varadarajan, and R. Peterson (1992), First-Mover Advantage: A Synthesis, Conceptual Framework, and Research Propositions, Journal of Marketing, 56 (October), 33-52. Lieberman, M. and D. Montgomery (1988), First-Mover Advantages, Strategic Management Journal, 9,41-58. Robinson W. and C. Fornell (1985),"Sources of Market Pioneer Advantages in Consumer Goods Industries," Journal of Marketing Research, 22, (August), 305-17. Lilien, G. and E. Yoon (1990), The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products, Management Science, 36 (May), 568-585. Mahajan, V. S. Sharma, and R. Buzzell (1993), Assessing the Impact of Competitive Entry on Market Expansion and Incumbent Sales, Journal of Marketing, 57 (July), 39-52.

Shankar, V., G. Carpenter, and L. Krishnamurthi (1998), Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers, Journal of Marketing Robinson, W. (1988), "Sources of Market Research, 35 (February), 54-70. Pioneer Advantages: The Case of Industrial Goods Industries," Journal of Zhang, S. and A. Markman (1998), Marketing Research, 25, 87-94. Overcoming the Early Entrant Advantage: The Role of Alignable and Schmalensee, R. (1982), Product Nonalignable Differences, Journal of Differentiation Advantages of Pioneer
Page 14 of 25

Marketing Research, 35 (November), 413-426. INCUMBENT REACTION Bowman, D. and H. Gatignon (1995), Determinants of Competitor Response Time to a New Product Introduction, Journal of Marketing Research, 32 (February), 42-53.

Shankar, V. (1997), Pioneers Marketing Mix Reactions to Entry in Different Competitive Game Structures: Theoretical Analysis and Empirical Illustration, Marketing Science, 16, 271293. NETWORK EXTERNALITIES

Katz, M. and C. Shapiro (1986), Network Externalities, Competition, and Gatignon, H., E. Anderson, and K. Helsen Compatibility, American Economic (1989), Competitive Reactions to Market Review, 75, 424-440. Entry: Explaining Interfirm Differences, Journal of Marketing Research, Farrell, J. and G. Saloner (1986), (February),44-55. Installed Base and Compatibility: Innovation, Product Preannouncement and Predation, American Economic Ghemawat, P. (1991), Market Review, 76, 940-955. Incumbency and Technological Inertia, Marketing Science, 10 (Spring), 161-171. Xie, J. and M. Sirbu (1995), Price Competition and Compatibility in the Gruca, T., K. Kumar, and D. Sudharshan Presence of Positive Demand (1992), An Equilibrium Analysis of Externalities, Management Science, 41 Defensive Response to Entry Using a (May), 909-926. Coupled Response Function Model, Marketing Science, 11 (Fall), 348-358. POSITIONING Gruca, T. and D. Sudharshan (1995), A Framework for Entry Deterrence Carpenter, G. (1989), Perceptual Strategy: The Competitive Environment, Position and Competitive Brand Strategy Choices, and Consequences, Journal of in a Two-Dimensional, Two-Brand Marketing, 59 (July), 44-55. Market, Management Science, 35 (September), 1029-1044. Hauser, J. and S. Shugan (1982), Defensive Marketing Strategies, Carpenter, G., R. Glazer, and K. Marketing Science, 2 (Fall), 319-360. Nakamoto (1994), Meaningful Brands from Meaningless Differentiation: The Dependence on Irrelevant Attributes, Kalra, A., S. Rajiv, and K.Srinivasan (1998), Response to Competitive Entry: Journal of Marketing Research, 31 (August), 339-350. A Rationale for Delayed Defensive Reaction, Marketing Science, 17 , 380405. Daspremont, J. Gabszewicz, and J. Thisse (1979), On Hotellings Stability of Competition, Econometrica, 47 Kumar, K. and D. Sudharshan (1988), (September), 1145-1150. Defensive Marketing Strategies: An Equilibrium Analysis Based on Decoupled Response Function Models, DePalma, A., V. Ginsburgh, Y. Management Science, 34 (July), 805-815. Papageorgiou (1985), The Principle of Minimum Differentiation Holds Under Sufficient Heterogeneity, Econometrica, Robinson, W. (1988), Marketing Mix Reactions to Entry, Marketing Science, 7 53 (July), 767-781. (Fall), 368-385.
Page 15 of 25

Hotelling. H. (1929), Stability in Competition, The Economic Journal, 39 (March), 41-57. Huber, J., J. Payne, and C. Puto (1982), Adding Asymmetrically dominated Alternative: Violation of Regularity and the Similarity Hypothesis, Journal of Consumer Research, 18 (December), 325-345. Glazer, R., B. Kahn, and W. Moore (1991), The Influence of External Constraints on Brand Choice: The LoneAlternative Effect, Journal of Consumer Research, 18, 199-127. Simonson, I. (1989), Choice Based on Reasons: The Case of Attraction and Compromise Effects, Journal of Consumer Research, 16 (September), 158-174.

Meta-Analysis of Econometric Results, Journal of Marketing Research, 21 (February), 65-74, Chintagunta, P., and N. Vilcassim (1992), An Empirical Investigation of Advertising Strategies in a Dynamic Duopoly, Management Science, 38 (September), 1230-1244. Deighton, J., C. Henderson, and S. Neslin (1994), The Effects of Advertising on Brand Switching and Repeat Purchasing, Journal of Marketing Research, 31 (February), 28-43. Erikson, G. (1992), Empirical Analysis of Closed-Loop Duopoly Advertising Strategies Management Science, 38, (December), 1732-1749.

MacKenzie, S., R. Lutz, and G. Belch (1986), The Role of Attitude Toward the PRICING Ad as a Mediator of Advertising Effectiveness: A Test of Competing Hauser, J. (1988), Competitive Price and Explanations, Journal of Marketing Research, 23 (May), 130-143. Positioning Strategies, Marketing Science, 7 (Winter), 76-91. Park, S. and M. Hahn (1991), Pulsing in Discrete Model of Advertising Horsky, D. and P. Nelson (1992), New Competition, Journal of Marketing Brand Positioning and Pricing in an Oligopolistic Market, Marketing Science, Research, 28 (November), 397-405. 11 (Spring), 133-152. Villa-Boas, M. (1993), Predicting Advertising Pulsing Policies in An Kalyanaram, G. (1995), Empirical Oligopoly: A Model and Empirical Test, Generalizations from Reference Price Marketing Science, 12 (Winter), 88-102. Research, Marketing Science, 14 (Summer), G161-G169. Tellis, G. (1988), Advertising Exposure, Roy,A., D. Hanssens, and S. Raju (1994), Loyalty, and Brand Purchase: Two-Stage Competitive Pricing by a Price Leader, Model of Choice, Journal of Marketing Management Science, 40 (July), 809-825. Research, 25 (May), 134-144. MARKETING MIX-PERFORMANCE Vandenbosch, M. and C. Weinberg LINK (1995), Product and Price Competition in a Two-Dimensional Vertical Differentiation Model, Marketing Science, Carpenter, G. (1987), Modeling 14 (Spring), 224-249. Competitive Marketing Strategies: The Impact of Marketing-Mix Relationships and Industry Structure, Marketing ADVERTISING Science, 6 (Spring), 208-221. Assmus, B., J. Farley, and D. Lehmann (1984), How Advertising Affects Sales:
Page 16 of 25

Dekimpe, M. and D. Hanssens (1995), The Persistence of Marketing Effects on Sales, Marketing Science, 14 (Winter), 1-21.

Marketing Research, 34 (February), 3649.

Gatignon, H., B. Weitz, and P. Bansal (1990), Brand Introduction Strategies Erickson, G. and R. Jacobson (1992), and Competitive Environments, Journal Gaining Comparative Advantage of Marketing Research, 27 (November), Through Discretionary Expenditures: The 390-401. Returns to R&D and Advertising, Management Science, 38 (September), Gatignon, H. and J. Xuereb (1997), 1264-1279. Strategic Orientation of the Firm and New Product Performance, Journal of Jacobson, R. (1990), Unobservable Marketing Research, 34 (February), 77Effects and Business Performance, 90. Marketing Science, 9 (Winter), 74-85. Golder, P. and G. Tellis (1997), Will It Montgomery, C. and B. Wernerfelt Ever Fly? Modeling the Takeoff of Really (1991), Sources of Superior New Consumer Durables, Marketing Performance: Market Share Versus Science, 16, 256-270. Industry Effects, Management Science, 37 (August), 954-959. Griffin, A. (1997), The Effect of Project and Process Characteristics on Product Ramaswamy, V., W. DeSarbo, D. Development Cycle Time, Journal of Reibstein, and W. Robinson (1993), An Marketing Research, 34 (February), 24Empirical Pooling Approach for 35. Estimating Marketing Mix Elasticities with PIMS Data, Marketing Science, 12 Griffin, A. and J. Hauser (1993), The (Winter), 103-124. Voice of the Customer, Marketing Science, 12 (Winter), 1-27. NEW PRODUCTS Ittner, C. and D. Larcker (1997), Ayers, D., R. Dahlstrom, and S. Skinner Product Development Cycle Time and (1997), An Exploratory Investigation of Organizational Performance, Journal of Organizational Antecedents to New Marketing Research, 34 (February), 13Product Success, Journal of Marketing 23. Research, 34 (1997), 107-116. Moorman, C. and A. Miner (1997), The Chandy, R. and G. Tellis (1998), Impact of Organizational Memory on New Organizing for Radical Product Product Performance and Creativity, Innovation: The Overlooked Role of Journal of Marketing Research, 34 Willingness to Cannibalize, Journal of (February), 91-106. Marketing Research, 35 (November), 474-487. Silk, A. and G. Urban (1978), Pre-TestMarket Evaluation of New Packaged Cooper, L. (2000), Strategic Marketing Goods: A Model and Measurement Planning for Radically New Products, Methodology, Journal of Marketing Journal of Marketing, 64 (January), 1-16. Research, 15 (May), 171-191. Datar, S., C. Jordan, S. Kekre, S. Rajiv, Wind, J. and V. Mahajan (1997), Issues and K. Srinivasan (1997), Advantages of and Opportunities in New Product Time-based New Product Development in Development: An Introduction to the a Fast-Cycle Inductry, Journal of Special Issue, Journal of Marketing Research, 34 (February), 1-12.
Page 17 of 25

Workman, R. (1993), Marketings Limited Role in New Product development in One Computer Systems Firm, Journal of Marketing Research, 30 (November), 405-421, BRAND MANAGEMENT (Brand Equity/Brand Extensions/ProductLine Extensions & Deletions) Aaker, D. and K. Keller (1990), Consumer Evaluations of Brand Extensions, Journal of Marketing, 54 (January), 27-41.

Based Brand Equity, Journal of Marketing, 57 (January), 1-22. Keller, K. and D. Aaker (1992), The Effects of Sequential Introduction of Brand Extensions, Journal of Marketing Research, 29 (February), 35-50. Loken, B. and D. Roedder-John (1993), Diluting Brand Beliefs: When Do Brand Extensions Have a Negative Impact? Journal of Marketing, 57 (July), 71-84.

Moorthy, K. and I. Png (1992), Market Segmentation, Cannibalization and the Ahluwalia, R. and Z. Grhan-Canli (2000), Timing of Product Introductions, The Effects of Extensions on the Family Management Science, 38 (March), 345Brand Name: An Accessibility359. Diagnosticity Perspective, Journal of Consumer Research, 27 (December), Park, C., S. Jun, and (1996), Composite 371-381. Branding Alliances: An Investigation of Extension and Feedback Effects, Journal Bayus, B. and W. Putsis (1999), Product of Marketing Research, 33 (November), Proliferation: An Empirical Analysis of 453-466. Product Line Determinants and Market Outcomes, Marketing Science, 18, 137- Park, C., S. Milberg, and R. Lawson 153. (1991), Evaluation of Brand Extensions: The Role of Product Feature Similarity Boush, D. and B. Loken (1991), A and Brand Concept Consistency, Journal Process-Tracing Study of Brand Extension of Consumer Research, 18 (September), Evaluation, Journal of Marketing 185-193. Research, 28 (February), 16-28. Reddy, S., S. Holak, and S. Bhat (1994), Broniarczyk, S. and J. Alba (1994), The To Extend of Not to Extend: Success Importance of the Brand in Brand Determinants of Line Extensions, Extension, Journal of Marketing Journal of Marketing Research, 31 (May), Research, 31 (May), 214-228. 243-262. Broniarczyk, S., W. Hoyer, and L. McAlister (1998), Consumers Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction, Journal of Marketing Research, 35 (May), 166-176. Simon, C. and M. Sullivan (1993), The Measurement and Determinants of Brand Equity: A Financial Approach, Marketing Science, 12 (Winter), 28-52.

Smith, D. and C. Park (1992), The Effects of Brand Extensions on Market Gurhan-Canli, Z. and D. Maheswaran Share and Advertising Efficiency, (1998), The Effects of Extensions on Journal of Marketing Research, 29 Brand Name Dilution and Enhancement, (August), 296-313. Journal of Marketing Research, 35 (November), 464-473. Sullivan, M. (1992), Brand Extensions: When to Use Them, Management Keller, K. (1993), Conceptualizing, Science, 38 (June), 793-806. Measuring, and Managing CustomerPage 18 of 25

Oliver, R (1981), A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions, Journal of Basu, A., R. Lal, V. Srinivasan, and R. Staelin (1985),Salesforce Compensation Marketing Research, 17 (November), Plans: Theoretical Perspective, Marketing 460-469. Science, 4, 267-291. Oliver, R. (1993), Cognition, Affective, and Attributive Bases of the Satisfaction Churchill, G., N. Ford, S. Hartley, and O. Response, Journal of Consumer Walker, (1985), The Determinants of Research, 24, 127-146. Salesperson Performance: A MetaAnalysis, Journal of Marketing Research, 22 (May), 103-118. Rust, R. and A. Zahorik (1993), Customer Satisfaction, Customer Retention, and Market Share, Journal Coughlan, A. and S. Sen (1989), Retailing, 69 (Summer), 193-215. Salesforce Compensation: Theory and Managerial Implications, Marketing Science, 8, 324-342. Smith, A., R. Bolton, and J. Wagner (1999), A Model of Customer Ramaswamy, Sinha, and Zoltners (1990), Satisfaction with Service Encounters An Integrated Model-Based Approach for Involving Failure and Recovery, Journal of Marketing Research, 36 (August), 356Sales Force Structuring, Marketing 372, Science, 9, 279-298. Horsky and Nelson (1996) Evaluating Salesforce Size and Productivity Through Efficient Frontier Benchmarking, Marketing Science, 15, 301-320. SATISFACTION Anderson, E., C. Fornell, and D. Lehmann (1994), Customer Satisfaction, Market Share, and Profitability: Findings from Sweden, Journal of Marketing, 58 (July), 53-66. Cadotte, E., R. Woodruff, and R. Jenkins (1987), Expectations and Norms in Models of Consumer Satisfaction, Journal of Marketing Research, 24 (August), 305-314. Fournier, S. and D. Mick (1999), Rediscovering Satisfaction, Journal of Marketing, 63 (October), 5-23. Garbarino, E. and M. Johnson (1999), The different roles of satisfaction, trust, and commitment in customer relationships, Journal of Marketing, 63 (April), 70-87. SERVICES MARKETING Bitner, M. (1992), Servicescapes: The Impact of Physical Surroundings on Customers and Employees, Journal of Marketing, 56 (April), 57-71. Bolton, R. and J. Drew (1991), A Multistage Model of Customers Assessments of Service Quality and Value, Journal of Consumer Research, 17 (March), 375-384. Cronin, J. and S. Taylor (1992), Measuring Service Quality: A Reexamination and Extension, Journal of Marketing, 56 (July), 55-68. Boulding, W., A. Kalra, R. Staelin, and V. Zeithaml (1993), A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions, Journal of Marketing Research, 30 (February), 7-27. Parasuraman, A., V. Zeithaml, and L. Berry (1988), SERVQUAL: A MultipleItem Scale for Measuring Consumer Perceptions of Service Quality, Journal of Retailing, 64 (Spring), 12-40.

SALESFORCE

Page 19 of 25

Parasuraman, A., V. Zeithaml, and L. Berry (1991), Refinement and Reassessment of the SERVQUAL Scale, Journal of Retailing, 67 (Winter), 420-40. Parasuraman, A., V. Zeithaml, and L. Berry (1985), A Conceptual Model of Service Quality and Its Implications for Future Research, Journal of Marketing, 45 (Fall), 41-50. Rust, R., J. Inman, J. Jia, and A. Zahorik (1999), What You Dont Know About Customer-Perceived Quality: The Role of Customer Expectation Distributions, Marketing Science, 18, 77-92. Zeithaml, V., L. Berry, and A. Parasuraman (1996), The Behavioral

Consequences of Service Quality, Journal of Marketing, 60 (April), 31-46. VALUE Zeithaml, V. (1988), Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence, Journal of Marketing, 53 (July), 2-22. OTHER Reinartz, W. and V. Kumar (2000), On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing, Journal of Marketing, 64 (October), 17-35.

Channels
Anderson, E. and B. Weitz (1992), The Use of Pledges to Build and Sustain Commitment in Distribution Channels, Journal of Marketing Research, 29 (February), 18-34. Bergen, M., S. Dutta and O. Walker (1992), Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories, Journal of Marketing, 56 (July), 1-24 Celly, K. and G. Frazier (1996), Outcome-Based and Behavior-Based Cordination Efforts in Channel Relationships, Journal of Marketing Research, 33 (May), 200-210. Dwyer, F., P. Schurr, and S. Oh (1987), Developing Buyer-Seller Relationships, Journal of Marketing, 51 (April), 11-27. Frazier, G. (1983), On the Measurement of Inter-Firm Power in Channels of Distribution, Journal of Marketing Research, 20 (May), 158-166. Ganesan, S. (1994), Determinants of Long-Term Orientation in Buyer-Seller Relationships, Journal of Marketing, 58 (April), 1-19. Gaski, F. (1984), The Theory of Power and Conflict in Channels of Distribution, Journal of Marketing, 48 (Summer), 9-29. Hallen, L., J. Johanson and N. SeyedMohamed (1991), Interfirm Adaptation in Business Relationships, Journal of Marketing, 55 (April), 29-37. (Note: the # of degrees of freedom reported should be chi-square of 74 with 39 df) Heide, J. (1994), Inter-organizational Governance in Marketing Channels, Journal Marketing 58 (January), 71-85. Heide, J. and G. John (1988), The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels, Journal of Marketing, 52 (January), 20-35. Heide, J. and G. John (1992), Do Norms Matter in Marketing Relationships? Journal of Marketing, 56 (April), 32-44. Iyer, G. (1998), Coordinating Channels under Price and Nonprice Competition, Marketing Science, 17, 338-357.

Page 20 of 25

Jeuland, A. and S. Shugan (1983), Managing Channel Profits, Marketing Science, 2, 239-272. Kadiyali, Chintagunta and Vilcassim (2000), Manufacturer-Retailer Channel Interactions and Implications for Channel Power: An Empirical Investigation of Pricing in a Local Market, Marketing Science, 19, 127-148. Mohr, J., R. Fisher, and J. Nevin (1996), Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control, Journal of Marketing, 60 (July), 103-115. Noordewier, T., G. John, and J. Nevin (1990), Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships, Journal of Marketing, 54 (October), 80-93. Rindfleisch, A. and J. Heide (1997), Transaction Cost Analysis: Past, Present,

and Future Applications, Journal of Marketing, 61 (October), 30-54. Stump. R. and J. Heide (1996), Controlling Supplier Opportunism in Industrial Relationships, Journal of Marketing Research, 33 (November), 431-441. Wathne, K. and J. Heide (2000), Opportunism in Interfirm Relationships: Forms, Outcomes, Solutions, Journal of Marketing, 64 (October), 36-51. Weiss, A. and J. Heide (1993), The Nature of Organizational Search in High Technology Markets, Journal of Marketing Research, 30 (May), 220-233. Wernerfelt, B. (1994), An Efficiency Criterion for Marketing Design, Journal of Marketing Research, 31 (November), 192-203.

Page 21 of 25

Models
CHOICE and Elasticity Structure, Journal of Marketing Research, 26 (November 1989), 379-390.

Abramson, C., R. Andrews, I. Currim, and M. Jones (2000), Parameter Bias from McFadden, (1986),"The Choice Theory Unobserved Effects in Multinomial Logit Approach to Market Research," Model of Consumer Choice, Journal of Marketing Research, 37 (November), 410-426. Marketing Science, 5 (Fall), 275-297.
Arora, N., G. Allenby, and J. Ginter (1998),A Hierarchical Bayes Model of Primary and Secondary Demand, Marketing Science, 17, 29-44. Bucklin, R., G. Russell, and V. Srinivasan (1998), A Relationship Between Market Share Elasticities and Brand Switching Probabilities, Journal of Marketing Research, 35 (February), 99-113. Meyer, R. and E. Johnson (1995), Empirical Generalizations in the Modeling of Consumer Choice, Marketing Science, 14, G180-G189. Papatla, P. and L. Krishnamurthy (1992), A Probit Model of Choice Dynamics, Marketing Science, 12 (Spring), 189-206. MARKET STRUCTURE

Chintagunta, P., D. Jain, and N. Vilcassim Colombo, R. and D. Morrison (1989), A Brand Switching Model with Implications (1991), Investigating Heterogeneity in for Marketing Strategies, Marketing Brand Preferences in Logit Models for Science, 8 (Winter), 89-99. Panel Data, Journal of Marketing Research, 28 (November), 417-28. Givon, M. (1982), Variety-Seeking Through Brand Switching, Marketing Fader, P. and B. Hardie (1006), Science, 3 (Winter), 1-22. Modeling Consumer Choice Among SKUs, Journal of Marketing Research, 33 Grover, R. and V. Srinivasan (1987), A (November), 442-452. Simultaneous Approach to Market Segmentation and Market Structure, Gonul, F. and K. Srinivasan (1993), Journal of Marketing Research, 24 (May), Modeling Multiple Sources of 139-153. Heterogeneity in Multinomial Logit Models Methodological and Managerial Issues, Marketing Science, 12 (Summer), 213-229. Kannan, P. and G. Wright (1991), Modeling and Testing Structured Markets: A Nested Logit Approach, Guadagni, P. and J. Little (1983), A Logit Marketing Science, 10 (Winter), 58-82. Model of Brand Choice Calibrated on Russell, G. and W. Kamakura (1994), Scanner Data, Marketing Science, 2, Understanding Brand Competition Using 203-238. Micro and Macro Scanner Data, Journal of Marketing Research, 31 (May), 289Gupta, Chintagunta, Kaul and Wittink 303. (1996),Do Household Scanner Data Provide Representative Inferences form Brand Choices: A Comparison with Store Data, Journal of Marketing Research, 33 (November), 383-398. Kamakura and Russell, A Probabilistic Choice Model for Market Segmentation
Page 22 of 25

Uban, G., P. Johnson, and J. Hauser (1984), Testing Competitive Market Structures, Marketing Science, 3 (Spring), 83-112.

CONJOINT

Diffusion Patterns, Journal of Marketing, 57 (October), 60-71. Horsky, D. (1990),A Diffusion Model Incorporating Product Benefits, Price, Income and Information, Marketing Science, 9, 342-355. Krishnan, T., F. Bass, and V. Kumar (2000), Impact of a Late Entrant on the Diffusion of a New Product/Service, Journal of Marketing Research, 37 (May), 269-278. Mahajan, V., E. Muller, and F. Bass, "New Product Diffusion Models in Marketing: A Review and Directions for Research," Journal of Marketing. 54 (January 1990), 1-26.

Louviere and Woodworth (1983), Design and Analysis of Simulated Consumer Choice and Allocation Experiments: A Method Based on Aggregate Data, Journal of Marketing Research, 20 (November), 350-367.
Carroll and P. Green (1995),Psychometric Methods in Marketing Research: Part I, Conjoint Analysis, Journal of Marketing Research, 32 (November), 385-391. Elrod, T., J. Louviere, and K. Davey (1992), An Empirical Comparison of Ratings-Based and Choice-Based Conjoint Models, Journal of Marketing Research, 29 (August), 368-377.

Putsis, W., S. Balasubramanian, E. Jedidi, K., R. Kohli, and W. DeSarbo Kaplan, and S. Sen (1997), Mixing (1996), Consideration Sets in Conjoint Analysis, Journal of Marketing Research, Behavior in Cross-Country Diffusion, Marketing Science, 16, 354-369. 33 (August), 364-372. Oppewal, H., J. Louviere, and H. Timmermans (1994), Modeling Hierarchical Conjoint Processes with Integrated Choice Experiments, Journal of Marketing Research, 31 (February), 92-105. DIFFUSION Sultan, J. Farley, and D. Lehman, "A Meta-Analysis of Applications of Diffusion Models," Journal of Marketing Research, 27 (February 1990), 70-7. Van den Bulte, C. (2000), New Product Diffusion Acceleration: Measurement and Analysis, Marketing Science, 19, 366380. CROSS-CATEGORY (Market Basket)

Bass, F. (1969), A New Product Growth Model for Consumer Durables, Management Science, 15 (January), 215-227.

Manchanda, P., A. Ansari, and S. Gupta (1999), The "Shopping Basket": A Model Bass, F. (1995), Empirical for Multicategory Purchase Incidence Generalizations and Marketing Science: A Decisions, Marketing Science, 18, 95Personal View, Marketing Science, 14, 114. G6-G19. Dekimpe, M., P. Parker, and M. Sarvary (2000), Global Diffusion of Technological Innovations: A Coupled-Hazard Approach, Journal of Marketing Research, 37 (February), 47-59. Helsen, K., K. Jedidi, and W. DeSarbo (1993), A New Approach to Country Segmentation Utilizing Multinational Russell, G. and W. Kamakura (1994), Modeling Multiple Category Brand Preference with Household Basket Data, Journal of Retailing, 73 (Winter), 439461. Russell, G. and A. Peterson (2000), Analysis of Cross Category Dependence in Market Basket Selection, Journal of Retailing, 76 (Fall), 367-392.

Page 23 of 25

PRICING (Models) Briesch, R., A. Krishnamurthi, T. Mazumdar, and S. Raj (1997), A Comparative Analysis of Reference Price Models, Journal of Consumer Research, 24 (September), 202-214. Kalwani, M., C. Yim, H. Rinne, and Y. Sugita (1990), A Price Expectations Model of Customer Brand Choice, Journal of Marketing Research, 27 (August), 251-263. OTHER Carroll, J. and P. Green (1997), Psychometric Methods in Marketing

Research: Part II, Multidimensional Scaling, Journal of Marketing Research, 34 (May), 193-204. Fader, P. and D. Schmittlein (1993), Excess Behavioral Loyalty for HighShare Brands: Deviations from the Dirichlet Model for Repeat Purchasing, Journal of Marketing Research, 30 (November), 478-493. Farley, J. and D. Lehmann (1994), Crossnational Laws and Differences in Market Response, Management Science, 40 (January), 111-122.

Miscellaneous & Emerging Topics

Shopping Environments: The Effects of Interactive Decision Aids, Marketing Alba, J, J. Lynch, B. Weitz, C. Janiszewski, Science, 19 (Winter), 4-21. R. Lutz, A. Sawyer, and S. Wood (1997), Interactive Home Shopping: Consumer, Hoffman, D. and T. Novak (1996), Retailer, and Manufacturer Incentives to Marketing in Hypermedia ComputerParticipate in Electronic Marketplaces, Mediated Environments: Conceptual Journal of Marketing, 61 (July), 38-53. Foundations, Journal of Marketing, 60 (July), 50-68. Bakos, Y. (1997), Reducing Buyer Search Costs: Implications for Electronic Keeney, R. (1999), The Value of Marketplaces, Management Science, 43 Internet Commerce to the Customer, (December), 1676-1692. Management Science, 45, 533-542. Bakos, Y. (2000), Bundling and competition on the Internet, Marketing Science, 19 (Winter), 63-82. Bradlow, E. and D. Schmittlein (2000), The Little Engines that Could: Modeling the Performance of World Wide Web Search Engines, Marketing Science, 19 (Winter), 43-62. Brynjolffson, E. and M. Smith (2000), Frictionless Commerce? Comparison of Internet and Conventional Retailers, Management Science, 46 (April), 563585. Haubl, G. and V. Thrifts (2000), Consumer Decision Making in Online
Page 24 of 25

E-COMMERCE

Lynch, J. and D. Ariely (2000), Wine Online: Search Costs Affect Competition on Price, Quality and Distribution, Marketing Science, 19 (Winter), 83-103. Lal, R. and M. Sarvary (1999) When and How is the Internet Likely to Decrease Price Competition? Marketing Science, 18, 485-503. Novak, T. , D. Hoffman, and Y. Yung (2000), Measuring the Customer Experience in Online Environments: A Structural Modeling Approach, Marketing Science, 19 (Winter), 22-42.

ALTERNATIVES TO COMPETITION Bucklin, L. and S. Sengupta (1993), Organizing Successful Co-marketing Alliances, Journal of Marketing, 57, (April), 32-46.

Page 25 of 25