Topic: Pricing

Tony Haitao Cui's research on channel management is changing the way companies think about channel partnerships and parity.
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Out Now: Voters as Consumers Rao Sidebar April 09
The timing of marketing messages and the world of politics come together in Professor Akshay Rao's April 2009 article published in the Journal of Consumer Research.

How we predict our future emotions affects our purchase outcomes, says Assistant Professor Jane Ebert in her research on forecasting and backcasting.
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Consumer emotion can influence the effectiveness of common persuasion tactics relying on conformity or uniqueness, new research from Vladas Griskevicius finds.
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Topic: Pricing

"A Price Discrimination Model of Trade Promotions," Tony Haitao Cui, Jagmohan S. Raju, and Z. John Zhang, Marketing Science (September/October 2008).
"When Little Things Mean a Lot: On the Inefficiency of Item Pricing Laws," Mark E. Bergen, Daniel Levy, Sourav Ray, Paul H Rubin, and Benjamin Zeliger, Journal of Law and Economics (May 2008).
"When Two and Two is Not Equal To Four: Errors in Processing Multiple Percentage Changes," Haipeng Chen and Akshay R. Rao, Journal of Consumer Research (October 2007).
"The Psychological Consequences of Money," Kathleen D. Vohs, Nicole L. Mead, and Miranda G. Goode, Science (November 2006).
"Asymmetric Wholesale Pricing: Theory and Evidence," Sourav Ray, Haipeng Chen, Mark E. Bergen, and Daniel Levy, Marketing Science (March-April 2006).
"The Quality of Price as a Quality Cue," Akshay R. Rao, Journal of Marketing Research (November 2005).
"Cultural Differences in Consumer Impatience," Haipeng Chen, Sharon Ng, and Akshay R. Rao, Journal of Marketing Research (August 2005).
"Pricing Process as a Capability: A Resource-Based Perspective," Shantanu Dutta, Mark Zbaracki, and Mark E. Bergen, Strategic Management Journal (July 2003).
"No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality," Amna Kirmani and Akshay R. Rao, Journal of Marketing (April 2000).
"The Magnitude of Menu Costs: Direct Evidence from Large U.S. Supermarket Chains," Daniel Levy, Mark E. Bergen, Shantanu Dutta, and Robert Venable, Quarterly Journal of Economics (August 1997).
"Price Premium Variations as a Consequence of Buyers' Lack of Information," Akshay R. Rao and Mark E. Bergen, Journal of Consumer Research (December 1992).
"The Effect of Prior Knowledge on Price Acceptability and the Type of Information Examined," Akshay R. Rao and Wanda A. Sieben, Journal of Consumer Research (September 1992).
"The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations," Akshay R. Rao and Kent B. Monroe, Journal of Consumer Research (September 1988).
"Covariation Assessment by Consumers," James R. Bettman, Deborah Roedder John, and Carol A. Scott, Journal of Consumer Research (December 1986).
"Sampling Data for Covariation Assessment: The Effect of Prior Beliefs on Search Patterns," Deborah Roedder John, Carol A. Scott, and James R. Bettman, Journal of Consumer Research (June 1986).