Topic: Strategy

Professor Rohini Ahluwalia explores consumer attachment style as a predictor of the impact of a brand's personality in the marketplace in her April 2009 Journal of Consumer Research article.
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One of the newest members of the marketing department, Assistant Professor Joseph P. Redden is already making waves with his insightful research on consumer behavior and satiation.
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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.

Brand extensions are big business, and Professor Rohini Ahluwalia has found a key driver to successful brand stretch: self-construal. Her research is forthcoming in the Journal of Marketing Research.
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In his recent Management Science article, "Fairness and Channel Coordination," Assistant Professor Tony Haitao Cui finds that looking beyond monetary payoffs benefits both firms in a marketing channel.
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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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Out Now: Brand Memory Houston Sidebar April 09
In his April 2009 Journal of Marketing Research article, Professor Michael Houston explains that how buyers form and store their brand memories influences their response to marketing messages.

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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New research by Professor Deborah Roedder John shows that self-esteem and materialism are directly linked in teens. Raise their sense of self-worth, and kids respond with a lowered focus on material goods.
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Brands like Coke, Campbell's, Kodak, and Nike are all considered American icons, but what does it mean to be iconic? Are all icons created equal? New research by Assistant Professor Carlos Torelli examines this question.
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Cross-Cultural Impatience Rao
Buyer Impatience
In his 2005 Journal of Marketing Research paper, "Cultural Differences in Consumer Impatience," Professor Akshay Rao and Carlson School marketing Ph.D.s Haipeng (Allan) Chen and Sharon Ng explore cross-cultural variations in how consumers discount the future. In the course of their research, the authors learned that, while prevention loss increases impatience in Easterners, promotion loss was a greater annoyance for Westerners. Click here to read the paper and learn more about the implications for online consumption.

Topic: Strategy

"What Makes Brands Elastic? The Influence of Brand Concepts and Styles of Thinking on Brand Extension Evaluation," Deborah Roedder John, Journal of Marketing (forthcoming May 2010).
"When Should Original Equipment Manufacturers Use Branded Component Contracts with Suppliers?" Mrinal Ghosh and George John, Journal of Marketing Research (forthcoming October 2009).
"Learning from a Service Guarantee Quasi-Experiment," Xinlei (Jack) Chen, George John, Julie M. Hays, Arthur V. Hill, and Susan E. Guers, Journal of Marketing Research (forthcoming October 2009).
"Radical Innovation Across Nations: The Pre-eminence of Corporate Culture," Gerard J. Tellis, Jaideep C. Prabhu, and Rajesh K. Chandy, Journal of Marketing (January 2009).
"The Fruits of Legitimacy: Why Some New Ventures Gain More from Innovation than Others Do," Raghunath S. Rao, Rajesh K. Chandy, and Jaideep C. Prabhu, Journal of Marketing (July 2008).
"Informing, Transforming, and Persuading: Disentangling the Multiple Effects of Advertising on Brand Choice Decisions," Nitin Mehta, Xinlei (Jack) Chen, and Om Narasimhan, Marketing Science (May-June 2008).
"Assessing the Consequences of a Channel Switch," Xinlei (Jack) Chen, George John, and Om Narasimhan, Marketing Science (May-June 2008).
"Competitive Response to Radical Product Innovations," Khaled Aboulnasr, Om Narasimhan, Edward Blair, and Rajesh K. Chandy, Journal of Marketing (May 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).
"Fairness and Channel Coordination," Tony Haitao Cui, Jagmohan S. Raju, and Z. John Zhang, Management Science (August 2007).
"Why Some Acquisitions do Better than Others: Product Capital as a Driver of Long-Term Stock Returns," Rajesh K. Chandy, Alina Sorescu, and Jaideep C. Prabhu, Journal of Marketing Research (February 2007).
"Absorptive Capacity in High Technology Markets: The Competitive Advantage of the Haves," Om Narasimhan, Shantanu Dutta, and Surendra Rajiv, Marketing Science (September 2006).
"From Invention to Innovation: Conversion Ability in Product Development," Rajesh K. Chandy, Brigitte Hopstaken, Om Narasimhan, and Jaideep C. Prabhu, Journal of Marketing Research (August 2006).
"How Does Enforcement Deter Gray Market Incidence?" Kersi Antia, Mark E. Bergen, Shantanu Dutta, and Robert Fisher, Journal of Marketing (January 2006).
"Strategic Fit in Industrial Alliances: An Empirical Test of Governance Value Analysis," Mrinal Ghosh and George John, Journal of Marketing Research (August 2005).
"Modeling the Microeffects of Television Advertising: Which Ad Works, When, Where, How Long, and Why?" Gerard Tellis, Rajesh K. Chandy, Deborah MacInnis, and Pattana Thaivanich, Marketing Science (Summer 2005).
"Conceptualizing and Measuring Capabilities," Om Narasimhan, Shantanu Dutta, and Surendra Rajiv, Strategic Management Journal (March 2005).
"The Impact of Acquisitions on Innovation: Poison Pill, Placebo, or Tonic?" Jaideep C. Prabhu, Rajesh K. Chandy, and Mark Ellis, Journal of Marketing (January 2005).
"Sources and Financial Consequences of Radical Innovation: Insights from Pharmaceuticals," Alina Sorescu, Rajesh K. Chandy, and Jaideep C. Prabhu, Journal of Marketing (October 2003).
"Scanning Dynamic Competitive Landscapes: A Market-Based and Resource-Based Framework," Margaret A. Peteraf and Mark E. Bergen, Strategic Management Journal (October 2003).
"What Will the Future Bring? Dominance, Technology Expectations, and Radical Innovation," Rajesh K. Chandy, Jaideep C. Prabhu, and Kersi Antia, Journal of Marketing (July 2003).
"The Price of Launching a New Product: Empirical Evidence on Factors Affecting the Relative Magnitude of Slotting Allowances," Akshay R. Rao and Humaira Mahi, Marketing Science (Spring 2003).
"Experimental Evidence for Agency Models of Salesforce Compensation," Mrinal Ghosh and George John, Marketing Science (2001).
"When Does Vertical Coordination Improve Industrial Purchasing Relationships?" Arnt Buvik and George John, Journal of Marketing (2001).
"The Incumbent's Curse? Incumbency, Size, and Radical Product Innovation," Rajesh K. Chandy and Gerard Tellis, Journal of Marketing (July 2000).
"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).
"Vertical Territorial Restrictions and Public Policy: Theories and Industry Evidence," Shantanu Dutta, Jan B. Heide, and Mark E. Bergen, Journal of Marketing (October 1999).
"Governance Value Analysis and Marketing Strategy," Mrinal Ghosh and George John, Journal of Marketing (1999).
"Understanding Institutional Designs within Marketing Value Systems," Stephen J. Carson, Timothy M. Devinney, Graham R. Dowling, and George John, Journal of Marketing (1999).
"Marketing in Technology-Intensive Markets: Toward a Conceptual Framework," George John, Allen M. Weiss, and Shantanu Dutta, Journal of Marketing (1999).
"Signaling Unobservable Product Quality through a Brand Ally," Akshay R. Rao, Lu Qu, and Robert W. Ruekert, Journal of Marketing Research (1999).
"Success in High-Technology Markets: Is Marketing Capability Critical?" Om Narasimhan, Shantanu Dutta, and Surendra Rajiv, Marketing Science (1999).
"Organizing for Radical Product Innovation: The Overlooked Role of Willingness to Cannibalize," Rajesh K. Chandy and Gerard Tellis, Journal of Marketing Research (November 1998).
"Exclusive Dealing and Business Efficiency: Evidence from Industry Practice," Jan B. Heide, Shantanu Dutta, and Mark E. Bergen, Journal of Law and Economics (1998).
"Understanding Cooperative Advertising Participation Rates in Conventional Channels," Mark E. Bergen and George John, Journal of Marketing Research (August 1997).
"Quick Response in Manufacturer-Retailer Channels," Ananth Iyer and Mark E. Bergen, Management Science (April 1997).
"Branded Variants: A Retail Perspective," Mark E. Bergen, Shantanu Dutta, and Steve M. Shugan, Journal of Marketing Research (February 1996).
"Organizing for Effective New Product Development: The Moderating Role of Product Innovativeness," Eric M. Olson, Orville C. Walker, Jr., and Robert W. Ruekert, Journal of Marketing (January 1995).
"The Governance of Exclusive Territories When Retailers Can Bootleg," Shantanu Dutta, Mark E. Bergen, and George John, Marketing Science (Winter 1994).
"Price Premium Variations as a Consequence of Buyers' Lack of Information," Akshay R. Rao and Mark E. Bergen, Journal of Consumer Research (December 1992).
"Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories," Mark E. Bergen, Shantanu Dutta, and Orville C. Walker, Jr., Journal of Marketing (July 1992).
"Do Norms Matter in Marketing Relationships?" George John and Jan B. Heide, Journal of Marketing (April 1992).
"Performance Outcomes of Purchasing Arrangements on Industrial Buyer-Vendor Relationships," George John, T. Noordeweir, and J.R. Nevin, Journal of Marketing (October 1990).
"Unbundling of Industrial Systems," George John, L. Wilson, and A. Weiss, Journal of Marketing Research (May 1990).
"Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships," Jan B. Heide and George John, Journal of Marketing Research (February 1990).
"Salesforce Compensation: An Empirical Investigation of Factors Related to the Use of Salary Versus Incentive Compensation," George John and Barton A. Weitz, Journal of Marketing Research (February 1989).
"The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," George John and Jan B. Heide, Journal of Marketing (January 1988).
"Interactions Between Marketing and R&D Departments in Implementing Different Business Strategies," Robert W. Ruekert and Orville C. Walker, Jr., Strategic Management Journal (May-June 1987).
"Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework," Orville C. Walker, Jr. and Robert W. Ruekert, Journal of Marketing (Summer 1987).
"Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence," Robert W. Ruekert and Orville C. Walker, Jr., Journal of Marketing (January 1987).
"The Organization of Marketing Activities: A Contingency Theory of Structure and Performance," Robert W. Ruekert, Orville C. Walker, Jr., and Kenneth J. Roering, Journal of Marketing (Winter 1985).
"An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," George John, Journal of Marketing Research (August 1984).
"Effects of Organizational Structure of Marketing Planning on Credibility and Utilization of Output," George John and J. Martin, Journal of Marketing Research (May 1984).