Research

The marketing faculty has made important contributions to the Smith School’s world ranking in faculty research by the Financial Times. The faculty has recently won best article awards for articles in the Journal of Marketing, Journal of Marketing Research and Marketing Science, as well as the AMA's best book award, and the best paper award from MSI.   In addition the prestigious Gilbert A. Churchill Award for lifetime achievement in marketing research was recently presented by the American Marketing Association to a member of the marketing faculty, and a department doctoral student recently won MSI's Alden Clayton Doctoral Dissertation Competition.

In addition to the publication activity of the faculty, the marketing faculty also lead the Smith School’s Center for Excellence in Service.

Journal Articles and Editorships by the marketing faculty can be found below.

Selected Journal Articles

Gabriel Biehal

Dick, Alan, Dipankar Chakravarti and Gabriel Biehal (1990), "Memory Influences on Inferential Processing During Consumer Choice," Journal of Consumer Research, 17(1), 82-93.

Biehal, Gabriel and Dipankar Chakravarti (1989), "The Effects of Concurrent Verbalization on Choice Processing," Journal of Marketing Research, 26(1), 84-96.

Biehal, Gabriel and Dipankar Chakravarti (1986), "Consumers' Use of Memory and External Information in Choice: Macro and Micro Perspectives," Journal of Consumer Research, 12(4), 382-405.

Biehal, Gabriel and Dipankar Chakravarti (1983), "Information Accessibility as a Moderator of Consumer Choice," Journal of Consumer Research, 10 (1), 1-14.

Biehal, Gabriel (1983), "Consumers' Prior Experiences and Perceptions in Auto Repair Choice," Journal of Marketing, 47(3), 82-91.

Biehal, Gabriel and Dipankar Chakravarti (1982), "Experiences with the Bettman-Park Verbal Protocol Coding Scheme," Journal of Consumer Research, 8(4), 442-448.

Biehal, Gabriel and Dipankar Chakravarti (1982), "Information Presentation Format and Learning Goals as Determinants of Consumers' Memory Retrieval and Choice Processes," Journal of Consumer Research, 8(4), 431-441.

Rosellina Ferraro
 

Tanner, Robin J., Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick B. van Baaren (2008), “Of Chameleons and Consumption: The Impact of Mimicry on Choices and Preferences,” Journal of Consumer Research, forthcoming.

Ferraro, Rosellina, Baba Shiv, and James R. Bettman (June 2005), “Let Us Eat and Drink, For Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice,” Journal of Consumer Research, 32 (1), 65-75.

Inman, J. Jeffrey, Venkatesh Shankar, and Rosellina Ferraro (2004), “The Roles of Channel-Category Associations and Geodemographics in Channel Patronage,” Journal of Marketing, 68 (April), 51-71.

Judy Frels

Frels, Judy, Tasadduq Shervani and Rajendra K. Srivastava, (2003), "The Integrated Networks Model: Explaining Resource Allocation in Network Markets," Journal of Marketing, January 29-45.

Rebecca Hamilton

Hamilton, Rebecca W. and Joydeep Srivastava (2008). When 2+2 Is Not the Same As 1+3: Variations in Price Sensitivity Across Components of Partitioned Prices, Journal of Marketing Research, forthcoming.

Hamilton, Rebecca W. and Debora V. Thompson (2007). Is There a Substitute for Direct Experience? Comparing Consumers’ Preferences After Direct and Indirect Product Experiences, Journal of Consumer Research, 34 (December), 546-555.

*Rust, Roland T., Debora Viana Thompson, and Rebecca Hamilton (2006), “Defeating Feature Fatigue,” Harvard Business Review, 84 (2), 98-107.  Also published in the Chinese Harvard Business Review, (February 2006), 90-101.

Thompson, Debora V. and Rebecca W. Hamilton (2006). The Role of Information Processing Mode in Consumers’ Responses to Comparative Advertising, Journal of Consumer Research, 32 (March), 530-540.

Thompson, Debora Viana, Rebecca W. Hamilton and Roland T. Rust (2005). “Feature Fatigue: When Product Capabilities Become Too Much of a Good Thing,” Journal of Marketing Research, 42 (November), 431-442.

*Donald R. Lehmann Award, 2007, awarded by the American Marketing Association Marketing Research SIG for the Best Dissertation-Based Research Article.

Hamilton, Rebecca W. and Gabriel J. Biehal (2005). Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices, Journal of Consumer Research, 32 (September), 277-283.

Hamilton, Rebecca W., (2003), "Why Do People Suggest What They Do Not Want? Using Context Effects to Influence Others' Choices," Journal of Consumer Research, 29 (March), 492-506.

P.K. Kannan

Jank, Wolfgang and P. K. Kannan (2005), "Understanding Geographical Markets of Online Firms using Spatial Models of Customer Choice," Marketing Science, (forthcoming).

Jain, Sanjay and P. K. Kannan, (2002), "Pricing of Information Products on Online Servers: Issues, Models, and Analysis," Management Science, Vol. 48, No. 9, September, pp. 1123-1143.

Kannan, P. K. and Susan Sanchez, (1994), "Competitive Market Structures: A Subset Selection Analysis," Management Science Vol. 40, No.11, pp. 1484-1499,

McCarthy, Patrick , P. K. Kannan, R. Chandrasekharan, and Gordon Wright, (1992), "Estimating Loyalty and Switching with an Application to the Automobile Market," Management Science, Vol. 38, No. 10 (October), pp. 1371-1394,

Kannan, P. K. and Gordon P. Wright, (1991), "On Testing Competitive Market Structures", Marketing Science, Vol. 10, No. 4, pp. 338 - 34.

Kannan, P. K. and Gordon P. Wright, (1991), "Modeling and Testing Structured Markets: A Nested Logit Approach", Marketing Science, Vol. 10, No. 1 (Winter), pp. 58 - 82.

Robert Krapfel

Krapfel, Robert, (1982), "Marketing by Mandate," Journal of Marketing, v.46 (Summer), 79-85.

Krapfel, Robert, (1985), "An Advocacy Behavior Model of Organizational Buyers' Vendor Choice," Journal of Marketing, (Fall), 51-59.

Amna Kirmani

Kirmani, Amna and Meg Campbell (2004), "Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion," Journal of Consumer Research, 31 (3).20

Dillon, William R., Thomas J. Madden, Amna Kirmani and Soumen Mukherjee (2001), “Understanding What’s in a Brand Rating: A Model for Assessing Brand and Attitude Effects and Their Relationship to Brand Equity,” Journal of Marketing Research, November.

* Won the Paul Green Award.

Campbell, Margaret and A. Kirmani (2000), "Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent," Journal of Consumer Research, 27 (1), 69-83.

Kirmani, Amna and Akshay R. Rao (2000) "No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality," Journal of Marketing, 64 (2), 66-79.

* Won the Maynard Award.

Kirmani, Amna, Sanjay Sood and Sheri Bridges (1999), "The Ownership Effect in Consumer Responses to Brand Line Stretches," Journal of Marketing, 63 (1), 88-101.

Boulding, William and Amna Kirmani (1993), "A Consumer-Side Experimental Examination of Signalling Theory," The Journal of Consumer Research,(20) 1, 111-123.

Kirmani, Amna (1990), "The Effect of Perceived Advertising Costs on Brand Perceptions," The Journal of Consumer Research, 17(September), 160-171.

Kirmani, Amna and Peter Wright (1989), "Money Talks: Perceived Advertising Expense and Expected Product Quality,"  The Journal of Consumer Research, 16 (December), 344-353.

Wendy Moe

Johnson, Eric J., Wendy W. Moe, Peter S. Fader, Steven Bellman, and Jerry Lohse (2004), "On the Depth and Dynamics of World Wide Web Shopping Behavior," Management Science, 50 (3), 299-308 (featured article).

Moe, Wendy W. and Peter S. Fader (2004), "Dynamic Conversion Behavior at e-Commerce Sites," Management Science, 50 (3), 326-335.

Moe, Wendy W. and Peter S. Fader (2002), "Using Advance Purchase Orders to Forecast New Product Sales," Marketing Science, 21(3), 347-364.

Roland Rust

Chung, Tuck Siong, Roland T. Rust and Michel Wedel, "My Mobile Music: An Adaptive Personalization System for Digital Audio Players," Marketing Science, forthcoming.

Rust, Roland T. and Tuck Siong Chung (2006), “Marketing Models of Service and Relationships,” Marketing Science, 25 (6), 560-580.

*Rust, Roland T., Debora Viana Thompson, and Rebecca Hamilton (2006), “Defeating Feature Fatigue,” Harvard Business Review, 84 (2), 98-107.  Also published in the Chinese Harvard Business Review, (February 2006), 90-101.

*Donald R. Lehmann Award, 2007, (co-author and dissertation chair), awarded by the American Marketing Association Marketing Research SIG for the Best Dissertation-Based Research Article.

Rust, Roland T. and Peter Verhoef, “Optimizing the Marketing Interventions Mix in Intermediate-Term CRM,” Marketing Science, forthcoming.

Rust, Roland T., Tim Ambler, Gregory S. Carpenter, V. Kumar and Rajendra K. Srivastava, (2004), “Measuring Marketing Productivity: Current Knowledge and Future Directions,” Journal of Marketing, 68 (4), 76-89.

Rust, Roland T., Valarie A. Zeithaml and Katherine N. Lemon (2004), “Customer-Centered Brand Management,” Harvard Business Review, 82 (9), 110-118.

*Rust, Roland T., Katherine N. Lemon and Valarie A. Zeithaml (2004), “Return on Marketing: Using Customer Equity to Focus Marketing Strategy,” Journal of Marketing, 68 (1), 109-127.

*MSI/H. Paul Root Award, 2005. The award recognizes the article that made the greatest contribution to the advancement of the practice of marketing. The award winner is chosen by the Journal of Marketing’s Editorial Review Board.
* Robert D. Buzzell Best Paper Award, 2003, awarded for an earlier version of the paper, entitled, “Driving Customer Equity: Linking Customer Lifetime Value to Strategic Marketing Decisions.  Previously known as the MSI Best Paper Award, the Buzzell Award is awarded by the Marketing Science Institute to honor papers that have made a significant contribution to marketing practice and thought. It also serves to signal the kind of writing and research that is of lasting value to corporate marketing executives.

* Rust, Roland T., Christine Moorman and Peter R. Dickson, (2002), "Getting Return on Quality: Cost Reduction, Revenue Expansion, or Both?" Journal of Marketing, 66 (October), 7-24. Previously presented at the AMA Frontiers in Services Conference, October 2001.
 

* MSI/H. Paul Root Award, 2003. The award recognizes the article that made the greatest contribution to the advancement of the practice of marketing. The award winner is chosen by the Journal of Marketing’s Editorial Review Board.
* Marketing Science Institute Best Paper Award, 2002, awarded for an earlier draft of the paper, "Getting Returns from Service Quality: Is the Conventional Wisdom Wrong?" Established in 1993, the award recognizes the authors of papers that have made the most significant contribution to marketing practice and thought. It also signifies the kind of writing and research that is of lasting value to corporate marketing executives. To allow sufficient time to assess the impact of the work, this year’s winners were selected from papers issued in 2000.

* Varki, Sajeev, Bruce Cooil, and Roland T. Rust, (2000), “Modeling Fuzzy Data in Qualitative Marketing Research,” Journal of Marketing Research, 37 (November), 480-499.

* Winner, Donald R. Lehmann Award (co-author and dissertation advisor) for the outstanding dissertation-based article in marketing research.
* Finalist, Paul E. Green Award for the Journal of Marketing Research article with the most potential to contribute significantly to the practice of marketing research and research in marketing. The award is chosen by the Editorial Review Board of the Journal of Marketing Research.

Simester, Duncan I., John R. Hauser, Birger Wernerfelt, and Roland T. Rust, (2000), "Implementing Quality Improvement Programs Designed to Enhance Customer Satisfaction: Quasi-experiments in the U.S. and Spain," Journal of Marketing Research, 37 (February), 102-112 (2000),

Moorman, Christine and Roland T. Rust, (1999), "The Role of Marketing," Journal of Marketing, JM/MSI Special Issue on Fundamental Issues in Marketing, 63 (Special Issue), 180-197.

Rust, Roland T., J. Jeffrey Inman, Jianmin Jia, and Anthony Zahorik, (1999), "What You Don't Know About Customer-Perceived Quality: The Role of Customer Expectation Distributions," Marketing Science, 18 (1), 77-92. Also summarized in Scientific American.

* Anderson, Eugene W., Claes Fornell, and Roland T. Rust, (1997), "Customer Satisfaction, Productivity, and Profitability: Differences Between Goods and Services," Marketing Science, (2), 129-145.

* Best Services Article Award of 1997, AMA Services Special Interest Group.
* Finalist, John D.C. Little Best Article Award for the best 1997 marketing article in Marketing Science or Management Science. The award is chosen by the officers of the INFORMS College on Marketing and the Editorial Review Boards of Marketing Science and Management Science.

Cooil, Bruce and Roland T. Rust, (1995), "General Estimators for the Reliability of Qualitative Data," Psychometrika, 60 (June) 199-220. Previously presented at the ASA Joint Statistical meetings, August 1994.

* Rust, Roland T., Anthony J. Zahorik, and Timothy L. Keiningham, (1995), "Return on Quality (ROQ): Making Service Quality Financially Accountable," Journal of Marketing, 59 (April) 58-70. Previously presented at the AMA Frontiers in Services Conference, October 1993.

* Winner of the Alpha Kappa Psi Foundation Award for the 1995 article in the Journal of Marketing that had the greatest contribution to the advancement of the practice of marketing.

Rust, Roland T., Duncan Simester, Roderick J. Brodie, and V. Nilikant, (1995), "Model Selection Criteria: An Investigation of Relative Accuracy, Posterior Probabilities, and Combinations of Criteria," Management Science, 41 (February) 222-233.

Rust, Roland T. and Naveen Donthu, (1995), "Capturing Geographically Localized Misspecification Error in Retail Store Choice Models," Journal of Marketing Research, (February), 103-110.

Cooil, Bruce and Roland T. Rust, (1994), "Reliability and Expected Loss: A Unifying Principle," Psychometrika, 59 (June), 203-216.

Rust, Roland T. and Bruce Cooil, (1994), "Reliability Measures for Qualitative Data: Theory and Implications," Journal of Marketing Research, 31 (February), 1-14.

Rust, Roland T., Donald R. Lehmann, and John U. Farley, (1990), "Estimating Publication Bias in Meta-Analysis," Journal of Marketing Research, (May) 220-226.

Fornell, Claes and Roland T. Rust, (1989), "Incorporating Prior Theory in Covariance Structure Analysis: A Bayesian Approach," Psychometrika, (June), 249-259.

Donthu, Naveen and Roland T. Rust, (1989), "Estimating Geographic Customer Densities Using Kernel Density Estimation," Marketing Science, (Spring), 191-203.

Rust, Roland T., (1988), "Flexible Regression," Journal of Marketing Research, (February), 10-24.

Rust, Roland T. and David C. Schmittlein, (1985), "A Bayesian Cross-Validated Likelihood Method for Comparing Alternative Specifications of Quantitative Models," Marketing Science, (Winter), 20-40.

Rust, Roland T. and Mark I. Alpert, (1984), "An Audience Flow Model of Television Viewing Choice," Marketing Science, (Spring), 113-124.

Rust, Roland T. and Robert P. Leone, (1984), "The Mixed Media Dirichlet Multinomial Distribution: A Model for Evaluating Television-Magazine Advertising Schedules," Journal of Marketing Research, (February) 89-99.

Huff, David L. and Roland T. Rust, (1984), "Measuring the Congruence of Market Areas," Journal of Marketing, (Winter), 68-74.

Rust, Roland T. and Elizabeth O. Bornman, (1982), "Distribution-Free Methods of Approximating Nonlinear Marketing Relationships," Journal of Marketing Research, (August), 372-374.

Rust, Roland T. and Jay E. Klompmaker, (1981), "Improving the Estimation Procedure for the Beta Binomial TV Exposure Model," Journal of Marketing Research, (November), 442-448.

Headen, Robert S., Jay E. Klompmaker, and Roland T. Rust, (1979), "The Duplication of Viewing Law and Television Media Schedule Evaluation," Journal of Marketing Research, (August), 33-340.

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Joydeep Srivastava
 

Srivastava, Joydeep and Dipankar Chakravarti, “Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations,” forthcoming in Journal of Marketing Research.

Hamilton, Rebecca and Joydeep Srivastava (2008), “When 2+2 is Not the Same as 1+3: Variations in Price Sensitivity Across Components of Partitioned Prices,” forthcoming in Journal of Marketing Research.

Srivastava, Joydeep and Shweta Oza (2006), “Effect of Response Time on Perceptions of Bargaining Outcomes,” Journal of Consumer Research, 33 (2), 266-272.

Valenzuela, Ana, Joydeep Srivastava, and Seonsu Lee (2005), “The Role of Cultural Orientation in Bargaining under Incomplete Information: Differences in Causal Attributions,” Organizational Behavior and Human Decision Processes, 96 (1), 72-88.

Lurie, Nicholas H. and Joydeep Srivastava (2005), “Price-Matching Guarantees and Consumer Evaluations of Price Information,” Journal of Consumer Psychology, 15 (2), 149-158.

Srivastava, Joydeep and Nicholas Lurie (2004), “Price-Matching Guarantees as Signals of Low Store Prices: Survey and Experimental Evidence,” Journal of Retailing, 80 (2), 117-128.

Raghubir, Priya and Joydeep Srivastava (2002), “Effect of Face Value on Product Valuation in Foreign Currencies,” Journal of Consumer Research, 29 (December), 335-347.

Srivastava, Joydeep and Priya Raghubir (2002), “Debiasing Using Decomposition: The Case of Memory-Based Credit Card Expense Estimates,” Journal of Consumer Psychology, 12 (3), 253-264.

Chakravarti, Dipankar, Rajan Krish, Pallab Paul, and Joydeep Srivastava (2002), “Partitioned Presentation of Multi-Component Bundle Prices: Evaluation, Choice, and Underlying Processing Effects,” Journal of Consumer Psychology, 12 (3), 215-229.

Srivastava, Joydeep and Nicholas Lurie (2001), “A Consumer Perspective on Price-Matching Refund Policies: Effect on Price Perceptions and Search Behavior,” Journal of Consumer Research, 28 (September), 296-307.

Srivastava, Joydeep (2001), “The Role of Inferences in Sequential Bargaining with Incomplete Information: Some Experimental Evidence,” Organizational Behavior and Human Decision Processes, 85 (1), 166-187.

Purohit, Devavrat and Joydeep Srivastava (2001), “Effect of Manufacturer Reputation, Retailer Reputation, and Product Warranty on Consumer Judgments of Product Quality: A Cue Diagnosticity Framework,” Journal of Consumer Psychology, 10 (3), 123-134.

Jain, Sanjay and Joydeep Srivastava (2000), “An Experimental and Theoretical Analysis of Price-Matching Refund Policies,” Journal of Marketing Research, 37 (August), 351-362.

Srivastava, Joydeep, Dipankar Chakravarti, and Amnon Rapoport (2000), “Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay,” Marketing Science, 19 (2), 163-184.

Srivastava, Joydeep and Anusree Mitra (1998), “Warranty as a Signal of Quality: The Moderating Effect of Consumer Knowledge on Quality Evaluations,” Marketing Letters, 9 (4), 327-336.

Connolly, Terry and Joydeep Srivastava (1995), “Cues and Components in Multiattribute Evaluation,” Organizational Behavior and Human Decision Processes, 64 (2), 219-228.

Srivastava, Joydeep, Terry Connolly, and Lee Roy Beach (1995), “Do Ranks Suffice? A Comparison of Alternative Weighting Approaches in Value Elicitation,” Organizational Behavior and Human Decision Processes, 63 (1), 112-116. 

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Janet Wagner

Smith, A.K., R. Bolton, and J. Wagner, (1999), “A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery,” Journal of Marketing Research, September, 356-372.

Garner, T. and J. Wagner, (1991), “Economic Dimensions of Household Gift-Giving,” Journal of Consumer Research, 18, December, 368-379.

* Wagner, J. and S. Hanna, (1983), “The Effectiveness of Family Life cycle Variables in Consumer Expenditure Research,” Journal of Consumer Research, 10, December, 281-291.

* Honorable Mention, Ferber Award Competition for best paper based on a doctoral dissertation in consumer behavior.

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Editorships & Editorial Review Board Memberships

Gabriel Biehal
§ Editorial Review Board: Journal of Advertising.

Rebecca Hamilton
§ Editorial Review Board, Journal of Consumer Research.

P.K. Kannan
§ Editorial Review Board: International Journal of Electronic Commerce, Journal of Service Research.
§ Associate Editor: Decision Support Systems.

Roland Rust
§ Editor, Journal of Marketing
§    Founding Editor: Journal of Service Research
§ Editorial Review Boards: Journal of Marketing Research and Journal of Service Research.
§ Editorial Policy Board: Journal of Consumer Research

Joydeep Srivastava
§ Editorial Review Board, Journal of Marketing

Janet Wagner
§ Editorial Review Boards: Journal of Retailing, Journal of Service Research   

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