Select Publications

2005–2011

• Ahearne, M., MacKenzie, S. B., Podsakoff, P. M., Mathieu, J. E., & Lam, S. K. (2010). “The Role of Consensus in Sales Team Performance.” Journal of Marketing Research, 47 (June), 458–469.
• Ahearne, M., Lam, S. K., Mathieu, J. & Bolander, W. (2010), “Why Are Some Salespeople Better at Adapting to Organizational Change?” Journal of Marketing, Vol. 74 (May), 65–79.
• Allaway, A., Gooner, R., Berkowitz, D., & Davis, L. (2006), “Deriving and Exploring Behavior Segments Within a Retail Loyalty Card Program.” European Journal of Marketing, 40 (11/12), 1317–1339.
• Bahadir, C., S. Bharadwaj and R. Srivastava (2008). “Financial Value of Brands in Mergers and Acquisitions: Does Value Lie in the Eyes of the Beholder.” Journal of Marketing, 72 (November), 49–64.
• Bharadwaj, S., T. Clark and S. Kuliwat (2005). “Marketing Market Growth and Endogenous Growth Theory: An Inquiry into the Causes of Market Growth.” Journal of the Academy of Marketing Science, 33 (Summer), 347–59.
• Boyd, E.D., R. Chandy, and M. Cunha, Jr. (2010), “When Do Chief Marketing Officers Impact Firm Value? A Customer Power Explanation.” Journal of Marketing Research, 47 (December), 1162–1176.
• Brown, S. P. & Lam, S. K. (2008). “A Meta-Analysis of Relationships Linking Employee Satisfaction to Customer Responses.” Journal of Retailing, 84 (September), 243–255.
• Chakravarty, A. and R. Grewal,"The Stock Market as a Driver of R&D and Marketing" Management Science, Forthcoming.
• Chakravarty, A., Liu, Y., & Mazumdar, T. (2010), “Persuasive Impact of Online User Comments versus Expert Reviews: The Role of Category Consumption Frequency.” Journal of Interactive Marketing, 24, 185–97.
• Cheema, A. & Kaikati, A.M. (2010), “The Effect of Need for Uniqueness on Word of Mouth.” Journal of Marketing Research, 47 (3), 553–63.
• Cunha Jr., M. and F. Caldieraro (2009), “Sunk-Cost Effects on Purely Behavioral Investments.” Cognitive Science, 33(1), 105–113.
• Cunha Jr., M. and F. Caldieraro (2010), “On the Observability of Purely Behavioral Sunk-Cost Effects: Theoretical and Empirical Support for the BISC Model.” Cognitive Science, 34 (8), 1384–1387.
• Cunha Jr., M., C. Janiszewski and J. Laran (2008), “Protection of Prior Learning in Complex Consumer Learning Environments.” Journal of Consumer Research, 34 (April), 850–864.
• Cunha Jr., M. and J. Laran (2009), “Asymmetries in the Sequential Learning of Brand Associations: Implications for Brand Preference and the Early Entrant Advantage.” Journal of Consumer Research, 35 (February), 788–799.
• Johnson, D. and S. Bharadwaj (2005). “Digitization of Selling Activity: An Empirical Investigation.”Journal of Academy of Marketing Science, 33 (Winter), 3–18.
• Gelb, B., Andrews, D. & Lam, S. K. (2007), “A Strategic Perspective on Sales Promotions.” Sloan Management Review, 48 (4).
• Gooner, R., Morgan, N.A., & Perreault, W.D., Jr. (2011), “Is Retail Category Management Worth the Effort (and Does a Category Captain Help or Hinder)?” Journal of Marketing, 75 (5).
• Grewal, R., Chakravarty, A., Ding, M. & Leichty, J. (2008), “Counting Chickens Before the Eggs Hatch: Associating New Product Development Portfolios with Shareholder Expectations in the Pharmaceutical Sector.” International Journal of Research in Marketing, 25(4).261–72.
• Grewal, R., Chakravarty, A. & Saini, A. (2010), “Governance Mechanisms and the Making of Business-to-Business Electronic Markets.” Journal of Marketing,74(4), 45–62.
• Hulland, J., Nenkov, G. Y., & Barclay, D. W. (2011). “Perceived Marketing / Sales Relationship Effectiveness: A Matter of Justice.” Journal of the Academy of Marketing Science, in press.
• Im, S., Mason, C. H., & Houston, M. B. (2007). “Does Innate Consumer Innovativeness Relate to New Product/Service Adoption Behavior? The Intervening Role of Social Learning via Vicarious Innovativeness.” Journal of the Academy of Marketing Science, 35(1), 63–75.
Kumar, P. (2005). “The Competitive Impact of Service Process Improvement: Examining Customers' Waiting Experiences in Retail Markets.” Journal of Retailing, 81 (3), 171–180.
• Kumar, P. (2005). “The Impact of Co-Branding on Customer Evaluation of Brand Counter-Extensions.” Journal of Marketing, 60 (3), 1–18.
• Kumar, P. (2005). “Brand Counter-Extensions: The Impact of Extension Success versus Failure.” Journal of Marketing Research, 42 (2), 183–194.
• Lam, S., Ahearne, M., Hu, Y., & Schillewaert, N. (2010). “Resistance to Brand Switching When a Radically New Brand is Introduce d: A Social Identity Theory Perspective.” Journal of Marketing, 74 (November), 128–146.
• Lam, S. K., Kraus, F., & Ahearne, M. (2010). “The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective.” Journal of Marketing, 74 (September), 61–79.
• Laran, J., C. Janiszewski and M. Cunha Jr. (2008), “Context-Dependent Effects of Priming.” Journal of Consumer Research, 35 (December), 653–667.
• Leigh, T.W., Peters, C., & Shelton, J. (2006). “The Consumer Quest for Authenticity.” Journal of the Academy of Marketing Science, 31 (4), 1–13.
• Lurie, N. H. & Mason, C. H. (2007). “Visual Representation: Implications for Decision Making.” Journal of Marketing, 71 (January), 160–177.
• Morgan, N. A., Kaleka, A., & Gooner, R. A. (2007), “Focal Supplier Opportunism In Supermarket Retailer Category Management.” Journal of Operations Management, 25, 512–527.
• Morgan, N., Vorhies, D. & Mason, C. H. (2009), “Market Orientation, Marketing Capabilities and Firm Performance.” Strategic Management Journal, 30 (August), 909–920.
• Myslinski, M., S. Bharadwaj and D. Robertson (2009). “Regulatory Exposure of Deceptive Marketing and Its Impact on Firm Value.” Journal of Marketing, 73 (November), 227–43.
• Nenkov, G. Y., Inman, J. J., & Hulland, J. (2008). “Expectations about the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes.” Journal of Consumer Research, 35 (June), 126–141.
• Nenkov, G. Y. Inman, J. J., Hulland, J., & Morrin, M. (2009). “Moderators of the Susceptibility to Descriptive Variance Effects in Investment Decision Making.” Journal of Marketing Research, 46 (December), 764–776.
• Neslin, S.A., Gupta, S., Kamakura, W., Lu, J. & Mason, C. H. (2006). “Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models.” Journal of Marketing Research, 43 (May), 204–211.
• Nielsen, J., Stewart, S. & Mason, C.H. (2010). “Emotionality and Semantic Onsets:  Exploring Orienting Attention Responses in Advertising.” Journal of Marketing Research, Vol. 47 (December).
• Olavarrieta, S. & Friedmann, R. (2008). “The Role of Market-Oriented Culture, Knowledge-Related Resources, and Reputational Assets on Superior Performance: an Empirical Test in Latin America.”  Journal of Business Research, Vol. 61 (6).
• Plouffe, C., Hulland, J., & Wachner, T. (2009). “Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives.” Journal of the Academy of Marketing Science, 37 (4), 422–439.
• Ramaseshan, B., Bejou, D., Jain, S. C., Mason, C. H. & Pancras, J. (2006). “Issues and Perspectives in Global Customer Relationship Management.” Journal of Service Research, 9 (November), 195–207.
• Song, J.H., & Fox, R.J. (2005). "A Note of Caution Applying Basic Latent Class Analysis." Marketing Bulletin, 16 (6).
• Swaminathan, V., Murshed, F., & Hulland, J. (2008). “Value Creation Following Merger and Acquisition Announcements: The Role of Strategic Emphasis Alignment.” Journal of Marketing Research, 45 (February), 33–47.
• Thompson, S.  & Sinha, R. K. (2008). “Brand Communities and New Product Adoption: The Influence and Limits of Oppositional Loyalty.” Journal of Marketing, Vol. 72 (November), 65–80.
• Torelli, C. J. & Kaikati, A.M. (2009). “Values as Predictors of Judgments and Behaviors: The Role of Abstract and Concrete Mindsets.” Journal of Personality and Social Psychology, 96 (1), 231–47.
• Torelli, C. J., A. Monga, and A. M. Kaikati. “Doing Poorly by Doing Good: Corporate Social Responsibility and Brand Concepts.”Journal of Consumer Research, (forthcoming).
• Tuli, K and S. Bharadwaj (2009). “Examining the Relevance of Customer Satisfaction for Wall Street: The Case of Systematic and Idiosyncratic Risk of Stock Returns.” Journal of Marketing, 73 (November), 184–97.
• Tuli, K, S. Bharadwaj and A. Kohli (2010). “Ties that Bind: The Role of Relationship Multiplexity in Increasing Sales and Reducing Volatility. “Journal of Marketing Research, XLVII (February), 36–50.
• Tuli, K., A. Kohli and S. Bharadwaj (2007). “Rethinking Customer Solutions: From Product Bundles to Relational Processes.” Journal of Marketing, 71 (July), 1–17.
• Wieseke, J., Ahearne, M., Lam, S. K., & Van Dick, R. (2009). “The Role of Leaders in Internal Marketing.” Journal of Marketing, 73 (March), 123–145.
• Xiong, G. and S. Bharadwaj. "Social Capital of Young Technology Firms and Their IPO Values: The Complementary Role of Relevant Absorptive Capacity." Journal of Marketing, (forthcoming).