Selected Publications

  • Ahearne, Michael, Lam, Son K., Kraus, Florian, . “Performance Impact of Middle Managers’ Adaptive Strategy Implementation: The Role of Social Capital”. Strategic Management Journal, 35: 68–87.
  • Sevilla, Julio, Redden , Joseph P., . “Limited Availability Reduces the Rate of Satiation”. Journal of Marketing Research, 51: 205–217.
  • Sevilla, Julio, Kahn, Barbara E., . “The Completeness Heuristic: Product Shape Completeness Influences Size Perceptions, Preference and Consumption”. Journal of Marketing Research, 51: 57–68.
  • Chakravarty, Anindita , Grewal, Rajdeep, Sarker, Suprateek, Sambamurthy , V., . “Choice of Geographical Location as Governance Strategy in Outsourcing Contracts: Localized Outsourcing, Global Outsourcing, and Onshore Outsourcing”. Customer Needs and Solutions, 1: 11–27.
  • Sarkees, Matthew, Hulland, John, Chatterjee , Rabikar, . “Investments in Exploitation and Exploration Capabilities: Balance versus Focus”. Journal of Marketing Theory and Practice, 22: 7–24.
  • Chen, Kwang Yeun, Song, J. H, Hollenbeck, Candice, Lee, Jong-Ho, . “Are Contextual Advertisements Effective? The Moderating Role of Complexity in Banner Advertising”. International Journal of Advertising, 33: 351–371.
  • Thompson, Scott, Loveland, James, Fombelle, Paul, . “Thematic Discrepancy Analysis: A Method to Gain Insights into Lurkers and Test for Non-Response Bias”. Journal of Interactive Marketing, 37: 822–835.
  • Ahearne, Michael, Lam, Son K., Hayati, Babak, Kraus, Florian, . “Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective”. Journal of Marketing, 41: 234–257.
  • Lam, Son K., Ahearne, Michael, Mullins, Ryan, Hayati, Babak, Schillewaert, Niels, . “Exploring the Dynamics of Antecedents to Consumer–Brand Identification with a New Brand”. Journal of the Academy of Marketing Science, 41 (2): 234–252.
  • Neslin, Scott, Taylor, Gail, Grantham, Kimberly, McNeil, Kimberly, . “Overcoming the ‘Recency Trap’ in Customer Relationship Management”. Journal of the Academy of Marketing Science, 41 (3): 320–337.
  • DeCarlo, Thomas E., Laczniak, Russell, Leigh, Thomas W., . “Selling Financial Services: The Role of Product Knowledge and Salesperson Commission on Consumer Suspicion and Intentions”. Journal of the Academy of Marketing Science, 41 (4): 418–435.
  • Chakravarty, Anindita, Grewal, R., Sambamurthy, V., . “The Complementary Effects of Information Technology Capabilities and Organizational Agility in Digital Firms: Accounting for Unobserved Heterogeneity”. Information Systems Research, 24: 1162–1167.
  • Xiong, Guiyang, Bharadwaj, Sundar, . “Asymmetric Roles of Advertising and Marketing Capability in Financial Returns to News: Turning Bad to Good and Good to Great”. Journal of Marketing Research, 50: 706–724.
  • Kurt, Didem, Hulland, John, . “Aggressive Marketing Strategy Following Equity Offerings and Firm Value: The Role of Relative Strategic Flexibility”. Journal of Marketing, 77: 57–74.
  • Bendoly, Elliott, Bharadwaj, Anandhi, Bharadwaj, Sundar, . “Complementary Drivers of New Product Development Performance: Cross-Functional Coordination, Information System Capability, and Intelligence Quality”. Production and Operations Management, 21 (July-August): 653–67.
  • Gooner, Richard, Nadler, Scott, . “Abstracting Empirical Generalizations from Private Label Research”. Journal of Marketing Theory and Practice, 20 (1): 87–104.
  • Erdem, Tulin, Chang, Sue R., . “A Cross-Category and Cross-Country Analysis of Umbrella Branding for National and Store Brands”. Journal of the Academy of Marketing Science, 40 (1): 86–101.
  • Lam, Son K., . “Identity–Motivated Marketing Relationships: Research Synthesis, Controversies, and Research Agenda”. AMS Review, 2 (2-4): 72–87.
  • Kraus, F., Ahearne, M., Lam, S. K., Wieseke, J., . “Toward A Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion”. Organizational Behavior and Human Decision Processes, 118 (2): 162–178.
  • Hollenbeck, Candice, Kaikati, Andrew M., . “Consumers’ Use of Brands to Reflect Their Actual and Ideal Selves on Facebook”. International Journal of Research in Marketing, 29 (4): 395–405.
  • Mason, Charlotte H., . “V. Kumar: A Lifetime of Value to Marketing”. Legends in Marketing: V. Kumar, Sage Publishing.
  • Hulland, John, Nenkov, Gergana Y., Barclay, Donald W., . “Perceived Marketing / Sales Relationship Effectiveness: A Matter of Justice”. Journal of the Academy of Marketing Science, 40 (3): 450–467.

Forthcoming

  • Sleep, Stefan, Bharadwaj, Sundar, Lam, Son K., (forthcoming). “Walking a Tightrope: The Joint Impact of Customer and Within-Firm Boundary Spanning Activities on Perceived Customer Satisfaction and Team Performance”. Journal of the Academy of Marketing Science.
  • Thompson, Scott, Kim, Hongbum, Gooner, Rich, (forthcoming). “Your Mileage May Vary: Managing Untargeted Consumers’ Reactions to Promotions”. Journal of the Academy of Marketing Science.
  • Xiong, Guiyang, Bharadwaj, Sundar, (forthcoming). “Pre-Release Buzz Evolution Patterns and New Product Performance”. Marketing Science.
  • Kumar, Piyush, Dass, Mayukh, Topaloglu, Omer, (forthcoming). “Understanding the Drivers of Job Satisfaction of Frontline Service Employees: Learning From “Lost Employees”. Forthcoming.