Bharadwaj, Sundar

Bharadwaj, S. G., Bahadir, C., & Srivastava, R. (2015). Marketing Mix and Brand Sales in Global Markets: Examining the

Contingent Role of Country-Market Characteristics. Journal of International Business Studies, 46, 596-619. Bharadwaj, S. G., & Vila, O. R. (2017). Competing on Social Purpose. Harvard Business Review, 95, 94-101.

Worm, S., Bharadwaj, S. G., Ulaga, W., & Reinartz, W. J. (2017). When and why do customer solutions pay off in business markets?. JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 45(4), 490-512. doi:10.1007/s11747-017-0529-6

Bharadwaj, S. G., & Mitra, D. (2016). Satisfaction (Mis) pricing Revisited: Real? Really Big?. JOURNAL OF MARKETING, 80(5), 116-121. doi:10.1509/jm.16.0236

Bharadwaj, S. (2015). Developing new marketing strategy theory: addressing the limitations of a singular focus on firm financial performance. AMS Review, 5(3-4), 98-102. doi:10.1007/s13162-015-0072-x

Voleti, S., & Bharadwaj, S. G. (2015). Bayesian Estimation and Clustering of Latent Attitudinal Parameters Using Cross-Sectional Survey Data: Application to an Online Banking Survey.

Grewal, R., Lilien, G. L., Bharadwaj, S., Jindal, P., Kayande, U., Lusch, R. F., Sridhar, S. (2015). Business-to-Business Buying: Challenges and Opportunities. Customer Needs and Solutions, 2(3), 193-208. doi:10.1007/s40547-015-0040-5

Vila, O. R., Bharadwaj, S. G., & Bahadir, S. C. (2015). Exploration- and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets. Customer Needs and Solutions, 2(4), 277-289. doi:10.1007/s40547-015-0053-0

Sleep, S., Bharadwaj, S., & Lam, S. K. (2015). 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, 43(4), 472-489. doi:10.1007/s11747-014-0395-4

Xiong, G., & Bharadwaj, S. G. (2014). Pre-Release Buzz Evolution Patterns and New Product Performance. Marketing Science, 33(3), 401-421.

Xiong, G., & Bharadwaj, S. G. (2013). Asymmetric Roles of Advertising and Marketing Capability in Financial Returns to News: Turning Bad into Good and Good into Great. Journal of Marketing Research, 50(6), 706-724.

Chakravarty, Anindita

Saboo, A. R., Sharma, A., Chakravarty, A., & Kumar, V. (2017). Influencing Acquisition Performance in High-Technology Industries: The Role of Innovation and Relational Overlap. JOURNAL OF MARKETING RESEARCH, 54(2), 219-238. doi:10.1509/jmr.15.0556

Chakravarty, A., & Grewal, R. (2016). Analyst Earning Forecasts and Advertising and R&D Budgets: Role of Agency Theoretic Monitoring and Bonding Costs. JOURNAL OF MARKETING RESEARCH, 53(4), 580-596. doi:10.1509/jmr.14.0204

Saboo, A. R., Chakravarty, A., & Grewal, R. (2016). Organizational Debut on the Public Stage: Marketing Myopia and Initial Public Offerings. MARKETING SCIENCE, 35(4), 656-675. doi:10.1287/mksc.2015.0970

Chakravarty, A., Grewal, R., Sarker, S., & Sambamurthy, V. (2014). Choice of Geographical Location as Governance Strategy in Outsourcing Contracts: Localized Outsourcing, Global Outsourcing, and Onshore Outsourcing. Customer Needs and Solutions, 1, 11-22.

Chakravarty, A., Kumar, A., & Grewal, R. (2014). Customer Orientation Structure for Internet-Based Business-to-Business Platform Firms. JOURNAL OF MARKETING, 78(5), 1-23. Retrieved from

Chakravarty, A., Grewal, R., & Sambamurthy, V. (2013). Information Technology Competencies, Organizational Agility, and Firm Performance: Enabling and Facilitating Roles. INFORMATION SYSTEMS RESEARCH, 24(4), 976-997. doi:10.1287/isre.2013.0500

Chang, Sue

Toker-Yildiz, K., Trivedi, M., Choi, J., & Chang, S. R. (2017). Social Interactions and Monetary Incentives in Driving Consumer Repeat Behavior. JOURNAL OF MARKETING RESEARCH, 54(3), 364-380. doi:10.1509/jmr.13.0482

Chen, Hua

Chen, H., & Lim, N. (2017). How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis. Journal of Marketing Research, 54(1), 44-60. doi:10.1509/jmr.15.0201

Lim, N., & Chen, H. (2014). When Do Group Incentives for Salespeople Work?. Journal of Marketing Research, 51(3), 320-334. doi:10.1509/jmr.13.0322

Chen, H., & Lim, N. (2013). Should Managers Use Team-Based Contests?. Management Science, 59(12), 2823-2836. doi:10.1287/mnsc.2013.1743

Da Cunha Jr., Marcus

Cunha, M. V. D., Forehand, M., & Clair, J. S. (2015). Riding Coattails: When Co-branding Helps versus Hurts Less-known Brands. Journal of Consumer Research, 1284-1300.

Caldieraro, F., Kao, L. -J., & Cunha, M. (2015). Harmful Upward Line Extensions: Can the Launch of Premium Products Result in Competitive Disadvantages?. Journal of Marketing, 79(6), 50-70. doi:10.1509/jm.14.0100

Shulman, J. D., Cunha, M., & Saint Clair, J. K. (2015). Consumer Uncertainty and Purchase Decision Reversals: Theory and Evidence. Marketing Science, 34(4), 590-605. doi:10.1287/mksc.2015.0906

Gooner, Richard

Thompson, S. A., Gooner, R. A., & Kim, A. (2015). Your mileage may vary: Managing untargeted consumers' reactions to promotions. JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 43(6), 713-729. doi:10.1007/s11747-014-0404-7

Hollenbeck, Candida

Hollenbeck, C., & Patrick, V. (2017). Alleviating Survivor Loneliness: The Value of Expressive Gift Systems in Peer-to-Peer Online Patient Survivor Networks. Review of Marketing Research, 14, 139-160.

Song, J. H., & Hollenbeck, C. R. (2015). The value of social presence in mobile communications. The Service Industries Journal, 35(11-12), 611-632. doi:10.1080/02642069.2015.1062880

Hollenbeck, C. R., & Patrick, V. M. (2016). Mastering survivorship: How brands facilitate the transformation to heroic survivor.

Journal of Business Research, 69(1), 73-82. doi:10.1016/j.jbusres.2015.07.022

Chun, K. Y., Song, J. H., & Hollenbeck, C. (2014). Are Contextual Advertisements Effective? The Moderating Role of Complexity in Banner Advertising. International Journal of Advertising, 33(2), 351-371.

Hulland, John

Van Doorn, J., Mende, M., Noble, S. M., Hulland, J. S., Ostrom, A. L., Grewal, D., & Petersen, J. A. (2017). Domo Arigato Mr. Roboto: Emergence of Automated Social Presence in Organizational Frontlines and Customers' Service Experiences. Journal of Service Research, 20(1), 43-58.

Plouffe, C., Beuk, F., Hulland, J., & Nenkov, G. Y. (2017). Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance. Journal of Personal Selling & Sales Management, 37(2), 113- 133. doi:10.1080/08853134.2017.1283231

Obeng, E., Luchs, R., Inman, J. J., & Hulland, J. (2016). Survival of The Fittest: How Competitive Service Overlap and Retail Format Impact Incumbents' Vulnerability to New Entrants. Journal of Retailing, 92(4), 383-396. doi:10.1016/j.jretai.2016.07.001

Killian, G., & Hulland, J. S. (2016). Marketing Promotions in Social Network Games: Making Them Work. Jurnal of Digital & Social Media Marketing, 54-69.

Newmeyer, C. E., Swaminathan, V., & Hulland, J. (2016). When Products and Brands Trade Hands: A Framework for Acquisition Success. Journal of Marketing Theory and Practice, 24(2), 129-146. doi:10.1080/10696679.2016.1130539

Obeng, E., Prescott, J. E., Hulland, J., Gilbert, R., & Maxham, J. (2015). Retail capability systems. AMS Review, 5(3-4), 103-122. doi:10.1007/s13162-015-0067-7

Rouzies, D., Hulland, J. S., & Barclay, D. W. (2014). Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Capital Perspective. Journal of the Academy of Marketing Science, 42(5), 511-527.

Sarkees, M., Hulland, J. S., & Chatterjee, R. (2014). Investments in Exploitation and Exploration Capabilities: Balance versus Focus. Journal of Marketing Theory and Practice, 22(1), 7-24.

Kurt, D., & Hulland, J. S. (2013). Aggressive Marketing Strategy Following Equity Offerings and Firm Value: The Role of Relative Strategic Flexibility. Journal of Marketing, 75(September), 57-74.

Hulland, J. S., Thompson, S. A., & Smith, K. M. (2015). Exploring Uncharted Waters: Use of Psychological Ownership Theory in Marketing. Journal of Marketing Theory and Practice, 23(2), 140-147. doi:10.1080/10696679.2015.1002332

Kumar, Piyush

Topaloglu, O., Dass, M., & Kumar, P. (2017). Does who we are affect what we say and when? Investigating the impact of activity and connectivity on microbloggers' response to new products. JOURNAL OF BUSINESS RESEARCH, 77, 23-29. doi:10.1016/j.jbusres.2017.04.002

Byun, K. -A., Dass, M., Kumar, P., & Kim, J. (2017). An examination of innovative consumers' playfulness on their pre-ordering behavior. Journal of Consumer Marketing, 34(3), 226-240. doi:10.1108/JCM-01-2016-1684

Mayer, J. M., Peev, P., & Kumar, P. (2014). Contingent Effects of Humor Type and Cognitive Style on Consumer Attitudes. Mayer, Mark, Piyush Kumar & Plamen Peev, "Contingent Effects of Humor Type and Cognitive Style on Consumer Attitudes," Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 12.

Mayer, J. M., Kumar, P., & Yoon, H. J. (2015). Does Sexual Humor Work on Mars, But Not on Venus? Exploring Consumer Acceptance of Sexually Humorous Advertising by Gendered Brands. Kelley School of Business Research Paper, (15).

Kumar, P., Dass, M., & Topaloglu, O. (2014). Understanding the Drivers of Job Satisfaction of Frontline Service Employees: Learning From "Lost Employees.'' JOURNAL OF SERVICE RESEARCH, 17(4), 367-380. doi:10.1177/1094670514540981

Kumar, P., Dass, M., & Kumar, S. (2015). From competitive advantage to nodal advantage: Ecosystem structure and the new five forces that affect prosperity. BUSINESS HORIZONS, 58(4), 469-481. doi:10.1016/j.bushor.2015.04.001

Dass, M., Kohli, C., Kumar, P., & Thomas, S. (2014). A study of the antecedents of slogan liking. JOURNAL OF BUSINESS RESEARCH, 67(12), 2504-2511. doi:10.1016/j.jbusres.2014.05.004

Lam, Son

Bommaraju, R., Ahearne, M., Hall, Z. R., Tirunillai, S., & Lam, S. K. (2018). The Impact of Mergers and Acquisitions on the Sales Force. JOURNAL OF MARKETING RESEARCH, 55(2), 254-264. doi:10.1509/jmr.16.0059

Lam, S. K., Sleep, S., Hennig-Thurau, T., Sridhar, S., & Saboo, A. R. (2017). Leveraging Frontline Employees' Small Data and Firm-Level Big Data in Frontline Management: An Absorptive Capacity Perspective. JOURNAL OF SERVICE RESEARCH, 20(1), 12-28. doi:10.1177/1094670516679271

Gillespie, E. A., Noble, S. M., & Lam, S. K. (2016). Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work? JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 44(6), 707-725. doi:10.1007/s11747- 016-0473-x

DeCarlo, T. E., & Lam, S. K. (2016). Identifying effective hunters and farmers in the salesforce: a dispositional-situational framework. JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 44(4), 415-439. doi:10.1007/s11747-015-0425-x

Mullins, R. R., Ahearne, M., Lam, S. K., Hall, Z. R., & Boichuk, J. P. (2014). Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability. JOURNAL OF MARKETING, 78(6), 38-58. doi:10.1509/jm.13.0300

Sleep, S., Bharadwaj, S., & Lam, S. K. (2015). 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, 43(4), 472-489. doi:10.1007/s11747-014-0395-4


Ahearne, M., Lam, S. K., Hayati, B., & Kraus, F. (2013). Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. JOURNAL OF MARKETING, 77(5), 37-56. doi:10.1509/jm.11.0217

Mason, Charlotte

Lurie, N. H., Berger, J., Chen, Z., Li, B., Liu, H., Mason, C. H., . . . Venkatesan, R. (2018). Everywhere and at All Times: Mobility, Consumer Decision-Making, and Choice. Customer Needs and Solutions, 5(1-2), 15-27. doi:10.1007/s40547-017-0076-9

McManus, Sara

Drenten, J., McManus, K., & Labrecque, L. I. (2017). Graves, gifts, and the bereaved consumer: a restorative perspective of gift exchange. Consumption Markets & Culture, 20(5), 423-455. doi:10.1080/10253866.2017.1367680

Mcmanus, S. K., Conner, K., & Brokaw, S. (2014). Post-Crisis Communication in a Technology Driven Environment: Target Data Breach Analysis. American International Journal of Contemporary Research, 4(6). Retrieved from

Mcmanus, S. K., & Drenten, J. (2016). Religion-Related Research in the Journal of Macromarketing, 1981-2014. Journal of Macromarketing, 36, 377-387. Retrieved from

Killian, G., & McManus, K. (2015). A marketing communications approach for the digital era: Managerial guidelines for social media integration. Business Horizons, 58(5), 539-549. doi:10.1016/j.bushor.2015.05.006

Sevilla, Julio

Sevilla, J. C., & Townsend, C. (2016). The Space-to-Product Ratio Effect: How Interstitial Space Influences Aesthetic Appeal, Store Perceptions and Preferences. Journal of Marketing Research, 665-681.

Sevilla, J. C., Zhang, J., & Kahn, B. E. (2016). Anticipation of Future Variety Reduces Satiation from Current Experiences. Journal of Marketing Research, 954-968.

Sevilla, J., & Redden, J. P. (2014). Limited Availability Reduces the Rate of Satiation. Journal of Marketing Research, 51(2), 205- 217. doi:10.1509/jmr.12.0090

Sevilla, J., & Kahn, B. E. (2014). The Completeness Heuristic: Product Shape Completeness Influences Size Perceptions, Preference, and Consumption. Journal of Marketing Research, 51(1), 57-68. doi:10.1509/jmr.12.0153

Smith, Rosanna

Reich, T., Kupor, D. M., & Smith, R. K. (2017). Made by Mistake: When Mistakes Increase Product Preference. Journal of Consumer Research. doi:10.1093/jcr/ucx089

Smith, R., & Newman, G. E. (2014). When Multiple Creators are Worse than One: Single Author Biases in the Evaluation of Art. Psychology of Aesthetics, Creativity, and the Arts.

Newman, G. E., & Smith, R. K. (2016). Kinds of Authenticity. Philosophy Compass, 11(10), 609-618. doi:10.1111/phc3.12343

Newman, G. E., Bartels, D. M., & Smith, R. K. (2014). Are Artworks More Like People Than Artifacts? Individual Concepts and Their Extensions. Topics in Cognitive Science, 6(4), 647-662. doi:10.1111/tops.12111

Smith, R., & Newman, G. E. (2016). The Need to Belong Motivates the Valuation of Authentic Objects. Cognition, 129-134.

Smith, R. K., Newman, G. E., & Dhar, R. (2016). Closer to the Creator: Temporal Contagion Explains the Preference for Earlier Serial Numbers. Journal of Consumer Research, 42(5), 653-668. doi:10.1093/jcr/ucv054

Wang, Pengyuan

Wang, P., Bradlow, E. T., & George, E. I. (2014). Meta-analyses using information reweighting: An application to online advertising. Quantitative Marketing and Economics, 12, 209-233.