Selected Publications

  • 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.
  • Goodman, Joseph, Irmak, Caglar, . “Having versus Using: When a Failure to Estimate Usage Makes Consumers Prefer Multi-Feature Products”. Journal of Marketing Research, 50 (February): 44–54.
  • 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.
  • Robinson, Stefanie Rosen, Irmak, Caglar, Jayachandran, Satish, . “Choice of Cause in Cause-Related Marketing”. Journal of Marketing, 76 (4): 126–139.
  • Contractor, Sunil, Kumar, Piyush, Leigh, Thomas, . “The Impact of Governance Mechanisms on Escalation of Commitment”. International Journal of Innovation Management, 16 (4).
  • Kumar, Piyush, Dass, Mayukh, . “Assessing Brand Vulnerability Across Product Assortments”. Journal of Brand Management, 12: 801–814.
  • Dass, Mayukh, Kumar, Piyush, . “Assessing category vulnerability across retail product assortments”. International Journal of Retail & Distribution Management, 40 (1): 64–81.
  • 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

  • Chatterjee, Promothesh, Irmak, Caglar, Rose, Randall, (forthcoming). “Selling as Self-Threat and the Endowment Effect as Self-Enhancement”. Journal of Consumer Research.
  • Irmak, Caglar, Wakslak, Cheryl, Trope, Yaacov, (forthcoming). “Selling the Forest, Buying the Trees: the Effect of Construal Level on Seller-Buyer Price Discrepancy”. Journal of Consumer Research.
  • Chakravarty, Anindita, Grewal, R., Sambamurthy, V., (forthcoming). “Dual Roles of Information Technology Competencies for Organizational Agility in Digital Firms: Accounting for Unobserved Heterogeneity”. Information Systems Research.
  • Xiong, Guiyang, Bharadwaj, Sundar, (forthcoming). “Asymmetric Roles of Advertising and Marketing Capability in Financial Returns to News: Turning Bad to Good and Good to Great”. Journal of Marketing Research.
  • Ahearne, Michael, Lam, Son K., Hayati, Babak, Kraus, Florian, (forthcoming). “Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective”. Journal of Marketing.
  • Ahearne, Michael, Lam, Son K., Kraus, Florian, (forthcoming). “Performance Impact of Middle Managers’ Adaptive Strategy Implementation: The Role of Social Capital”. Strategic Management Journal.