Selected Publications

  • Bharadwaj, Sundar G., Mitra, Debanjan, . “Satisfaction (Mis)pricing Revisited: Real? Really Big?”. Journal of Marketing, 80 (September): 116–121.
  • Chakravarty, Anindita, Grewal, Rajdeep, . “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.
  • Hollenbeck, Candice R., Patrick, Vanessa M., . “Mastering Survivorship: How Brands Facilitate the Transformation to Heroic Survivor”. Journal of Business Research, 69 (1): 73–82.
  • Newmeyer, Casey, Swaminathan, Vanitha, Hulland, John, . “When Brands Change Hands: Factors Influencing Value Creation Following Brand Acquisition Announcements”. Journal of Marketing Theory & Practice, 24 (2): 129–146.
  • Saboo, Alok, Chakravarty, Anindita, Grewel, Rajdeep, . “Organizational Debut on the Public Stage: Marketing Myopia and Initial Public Offering”. Marketing Science, 35 (4): 656–675.
  • Sevilla, Julio, Townsend, Claudia, . “The Space-to-Product-Ratio Effect: How Interstitial Space Influences Product Aesthetic Appeal, Store Perceptions and Product Preference”. Journal of Marketing Research, 53 (5): in press.
  • Sevilla, Julio, Zhang, Jiao, Kahn, Barbara E., . “Anticipation of Future Variety Reduces Satiation from Current Experiences”. Journal of Marketing Research, 53 (6): in press.
  • Bahadir, Cem, Bharadwaj, Sundar, Srivastava, Raj, . “Marketing Mix and Brand Sales in Global Markets: Examining the Contingent Role of Country-Market Characteristics”. Journal of International Business Studies.
  • Bharadwaj, Sundar G., . “Developing New Marketing Strategy Theory: Addressing the Limitations of a Singular Focus on Firm Financial Performance”. Academy of Marketing Science Review, 5 (December): 98–102.
  • Caldieraro, Fabio, Kao, Ling-Jing, Cunha, Jr., Marcus, . “Harmful Upward Line Extensions: Can the Launch of Premium Products Result in Competitive Disadvantages?”. Journal of Marketing, 79 (6): 50–70.
  • Cunha, Jr., Marcus, Forehand, Mark, Angle, Justin, . “Riding Coattails: When Co-Branding Helps Versus Hurts Less-Known Brands”. Journal of Consumer Research, 41 (February): 1284–1300.
  • DeCarlo, Thomas E., Lam, Son K., . “Identifying Hunters and Farmers in the Sales Force: A Dispositional–Situational Framework”. Journal of the Academy of Marketing Science, 43 (3): 415–439.
  • Grewal, Rajdeep, Lilien, Gary L., Bharadwaj, Sundar, . “Business-to-Business Buying: Challenges and Opportunities”. Customer Needs and Solutions, 2 (3): 1–16.
  • Hulland, John, Thompson, Scott A., Smith, Keith M., . “Exploring Uncharted Waters: Use of Psychological Ownership Theory in Marketing”. Journal of Marketing Theory & Practice, 23 (2): 140–147.
  • Killian, Ginger, McManus, Kristy, . “A Marketing Communications Approach for the Digital Era: Managerial Guidelines for Social Media Integration”. Business Horizons, 58 (5): 539–549.
  • Kumar, Piyush, Dass, Mayukh, Kumar, Shivina, . “From Competitive Advantage to Nodal Advantage: Ecosystem Structure and the New Five Forces that Affect Prosperity”. Business Horizons, 58 (4): 469–481.
  • Obeng, Efua, Prescott, John E., Hulland, John, Gilbert, Robert, Maxham, III, James, . “Retail Capability Systems”. Academy of Marketing Science Review, 5 (December): 103–122.
  • Shulman, Jeffrey D., Cunha, Jr., Marcus, Saint Clair, Julian, . “Consumer Uncertainty and Purchase Decision Reversals: Theory and Evidence”. Marketing Science, 34 (4): 590–605.
  • Thompson, Scott, Kim, Hongbum, Gooner, Rich, . “Your Mileage May Vary: Managing Untargeted Consumers’ Reactions to Promotions”. Journal of the Academy of Marketing Science, 43 (6): 713–729.
  • Vila, Omar Rodriguez, Bharadwaj, Sundar G., Bahadir, S. Cem, . “Exploration-and Exploitation-Oriented Marketing Strategies and Sales Growth in Emerging Markets”. Customer Needs and Solutions, 2 (4): 1–13.
  • Ahearne, Michael, Lam, Son K., Kraus, Florian, . “Performance Impact of Middle Managers’ Adaptive Strategy Implementation: The Role of Social Capital”. Strategic Management Journal, 35 (1): 68–87.
  • 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: 11–22.
  • Chakravarty, Anindita, Kumar, Alok, Grewal, Rajdeep, . “Customer Orientation Structure for Internet-Based Business-to-Business Platform Firms”. Journal of Marketing, 78 (5): 1–23.
  • 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.
  • Dass, Mayukh, Kohli, Chiranjeev, Kumar, Piyush, Thomas, Sunil, . “A Study of the Antecedents of Slogan Liking”. Journal of Business Research, 67 (12): 2504–2511.
  • Kumar, Piyush, Dass, Mayukh, Topaloglu, Omer, . “Understanding the Drivers of Job Satisfaction of Frontline Service Employees: Learning From “Lost Employees”. Journal of Service Research, 17 (4): 367–380.
  • Lim, Noah, Chen, Hua, . “When Do Group Incentives for Salespeople Work?”. Journal of Marketing Research, 51 (3): 320–334.
  • Mullins, Ryan, Ahearne, Michael, Lam, Son, Hall, Zachary, Boichuk, Jeff, . “Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Impact Account Profitability”. Journal of Marketing, 78 (6): 38–58.
  • Rouzies, Dominique, Hulland, John, . “Does Marketing and Sales Integration Always Pay Off?  Evidence from a Social Capital Perspective”. Journal of the Academy of Marketing Science, 42 (September): 511–527.
  • Sarkees, Matthew, Hulland, John, Chatterjee , Rabikar, . “Investments in Exploitation and Exploration Capabilities: Balance versus Focus”. Journal of Marketing Theory and Practice, 22 (1): 7–24.
  • Sevilla, Julio, Kahn, Barbara E., . “The Completeness Heuristic: Product Shape Completeness Influences Size Perceptions, Preference and Consumption”. Journal of Marketing Research, 51 (1): 57–68.
  • Sevilla, Julio, Redden , Joseph P., . “Limited Availability Reduces the Rate of Satiation”. Journal of Marketing Research, 51 (2): 205–217.
  • Sleep, Stefan, Bharadwaj, Sundar, Lam, Son K., . “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): 1–18.
  • Wang, Pengyuan, Bradlow, Eric T., George, Edward I., . “Meta-Analyses Using Information Reweighting: An Application to Online Advertising”. Quantitative Marketing and Economics, 12 (2): 209–233.
  • Xiong, Guiyang, Bharadwaj, Sundar, . “Pre-Release Buzz Evolution Patterns and New Product Performance”. Marketing Science, 33 (3): 401–421.

Forthcoming

  • Chen, Hua, Lim, Noah, (forthcoming). “How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis”. Journal of Marketing Research.
  • Drenton, Jenna, McManus, Kristy, (forthcoming). “Religion-Related Research in the Journal of Macromarketing”. Journal of Macromarketing.
  • Gillespie, Erin, Noble, Stephanie M., Lam, Son, (forthcoming). “Intrinsic and Extrinsic Drivers of Salesperson Brand-Specific Effort: When and How They Work?”. Journal of the Academy of Marketing Science.
  • Obeng, Efua, Luchs, Ryan, Inman, Jeff, Hulland, John, (forthcoming). “Survival of the Fittest: How Competitive Service Overlap and Retail Format Impact Incumbents’ Vulnerability to New Entrants”. Journal of Retailing.
  • Saboo, A. R., Sharma, A., Chakravarty, A., Kumar, V., (forthcoming). “Influencing Acquisition Performance in High Technology Industries: Role of Innovation and Relational Overlap”. Journal of Marketing Research.
  • Van Doorn, Jenny, Mende, Martin, Noble, Stephanie M., Hulland, John, Ostrom, Amy L., Grewal, Dhruv, Peterson, J. Andrew, (forthcoming). “Domo Arigato Mr. Roboto: Emergence of Automated Social Presence in Organizational Frontlines and Customers’ Service Experiences”. Journal of Services Research.