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The Marketing Department Working Paper Series before 1995 What follows is a reverse chronological listing of the Marketing Department Working Paper Series from1994 back to its inception in 1979. Inasmuch as these papers have, for the most part, been published in leading academic journals, or are no longer being worked on, or the authors have left the Wharton School, none of them is available from the Marketing Department. All available publication data is provided within the citation. Links are provided to current faculty home pages. Faculty members named here who have left Wharton are listed on the Former Faculty page, along with their current known positions at other universities Note: This list perhaps has more "historical interest" than current use. It illustrates the wide-ranging research interests of the Marketing Department faculty during the years listed. Click on a year below to go to the listings for that year.
J. Wesley Hutchinson and Joseph W. Alba, "Heuristics and Biases i the 'Eye-Balling' of Data: The Effects of Contexts on Intuitive Correlation Assessment," former Working Paper #94-034, published in Journal of Experimental Psychology: Learning, Memory, & Cognition, 23 (May 1997), 591-621. Robert W. Veryzer and J. Wesley Hutchinson, "The Influence of Unity and Prototypicality on Aesthetic Responses to New Product Designs," former Working Paper #94-033, published in Journal of Consumer Research, 24 (March 1998), 374-394. J. Wesley Hutchinson, Kalyan Raman, and Murali K. Mantrala, "Finding Choice Alternatives in Memory: Probability Models of Brand Name Recall," former Working Paper #94-032, published in Journal of Marketing Research, 31 (November 1994), 441-461. (lead article; AMA Advanced Research Techniques Forum Special Session Selection) J. Wesley Hutchinson and Amitabh Mungale, "Pairwise Partitioining: A Nonmetric Algorithm for Identifying Feature-Based Similarity Structures," former Working Paper 94-031, published in Psychometrika, 62 (March 1997), 85-117. J. Scott Armstrong and Fred Collopy, "How Serious are Methodological Issues in Surveys? A Reexamination of the Clarence Thomas Polls," Working Paper 94-030. Chitrabhanu Bhattacharya and Leonard M. Lodish, "Brand Health Indicators Derive from Store Scanner Data," Working Paper 94-029. See Working Paper 99-022 for similar title. Vicki G. Morwitz and David C. Schmittlein, "Testing New Direct Marketing Offerings: The Interplay of Models and Management Judgment," Working Paper 94-028, published as "Testing New Direct Marketing Offerings: The Interplay of Management Judgment and Statistical Models," Management Science, 44(5) (1998) 610-628. Leonard M. Lodish, Magic Abraham, Stuart Kalmenson, Jeanne Livelsberger, Beth Lubetkin, Bruce Richardson, and Mary Ellen Stevens, "How T.V. Advertising Works: A Meta-Analysis of 389 Real World Split Cable T.V. Advertising Experiments," Working Paper 94-027, published in Journal of Marketing Research, 32 (May 1995), 125-139. Scott Ward, "On Creativity in Marketing," Working Paper 94-026. Abhik Roy and Jagmohan S. Raju, "Statistical Tests for Price Leadership," Working Paper 94-025. Leonard M. Lodish, Magid M. Abraham, Jeanne Livelsberger, Beth Lubetkin, Bruch Richardson, and Mary Ellen Stevens, "A Summary of Fifty-Five In-Market Experimental Estimates of the Long-Term Effect of TV Advertising," former Working Paper 94-024, published in Marketing Science, 14 (3, Part 2), August 1995, G133-G140. Jagmohan S. Raju, "Theoretical Models of Sales Promotions: Contributions, Limitations, and a Future Research Agenda," Working Paper 94-023, published in European Journal of Operational Research, 85 (1995), 1-17. Cynthia Huffman, "Effects of a Goal Change on Information Acquisition and Knowledge Development," Working Paper 94-022. Chitrabanhu Bhattacharya, Peter S. Fader, Leonard M. Lodish, and Wayne S. DeSarbo, "Assessing the Contaminating Effects of Marketing Mix Variables on a Purchase-Based Measure of Brand Loyalty," Working Paper 94-021. P. V. (Sundar) Balakrishnan and Jehoshua Eliashberg, "An Analytical Process Model of Two-Party Negotiations," former Working Paper 94-020, published in Management Science, Vol. 41, No. 2 (February 1995), pp. 226-243. Barbara E. Kahn and Jonathan Baron, "An Exploratory Study of Choice Rules Favored for High Stakes Decisions," former Working Paper 94-019, published in Journal of Consumer Psychology, Vol. 4 (4), 1995, 305-328. J. Scott Armstrong and Robert Fildes, "On the Selection of Error Measures for Comparisons among Forecasting Methods," former Working Paper 94-018, published in Journal of Forecasting, 14 (1995), 67-71. Full Text (PDF) Fred Collopy and J. Scott Armstrong, "Another Error Measure for Selection of the Best Forecasting Method: The Unbiased Absolute Percentage Error," Working Paper 94-017. Hubert Gatignon, Thomas S. Robertson, and Adam J. Fein, "Incumbent Defense Strategies Against New Product Entry," Working Paper 94-017. J. Thomas Yokum and J. Scott Armstrong, "Beyond Accuracy: Comparison of Criteria Used to Select Forecasting Methods," former Working Paper 94-015, published in International Journal of Forecasting, 11 (1995), 591-597. Full Text (PDF) Barbara E. Kahn, "Consumer Variety-Seeking Among Goods and Services: An Integrative Review," former Working Paper 94-014, published in Journal of Retailing and Consumer Services, 2:3, 1995,139-148. Adam J. Fein and Erin Anderson, "Patterns of Credible Commitments: Territory and Category Exclusivity in Industrial Distribution Channels," Working Paper 94-013. Jagmohan S. Raju and V. Srinivasan, "Quota-Based Compensation Plans for Multi-Territory Heterogeneous Salesforces," Working Paper 94-012, published in Journal of Retailing and Consumer Services, 2:3, 1995, 139-148. Robert Meyer and J. Wesley Hutchinson, "Intuitive Dynamic Decision Making: An Analysis of Normative Theory as a Descriptive Model," Working Paper 94-011. Abhik Roy, Dominique Hanssens, and Jagmohan Raju, "Competitive Pricing by a Price Leader," former Working Paper 94-010, published in Management Science, 40 (July 1994) 809-823 (Lead Article). Jagmohan
Raju, Raj Sethuranian, and Sanjay Dhar, "The Introduction and
Performance of Store Brands," former Working Paper 94-009 with Technical
Appendices, former Working Paper 94-009A, published in Management
Science Jagmohan Raju, Sanjay Dhar, and Donald Morrison, "The Effect of Package Coupons on Brand Choice," former Working Paper 94-008, with Technical Appendices, former Working Paper 94-008A, published in Marketing Science, 13 (2) Spring 1994, 145-164. Peter Fader, Bruce Hardie, and John Walsh, "Modeling Consumer Choice Among SKU's," former Working Paper 94-007, published in Journal of Marketing Research, 33 (November 1996), 442-452. J. Scott Armstrong, "Review of The Psychology of Judgment and Decision Making by Scott Plous," former Working Paper 94-006, published in Journal of Marketing, 58 (July). Full Text (PDF) Fred Collopy, J. Scott Armstrong, and Monica Adya, "Principles for Examining Predictive Validity: The Case of Information Systems Spending Forecasts," former Working Paper 94-005, published in Information Systems Research, 5 (1994), 170-179. Full Text (PDF) Fred Collopy and J. Scott Armstrong, "Decomposition by Causal Forces: A Decision Procedure for Structuring Forecasting Problems," Working Paper 94-004. Full Text (PDF). J. Scott Armstrong and Fred Collopy, "Competitiveness and Performance: Impact and Objectives on Managerial Decisions and Profitability," former Working Paper 94-003, published as "Competitive Orientation: Effects of Objectives on Managerial Decisions and Profitability" in Journal of Marketing Research, 33 (1996), 188-199. J. Scott Armstrong, "Chapter 21: Sales Forecasting," Working Paper 94-002, to be published in J. Scott Armstrong (ed.), Principles of Forecasting: A Handbook for Researchers and Practitioners, Kluwer Academic Publishers, May 2001. Phipps Arbie and Jerry Wind, "Marketing and Social Networks," former Working Paper 94-001, published as "Social Networks in Marketing," in S. Wasserman and J. Galaskiewica (Eds.), Advances in Social and Behavioral Sciences: Social Networks Analysis, London: Sage Publications, 1994, pp. 254-273.
Cynthia Huffman, "Effects of Elaboration and Feature Wording on Attribute Importance," Working Paper 93-013R. Deborah Mitchell, Barbara Kahn, and Susan Knasko, "There's Something in the Air: Effects of Ambient-Order in Consumer Decision-Making," former Working Paper 93-012, published as "There's Something in the Air: Effects of Congruent and Incongruent Ambient Odor on Consumer Decision-Making," Journal of Consumer Research, 22, September 1995, 229-238. Elizabeth Creyer and William Ross, "The Ethicality of Corporate Behavior and the Consumer's Purchase Decision," Working Paper 93-009. J. Scott Armstrong and Raymond Hubbard, "Is Empirical Research on Consumer Behavior of Any Importance? A Tale of Two Studies," Working Paper 93-008. William Ross, Erin Anderson, and Bart Weitz, "Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship," Working Paper 93-008. Fred Collopy and J. Scott Armstrong, "Information Systems Spending Forecasts: Are Exponential Growth and Diffusion Models Appropriate?" Working Paper 93-006. Rohit Deshpande and Hubert Gatignon, "Competitive Analysis," Working Paper 93-005. Robert Meyer and Yong Shi, "Learning to Choose Among Inherently Risky Alternatives: Intuitive Solutions to the Armed-Bandit Problem," former Working Paper 93-004, published in Management Science, 41 (5), 1995, 817-834. Thomas Robertson and Hubert Gatignon, "Modes of Technology Development: Internal R&D vs. Alliances," Working Paper 93-003. Scott Ward, "An American Perspective on High-Involvement Corporate Cultures: The Role of Market-Driven Values," former Working Paper 93-002, published as "Building a High-Involvement Corporate Culture: The Role of Market-Driven Values" in The Asian Manager: Shaping the Future, Asian Institute of Management, Manila, Philippines, 1993. J. Scott Armstrong and Randall Schultz, "Principles Involving Marketing Policies: An Empirical Assessment," former Working Paper 93-001, published in Marketing Letters, 4:3, 253-265. Full Text (PDF)
Kenneth Burdett and John Walsh, "Exploring an Advantage – Declining an Advantage," Working Paper 92-024. Barbara Kahn and Alice M. Isen, "The Influence of Positive Affect on Variety-Seeking Among Safe, Enjoyable Products," former Working Paper 92-023, published in Journal of Consumer Research, 20, September 1993, 257-270. Caroline M. Henderson, Robert J. Kopp, and Scott Ward, "Influences on Children's Product Requests and Mothers' Responses: A Multivariate Analyses of Diary Data," Working Paper 92-022. Peter S. Fader, Bruce G. S. Hardie, John D. C. Little, Makoto Abe, "Calculating Market Response in Logit Models with Purchase Feedback," Working Paper 92-021. Donald A. MacGregor and J. Scott Armstrong, "Decomposition of Judgment in Situations with No Data," former Working Paper 92-020, published as "Judgmental Decomposition: When Does It Work?" International Journal of Forecasting, 10 (1994), 495-506. Eric J. Johnson, John Hersey, Jacqueline Meszaros, and Howard Kunreuther, "Framing, Probability Distortions, and Insurance Decisions," Working Paper 92-019. John D. Cripps and Robert J. Meyer, "Heuristics and Biases in the Timing of Durable Replacements," former Working Paper 92-017, published in Journal of Consumer Research, 21 (2), 1994, 304-318. J. Scott Armstrong and Fred Collopy, "Impact of Competitor-Oriented Objectives on Profits of U.S. Firms," Working Paper 92-016. Douglas Bowman and Hubert Gatignon, "Order of Entry as a Moderator of the Effect of the Marketing Mix on Market Share," Working Paper 92-015. Chitrabhanu Bhattacharya, Peter S. Fader and Leonard M. Lodish, "Assessing a Purchase-Based Measure of Brand Loyalty: Share of Category Requirements," former Working Paper 92-014, published (with Wayne DeSarbo) as "The Relationship Between the Marketing Mix and Share of Category Requirements," Marketing Letters, 7 (January), 1996 5-18. Jehoshua Eliashberg, Thomas G. Robertson, and Talia Ryman, "Marketing Signaling and Competitive Bluffing," Working Paper 92-013. Jean-Francois Hennart and Erin Anderson, "Countertrade and the Minimization of Transaction Costs: An Empirical Explanation," Working Paper 92-012. Eric J. Johnson, John W. Payne, and James R. Bettman, "Adapting to Time Constraints," Working Paper 92-011. Peter S. Fader, "Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing," Working Paper 92-010, published in Journal of Marketing Research, 30 (November), 478-493. Hubert Gatignon, "Marketing Perspectives and International Business," Working Paper 92-009. J. Scott Armstrong and Randall L. Schultz, "Marketing Principles: An Empirical Assessment," former Working Paper 92-008, published as "Principles Involving Marketing Policies: An Empirical Assessment," Marketing Letters, 4:3, 253-265. Full Text (PDF) Douglas Bowman and Hubert Gatignon, "Determinants of Competitor Response Time to a New Product Production," Working Paper 92-007. Scott Ward, Alfredo Benitez Reyes, and H. M. Borromeao, Jr., "Growing Enterprises in Less-Developed Countries: A Philippine Case Study," former Working Paper 92-006, published in Asian Journal of Marketing, Vol. 1, 1992. Arvind Rangaswamy, "Marketing Decision Models: From Linear Programs to Knowledge-based Systems," Working Paper 92-005. Philip M. Parker and Hubert Gatignon, "Order of Entry and the Diffusion of Trials for Frequently Purchased Brands in a New Category," Working Paper 92-004. John W. Walsh, "Consumer Purchasing for Uncertain Future Tastes," Working Paper 92-003. Scott Armstrong and Tad Sperry, "Business School Prestige: Research versus Teaching," Working Paper 92-002, published in Interfaces, 24 (March-April) 1994, 13-22. Kristiaan Helsen and David Schmittlein, "Understanding Price Effects for New Nondurables: How Price Responsiveness Varies Across Depth-of-Repeat Classes and Types of Consumers," former Working paper 92-001, published in European Journal of Operational Research, 76 (1994) 359-374.
Hubert Gatignon, Vekatram Ramaswamy, and David J. Reibstein, "The Determinants of Strategic Marketing Rivalry: An Empirical Investigation," Working Paper 91-038. Sharmila Chatterjee, Saara Hyvonen, and Erin Anderson, "Single vs. Dual Sourcing: An Examination of Retailer Purchasing Decisions in a Closed Market," Working paper 91-037. Hubert Gatignon, "Marketing Mix Models," Working Paper 91-036. Colin F. Camerer, Eric J. Johsnon, Talia Rymon, and Sankar Sen, "Cognition and Framing in Sequential Bargaining for Gains and Losses," Working Paper 91-035. Pradeep K. Chintagunta and John W. Walsh, "Quantity Choice in Multiple Product Categories: A Panel Data Application of the Seemingly Unrelated Poisson Regression Method," Working Paper 91-034. Vijay Mahajan and Jerry Wind, "New Product Models: Practice, Shortcoming, and Desired Improvements," former Working Paper 91-033, published in Journal of Product Innovation and Management, Vol. 9, #2, June 1992, pp. 128-135. James R. Bettman, Eric J. Johnson, Mary Frances Luce, and John W. Payne, "Correlation, Conflict and Choice," Working Paper 91-032, published in Journal of Experimental Psychology: Learning, Memory, and Cognition, 19 (July), 931-951. J. Scott Armstrong and Fred Collopy, "Impact of Competitor-Oriented Objectives on Profits of U.S. Firms," Working Paper 91-031. J. Scott Armstrong and J. Thomas Yokum, "Effectiveness of Monetary Incentives for Mail Samples to Professional Group Members and Foreign Samples," former Working Paper 91-030, published as "Effectiveness of Monetary Incentives: Mail Surveys to Members of Multinational Professional Groups," Industrial Marketing Management, 23 (1994), 133-136. Raymond Hubbard and J. Scott Armstrong, "Are Null Results Becoming an Endangered Species in Marketing?" former Working Paper 91-029, published in Marketing Letters, 3 (1992), 127-136. Full text Barbara E. Kahn and David C. Schmittlein, "The Relationship Between Purchases Made on Promotion and Shopping Trip Behavior," Working Paper 91-028, published in Journal of Retailing, special issue, 68, Fall 1992, pp. 294-315. Eric Johnson, Colin Camerer, Sankar Sen, and Talia Rymon, "Behavior and Cognition in Sequential Bargaining," Working Paper 91-027. Tom Robertson and Jehoshua Eliashberg, "Signal Reception and Competitive Reaction," former Working Paper 91-026, published as "New Product Announcement Signals and Incumbent Reactions" (with Thomas S. Robertson and Talia Rymon), Journal of Marketing, Vol. 59, July 1995, pp. 1-15 (lead article). Bruce Hardie, Eric Johnson, and Peter Fader, "Modeling Loss Aversion and Reference Dependence Effects on Brand Choice," former Working Paper 91-025, published as "Estimating Loss Aversion and Reference Dependence Effects on Brand Choice," Marketing Science, 12 (1993), 378-394. Jehoshua
Eliashberg and Richard Steinberg, "Marketing-Production Joint
Decision Making," former Working Paper 91-024, published in Jehoshua Eliashberg and Gary L. Lilien, editors, Handbooks
In Operations Research and Management Science:
Marketing Hubert Gatignon and Thomas Robertson, "Risk and Innovation: A Simulated Methodology," Working paper 91-023. David W. Stewart and Scott Ward, "Media Effects on Advertising," former Working Paper 91-022, published as "Advertising Media Effects" in Media Effects: Advances in Theory and Research, Jennings Bryant and Dolf Zillman, eds., Lawrence Erlbaum Associates, 1993. Jehoshua Eliashberg and Mohanbir Sawhney, "Modeling Goes to Hollywood: Predicting Individual Differences in Movie Enjoyment," former Working Paper 91-021, published in Management Science, 40 ( 9), September 1994, 1151-1173 (Finalist for the 1994 John D.C. Little Best Paper Award). Vicki Morwitz, Eric Johnson, and David Schmittlein, "Does Measuring Intent Change Behavior?" former Working Paper 91-020. , published in Journal of Consumer Research, 20 (1993) 46-61. Fred M. Feinberg, Barbara E. Kahn, and Leigh McAlister, "Market Share Response When Consumers Seek Variety," former Working Paper 91-019, published in Journal of Marketing Research, 29, May 1992, 227-237. Richard Oliver and Erin Anderson, "An Empirical Test of the Construct and Hypothesized Consequences of Behavior and Outcome-Based Salesforce Control Systems," Working Paper 91-018. John W. Payne, James R. Bettman, and Eric J. Johnson, "Behavioral Decision Research: A Constructive Processing Perspective," Working Paper 91-017. Magid M. Abraham and Leonard M. Lodish, "An Implemented System for Improving Promotion Productivity Using Scanner Store and Household Panel Data," former Working Paper 91-016, published in Marketing Science, 12 (3) 1993, 248-269. Vicki G. Morwitz and David Schmittlein, "Using Segmentation to Improve Sales Forecasts on Purchase Intent: Which 'Intenders' Actually Buy?" former Working Paper 91-015, published in Journal of Marketing Research, 29 (1992), 391-405. Winner, best paper award, 1994: American Marketing Association, Advanced Research Techniques Forum. Joao L. Assuncao and Robert J. Meyer, "The Rational Effect of Price Uncertainty on Sales-Price Relationships," former Working Paper 91-014, published in Management Science, 5 (May), 1993, 517-535. (Winner, 1994 Frank Bass Award for best article based on a doctoral dissertation). Peter S. Fader, "Integrating the Dirichlet-Multinomial and Multinomial Logit Models of Brand Choice," former Working Paper 91-013, published in Marketing Letters, 4 (1993), 99-112. J. Thomas Yokum and J. Scott Armstrong, "Barriers to the Diffusion of Forecasting Techniques," Working Paper 91-012. Rabikar Chatterjee and Jehoshua Eliashberg, "Optimal Advertising Policy for a New Product Diffusion Model Based on a Micromodeling Approach," Working Paper 91-011. Raymond Hubbard and J. Scott Armstrong, "Publication Bias in Marketing: Are Null Results Becoming an Endangered Species?" former Working Paper 91-010, published as "Are Null Results Becoming an Endangered Species in Marketing?" Marketing Letters, 3:2 (1992), 127-136. Full Text (PDF) Kristiaan Helsen and David S. Schmittlein, "Retail Price Promotions and Household Purchase Timing Decisions Under Uncertainty: An Empirical Study Using UDC Scanner Data," former Working Paper 91-009, published as >"How Does A Product Market's Typical Price-Promotion Pattern Affect the Timing of Households' Purchases: An Empirical Study Using UPC Scanner Data," Journal of Retailing, 68 (1992) 316-338. Fred M. Feinberg, Barbara E. Kahn, and Leigh McAlister, "Implications and Relative Fit of Several First-Order Markov Models of Consumer Variety Seeking," Working Paper 91-008, published in European Journal of Operations Research, Special Issue on Stochastic Models of Consumer Behavior, 76, (July 28) No. 2, 1994, 309-320. Barbara E. Kahn and Donald R. Lehmann, "Modeling Choice Among Assortments," former Working Paper 91-007, published in Journal of Retailing, 67, 274-299, Fall 1991. First Runner-up for Best Article Award, Journal of Retailing, 1991. Raymond Burke, Bari Harlam, Barbara E. Kahn, and Leonard Lodish, "Comparing Dynamic Consumer Decision Processes in Real and Computer-Simulated Environments," former Working Paper 91-005, published in Journal of Consumer Research, 18, June 1992, 71-82. Allen M. Weiss and Erin Anderson, "Converting from Independent to Employer Sales Forces: The Role of Perceived Switching Costs," Working Paper 91-004. J. Scott Armstrong, Nicole Coviello, and Barbara Safranek, "Escalation Bias: Does It Apply to Marketing Decisions?" former Working Paper 91-003, published in Journal of the Academy of Marketing Science, 21 (1993), 247-253. Paul E. Green and Abba M. Krieger, "Product Design Strategies for Target Market Positioning," former Working Paper 91-002, published in Journal of Product Innovation Management, Fall 1991. J. Scott Armstrong and Fred Collopy, "Causal Forces in Extrapolation," former Working Paper 91-001, published as "Causal Forces: Structuring Knowledge for Time-series Extrapolation," Journal of Forecasting, 12 (1993), 103-115. Full Text (PDF)
Erin Anderson and Barton Weitz, "The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Working Paper 90-037. Fred Collopy and J. Scott Armstrong, "Selection of Extrapolation Methods: A Survey of Expert Opinions," Working Paper 90-036. J. Scott Armstrong and Fred Collopy, "Error Measures for Generalized about Forecasting Methods: Empirical Comparisons," former Working Paper 90-035, published in International Journal of Forecasting, 8 (1992), 69-80 (Commentary follows). Hubert Gatignon and Piet Vanden Abeele, "CompTRACK: A Competitive Tracking Software," Working Paper 90-034. Fred Collopy and J. Scott Armstrong, "Rule-Based Forecasting," former Working Paper 90-033, published as "Rule-based Forecasting: Development and Validation of an Expert Systems Approach to Combining Time Series Extrapolations," Management Science, 38 (1992), 1394-1414. Allen M. Weiss and Erin Anderson, "Switching Costs and the Disintegration of Distribution Channel Relationships," Working Paper 90-032. Barbara E. Kahn and Jagmohan S. Raju, "Effects of Price Promotions on Variety-Seeking and Reinforcement Behavior," former Working Paper 90-031, published in Marketing Science, 10, 316-337, Fall 1991. Peter S. Fader, Lames M. Lattin, and John D. C. Little, "Estimating Nonlinear Parameters in the Multinomial Logit Model," former Working Paper 90-030, published in Marketing Science, 11 (Fall 1992), 372-385. Philip Parker and Hubert Gatignon, "Specifying Competitive Effects in Diffusion Models: An Empirical Analysis," Working Paper 90-029. Paul E. Green, Catherine M. Schaffer, and Karen M. Patterson, "A Validation Study of Sawtooth Software's Adaptive Conjoint Analysis," former Working Paper 90-028, published in Proceedings of the 1991 Sawtooth Conference, Ketchum, ID, 1991, May 1991. Hubert Gatignon, Venkatram Ramaswamy, and David Reibstein, "An Empirical Analysis of the Determinants of Competitive Rivalry," Working Paper 90-027. Arvind Rangaswamy, Bari Harlam, and Leonard M. Lodish, "Predictive Validation of Linear Marketing Models," Working Paper 90-026. Peter S. Fader and James M. Lattin, "Accounting for Heterogeneity and Nonstatioinarity in a Cross-Sectional Model of Consumer Purchase Behavior," former Working Paper -90-025, published in Marketing Science, 12 (Summer), 1993, 304-317. Rashi Glazer, Barbara E. Kahn, and William L. Moore, "The Influence of External Constraints on Brand Choice: The Lone Alternative Effect," former Working Paper 90-024, published in Journal of Consumer Research, 17,119-127, June 1991. Barbara E. Kahn and Robert J. Meyer, "Consumer Multiattribute Judgments Under Attribute Weight Uncertainty," former Working Paper 90-023, published in Journal of Consumer Research, 17, 508-522, March 1991. Paul E. Green and Jonathan Kim, "Beyond the Quadrant Chart: Designing Effect Benefit Bundle Strategies," Working Paper 90-022. Erin Anderson and Thomas S. Robertson, "Salesforce Adoptions of Transition-Specific Innovations," Working Paper 90-021. Thomas S. Robertson and Hubert Gatignon, "Designing Market Defense Strategies Against Anticipated Entrants," Working Paper 90-020. Arvind Rangaswamy, Raymond Burke, and Terence A. Oliva, "Brand Equity and the Extendability of Brand Names," Working Paper 90-019. Manoj K. Agarwal and Paul E. Green, "Adaptive Conjoint Analysis Versus Self-Explicated Models: Some Empirical Results," former Working Paper 90-018, published in International Journal of Research in Marketing, June 1991. Paul E. Green, Abba M. Krieger, and Manoj K. Agarwal, "Adaptive Conjoint Analysis: Some Caveats and Suggestions," former Working Paper 90-017, published in Journal of Marketing Research, May 1991. Abba M. Krieger and Paul E. Green, "A Nonparametric Procedure for Evaluating the Accuracy of Predictions," Working Paper 90-016. Paul E. Green and Abba M. Krieger, "A Conjoint-Based Model for Modifying Product Attribute Saliences," Working Paper 90-015. J. Scott Armstrong, "Review of The Predatory Society: Deceptioin in the American Marketplace by Paul Blumberg," former Working Paper 90-013, published in Journal of Marketing (October), 127-128. Full Text (PDF) Ralph G. Kauffman and Terence A. Oliva, "An Empirical Test of Competitive Dynamics: The Use of GEMCAT on 'Big Three' Automobile Data," Working Paper 90-012. Arvind Rangaswamy and Yoram Wind, "Information Technology in Marketing," former Working Paper 90-011, published in A. Kent and J. G. Williams (eds.), Encyclopedia of Microcomputers, New York: Marcel Dekker Inc., 1992, 1-33. J. Scott Armstrong and Raymond Hubbard, "Does the Need for Agreement Among Reviewers Inhibit the Publication of Controversial Findings," former Working Paper 90-010, published in Behavioral and Brain Sciences, 14, 136-137. Full Text (PDF) Berend Wierenga, "The First Generation of Marketing Expert Systems," Working Paper 90-009. Raymond Hubbard and J. Scott Armstrong, "Replication in Marketing," former Working Paper 90-008, published as "Replication and Extensions in Marketing – Rarely Published But Quite Contrary," International Journal of Research in Marketing, 11, 1994, 233-248. Full Text (PDF) Jayashree Mahajan and Arvind Rangaswamy, "Sales Force Specialization: A Conceptual Framework and Empirical Investigation," Working Paper 90-007. Terence A. Oliva and Ian MacMillan, "Service Strategies: Linking Customer Transaction Costs, Satisfaction Level, and Purchase Behavior," Working Paper 90-006. John U. Farley, Donald R. Lehmann, and Terence A. Oliva, "Are There Laws in Production? A Meta-Analysis of Cobb-Douglas 1921-1980," Working Paper 90-005. Terence A. Oliva, "The Adoption-Benefit Function Under Conditions of Varying Degrees of Market Externality," Working Paper 90-004. Hubert Gatignon, "Defending Against Competitive Entry," Working Paper 90-003. Raymond R. Burke, "Maintaining Brand Awareness in Competitive Advertising Environments," Working paper 90-002. William T. Ross and Elizabeth H. Creyer, "A Process-Based Model of Inferences About Missing Information," Working paper 90-001.
William Ross, Jr., "Performance Against Quota and the Call Selection Decision," Working Paper 89-044. Oliver Heil and Thomas S. Robertson, "On Marketing Signals," Working Paper 89-043. J. Scott Armstrong, "Prediction of Consumer Behavior by Experts and Novices," former Working Paper 89-042, published in Journal of Consumer Research, 18 (September), 1991, 251-256. Full Text (PDF) Paul E. Green and V. Srinivasan, "Conjoint Analysis in Marketing: New Developments with Implications for Research and Practice," former Working Paper 89-041, published in Journal of Marketing, October 1990. Jehoshua Eliashberg and Richard Steinberg, "Competitive Strategies for Two Firms with Asymmetric Production Cost Structures," former Working Paper 89-040, published in Management Science, Vol. 37, No. 11, November 1991, pp. 1452-1473. Kristiaan Helsen and Paul E. Green, "A Computational Study of Replicated Clustering with an Application to Market Segmentation," former Working Paper 89-039, published in Decision Sciences, 1991. Paul E. Green and Catherine M. Schaffer, "Importance Weight Effects on Self-Explicated Preference Models: Some Empirical Findings," former Working Paper 89-038, published in Advances in Consumer Research, 1991. Paul E. Green and Abba Krieger, "Modeling Competitive Pricing and Market Share: Anatomy of a Decision Support System," former Working Paper 89-037, published in European Journal of Operational Research, July 1991. Paul E. Green, Frank J. Carmone, and Jonathan Kim, "A Preliminary Study of Optimal Variable Weighting in K-Means Clustering," former Working Paper 89-036, published in Journal of Classification, 7, 1990. Rabikar Chatterjee and Jehoshua Eliashberg, "The Innovation Diffusion Process in a Heterogeneous Population: A Micromodeling Approach," former Working Paper 89-034, published in Management Science, 36 (9), September 1990, 1057-1079. Jehoshua Eliashberg and Ajay Manrai, "Optimal Positioning of New Product Concepts: Some Analytical Implications and Empirical Results," former Working Paper 89-033, published in European Journal of Operational Research, 63 (3), December 1992, 376-397. J. Scott Armstrong and Robert H. Colgrove, "Competitor-Oriented Objectives: Experiments Involving Effects on Profits," Working Paper 89-032. J. Scott Armstrong and Roderick J. Brodie, "Effects of Portfolio Planning Methods on Decision: Experimental Results," former Working Paper 89-031, published in International Journal of Research in Marketing, 11, 1994, 73-84. Full Text (PDF) Lakshman Krishnamurthi and Arvind Rangaswamy, "Response Function Estimation Using the Equity Estimator," Working Paper 89-030. Jehoshua Eliashberg, Kamel Jedidi, and Wayne S. DeSarbo, "Optimal Advertising and Pricing for a Three-Stage Time-Lagged Monopolistic Diffusion Model Incorporating Income," former Working Paper 89-029, published in Optimal Control Applications & Methods, 10 ( 4), October-December 1989, 313-331. Terence A. Oliva, Scott Ward, and David J. Reibstein, "Commercial Clutter: Effects of 15-Second Television Ads on Consumer Recall," Working Paper 89-028. J. Scott Armstrong, "Review of Peter W. Huber, Liability: The Legal Revolution and Its Consequences," former Working Paper 89-027, published in Journal of Marketing, 54 (July 1990), 117-118.. Full Text (PDF) Richard L. Oliver and Barton A. Weitz, "The Effects of Risk Preference, Perceived Uncertainty, and Incentive Compensation on Salesperson Motivation," Working Paper 89-026. Peter Fader and Leonard Lodish, "A Cross-Category Analysis of Category Structure and Promotional Activity for Grocery Products," former Working Paper 89-025, published in Journal of Marketing, 54 (October 1990), 52-65. J. Scott Armstrong, "Combining Forecasts: The End of the Beginning or the Beginning of the End?" former Working Paper 89-024, published in International Journal of Forecasting, 5, 585-588. Full Text (PDF) Richard Oliver, Thomas S. Robertson, and Deborah Mitchell, "Imaging/Analyzing in Response to Innovative Stimuli," Working Paper 89-023. Terence A. Oliva, "A Model of the Competitive Response Dynamic in Organizations," Working Paper 89-022. David C. Schmittlein, Jinho Kim, and Donald G. Morrison," Combining Forecasts: Operational Adjustments to Theoretically Optimal Rules," former Working Paper 89-021, published in Management Science, 36 (1991) 1044-1056. David C. Schmittlein and Kristiaan Helsen, "A Method for Analyzing Left-Filtered Market Durations with an Application to Panel Dropout," Working Paper 89-020. William T. Ross, "The Effect of Ambiguity on Marketing Decision-Making," Working Paper 89-019. Kristiaan Helsen and David C. Schmittlein, "Some Characterizations of Stockpiling Behavior Under Uncertainty," former Working Paper 89-018, published in Marketing Letters, 3 (1992), 5-16. Dick R. Wittink, Lakshman Krishnamurthi, and David J. Reibstein, "The Effect of Differences in the Number of Attribute Levels on Conjoint Results," former Working Paper 89-017, published in Marketing Letters, 1 (June 1990), 113-123. Arvind Rangaswamy and Jayshire Mahajan, "A Theoretical Model of Product Specialization in Sales Force," Working Paper 89-016. Scott Ward and David Remes, "The Children's Advertising Controversy: Social Science Findings in the Law and Plicy-Making," former Working Paper 89-015, published in Jack Lipton and Bruce Sales, eds., Advertising, Law and Social Sciences, Plenum Press, 1991. Jerry Wind and Barbara S. Thomas, "The Globalization of Management Education: Options, Trade Offs and an Agenda for Implementation," former Working Paper 89-014, published in AACSB Occasional Papers, 1989. Terence A. Oliva, "Information and Profitability Estimation: Modeling the Firm's Adoption of a New Technology," Working paper 89-013. Hubert Gatignon and Thomas Robertson, "Innovative Decision Processes," former Working Paper 89-012, published in handbook of Consumer Behavior, eds. T. S. Robertson and H. H. Kassarjian, Englewood Cliffs, NJ: Prentice Hall. Raymond R. Burke, "Reasoning with Empirical Marketing Knowledge," Working Paper 89-011. Paul E. Green and Abba M. Krieger, "Recent Contributions to Optimal Product Positioning and Buyer Segmentation," former Working Paper 89-101, published in European Journal of Operational Research, 1989 (July). Arind Rangawamy, Bari Harlam, and Leonard Lodish, "INFER: An Expert System for Automatic Analysis of Scanner Data," former Working Paper 90-009, published in International Journal of Marketing Research, 8 (February) 1991, 29-40. J. Douglas Carroll, Paul E. Green, and Catherine M. Schaffer, "Reply to Greenacre's Commentary on the Carroll-Green-Schaffer Scaling of Two-Way Correspondence Analysis Solutions," former Working Paper 89-008, published in Journal of Marketing Research, August 1989. Magid M. Abraham and Leonard Lodish, "An Implemented System for Improving Promotion Productivity Using Store Scanner Data," former Working Paper 89-007, published in Marketing Science, 12 (3), 1993, 248-269. Magid M. Abraham and Leonard Lodish, "Fact-Based Strategies for Managing Advertising and Promotion Dollars: Lessons from Single Source Data," former Working Paper 89-006, published as"Getting the Most Out of Advertising and Promotion," Harvard Business Review (May and June), 1990, 50-60. Richard D. DeVeaux, Abba M. Krieger, Leonard M. Leonard Lodish, and Bari Harlam, "Estimating Effect of Advertising on Market Share from Scanner Data," Working Paper 89-005. Vijay Mahajan and Jerry Wind, "Market Discontinuities and Strategic Planning: A Research Agenda," former Working Paper 89-004, published in Technological Forecasting and Social Change, 36, Anniversary Issue, 1989, 185-199. Paul E. Green and Jonathan Kim, "Optimal Variable Weighting Methods in Cluster Analysis: How Well Do They Validate?" Working Paper 89-003. Paul E. Green, Jinho Kim, and Bruce Shandler, "Predictive Accuracy of Tree Structured Models Versus Conjoint Analysis," former Working Paper 89-002, published as "Predictive Accuracy of Classification and Regression Trees (CART) Versus Conjoint Analysis," 1990 Proceedings of Academy of Marketing Science, April, 1990. Paul E. Green and Kristiaan Helsen, "Cross-Validation Assessment of Alternatives to Individual-Level Conjoint Analysis," former Working Paper 89-001, published in Journal of Marketing Research, August 1989.
Yoram J. Wind, "Positioning Analysis and Strategy," former Working Paper 88-029, published in G. Day, B. Weitz and R. Wensley (eds.), The Interface of Marketing and Strategy, JAI Press 1990. Erin Anderson and Barton Weitz, 'Determinants of Continuity in Conventional Industrial Channel Dyads," former Working Paper 88-028, published in Marketing Science, Fall 1989, 310-323. Raymond R. Burke, Arvind Rangaswamy, Jerry Wind, and Jehoshua Eliashberg, "A Knowledge-Based System for Advertising Design," former Working Paper 88-027, published in Marketing Science, 1990, 212-229. Peter S. Fader and John R. Hauser, "Implicit Coalitions in a Generalized Prisoner's Dilemma," former Working Paper 88-026, published in Journal of Conflict Resolution, 32 (3), 553-582. Terence A. Oliva and Diana J. Day, "Competitive Dynamics: The Organization's Response to Competitive Pressure," Working Paper 88-025. Wayne S. DeSarbo, Richard L. Oliver, and Arvind Rangaswamy, "A Simulated Annealing Methodology for Clusterwise Linear Regression," former Working Paper 88-023, published as "A Promotion-Induced Choice Restriction Model of Brand Selection, Psychometrika, 54 (4), 707-736. Arvind Rangaswamy, Jehoshua Eliashberg, Jerry Wind, and Raymond Burke, "Developing Modeling Expert Systems: An Application for International Negotiations," former Working Paper 88-022, published in Journal of Marketing, 53 (4), 24-39. Yoram Wind, "Marketing Applications (Analytic Hierarchy Process)," Working Paper 88-021. Abba M. Krieger and Paul E. Green, "Designing Pareto Optimal Stimuli for Multiattribute Choice Experiments," former Working Paper 88-020, published in Marketing Letters, November 1991. J. Scott Armstrong, "Review of Noel Capon, John G. Farley, and James M. Hulbert, Corporate Strategic Planning," former Working Paper 88-019, published in Journal of Marketing, 54 (1990), 114-119. J. Douglas Carroll, Paul E. Green, and Jinho Kim, "Preference of Conjoint-Designed Profiles: An INDSCAL Approach," former Working Paper 88-018, published in The Academy of Marketing Science, Fall 1989. Paul E. Green and Kristiaan Helsen, "Correlated Price in Conjoint Analysis: An Empirical Comparison of Part-Worth Estimation Models," former Working Paper 88-017, published in Proceedings of the 1989 Educator's Conference, American Marketing Association, August 1989. J. Scott Armstrong, "Readability and Prestige in Scientific Journals: Comment," former Working Paper 88-016, published in Journal of Information Science, 15 (1989), 123-124. J. Scott Armstrong, "Review of No Contest: The Case Against Competition," former Working Paper 88-015, published in Journal of Marketing, 52 (1988), 131-132. Peter S. Fader and Leigh McAlister, "An Elimination by Aspects Model of Consumer Response to Promotion Calibrated on UPC Scanner Data," former Working Paper 88-014, published in Journal of Marketing Research, 279 (1990), 322-332. Charles Goodman, "An Historical Perspective on the Study of Marketing Channels," Working Paper 88-013. Kristiann Helsen and David C. Schmittlein, "Analyzing Duration Times in Marketing Research," former Working Paper 88-012, published as "Analyzing Duration Times in Marketing: Evidence for the Effectiveness of Hazard Rate Models," Marketing Science, 12 (1993) 395-414. Yoram J. Wind and Douglas E. Hill, "Salespeople as Marketing Strategists," Working Paper 88-011. Charles Goodman, "The Transformation of the marketing Discipline: 1946-1986," Working Paper 88-010. 1986 Wroe Alderman Memorial Lecture. Jerry Wind, Paul Green, Douglas Shifflet, and Marsha Scarborough, 'Courtyard by Marriott: Designing a Hotel Facility with Consumer-Based Marketing Models," former Working Paper 88-009, published in Interfaces, 19 (1), 1989. Hubert Gatignon and Thomas S. Robertson, "The Role of Uncertainty in the Adoption of New Technologies in a Competitive Environment," Working Paper 88-007. Paul E. Green and Abba M. Krieger, "Modeling Competitive Pricing and Market Share: Anatomy of a Decision Support System," former Working Paper 88-005, published as "A Hybrid Conjoint Model for Price-Demand Estimation," European Journal of Operational Research, January 1990. J. Scott Armstrong and Philip D. Hutcherson, "Predicting the Outcome of Marketing Negotiations: Role-Playing vs. Unaided Opinions," former Working paper 88-004, International Journal of Research in Marketing, 6 (1989), 227-239. J. Scott Armstrong, "Research Needs in Forecasting," former Working Paper 88-003, published in International Journal of Forecasting, 4 (1988), 493-495. Yoram Wind, "Marketing Rx for Survival and Growth in Global Markets," former Working Paper 88-002, published as "Old-Line Manufacturing Needs Better Modeling," Chief Executive, 44 (1988), 44-48. Vijay Mahajan and Yoram Wind, "New Product Forecasting Models: Directions for Research and Implementation," former Working paper 88-001, published in International Journal of Forecasting, 4 (1988), 344-358.
Jerry Wind, "Increasing Your Marketing Productivity and Profitability," former Working paper 87-052, published in The Journal of Service Marketing, 1 (2), 1987, 5-18. Charles Tapiero, Jehoshua Eliashberg, and Jerry Wind, "Risk Behavior and Optimum Advertising with a Stochastic Dynamic Sales Response," former Working Paper 87-051, published in Optimal Control Applications and Methods, 8, 1987, 299-304. Jerry Wind and Vijay Mahajan, "New Product Development Process: A Perspective for Reexamination," former Working Paper 87-050, published in The Journal of Product Innovation Management, 4, 1988, 304-310, reprinted in IEEE Management Review, 1990. Hubert Gatignon and Thomas S. Robertson, "Technology Diffusion: An Empirical Test of Competitive Effects," former Working Paper 87-049, published in Journal of Marketing, 52 (1), 1989, 35-49. Raymond R. Burke, Wayne DeSarbo, Richard Oliver, and Thomas S. Robertson, "Deception by Implication: An Experimental Investigation," former Working Paper 87-048, published in Journal of Consumer Research, 14, 1988, 483-494. J. Douglas Carroll and Paul E. Green, "An INDSCAL Based Approach to Multiple Correspondence Analysis," former Working Paper 87-047, published in Journal of Marketing Research, Ma7y 1988. Richard Oliver, "A Framework for the Process of Consumption," Working Paper 87-046. Paul E. Green, Kristaan Helsen, and Bruce Shandler, "Conjoint Internal Validity Under Alternative Profile Presentations," Former Working paper 87-045, published in Journal of Consumer Research, December 1988. Paul E. Green, Frank Carmone, Jr. and Catherine Schaffer, "An Individual Importance Weights Model for Conjoint Analysis," former Working paper 87-044, published in Data, Expert Knowledge, and Decisions, W. Gaul and M. Schader (eds.), New York: Springer-Verlag, 1988. J. Scott Armstrong, "Further Evidence for the Seer-Sucker Theory: A Review of The Great Depression of 1990 by Ravi Batra," former Working Paper 87-043, published in International Journal of Forecasting, 4, 1988, 493-495. David C. Schmittlein and Yoram J. Wind, "Definitions of Marketing Models," former Working Paper 87-042, published in Dictionary of Marketing Terms, Peter D. Barnett (ed.), Chicago, IL: American Marketing Association, 1988. Paul E. Green, Abba M. Krieger, and Pradeep Bansal, "Complete Unacceptable Levels in Conjoint Analysis: A Cautionary Note," former Working Paper 87-040, published in Journal of Marketing Research, 25, 1988, 293-300. Jehoshua Eliashberg and Kristiaan Helsen, "Cross-Country Diffusion Processes and Market Entry Timing," Working Paper 87-039. Jehoshua Eliashberg and Thomas S. Robertson, "New Product Preannouncing Behavior: A Market Signaling Study," former Working Paper 87-038, published in Journal of Marketing Research, 25, 1988, 282-292. Donald G. Morrison and David C. Schmittlein, "A Rejoinder to Comments on 'Generalizing the NBD Model for Customer Purchases: What are the Implications and Is It Worth the Effort?'," former Working Paper 87-037, published in Journal of Business and Economic Statistics, 6 (2), 1988, 165-166. Rabikar Chatterjee and Jehoshua Eliashberg, "A Micromodeling Approach to the Innovation Diffusion Process in a Heterogeneous Population," former Working Paper 87-036, published in Management Science, 36 (9), 1990, 1057-1079. Paul E. Green and V. Srinivasan, "A Bibliography on Conjoint Analysis and Related Methodology in Marketing Research," Working Paper 87-035. Hubert Gatignon and Pradeep Bansal, "Competition, Market Entry, and Defensive Strategies: A Positive Theory," Working Paper 87-034. Abba M. Krieger and Paul E. Green, "Differential Weighting in Multiattribute Choice Models," Working Paper 87-033. Paul E. Green, Catherine M. Schaffer, and Karen M. Patterson, "A Reduced-Space Approach to the Clustering of Categorical Data in Market Segmentation," former Working Paper 87-032, published in Journal of the Market Research Society, Spring 1988. Richard L. Oliver and Russell S. Winer, "A Framework for the Formation and Structure of Consumer Expectations: Review and Proposition," former Working Paper 87-031, published in Journal of Economic Psychology, 8, 1987, 469-499. Paul E. Green and J. Douglas Carroll, "A Procedure for Finding a Composite of Several Multidimensional Scaling Solutions," former Working Paper 87-030, published in Journal of the Academy of Marketing Science, Spring 1988. J. Douglas Carroll and Paul E. Green, "A New Approach to the Multiple Correspondence Analysis of Categorical Data," Working Paper 87-029. Ajay Manrai and Prabhakant Sinha, "Elimination -by-Cutoffs," Working Paper 87-028. Hubert Gatignon, Barton Weitz, and Pradeep Bansal, "Brand Introduction Strategies and Competitive Environments," former Working Paper 87-027, published as "Market Entry Strategies and Competitive Environments," Journal of Marketing Research, 1990. David Reibstein, William Boulding and John E. G. Bateson, "Conjoint Reliability: Does it Matter What You Measure?" Working Paper 87-026. Arvind Rangaswamy, Prabhakant Sinha, and Andris Zoltners, "Designing Optimal Sales Force Structures for Multiproduct Firms," former Working Paper 87-025, published as "An Integrated Model-Based Approach to Aid in Sales Force Structure Decisions," Marketing Science, 1989. David J. Reibstein and David C. Schmittlein, "The Complexity of the Conjoint Measurement Task Affects the Number of Attributes used to Form Preferences: I.E., It Matters How You Measure," Working Paper 87-024. David C. Schmittlein, Jinho Kim, and Donald G. Morrison, "Combining Forecasts: Operational Adjustments to Theoretically Optimal Rules," former Working Paper 87-023, published in Management Science, 36 (1991) 1044-1056. Richard L. Oliver and Wayne S. DeSarbo, "Response Determinants in Satisfaction Judgments," former Working Paper 87-022, published in Journal of Consumer Research, 14, 1988, 495-507. Paul E. Green, Abba Krieger, and J. Douglas Carroll, "Conjoint Analysis and Multidimensional Scaling: A Complementary Approach," former Working Paper 87-021, published in Journal of Advertising Research, Oct.-Nov. 1987, 21-27. David C. Schmittlein, "Methods for Choosing Among Statistical Models: The Relation between Akaike's Information Criterion and the Likelihood Ratio Test," Working Paper 87-020. David C. Schmittlein, Hubert Gatignon, and Barton A. Weitz, "Representing Multi-Term Choice: Development of a General Model, and Application to the Analysis of Retailers' Product Line Decisions," Working Paper 87-019. J. Scott Armstrong, Roderick J. Brodie, and Shelby McIntyre, "Forecasting Methods for Marketing: Review of Empirical Research," former Working Paper 87-018, published in International Journal of Forecasting, 3 (1987), 355-376. David C. Schmittlein and Enine Sarigollu, "The Effect of Variety Seeking Behavior on Optimal Product Positioning," former Working Paper 87-017, published in Applied Stochastic Models and Data Analysis, 12(1) (1996) 27-44. Hubert Gatignon, "Strategic Studies in Markstrat," former Working Paper 87-016, published in Journal of Business Research, 15 (6), 1987, 469-480. Paul E. Green, Abba M. Krieger, and Catherine M. Schaffer, "Dominated Options in Consumer Tradeoff Modeling: Is Their Occurrence Recognized?" former Working Paper 87-015, published in Data, Expert Knowledge, and Decisions, W. Gaul and M. Schader (eds.), New York: Springer-Verlag, 1988. J. Douglas Carroll, Paul E. Green, and Catherine M. Schaffer, "Comparing Interpoint Distances in Correspondence Analysis: A Clarification," former Working Paper 87-014, published as "Interpoint Distance Comparisons in Correspondence Analysis," Journal of Marketing Research, August 1986 David C. Schmittlein, "Surprising Inferences from Unsurprising Observations: Do Conditional Expectations Really Regress to the Mean?" former Working Paper 87-013, published in The American Statistician, 43 (3), 1989, 176-183. Donald G. Morrison and David C. Schmittlein, "Generalizing the NBD Model for Consumer Purchases: What Are the Implications and Is It Worth the Effort?" former Working Paper 87-012, published in Journal of Business and Economic Statistics, 6 (2), 1988, 145-166. Leonard Lodish and Bari Harlam, "Market Response Approaches to Marketing Strategy," former Working Paper 87-011, published in The Interfaces of Marketing and Strategy, edited by B. Weitz and R. Wensley, JAI Press, 1990, pp. 337-352. Leonard Lodish, Ellen Curtis, Michael Ness, and M. Kerry Simpson, "Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories," former Working Paper 87-010, published in Interfaces, 18, (1), 1988, 5-20. Scott Ward, "Five Marketing Mistakes," Working Paper 87-009. Yoram Wind, "Effective Competitive Strategies: A Marketing Perspective," former Working Paper 87-008, published in Achieving Excellence in Managing, Proceedings of the SIA Regional Conference, March 1986. Yoram Wind, "An AHP Based Approach to the Design and Evaluation of a Marketing Driven Business and Corporate Strategy," former Working paper 87-007, published in Mathematical Modeling, 9 (3-5), 1987, 285-291. Paul E. Green, Abba M. Krieger, and Robert N. Zelnio, "A Componential Segmentation Model with Optimal Product Design Features," former Working Paper 87-006, published in Decision Sciences, Spring 1989. J. Douglas Carroll, Paul E. Green, and Catherine M. Schaffer, "Comparing Interpoint Distances in Correspondence Analysis: A Clarification," former Working Paper 87-005, published in Journal of Marketing Research, November 1987, 445-450. Jehoshua Eliashberg, Charles S. Tapiero, and Yoram Wind, "Innovation Diffusion Models with Stochastic Parameters: Forecasting and Planning Implications," Working Paper 87-003. Aay Manrai and Prabhakant Sinha, "Dimensions and Features of Similarity CTR: A Spatial Model of Similarity," Working Paper 87-002. Kakshman Krishnamurthi and Arvind Rangaswamy, "The Equity Estimator for Marketing Research," former Working Paper 87-001, published in Marketing Science, 6 (3), 1987.
Hubert Gatignon and Erin Anderson, "The Multinational Corporation's Degree of Control Over Foreign Subsidiaries: An Empirical Test of a Transaction Cost Explanation," former Working Paper 86-041, published in Journal of Law, Economics and Organization, 4 (2) 1988, 89-120. Rabikar Chatterjee, Jehoshua Eliashberg, Hubert Gatignon, and Leonard Lodish, "A Bayesian Approach to Selection of Optimal Market Testing Strategies," former Working Paper 86-040, published in Journal of Marketing Research, 25 (4), 1988, 363-375. Ajay Manrai and Stephen LaTour, "Interactive Impact of Information and Normative Influence on Blood Donations," Working paper 86-039. Wayne DeSarbo, J. Douglas Carroll, and Geert DeSoete, "Stochastic Tree Unfolding (STUN) Models," Working paper 86-038. Stephen Dakin and J. Scott Armstrong, "Predicting Job Performance: A Comparison of Expert Opinion and Research Findings," former Working Paper 86-038, published in International Journal of Forecasting, 5, 1989, 187-194. Full Text (PDF) J. Scott Armstrong, "The Effect of Outgoing Postage on Survey Returns: A Note," Working paper 86-034. Leonard Lodish and Magid Abraham, "Promoter: An Automated Promotion Evaluation System," former Working Paper 86-033, published in Marketing Science, 6 (1), 1987, 1-25. Hubert Gatignon, Jehoshua Eliashberg, and Thomas Robertson, "Modeling Multinational Diffusion Patterns: AN Efficient Methodology," former Working Paper 86-032, published in Marketing Science, 8 (3), 1989, 231-247. Hubert Gatignon and Dominique Hanssens, "Modeling Marketing Interactions with Application to Salesforce Effectiveness," former Working Paper 86-031, published in Journal of Marketing Research, August 1987, 247-257. Terence Oliva, Ian C. MacMillan, and Diana Day, "A Generic Model of Competitive Dynamics," former Working Paper 86-030, published in Academy of Management Review, 13 (5), 1988, 374-389. Ajay Manrai and Prabhakant Sinha, "Choice in Conceptual Spaces: Modeling and Measurement," Working Paper 86-029. Thomas Robertson, Scott Ward, Hubert Gatignon, and Donna Klees, "Advertising and Children: A Cross-Cultural Study," former Working Paper 86-028, published as "Children and Commercials: A Cross Cultural Analysis," Nikkei Advertising Research Journal, Japan, 107, 1986, 23-25, and in Communication Research, 16 (4), 1989, 459-486. Terence Oliva, Diana Day, and Wayne DeSarbo, "Lost in the Competitive Jungle? Use a Strategy Map!" former Working Paper 86-028, published as "Selecting Competitive Tactics: Try a Strategy Map," Sloan Management Review, Spring 1987. Erin Anderson and Richard Oliver, "Perspectives on Behavior-Based vs. Outcome-Based Sales Force Control Systems," former Working Paper 86-026, published in Journal of Marketing, 51, 1987, 76-88. Jerry Wind and Susan Douglas, "The Myth of Globalization," former Working paper 86-025, published in The Columbia Journal of World Business, 22 (4), 1987. Hubert Gatignon and Timothy M. DaVinney, "Competitive Advertising and Price Elasticity: A Model of Dominant Firm Markets," Working Paper 86-023. Wujin Chu "The Effect of Channel Structure on Competition and Profitability," Working paper 86-022. David Schmittlein, Donald G. Morrison, and Richard Columbo, "Counting Your Customers: Who Are They and What Will They Do Next?" former Working paper 86-020, published in Management Science, 33 (1) 1987, 1-14. Lakshman Kirshnamurthi, Arvind Rangaswamy, and Andris Zoltner, "Equity Estimator: A New Method for Sales Response Estimation in the Presence of Multicollinearity," Working Paper 86-019. David Schmittlein, "Which Preference Distributions Lend to Luce's Choice Model?", Working paper 86-018. Jerry Wind, "Expanding the Role of the Board of Directors," Working Paper 86-017. Scott Ward, "Consumer Behavior," former Working Paper 86-016, published in Burger and Chafee (eds.), Handbook of Communication Sciences, Newbury Park, CA: Sage Publications, 1987. Jerry Wind and V. Mahajan, "Marketing Hype: A New Perspective for New Product Research and Introduction," former Working Paper 86-015, published in Journal of Product Innovation Management, 4 (1), 1987, 43-47. Kamel Jedidi, Jehoshua Eliashberg, and Wayne DeSarbo, "A New Diffusion Model Incorporating Income, Price, and Advertising Effects," Working Paper 86-014. Terence Oliva, Wayne DeSarbo, Diana Day, and Kamel Jedidi, "GEMCAT: A General Multivariate Methdology for Estimating Catastrophic Models," former Working Paper 86-013, published in Behavioral Science, April 1987. Terence Oliva and R. Reidenbach, "Integrating Pluralistic Approaches to Marketing Theory: A Metatheoretic View of the Literature," Working paper 86-012. Geert DeSoete, J. Douglas Carroll, and Wayne DeSarbo, "Least Squares Algorithms for Constructing Constrained Ultrametric and Additive Tree Representations of Symmetric Proximity Data," former Working Paper 86-011, published in Journal of Classification, 1986. Wayne DeSarbo and Donna Hoffman, "Constructing MDS Joint Spaces from Binary Choice Data: A New Multidimensional Unfolding Threshold Model for Marketing Research," Working Paper 86-010. J. Scott Armstrong, "Forecasting Methods for Conflict Situations," former Working Paper 86-008, published in George Wright and Peter Ayton (eds.), Judgmental Forecasting, Chichester: John Wiley, 1987, 157-176. Full Text (PDF) Wayne DeSarbo, Donald Lehmann, Shiv Gupta, M. Holbrook, and W. Havlena, "A Stochastic Three-Way Unfolding Model for Asymmetric Binary Data," Working paper 86-007. Richard Steinberg and Jehoshua Eliashberg, "Production-Marketing Strategies for American-Like and Japanese-Like Firms in Competition," Working Paper 86-006. Paul E. Green and Abba Krieger, "Choice Rules and Sensitivity in Conjoint Simulators," former Working Paper 86-005, published in Journal of the Academy of Science, Spring 1988. Wayne DeSarbo, V. R. Rao, J. H. Steckel, Jerry Wind, and Richard Columbo, "An Econometric Model for Describing and Forecasting Price Movements," former Working paper 86-004, published as "An Friction Model for Describing and Forecasting Price Movements," Marketing Science, 6 (4), 1987, 299-319. Erin Anderson, Wujin Chu, and Barton Weitz, "Industrial Purchasing: An Industrial Exploration of the Buyclass Framework," former Working Paper 86-003, published in Journal of Marketing, 51 (July, 71-86. Wayne DeSarbo, V. Mahajan, and J. H. Stecket, "On the Creation of Feasible Conjoint Analysis Experimental Designs," Working Paper 86-002. Wayne DeSarbo, Geert DeSoete, and Jehoshua Eliashberg, "A New Stochastic Multidimensional Unfolding Model for Investigation of Paired Comparison Consumer Preference/Choice Data," former Working Paper 86-001, published in Journal of Economic Psychology, 8 (3), 1987, 357-384.
Hubert Gatignon and David Reibstein, "Do Advertising Frequency Response Functions Differ by Brand and Segment? Working Paper 85-039. Jerry Wind and Vijay Mahajan, "Innovation Diffusion Models of New Product Acceptance: A Reexamination," former Working Paper 85-038, published in Innovation Diffusion Models of New Product Acceptance, J. Wind and V. Mahajan (eds.), Cambridge, MA: Ballinger, 1986. Terence Oliva and R. Reidenbach, "Extensions of Bagozzi's Holistic Construal," former Working Paper 85-036, published in Radical Thought in Marketing, Lexington Books, 1987. Jerry Wind and Vijay Mahajan, "Corporate Growth Through Synergy:: Concept, Measurement, and Applications," Working Paper 85-035. Wayne DeSarbo, Richard Oliver, and Geert DeSoete, "A Probabilistic Multidimensional Scaling Vector Model," Working Paper 85-034. Erin Anderson and Anne Coughlan, "Distribution of Industrial Products Introduced to Foreign Markets: Independent versus Integrated Channels," Working paper 85-033. Jehoshua Eliashberg and Rabikar Chatterjee, "Stochastic Issues in Modeling the Innovation Diffusion Process," former Working paper 85-032, published in Innovation Diffusion Models of New Product Acceptance, V. Mahajan and Y. Wind (eds.), Cambridge, MA:Ballinger, 1986, 151-199. Jerry Wind, "Models for Marketing Planning and Decision Making," former Working Paper 85-031, published in Handbook of Modern Marketing, V. Buell (ed.), chapter 49, 1985. Jerry Wind, "The Marketing Challenge," former Working Paper 85-030, address given upon receipt of the Charles Coolidge Parlin Award, 1985. Wharton School Working Paper. Excerpts appeared in The Marketing News August 1985. Jerry Wind and Paul Green, "Marketing, Statistics in," former Working Paper 85-028, published in Encyclopedia of Statistics, Vol. 5, 1985, 227-247. Hubert Gatignon, Erin Anderson, and Kristiaan Helsen, "Competitive Reactions to Market Entry: Explaining Interfirm Differences," former Working Paper 85-026, published in Journal of Marketing Research, 26 (1), 1989. Erin Anderson and Hubert Gatignon, "Modes of Foreign Entry: A Transaction Cost Analysis and Propositions,' former Working Paper 85-025, published in Journal of International Business Studies, 17 (3), 1986, 1-26. Paul Green and Abba Krieger, "A Consumer-Based Methodology for Designing Product Line Extensions, former Working Paper 85-024, published in Journal of Product Innovation Management, 4, 1987, 21-32. Paul Green and Abba Krieger, "The Minimal Rank Correlation, Subject to Order Restrictions, with Application to the Weighted Linear Choice model," former Working Paper 85-023, published in Journal of Classification, 3 (1), 67-96. Thomas Robertson and Hubert Gatignon, "The Diffusion of High Technology Innovations: A Marketing Perspective," Working Paper 85-020. Erin Anderson, "Determinants of Opportunistic Behavior: An Empirical Comparison of Integrated and Independent Channels," former Working Paper 85-019, published in Journal of Economic Behavior and Organization, 9 (May), 247-264. Paul Green and Abba Krieger, "A Hybrid Conjoint Model for Price-Demand Estimation," former Working paper 85-018, published in New-Product Development and Testing, W. Henry, M. Menasco and H. Takada (eds.), Lexington, MA: Lexington Books, 1989 Raymond R. Burke and T. Srull, "Competitive Interference and Consumer Memory for Advertising," former Working Paper 85-016, published in Journal of Consumer Research, 15 (1), 1988. Raymond R. Burke, "A Model of Consumer Cognition," Working Paper 85-015. Charles S. Goodman, "Output Measures of Retail Performance," former Working Paper 85-014, published in Journal of Retailing, 61 (3), 1985. Charles S. Goodman, "Distribution in a High-Level Economy: Twenty Years After," former Working paper 85-013, published in Marketing Management Technology as a Social Process, 1986. Wayne DeSarbo and T. Harshman, "Celebrity-Brand Congruence Analysis," former Working Paper 85-012, published in Current Issues in Research and Advertising, 1985. Wayne DeSarbo and Kamel Jedidi, "Redundancy Analysis," former Working Paper 85-011, published in Encyclopedia of Statistics, Vol. 13, 1986. Wayne DeSarbo, Geert De Soete, and J. Douglas Carroll, 'The Wandering Ideal Point Model: A Probabilistic Multidimensional Unfolding Model for Paired Comparisons Data," former Working Paper 85-010, published in Journal of Mathematical Psychology, 30, 1986, 28-41. Wayne DeSarbo and Donna Hoffman, "Simple and Weighted Unfolding Multidimensional Scaling Threshold Models for the Spatial Representation of Binary Choice Data," former Working Paper 85-009, published in Applied Psychological Measurement, 1986. Wayne DeSarbo and J. Douglas Carroll, "Three Way Metric Unfolding Via Alternative Weighted Least Squares," former Working Paper 85-008, published in Psychometrika, 50, 1985, 275-300. Wayne DeSarbo and V. Keramindas, "A New Multidimensional Scaling Methodology for the Spatial Representation of Binary Choice Data," Working Paper 85-007. Wayne DeSarbo and V. Rao, "A Constrained Unfolding Methodology for Product Positioning," former Working Paper 85-006, published in Marketing Science, 5, 1986, 1-19. Wayne DeSarbo, Geert DeSoete, and J. Douglas Carroll, "Optimal Variable Weighting for Hierarchical Clustering: An Alternating Least-Squares Algorithm," Working Paper 85-005. Wayne DeSarbo, Paul Green, and J. Douglas Carroll, "An Alternating Least-Squares Procedure for Estimating Missing Preference Data in Product Concept Testing," former Working Paper 85-004, published in Decision Sciences, 17, 1986, 163-185. Richard Oliver and C. Bearden, "Crossover Effects in the theory of Reasoned Action: A Moderating Influence Attempt," former Working Paper 85-003, published in Journal of Consumer Research, 12, 1985, 324-340. Jehoshua Eliashberg and Rabikar Chatterjee, "Analytical Models of Competition with Implications for Marketing: Issues, Findings, and Outlook," former Working Paper 85-002, published in Journal of Marketing Research, 22, 1985, 237-261. Paul Green, Abba Krieger, and Catherine Schaffer, "Quick and Simple Benefit Segmentation," former Working Paper 85-001, published in Journal of Advertising, 24 (3), 2985, 9-17.
Barton Weitz, Sujan and Sujan, "Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness," Working Paper 84-031. Paul Green and Abba Krieger, "A Simple Heuristic for Selecting 'Good' Products in Conjoint Analysis," former Working Paper 84-030, published in Applications of Management Science, R. Schultz (ed.) 1986. Hubert Gatignon and David Reibstein, "Frequency Response Functions in Logit Models," Working Paper 84-029, published as "Poorling Logit Models," Journal of Marketing Research, 23, 1986, 281-285. J. Scott Armstrong and Edward J. Lusk, "Return Postage in Mail Surveys: A Meta-Analysis," former Working Paper 84-028, published in Public Opinion Quarterly, 51 (2), 1987, 233-248. Full text (PDF) Barry Bayus and Shiv Gupta, "Word of Mouth and Optimal Marketing Policies," Working Paper 84-027. Barry Bayus, "Integrating the Effects of Word of Mouth into Marketing Planning," Working Paper 84-026. Barry Bayus, Word of Mouth and Marketing Effort Interactions," Working Paper 84-025. Barry Bayus, "Word of Mouth: The Forgotten Marketing Element," Working Paper 84-023. Erin Anderson, Leonard Lodish, and Barton Weitz, "Resource Allocation Behavior by Channel Members: Economic and Non-Economic Determinants," former Working Paper 84-023, published in Journal of Marketing Research, 24, 1987, 85-97. Jehoshua Eliashberg and Abel P. Jeuland, "The Impact of Competitive Entry in a Developing Market upon Dynamic Pricing Strategies," former Working Paper 84-021, published in Marketing Science, 5 (1) 1986, 20-36. D. G. Morrison and David Schmittlein, 'Is the Customer Still Active?" former Working Paper 84-020, published in The American Statistician, 29, 1985, 291-295. David Schmittlein, 'Issues in Measuring market Concentration Among Firms, Suppliers, and Customers," Working Paper 84-019. Robert J. Thomas and Jerry Wind, "Strategy-Driven Industrial Marketing Research," former Working Paper 84-018, published in Annual Review of Marketing, V. Zeithaml (ed.), Chicago: AMA, 1991, 411-454. Robert J. Thomas and Jerry Wind, "Segmenting Industrial Markets," former Working Paper 84-017, published in Arch Woodside (ed.), Advances in Business Marketing and Purchasing. Jay Press Inc. 1994, 59-82. Jerry Wind and Vijay Mahajan, "Business Synergy and Profitability," former Working Paper 84-016, published as "Business Synergy Does Not Always Pay Off," Long Range Planning, 21 (1), 1988, 59-65. Jerry Wind, "The Contribution of Research to Product Management and New Product Development," former Working Paper 84-015, published in ESOMAR Congress Proceedings, August 1983, 1-15. Douglas Richardson, Steven G. Gabbe, and Jerry Wind, "Decision Analysis of High-Risk Patient Referral," former Working Paper 84-014, published in Obstetrics and Gynecology, 63 (4), 1984, 496-501. Erin Anderson and David Schmittlein, "Integration of the Sales Force: An Empirical Investigation, former Working Paper 84-013, published in The Rand Journal of Economics, 15 (1984), 385-395. Paul Green and Abba Krieger, "Buyer Similarity Measures in Conjoint Analysis: Some Alternative Proposals," former Working Paper 84-012, published in Journal of Classification, , 1, 1985, 41-61. Jehoshua Eliashberg, Steve LaTour, Arvind Rangaswamy, Louis W. Stern, "Assessing Social Welfare Functions in a Marketing Channels Context," former Working Paper 84-011, published in Journal of Marketing Research, 23, 1986, 101-110. David Schmittlein, Donald Morrison, and A. C. Bemmaor, "Conditional Expectations for Brands in an NBD Product Category: A Mathematical Characterization with Managerial Implications," former Working Paper 84-010, published as "Why Does the NBD Model Work? Robustness in Representing Product Purchases, Brand Purchases and Imperfectly Recorded Purchases," Marketing Science, 4 (1985), 255-266. Jehoshua Eliashberg and Richard Steinberg, "Marketing-Production Decision in an Industrial Channel of Distribution," former Working Paper 84-009, published in Management Science, 33 (8), 1987, 981-1000. Leonard Lodish and David Reibstein, "New Goldmiines and Minefields in Marketing Research," former Working Paper 84-009, published in Harvard Business Review, 1, 1986, 168-182. Hubert Gatignon and Thomas S. Robertson, "A Prepositional Inventory for New Diffusion Research," former Working Paper 84-006, published in Journal of Consumer Research, 11, 1985, 1-15. Paul E. Green and Abba Krieger, "Models and Heuristics for Product Line Selection," former Working Paper 84-005, published in Marketing Science, 4 (1), 1985. Paul E. Green and Abba Krieger, "On the Worst Case for the Greedy Heuristic in the Simple Plant Location Problem," former Working paper 84-004, published in Management Science, 33 (8), 1987, 981-1000. J. Scott Armstrong, "Forecasting by Extrapolation: Conclusions from Twenty-Five Years of Research", former Working Paper 84-002, published in Interfaces, 14, 1984), 52-66. Full text (PDF) J. Scott Armstrong, "Recent Trends in Forecasting," Working Paper 84-001.
Thomas S. Robertson, "Marketing's Potential Contribution to Consumer Behavior Research: The Case of Diffusion Theory," former Working Paper 83-027, published in Advances in Consumer Research, Volume II, ed. Thomas C. Kinnear, Association for Consumer Research, 1984, 484-489. Hubert A. Gatignon and Thomas S. Robertson, "Integration of Consumer Diffusion Theory and Diffusion Models: New Research Directions," former Working Paper 83-026, published in Innovation Diffusion Models of New Product Acceptance, eds. Vijay Mahajan and Yoram Wind, Cambridge, MA: Ballinger, 1986, 37-59. Wayne S. DeSarbo, J. Douglas Carroll, Linda A. Clark, and Paul E. Green, "A User's Guide to SYNCLS - A Fortran Program for Implementing the SYNCLUS Clustering Algorithm," Working Paper 83-025. Paul W. Ferris and David J. Reibstein, "Overcontrol in Advertising Experiments," former Working Paper 83-024, published in Journal of Advertising Research, 24 (3), 1984, 37-47. Barton A. Weitz, "Sales Effectiveness Through Adaptation to Situational Demands," Working Paper 83-023. David J. Reibstein, John Bateson, and William Boulding, "A Framework for Assessing the Reliability of Conjoint Analysis," former Working Paper 83-022, published as "Conjoint Analysis Reliability and Validity: A Framework for Future Research," Review of Marketing, 1987, 451-477. William F. Boulding and Leonard Lodish, "The Need for Response Function Estimation in Strategic Marketing Resource Allocation Decision," Working Paper 83-021. John E. G. Bateson, David J. Reibstein, and William F. Boulding, "Alternative Methods of Reliability Estimation for Conjoint Analysis," Working Paper 83-020. Magid M. Ibrahim and Leonard Lodish, "Toward an Expert Decision Support System for Trade Parameters," Working Paper 83-019. David C. Schmittlein, Vijay Mahajan, and Jerry Wind, "The Role of Within Group Variance in the Design and Analysis of Market Experiments," Working Paper 83-017. Jehoshua Eliashberg and John R. Hauser, "A Measurement Error Approach for Modeling Consumer Risk Preference," former Working paper 83-016, published in management Science, 31 (1), 1985, 1-25. John Deighton, Francesco Nicosia, and Jerry Wind, "Exploration into the Time-Money Tradeoff: Concepts and an Application," former Working Paper 83-015, published in Proceedings of the 1983 ESOMAR Conference, Strategic Planning, pp. 51-65. Vijay Mahajan, Subhash Sharma, and Jerry Wind, "Parameter Estimation in Marketing Models in the Presence of Outliers in Response Data: Robust Regression and Applications," former Working Paper 83-014, published in Journal of Marketing Research, 1984, 268-277. Paul E. Green and Catherine M. Schaffer, "A Method for Analyzing Consumer Preferences for Product Benefits," former Working Paper 83-013, published in Journal of the Market Research Society, February 1984. Paul E. Green and Catherine M. Schaffer, "Ad Copy Testing: Diagnostic Procedures for Summarizing Perceptual and Executional Impact," former Working paper 83-012, published in Journal of Advertising Research, October-November, 1983. Paul E. Green and Abba M. Krieger, "Combinatorial Methods in Product Line Optimization," Working Paper 83-011. Paul E. Green, Frank J. Carmone, and Prashant Vankudre, "Bootstrapped Confidence Intervals for Conjoint-Based Choice Simulators," former Working Paper 83-010, published in Proceeding of the American Marketing Association, Winter Conference, February 1984. J. Scott Armstrong, "Cheating in Management Science," former Working paper 83-009, published in Interfaces 13, 1983, 20-29. J. Scott Armstrong, "Do Judgmental Researchers use Their Own Research? A Review of Judgment Under Uncertainty: Heuristics and Biases," former Working Paper 83-008, published in Journal of Forecasting 3, 1984, 236-239. J. Scott Armstrong, "Review of Allen Tough, International Changes," former Working Paper 83-007, published in Academy of Management Review, 18, 1983, 509-511. Paul E. Green and Pradeep K. Kedia, "A Method for Weighting Respondents in Conjoint-Based Computer Choice Simulators, Working Paper 83-006. Paul E. Green, "Hybrid Models for Conjoint Analysis: An Expository Review," former Working Paper 83-005, published in Journal of Marketing Research, May 1984. Vijay Mahajan, Subhash Shurma, and Jerry Wind, "Robust Regression: Method and Applications," Working Paper 83-004. Vijay Mahajan, Jerry Wind, and Subhash Shurma, "An Approach to RepeatPurchase Diffusion Analysis, former Working Paper 83-003, published in Proceedings of the 1983 AMA Conference, 442-446. David C. Schmittlein and Donald G. Morrison, "Measuring Miscomprehension for Televised Communications Using True-False Questions," former Working Paper 83-002, published in Journal of Consumer Research, 10 (1983), 147-156. Erin Anderson and Barton A. Weitz, "Make or Buy Decisions: A Framework for Analyzing Vertical Integration Issues in Marketing," former Working Paper 83-001, published in Sloan Management Review, Spring 1986.
Hubert Gatignon, "Competition as a Moderator of the Effect of Advertising on Sales," former Working Paper 82-030, published in Journal of Marketing Research, 21 (4), 1984, 387-398. David Reibstein and Hubert Gatignon, "Optimal Product Line Pricing: The Influence of Elasticities and Cross-Elasticities," former Working Paper 82-029, published in Journal of Marketing Research, 21 (3), 1984, 259-267. Ronald T. Rust and David C. Schmittlein, "Likelihood Methods for Comparing Predictive Marketing Model," former Working Paper 82-028, published in Marketing Science, 4, 1985, 20-40. Erin Anderson, "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," former Working Paper 82-027, published in Marketing Science, 4, 1983, 234-254. Thomas Robertson and Scott Ward, "Management Lessons from Airline Deregulation," former Working Paper 82-026, published in Harvard Business Review, 83, 1983, 40-44. David C. Schmittlein and Donald G. Morrison, "Modeling and Estimation Using Job Duration Data," former Working Paper 82-025, published in Organizational Behavior and Human Performance, 32, 1983, 1-22. David C. Schmittlein, "Some Sampling Properties of a Model for Income Distribution," former Working paper 82-024, published in Journal of Business and Economic Statistics, 1, 1983, 147-153. J. Scott Armstrong and David Reibstein, "Evidence on the Value of Strategic Planning in Marketing," former Working Paper 82-023, published in H. Thomas and D. Garder (eds.), Strategic Marketing and Management, New York: John Wiley, 1985, 73-87. J. Douglas Carroll, Linda A. Clark, Wayne S. DeSarbo, and Paul E. Green, "Synthesized Clustering: A Method for Amalgamating Alternative Clustering Biases with Differential Weighting of Variables," former Working Paper 82-022, published in Psychometrika, March 1984. Wayne DeSarbo and Paul E. Green, "Choice-Constrained Conjoint Analysis," former Working Paper 82-020, published in Decision Sciences, 15, 1984. Stephen M. Goldberg, Paul E. Green, and Jerry Wind, "Conjoint Analysis of Price Premiums for Hotel Amenities," former Working Paper 82-019, published in Journal of Business, January 1984. David C. Schmittlein and Donald G. Morrison, "Prediction of Future Random Events with the Condensed Negative Binomial Distribution," former Working Paper, 82-017, published in Journal of the American Statistical Association, 78, 1983, 449-456. Christopher J. Easingwood, Vijay Mahajan, and Eitan Muller, "A Non-Uniform Influence Innovation Diffusion Model of new Product Acceptance," Working Paper 82-016. Marshall G. Greenberg and Ronald E. Frank, "Patterns of Leisure Interests and Needs," Working Paper 82-015. Jerry Wind and Thomas Robertson, "Strategic Marketing: New Directions for Theory and Research," former Working Paper 82-013, published in Journal of Marketing, 47, 1983, 12-25. Vijay Mahajan and Jerry Wind, "Integrating Financial Portfolio Analysis with Product Portfolio Models," former Working Paper 82-012, published in H. Thomas & D. Gardner, (eds.) Strategic Marketing and Management. NY: J. Wiley & Sons, 1985, 193-212. J. Scott Armstrong, "Is Review by Peers As Fair As It Appears?" former Working Paper 82-011, published in Interfaces, 12, 1982, 62-74. Rajaswarararo Chaganti, Vijay Mahajan, and Subhash Sharma, "Would Broad Reforms Improve Corporate Performance? An Empirical Investigation of Failed and Non-failed Firms," Working Paper 82-010. Vijay Mahajan and Eitan Muller, "Innovative Behavior and Repeat Purchase Diffusion Model," Working Paper 82-009. David C. Schmittlein, Albert C. Benmaor, and Donald G. Morrison, "The Beta Binomial Negative Binomial Distribution: Some New Results for a Combining of Two Old Models," Working Paper 82-008. David J. Reibstein and Robert F. Young, "Consumer Response to Dual-Signature Advertisements," Working Paper 82-007. Hubert Gatignon, "Toward a Methodology for Measuring Advertising Copy Effects," former Working Paper 82-006, published in Marketing Science, 3 (4), 1984, 308-326. Pradeep K. Kedia and Paul E. Green, "An Integer Programming Approach to Determining the Optimal Bundle of Product Benefits to Promote," Working Paper 82-005. J. Scott Armstrong, "The Value of Formal Planning for Strategic Decision: Review of Empirical Research," former Working Paper 82-004, published in Strategic Management Journal, 3, 1982, 297-311. Robert Thomas, "A Conceptual Model of Interpersonal Purchase Influence in Organizations," Working Paper 82-003. J. Scott Armstrong, "Barriers to Scientific Contributions: The Author's Formula," former Working Paper 82-002, published in The Behavioral and Brain Sciences, 5, 1982, 197-199. Stephen M. Goldberg and Pradeep K. Kedia, "A Decision Support System for Developing Promotional Strategy," Working Paper 82-001.
Vijay Mahajan and Eitan Muller, "An Empirical Comparison of Awareness Forecasting Models of New Product Introduction," Working Paper 81-025. Yoram Wind, Vijay Mahajan, and Donald J. Swire, "Empirical Comparison of Standardized Portfolio Models," former Working Paper 81-024, published in Journal of Marketing, 47 (Spring), 1983, 89-99. Robert J. Thomas, "Correlates of Interpersonal Purchase Influence in Organizations," Working Paper 81-023. Elizabeth Dunn and Jerry Wind, "Analytic Hierarchy Process for Generation and Evaluation of Marketing Mix Strategies," former Working Paper 81-022, published in Contemporary Views on Marketing Practice, Gary Frazier and Jagdish Sheth (eds.), Proceeding of the Stellner Symposium on Theories of Marketing Practice, Lexington Books, 1987, 111-131. Thomas Robertson and Yoram Wind, "Marketing Strategy," former Working Paper 81-021, published in The Strategic Management Handbook, Kenneth J. Albert (ed.), New York: McGraw-Hill, 1983, Chapter 11. David C. Schmittlein, "Assessing Validity and Test-Retest Reliability for 'Pick K of N' Data," former Working Paper 81-020, published in Marketing Science, 3, 1984, 23-40. Paul E. Green, Stephen M. Goldberg, and James Wiley, "A Cross-Validation Test of Hybrid Conjoint Models," former Working Paper 81-019, published in Proceedings of the Association for Consumer Research, San Francisco, 1982. Paul E. Green, . Douglas Carroll, Stephen M. Goldberg, and Pradeep K. Kedia, "Product Design Optimization – A Technical Description of the Posse Methodology," Working Paper 81-018. Robert Thomas and Yoram Wind, "Toward Empirical Generalizations on Industrial Market Segmentation," former Working Paper 81-017, published in R. Spekman and D. Wilson, (eds.), Issues in Industrial Marketing: A View to the Future (Chicago: AMA), 1982, 1-19. Leonard Lodish, "Positioning Non-Consumer Product offerings and Their Sales Forces," Working Paper 81-016. J. Scott Armstrong, "Research On Scientific Journals: Implications for Editors and Auditors," former Working Paper 81-014, published in Journal of Forecasting, 1, 1982, 83-104. Yoram Wind, "Marketing and Corporate Strategy: Problems and Perspectives," former Working Paper 81-013, published as "Marketing and Corporate Strategy", in The Wharton Magazine, Summer 1982, 38-45, based on "Marketing and Corporate Strategy: Problems and Perspectives," The 13th Annual Albert Wesley Frey Lecture, Graduate School of Business, University of Pittsburgh, 1981. Leonard Lodish, "A Marketing Decision Support System for Retailers," former Working Paper 81-012, published in Marketing Science, 1 (1), 1982 31-56. Christopher Easingwood, Vijay Mahajan, and Eitan Muller, "A Nonsymmetric Responding Logistic Model for Forecasting Technological Substitution," Working Paper 81-011. Rowland T. Moriarity, Jr. and David Reibstein, "Do Traditional Approaches to Segmentation Yield Benefit Segments? An Industrial Application," Working Paper 81-010. John McCann and David Reibstein, "Projecting Served market Growth for Strategic Planning Decisions," former Working Paper 81-009, published in Marketing Strategy – Controlling the Marketing Effort, 7th International Research Seminar in Marketing, Senanque, France, June 1980, pp. M1-M17. Vijay Mahajan, Paul E. Green, and Stephen M. Goldbeg, "A Conjoint Model for Measuring Self and Cross Price-Demand Relationships,' former Working Paper 81-008, published in Journal of Marketing Research, August 1982. Thomas Robertson, Scott Ward, and William M. Caldwell IV, "Managing the Transition to Deregulation," Working Paper 81-007, published in Harvard Business Review, 60, 1982, 20-25. Yoram Wind and Vijay Mahajan, "Market Share: Concepts, Findings, and Directions for Future Research," former Working Paper 81-006, published in Review of Marketing, and K. Roering (eds.), Chicago: AMA, 1981, pp. 31-42. Paul E. Green, J. Douglas Carroll, and Stephen M. Goldberg, "A General Approach to Product Design via Conjoint Analysis," former Working Paper 81-005, published in Journal of Marketing, Summer 1981. David Schmittlein and Vijay Mahajan, "Maximum Likelihood Estimation for Innovation Diffusion Models of New Product Acceptance," former Working Paper 81-004, published in Marketing Science, 1, 1982, 57-78. Richard Harshman, Paul E. Green, Yoram Wind, and Margaret E. Lundy, "A Model for the Analysis of Asymmetric Data in Marketing Research," former Working Paper 81-003, published in Marketing Science, Spring 1982. Yoram Wind and Vijay Mahajan, "A Reexamination of New Product Forecasting Models," former Working Paper 81-002, published in Proceedings of the August 1981 AMA Educator's Conference, 358-363. Yoram Wind and Susan Douglas, "International Portfolio Analysis and Strategy: The Challenge of the 80's," former Working Paper 81-001, published in Journal of International Business Studies, Fall, 1981. pp. 69-82.
Ralph F. Breyer, "Proposition Formation and Programmed Marketing," Working Paper 80-024. Tom Robertson and Joan Zielinski, "Sociological Perspectives for Consumer Research," Working Paper 80-023. David L. Huffe, Vijay Mahajan, and William C. Black, "Spatial Representation of Multivariate Data," Working paper 80-022. Pradeep K. Kedia and Paul E. Green, "A Zero-One Integer Programming Algorithm for Conjoint Analysis," former Working Paper 80-021, published in 1981 Educators Meeting of the American Marketing Association, August 1981. Paul E. Green and Stephen M. Goldberg, "A Nonmetric Version of the Hybrid Conjoint Analysis Model," former Working Paper 80-020, published in Proceedings of the Third ORSA/TIMS Conference in Market Measurement and Analysis, March 1981. Yoram Wind and Vijay Majahan, "Design Considerations in Portfolio Analysis," Working Paper 80-019. Yoram Wind and Robert Thomas, "Organizational Buying Behavior: Problems and Opportunities," Working Paper 80-018. Joan Zielinski, "A Purchase Overlap Model of Multibrand Buying," Working Paper 80-017. Paul E. Green, Stephen M. Goldberg, and Mila Montemayor, "A Hybrid Utility Estimation Model for Conjoint Analysis," former Working Paper 80-016, published in Journal of Marketing, January 1981. Joan Zielinski, "A Proposal and Analysis of Consumers' Inventory Management Portfolios," Working Paper 80-015. J. Scott Armstrong, "Teacher vs. Learner Responsibility in Management Education," Working Paper 80-014. Leonard Lodish, "A Marketing Decision Support System for Retailers," former Working Paper 80-013, published in Marketing Science, 1 (1), 1982, 31-56. Yoram Wind and Susan Douglas, "Comparative Consumer Research: The Next Frontier?" former Working Paper 80-012, published in E. Kaynak, (ed.), Comparative Marketing Systems. Bradford, England: MCB Publications, 1982, 24-35. J. Scott Armstrong, "The Forecasting Audit," former Working Paper 80-011, published in Spyros Makridakis and S. C. Wheelwright, The Handbook of Forecasting: A Manager's Guide. New York: John Wiley (1982). Revised version in the 2nd Edition, 1987, 584-602. J. Scott Armstrong, "Manual for the Panalba Role Playing Case: Social Irresponsibility in Corporations," Working Paper 80-010. Vijay Mahajan, Yoram Wind, and John W. Bradford, "Stochastic Dominance Rules for Product Portfolio Analysis," former Working Paper 80-009, published in Marketing Planning Models, Special Issue of TIMS Studies in the Management Sciences, 1981, 161-183. Yoram Wind and Susan Douglas, "Comparative Methodology and Marketing Theory," former Working Paper 80-008, published in Lamb and Dunne, (eds.), Theoretical Developments in Marketing, Proceedings from Chicago AMA conference, 1980. Richard R. Batsell, "A Market Share Model Which Simultaneously Captures the Effects of Utility and Substitutability," Working Paper 80-007. Leonard Lodish, "A User Oriented Model for Sales Force Size, Product, and Market Allocation Decisions," former Working Paper 80-006, published in Journal of Marketing, 44, 1980, 70-78. J. Scott Armstrong, "Relative Accuracy of Judgmental and Extrapolative Methods in Forecasting Annual Earnings," former Working Paper 80-005, published in Journal of Forecasting, 2, 1983, 437-447. Cynthia Fraser and Yoram Wind, "Physical and Social Psychological Anxiety as Correlates of Purchase Behavior," Working paper 80-004. Yoram Wind, Thomas Robertson, and Cynthia Fraser, "Diffusion Under Conditions of Product and Market Heterogeneity," former Working Paper 80-003, published as "Industrial Product Diffusion by Market Segment," Industrial Marketing Management, 11, 1982, 1-8. Gary M. Erickson, "Advertising in Dynamic Markets," Working Paper 80-002. J. Scott Armstrong, "The use of Time Contracts in Formal Education," former Working paper 80-001, 'published in Hanne H. Laiser and Soren Heede (eds.), Proceedings of the European Academic for Academic Research in Marketing, Copenhagen School of Business, 1981, 1829-1847.
Yoram Wind and John G. Myers, "A Note on the Selection of Attributes for Conjoint Analysis," Working Paper 79-041. J. Scott Armstrong, "Review of Mail and Telephone Surveys by Don A. Dillman," former Working Paper 79-040, published in Journal of Business 54, 1981, 622-625. Yoram Wind and Thomas L. Saaty, "Marketing Applications of the Analytic Hierarchy Process," former Working Paper 79-039, published in Management Science, 26, 1980, 641-658. Richard Cardozo and Yoram Wind, "Applying a Risk-Return Approach to Product Portfolio Analysis and Strategy," former Working Paper 79-038, published in Long Range Planning, 18 (2), 1985. 77-85. Yoram Wind, "Product Positioning and Market Segmentation: Marketing and Corporate Perspectives," former Working Paper 79-037, published as "Going to Market: New Twists for Some Old Tricks," The Wharton Magazine, 4. Spring, 1980, 34-39. J. Scott Armstrong, "Strategies for Implementing Change: An Experimental Approach," former Working Paper 79-036, published in Group and Organizational Studies 7, 1982, 457-475. J. Scott Armstrong, "Evidence on the Value of Experts in Forecasting: The Seer-Sucker Theory," former Working Paper 79-035, published in Technology Review, June/July, 16-24. Full Text (PDF). Yoram Wind, "Marketing and the Other Business Functions," former Working Paper 79-033, published in J. Sheth, ed., Research in Marketing, 5, 1980, 237-264. Frank J. Carmone and Paul E. Green, "Model Mispecification in Multiattribute Parameter Estimation," former Working Paper 79-032, published in Journal of Marketing Research, February 1981. Richard R. Batsell, "On the Empirical Validity of the Luce Choice-Results from Five Studies at the Individual Level," Working Paper 79-031. Paul E. Green and Wayne DeSarbo, "Two Models for Representing Unrestricted Choice Data," former Working Paper 79-030, published in Proceedings of the 1980 Meeting of the Association for Consumer Research. Richard R. Batsell and Leonard Lodish, "A Model and Measurement Methodology for Predicting Individual Consumer Choice," former Working Paper 79-029 , published in Journal of Marketing Research, 18 (1), 1981, 1-12, Paul E. Green, J. Douglas Carroll, and Pradeep K. Kedia, "Ridge Analysis in Optimal Product Design," Working Paper 79-028. Paul E. Green, Wayne DeSarbo, and Pradeep K. Kedia, "On the Insensitivity of Brand Choice Simulations to Attribute Importance Weights," former Working Paper 79-027, published in Decision Sciences, 11, 1980, 429-450. Gary M. Erickson, "Using Ridge Regression to Directly Estimate Lagged Effects," Working Paper 79-026. Gary M. Ericksen, "A Look at Two Statistical Tests Based on the Ridge Regression Estimator," Working Paper 79-025. Tom Robertson and Yoram Wind, "Organizational Psychographics and Innovativeness," former Working Paper 79-024, published in Journal of Consumer Research, 7, 1980, 24-31. Yoram Wind, "A Note on the Implications of Increased Government Regulations on the Quality and Relevance of Marketing," former Working Paper 79-023, published in M.P. Mokwa and S.E. Permut, (eds.), >Government Marketing: Theory and Practice. New York: Praeger Publishers, 1981, 264-269. Yoram Wind, "Marketing Oriented Strategic Planning Models," former Working Paper 79-022, published in R.L. Schultz and A. A. Zoltners, eds., Marketing Decision Models. New York: Elsevier, North Holland, 1980, 207-250. Richard R. Batsell and Abba M. Krieger, "Lease-Squares Parameter for Luce-Based Choice Models," Working Paper 79-021. Gary M. Erickson, "Time-Varying Parameter Estimations as Exploration," Working Paper 79-020. Richard R. Batsell and Yoram Wind, "Product Testing: Current Methods and Needed Developments," former Working Paper 79-019, published in Journal of the Marketing Research Society, 22, April 1980, 115-139. Paul E. Green, J. Douglas Carroll, and Wayne DeSarbo, "Estimating Choice Probabilities in Multi-Attribute Decision Making," former Working Paper 79-018, published in Journal of Consumer Research, July 1981. Leonard Lodish, 'Experience with Decision Calculus Models and Decision Support Systems," former Working Paper 79-017, published in Marketing Decision Models, edited by R. Shultz and A. Zoltners, New York: North Holland, 1981. J. Scott Armstrong, "Advocacy as a Scientific Strategy: The Mitroff Myth," former Working Paper 79-016, published in Academy of Management Review, 5, 509-511. Full Text (PDF) J. Scott Armstrong, "Unintelligible Research and Academic Prestige," former Working Paper 79-015, published in Interfaces 10, 1980, 80-86. J. Scott Armstrong, "Advocacy and Objectivity in Science," former Working Paper 79-014, published in Management Science, 25, 1979, 423-28. Full Text (PDF) Yoram Wind, "A Research Program for a Marketing Guided Approach to Mergers and Acquisitions," former Working Paper 79-013, published in N.Beckwith et al., 1979 Educator's Conference Proceedings. Chicago, IL: American Marketing Association, 1979, 207-256. J. Scott Armstrong, "The Natural Learning Project," former Working Paper 79-012, published in Journal of Experiential Learning and Simulation, 1 (1979), 1-12. Leonard Lodish, "A Simple Implementable Model for Sales Force Size, Product, and Market Allocation Decisions," former Working Paper 79-011, published as "A User Oriented Model for Sales Force Size, Product, and Market Allocation Decisions," Journal of Marketing, 44, Summer 1980, 70-78. Leonard Lodish, "Applied Dynamic pricing and Production Models with Specific Application to Broadcast Spot Pricing," former Working Paper 79-010, published in Journal of Marketing Research, 17, May 1980, 203-211. J. Scott Armstrong,"The Manager's Dilemma: Role Conflict in Marketing," former Working Paper 79-009, published in George Fisk et. al. (eds.), Future Directions for Marketing. Cambridge, Mass: Marketing Science Institute, 1978, 78-89. Tom Robertson, John Rossiter, and Terry Gleason, "Children's Receptivity to Proprietary Medicine Advertising," Working Paper 79-008. Yoram Wind and Daniel Gross, "An Analytical Hierarchy Approach to the Allocation of Resources within a Target Product/Market/Distribution Portfolio," former Working Paper 79-007, published in D.B. Montgomery and D.R. Wittink, eds., Proceedings of the ORSA/TIMS Conference on Marketing Measurement and Analysis, Stanford, CA, March, 1979. Sections of this paper were later incorporated in a paper by Wind and Saaty, "Marketing Applications of the Analytic Hierarchy Process," Management Science, 26, July 1980, 641-658. Gary M. Erickson, "A Monte Carlo Comparison of Techniques for Estimating Linear Regression Parameters That are Changing Continuously Across Time," Working Paper 79-006. J. Douglas Carroll, Paul E. Green, and Wayne DeSarbo, "Hierarchical Model Testing in Conjoint Analysis," former Working Paper 79-005, published in Proceedings of 1797 Meeting of the Association for Consumer Research. Paul E. Green and Wayne DeSarbo, "Componential Segmentation in the Analysis of Consumer Tradeoffs," former Working Paper 79-004, published in Journal of Marketing, 43, 1979, 83-91. Ronald E. Frank and Marshall G. Greenberg, "An Interest-Based Segmentation Study of Television Audiences," Working Paper 79-003. Richard R. Batsell, "A Methodology for the Derivation of Consumer Resource Allocation Models at the Individual Level," Working Paper 79-002. Yoram Wind, "Industrial Segmentation Under Conditions of Intra-Organizational Heterogeneity," Working Paper 79-001, published in Yoram Wind and Robert Thomas, (eds.), Advances in Organizational Buying Behavior. Washington, D.C.: NSF, 1979.
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