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The Marketing Department Working Paper Series 1995-2001 The Marketing Department Working Paper Series was comprised of research papers chosen by the individual faculty members which were in progress but which the authors felt had reached a stage at which the information can be distributed. These papers were usually published in a research journal or as a chapter in a book within a year or two (and were then no longer distributed as "working" papers, although they remain on this list as such). If the paper had not yet been published by January 1, 2002, it is now listed on Current Research Papers and, if the full text is available, is provided in PDF format). What follows is a reverse chronological listing of the Marketing Department Working Paper Series from 1995-2001. Use the Search button at the top of this page to find a specific topic in such key decision areas as competitive strategy, creating and managing customer value, new product development and diffusion, and increasing marketing mix effectiveness, as well as a variety of miscellaneous topics. Note: For various reasons, not all papers called "working papers" were submitted by the faculty to the Department's Working Papers Series. If you find a reference to a Wharton Marketing working paper from an outside source and it is not included in this list, please contact the author directly for information.
2001 Barbara Kahn and Mary Frances Luce, "Modeling High Stakes Consumer Decisions in Repeated Contexts: The Problem of Mammography Adherence Following False Alarm Test Results," Working Paper #01-020. Full Text (PDF) J. Scott Armstrong, "Is the evidence on forecasting conflicts based on proper science?" Working Paper #01-019. Full Text (PDF)
Lisa E. Bolton, "Stickier Priors: The Effects of Nonanalytic versus Analytic Thinking in New Product Forecasting," Working Paper #01-018. Full Text (PDF) Lisa E. Bolton, Luk Warlop, and Joseph W. Alba, "Explorations in Price (Un)Fairness," Working Paper #01-017. Full Text (PDF) David R. Bell, Ganesh Iyer, and V. Padmanabhan, "Price Competition Under Stockpiling and Flexible Consumption," Working Paper #01-016. Full Text (PDF) David R. Bell and Xavier Drèze, "'Pay-for-Performance' Trade Promotions: Why They Work and How to Implement Them," Working Paper #01-015, forthcoming in Sloan Management Review. Full Text (PDF) Xavier Drèze and David R. Bell, "Creating Win-Win Trade Promotions: Theory and Empirical Analysis of Scan-back Trade Deals," Working Paper #01-014. Full Text (PDF) Pablo Marshall and Eric T. Bradlow, "A Unified Approach to Conjoint Analysis Models," Working Paper #01-013. Full Text (PDF) Elaine Zanutto and Eric T. Bradlow, "The Perils of Data Pruning in Consumer Choice Models," Working Paper #01-012. Full Text (PDF) J. Scott Armstrong, "Discovery and Communication of Important Marketing Findings: Evidence and Proposals," Working Paper #01-011. Full Text (PDF) Mary Frances Luce, Jianmin Jia, and Gregory W. Fischer, "Do I Know Whether I Like It?: Extending Work on Within-Alternative Conflict to Measures of Confidence in Consumer Judgments," Working Paper #01-010. Full Text (PDF) Jennifer Edson Escalas and Mary Frances Luce, "Process vs. Outcome Thought Focus and Advertising," Working Paper #01-009. Full Text (PDF) Gavan Fitzsimons and Donald R. Lehmann, "Unsolicited Advice as an Implicit Choice Restriction: When Intelligent Agent Recommendations Yield Contrary Responses," Working Paper #01-008. Full Text (PDF). David W. Stewart, Paulos Pavlou, and Scott Ward, "Media Influences on Marketing Communications," Working Paper #01-007. Full Text (PDF), forthcoming in Jennings Bryant and Dolf Zillmann (Eds.), Media Effects: Advances in Theory and Research, Revised Edition (Hillsdale, N. J.: Erlbaum, 2001). David R. Bell, Yusong Wang, and V. Padmanabhan, "An Explanation for Partial Forward Integration: Why Manufacturers Become Marketers," Working Paper #01-006. Full Text (PDF), submitted to Management Science. Pierre Chandon, J. Wesley Hutchinson, and Scott H. Young, "Measuring the Value of Point-of-Purchase Marketing with Commercial Eye-Tracking Data," Working Paper #01-005. Full Text (PDF), under review at Journal of Marketing Research. Patti Williams and Jennifer Aaker, "Can Mixed Emotions Peacefully Co-Exist?" Working Paper #01-004, forthcoming in Journal of Consumer Research, March 2002. Full Text (PDF) Christophe Van den Bulte, Annouk Lievens, and Rudy K. Moenaert, "Market Knowledge, Social Capital, and Absorptive Capacity: An Analysis of Knowledge Spillovers within Marketing Departments,' Working Paper #01-003. Full Text (PDF) Jaideep Sengupta and Gavan J. Fitzsimons, "A Contingent Framework for Attitude Stability," Working Paper #01-002. Full Text (PDF) Rebecca K. Ratner and Barbara E. Kahn, "Private vs. Public Consumption: The Impact of Impression Management on Variety Seeking," Working Paper #01-001. Full Text (PDF) 2000 Morris Cohen, Jehoshua Eliashberg, and Teck H. Ho, "An Analysis of Several New Product Performance Metrics," Manufacturing and Service Operations Management, 2 (4), Fall 2000, 337-349 [former Working Paper #00-025]. Eric T. Bradlow and Gavan J. Fitzsimons (2001), "Subscale Distance and Item Clustering Effects in Surveys: A New Metric," Journal of Marketing Research, 39 (May), 254-261. (former Working Paper #00-024) Wendy W. Moe and Peter S. Fader, "Which Visits Lead to Purchases? Dynamic Conversion Behavior at e-Commerce Sites." Working Paper #00-023. Full Text (PDF) Stephen M. Nowlis, Barbara E. Kahn, and Ravi Dhar, "Indifference versus Ambivalence: The Effect of a Neutral Point on Consumer Attitude and Preference Measurement." Working Paper #00-022. Full Text (PDF) Colin F. Camerer, David Hsia, and Teck-Hua Ho, "EWA Learning in Bilateral Call Markets," Working Paper #00-021. Full Text (PDF) David R. Bell, Ganesh Iyer, and V. Padmanabhan, "Retail Competition in Markets with Stockpiling and Flexible Consumption," Working Paper #00-020. See revision: Working Paper #01-016. Eric J. Johnson, Wendy Moe, Peter S. Fader, Steven Bellman, and Jerry Lohse, "On the Depth and Dynamics of Online Search Behavior," Working Paper 00-019. Full Text (PDF) Alan Montgomery and Wendy Moe, "Should Record Companies Pay for Radio Airplay? Investigating the Relationship between Album Sales and Radio Airplay," Working Paper 00-018. Full Text (PDF) Min Ding and Jehoshua Eliashberg, "Structuring the New Product Development Pipeline," Working Paper 00-017, accepted for publication in Management Science. Eric T. Bradlow and Peter S. Fader (2001), "A Bayesian Lifetime Model for the Hot 100 Billboard Songs," The Journal of the American Statistical Association, 96 (454), 368-381. (former Working Paper 00-016) Xiaohui Wang, Eric T. Bradlow, and Howard Wainer, "A General Bayesian Model for Testlets: Theory and Applications" Working Paper 00-015. Full Text (PDF) Eric T. Bradlow, "Exploring Repeated Measures Data Sets for Key Features Using Principal Components Analysis" Working Paper 00-014. Full Text (PDF) Eric T. Bradlow, Bruce G. S. Hardie, and Peter S. Fader, "Closed-Form Bayesian Inference for the Negative Binomial Distribution" Working Paper 00-013. Full Text (PDF) Jehoshua Eliashberg, Sanjeev Swami, Charles Weinberg, and Berend Wierenga, "Implementing and Evaluating SILVERSCREENER: A Marketing Management Support System for Movie Exhibitors," Interfaces, Vol. 31, No. 3, Part 2 of 2, May-June 2001, pp. S108-S127. (former Working Paper #00-012) David R. Bell, Ganesh Iyer, and V. Padmanabhan, "Retail Competition in Markets with Stockpiling and Flexible Consumption," Working Paper #00-011. Full Text (PDF) Stephen J. Hoch, Alan L. Montgomery, and Young-Hoon Park, "Long-Term Growth Trends in Private Label Market Shares" Working Paper #00-010. Full Text (PDF) Sanjay K. Dhar, Stephen J. Hoch, and Nanda Kumar, "Effective Category Management Depends on the Role of the Category," in press, Journal of Retailing, 2001 (former Working Paper #00-009) Full Text of previous version (PDF) Sendar Sayman, Steven J. Hoch, and Jagmohan S. Raju, "Positioning of Store Brands," Working Paper #00-008. Abstract – Full Text (PDF) Hongjai Rhee and David R. Bell, "The Inter-Store Mobility of Shoppers," Working Paper #00-007.Full Text (PDF) David R. Bell, Randolphe E. Bucklin, and Catarina Sismeiro, "Consumer Shopping Behaviors and In-Store Expenditure Decisions," Working Paper #00-006. Full Text (PDF) Colin F. Camerer, Teck-Hua Ho, and Julin-Kuan Chong, "Sophisticated EWA Learning and Strategic Teaching in Repeated Games," Working Paper #00-005, forthcoming in Journal of Economic Theory. Full Text (PDF) Teck-Hua Ho, Sergei Savin, and Christian Terwiesch, "Modeling Demand and Supply Dynamics in Constrained New Product Diffusion," forthcoming in Management Science. Working Paper #00-004. Full text unavailable at request of journal. Wendy W. Moe and Peter S. Fader, "Capturing Evolving Visit Behavior in Clickstream Data," Working Paper #00-003. Full Text (PDF) Gavan J. Fitzsimons and Baba Shiv, "Nonconscious and Contaminative Effects of Hypothetical Questions on Decision Making," Working Paper #00-002. Full Text (PDF) David R. Bell and Gavan J. Fitzsimons, "An Experimental and Empirical Analysis of Consumer Response to Stockouts" (Working Paper #00-001). Full Text (PDF) 1999 Peter S. Fader and Bruce G.S. Hardie, "Forecasting Repeat Sales at CDNow: A Case Study" (Working Paper #99-023). Full Text (PDF) C. B. Bhattacharya and Leonard M. Lodish, "Brand Health: Basic Concepts and a Store Scanner Data Application" (Working Paper #99-022). Abstract C. Van den Bulte and G. L. Lilien, "Integrating Models of Innovation Adoption: Social Contagion, Utility Maximization, and Hazard Models" (Working Paper #99-021). Full Text (PDF) T. Ho and J.K. Chong, "A Parsimonious Model of SKU Choice: Familiarity-based Reinforcement and Response Sensitivity" (Working Paper 99-020) Full Text (PDF) D.R. Bell and J. Chiang, "Coupon Use and the Channel: A Within and Trans-Category Model of Shopper Behavior" (Working Paper 99-019) Abstract S.K. Keil, D.J. Reibstein, and Dick R.Wittink, "The Impact of Time Horizon and Objectives on the Competitiveness of Management Behavior" (Working Paper 99-018). Abstract D.M. Sanbonmatsu, F.R. Kardes, S.S. Posavac, and G. Fitzsimons, "Polarization Bias in Singular Evaluation" (Working Paper 99-017) - Abstract C. Van den Bulte and and G. L. Lilien, "Two-Stage Partial Observability Models of Innovation Adoption" [Working Paper #99-016] - Full Text (PDF) Joseph W. Alba and J. Wesley Hutchinson (2000), "Knowledge Calibration: What Consumers Know and What They Think They Know," Journal of Consumer Research, 27 (September), 123-156. [former Working Paper 99-015] G. Fitzsimons and V.G. Morwitz, "The Mere Measurement Effect: Why Does Measuring Purchase Intentions Change Actual Behavior?" (Working Paper 99-014). Full-Text (PDF) J. Wesley Hutchinson, Wagner A. Kamakura and John G. Lynch, Jr., "Unobserved Heterogeneity as an Alternative Explanation for "Reversal" Effects in Behavioral Research," Journal of Consumer Research, 27 (December), 324-344. [former Working Paper 99-013]. Full Text (PDF) S. Menon and B.E. Kahn, "Corporate Sponsorship of Philanthropic Activities: Do They Help the Sponsor?" (Working Paper 99-012). Abstract G. J. Fitzsimons (2000), "Consumer Response to Stock-Outs," Journal of Consumer Research, 27 (2), 249-266 [former Working Paper 99-011]. C.F. Camerer, T.H. Ho, and X. Wang, Individual Differences in EWA Learning with Partial Payoff Information" (Working Paper 99-010). Abstract G. L. Lilien, A. Rangaswamy, and C. Van den Bulte (2000), "Diffusion Models: Managerial Applications and Software" in New-Product Diffusion Models, Vijay Mahajan, Eitan Muller and Yoram Wind, eds., Boston, MA: Kluwer Academic Publishers, 295-336 [former Working Paper #99-009]. T.H. Ho and K. Weigelt, "Trust Building Among Strangers" (Working Paper 99-008). Full Text (PDF) J.S. Armstrong, "Judgmental Bootstrapping: Inferring Experts' Rules for Forecasting," in J. Scott Armstrong, Principles of Forecasting: A Handbook for Researchers and Practitioners, Kluwer Academic Publishers, 2001 [former Working Paper #99-007]. J.S. Armstrong, "Role-playing: A Method to Forecast Decisions" in J. Scott Armstrong, Principles of Forecasting: A Handbook for Researchers and Practitioners, Kluwer Academic Publishers, 2001 [former Working Paper #99-006]. A.M. Zaslavsky and E.T. Bradlow (1997), "Posterior Predictive Outlier Detection Using Sample Reweighting," Proceedings, Section of Bayesian Statistical Science, American Statistical Association, 55-62. (former Working Paper 99-005) E.T. Bradlow and R.E. Weiss (2001), "Outlier Measures and Norming Methods for Computerized Adaptive Tests," Journal of Educational and Behavioral Statistics, 26 (1), 83-102. (former Working Paper 99-004) C. Van den Bulte, "The Bass Diffusion Model Is not a Mixture of Innovators and Imitators," Working Paper #99-003] - Full Text C. Van den Bulte (2000), "New Product Diffusion Acceleration: Measurement and Analysis," Marketing Science, 19 (4) [former Working Paper #99-002]. G. Fitzsimons and P Williams, "Asking Questions Can Change Choice Behavior: Does It Do So Automatically or Effortfully?" Journal of Experimental Psychology: Applied, Vol. 6, No. 3, 195-206 [former Working Paper 99-001]. 1998D.R. Bell and J. M. Lattin, "Looking for Loss Aversion in Scanner Panel Data: The Confounding Effect of Price Response Heterogeneity" Marketing Science, 19 (2), 2000, 185-200 (former Working Paper #98-032) – Full text (PDF format) P.S. Fader and B.G.S. Hardie, "Modeling the Evolution of Repeat Buying" (Working Paper 98-031). Full-Text (PDF) X. Drèze and D. R. Bell, "Win-Win Trade Promotions: Theory and Empirical Analysis of Scan-back Trade Deals" [Working Paper #98-030]. Abstract P.S. Fader and B.G.S. Hardie (1999), "Investigating the Properties of the Eskin/Kalwani & Silk Model of Repeat Buying for New Products," in Lutz Hildebrandt, Dirk Annacker, and Daniel Klapper (eds.), Marketing and Competition in the Information Age, Proceedings of the 28th EMAC Conference, May 11-14, Berlin: Humboldt University. (former Working Paper 98-029) W.W. Moe and P.S. Fader, "A Joint Segmentation Model of Consumers and Products Applied to the Sales of Music Albums" (Working Paper 98-028). Abstract J. Sengupta and G. J. Fitzsimons (2000), "The Effects of Analyzing Reasons for Brand Preferences: Disruption or Reinforcement," Journal of Marketing Research, 37 (3), 318-330 [former Working Paper 98-027]. J. Raju and A. Roy, "Market Information and Firm Performance" (with Appendices) (Working Paper #98-026). Abstract D.R. Bell and R.E. Bucklin, "The Role of Internal Reference Points in the Category Purchase Decision," Journal of Consumer Research, 26 (2), September 1999, 128-143 (former Working Paper #98-025) – Full text (PDF format)J. Eliashberg, J.S. Raju, and W. Amaldoss, "Estimating the Demand for Sell-Through Home Videos: A Model and an Empirical Application" (Working Paper 98-024). Abstract D.R. Bell, J. Chiang, and V. Pradmanabhan, "The Decomposition of Promotional Response: An Empirical Generalization," Marketing Science, 18 (4), 1999, 504-526 (former Working Paper #98-023) – Full text (PDF format) C. Huffman and L.B. Cain, "Accounting for Uncontrollable Factors in Salesforce Evaluation: Effects on Satisfaction with the System" (Working Paper #98-022). Abstract P.S. Fader, B.G.S. Hardie, and R. Zeithammer, "What Are the Ingredients of a 'Good' New Product Forecasting Model?" (Working Paper 98-021). Abstract M.F.Luce, J.W. Payne, and J.R. Bettman, "Trade-off Difficulty and Choice" (Working Paper 98-020). AbstractS. Zhang and G. J. Fitzsimons (1999), " Attribute Alignability and Consumer Response to Constrained Choice Settings," Organizational Behavior and Human Decision Processes, 77 (3), 192-214 [former Working Paper 98-019]. B.A. Bickart and D.C. Schmittlein, "The Distribution of Survey Contact and Participation in Amrica: Constructing a Survey-Based Estimate" (Working Paper #98-018). Abstract D.C. Schmittlein and D.G. Morrison, "No Problem! How Confident? Comforting Findings from JCR Pretests, Manipulation Checks, and Problem-Incidence Levels (Working Paper 98-017). Abstract E.T. Bradlow and D.C. Schmittlein (1999), "The Little Engines That Could: Modeling the Performance of World Wide Web Search Engines," Marketing Science 19 (2), 43-62. (former Working Paper #98-016) D, Boman, J.U. Farley, and D.C. Schmittlein, "Cross-National Empirical Generalization of a Supplier-Selection and Usage Model for Foreign Exchange Services" (Working Paper #98-015). Abstract C. Van den Bulte and Gary L. Lilien (2001), "Medical Innovation Revisited: Social Contagion versus Marketing Effort," American Journal of Sociology, 106 (5) [former Working Paper #98-014]. Full Text (PDF) J-K Chong, T-H Ho, and C. Tang, "A Modeling Framework for Category Assortment Planning," forthcoming in Manufacturing and Service Operations Management [Working Paper #98-013] - Full Text (PDF) S.J. Hoch and L.M. Lodish, "Store Brands and Category Management," forthcoming in Journal of Retailing 2001 (former Working Paper #98-012). Abstract A.L. Montgomery and E.T. Bradlow, "Why Analyst Overconfidence about the Functional Form of Demand Models Can Lead to Overpricing," Marketing Science, 18 (4), 569-583. (former Working Paper # 98-011). A.L. Montgomery and P.E. Rossi, "Estimating Price Elasticities with Theory-based Priors" (Working Paper # 98-010). Abstract B.G.S. Hardie, L.M. Lodish, P.S. Fader, A.P. Sutcliffe, and W.T. Kirk, "Attribute-based Market Share Models: Methodological Development and Managerial Applications" (Working Paper 98-009). Abstract H. Rhim, T.H. Ho, and U.S. Karmarkar, "Competitive Location, Production, and Market Selection" (Working Paper #98-008). Abstract C. Camerer and T.H. Ho, "EWA Learning in Coordination Games: Probability Rules, Heterogeneity, and Time-variation," Journal of Mathematical Psychology, 42:2 (June/September 1998), 305-326 (former Working Paper 98-007). C. Camerer and T.H. Ho, "Learning in Games," in C. Plott and V. Smith (eds.), handbook of Experimental Economics Results, forthcoming (Working Paper 98-006). Abstract C. Camerer and T.H. Ho, "Experience-weighted Attraction Learning in Games: Estimates from Weak-Link Games," Chpt. 3, pp. 31-53 in Games and Human Behavior, `David V. Budescu, Ido Erev, and Rami Zwick, eds., Lawrence Erlbaum Associates, Inc., 1999 (former Working Paper 98-005). C. Van den Bulte and R.K. Moenaert, "The Effect of R&D Team Co-location on Communication Patterns among R&D, Marketing, and Manufacturing," Management Science, 44 (11, Part 2), S1-S18. (former Working Paper 98-004) C.S. Tang, D.R. Bell, and T. Ho, "Store Choice and Shopping Behavior: How Price Format Works" California Management Review, 43, 2 (Winter), 54-74. [former Working Paper 98-003]. Full Text (PDF) G.B. Chapman and E.J. Johnson, "Incorporating the Irrelevant: Anchors in Judgments of Belief and Value" (Working Paper #98-002 - no abstract available). C. Camerer and T.H. Ho, "Experience-Weighted Attraction Learning in Normal Form Games," Econometrica, 67, 4 (July 1999), 827-874 (former Working Paper 98-001). 1997C. Bhattacharya and L. Lodish, "Towards a System for Monitoring Brand Health" (Working Paper #97-012). Abstract T. Ho, C.S. Tang, and D.R. Bell, "Determining Where to Shop: Fixed and Variable Costs of Shopping,"Journal of Marketing Research, XXXV (August 1998), 352-369 (former Working Paper 97-011). Full Text (PDF) T. Ho, C.S. Tang, and D.R. Bell, "Rational Shopping Behavior and the Option Value of Variable Pricing," Marketing Science, 44 (12, part 2 of 2), December 1998, S145-S160 (former Working Paper 97-010). B. Dellaert and Barbara E. Kahn, "How Tolerable is Delay? Consumers' Evaluations of Internet Web Sites After Waiting," Journal of Interactive Marketing, (1999), Vol. 13, #1 (Winter), 41-54 (former Working Paper 97-009) R.K. Ratner, B.E. Kahn, and D. Kahneman, “Choosing Less-Preferred Experiences for the Sake of Variety,” Journal of Consumer Research, June, (1999), 1-15 (former Working Paper 97-008) T.H. Ho, C. Camerer, and K. Weigelt, "Iterated Dominance and Iterated Best-Response in Experimental 'P-Beauty Contests," The American Economic Review, 88:4 (September 1998), 947-969 (former Working Paper 97-007). S. Menon and B.E. Kahn, "Cross-Category Effects of Stimulation on the Shopping Experience: An Application to Internet Shopping" (Working Paper 97-006). Full Text (PDF) J. S. Armstrong and F. Collopy, "Integration of Statistical Methods and Judgment for Time Series Forecasting: Principles from Empirical Research," published in G. Wright and P. Goodwin (eds.), Forecasting with Judgment, John Wiley & Sons Ltd., pp. 269-293. (former Working Paper #97-005). (Full Text) PDF V. Morwitz, E. Greenleaf, and E. Johnson, "Divide and Prosper: Why Firms Partition Prices Instead of Charging a Single Price" (Working Paper #97-004). Abstract N.R. Buchan, E. Johnson, R.T.A. Croson, "Culture, Fairness, and Power: Contrasting Influences on Repeated Negotiation Behavior and Outcomes in Japan and the United States" (Working Paper #97-002). Abstract J.S. Armstrong, "Peer Review for Journals: Evidence on Quality Control, Fairness, and Innovation," Science and Engineering Ethics, 3 (1997), 63-84 (former Working Paper 97-001). 1996 C.B. Bhattacharya and L. Lodish, "A System for Monitoring Brand Health," (Working Paper #96-009). Abstract C. Huffman and B. Kahn, “Variety
for Sale: Mass Customization or Mass Confusion?” Journal
of Retailing, Winter
1998, Vol. 74 (4), 491-513.Winner of: 2000 William R. Davidson Award
for articles in Journal of Retailing, 1998, best contributing to
theory and practice in retail marketing, third prize. M. Shirai and R. Meyer, "Learning and the Cognitive Algebra of Price Expectations (Working Paper #96-007). Abstract K.A. Taylor and B.E. Kahn, "An Investigation of Consumer Reactions to Ambiguity: The Effects of Knowledge, Control, and Accountability" (Working Paper 96-006). Abstract B.G.S. Hardie, P.S. Fader, and M. Wisniewski, "An Empirical Comparison of New Product Trial Forecasting Models," Journal of Forecasting, 17 (June/July), 209-229 (former Working Paper #96-005). B. Kahn, R. Ratner, and D. Kahneman, "Patterns of Hedonic Consumption Over Time," Marketing Letters [special issue], 1997, 85-96 (former Working Paper #96-004). C. Huffman and B. Wansink, "Perceiving, Choosing, and Using: A Framework for Revitalizing Mature Brands" (Working Paper #96-003). Abstract P.M. West, C.L. Brown, S.J. Hoch, "Consumption Vocabulary and Preference Formation," Journal of Consumer Research, 23 (2), 1996, 120-135 (former Working Paper 96-002). S. K. Dhar and S.J. Hoch, "Why Store Brand Penetration Varies by Retailer" (Working Paper #96-001). Abstract S.J. Hoch, "How Should National Brands Think about Private Labels?" Sloan Management Review, 37 (Winter), 1996, 89-102. (former Working Paper). 1995J.S. Armstrong, "How Should Firms Select Advertising Agencies? A Review of Randall Rothenberg's Where the Suckers Moon," Journal of Marketing, 60 (1996), 131-134 (former Working Paper 95-018). G.B. Chapman and E.J. Johnson, "Anchoring, Confirmatory Search, and the Construction of Values" (Working Paper #95-017). Abstract A. Kalra and R.C. Goodstein, "The Impact of Positioning Strategies on Consumer Price Sensitivity" (Working Paper #95-016). Abstract S.K. Dhar and J.S. Raju, "The Effects of Cross-Ruff Coupons on Sales and Profits" (Working Paper #95-015). Abstract J.S. Armstrong, "Management Folklore and Management Science: On Portfolio Planning Escalation Bias, and Such," Interfaces, 26 (4), 1996, 28-42 (former Working Paper #95-014). J.S. Armstrong and F. Collopy, "Asymmetric Errors in Extrapolation: See Empirical Analysis or its Causes" (Working Paper #95-013). Abstract J.S. Armstrong, "Quality Control versus Innovation in Research on Marketing", Journal of Marketing Management (U.K.), 11 (1995), 655-660 (former Working Paper #95-012). A.L. Montgomery, "Creating Micro-Marketing Pricing Strategies Using Supermarket Scanner Data" (Working Paper #95-011). Abstract B. Wansink and M. Ray, "Advertising Strategies to Increase Usage Frequency" (Working Paper #95-010). Abstract R.K. Tyagi and J.S. Raju, "Optimal Speed of New Product Introductions in Industrial Markets" (Working Paper #95-009). Abstract J.S. Raju and S. K. Char, "Inter Firm Differences in Corporate Advertising Expenditures" (Working Paper #95-008) - Abstract J. Farley and D. Schmittlein, "Assessing How Many Customers Have Really Been "Won" or "Lost" in Industrial Markets" (Working Paper #95-007). Abstract T.S. Robertson, J. Eliashberg, and T. Rymon, "New Product Announcement Signals and Incumbent Reactions" Journal of Marketing, 59, (July), 1995, pp. 1-15 (former Working Paper #95-006). M. Adams, E. Johnson, and D. Mitchell, "Your Preferences May Be Hazardous to Your Wealth: How False Consensus and Overconfidence Influence Judgments of Product Success" (Working Paper #95-005). Abstract J. Eliashberg, G.L. Lilien and N. Kim, "Searching for Generalizations in Business Marketing Negotiations," Marketing Science, 14 (3), (Part 2), 1995, pp. G47-G60 (former Working Paper #95-004). C. Bhattacharya, P. Fader, L. Lodish, and W. DeSarbo, "The Relationship Between the Marketing Mix and Share of Category Requirements," Marketing Letters, 7 (January), 1996, 5-18 (former Working Paper #95-003). E. Johnson and S. Sen, "Now That I Have It Do I Want It? Ownership Effects on Consumer Choice" (Working Paper 95-002). Abstract J. Eliashberg, and T. Ko, "New Product and Time-to-Market Tradeoff," Management Science, 42 (2), 1996, 113-131 (former Working Paper #95-001). |