Research Output

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Article
1997

The persuasive impact of message spacing

Malaviya, P. & Sternthal, B., Jan 1 1997, In : Journal of Consumer Psychology. 6, 3, p. 233-255 23 p.

Research output: Contribution to journalArticle

9 Scopus citations

The role of inference in context effects: Inferring what you want from what is available

Prelec, D., Wernerfelt, B. & Zettelmeyer, F., Jun 1 1997, In : Journal of Consumer Research. 24, 1, p. 118-125 8 p.

Research output: Contribution to journalArticle

79 Scopus citations
1998

A generic concept of marketing

Kotler, P., Sep 1 1998, In : Marketing Management. 7, 3, 1 p.

Research output: Contribution to journalArticle

11 Scopus citations

A hierarchical elimination modeling approach for market structure analysis

Park, S., Jain, D. & Krishnamurthi, L., Dec 1 1998, In : European Journal of Operational Research. 111, 2, p. 328-350 23 p.

Research output: Contribution to journalArticle

1 Scopus citations

Brand diagnostics: Mapping branding effects using consumer associative networks

Henderson, G. R., Iacobucci, D. & Calder, B. J., Dec 1 1998, In : European Journal of Operational Research. 111, 2, p. 306-327 22 p.

Research output: Contribution to journalArticle

111 Scopus citations

Business marketing: understand what customers value.

Anderson, J. C. & Narus, J. A., Jan 1 1998, In : Harvard business review. 76, 6, p. 53-55, 58-5565

Research output: Contribution to journalArticle

324 Scopus citations
37 Scopus citations

Direction of comparison asymmetries in relational judgment: The role of linguistic norms

Roese, N. J., Sherman, J. W. & Hur, T., Jan 1 1998, In : Social Cognition. 16, 3, p. 353-362 10 p.

Research output: Contribution to journalArticle

12 Scopus citations

Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers

Shankar, V., Carpenter, G. S. & Krishnamurthi, L., Jan 1 1998, In : Journal of Marketing Research. 35, 1, p. 54-70 17 p.

Research output: Contribution to journalArticle

210 Scopus citations
1 Scopus citations

Master's Level Education in Business Marketing: Quo Vadis?

Narus, J. A. & Anderson, J. C., 1998, In : Journal of Business-to-Business Marketing. 5, p. 75-93

Research output: Contribution to journalArticle

8 Scopus citations

Mentale kontoführung als selbstregulierung: Repräsentativität für zielgeleitete kategorien

Translated title of the contribution: Mental accounting as self-regulation: Representativeness to goal-derived categoriesBrendl, C. M., Markman, A. B. & Higgins, E. T., Dec 1 1998, In : Zeitschrift fur Sozialpsychologie. 29, 2, p. 89-104 16 p.

Research output: Contribution to journalArticle

15 Scopus citations
36 Scopus citations
30 Scopus citations

Stereotype Efficiency Reconsidered: Encoding Flexibility under Cognitive Load

Sherman, J. W., Lee, A. Y., Bessenoff, G. R. & Frost, L. A., Sep 1998, In : Journal of personality and social psychology. 75, 3, p. 589-606 18 p.

Research output: Contribution to journalArticle

167 Scopus citations

The New Middlemen in the Networked Economy

Sawhney, M., Nov 1998, In : Financial Times.

Research output: Contribution to journalArticle

The role of sale signs

Anderson, E. T. & Simester, D. I., Jan 1 1998, In : Marketing Science. 17, 2, p. 139-155 17 p.

Research output: Contribution to journalArticle

43 Scopus citations
1999

Ad repetition in a cluttered environment: The influence of type of processing

Malaviya, P., Meyers-Levy, J. & Sternthal, B., Jan 1 1999, In : Psychology and Marketing. 16, 2, p. 99-118 20 p.

Research output: Contribution to journalArticle

28 Scopus citations
11 Scopus citations

An INAR(1) negative multinomial regression model for longitudinal count data

Böckenholt, U., Mar 1999, In : Psychometrika. 64, 1, p. 53-67 15 p.

Research output: Contribution to journalArticle

9 Scopus citations

A vision of theory, research, and the future of business schools

Calder, B. J. & Tybout, A. M., Jan 1 1999, In : Journal of the Academy of Marketing Science. 27, 3, p. 359-366 8 p.

Research output: Contribution to journalArticle

43 Scopus citations

Bayesian estimation of Thurstonian ranking models based on the Gibbs sampler

Yao, G. & Böckenholt, U., Jan 1 1999, In : British Journal of Mathematical and Statistical Psychology. 52, 1, p. 79-92 14 p.

Research output: Contribution to journalArticle

29 Scopus citations

Boards Should Tune in to Corporate Marketing Programs

Kotler, P., 1999, In : Directorship. 25

Research output: Contribution to journalArticle

Brand Equity, Consumer Learning and Choice

Erdem, T., Swait, J., Broniarczyk, S., Chakravarti, D., Kapferer, J. N., Keane, M., Roberts, J., Steenkamp, J. B. E. M. & Zettelmeyer, F., Jan 1 1999, In : Marketing Letters. 10, 3, p. 301-318 18 p.

Research output: Contribution to journalArticle

62 Scopus citations

Counterfactual thinking and decision making

Roese, N., Dec 1999, In : Psychonomic Bulletin and Review. 6, 4, p. 570-578 9 p.

Research output: Contribution to journalArticle

32 Scopus citations
137 Scopus citations

Discrete-Time Discrete-State Latent Markov Models with Time-Constant and Time-Varying Covariates

Vermunt, J. K., Langeheine, R. & Bockenholt, U., 1999, In : Journal of Educational and Behavioral Statistics. 24, 2, p. 179-207 29 p.

Research output: Contribution to journalArticle

78 Scopus citations

Impression valence constrains social explanations: The case of discounting versus conjunction effects

Roese, N. J. & Morris, M. W., Sep 1999, In : Journal of personality and social psychology. 77, 3, p. 437-448 12 p.

Research output: Contribution to journalArticle

21 Scopus citations

"I" value freedom, but "we" value relationships: Self-Construal Priming Mirrors Cultural Differences in Judgment

Gardner, W. L., Gabriel, S. & Lee, A. Y., Jan 1 1999, In : Psychological Science. 10, 4, p. 321-326 6 p.

Research output: Contribution to journalArticle

615 Scopus citations

Let's Get Vertical!

Sawhney, M., Sep 1999, In : Business 2.0.

Research output: Contribution to journalArticle

Making New Markets

Sawhney, M., May 1999, In : Business 2.0.

Research output: Contribution to journalArticle

Marketing in the network economy

Achrol, R. S. & Kotler, P., Jan 1 1999, In : Journal of marketing. 63, SUPPL., p. 146-163 18 p.

Research output: Contribution to journalArticle

646 Scopus citations

Measuring change: Mixed Markov models for ordinal panel data

Böckenholt, U., Jan 1 1999, In : British Journal of Mathematical and Statistical Psychology. 52, 1, p. 125-136 12 p.

Research output: Contribution to journalArticle

7 Scopus citations

Modeling the evolution of markets with indirect network externalities: An application to digital television

Gupta, S., Jain, D. C. & Sawhney, M. S., Jan 1 1999, In : Marketing Science. 18, 3, p. 396-416 21 p.

Research output: Contribution to journalArticle

126 Scopus citations

Remembering vs. Knowing: Issues in Buyers' Processing of Price Information

Monroe, K. B. & Lee, A. Y., 1999, In : Journal of Academy of Marketing Science. 27, p. 207-225

Research output: Contribution to journalArticle

Seeing Threats as Opportunities

Rein, I. & Kotler, P., May 1999, In : Ulster Business.

Research output: Contribution to journalArticle

The advantages of entry in the growth stage of the product life cycle: An empirical analysis

Shankar, V., Carpenter, G. S. & Krishnamurthi, L., Jan 1 1999, In : Journal of Marketing Research. 36, 2, p. 269-276 8 p.

Research output: Contribution to journalArticle

77 Scopus citations

The dark side of long-term relationships in marketing services

Grayson, K. & Ambler, T., Feb 1999, In : Journal of Marketing Research. 36, 1, p. 132-141 10 p.

Research output: Contribution to journalArticle

321 Scopus citations

The effects of positive mood on memory

Lee, A. Y. & Sternthal, B., Sep 1999, In : Journal of Consumer Research. 26, 2, p. 115-127 13 p.

Research output: Contribution to journalArticle

149 Scopus citations

The Longest Mile

Sawhney, M., Nov 1999, In : Business 2.0.

Research output: Contribution to journalArticle

34 Scopus citations

The personal/group discrimination discrepancy: The role of informational complexity

Quinn, K. A., Roese, N. J., Pennington, G. L. & Olson, J. M., Jan 1 1999, In : Personality and Social Psychology Bulletin. 25, 11, p. 1430-1440 11 p.

Research output: Contribution to journalArticle

31 Scopus citations
2000

Beyond valence in the perception of likelihood: The role of emotion specificity

DeSteno, D., Petty, R. E., Wegener, D. T. & Rucker, D. D., Mar 2000, In : Journal of personality and social psychology. 78, 3, p. 397-416 20 p.

Research output: Contribution to journalArticle

253 Scopus citations

Break Your Boundaries

Sawhney, M., Jul 2000, In : Business 2.0.

Research output: Contribution to journalArticle

Combining value and price to make purchase decisions in business markets

Anderson, J. C., Thomson, J. B. L. & Wynstra, F., Dec 2000, In : International Journal of Research in Marketing. 17, 4, p. 307-329 23 p.

Research output: Contribution to journalArticle

70 Scopus citations

Confidence judgments as expressions of experienced decision conflict

Weber, E. U., Böckenholt, U., Hilton, D. J., Wallace, B. & Bockenholt, U., 2000, In : Risk, Decision & Policy. 5, p. 69-100

Research output: Contribution to journalArticle

11 Scopus citations

Counterfactual thinking and marketing: Introduction to the special issue

Roese, N. J., Apr 1 2000, In : Psychology and Marketing. 17, 4, p. 277-280 4 p.

Research output: Contribution to journalArticle

17 Scopus citations

Counterfactual Thinking and Marketing

Roese, N. J., Apr 2000, In : Psychology and Marketing. 17, p. 277-280

Research output: Contribution to journalArticle

E-hubs: the new B2B (business-to-business) marketplaces.

Kaplan, S. & Sawhney, M., May 1 2000, In : Harvard Business Review. 78, 3, p. 97-103, 214

Research output: Contribution to journalArticle

432 Scopus citations