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Research and Publications

Recent Publications

• 2013

• Agrawal, Nidhi, DaHee Han, and Adam Duhachek
  “Emotional Agency Appraisals Influence Responses to Preference Inconsistent Information,” forthcoming Organizational Behavior and Human Decisiion Processes

• Aguinis, Herman, Lura E. Forcum, and Harry Joo
  “Using market basket analysis in management research,” forthcoming Journal of Management

• Grewal, Rajdeep, Alok Kumar, Girish Mallapragada, and Amit Saini
  “Efficacy of Channel Control Mechanisms in Foreign Markets: The Role of Multinational Corporations' Global Strategies and the Host Country Environment,” forthcoming Journal of Marketing Research

• Lalwani, Ashok K. and Sharon Shavitt
  “You Get What You Pay For?: Self-Construal Influences Price-Quality Judgments,” forthcoming Journal of Consumer Research

• Michael, Lewis, Kimberly A. Whitler, and JoAndrea Hoegg
  “Customer Relationship Stage and the use of Picture-Dominant versus Text-Dominant Advertising: A Field Study,” forthcoming Journal of Retailing

• Mishra, Saurabh and Rebecca J. Slotegraaf
  “Building an Innovation Base: Exploring the Role of Acquisition Behavior,” forthcoming Journal of the Academy of Marketing Science

• Ryan, Krause, Kimberly A. Whitler, and Matthew Semadeni
  “Power to the Principals! An Experimental Look at Shareholder Say-on-Pay Voting,” forthcoming Academy of Management Journal

• Grewal, Rajdeep, Murali Chandrasekharan, Jean L. Johnson, and Girish Mallapragada
  “Environments, Unobserved Heterogeneity, and the Effect of Market Orientation on Outcomes for High-Tech Firms,” Journal of the Academy of Marketing Science

• Leonidou, Constantinous N., Constantine S. Katsikeas, and Neil A. Morgan
  “'Greening' the Marketing Mix - Does it Payoff?,” Journal of the Academy of Marketing Science

• MacKenzie, Scott, Nathan P. Podsakoff, Philip M. Podsakoff, and Ryan L. Klingdf
  “Are We Really Measuring What We Say We're Measuring? Using Video Techniques to Supplement Traditional Construct Validation Procedures,” Journal of Applied Psychology

• 2012

• Duhachek, Adam, Nidhi Agrawal, and DaHee Han
  “Guilt Versus Shame: Coping, Fluency, and Framing in the Effectiveness of Responsible Drinking Messages,” forthcoming Journal of Marketing Research

• Lalwani, Ashok K. and Sharon Shavitt
  “The Relationship between Gender and Cultural Orientation and its Implications for Advertising,” Handbook of Research in International Advertising

• Che, Hai, Yuxin Chen, and Xinlei Chen
  “Emotional Agency Appraisals Influence Responses to Preference Inconsistent Information,” Journal of Marketing Research

• Duhachek, Adam, Morgan Poor, and H. Shanker Krishnan
  “The Moderating Role of Emotional Differentiation on Satiation,” Journal of Consumer Psychology

• Mallapragada, Girish, Rajdeep Grewal, and Gary Lilien
  “User-Generated Open Source Products: Founder's Social Capital and Time-to-Market,” Marketing Science

• Jarvis, Cheryl B., Scott B. MacKenzie, and Philip M. Podsakoff
  “The Negative Consequences of Measurement Model Misspecification: A response to Aguirre-Urreta and Marakas,” Management Info Systems Quarterly

• MacKenzie, Scott B. and Philip M. Podsakoff
  “Common Method Bias in Marketing: Causes, Mechanisms, and Procedural Remedies,” Journal of Retailing

• Morgan, Neil A.
  “Marketing and Business Performance,” Journal of the Academy of Marketing Science

• Morgan, Neil A., Constantine S. Katsikeas, and Douglas W. Vorhies
  “Export Marketing Strategy Implementation, Export Marketing Capabilities, and Export Venture Performance,” Journal of the Academy of Marketing Science

• Podsakoff, Philip M., Scott B. MacKenzie, and Nathan P. Podsakoff
  “Sources of Method Bias in Social Science Research and Recommendations on How to Control It,” Annual Review of Psychology

• Wiles, Michael A., Neil A. Morgan, and Lopo L. Rego
  “The Effect of Brand Acquisition and Disposal on Abnormal Stock Returns,” Journal of Marketing

• 2011

• Bonney, Leff, C. Page Moreau, and Kelly B. Herd
  “It’s the Thought (and the Effort) That Counts: How Customizing for Others Differs from Customizing for Oneself,” Journal of Marketing

• Chandukala, Sandeep R., Jeff P. Dotson, Jeff D. Brazell, and Greg M. Allenby
  “Bayesian Analysis of Hierarchical Effects,” Marketing Science

• Chandukala, Sandeep R., Yancy D. Edwards, and Greg M. Allenby
  “Identifying Unmet Demand,” Marketing Science

• Chandukala, Sandeep R., Sylvia Long-Tolbert, and Greg M. Allenby
  “A Threshold Model for Respondent Heterogeneity,” Marketing Letters

• Kalra, Ajay, Shibo Li, and Wei Zhang
  “Understanding Responses to Contradictory Information about Products,” Marketing Science

• King, David R. and Rebecca J. Slotegraaf
  “Industry Implications of Value Creation and Appropriation Investment Decisions,” Decision Sciences

• Lakshmanan, Arun and H. Shanker Krishnan
  “The Aha! Experience: Insight and Discontinuous Learning in Product Usage,” Journal of Marketing

• Li, Shibo, Baohong Sun, and Alan L. Montgomery
  “Cross-Selling the Right Product to the Right Customer at the Right Time,” Journal of Marketing Research

• Mackenzie, Scott B., Philip M. Podsakoff, and Nathan P. Podsakoff
  “Construct Measurement and Validity Assessment in Behavioral Research: Integrating New and Existing Techniques,” Management Info Systems Quarterly

• Mackenzie, Scott B., Philip M. Podsakoff, and Nathan P. Podsakoff
  “Effects of Challenge-Oriented and Affiliation-Oriented OCBs on Organizational Effectiveness: Do Challenge-Oriented Behaviors Really Have an Impact on the Organization’s Bottom-line?,” Personnel Psychology

• Sun, Baohong and Shibo Li
  “Learning and Acting on Customer Information: A Simulation-Based Demonstration on Service Allocations with Offshore Centers,” Journal of Marketing Research

• 2010

• Morgan, Neil A.
  “Commentary on Shelby Hunt’s Selected Contributions to Marketing Management and Strategy Literature,” Legends in Marketing

• Agrawal, Nidhi and Adam Duhachek
  “Emotional Compatibility and the Effectiveness of Anti-Drinking Messages,” Journal of Marketing Research

• Che, Hai, Chakravarthi Narasimhan, and V. Padmanabhan
  “Leveraging Uncertainty through Make-to-Order,” Quantitative Marketing and Economics

• Herd, Kelly B. and C. Page Moreau
  “To Each His Own? How Comparisons with Others Influence Consumers' Evaulations of Their Self-Designed Products.,” Journal of Consumer Research

• Jung, Sanguk, Thomas S. Gruca, and Lopo L. Rego
  “Excess Loyalty in CPG Markets: A Comprehensive Examination,” Journal of Empirical Generalisations in Marketing Science

• Lakshmanan, Arun, Charles Lindsey, and H. Shanker Krishnan
  “Practice Makes Perfect? When Does Massed Learning Improve Product Usage Proficiency,” Journal of Consumer Research

• Mackenzie, Scott B., Michael Ahearne, Philip M. Podsakoff, John E. Mathieu, and Son Lam
  “The Role of Consensus in Sales Team Performance,” Journal of Marketing Research

• Morgan, Neil A., Rebecca J. Slotegraaf, and Douglas W. Vorhies
  “Linking Marketing Capabilities with Profit Growth,” International Journal of Research in Marketing

• Samu, Sridhar and H. Shanker Krishnan
  “Brand Related Information as Context: The Impact of Brand Name Characteristics on Memory and Choice,” Journal of the Academy of Marketing Science

• Spiro, Rosann L. and et. al.
  “The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters

• 2009

• Smith-Robbins, Sarah
  “The Educational Affordances of Multi User Virtual Environments,” Living Virtually: Researching New Worlds

• Burke, Raymond R.
  “Behavioral Effects of Digital Signage,” Journal of Advertising Research

• Che, Hai and P. B. Seetharaman
  “Price Competition in Markets with Consumer Variety-seeking,” Marketing Science

• Che, Hai and P. B. Seetharaman
  “Emotional Agency Appraisals Influence Responses to Preference Inconsistent Information,” Journal of Marketing Research

• Delvecchio, Devon, Arun Lakshmanan, and H. Shanker Krishnan
  “The Effects of Discount Location and Frame on Consumers’ Price Estimates,” Journal of Retailing

• Duhachek, Adam and Katie Kelting
  “Coping Repertoire: Integrating a New Conceptualization of Coping with Transactional Theory,” Journal of Consumer Psychology

• Lakshmanan, Arun and H Shanker Krishnan
  “How does Imagery in Interactive Consumption lead to False Memory? A Reconstructive Memory Perspective,” Journal of Consumer Psychology

• Lalwani, Ashok K.
  “The Distinct Influence of Cognitive Busyness and Need for Closure on Cultural Differences in Socially Desirable Responding,” Journal of Consumer Research

• Lalwani, Ashok K., May Lwin, and Pee Beng Ling
  “Does Audio-Visual Congruency in Advertisements Increase Persuasion? The Role of Cultural Music and Products,” Journal of Global Marketing

• Lalwani, Ashok. K. and Sharon Shavitt
  “The "Me" I Claim To Be: Cultural Self_Construal Elicits Self-Presentational Goal Pursuit,” Journal of Personality and Social Psychology

• Lalwani, Ashok K., L. J. Shrum, and Chi-Yue Chiu
  “Motivated Response Styles: The Role of Cultural Values, Regulatory Focus, and Self-Consciousness in Socially Desirable Responding,” Journal of Personality and Social Psychology

• Li, Shibo, Kannan Srinivasan, and Baohong Sun
  “Internet Auction Features as Quality Signals,” Journal of Marketing

• Morgan, Neil A. and Lopo L. Rego
  “Brand Portfolio Strategy and Firm Performance,” Journal of Marketing

• Morgan, Neil A., Rebecca J. Slotegraaf, and Douglas W. Vorhies
  “Linking Marketing Capabilities with Profit Growth,” International Journal of Research in Marketing

• Morgan, Neil A., Douglas W. Vorhies, and Charlotte H. Mason
  “Market Orientation, Marketing Capabilities, and Firm Performance,” Strategic Management Journal

• Morgan, Neil A. and Lopo L. Rego
  “Brand Portfolio Strategy and Firm Performance,” Journal of Marketing

• Rego, Lopo L., Matthew T. Billett, and Neil A. Morgan
  “Customer-Based Brand Equity and Firm Risk,” Journal of Marketing

• Rego, Lopo L., Matthew Billett, and Neil A. Morgan
  “Consumer-Based Brand Equity and Firm Risk,” Journal of Marketing

• Yang, Xiaojing and Robert E. Smith
  “Beyond Attention Effects: Modeling the Persuasive and Emotional Effects of Advertising Creativity,” Marketing Science

• 2008

• Castronova,, Cornell, Cummings, Falk, and Robbins
  “Synthetic Worlds as Experimental Instruments,” Video Game Theory Reader II

• Smith-Robbins, Sarah B. and Mark Bell
  Second Life for Dummies

• Acito, Franklin, Dan Smith, and Patricia McDougall
  “One hundred years of excellence in business education: What have we learned,” Business Horizons

• Duhachek, Adam
  “Summing up the State of Coping Research: Prescriptions and Prospects for Consumer Research,” Consumer Behavioral Handbook

• King, David R., Rebecca J. Slotegraaf, and Idalene Kesner
  “Performance Implications of Firm Resource Interactions in the Acquisition of R&D Intensive Firms,” Organization Science

• Kalra, Ajay and Shibo Li
  “Signaling Quality through Specialization,” Marketing Science

• Morgan, Neil A. and Lopo L. Rego
  “Rejoinder: Can Behavioral WOM Measures Provide Insight Into the Net Promoter© Concept of Customer Loyalty?,” Marketing Science

• Morgan, Neil Al. and Lopo L. Rego
  “Rejoinder: Can Behavioral WOM Measures Provide Insight into the Net Promoter Concept of Customer Loyalty?,” Marketing Science

• Oakley, James, Adam Duhachek, Bala Balachander, and S. Sriram
  “Order of Entry and the Moderating Role of Comparison Brands in Brand Extension Evaluation,” Journal of Consumer Research

• Palmeira, Mauricio and H. Shanker Krishnan
  “Criteria instability and the isolated option effect,” Organizational Behavior and Human Dec Proc

• Podsakoff, Philip M., Scott B. MacKenzie, Nathan P. Podsakoff, and Daniel G. Bachrach
  “Scholarly Influence in the Field of Management: A Bibliometric Analysis of the Determinants of University and Author Impact in the Management Literature in the Past Quarter Century,” Journal of Management

• Slotegraaf, Rebecca J. and Koen Pauwels
  “The Impact of Brand Equity and Innovation on the Long-term Effectiveness of Promotions,” Journal of Marketing Research

• Smith, Robert E., Jiemiao Chen, and Xiaojing Yang
  “The Impact of Advertising Creativity on the Hierarchy-of-Effects,” Journal of Advertising

• Spiro, Rosann L, Gregory A Rich, and William Stanton
  Management of a Sales Force

• 2007

• Bastianelli, Ann I. and E. Olsen
  Strategic Planning for Dummies

• Che, Hai, K. Sudhir, and P. B. Seetharaman
  “Bounded Rationality in Pricing Under State Dependent Demand: Do Firms Look Ahead? How Far Ahead?,” Journal of Marketing Research

• DelVecchio, Devon, H. Shanker Krishnan, and Daniel C. Smith
  “Cents or Percent? The Effects of Promotion Framing on Price Expectations and Choice,” Journal of Marketing

• DelVecchio, Devon, Shanker Krishnan, and Daniel C. Smith
  “Cents or Percent? The Effects of Promotion Framing on Price Expectations and Choice,” Journal of Marketing

• Duhachek, Adam, Shuoyang Zhang, and H. Shanker Krishnan
  “Anticipated Group Interaction: Valence Asymmetries in Attitude Shift,” Journal of Consumer Research

• Duhachek, Adam and James L. Oakley
  “Mapping the Hierarchical Structure of Coping: Unifying Empirical and Theoretical Perspectives,” Journal of Consumer Psychology

• Duhachek, Adam, Shuoyang Zhang, and H. Shanker Krishnan
  “Anticipated Group Interaction: Coping with Valence Asymmetries in Attitude Shift,” Journal of Consumer Research

• Grewal, Rajdeep and Rebecca J. Slotegraaf
  “Embeddedness of Organizational Capabilities,” Decision Sciences

• Jain, Shailendra P., Rebecca J. Slotegraaf, and Charles D. Lindsey
  “Towards Dimensionalizing Warranty Information: The Role of Consumer Costs of Warranty Redemption,” Journal of Consumer Psychology

• Kukar-Kinney, Monika, Rockney G. Walters, and Scott B. MacKenzie
  “Consumer Response to Characteristics of Price Matching Guarantees: The Moderating Role of Price Consciousness,” Journal of Retailing

• Lindsey, Charles D and H. Shanker Krishnan
  “Retrieval Disruption in Collaborative Groups Due to Brand Cues,” Journal of Consumer Research

• Morgan, Neil A., Anna Kaleka, and Richard A. Gooner
  “Focal Supplier Opportunism in Supermarket Retailer Category Management,” Journal of Operations Management

• Pingitore, Gina, Neil A. Morgan, Lopo L. Rego, Adriana Giglotti, and Jay Meyers
  “The Single Question Trap: The Net Promoter Score Has Limitations in Predicting Financial Performance,” Marketing Research

• Smith, Robert E., Scott B. MacKenzie, Xiaojing Yang, Laura M. Buchholz, and William K. Darley
  “Modeling the Determinants and Effects of Creativity in Advertising,” Marketing Science

• Walters, R. G., M. Kukar-Kinney, and S. Mackenzie
  “Consumer Response to Characteristics of Price Matching Guarantees: The Moderating Role of Price Consciousness,” Journal of Retailing

• Williams, T and F Acito
  “Positioning the Retail Firm for Future Value: Recognizing and Measuring Intangible Assets,” Perspectives on Retailing