Department of Marketing & Entrepreneurship

UH Bauer faculty are among the most highly productive faculty of any business school in the world, publishing numerous articles in leading academic journals and books as well as holding editorial board positions. Following is a listing of recent publications by our faculty.

• 2021

  • Patrick, Vanessa M. (2021), "Getting to Gutsy: Using Personal Policies to Enhance (and Reclaim) Agency in the Workplace," Rutgers Business Review, forthcoming.
  • Alavi, Sascha, Bruno Kocher, Sabrina Dörfer, and Johannes Habel (2021), "The Role of Salesperson Communication in Luxury Selling," Journal of Personal Selling & Sales Management, forthcoming.
  • Wang, Xin (Shane), Shijie Lu, Xi Li, Mansur Khamitov, and Neil Bendle. "Audio Mining: The Role of Vocal Tone in Persuasion," Journal of Consumer Research. [forthcoming]
  • Patrick, Vanessa and Candice Hollenbeck. "Designing for All: Consumer Response to Inclusive Design," Journal of Consumer Psychology. [forthcoming]
  • Chen, Ming, Ray Burke, Sam Hui, and Alex Leykin. "Understanding Lateral and Vertical Biases in Consumer Attention: An In-Store Ambulatory Eye-Tracking Study," Journal of Marketing Research. [forthcoming]
  • Zhang, Zhe and Vanessa Patrick. "Mickey D’s Has More Street Cred than McDonalds: Consumer Brand Nickname Use Signals Information Authenticity," Journal of Marketing. [forthcoming]
  • Habel, Johannes, Sascha Alavi, and Kim Linsenmayer. "Variable Compensation and Salesperson Health," Journal of Marketing. [forthcoming]
  • Shankar, Venkatesh, Kirthi Kalyanam, Pankaj Setia, Alireza Golmohammadi, Seshadri Tirunillai, Tom Douglass, John Hennessey, J.S. Bull, and Rand Waddoups. "How Technology is Changing Retail," Journal of Retailing. [forthcoming]
  • Vaid, Shashank, Michael Ahearne, and Ryan Krause. "Operations-Related Structural Flux: Firm Performance Effects of Executives'' Appointments and Exits," Production and Operations Management. [forthcoming]
  • Lu, Shijie, Dai Yao, Xingyu Chen, and Rajdeep Grewal. "Do Larger Audiences Generate Greater Revenues under Pay What You Want? Evidence from a Live Streaming Platform," Marketing Science. [forthcoming]
  • Cron, William, Sascha Alavi, Johannes Habel, Jan Wieseke, and Hanaa Ryari. "No Conversion, No Conversation: Consequences of Retail Salespeople Disengaging from Unpromising Prospects," Journal of the Academy of Marketing Science. [forthcoming]
  • To, Ngoc (Rita) and Vanessa Patrick. "How the Eyes Connect to the Heart: The Influence of Eye Gaze Direction on Advertising Effectiveness," Journal of Consumer Research. [forthcoming].
  • Roggeveen, Anne, Dhruv Grewal, John Karsberg, Stephanie Noble, Jens Nordfält, Vanessa Patrick, Elisa Schweiger, Gonca Soysal, Annemarie Dillard, Nora Cooper & Richard Olson. "Forging Meaningful Consumer-Brand Relationships Through Creative Merchandise Offerings and Innovative Merchandising Strategies," Journal of Retailing. [forthcoming]
  • Bayuk, Julia and Vanessa Patrick. "Is the Uphill Road the One More Taken? How Task Complexity Prompts Action on Non-Pressing Tasks," Journal of Business Research. [forthcoming]
  • Gelb, Betsy, Bruce Morris, and Ana Friedman. "Will that Brand Extension Hit Legal Headwinds? The Issue Is Natural Expansion of a Trademark," Business Horizons. [forthcoming]
  • Du, Rex, Oded Netzer, David Schweidel, and Deb Mitra. "Capturing Marketing Information to Fuel Growth," Journal of Marketing. [2021]
  • Lu, Shijie, Koushyar Rajavi, and Isaac Dinner. "The Effect of Over-the-Top Media Services on Piracy Search: Evidence from a Natural Experiment," Marketing Science. [forthcoming]
  • Ryoo, Jun Hyun (Joseph), Xin (Shane) Wang, and Shijie Lu. "Do Spoilers Really Spoil? Using Topic Modeling to Measure the Effect of Spoiler Reviews on Box Office Revenue," Journal of Marketing. [2021]

• 2020

  • Rapp, Adam, Thomas Baker, Nathaniel Hartmann and Michael Ahearne. "The Intersection of Service and Sales: The Increased Importance of Ambidexterity," Journal of Services Research. [2020]
  • Hartmann, Nathaniel, Heiko Wieland, Stephen Vargo and Michael Ahearne. "Advancing Sales Theory through a Holistic View: How Social Structures Frame Selling," Journal of Personal Selling and Sales Management. [2020]
  • Ford, Weixing, Demetra Andrews, Anuradha Sivaraman, and Parthasarathy Krishnamurthy. "Not All Missed Opportunities Cast the Same Shadow: Voluntary Inaction Reduces the ‘Sting’ of Missed Sales Promotions," Journal of Consumer Behaviour. [2020]
  • Ziadni, Maisa, Abby Chen, Parthasarathy Krishnamurthy, Pamela Flood, Richard Stieg, and Beth Darnall. "Patient-Centered Prescription Opioid Tapering in Community Outpatients with Chronic Pain: 2- to 3-Year Follow-up in a Subset of Patients," PAIN Reports. [2020]
  • Thammasitboon, Satid, Moushumi Sur, Joseph Rencic, Gurpreet Dhaliwal, Shelley Kumar, Suresh Sundaram, and Parthasarathy Krishnamurthy. "Psychometric Validation of the Reconstructed Version of the Assessment of Reasoning Tool," Medical Teacher. [2020]
  • Hah, Jennifer, Jodie Trafton, Balasubramanian Narasimhan, Partha Krishnamurthy, Heather Hilmoe, Yasamin Sharifzadeh, James Huddleston, et al. "Efficacy of Motivational-Interviewing and Guided Opioid Tapering Support for Patients Undergoing Orthopedic Surgery (MI-Opioid Taper): A Prospective, Assessor-Blind, Randomized Controlled Pilot Trial," EClinicalMedicine. [2020]
  • Darnall, Beth, Parthasarathy Krishnamurthy, Jeannette Tsuei, and Jorge Minor. "Self-Administered Skills-Based Virtual Reality Intervention for Chronic Pain: Randomized Controlled Pilot Study," JMIR Formative Research. [2020]
  • Abouleish, Amr, Sandhya Vinta, Sarah Shabot, Nikul Patel, Erin Hurwitz, Partha Krishnamurthy, and Michelle Simon. "Improving Agreement of ASA Physical Status Class between Pre-Anesthesia Screening and Day of Surgery by Adding Institutional-Specific and ASA-Approved Examples: A Quality Improvement Project," Perioperative Medicine. [2020]
  • McKee, Rob Austin and Betsy Gelb. "Aggressive Listening: The Key to Employee Warnings," Rutgers Business Review. [2020]
  • Oneto, Stephanie, Betsy Gelb, and Travis Simkins. "Stigmatized Products: How Conflicting Laws Can Influence the Decision to Proceed," Journal of Business Strategy. [2020]
  • Patrick, Vanessa and Henrik Hagtvedt. “Everyday Consumer Aesthetics,” in Marcos Nadal & Oshin Vartanian (eds.), The Oxford Handbook of Empirical Aesthetics, Oxford University Press. [2020]
  • Patrick, Vanessa and Alokparna (Sonia) Monga. “Building and Growing Luxury Brands: Strategies for Pursuing Growth while Maintaining Brand Coherence,” in Felicitas Morhart, Sandor Czellar and Keith Wilcox (eds)., Research Handbook on Luxury Branding, Edward Elgar Publishing. [2020]
  • Ahearne, Michael, Yashar Atefi, Zachary Hall, Sebastian Hohenberg, and Florian Zettelmeyer. "Open Negotiation: The Backend Benefits of Salespeople’s Transparency in The Frontend," Journal of Marketing Research. [2020]
  • Gelb, Betsy, Deva Rangarajan, Bryan Hochstein, and Mikael Blaisdell. "One Approach to Repeat Business: Customer Success Managers," Rutgers Business Review. [2020]
  • Chen, Huan, Jun Pang, Minkyung Koo and Vanessa Patrick. "Shape Matters: Package Shape Informs Brand Status Categorization and Brand Choice," Journal of Retailing. [2020]
  • Lu, Chongyu and Rex Du. "Consumer Click Through Behavior Across Devices in Paid Search Advertising," Journal of Advertising Research. [2020]
  • Hui, Sam, Parthasarathy Krishnamurthy, Shivkumar Narayanan, B. S. Hareesh and Prachi Patel. "Understanding the Effectiveness of Peer Educator Outreach on Reducing Sexually Transmitted Infections: The Role of Prevention versus Early Detection," Marketing Science. [2020]
  • Lu, Shijie, Shane Wang, and Neil Bendle. "Does Piracy Create Online Word-of-Mouth? An Empirical Analysis in Movie Industry," Management Science. [2020]

• 2019

  • Blair, Edward and Johnny Blair. "Sampling: Probabilistic and Statistical," in P. Atkinson et al. (eds.), SAGE Research Methods Foundations, Sage Publications Ltd. [2019].
  • Tellis, Gerard, Deborah MacInnis, Seshadri Tirunillai, and Yanwei Zhang. "What Drives Virality (Sharing) of Online Digital Content? The Critical Role of Information, Emotion, and Brand Prominence," Journal of Marketing. [2019]
  • Izadi, Anoosha and Vanessa Patrick. "The Power of the Pen: Handwritten Fonts Promote Haptic Engagement," Psychology and Marketing. [2019]
  • Izadi, Anoosha, Melanie Rudd and Vanessa Patrick. "The Way the Wind Blows: Direction of Airflow Energizes Consumers and Fuels Creative Engagement," Journal of Retailing. [2019]
  • Koo, Mingkyung, Hyewon Oh and Vanessa Patrick. "From Oldie to Goldie: Humanizing Old Produce Enhances its Appeal," Journal of the Association of Consumer Research. [2019]
  • Bublitz, Melissa, Tracy Rank Christman, Luca Cian, Xavier Ignacio Cortada, Adriana Madzharov, Vanessa Patrick, Laura Peracchio, Maura Scott, Aparna Sundar, Ngoc Minh (Rita) To and Claudia Townsend. "Collaborative Art: A Transformational Force within Communities," Journal of the Association of Consumer Research. [2019]
  • Du, Rex, Linli Xu, and Kenneth Wilbur. "Immediate Responses of Online Brand and Price Search to TV Ads," Journal of Marketing. [2019]
  • Darnall, Beth, Maisa Ziadni, Partha Krishnamurthy, Pamela Flood, Lauren Heathcote, Ian Mackey, Chloe Jean Taub, and Amanda Wheeler. "My Surgical Success”: Effect of a Digital Behavioral Pain Medicine Intervention on Time to Opioid Cessation After Breast Cancer Surgery – A Pilot Randomized Controlled Clinical Trial," Pain Medicine. [2019]
  • Ren, Charlotte, Ye Hu, and Tony Cui. "Responses to Rival Exit: Product Variety, Market Expansion, and Preexisting Market Structure," Strategic Management Journal. [2019]
  • Gelb, Betsy, Deva Rangarajan, Heli Hallikainen, and Tommi Laukkanen. "How Big Data Can Transform Outcomes and Opportunities," Rutgers Business Review. [2019]
  • Ebrahimi, Mahdi, Maryam Kouchaki, and Vanessa Patrick. "Juggling Work and Home Selves: Low Identity Integration Feels Less Authentic and Increases Unethicality," Organizational Behavior and Human Decision Processes. [2019]
  • Rudd, Melanie, Rhia Catapano, and Jennifer Aaker. "Making Time Matter: A Review of Research on Time and Meaning," Journal of Consumer Psychology. [2019]
  • Tawse, Alex, Vanessa Patrick and Dusya Vera. “Crossing the Chasm: Leadership Nudges to Help Transition from Strategy Formulation to Strategy Implementation,” Business Horizons. [2019]
  • Lai, Christine and Betsy Gelb, "Another Look at Motivating – and Retaining – Salespeople," Journal of Business Strategy. [2019]
  • Ahearne, Michael, Jeffrey Boichuk, Raghu Bommaraju, and Thomas Steenburgh. "Managing Laggards: The Importance of a Deep Sales Bench," Journal of Marketing Research. [2019]
  • Ahearne, Michael, Raghu Bommaraju, Ryan Krause and Seshadri Tirunillai. "Does a Customer on the Board of Directors Affect Business-to-Business Firm Performance?," Journal of Marketing. [2019]
  • Du, Rex, Mingyu Joo, and Kenneth Wilbur. “Advertising and Brand Attitudes: Evidence from 575 Brands over Five Years,” Quantitative Marketing and Economics. [2019]

• 2018

  • Ahearne, Michael and Thomas Steenburgh. "How to Sell New-to-the-World Products," Harvard Business Review. [2018]
  • Rudd, Melanie, Christian Hildebrand, and Kathleen Vohs. "Inspired to Create: Awe Enhances Openness to Learning and the Desire for Experiential Creation," Journal of Marketing Research. [2018]
  • Rudd, Melanie. "Feeling Short on Time: Trends, Consequences, and Possible Remedies," Current Opinion in Psychology. [2018]
  • Carlin, Barbara, Betsy Gelb, Jamie Belinne, and Latha Ramchand, "Bridging the Gender Gap in Confidence," Business Horizons. [2018]
  • Atefi, Yashar, Michael Ahearne and James Maxham. "Does Selective Sales Force Training Work? Evidence from a Field Experiment in a Retail Setting,” Journal of Marketing Research. [2018]
  • Zhang, Zhe and Vanessa Patrick. “Call me Rollie! The Role of Brand Nicknames in Shaping Consumer-Brand Relationships,” Journal of the Association of Consumer Research. [2018]
  • Kong, Dejun Tony and Betsy Gelb. “Curbing, Not Rewarding, Jerk Behaviors on the Job,” Rutgers Business Review. [2018]
  • TenBrink, Candace, Betsy Gelb, and Robert Keller. “Successful Rebounds: How Firms Overcome Their Middle-Age Crisis,” Journal of Business Strategy. [2018]
  • Ahearne, Michael, Raghuram Bomaraju, Zachary Hall, and Seshadri Tirunallai. "The Impact of Mergers and Acquisitions on the Sales Force," Journal of Marketing Research. [2018]
  • Damangir, Sina, Rex Yuxing Du, and Ye Hu. "Uncovering Patterns of Product Co-Consideration: A Case Study of Online Vehicle Price Quote Request Data," Journal of Interactive Marketing. [2018]

• 2017

  • Manning, Gerald, Michael Ahearne, and Barry Reece. Selling Today (14th ed), Prentice Hall. [2017]
  • TenBrink, Candace, Robert Keller, and Betsy Gelb. "Turnaround Success in High Technology Growth Stage Firms," Journal of Management Policy and Practice. [2017]
  • Hayati, Babak, Yashar Atefi and Michael Ahearne, "Sales Force Leadership During Strategy Implementation: A Social Network Perspective," Journal of the Academy of Marketing Science. [2017]
  • Ahearne, Michael, "Research Centers, Business Schools, and the World of Sales," Journal of the Academy of Marketing Science. [2017]
  • Tirunillai, Seshadri and Gerard Tellis. "Does Offline TV Advertising Affect Online Chatter? Quasi-Experimental Analysis Using Synthetic Control," Marketing Science. [2017]
  • Wang, Kitty and Avi Goldfarb. "Can Offline Stores Drive Online Sales?", Journal of Marketing Research. [2017]
  • Hochstein, Bryan, William Zahn, and Willy Bolander. "Exploring the Unintended Negative Impact of an Ethical Climate in Competitive Environments," Marketing Letters. [2017]
  • Briley, Donnel, Melanie Rudd, and Jennifer Aaker. "Cultivating Optimism: How to Frame Your Future during a Health Challenge," Journal of Consumer Research. [2017]
  • Rangarajan, Deva, Betsy Gelb, and Amy Vandaveer, "Strategic Personal Branding and How It Pays Off," Business Horizons. [2017]
  • TenBrink, Candace, and Betsy Gelb, "When Firms Mature: Keeping the Ho-hum at Bay and Embracing Change," Journal of Business Strategy. [2017]
  • Wang, Tingting, Anirban Mukhopadhyay and Vanessa Patrick, "Getting Consumers to Recycle NOW!: Positive Effects of Cuteness in Prosocial Behavior," Journal of Public Policy and Marketing. [2017]
  • Hollenbeck, Candice and Vanessa Patrick. "Alleviating Survivor Loneliness: The Value of Expressive Gift Systems in Peer-to-Peer Online Patient Survivor Networks," Review of Marketing Research. [2017]
  • Patrick, Vanessa and Ngoc (Rita) To. "Winning Over the Hearts and Minds of India’s Luxury Consumer: Unique Challenges for Luxury Brand Strategy in India" in Maheswaran and Puliyel (eds.), Indian Consumer Perspectives, Oxford University Press. [2017]
  • Hui, Sam. “Understanding Repeat Playing Behavior in Casual Games Using a Bayesian Data Augmentation Approach,” Quantitative Marketing and Economics. [2017]
  • Patrick, Vanessa, Yashar Atefi and Henrik Hagtvedt. "The Allure of the Hidden: How Product Unveiling Confers Value," International Journal of Research in Marketing. [2017]
  • Bolander, Willy, William Zahn, Terry Loe, and Melissa Clark, "Managing New Salespeople's Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts," Journal of Business Ethics. [2017]

• 2016

  • Patrick, Vanessa and Henrik Hagtvedt. "Luxury Branding," in Srivastava and Thomas (eds.), The Future of Branding, Sage Publications. [2016]
  • Ahearne, Michael, Jeff Boichuk, Craig Chapman, and Tom Steenburgh. "Real Earnings Management in Sales," Journal of Accounting Research. [2016]
  • Mead, Nicole, Vanessa M. Patrick, Manissa Gunadi, and Wilhelm Hoffmann. “Simple Pleasures, Small Annoyances, and Goal Progress in Daily Life," Journal of the Association for Consumer Research. [2016]
  • Patrick, Vanessa. “Everyday Consumer Aesthetics,” Current Opinion in Psychology. [2016]
  • Andrew, Michelle, Jody Goehring, Sam Hui, Joseph Pancras, and Lance Thornswood. “Mobile Promotions: A Framework and Research Priorities,” Journal of Interactive Marketing. [2016]
  • Krieger, Abba, Leonard Lodish, and Ye Hu, “An Integrated Procedure to Pretest and Select Advertising Campaigns for TV,” Customer Needs and Solutions, 3 (2), 81-93. [2016]
  • Krishnamurthy, Parthasarathy, Sam Hui, Narayanan Shivkumar, Chandrasekhar Gowda, and R Pushpalatha. "Assessing the Impact of Peer Educator Outreach on the Likelihood and Acceleration of Clinic Utilization among Sex Workers," PLOS ONE. [2016]
  • Gelb, Betsy and Teri Elkins Longacre. "To Implement Strategy, Reduce the Stigma of Retirement," Journal of Business Strategy. [2016]
  • Mead, Nicole and Vanessa Patrick, "The Taming of Desire: How Postponing Pleasures can Facilitate Self-Control," Journal of Personality and Social Psychology. [2016]
  • Hagtvedt, Henrik and Vanessa Patrick, "Gilt versus Guilt: Should Luxury and Charity Partner at the Point of Sale?," Journal of Retailing. [2016]
  • Hollenbeck, Candice and Vanessa Patrick, "Mastering Survivorship: How Brands Facilitate the Transformation to Heroic Survivor," Journal of Business Research. [2016]
  • Krishnamurthy, Parthasarathy, Ranganathan Govindaraj, Courtney Williams and Gulshan Doulatram, "Impact of Urine Drug Screening on No Shows and Dropouts among Pain Patients: A Propensity-matched Cohort Study," Pain Physician. [2016]
  • Echambadi, Raj, James Hess, Niladri Syam, and Pavan Chennamaneni, "Diagnosing Harmful Collinearity in Moderated Regressions: A Roadmap," International Journal of Research in Marketing. [2016]
  • Syam, Niladri, James Hess and Ying Yang, "Can Sales Uncertainty Increase Firm Profits?" Journal of Marketing Research. [2016]
  • Ahearne, Michael, Florian Kraus, Til Haumann and Jan Weiseke, "When Sales Managers and Salespeople Disagree in the Appreciation for their Firm: The Phenomenon of Organizational Identification Tension," Journal of Retailing. [2016]

• 2015

  • Du, Rex and Wagner Kamakura, "Improving the Statistical Performance of Tracking Studies Based on Repeated Cross-Sections with Primary Dynamic Factor Analysis," International Journal of Research in Marketing. [2015]
  • Du, Rex, Ye Hu, and Sina Damangir, "Leveraging Trends in Online Searches for Product Features in Market Response Modeling," Journal of Marketing. [2015]
  • Lai, Christine and Betsy Gelb, "Key Account Teams: Success Factors for Implementing Strategy", Journal of Business Strategy. [2015]
  • LeBon Joel, “Why the Best Salespeople Get So Lucky,” Harvard Business Review Online. [2015]
  • Hall, Zachary, Michael Ahearne and Harish Sujan, "The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson-Customer Interactions," Journal of Marketing. [2015]
  • Le Bon, Joel and Carl Herman, Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers, Business Expert Press. [2015]
  • Blair, Edward and Johnny Blair, Applied Survey Sampling, Sage Publications. [2015]

• 2014

  • Mullins, Ryan, Michael Ahearne, Son Lam, Zachary Hall and Jeff Boichuk, "Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability," Journal of Marketing. [2014]
  • Ahearne, Michael, Florian Kraus and Son Lam, "Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capitol," Strategic Management Journal. [2014]
  • Boichuk, Jeff, Willy Bolander, Zachary Hall, Michael Ahearne, William Zahn and Melissa Nieves, "Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership," Journal of Marketing. [2014]
  • Hui, Sam, Tom Meyvis and Henry Assael, “Analyzing Moment-to-Moment Data Using a Bayesian Functional Linear Model: Application to TV Show Pilot Testing,” Marketing Science. [2014]
  • Eliashberg, Jehoshua, Sam Hui, and John Z. Zhang, “Assessing Box Office Performance Using Movie Scripts: A Kernel-Based Approach,” IEEE Transactions on Knowledge and Data Engineering. [2014]
  • Choi, Darwin, and Sam Hui, “The Role of Surprise: Understanding Over- and Underreaction Using In-Play Soccer Betting Market,” Journal of Economic Behavior and Organization. [2014]
  • Hu, Ye, Rex Du and Sina Damangir, "Decomposing the Impact of Advertising: Augmenting Sales with Online Search Data," Journal of Marketing Research. [2014]
  • Gelb, Betsy, and Teri Elkins Longacre, "Marketing Retirement, or Staying on the Job," Business Horizons. [2014]
  • Gelb, Betsy, and Deva Rangarajan, "Employee Contributions to Brand Equity," California Management Review. [2014]
  • Samaraweera, Manoshi, and Betsy Gelb, "Formal Salesforce Controls and Revenue Production," Journal of Personal Selling and Sales Management. [2014]
  • Krishnamurthy, Partha, Adwait Khare, Suzanne Klenck, and Peter Norton, "Survival Modeling of Discontinuation From Psychotherapy: A Consumer Decision-Making Perspective," Journal of Clinical Psychology. [2014]
  • Meert Katrien, Mario Pandelaere and Vanessa Patrick, "Taking a Shine to It: How the Preference for Glossy stems from an innate need for water," Journal of Consumer Psychology. [2014]
  • Hagtvedt, Henrik and Vanessa Patrick, "Consumer Response to Overstyling: Balancing Aesthetics and Functionality in Product Design," Psychology and Marketing. [2014]
  • Rudd, Melanie, Jennifer Aaker and Michael Norton (2014), "Getting the Most out of Giving: Concretely-framing a Prosocial Goal Maximizes Happiness," Journal of Experimental Social Psychology. [2014]
  • Tirunillai, Seshadri and Gerard Tellis, “Mining Marketing Meaning from Online Chatter: Strategic Brand Analysis of Big Data Using Latent Dirichlet Allocation,” Journal of Marketing Research. [2014]
  • Le Bon, Joel, Competitive Intelligence and the Sales Force: How to Gain Market Leadership through Competitive Intelligence, Business Expert Press. [2014]
  • Manning, Gerald and Michael Ahearne, Selling Today (13th ed), Prentice Hall. [2014]
  • Blair, Johnny, Ronald Czaja and Edward Blair, Designing Surveys (3rd ed), Sage Publications. [2014]

• 2013

  • Yang, Ying, Niladri Syam and James Hess. "Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation," Quantitative Marketing and Economics. [2013]
  • Syam, Niladri and Amit Pazgal. "Co-Creation with Production Externalities," Marketing Science. [2013]
  • Echambadi, Raj, Rupinder Jindal and Edward Blair. "Evaluating and Managing Brand Repurchase Across Multiple Geographic Retail Markets," Journal of Retailing. [2013]
  • Lam, Son, Michael Ahearne, Ryan Mullins, Babak Hayati and Niels Schillewaert, "Exploring the Dynamics of Antecedents to Customer-Brand Identification with a New Brand," Journal of the Academy of Marketing Science. [2013]
  • Ahearne, Michael, Son Lam, Babak Hayati and Florian Kraus. "Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective," Journal of Marketing. [2013]
  • Ahearne, Michael, Til Haumann, Florian Kraus and Jan Wieseke. "It's a Matter of Congruence: How Interpersonal Identification between Sales Managers and Salespersons Shapes Sales Success," Journal of the Academy of Marketing Science. [2013]
  • Lee, Eunkyu, Richard Staelin, Weon Yoo and Rex Du. "A Meta-Analysis of Multi-Brand, Multi-Outlet Channel Systems," Management Science. [2013]
  • Labrecque, Lauren, Vanessa Patrick and George Milne. "The Marketers' Prismatic Palette: A Review of Color Research and Future Directions," Psychology and Marketing. [2013]
  • Oneto, Stephanie, Betsy Gelb, Douglas Walker and James Hess. ""Buying Status" by Choosing or Rejecting Luxury Brands and their Counterfeits," Journal of the Academy of Marketing Science. [2013]
  • Hughes, Douglas, Joel LeBon and Adam Rapp. "Gaining and Leveraging Customer-Based Competitive Intelligence: The Pivotal Role of Social Capital and Salesperson Adaptive Selling Skills," Journal of the Academy of Marketing Science. [2013]
  • LeBon Joel, “Use Your Sales Force's Competitive Intelligence Wisely,” Harvard Business Review Online. [2013]
  • Gelb, Betsy and Rob Austin McKee. "Tailoring a Book Program for Managers: Why and How," Business Horizons. [2013]
  • Gelb, Gabriel, Betsy Gelb and Paul Krieger, "Working with your Expert on Trademark Surveys," Journal of Intellectual Property Law and Practice. [2013]
  • Kacen, Jacqueline, James Hess and Kevin Chiang, "Bricks or Clicks? Consumer Attitudes Toward Traditional Stores and Online Stores," Global Economics and Management Review. [2013]
  • Oh, Yun Kyung, Ye Hu, Xin Wang and William Robinson, "How Do External Reference Prices Influence Online Gift Giving?" International Journal of Electronic Marketing and Retailing. [2013]
  • Ahearne, Michael, Babak Hayati, Ryan Mullins and Niels Schillewaert. "Exploring the Dynamics of Antecedents to Customer-Brand Identification with a New Brand," Journal of the Academy of Marketing Science. [2013]

• 2012

  • Cheema, Amar and Vanessa Patrick. "Influence of Warm versus Cool Temperatures on Consumer Choice: A Resource Depletion Account," Journal of Marketing Research. [2012]
  • Patrick, Vanessa and Henrik Hagtvedt. "How to Say "No": Conviction and Identity Attributions in Persuasive Refusal," International Journal of Research in Marketing. [2012]
  • Gelb, Betsy and Darren Bush. "Antitrust Enforcement: An Inflection Point?," Journal of Business Strategy. [2012]
  • Syam, Niladri, James Hess and Ying Yang. "Sales Contests versus Quotas with Imbalanced Territories," Marketing Letters. [2012]
  • Kacen, Jacqueline, Douglas Walker and James Hess. "Spontaneous Selection: The Influence of Product and Merchandising Factors on Consumer Impulse Purchases," Journal of Retailing and Consumer Services. [2012]
  • Ahearne, Michael and Thomas Steenburgh. "Motivating Salespeople: What Really Works," Harvard Business Review. [2012]
  • Ahearne, Michael, Florian Kraus and Son Lam. "Toward A Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion," Organizational Behavior and Human Decision Processes. [2012]
  • Wieseke, Jan, Michael Ahearne, Florian Kraus and Sven Mikolon. "Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes," Journal of Marketing. [2012]
  • Lam, Son, Michael Ahearne and Niels Schillewaert. "A Multinational Examination of the Symbolic Instrumental Framework of Consumer Brand Identification," Journal of International Business Studies. [2012]
  • Du, Rex and Wagner Kamakura. "Quantitative Trendspotting," Journal of Marketing Research.[2012]
  • Patrick, Vanessa and Henrik Hagtvedt. ""I Don't" versus "I Can't": Refusal Strategies for Psychological Empowerment," Journal of Consumer Research. [2012]
  • Gelb, Betsy and Teri Elkins Longacre. "Acknowledging Religious Diversity: Opportunities and Challenges," Business Horizons. [2012]
  • Hughes, Douglas, Joel LeBon and Avinash Malshe. "The Marketing-Sales Interface at the Interface: Creating Market-Based Capabilities Through Organizational Synergy," Journal of Personal Selling and Sales Management. [2012]
  • Kamakura, Wagner and Rex Du. "How Economic Contractions and Expansions Affect Expenditure Patterns," Journal of Consumer Research. [2012]
  • Tirunillai, Seshadri and Gerard Tellis. "Does Chatter Really Matter? Dynamics of User-Generated Content and Stock Performance," Marketing Science. [2012]

• 2011

  • Jindal, Rupinder. "Reducing the Size of Internal Hierarchy: The Case of Multi-Unit Franchising," Journal of Retailing. [2011]
  • Hagtvedt, Henrik and Vanessa Patrick. "Turning Art into Mere Illustration: Concretizing Art Renders Its Influence Context Dependent," Personality and Social Psychology Bulletin. [2011]
  • Ren, Charlotte, Ye Hu, Yu Jeffrey Hu and Jerry Hausman. "Managing Product Variety and Collocation in a Competitive Environment: An Empirical Investigation of Consumer Electronics Retailing," Management Science. [2011]
  • Chen, Hua, Sung Ham and Noah Lim. "Designing Asymmetric Multi-Person. Tournaments: An Experimental Study," Management Science. [2011]
  • Samaraweera, Manoshi, and Betsy Gelb. "Using Customer Satisfaction Data to Link Advertising to Brand Equity," Journal of Business Strategy. [2011]
  • Gelb, Betsy, and Jim Gregory. "Place Brand Value on the Balance Sheet?" Journal of Business Strategy. [2011]
  • Gelb, Betsy, and Darren Bush. "Advertising Insights for the Voter-vs-consumer Trade-off," Journal of Public Policy & Marketing. [2011]
  • Patrick, Vanessa and Henrik Hagtvedt. "Aesthetic Inconguity Resolution," Journal of Marketing Research. [2011]
  • Lacey, Simon, Henrik Hagtvedt, Vanessa Patrick, Amy Anderson, Randall Stilla, Gopikrishna Deshpande, Xiaoping Hu, Joao Sato, Srinivas Reddy, and Krish Sathian. "Art for Reward's Sake: Visual Art Activates the Human Ventral Straitum," NeuroImage. [2011]
  • Yujuico, Emmanuel, and Betsy Gelb. "Cautions from One Laptop Per Child in Marketing Technological Innovation to LDCs," California Management Review. [2011]
  • Du, Rex and Wagner Kamakura. "Measuring Contagion in the Diffusion of Consumer Packaged Goods," Journal of Marketing Research. [2011]
  • Manning, Gerald and Michael Ahearne, Selling Today (12th ed), Prentice Hall. [2011]