Published or Forthcoming Papers
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Can Sales Uncertainty Increase Firm Profits?, Syam, Hess, Yang, Journal of Marketing Research, LIII (April 2016), 199-206.
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Diagnosing Harmful Collinearity in Moderated Regressions: A Roadmap, Chennamaneni, Echambadi, Hess, Syam, International Journal of Research in Marketing, 33 (2016) 172-182.
- Bricks or Clicks? Consumer Attitudes Toward Traditional Stores and Online Stores, J. Kacen, J. Hess, and K. Chiang, Global Economics and Management Review, 18(2013) 12-31.
- Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation, Y. Yang, N. Syam, and J. Hess, Quantitative Marketing and Economics, 11(2013) 379-402.
- Spontaneous Selection: The Influence of Product and Merchandising Factors on Consumer Impulse Purchases, J. Kacen, J. Hess, and D. Walker, Journal of Retailing and Consumer Services, November 19(6) 2012, 578-588.
- Sales Contests versus Quotas with Imbalanced Territories, N. Syam, J. Hess, Y. Yang, Marketing Letters, 23(4), 2013.
- "Buying Status" by Choosing or Rejecting Luxury Brands and Their Counterfeits, S. Geiger-Oneto, B. Gelb, D. Walker, J. Hess, Journal of Academy of Marketing Science, 40(6), 2012.
- Putting One-to-One Marketing to Work: Personalization, Customization and Choice,
Neeraj Arora, Xavier Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh Joshi, V. Kumar, Nicholas Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri Syam, Jacquelyn Thomas, and Z. John Zhang, Marketing Letters, 2008, 19:305-321. - That’s What I Thought I Wanted? Miswanting and Regret for a Standard Product in a Mass Customized World,
N. Syam, P. Krishnamurthy, J. Hess, Marketing Science, 2008, Vol 27, No. 3, May-June, 379-397. - Pricing Paid Placements on Search Engines,
Ravi Sen, James D. Hess, Subhajyoti Bandyopadhyay, and Jeevan Jaisingh, Journal of Electronic Commerce Research, October 2007 . - Mean-Centering Does Not Alleviate Collinearity Problems in Moderated Multiple Regression,
R. Echambadi and J. Hess, Marketing Science, 2007, Vol 26, No. 3 May-June, 438-445. - Mood Management Dynamics :
The Interrelationship between Consumer Mood and Behavior" James D. Hess, Jacqueline J. Kacen, and Junyong Kim, British Journal of Mathematical and Statistical Psychology, 2006, Vol. 59, No. 2, 347–378. - Customized Products: A Competitive Analysis,
N. Syam, R. Ruan, and J. Hess, Marketing Science, Vol. 24, No. 4, Fall 2005. - Doing the Right Thing or Doing the Thing Right: Allocating Resources Between Marketing Research and Manufacturing,
J. Hess and M. Lucas, Management Science, Vol. 50, No. 4, April 2004, 521-526. - Direct Marketing, Indirect Profits: A Strategic Analysis of Dual-Channel Supply Chain Design,
W. K. Chiang, D. Chhajed, and J. Hess, Management Science, Vol 49, No.1, January 2003, 1-20. - Accounting Profits versus Marketing Profits: A Relevant Metric for Category Management,
Y. Chen, J. Hess, R. Wilcox, and Z. J. Zhang, Marketing Science, Vol. 18, No. 3, 1999, 208-229. - Yes, ‘Bait and Switch’ Really Benefits Consumers,
J. Hess and E. Gerstner, Marketing Science, Vol.17, No. 3, 1998, 283-289. - Managing Dissatisfaction: How to Decrease Customer Opportunism by Partial Returns,
W. Chu, E. Gerstner and J. Hess, Journal of Service Research, Vol. 1, No.2, November 1998, 140-155. - Modeling Merchandise Returns in Direct Marketing,
J. Hess and G. Mayhew, Journal of Direct Marketing, Vol. 11, No. 2, Spring 1997, 20-35. - Controlling Product Returns in Direct Marketing,
J. Hess, W. Chu, and E. Gerstner, Marketing Letters, Vol. 7, No. 4, October 1996, 307-317. - Costs and Benefits of Hard-Sell,
J. Hess, W. Chu, and E. Gerstner, Journal of Marketing Research, Vol. 32, No. 1, February 1995, 97-102 - Pull Promotions and Channel Coordination,
J. Hess, and E. Gerstner, Marketing Science, Vol. 14, No. 1, Winter 1995, 43-60 . - Price Discrimination Through a Distribution Channel:
Theory and Evidence,” J. Hess, E. Gerstner, and D. Holthausen, American Economic Review, Vol. 84, No. 5, December 1994, 1437 1445. - Pocketing the Trade Deal,
M. Armstrong, E. Gerstner and J. Hess,, Proceedings of NEC 63: Promotion in the Marketing Mix, Spring 1994, 105-112. - Double Couponing: Pricing and Consumer Perspectives,
" J. Hess and E. Gerstner, Marketing Letters, Vol. 4, No. 2, April 1993, 153 163. - Demarketing as a Differentiation Strategy,
J. Hess, E. Gerstner, and W. Chu, Marketing Letters, Vol. 4, No. 1, January 1993, 49-57. - A Theory of Channel Price Promotions,
J. Hess and E. Gerstner, American Economic Review, Vol. 81, No. 4, September 1991, 872 886. - Price-Matching Policies: An Empirical Case,
J. Hess, and E. Gerstner, Managerial and Decision Economics, Vol. 12, No. 4, August 1991, 305-315. - Who Benefits From Large Rebates: Manufacturer, Retailer or Consumer?,
E. Gerstner and J Hess, Economics Letters , Vol. 36, No. 1, May 1991, 5-8. - Can Bait and Switch Benefit Consumers?
J. Hess, and E. Gerstner, Marketing Science, Vol. 9, No. 2, Spring 1990, 114-124. - Quantifying the Allais Paradox: Risk Aversion and Eccentricity in Weighted Linear Utility,
J. Hess, and D. Holthausen, Economics Letters, 1990, 34, 21-25.
Why Do Hotdogs Come in Packs of 10 and Buns in 8s and 12s?
A Demand Side Exploration," J. Hess, and E. Gerstner, Journal of Business, Vol. 60, No. 4, October 1987, 491-517. - Loss Leader Pricing and Rain Check Policy,
J. Hess, and E. Gerstner, Marketing Science, Vol. 6, No. 4, Fall 1987, 358-374 - Security and Penalty in Debt Contracts,
J. Hess, and C. Knoeber, Journal of Institutional and Theoretical Economics, Vol. 143, March 1987, 149-167. - The Use of Collateral to Enforce Debt: Profit Maximization,
J. Hess, Economic Inquiry, Vol. XXIV, No. 2, April 1985, 349-356.
Imperfect Information and Credit Rationing: A Comment,
Quarterly Journal of Economics, November 1984. - Risk and the Gain from Information,
J. Hess Journal of Economic Theory, Vol. 1, June 1982, 231-238 - Terms of Authority,
Journal of Economic Behavior and Organization, Vol. 2, No. 3, September 1981, 237-255. - The Equivalence of Team Theory's Integral Equations and a Cauchy System:
Sensitivity Analysis of a Variational Problem, J. Hess, A. Akbari, H. Kagiwada, and R. Kalaba, Applied Mathematics and Computation, Vol. 6, No. 1, January 1980, 21-36. - Optimal Tactics for Close Support Operation,
I. Reduced Air Ground Communications, Hess, Kagiwada, Spingarn and Tsokos, Journal of Optimization Theory and Applications, Vol. 30, No. 1, January 1980, 89-98. - Optimal Tactics for Close Support Operations,
II. Scenario Perturbations, Hess, Kagiwada, Kalaba, Spingarn and Tsokos, Applied Mathematics and Computation, Vol. 5, 1979, 199-212. - Optimal Tactics for Close Support Operations,
III. Degraded Intelligence and Communications, Hess, Kagiwada, Kalaba, Spingarn and Tsokos, Applied Mathematics and Computation, Vol. 6, No. 3, April 1980, 217-228. - Optimal Tactics for Close Support Operations,
IV. Perfect Intelligence and Communications, Hess, Kagiwada, Kalaba, Spingarn and Tsokos, Journal of Optimization Theory and Applications, Vol. 30, No. 2, February 1980. - Cooperative Dynamic Programming,
J. Hess, H. Kagiwada, R. Kalaba, and C. Tsokos, Applied Mathematics and Computation, Vol. 5, No. 1, February 1979. - Direct Transformation of Variational Problems into Cauchy Systems,
I. Scalar-Quadratic Case, J. Hess, R. and Kalaba, Journal of Optimization Theory and Applications, May 1978. - Direct Transformation of Variational Problems into Cauchy Systems,
II. Scalar-Semi‑Quadratic Case,” J. Hess, H. Kagiwada, and R. Kalaba, Journal of the Franklin Institute, Vol. 306, No. 2, August 1978. - Team Decision Theory and Integral Equations,
J. Hess, Z. Ider, H. Kagiwada, and R. Kalaba, Journal of Optimization Theory and Applications, June 1977.
