Publications

Research Publications

  • With Y. Ma and D. Grewal, "The Club Store Effect: Impact of Shopping in Warehouse Club Stores on Consumers’ Packaged Food Purchases," Journal of Marketing, Vol. 55, No. 2, 193-207, 2018.
  • With H. Datta and H. van Heerde, “How Well Does Consumer-Based Brand Equity Align with Sales-Based Brand Equity and Marketing Mix Response?” Journal of Marketing, Vol. 81, Issue 3, 1-20, 2017
  • With P. Farris, “Managing Multi- and Omni-Channel Distribution: Metrics and Research Directions,” Journal of Retailing, Special Issue on Future of Retailing, Vol. 93, Issue 1, 120-135, 2017
  • With J. Emond, D. Gilbert-Diamond, Y. Ma, and D. Grewal, “The Home Food Environment and a Young Child’s Weight Status,” The FASEB Journal,  Vol. 29, No. 1, Supplement, 132.2, 2016
  • With S. Gupta, edited by R. Winer and S. Neslin, "Sales Promotion”, in History of Marketing Science, 2014
  • With K. Gedenk, T. Langer, Y.  Ma, and S. Neslin, “Consumer Response to Uncertain Promotions: An Empirical Analysis of Conditional Rebates”, International Journal of Research in Marketing, Vol. 31, Issue 1, 94-106, 2014
  • With S. Neslin, J. Luan, and G. Taylor, “Does Retailer CSR Enhance Behavioral Loyalty: A Case for Benefit Segmentation,” International Journal of Research in Marketing, Vol. 31, Issue 2, 156-167, 2014
  • With Y. Ma, and D. Grewal, “Soda Versus Cereal and Sugar Versus Fat: Drivers of Healthful Food Intake and the Impact of Diabetes Diagnosis,” Journal of Marketing, Vol. 77, Issue 3 (May), 101-120, 2013
  • "An Empirical Analysis of the Effect of Gasoline Prices on Consumer Shopping Behavior," Journal of Marketing, 2011
  • "When Wal-Mart Enters: How Incumbent Retailers React and How This Affects Their Sales Outcomes," Journal of Marketing Research, 2010
  • "Private Label Use and Store Loyalty," Journal of Marketing, 2008.
  • "Decomposition of the Sales Impact of Promotion-Induced Stockpiling," Journal of Marketing Research, August 2007
  • "Quantifying and Improving Promotion Profitability at CVS," Marketing Science, 2007
  • "Retailer Promotion Profitability: The Role of Promotion, Brand, Category, and Market Characteristics," Journal of Marketing Research, 2006
  • "Predicting Competitive Response to a Major Policy Change: Combining Game-Theoretic and Empirical Analysis," Marketing Science, 2005
  • "An Empirical Analysis of Retail Margins: The Role of Store Brand Share," Journal of Marketing, 2004
  • "Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble’s Value Pricing Strategy," Journal of Marketing, 2001
  • “The Retail Power-Performance Conundrum: What Have We Learned?” Journal of Retailing, Vol. 77, No. 3, 299-318, lead article, 2001
  • In top ten most downloaded articles from Journal of Retailing, Science Direct, 2004
  • With S. Neslin, and K. Gedenk, “Pursuing the Value Conscious Consumer: Store Brands Versus National Brand Promotions," Journal of Marketing Vol. 65, No. 1 (January), 71-89, 2001
  • With K. Gedenk, and S. Neslin, “Heterogeneity and Purchase Event Feedback in Choice Models: An Empirical Analysis with Implications for Model Building”, International Journal of Research in Marketing, Vol. 16, 177-198, lead article, 1999
  • With P. Farris, and E. Shames, “Trade Promotion: Essential to Selling Through Resellers”, Sloan Management Review, Vol. 41, No. 1 (Fall), 83-92, 1999
  • With P. Farris, and M. Parry, "Market Share and ROI: Observing the Effect of Unobserved Variables", International Journal of Research in Marketing, Vol. 16, 17-33, 1999
  • Earlier version also published by the Marketing Science Institute, Report No. 93-117
  • With S. Neslin, "The Effect of Promotion on Consumption: Buying More and Using it Faster", Journal of Marketing Research, Vol. 35, 390-398, 1998
  • Finalist for 2003 William F. O’Dell Award for the most significant long-term contribution to marketing theory, methodology, and/or practice
  • With P. Farris and M. Parry, “Explaining Variations in Advertising & Promotion/Sales Ratios: A Rejoinder”, Journal of Marketing, Vol. 61 (1), 93-96, 1997
  • With N. Borin and P. Farris, "Market Power and Performance: A Cross-Industry Analysis of Manufacturers and Retailers", Journal of Retailing, Vol. 71 (3), 211-248, lead article, 1995
  • Winner of first William Davidson Award for the best contribution to theory and practice in retail marketing, awarded by Journal of Retailing, 1997
  • With P. Farris and M. Parry, "Share and Growth are not Good Predictors of the A/S Ratio", Journal of Marketing, Vol. 58 (1), 86-97, 1994
  • Also published by the Marketing Science Institute, Report Number 93-105
  • With P. Farris and M. Parry, "Structural Analysis of Models with Composite Dependent Variables", Marketing Science, Winter, 73-94, 1992
  • With P. Farris, "Retail Power: Monster or Mouse?" Journal of Retailing, Vol. 68 (4), 351-369, 1992 
  • Featured in Stores, October, 1993
  • Also published by invitation by Marketing Science Institute, Report Number 92-129

Articles in Business Press

  • With P. Farris, “Retailers, Here’s Why You Shouldn’t Skimp on Promotions,” CMO Network, Forbes.com, November 7, 2013
  • With P. Farris, “How Companies Can Get Smart About Raising Prices”, Wall Street Journal, Monday, July 22, Page R1, 2013
  • “Why JC Penney Failed Under Ron Johnson,” US World & News Report.com, April 12, 2013
  • With J. Luan, “Does Corporate Social Responsibility Build Consumer Loyalty?” in CMO Strategy, Advertising Age, May 24, 2011
  • “Three Not-So-Easy Ways to Become an Admired Marketer, Economic Times, December 9, 2009
  • With S. Neslin, “Dodging the Risks of Major Marketing Change,” in CMO Strategy, Advertising Age, February 12, 2007
  • “Expert Commentary on Sales Promotion: A Pain in the Supply Chain” Harvard Business Review, Vol. 80, Issue 5 (May), 31-44, 2002
    Quoted by Grocery Management Association in “Words Worth Repeating”

Other Publications

  • With L. Guissoni, P. Farris, and M. Boccia, “The Multichannel Challenge at Natura in Beauty and Personal Care,” Darden Business Publishing Case # UVA-M-0943, 2017.
  • V. Weiler, P. Farris, and G. Yemen, “Uber Pricing Strategies and Marketing Communications,” Darden Business Publishing Case # UV6878, 2014.
  • “Colgate Wave: Using Conjoint Analysis For Pricing”, in Optimization Modeling with Spreadsheets, by Kenneth Baker, Duxbury Press, 2006
  • Case Analysis, ITC’s e-Choupal: Taking e-Business to Farmers,” Case Folio, July, ICFAI Center for Management Research, Hyderabad, India, 2003
  • With P. Farris, Carnation Infant Formula (A), in Cases in Advertising and Promotion Management, Fourth edition, by John Quelch and Paul Farris, Irwin publishers, 1994

Book

With P. Farris, Getting Multi-Channel Distribution Right, John Wiley & Sons publishers, May 2020.

Working Papers

  • With Y. Ma, M. Martos-Partal, and O. Gonzalez-Benito, “Private Label Supply by National Brand Manufacturers: Received Wisdom and Empirical Reality,” 2020.
  • With M. Vuegen, A. ter Braak, and L. Lamey, “How Mobile Self-Scanning Use Influences Consumers’ Grocery Purchases,” Marketing Science Institute Working Paper Series, No. 19-xxx, 2017.
  • With S. Van der Maelen, E. Breugelsmans, K. Cleeren, and S. Neslin, “Who Stays and Who Goes? Testing the Boundaries of Loyalty”, 2017.
  • With R. Dant and D. Grewal, “The Difference Between Perceptual and Objective Performance Measures: An Empirical Analysis,” Marketing Science Institute Working Paper Series, No. 04-001, 2004.
  • With K. Gedenk and S. Neslin, “Understanding Competition Between Retailers and Manufacturers: An Integrated Analysis of Store Brand and National Brand Deal Usage,” SSRN Working Paper, read abstract, 2003