Marketing Science

1982 - 2025

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Volume 18, issue 4, 1999

The Quality Double Whammy pp. 463-484

William Boulding, Ajay Kalra and Richard Staelin

When and How Is the Internet Likely to Decrease Price Competition? pp. 485-503

Rajiv Lal and Miklos Sarvary

The Decomposition of Promotional Response: An Empirical Generalization pp. 504-526

David R. Bell, Jeongwen Chiang and V. Padmanabhan

The Variety of an Assortment pp. 527-546

Stephen J. Hoch, Eric T. Bradlow and Brian Wansink

Success in High-Technology Markets: Is Marketing Capability Critical? pp. 547-568

Shantanu Dutta, Om Narasimhan and Surendra Rajiv

Why Analyst Overconfidence About the Functional Form of Demand Models Can Lead to Overpricing pp. 569-583

Alan L. Montgomery and Eric T. Bradlow

MDS Maps for Product Attributes and Market Response: An Application to Scanner Panel Data pp. 584-604

Rick L. Andrews and Ajay K. Manrai

Research Note: Overselling with Opportunistic Cancellations pp. 605-610

Eyal Biyalogorsky, Ziv Carmon, Gila E. Fruchter and Eitan Gerstner

Volume 18, issue 3, 1999

Introduction to the Special Issue on Managerial Decision Making pp. 195-195

Richard Staelin

The Success of Marketing Management Support Systems pp. 196-207

Berend Wierenga, Gerrit H. Van Bruggen and Richard Staelin

Accounting Profits Versus Marketing Profits: A Relevant Metric for Category Management pp. 208-229

Yuxin Chen, James D. Hess, Ronald T. Wilcox and Z. John Zhang

“Do the Right Thing:” Diverging Effects of Accountability in a Managerial Context pp. 230-246

Christina L. Brown

Commercial Use of UPC Scanner Data: Industry and Academic Perspectives pp. 247-273

Randolph E. Bucklin and Sunil Gupta

A Decision Support System for Planning Manufacturers' Sales Promotion Calendars pp. 274-300

Jorge M. Silva-Risso, Randolph E. Bucklin and Donald G. Morrison

PromoCast™: A New Forecasting Method for Promotion Planning pp. 301-316

Lee G. Cooper, Penny Baron, Wayne Levy, Michael Swisher and Paris Gogos

The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications pp. 317-332

Praveen K. Kopalle, Carl F. Mela and Lawrence Marsh

The Fundamental Templates of Quality Ads pp. 333-351

Jacob Goldenberg, David Mazursky and Sorin Solomon

SilverScreener: A Modeling Approach to Movie Screens Management pp. 352-372

Sanjeev Swami, Jehoshua Eliashberg and Charles B. Weinberg

Development and Implementation of a Segment Selection Procedure for Industrial Product Markets pp. 373-395

Mitzi Montoya-Weiss and Roger J. Calantone

Modeling the Evolution of Markets with Indirect Network Externalities: An Application to Digital Television pp. 396-416

Sachin Gupta, Dipak C. Jain and Mohanbir S. Sawhney

Risk Behavior in Response to Quotas and Contests pp. 417-434

Anil Gaba and Ajay Kalra

Industrial Pricing: Theory and Managerial Practice pp. 435-454

Peter M. Noble and Thomas S. Gruca

Commentary on “Industrial Pricing: Theory and Mangerial Practice” pp. 455-457

George E. Cressman , Jr.

Response to the Comments on “Industrial Pricing: Theory and Managerial Practice” pp. 458-459

Peter M. Noble and Thomas S. Gruca

Focus on Authors pp. 460-462

Anonymous

Volume 18, issue 2, 1999

The “Shopping Basket”: A Model for Multicategory Purchase Incidence Decisions pp. 95-114

Puneet Manchanda, Asim Ansari and Sunil Gupta

A Bayesian Model to Forecast New Product Performance in Domestic and International Markets pp. 115-136

Ramya Neelamegham and Pradeep Chintagunta

Product Proliferation: An Empirical Analysis of Product Line Determinants and Market Outcomes pp. 137-153

Barry L. Bayus and William P. Putsis, Jr.

Modeling the Effects of Advertised Price Claims: Tensile Versus Precise Claims? pp. 154-177

Sanjay K. Dhar, Claudia González-Vallejo and Dilip Soman

The Impact of Heterogeneity in Purchase Timing and Price Responsiveness on Estimates of Sticker Shock Effects pp. 178-192

Kwangpil Chang, S. Siddarth and Charles B. Weinberg

Volume 18, issue 1, 1999

Managing Advertising and Promotion for Long-Run Profitability pp. 1-22

Kamel Jedidi, Carl F. Mela and Sunil Gupta

Asymmetric and Neighborhood Cross-Price Effects: Some Empirical Generalizations pp. 23-41

Raj Sethuraman, V. Srinivasan and Doyle Kim

Competition in Durable Goods Markets: The Strategic Consequences of Leasing and Selling pp. 42-58

Preyas S. Desai and Devavrat Purohit

Manufacturer Allowances and Retailer Pass-Through Rates in a Competitive Environment pp. 59-76

Sang Yong Kim and Richard Staelin

What You Know About Customer-Perceived Quality: The Role of Customer Expectation Distributions pp. 77-92

Roland T. Rust, J. Jeffrey Inman, Jianmin Jia and Anthony Zahorik

Focus on Authors pp. 93-94

Anonymous

Volume 17, issue 4, 1998

Last Reflections of the Editor pp. 297-300

Richard Staelin

Process Innovation, Product Differentiation, and Channel Structure: Strategic Incentives in a Duopoly pp. 301-316

Sudheer Gupta and Richard Loulou

Consumption Self-Control by Rationing Purchase Quantities of Virtue and Vice pp. 317-337

Klaus Wertenbroch

Coordinating Channels Under Price and Nonprice Competition pp. 338-355

Ganesh Iyer

Brand Equity and Vertical Product Line Extent pp. 356-379

Taylor Randall, Karl Ulrich and David Reibstein

Response to Competitive Entry: A Rationale for Delayed Defensive Reaction pp. 380-405

Ajay Kalra, Surendra Rajiv and Kannan Srinivasan

Estimation of Consumer Demand with Stock-Out Based Substitution: An Application to Vending Machine Products pp. 406-423

Ravi Anupindi, Maqbool Dada and Sachin Gupta

Volume 17, issue 3, 1998

Mail versus Mall: A Strategic Analysis of Competition between Direct Marketers and Conventional Retailers pp. 181-195

Sridhar Balasubramanian

COSTA: Contribution Optimizing Sales Territory Alignment pp. 196-213

Bernd Skiera and Sönke Albers

Planning Media Schedules in the Presence of Dynamic Advertising Quality pp. 214-235

Prasad A. Naik, Murali K. Mantrala and Alan G. Sawyer

Utility Covariances and Context Effects in Conjoint MNP Models pp. 236-252

Rinus Haaijer, Michel Wedel, Marco Vriens and Tom Wansbeek

Inertia and Variety Seeking in a Model of Brand-Purchase Timing pp. 253-270

Pradeep Chintagunta

Editorial: A Discussion of Bait and Switch pp. 271-272

Richard Staelin

Does “Bait and Switch” Really Benefit Consumers? pp. 273-282

William L. Wilkie, Carl F. Mela and Gregory T. Gundlach

Yes, “Bait and Switch” Really Benefits Consumers pp. 283-289

James D. Hess and Eitan Gerstner

Does “Bait and Switch” Really Benefit Consumers? Advancing the Discussion … pp. 290-293

William L. Wilkie, Carl F. Mela and Gregory T. Gundlach

Focus on Authors pp. 294-295

Anonymous

Volume 17, issue 2, 1998

Similarities in Choice Behavior Across Product Categories pp. 91-106

Andrew Ainslie and Peter Rossi

Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective pp. 107-123

Kissan Joseph and Alex Thevaranjan

To Zap or Not to Zap: A Study of the Determinants of Channel Switching During Commercials pp. 124-138

S. Siddarth and Amitava Chattopadhyay

The Role of Sale Signs pp. 139-155

Eric T. Anderson and Duncan I. Simester

Product Line Design for a Distribution Channel pp. 156-169

J. Miguel Villas-Boas

Direct Estimation of Batsell and Polking's Model pp. 170-178

Sang-June Park and Minhi Hahn

Volume 17, issue 1, 1998

The Red and the Black: Mental Accounting of Savings and Debt pp. 4-28

Drazen Prelec and George Loewenstein

A Hierarchical Bayes Model of Primary and Secondary Demand pp. 29-44

Neeraj Arora, Greg M. Allenby and James L. Ginter

A Dynamic Model of the Duration of the Customer's Relationship with a Continuous Service Provider: The Role of Satisfaction pp. 45-65

Ruth Bolton

Shopping Behavior and Consumer Preference for Store Price Format: Why “Large Basket” Shoppers Prefer EDLP pp. 66-88

David R. Bell and James M. Lattin

Erratum to “Bias and Systematic Change in the Parameter Estimates of Macro-Level Diffusion Models” by Van den Bulte and Lilien pp. 89-89

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