Marketing Science

1982 - 2025

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Volume 13, issue 4, 1994

Customer Satisfaction Incentives pp. 327-350

John Hauser, Duncan I. Simester and Birger Wernerfelt

The Impact of Dealing Patterns on Purchase Behavior pp. 351-373

Aradhna Krishna

The Effects of Television Advertising on Local Telephone Usage: Exploratory Data Analysis and Response Modeling pp. 374-391

Martin A. Koschat and Darius J. Sabavala

What Should You Do When Your Competitors Send in the Clones? pp. 392-411

Devavrat Purohit

Adoption, Transfers, and Incentives in a Franchise Network with Positive Externalities pp. 412-423

Barrie R. Nault and Albert S. Dexter

Volume 13, issue 3, 1994

Why the Bass Model Fits without Decision Variables pp. 203-223

Frank M. Bass, Trichy V. Krishnan and Dipak C. Jain

Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model pp. 224-247

Minhi Hahn, Sehoon Park, Lakshman Krishnamurthi and Andris A. Zoltners

Competitive Positioning in Markets with Nonuniform Preferences pp. 248-273

Asim Ansari, Nicholas Economides and Avijit Ghosh

A Model of Stochastic Variety-Seeking pp. 274-297

Minakshi Trivedi, Frank M. Bass and Ram C. Rao

Selling Formats for Search Goods pp. 298-309

Birger Wernerfelt

Nonlinear Pricing to Produce Information pp. 310-326

David J. Braden and Shmuel S. Oren

Volume 13, issue 2, 1994

Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach pp. 121-144

Murali K. Mantrala, Prabhakant Sinha and Andris A. Zoltners

The Effect of Package Coupons on Brand Choice pp. 145-164

Jagmohan S. Raju, Sanjay K. Dhar and Donald G. Morrison

Competition to Retain Customers pp. 165-176

A. M. McGahan and Pankaj Ghemawat

Signaling Quality by Selling Through a Reputable Retailer: An Example of Renting the Reputation of Another Agent pp. 177-189

Wujin Chu and Woosik Chu

Sleeping with the Enemy: Should Competitors Share the Same Advertising Agency? pp. 190-202

J. Miguel Villas-Boas

Volume 13, issue 1, 1994

Gaining More by Stocking Less: A Competitive Analysis of Product Availability pp. 3-22

Subramanian Balachander and Peter H. Farquhar

Experimental Evidence on the Negative Effect of Product Features and Sales Promotions on Brand Choice pp. 23-40

Itamar Simonson, Ziv Carmon and Suzanne O'Curry

Customer Base Analysis: An Industrial Purchase Process Application pp. 41-67

David C. Schmittlein and Robert A. Peterson

On the Function of Sales Assistance pp. 68-82

Birger Wernerfelt

The Governance of Exclusive Territories When Dealers can Bootleg pp. 83-99

Shantanu Dutta, Mark Bergen and George John

Durable-Goods Monopolists, Rational Consumers, and Improving Products pp. 100-120

Anirudh Dhebar

Volume 12, issue 4, 1993

A Retailer Promotion Policy Model Considering Promotion Signal Sensitivity pp. 339-356

J. Jeffrey Inman and Leigh McAlister

The Effect of Local Consideration Sets on Global Choice Between Lower Price and Higher Quality pp. 357-377

Itamar Simonson, Stephen Nowlis and Katherine Lemon

Modeling Loss Aversion and Reference Dependence Effects on Brand Choice pp. 378-394

Bruce G. S. Hardie, Eric J. Johnson and Peter S. Fader

Analyzing Duration Times in Marketing: Evidence for the Effectiveness of Hazard Rate Models pp. 395-414

Kristiaan Helsen and David C. Schmittlein

Cross-Validating Regression Models in Marketing Research pp. 415-427

Joel H. Steckel and Wilfried R. Vanhonacker

Volume 12, issue 3, 1993

Modeling Multiple Sources of Heterogeneity in Multinomial Logit Models: Methodological and Managerial Issues pp. 213-229

Füsun Gönül and Kannan Srinivasan

Warranty Policy and Extended Service Contracts: Theory and an Application to Automobiles pp. 230-247

V. Padmanabhan and Ram C. Rao

An Implemented System for Improving Promotion Productivity Using Store Scanner Data pp. 248-269

Magid M. Abraham and Leonard M. Lodish

Testing Predicted Choices Against Observations in Probabilistic Discrete-Choice Models pp. 270-279

Joel L. Horowitz and Jordan J. Louviere

Pretesting Questionnaires: Content Analyses of Respondents' Concurrent Verbal Protocols pp. 280-303

Ruth Bolton

Accounting for Heterogeneity and Nonstationarity in a Cross-Sectional Model of Consumer Purchase Behavior pp. 304-317

Peter S. Fader and James M. Lattin

Using Laboratory Experimental Auctions in Marketing Research: A Case Study of New Packaging for Fresh Beef pp. 318-338

Elizabeth Hoffman, Dale J. Menkhaus, Dipankar Chakravarti, Ray A. Field and Glen D. Whipple

Volume 12, issue 2, 1993

The Antecedents and Consequences of Customer Satisfaction for Firms pp. 125-143

Eugene W. Anderson and Mary W. Sullivan

A Look on the Cost Side: Market Share and the Competitive Environment pp. 144-166

William Boulding and Richard Staelin

Truth in Concentration in the Land of (80/20) Laws pp. 167-183

David C. Schmittlein, Lee G. Cooper and Donald G. Morrison

Investigating Purchase Incidence, Brand Choice and Purchase Quantity Decisions of Households pp. 184-208

Pradeep Chintagunta

Composite Dependent Variables and the Market Share Effect pp. 209-212

Robert Jacobson and David A. Aaker

Volume 12, issue 1, 1993

The Voice of the Customer pp. 1-27

Abbie Griffin and John Hauser

The Measurement and Determinants of Brand Equity: A Financial Approach pp. 28-52

Carol J. Simon and Mary W. Sullivan

Scale and Scope Effects on Advertising Agency Costs pp. 53-72

Alvin J. Silk and Ernst R. Berndt

An Empirical Investigation of Returns to Search pp. 73-87

Brian T. Ratchford and Narasimhan Srinivasan

Predicting Advertising Pulsing Policies in an Oligopoly: A Model and Empirical Test pp. 88-102

J. Miguel Villas-Boas

An Empirical Pooling Approach for Estimating Marketing Mix Elasticities with PIMS Data pp. 103-124

Venkatram Ramaswamy, Wayne S. Desarbo, David J. Reibstein and William T. Robinson

Volume 11, issue 4, 1992

Demand Signalling and Screening in Channels of Distribution pp. 327-347

Wujin Chu

An Equilibrium Analysis of Defensive Response to Entry Using a Coupled Response Function Model pp. 348-358

Thomas S. Gruca, K. Ravi Kumar and D. Sudharshan

Price Sensitivity and Television Advertising Exposures: Some Empirical Findings pp. 359-371

Vinay Kanetkar, Charles B. Weinberg and Doyle L. Weiss

Estimating Nonlinear Parameters in the Multinomial Logit Model pp. 372-385

Peter S. Fader, James M. Lattin and John D. C. Little

Estimating a Multinomial Probit Model of Brand Choice Using the Method of Simulated Moments pp. 386-407

Pradeep Chintagunta

Volume 11, issue 3, 1992

The Effect of Price Promotions on Variability in Product Category Sales pp. 207-220

Jagmohan S. Raju

Pulsing Policies for Aggregate Advertising Models pp. 221-234

Fred M. Feinberg

Dynamic Effects of the Order of Entry on Market Share, Trial Penetration, and Repeat Purchases for Frequently Purchased Consumer Goods pp. 235-250

Gurumurthy Kalyanaram and Glen L. Urban

The Dynamic Pricing of Next Generation Consumer Durables pp. 251-265

Barry L. Bayus

The Normative Impact of Consumer Price Expectations for Multiple Brands on Consumer Purchase Behavior pp. 266-286

Aradhna Krishna

Incorporating Reference Price Effects into a Theory of Consumer Choice pp. 287-309

Daniel S. Putler

An Aggregate Advertising Pulsing Model with Wearout Effects pp. 310-326

Hani I. Mesak

Volume 11, issue 2, 1992

An Application of a Product Positioning Model to Pharmaceutical Products pp. 117-132

Paul E. Green and Abba M. Krieger

New Brand Positioning and Pricing in an Oligopolistic Market pp. 133-153

Dan Horsky and Paul Nelson

Exploring the Relationship Between the Markets for New and Used Durable Goods: The Case of Automobiles pp. 154-167

Devavrat Purohit

A Dynamic Model of Channel Member Strategies for Marketing Expenditures pp. 168-188

Pradeep Chintagunta and Dipak Jain

A Probit Model of Choice Dynamics pp. 189-206

Purushottam Papatla and Lakshman Krishnamurthi

Volume 11, issue 1, 1992

A New Multidimensional Scaling Methodology for the Analysis of Asymmetric Proximity Data in Marketing Research pp. 1-20

Wayne S. Desarbo and Ajay K. Manrai

Brand Loyalty and Marketing Strategy: An Application to Home Appliances pp. 21-38

Barry L. Bayus

A Choice-Based Approach to the Diffusion of a Service: Forecasting Fax Penetration by Market Segments pp. 39-53

S. Weerahandi and S. R. Dalal

A Minimum Discrimination Information Estimation of Multiattribute Market Share Models pp. 54-63

Dennis H. Gensch and Ehsan S. Soofi

Assessing the Bias of Preference, Detection, and Identification Measures of Discrimination Ability in Product Design pp. 64-75

Bruce Buchanan and Pamela W. Henderson

Structural Analysis of Models with Composite Dependent Variables pp. 76-94

Paul W. Farris, Mark E. Parry and Kusum L. Ailawadi

Recall, Recognition and the Measurement of Memory for Print Advertisements: A Reassessment pp. 95-100

Adam Finn