STUDY GUIDE FOR QUALIFYING EXAMS, September 2005
Consumer Behavior
1. Csiksentmihalyi, Mihaly (2000), “The Costs and Benefits of Consuming,” Journal of Consumer Research, 27 (September), 267-272.
2. Chaiken, Shelly and Charles Stangor (1987), “Attitudes and Attitude Change” Annual Review of Psychology, 38, 575-630.
3. Greenwald, Anthony G. and Mahzarin R. Banaji (1995), “Implicit Social Cognition: Attitudes, Self-Esteem, and Stereotypes,” Psychological Review, 102 (1), 4-27.
4. Higgins, E. Tory (1998), “Promotion and Prevention: Regulatory Focus as a Motivational Principle,” in Advances in Experimental Social Psychology, Vol. 30, ed. Mark P. Zanna, San Diego, CA: Academic Press, 1-46.
5. Johnson, Blair T. and Alice H. Eagly (1989), “Effects of Involvement on Persuasion: A Meta Analysis,” Psychological Bulletin, 106 (2), 290-314.
6. Kahneman, Daniel and Amos Tversky (1981), “The Framing of Decisions and the Psychology of Choice,” Science, New Series, 211 (Jan), 453-458.
7. Krishnamurthy, Parthasarathy, Patrick Carter, and Edward Blair (2001), “Attribute Framing and Goal Framing Effects in Health Decisions,” Organizational Behavior and Human Decision Process, 85 (2), 382-399.
8. Lutz, Richard J. (1975), “Changing Brand Attitudes through Modification of Cognitive Structure,” Journal of Consumer Research, 1 (March), 49-59.
9. McQuarrie, Edward F. and David Glen Mick (1999), “Visual Rhetoric in Advertising: Text-Interpretive, Experimental, and Read-Response Analysis,” Journal of Consumer Research, 26 (June), 37-54.
10. Olshavsky, Richard W. and Donald H. Granbois (1979), “Consumer Decision Making – Fact or Fiction?” Journal of Consumer Research, 6 (September), 93-100.
11. Park, C. Whan, Jun, Sung Youl, and MacInnis Deborah J. (2000), “Choosing What I Want Versus Rejecting What I Do Not Want: An Application of Decision Framing to Product Option Choice Decisions,” Journal of Marketing Research, 37 (2), 187-202.
12. Petty, Richard E. and Duane T. Wegener (1999), “The Elaboration Likelihood Model: Current Status and Controversies” in Dual Process Theories in Social Psychology, Eds: Chaiken and Trope, The Guilford Press.
13. Shugan, Steven M. (1980), “The Cost of Thinking,” Journal of Consumer Research, 7 (September), 99-11.
14. Thaler, Richard (1985), “Mental Accounting and Consumer Choice,” Marketing Science, 4(3), 199-215. NOTE: this was moved to its proper alphabetical place.
15. Zajonc, Robert B. and Hazel Markus (1982), “Affective and Cognitive Factors in Preferences,” Journal of Consumer Research, 9 (September), 123-131.
Marketing Models
Empirical Marketing Models
16. Bass, Frank M. (1969), “A New Product Growth for Model Consumer Durables,” Management Science, 15 (5), 215-227.
17. Sudhir, K. (2001), “Structural Analysis of Competitive Pricing in the Presence of a Strategic Retailer,” Marketing Science, 20 (3), 244-264.
18. Guadagni, Peter M., and John D. C. Little (1983), “A Logit Model of Brand Choice Calibrated on Scanner Data,” Marketing Science, 2 (3), 203-238.
19. Gupta, Sunil (1988), “Impact of Sales Promotions on When, What, and How Much to Buy,” Journal of Marketing Research, 25 (November), 342-355.
20. Lattin, James and John Roberts (1991), “Development and Testing of a Model of Consideration Set Composition,” Journal of Marketing Research, 28 (November) 429-440.
Theoretical Marketing Models
21. Anderson, Eric (2002), “Sharing the Wealth: When Should Firms Treat Customers as Partners?” Management Science, August, 48 (8), 955-972.
22. Hauser, John and Glen Urban (1979), “The Value Priority Hypotheses for Consumer Budget Plans,” Journal of Consumer Research, 12(2) 449-462.
23. Akerlof, George (1970), “The Market for ‘Lemons’: Qualitative Uncertainty and the Market Mechanism,” Quarterly Journal of Economics, 84, 488-500.
24. Jeuland, Abel and Steven Shugan (1983), “Managing Channel Profits,” Marketing Science, 2(3), 239-272.
25. Basu, Amiya, Rajiv Lal, V. Srinivasan, and Richard Staelin (1985) “Salesforce Compensation Plans: An Agency Theoretical Perspective,” Marketing Science, 4(4), 267-291.
Methods and Multivariate Analysis
26. Bagozzi, Richard P. and Jeffrey R. Edwards (1998), “A General Approach for Representing Constructs in Organizational Research,” Organizational Research Methods, 1 (January), 45 – 87.
27. Baron, Ruben M. and David A. Kenny (1986), “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations,” Journal of Personality and Social Psychology, 51 (6), 1173-1182.
28. Cote, Joseph A. and M. Ronald Buckley (1987), “Estimating Trait, Method, and Error Variance: Generalizing Across 70 Construct Validation Studies,” Journal of Marketing Research, 24 (August), 315 – 318.
29. Irwin, Julie and Gary McClelland (2001), “Misleading Heuristics and Moderated Multiple Regression Models,” Journal of Marketing Research, 38 (February), 100-109.
30. Churchill, Gilbert (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64 – 73.
31. Hutchinson, Wesley, Wagner Kamakura, and John Lynch (2000), “Unobserved Heterogeneity as an Alternative Explanation for ‘Reversal’ Effects in Behavioral Research,” Journal of Consumer Research, 27(3), 324-344.
32. Jarvis, Cheryl Burke, Scott B. Mackenzie, and Philip M. Podsakoff (2003), “A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research,” Journal of Consumer Research, 30(2), 199-219.
33. Peter, J. Paul (1981), “Construct Validity: A Review of Basic Issues and Marketing Practices,” Journal of Marketing Research, 18 (May), 133 – 145.
Strategy
34. Wilkie, William L. and Elizabeth S. Moore, (2003) “Scholarly Research in Marketing: Exploring the ‘4 Eras’ of Thought Development,” Journal of Public Policy & Marketing, 22 (2), 116–146.
35. Golder, Peter N. and Gerard J. Tellis (1993), “Pioneer Advantage: Marketing Logic or Marketing Legend,” Journal of Marketing Research, 30 (May), 158-168.
36. Levitt, Theodore (1960), “Marketing Myopia,” Harvard Business Review, (July-August).
37. Shankar, Venkatesh, Gregory S. Carpenter, Lakshman Krishnamurthi (1998), “Late Mover Advantages: How Innovative Late Entrants Outsell Pioneers,” Journal of Marketing Research, 35 (1), 54-71.
38. Rust, Roland T., Anthony J. Zahorik, and Timothy L. Keiningham (1995), “Return on Quality (ROQ): Making Service Quality Financially Accountable,” Journal of Marketing, 59 (April), 58-70.
39. Swaminathan, Vanitha, Richard J. Fox, and Srinivas K. Reddy (2001), “The Impact of Brand Extension Introduction on Choice,” Journal of Marketing 65 (October), 1-15.
40. Bergen, Mark, Shantanu Dutta, and Orville C. Walker, Jr. (1992), “Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories,” Journal of Marketing, 56 (July), 1-25.
41. Blattberg, Robert C., and John Deighton (1996), “Manage Marketing by the Customer Equity Test,” Harvard Business Review (July-August), 136-144.
42. Zeithaml, Valarie A. (1988), “Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence,” Journal of Marketing, 52 (July), 2-22.
Strategic Marketing Mix
43. Vargo, Stephen L. and Robert F. Lusch (2004), “Evolving to a New Dominant Logic for Marketing,” Journal of Marketing, 68(1), 324-336.
44. Anderson, Paul F. (1982), “Marketing, Strategic Planning, and the Theory of the Firm,” Journal of Marketing, 46 (Spring), 15-26.
45. Webster, Jr., Frederick E., Alan J. Malter, and Shankar Ganesan (2005), “The Decline and Disperson of Marketing Competence,” MIT Sloan Management Review 46 (4), 35-43.
46. Jaworski, Bernard J. and Ajay K. Kohli (1993), “Market Orientation: Antecedents and Consequences,” Journal of Marketing, 57 (July), 53-70.
47. Menon, Anil, and Sundar G. Bharadway, Phani Tej Adidam, Steven W. Edison (1999), “Antecedents and Consequences of Marketing Strategy Making: A Model and a Test,” Journal of Marketing, 63 (2), 18-41.
48. Narver, John C. and Stanley F. Slater (1990), “The Effect of a Market Orientation on Business Profitability,” Journal of Marketing, 54 (October), 20-35.
49. Porter, Michael E. (1996), “What is Strategy?” Harvard Business Review, 74 (November-December), 61-78.
50. Varadarajan, Rajan P. and Satish Jayachandran (1999), “Marketing Strategy: An Assessment of the State of the Field and Outlook,” Journal of the Academy of Marketing Science, 27 (2), 120-143.
51. Olson, Eric M., Stanley F. Slater, and G. Tomas M. Hult (2005), “The Performance Implications of Fit Among Business Strategy, Marketing Organization Structure, and Strategic Behavior,” Journal of Marketing 69 (July) 49-65.
Strategy and Competition
52. Day, George S., and Robin Wensley (1988), “Assessing Advantage: A Framework for Diagnosing Competitive Superiority,” Journal of Marketing, 52 (April), 1-20.
53. Jacobson, Robert and David Aaker (1985), “Is Market Share All That It’s Cracked Up to Be?” Journal of Marketing, 49 (4), 11-22.
54. Mitra, Debanjan and Peter N. Golder (2002), “Whose Culture Matters? Near-Market Knowledge and Its Impact on Foreign Market Entry Timing,” Journal of Marketing Research, 39 (3), 350-366.
55. Porter, Michael E. (1979), “How Competitive Forces Shape Strategy,” Harvard Business Review, March-April, 1-10.
Sales
56. Brown, Steven P. and Robert A. Peterson (1993), “Antecedents and Consequences of Salesperson Job Satisfaction,” Journal of Marketing Research, 30 (February), 63-77.
57. Jones, Eli, Paul Busch, and Peter Dacin, (2003), “Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and Intrapersonal Influences on Customer Service and Retention in Business-to-Business Buyer-Seller Relationships,” Journal of Business Research, 56, 323-340.
58. Speier, Cheri and Viswanath Venkatesh (2002), “The Hidden Minefields in the Adoption of Sales Force Automation Technologies,” Journal of Marketing, 66 (3), 98-111.
59. MacKenzie, Scott B., Phillip M. Podsakoff, and Michael Ahearne (1998), “Some Possible Antecedents and Consequences of In-role and Extra-role Salesperson Performance,” Journal of Marketing, 62(3), 87-99.
Public Policy and Marketing
60. Wilkie, William L. and Elizabeth S. Moore, (2003) "Marketing's Contributions to Society," Journal of Marketing, 63 (Special Millennium Issue), 198-219.
61. Andreasen, Alan R. (2002), “Marketing Social Marketing in the Social Change Marketplace,” Journal of Public Policy and Marketing, 21 (Spring), 3-13.
62. Qu, Riliang, and Christine T. Enner (2005), “Developing a Market Orientation in a Transitional Economy: The Role of government Regulation and Ownership Structure,” Journal of Marketing and Public Policy, 24 (1), 82-89.
63. Bloom, Paul N., Gregory T. Gundlach, and Joseph P. Cannon (2000), “Slotting Allowances and Fees: Schools of Thought and the Views of Practicing Managers,” Journal of Marketing, 64 (April), 92-108.
64. Sprott, David E. and Anthony D. Miyazaki (2002), “Two Decades of Contributions to Marketing and Public Policy: An Analysis of Research Published in Journal of Public Policy and Marketing,” Journal of Public Policy and Marketing, 21 (Spring), 105-125.
1