Research

Publications

From Free to Paid: Monetizing a Non-advertising-based App (with Jingcun Cao and Shibo Li), Journal of Marketing Research, 60(4), 707–727

Consumer Loyalty Programs and Retail Prices: Evidence from Gasoline Markets (with Federico Rossi), Marketing Science, 42(4):794-818.

Invited Commentary-“How Support for Black Lives Matter Impacts Consumer Responses on Social Media (with Jacquelyn S. Thomas),” Marketing Science, Vol. 41, No. 6, November–December 2022, pp. 1045–1052.

Incentivized Peer Referrals for Tuberculosis Screening: Evidence from India (with Jessica Goldberg and Mario Macis), American Economic Journal: Applied Economics, VOL. 15, NO. 1, JANUARY 2023 (pp. 259-91)

Show and Sell: Studying the Effects of Branded Cigarette Product Placement in TV Shows on Cigarette Sales (with Ali Goli, Simha Mummalaneni and Sanjay Dhar), Marketing Science, Volume 41, Issue 6, November-December 2022, Pages 1163-1180.

Government policy, strategic consumer behavior, and spillovers to retailers: The case of demonetization in India (with Yewon Kim and Bhuvanesh Pareek), Marketing Science, Volume 41, Issue 6, November-December 2022, Pages 1118-1144.

Mapping Consumers' Context-Dependent Consumption Preferences: A Multidimensional Unfolding Approach (with Junghyun Park and Minki Kim), Journal of Consumer Research, Volume 49, Issue 2, August 2022, Pages 202-228

Retail Store Formats, Competition and Shopper Behavior: A Systematic Review (with Andre Bonfrer and Sanjay Dhar), Journal of Retailing, Volume 98, Issue 1, March 2022, Pages 71-91.

Effects of Payment on User Engagement in Online Courses (with Ali Goli and S Sriram), Journal of Marketing Research, 2022, Vol. 59(1) 11-34

Commercial Success through Commercials? Advertising and Pay TV Operators (with Joonhyuk Yang and Jung-Youn Lee), Journal of Marketing Research, 2021, Vol. 58(5) 925-947

What Happens When a Retailer Drops a Product Category? Investigating the Consequences of Ending Tobacco Sales (with Ali Goli), Marketing Science, Vol. 40, No. 6, November–December 2021.

Drinking through good times and bad: The role of consumer differences (with Hailey Hayeon Joo, Minki Kim and Jungmin Lee), Journal of Marketing Research, 2021, Vol. 58(4) 721-741

Geography as branding: Descriptive evidence from Taobao (with Junhong Chu), Quantitative Marketing and Economics, 19, 53–92 (2021).

Social-Media, Influencers, and Adoption of an Eco-Friendly Product: Field Experiment Evidence from Rural China (with Wanqing Zhang and Manohar Kalwani), Journal of Marketing, Volume: 85 issue: 3, page(s): 10-27 (special issue on Better Marketing for a Better World)

Do Marketers Matter for Entrepreneurs? Evidence from a Field Experiment in Uganda (with Stephen Anderson, Frank Germann and Naufel Vilcassim), Journal of Marketing, Volume: 85 issue: 3, pp. 78–96 (special issue on Better Marketing for a Better World)

It’s About Time: A Call for More Longitudinal Consumer Research Insights (with Aparna Labroo), Journal of the Association of Consumer Research, 5, 3, 2020, pp. 240-247

Search Duration (with Raluca Ursu and Qingliang Wang), Marketing Science, Vol. 39, No. 5, September–October 2020, pp. 849–871

Marketing Mix Response across Retail Formats – The Role of Shopping Trip Types (with Pranav Jindal, Ting Zhu and Sanjay Dhar), Journal of Marketing, 2020, Vol. 84(2) 114-132

Assessing the sales impact of plain packaging regulation for cigarettes: Evidence from Australia (with Andre Bonfrer, John Roberts and David Corkindale), Marketing Science, Vol. 39, No. 1, January–February 2020, pp. 234–252

Search and Learning at a Daily Deals Website (with Mandy (Mantian) Hu and Ivy (Dang) Chu), Marketing Science, Vol. 38, No. 4, July–August 2019, pp. 609–642

Consumer Response to Chapter 11 Bankruptcy: Negative Demand Spillover to Competitors (with Cem Ozturk and Sriram Venkataraman), Marketing Science, Vol. 38, No. 2, March–April 2019, pp. 296–316

Capital Market Returns to New Product Development Success: Informational Effects on Product Market Advertising (with Kyung-mi Park and Inho Suk)," Journal of Marketing Research, 2019, Vol. 56(1) 37-56.

Price Uncertainty and Market Power in Retail Gasoline: The Case of an Italian Highway (with Federico Rossi), Marketing Science, Vol. 37, No. 5, September–October 2018, pp. 753–770

Licensing and Price Competition in Tied-Goods Markets: An Application to the Single-Serve Coffee System Industry (with Marco Shaojun Qin and Maria Ana Vitorino), Marketing Science, Vol. 37, No. 6, November–December 2018, pp. 883–911

Targeting Mr. or Mrs. Smith: Modeling and Leveraging Intra-household Heterogeneity in Brand Choice Behavior (with Hernan Bruno and Javier Cebollada), Marketing Science, Vol. 37, No. 4, July–August 2018, pp. 631–648

Personalization in Email Marketing: The Role of Non-Informative Advertising Content (with Navdeep Sahni and Christian Wheeler), Marketing Science 37, No. 2, March-April 2018, pp.236-258

Pharmaceutical Product Recalls, Category Effects and Competitor Response (with Ram Bala and Pradeep Bhardwaj), Marketing Science, 36, No. 6, November-December 2017, pp 931-943

Do Targeted Discount Offers Serve as Advertising? Evidence from 70 Field Experiments (with Dan Zou & Navdeep Sahni), Management Science, August 2017, Vol. 63, Issue 8, Pages 2688-2705.

Promotion Spillovers: Drug Detailing in Combination Therapy (with Qiang Liu and Hongju Liu), Marketing Science, Vol. 36, No. 3, May-June 2017, pp. 382-401.

Simultaneous or Sequential? Search Strategies in the U.S. Auto Insurance Industry (with Elisabeth Honka), Marketing Science, Vol. 36, No. 1, January-February 2017, pp. 21-42.

Price Transparency and Retail Prices: Evidence from Fuel Price Signs in the Italian Motorway (with Federico Rossi), Journal of Marketing Research, June 2016, Vol. 53, No. 3, pp. 407-423.

Price Reactions to Rivals' Local Channel Exits (with Cem Ozturk and Sriram Venkataraman), Marketing Science, 35, 4, Jul-Aug 2016, 588-604.

Satisfaction Spillovers across Categories (with Xiaojing Dong), Marketing Science, 35, 2, Mar-Apr 2016, 275-283.

Impact of Competition on Product Quality Decisions: Movie Choices of Exhibitors (with Yesim Orhun and Sriram Venkataraman), Marketing Science, 35, 1, Jan-Feb 2016, 73-92.

What's in a Name: Assessing the Value of Rebranding in the Hospitality Industry (with Yi-Lin Tsai and Chekitan Dev), Journal of Marketing Research, December 2015, Vol. 52, No. 6, pp. 865-878.

Service Quality Variability and Termination Behavior (with S Sriram and Puneet Manchanda), Management Science, November 2015, 61, 11, 2739-2759.

Wireless Carriers' Exclusive Handset Arrangements: An Empirical Look at the iPhone (with Ting Zhu & Hongju Liu), Customer Needs and Solutions, (2015) 2:177-190.

Structural models of complementary choices (with Berry et al), Marketing Letters, 25, 245-256, 2014.

Blogs, advertising and local-market movie box-office performance (with Shyam Gopinath and Sriram Venkataraman), Management Science, Volume 59 Issue 12, December 2013, pp. 2635-2654.

New Drug Diffusion when Forward-Looking Physicians Learn from Patient Feedback and Detailing (with Ron Goettler and Minki Kim), Journal of Marketing Research, Vol. XLIX (December 2012), 807-821.

Investigating brand preferences across social groups and consumption contexts (with Minki Kim), Quantitative Marketing & Economics, Volume 10, Number 3 (2012), 305-333.

Quantifying Transaction Costs in Online and Offline Grocery Channel Choice (with Junhong Chu and Javier Cebollada), Marketing Science, January/February 2012 vol. 31 no. 1 96-114.

Marketing Models of Consumer Demand (with Harikesh Nair), Marketing Science, 30, 6, Nov-Dec 2011, 977-996.

A Pre-Diffusion Growth Model of Intentions and Purchase (with Jonathan Lee), Journal of the Academy of Marketing Science, (2012) 40:137-154.

Effect of Marketing Contacts in Business Markets (with V. Kumar, S. Sriram and Anita Luo), Marketing Science, Vol. 30, No. 5, September-October 2011, pp. 924-940.

A new multivariate count data model to study multi-category physician prescription behavior (with Puneet Manchanda & Xiaojing Dong), Quantitative Marketing & Economics, Volume 9, Number 3, 301-337 (2011).

An Empirical Test of Warranty Theories in the U.S. Server and Automobile Markets, Journal of Marketing, Vol 75, 2, March 2011.

The Effects of Online User Reviews on Movie Box Office Performance: Accounting for Sequential Rollout and Aggregation Across Local Markets (with Sriram Venkataraman and Shyam Gopinath), Marketing Science, 29, 5, 944-957 (2010).

Complementarities and the Demand for Home Broadband Internet Services (with Ting Zhu & Hongju Liu), Marketing Science, 29, 4, 701-720 (2010).

The Effect of Signal Quality and Contiguous Word of Mouth on Customer Acquisition for a Video On Demand Service (with Sungjoon Nam and Puneet Manchanda), Marketing Science, 29, 4, 690-700 (2010).

Tipping and Concentration in markets with Indirect Network Effects (with J-P Dube and Gunter Hitsch), Marketing Science, 29, 2, 216-249 (2010).

Investigating Consumer Adoption of Related Technology Products (with S Sriram and Manoj Agarwal), Marketing Science, 29, 4, 701-720 (2010).

An Empirical Analysis of Shopping Behavior Across Online and Offline Channels for Grocery Products: The Moderating Effects of Household and Product Characteristics (with Junhong Chu, Marta Arce-Urriza and Javier Cebollada-Calvo), Journal of Interactive Marketing, 24 (2010), 251-268.

Information, Learning and Drug Diffusion: the Case of Cox-2 Inhibitors (Ginger Jin and Renna Jiang), Quantitative Marketing & Economics (2009) 7:399-443.

Nonparametric Discrete Choice Models with Unobserved Heterogeneity (with Richard Briesch and Rosa Matzkin), Journal of Business and Economic Statistics, 2010, April 2010, Vol. 28, No. 2, 291-307.

Learning Models (with S. Sriram), Review of Marketing Research, 6, 63-83.

Retailer Pricing and Competitive Effects (with Praveen Kopalle and others), Journal of Retailing 85 (1, 2009) 56-70.

Advertising Strategies in a Franchise System (with Simon-Pierre Sigue), European Journal of Operational Research, 198 (2009), 655-665.

How does Assortment Affect Grocery Store Choice? (with Richard Briesch and Ed Fox), Journal of Marketing Research, 46, 2, April 2009.

Quantifying the Benefits of Individual Level Targeting In the Presence of Firm Strategic Behavior (with Xiaojing Dong and Puneet Manchanda), Journal of Marketing Research, 46, 2, April 2009.

Measuring Marketing-Mix Effects in the Video-Game Console Market (with Harikesh Nair), Journal of Applied Econometrics, Vol. 24, No. 3, 2009, pp. 421-445.

Quantifying the Economic Value of Warranties in the U.S. Server Market (with Junhong Chu), Marketing Science, 28, 1, 99-121.

A Comparison of Within Household Price Sensitivity Across Online and Offline Channels (with Junhong Chu and Javier Cebollada), Marketing Science, 2008, 27, 2, 283-299.

The Role of Self Selection, Usage Uncertainty and Learning in the Demand for Local Telephone Service (with Sridhar Narayanan and Eugenio Miravete), Quantitative Marketing and Economics, 2007, 5: 1-34.

Learning and Exit of New Entrant Discount Airlines From City-Pair Markets (with Ashutosh Dixit), Journal of Marketing, 2007, 71:2, 150-168.

A Discrete/Continuous Model for Multi-Category Purchase Behavior of Households (with Inseong Song), Journal of Marketing Research, 2007, Volume XLIV, November, 595-612.

Assessing the Economic Value of Distribution Channels: An Application to the PC Industry (with Junhong Chu and Naufel Vilcassm), Journal of Marketing Research, 2007, Volume XLIV, February, 29-41.

Endogeneity and Simultaneity in Competitive Pricing and Advertising: A Logit Demand Analysis (with Vrinda Kadiyali and Naufel J. Vilcassim), Journal of Business, 2006, 79, 6, 2761-2787.

Structural Modeling in Marketing: Review and Assessment (with Tulin Erdem, Peter Rossi and Michel Wedel), Marketing Science, 25, 6, 604-616.

Effects of Brand Preference, Product Attributes, and Marketing Mix Variables in Technology Product Markets (with S. Sriram and Ramya Neelamegham), Marketing Science, 25, 5, 440-456.

Measuring Cross-Category Price Effects Using Aggregate Store Data (with Inseong Song), Management Science, 52, 10, October 2006, 1594-1609.

Sole Entrant, Co-optor or Component Supplier: Optimal End-Product Strategies for Manufacturers of Proprietary Component Brands (with R. Venkatesh and Vijay Mahajan), Management Science, 52, 4, 613-622.

The Effects of Banner Advertising on Consumer Inter-purchase Times and Expenditures in Digital Environments (with J-P Dube, Puneet Manchanda and Khim-Yong Goh), Journal of Marketing Research, 43 (February) 98-108.

Understanding Store Brand Purchase Behavior Across Categories (with Vishal Singh and Karsten Hansen), Marketing Science, 25, 1, 75-90.

Accounting for Primary and Secondary Demand Effects with Aggregate Data (with Harikesh Nair and Jean-Pierre Dube), Marketing Science, 24, 3, 2005, 444-460.

Temporal Differences in the Role of Marketing Communication in New Product Categories (with Sridhar Narayanan and Puneet Manchanda), Journal of Marketing Research, XLII, 3, August, 2005.

Estimating an SKU-level Brand Choice Model Combining Household Panel Data and Store Data (with J-P Dube), Journal of Marketing Research, XLII, 3, August, 2005.

Beyond the endogeneity bias: The effect of unmeasured brand characteristics on household-level brand choice models (with Jean-Pierre Dube and Khim-Yong Goh), Management Science, 51(5), 832-849.

Recovering SKU-level Preferences and Response Sensitivities from Market Share Models Estimated on Item Aggregates (with David Bell and Andre Bonfrer), Journal of Marketing Research, Vol. XLII, 169-182, May 2005.

Time Varying Competition (with K. Sudhir and Vrinda Kadiyali), Marketing Science, 24, 1, 96-109.

Strategic Pricing and Detailing Behavior in International Markets (with Ramarao Desiraju), Marketing Science, 24, 1, 67-80.

Diffusion of New Pharmaceutical Drugs in Developing and Developed Nations (with Ramarao Desiraju and Harikesh Nair), International Journal of Research in Marketing, 21, 4, 341-358.

Response Modeling with Non-Random Marketing Mix Variables (with Puneet Manchanda and Peter Rossi), Journal of Marketing Research, XLI, 4 (November 2004).

ROI Implications for Pharmaceutical Promotional Expenditures: The Role of Marketing Mix Interactions (with Sridhar Narayanan and Ramarao Desiraju), Journal of Marketing, 68, 4 (October), 90-105.

Responsiveness of Physician Prescription Behavior to Salesforce Effort: An Individual Level Analysis (with Puneet Manchanda), Marketing Letters, 2004, 15:2-3, 129-145.

Modeling and Forecasting the Sales of Technology Products (with Ramya Neelamegham), Quantitative Marketing & Economics, September 2004, 2, 3, 195-232.

Store brands: Who buys them and what happens to retail prices when they are introduced? (with Andre Bonfrer), Review of Industrial Organization, 24, 2, 195-218 (2004).

Structural Models of Competition: A Marketing Strategy Perspective, Chapter 5 in Assessing Marketing Strategy Performance, Christine Moorman and Donald Lehmann, editors, The Marketing Science Institute, 2004.

The Augmented Latent Class Model: Incorporating Additional Heterogeneity in the Latent Class Model for Panel Data (with Sajeev Varki), Journal of Marketing Research, XLI, May 2004, 226-233.

Empirical Analysis of Indirect Network Effects in the Market for Personal Digital Assistants (with Harikesh Nair & J-P Dube), Quantitative Marketing & Economics, 2, 1, 23-58 (2004).

A Micromodel of New Product Adoption with Heterogeneous and Forward-Looking Consumers: Application to the Digital Camera Category (with Inseong Song), Quantitative Marketing & Economics, 1, 4, 371-407 (2003).

Comment: Bayesian Analysis of Simultaneous Demand and Supply by Yang, Chen and Allenby (with J-P Dube), Quantitative Marketing & Economics, 1, 3, 293-298 (2003).

Balancing Profitability and Customer Welfare in a Supermarket Chain (with J-P Dube and Vishal Singh), Quantitative Marketing & Economics, Inaugural Issue, March 2003, 1, 1, 111-147.

Semiparametric Estimation of Brand Choice Behavior (with Richard Briesch and Rosa Matzkin), Journal of the American Statistical Association (JASA), 97, 460, 973-983.

The Proportional Hazard Model for Purchase Timing: A Comparison of Alternative Specifications, Journal of Business & Economic Statistics, 21, 3, 368-382.

Investigating the Effects of Store Brand Introduction on Retailer Demand and Pricing Behavior (with Andre Bonfrer and Inseong Song), Management Science, 48, 10, 2002.

Structural Applications of the Discrete Choice Model (with J-P Dube, et. al.) Marketing Letters, 13:3, 207-220, 2002.

Investigating Category Pricing Behavior in a Retail Chain, Journal of Marketing Research, 2002, 39, no. 2 (May 2002): p. 141-154.

Endogeneity and Heterogeneity in a Probit Demand Model: Estimation Using Aggregate Data (2001), Marketing Science, 20, 4, 442-456.

Market Structure Across Stores: An Application of a Random Coefficients Logit Model with Store Level Data (with J-P Dube and Vishal Singh), Advances in Econometrics, Volume 16, 2002, PH Franses and A Montgomery, editors.

A Panel Data Analysis of Household Brand Choices, Journal of Econometrics, 103 (2001), 111- 153 (with Ekaterini Kyriazidou and Josef Perktold).

Power in Manufacturer-Retailer Interactions: An Empirical Investigation of Pricing in a Local Market, Marketing Science, Spring 2000, 127-148 (with Vrinda Kadiyali and Naufel J. Vilcassim).

Investigating Household State Dependence Effects Across Categories, Journal of Marketing Research, November 1999, 488-500 (with Andrew Ainslie and P.B. Seetharaman).

A Bayesian Model to Forecast New Product Performance in Domestic and International Markets, Marketing Science, 18, 2, 115-136 (with Ramya Neelamegham)

Investigating Dynamic Multi-firm Market Interactions in Price and Advertising, Management Science, 45, 4, April 1999, 499-518 (with Vrinda Kadiyali & Naufel Vilcassim).

Variety Seeking, Purchase Timing and the "Lightning Bolt" Brand Choice Model, Management Science, 45, 4, April 1999, 486-498.

Inertia and Variety Seeking in a Model of Brand Purchase Timing, Marketing Science, 17, 3, 1998, 253-270

Product Line Extensions and Competitive Market Interactions:An Empirical Analysis, Journal of Econometrics, 89, March / April 1999, 339-364 (with Vrinda Kadiyali and Naufel J. Vilcassim).

Measuring the Effects of New Brand Introduction on Inter-Brand Strategic Interaction, European Journal of Operational Research, 118, 2, 315-331.

Representing Heterogeneity in Consumer Response Models, Marketing Letters, 8,3, July 1997 (with W deSarbo and others).

Investigating Purchase Timing Behavior in Two Related Product Categories, Journal of Marketing Research, 35 (February 1998), 43-53 (with Sudeep Haldar).

A Model of Inertia and Variety Seeking, International Journal of Research in Marketing, 15 (1998), 1-17 (with P.B. Seetharaman).

Household Heterogeneity and State Dependence in a Model of Purchase Strings: Empirical Results and Managerial Implications, International Journal of Research in Marketing, 14 (1997), 341-357 (with Sachin Gupta and Dick Wittink).

An Empirical Investigation of the "Dynamic McFadden" Model of Purchase Timing and Brand Choice: Implications for Market Structure, Journal of Business and Economic Statistics, 16, 1, 2-12 (with Alok R. Prasad).

Do Household Scanner Data Provide Representative Inferences from Brand Choices: A Comparison with Store Data, Journal of Marketing Research, November 1996 (with Sachin Gupta, Dick Wittink and Anil Kaul).

Investigating the Effects of a Line Extension / New Brand Introduction on Market Structure, Marketing Letters, 7, 4, 319-328, October 1996.

Empirical Analysis of Competitive Product Line Pricing Decisions: Lead, Follow or Move Together, Journal of Business, 69, 4, 459-488, October 1996 (with Vrinda Kadiyali & Naufel Vilcassim).

A Framework for Analyzing Habits, "Hand-of-Past," and Heterogeneity in Dynamic Brand Choice, Marketing Science, 1996, 15, 3, 280-299 (with Sudeep Haldar and Rishin Roy).

Pricing Strategies in a Dynamic Duopoly: A Differential Game Model, Management Science, November 1996 (with Vithala R. Rao).

Investigating Optimal Retailer Pricing Using Household Scanner Panel Data, Journal of Retailing, 71, 2, 103-128 (with Naufel J. Vilcassim).

Forecasting Restaurant Sales using Self-Selectivity Models, Journal of Retailing and Consumer Services, 4, 2, 117-128 (with Michael S. Morgan).

Investigating the Effects of Marketing Variables and Unobserved Heterogeneity in a Multinomial Probit Model, International Journal of Research in Marketing 1996, 13, 1-15 (with Bo E. Honore).

Empirical Implications of Unobserved Heterogeneity for Manufacturer and Retailer Pricing, Journal of Retailing and Consumer Services, 5, 1, 15-24 (with Naufel Vilcassim).

A Two-Period Repeated Game Advertising Investment Model for Oligopolistic Markets with an Application to the Beer Industry, Decision Sciences 1995, 26, 4 (with Naufel J. Vilcassim).

Dynamic Duopoly Models of Advertising Competition: Estimation and a Specification Tests, Journal of Economics and Management Strategy, 4,1, Spring 1995, 109-131. (with Dipak C. Jain).

Heterogeneous Logit Model Implications for Brand Positioning, Journal of Marketing Research, 31, May 1994, 304-312.

Marketing Investment Decisions in a Dynamic Duopoly: A Model and Empirical Analysis, International Journal of Research in Marketing, 11, 3, 1994, 387-306 (with Naufel J. Vilcassim).

Analyzing Household Brand Choice Behavior Using a Random Coefficients Logit Model, Journal of Business and Economic Statistics, 12, 3, 1994, 317-328 (with Dipak C. Jain and Naufel J. Vilcassim).

On Using Demographic Variables to Determine Segment Membership In Logit Mixture Models, Journal of Marketing Research, 31, February 1994, 128-136 (with Sachin Gupta).

Investigating the Sensitivity of Equilibrium Profits to Advertising Dynamics and Competitive Effects, Management Science , 39(9), September 1993, 1146-1162.

Investigating Purchase Incidence, Brand Choice and Purchase Quantity Decisions of Households, Marketing Science, 12(2) 1993, 184-208.

Estimating a Multinomial Probit Model of Brand Choice Using the Method of Simulated Moments, Marketing Science, 11(4), 1992, 386-407.

Investigating Heterogeneity in Nested Logit Models: A Modeling Approach and Empirical Analysis, International Journal of Research in Marketing, 9, 1992, 161-175.

A Dynamic Model of Channel Member Strategies for Marketing Expenditures, Marketing Science, 11(2), 1992, 168-188 (with Dipak C. Jain).

An Empirical Investigation of Advertising Strategies in a Dynamic Duopoly, Management Science, 38(9), September 1992, 1230-1244 (with Naufel J. Vilcassim).

Investigating Heterogeneity in Brand Preferences in Logit Models for Panel Data, Journal of Marketing Research, 33, November 1991, 417-428 (with Dipak C. Jain and Naufel J. Vilcassim).

Equilibrium Pricing and Advertising Strategies for Nondurable Experience Products in a Dynamic Duopoly, Managerial and Decision Economics, 14, 1993, 221-234 (with Vithala R. Rao, and Naufel J. Vilcassim).

A Study of Manufacturer-Retailer Marketing Strategies: A Differential Game Approach, Lecture Notes in Control and Information Sciences, Springer-Verlag (with Dipak Jain).

Understanding Customer Value in Business Markets: Methods of Customer Value Assessment, Journal of Business-to-Business Marketing, 1993, 1, 1, 3-30 (with J.C. Anderson and Dipak Jain).