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Select Publications
2024, 'EXPRESS: Driving Mobile App User Engagement through Gamification', Journal of Marketing Research, http://dx.doi.org/10.1177/00222437241275927
,2024, 'Household and retail panel data in retailing research: Time for a renaissance?', Journal of Retailing, 100, pp. 104 - 113, http://dx.doi.org/10.1016/j.jretai.2024.02.004
,2024, 'Marketing in the Health Care Sector: Disrupted Exchanges and New Research Directions', Journal of Marketing, 88, pp. 1 - 14, http://dx.doi.org/10.1177/00222429231213154
,2023, 'Retailing in times of soaring inflation: What we know, what we don't know, and a research agenda', Journal of Retailing, 99, pp. 322 - 336, http://dx.doi.org/10.1016/j.jretai.2023.07.002
,2023, 'Looking Ahead: ANZMAC’s Pivotal Role for Marketing Scholars Downunder', Australasian Marketing Journal, 31, pp. 196 - 198, http://dx.doi.org/10.1177/14413582221111198
,2023, 'Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation', Journal of Marketing, 87, pp. 319 - 336
,2023, 'Marketing at UNSW Sydney: Building Marketing Capability in Australasia', Customer Needs and Solutions, 10, http://dx.doi.org/10.1007/s40547-023-00139-6
,2022, 'From Vision to Reality: Lessons in Creating a Marketplace of Ideas', Journal of Marketing, 86, pp. 4 - 12, http://dx.doi.org/10.1177/00222429221129661
,2022, 'Cross-National Differences in Market Response: Line-Length, Price, and Distribution Elasticities in 14 Indo-Pacific Rim Economies', Journal of Marketing Research, 59, pp. 251 - 270, http://dx.doi.org/10.1177/00222437211058102
,2022, 'Spotlight Personnel: How Hiring and Turnover Drive Service Performance Versus Demand', Journal of Marketing Research, 59, pp. 797 - 820, http://dx.doi.org/10.1177/00222437211068049
,2021, 'Reality Check: Infusing Ecological Value into Academic Marketing Research', Journal of Marketing, 85, pp. 1 - 13, http://dx.doi.org/10.1177/0022242921992383
,2020, 'Leveraging Brand Equity for Effective Visual Product Design', Journal of Marketing Research, 57, pp. 257 - 277, http://dx.doi.org/10.1177/0022243720904004
,2019, 'Challenging the Boundaries of Marketing', Journal of Marketing, 83, pp. 1 - 4, http://dx.doi.org/10.1177/0022242919867086
,2019, 'Engaging the unengaged customer: The value of a retailer mobile app', International Journal of Research in Marketing, 36, pp. 420 - 438, http://dx.doi.org/10.1016/j.ijresmar.2019.03.003
,2019, 'JM as a Marketplace of Ideas', Journal of Marketing, 83, pp. 1 - 7, http://dx.doi.org/10.1177/0022242918818404
,2018, 'Building and leveraging sports brands: evidence from 50 years of German professional soccer', Journal of the Academy of Marketing Science, 46, pp. 591 - 611, http://dx.doi.org/10.1007/s11747-018-0580-y
,2018, 'Delusion in Attribution: Caveats in Using Attribution for Multimedia Budget Allocation', Journal of Marketing Research, http://dx.doi.org/10.1509/jmr.16.0112
,2018, 'Delusion in Attribution: Caveats in Using Attribution for Multimedia Budget Allocation', Journal of Marketing Research, 55, pp. 667 - 685, http://dx.doi.org/10.1177/0022243718802845
,2017, 'Marketing budget allocation across countries: The role of international business cycles', Marketing Science, 36, pp. 792 - 809, http://dx.doi.org/10.1287/mksc.2017.1046
,2017, 'Marketing research on product-harm crises: a review, managerial implications, and an agenda for future research', Journal of the Academy of Marketing Science, 45, pp. 593 - 615, http://dx.doi.org/10.1007/s11747-017-0558-1
,2017, 'The dynamic interplay between recorded music and live concerts: The role of piracy, unbundling, and artist characteristics', Journal of Marketing, 81, pp. 67 - 87, http://dx.doi.org/10.1509/jm.14.0473
,2017, 'How well does consumer-based brand equity align with sales-based brand equity and marketing-mix response?', Journal of Marketing, 81, pp. 1 - 20, http://dx.doi.org/10.1509/jm.15.0340
,2016, 'Analysing the motivations of Japanese international sports-fan tourists', European Sport Management Quarterly, 16, pp. 487 - 501, http://dx.doi.org/10.1080/16184742.2016.1188838
,2016, 'Brand buzz in the echoverse', Journal of Marketing, 80, pp. 1 - 24, http://dx.doi.org/10.1509/jm.15.0033
,2016, 'Robust optimization of the 0-1 knapsack problem: Balancing risk and return in assortment optimization', European Journal of Operational Research, 250, pp. 842 - 854, http://dx.doi.org/10.1016/j.ejor.2015.10.014
,2016, 'The Impact of the Business Cycle on Service Providers: Insights From International Tourism', Journal of Service Research, 19, pp. 22 - 38, http://dx.doi.org/10.1177/1094670515604846
,2015, 'The impact of pre- and post-launch publicity and advertising on new product sales', International Journal of Research in Marketing, 32, pp. 408 - 417, http://dx.doi.org/10.1016/j.ijresmar.2015.05.005
,2015, 'Fanning the flames? How media coverage of a price war affects retailers, consumers, and investors', Journal of Marketing Research, 52, pp. 674 - 693, http://dx.doi.org/10.1509/jmr.13.0260
,2015, 'The challenge of retaining customers acquired with free trials', Journal of Marketing Research, 52, pp. 217 - 234, http://dx.doi.org/10.1509/jmr.12.0160
,2014, 'Driving online and offline sales: The cross-channel effects of traditional, online display, and paid search advertising', Journal of Marketing Research, 51, pp. 527 - 545, http://dx.doi.org/10.1509/jmr.11.0466
,2013, 'Price and advertising effectiveness over the business cycle', Journal of Marketing Research, 50, pp. 177 - 193, http://dx.doi.org/10.1509/jmr.10.0414
,2013, 'Optimizing retail assortments', Marketing Science, 32, pp. 699 - 715, http://dx.doi.org/10.1287/mksc.2013.0800
,2013, 'Rising from the ashes: How brands and categories can overcome product-harm crises', Journal of Marketing, 77, pp. 58 - 77, http://dx.doi.org/10.1509/jm.10.0414
,2013, 'Driving Online and Offline Sales: The Cross-Channel Effects of Traditional, Online Display, and Paid Search Advertising', Journal of Marketing Research, 50, pp. 527 - 545, http://dx.doi.org/10.1177/002224371305000507
,2012, 'Sibling Rivalry: Estimating Cannibalization Rates for Innovations', GfK Marketing Intelligence Review, 4, pp. 32 - 41, http://dx.doi.org/10.2478/gfkmir-2014-0033
,2011, 'Incorporating context effects into a choice model', Journal of Marketing Research, 48, pp. 767 - 780, http://dx.doi.org/10.1509/jmkr.48.4.767
,2011, 'The sense and non-sense of holdout sample validation in the presence of endogeneity', Marketing Science, 30, pp. 1115 - 1122, http://dx.doi.org/10.1287/mksc.1110.0666
,2010, 'Estimating cannibalization rates for pioneering innovations', Marketing Science, 29, pp. 1024 - 1039, http://dx.doi.org/10.1287/mksc.1100.0575
,2010, 'Return on roller coasters: A model to guide investments in theme park attractions', Marketing Science, 29, pp. 721 - 737, http://dx.doi.org/10.1287/mksc.1090.0553
,2010, 'The long-term effect of marketing strategy on brand sales', Journal of Marketing Research, 47, pp. 866 - 882, http://dx.doi.org/10.1509/jmkr.47.5.866
,2010, 'What makes consumers willing to pay a price premium for national brands over private labels?', Journal of Marketing Research, 47, pp. 1011 - 1024, http://dx.doi.org/10.1509/jmkr.47.6.1011
,2009, 'Promotion dynamics', Foundations and Trends in Marketing, 3, pp. 177 - 268, http://dx.doi.org/10.1561/1700000010
,2009, 'Creating lift versus building the base: Current trends in marketing dynamics', International Journal of Research in Marketing, 26, pp. 13 - 20, http://dx.doi.org/10.1016/j.ijresmar.2008.06.006
,2008, 'Building brands', Marketing Science, 27, pp. 1036 - 1054, http://dx.doi.org/10.1287/mksc.1080.0358
,2008, 'Winners and losers in a major price war', Journal of Marketing Research, 45, pp. 499 - 518, http://dx.doi.org/10.1509/jmkr.45.5.499
,2007, 'Do loyalty programs really enhance behavioral loyalty? An empirical analysis accounting for self-selecting members', International Journal of Research in Marketing, 24, pp. 31 - 47, http://dx.doi.org/10.1016/j.ijresmar.2006.10.005
,2007, 'The impact of a product-harm crisis on marketing effectiveness', Marketing Science, 26, pp. 230 - 245, http://dx.doi.org/10.1287/mksc.1060.0227
,2007, 'Consumer Packaged Goods in France: National Brands, Regional Chains, and Local Branding', Journal of Marketing Research, 44, pp. 14 - 20, http://dx.doi.org/10.1509/jmkr.44.1.014
,2007, 'Consumer packaged goods in France: National brands, regional chains, and local branding', Journal of Marketing Research, 44, pp. 14 - 20, http://dx.doi.org/10.1509/jmkr.44.1.14
,2005, 'The proper interpretation of sales promotion effects: Supplement elasticities with absolute sales effects', Applied Stochastic Models in Business and Industry, 21, pp. 397 - 402, http://dx.doi.org/10.1002/asmb.577
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