Marketing
July 1, 2010
Paying Sales Professionals
Why compensation plans for sales people vary
Dominique Rouziès, Anne T. Coughlan, Erin Anderson and Dawn Iacobucci
June 1, 2010
Corralling Consumer Choice
Optimizing assortment size based on perceived attractiveness
Alexander Chernev and Ryan Hamilton
May 1, 2010
Learning to Use Regret
Studies in the negative emotions and how to use them
Neal J. Roese, Colleen Saffrey and Amy Summerville
April 5, 2010
Desire to Acquire
Powerlessness and compensatory consumption
Derek D. Rucker and Adam D. Galinsky
April 5, 2010
Surveying Sensitive Topics
New tools help correct for survey bias
Ulf Bockenholt and Peter van der Heijden
February 1, 2010
The Financial Hazards of Aging
Why older adults choose riskier investments
Gregory R. Samanez-Larkin, Camelia Kuhnen, Daniel J. Yoo and Brian Knutson
February 1, 2010
The Devil Is in the Detailing
Modeling physician choice of prescription drugs
Tulikaa Bhatia and Lakshman Krishnamurthi
January 1, 2010
Really, I Can Return It? Sold!
Optimizing your returns policy
Eric T. Anderson, Karsten Hansen and Duncan I. Simester
December 1, 2009
Balance in Advertising
Tailored marketing messages can counter consumers’ negative emotions
Aparna Labroo and Derek D. Rucker
November 1, 2009
Name-Letter Branding
How your name can influence your choices
Miguel Brendl, Amitava Chattopadhyay, Brett W. Pelham and Mauricio Carvallo
October 1, 2009
The Art of Persuasion
Aligning consumer goals with level of abstraction
Angela Y. Lee, Punam Anand Keller and Brian Sternthal
October 1, 2009
Colored by the Company You Keep
The effects of context on brand evaluations
Myungwoo Nam and Brian Sternthal
August 1, 2009
Rational Retail Pricing
Demand-based pricing versus past-price dependence
Shuba Srinivasan, Koen Pauwels and Vincent Nijs
August 1, 2009
Super-Premium Ice Cream
Merger effects on product variety
Michael J. Mazzeo, Michaela Draganska and Katja Seim
July 1, 2009
$1,000 Cash Back
Implications for customer and dealer negotiations
Meghan Busse, Jorge Silva-Risso and Florian Zettelmeyer
June 1, 2009
Sales Force Effectiveness
First ask the right questions
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
May 1, 2009
What’s in a Message Frame?
Sharing the good and the bad leads to more persuasive messaging
Derek D. Rucker, Richard E. Petty and Pablo Briñol
May 1, 2009
Too Conscious to Decide?
Unconscious evaluation enhances complex decision making
Ap Dijksterhuis, Maarten Bos, Loran Nordgren and Rick van Baaren
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