The Lundquist college's Department of Marketing is among the leading programs in the nation in research citations. Lundquist marketing faculty members conduct some of the most innovative and important research by marketing scholars. Current research areas include brand strategy, consumer behavior, high-tech product development, global marketing, supply chain and service relationships, marketing strategy, persuasion and advertising, and consumer protection. The Lundquist college's marketing faculty's research is multidisciplinary. Marketing faculty members have doctorates in six different fields. They publish research in the leading journals in marketing, social psychology, communication, supply chains, sports management, and international business.
"Trustmarks, Objective Source Ratings, and Implied Investments in Advertising: An Investigation of Website Signals," Journal of the Academy of Marketing Science, 2006, (with D. Aiken)
"The Development of Marketplace Persuasion Knowledge in Children, Adolescents and Young Adults," Journal of Public Policy and Marketing, Vol. 24, 2005, (with M. Friestad and P. Wright)
"What, and How, We Can Learn From Online Consumer Discussion Groups," Online Consumer Psychology: Understanding and Influencing Behavior in the Virtual World, 2004, (with L. Kahle)
"Family Communication and Children’s Purchasing Influence: A Cross-National Examination," Journal of Business Research, Vol. 55, 2002, (with G. Rose and A. Shoham)
"Dynamic Decision-Making: A Cross-Cultural Comparison of U.S. and Peruvian Export Managers," Journal of International Business Studies, Vol. 2, 2001, (with R. S. Marshall)
Current Projects
Book: Deception in the Marketplace. Mahwah, NJ: Lawrence Erlbaum Associates (with M. Friestad and P. Wright)
"Persuasion Knowledge: Lay People's and Researchers' Beliefs About the Psychology of Advertising," Journal of Consumer Research, Vol. 22, June, 1995, (with P. Wright)
"The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Vol. 21, June, 1994, (with P. Wright)
"Adolescent Skepticism Toward TV Advertising and Knowledge of Advertiser Tactics," Journal of Consumer Research, Vol. 21, June, 1994, (with D. Boush and G. Rose)
"Communicating Through Pictures and Words: Understanding the Role of Affect and Cognition in Processing Visual and Verbal Information," Psychology & Marketing, 2006, (with J. Sojka)
"Just My Type - Invited Abstract," Harvard Business Review, 2005, (with P. Henderson and J. Cote)
"Impression Management Using Typeface Design," Journal of Marketing, 2004, (with P. Henderson and J. Cote)
"Defining Consumer Satisfaction," Academy of Marketing Science, (with J. Cote)
"The Influence of Personality Traits on the Processing of Visual and Verbal Information," Marketing Letters, (with J. Sojka)
"Using Individual Differences to Detect Customer Shopping Patterns," The International Review of Retail, Distribution and Consumer Research, (with J. Sojka)
"Customer Retail Loyalty in the Context of Multiple Channel Strategies," Journal of Retailing, (with D. Wallace and J. Johnson)
Primary Research Areas
Informational influences (affect/design/interpersonal/strategic) on consumer responses.
"Brand Congruity and Comparative Advertising: When and Why Comparative Advertising Leads to Greater Elaboration,," Journal of Consumer Psychology, Vol. 14, 2004, (with Joseph R. Priester, Dhananjay Nayakankuppam, and Kiwan Park)
"The A2SC2 Model: The Influences of Attitudes and Attitude Strength on Consideration and Choice," Journal of Consumer Research, Vol. 30, 2004, (with Joseph R. Priester, Dhananjay Nayakankuppam, and Monique Fleming)
Marketing to Individual Consumers Online: The Influence of Perceived Control. Forthcoming in Karen Machleit, Curtis P. Haugtvedt and Richard Yalch (Eds.), Online Consumer Psychology: Understanding and Influencing Behavior in the Virtual World (with with J. Frank Yates).
Current Projects
"Consumer Preferences for Product Selection Modes: The Role of Rational and Experiential Processing" with Kyle Murray
"Effort as Information: The Influence of Perceived Decisional Effort on Willingness to Pay" with Dhananjay Nayakankuppam and J. Frank Yates
"Customization and Personalization: The Differential Effects of Perceived Decisional Control and Perceived Behavioral Control on Product Evaluations," with J. Frank Yates
"Interfunctional Coordination," Handbook of Global Supply Chain Management, 2006, (with Kate Vitasek)
"The Evolution of Forecasting Management: A 20-Year Longitudinal Study of Sales Forecasting Practices," Journal of Forecasting, Vol. 25, pp. 303-324, 2006, (with Teresa M. McCarthy, Donna F. Davis, and John T. Mentzer)
"An Empirical Examination of Relationship Magnitude," Journal of Business Logistics, Vol. 27, No. 1, pp. 81-108, 2006, (with John T. Mentzer) Web Link
"Exploring the Drivers of Interorganizational Relationship Structure," Journal of Business Logistics, Vol. 26, No. 2, pp. 47-71, 2005, (with John T. Mentzer) Web Link
A Balanced Approach to Research in Supply Chain Management. in Research Methodologies in Supply Chain Management, Physica-Verlag, 2005 (with Donna F. Davis and Teresa M. McCarthy).
"Conducting a Market Opportunity Analysis for the Air Cargo Industry," Transportation Journal, Vol. 42, No. 4, pp. 5-15, 2003, (with Teresa M. McCarthy and John T. Mentzer) Web Link
"A Conceptual Look at the Influence of Relationship Structure on the Disconfirmation Process in the Business-to-Business Context," Journal of Consumer Satisfaction/Dissatisfaction and Complaining Behavior, Vol. 16, pp. 117-131, 2003, (with S. Allen Broyles and Robert B. Woodruff) Web Link
"Relationship Magnitude and Its Role in Interorganizational Relationship Structure," Journal of Business Logistics, Vol. 24, No. 1, pp. 57-76, 2003, (with James H. Foggin and John T. Mentzer) Web Link
"The Impact of e-Commerce on Supply Chain Relationships," International Journal of Physical Distribution and Logistics Management, Vol. 32, No. 10, pp. 851-871, 2002, (with Donna F. Davis, Teresa M. McCarthy and John T. Mentzer) Web Link
"Implementing Collaborative Forecasting to Improve Supply Chain Performance," International Journal of Physical Distribution and Logistics Management, Vol. 32, No. 6, pp. 431-454, 2002, (with Teresa M. McCarthy) Web Link
Current Projects
"Commodity B2B Services: Does a Brand Differentiate the Provider?" with Adam Marquardt and Donna F. Davis, under second review.
"Leveraging IT Resources for Comparative Advantage: The Mediating Role of Market-Oriented IT Competence," with Donna F. Davis, in process.
"An Emergent Supply Chain Strategy for Entrepreneurial Technology Firms," with Helder Sebastiao, under second review.
"Two Sides to Every Story: A Comparison of Carrier and Shipper Relationship Views," in process.
"A Theory of Professional Distance in Service Relationships," with Michele Swift and Peter Mills, in process.
Creating Images and the Psychology of Marketing Communication. Lawrence Erlbaum, 2005 (with C. H. Kim).
Sports Marketing and the Psychology of Marketing Communication. Lawrence Erlbaum, 2004 (with Chris Riley).
"The New Paradigm Marketing Model," Journal of Euromarketing, Vol. 12, No. 3/4, p. 99-121, 2003, (with R. Scott Marshall and Fredric Kropp)
"Economic versus Personal Future-Oriented Attitudes as Consumer Shopping Indicators," Journal of Euromarketing, Vol. 12, No. 3/4, p. 35-54, 2003, (with Aviv Shoham, Greg Rose, Malcolm Smith, and Rajeev Batra)
"Are You Old School? An Investigation of the Sports Fans’ Attitudes and Values," Journal of Advertising Research, Vol. 42, p. 71-81, 2002, (with Ajay Sukhdial and Damon Aiken)
"Values, Susceptibility to Interpersonal Influence, and Attribute Importance Weights: A Nomological Analysis," Journal of Consumer Psychology, Vol. 11, No. 2, p. 115-128, 2001, (with Rajeev Batra and Pamela M. Homer)
"The Social Values of Fans for Men’s Versus Women’s University Basketball," Sport Marketing Quarterly, Vol. 10, No. 2, p. 156-162, 2001, (with Marc Duncan, Vassilis Dalakas, and Damon Aiken)
Cross-National Consumer Psychographics. International Business Press, 2000
"Dialectical Thinking in Consumer Decision Making," Journal of Consumer Psychology, Vol. 9, No. 1, p. 53-58, 2000, (with Raymond Liu, Gregory M. Rose, and Woo-Sung Kim)
Current Projects
Image marketing
Lifestyles
Primary Research Areas
International business; applied social psychology (attitudes, lifestyles, values); social adaptation theory; sports marketing; communication; consumer behavior; and research methodology
"Construct Validity of Spouses' Relative Influence Measures: An Application of the Direct Product Model," Journal of the Academy of Marketing Science, Vol. 24, 1996, (with C. Miller)
"Personal Values, Traveler Personality Type, and Leisure Travel Style," Journal of Leisure Research, Vol. 27, 1995
"Cognitive and Affective Determinants of Fan Satisfaction with Sporting Event Attendance," Journal of Leisure Research, Vol. 27, 1995
"Persuasion Knowledge: Lay People's and Researchers' Beliefs About the Psychology of Advertising," Journal of Consumer Research, Vol. 22, 1995, (with M. Friestad)
"The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Vol. 21, 1994, (with M. Friestad)
"Strategic Change Implementation and Performance Loss in the Frontlines," Journal of Marketing, October 2007, (with Marinova and Singh)
"Impact of Quality and Productivity Orientations on Unit Performance: The Role of Frontline Mechanism," Journal of Marketing, March 2008, (with Marinova and Singh)
Primary Research Areas
Marketing Strategy
Services Marketing
