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Introduction

This is a sampling of my research activities. Hopefully, this satisfies those of you who are curious about the way faculty spend time outside the classroom. I have placed some of the recent papers online. Look for the blue links to the Acrobat pdf formatted files.

Primary Focus of My Research

I employ a customer focused framework to examine the design and management of inter-firm relations. In contrast to the conventional approach that relies heavily on comparing the operational costs of the alternatives, this framework focuses on the delivery of value to customers, and on the lost efficiencies from not encouraging the use of productive assets by all parties. The protection of such assets is the primary basis of comparison. Among the specific topics studied using this governance cost approach includes the following:

Current Research Projects

  1. The use of multiple channels to execute multiple tasks.
  2. The management of outside contractors to develop new technology intended for subsequent inclusion in a new product. In particular, we are examining the transfer of patent rights to contractors as an incentive device to improve the quality of their deliverables. The pdma slides are here

Publications in Refereed Journals

Research papers are presented at conferences, and published in proceedings, books and refereed journals. The refereed journal publications are generally considered the most significant papers, as the peer review process is a pretty high hurdle. Below, I have organized my publications in refereed journals by their general area within marketing. Some of the manuscripts placed here are early working papers that were subsequently published in the journal mentioned.

Marketing Channels

  1. An Empirical Investiation of Private Label Supply by National Label Producers (with Xinlei Chen, Om Narasimhan, Tirtha Dhar) Marketing Science, forthcoming.
  2. Assessing the Effects of Switching a Channel (with Xinlei Chen, Om Narasimhan) (the Tech Appendix is here) Marketing Science, 2008.
  3. "When Does Vertical Coordination Improve Industrial Purchasing Relationships?" (with Arnt Buvik), Journal of Marketing, 2001
  4. "Understanding Participation Rates in Coop Plans in Channels," (with M. Bergen), Journal of Marketing Research , 1997.
  5. "Variations in the Contractual Terms of Cooperative Advertising Contracts: An Empirical Investigation," (with S Dutta, M. Bergen and A. Rao) Marketing Letters, 6 (1) 1995.
  6. "Understanding Dual Distribution in Industrial Markets: The Case of House Accounts and Reps," (with S. Dutta, M. Bergen and J. Heide) Journal of Law, Economics and Organization, 1995
  7. "Using Exclusive Territories When Dealers Can Bootleg", (with S. Dutta and M. Bergen), Marketing Science , Winter, 1994.
  8. "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," (with J. Heide), Journal of Marketing , January, 1988.
  9. "Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis," (with B. Weitz) Journal of Law Economics and Organization, 1988.
  10. "Opportunism and Clan Governance in the Management of Interorganizational Relationships in Marketing Channels: Causes and Consequences,"(with S. M. Leong and P. S. Busch), Singapore Journal of Marketing , March, 1986.
  11. "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research , August, 1984.

Personal Selling and Sales Management

  1. "Experimental Tests of An Agency Model of Sales Compensation," (with M. Ghosh ),Marketing Science, 2001. The Technical Appendix is available here.
  2. "Sales Compensation: An Empirical Investigation of Factors Related to the Use of Salary versus Incentive Compensation," (with B. Weitz), Journal of Marketing Research , February, 1989.
  3. "An Organizational Coordination Model of Sales Compensation: Theoretical Analysis and Empirical Test," (with A. Weiss and B. Weitz), Journal of Law, Economics and Organization , Fall, 1987.

Marketing Alliances and Relationships

  1. "When Should Original Equipment Manufacturers Use Branded Component Contracts With Suppliers?" (with Mrinal Ghosh) Journal of Marketing Research , November, 2009.
  2. "Strategic Fit in Industrial Alliances: An Empirical Test of Governance Value Analysis," (with Mrinal Ghosh), Journal of Marketing Research, August 2005.
  3. "Understanding Institutional Designs Within Marketing Value systems,"(with Stephen Carson,Timothy M. Devinney, Grahame R. Dowling), Journal of Marketing, 1999.
  4. "Do Norms Matter in Marketing Relationships?" (with J. Heide), Journal of Marketing , April, 1992.
  5. "Alliances in Industrial Purchasing: The Determinants of Joint Action In Buyer-Supplier Relationships'" (with J. Heide), Journal of Marketing Research, February, 1990.
  6. "Performance Outcomes of Purchasing Arrangements on Industrial Buyer-Vendor Relationships'" (with T. Noordeweir and J. R. Nevin), Journal of Marketing , October, 1990.

High Technology Marketing

  1. The Effectivenss of Trust Based Governance in Intger-Firm R&D Collaboration (with Stephen Carson, Anoop Madhok and Rohit Varman),Organization Science, 2003.
  2. "Marketing In Technology-Intensive Markets: Toward A Conceptual Framework " (with S. Dutta and A. M. Weiss), Journal of Marketing, 1999.
  3. "Combining Market Experiments with Industry Data in Transaction Cost Analysis: The Case of Licensing,"(with S. Dutta), Journal of Law, Economics, and Organization , 11 (1) April, 1995
  4. "Unbundling of Industrial Systems," (with L. Wilson and A. Weiss), Journal of Marketing Research, May, 1990.

Research Methods in Marketing

  1. "Learning From A Service Guarantee Quasi-Experiment," (with Chen, Hays, and Hill), Journal of Marketing Research , November, 2009.
  2. "The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels,"(with T. Reve), Journal of Marketing Research , November, 1982.

Marketing Strategy and Planning

  1. Understanding the Role of Trade-Ins in Durable Goods Markets: Theory and Evidence (with R. Rao and O. Narasimhan) Marketing Science 2009. The Technical Appendix is here.
  2. "Governance Value Analysis and Marketing Strategy," (with M. Ghosh), Journal of Marketing, 1999.
  3. "Organizational Structure Effects on the Credibility and Utilization of Marketing Plans," (with J. Martin), Journal of Marketing Research , May, 1984.

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