Research at Weatherhead School of Management

Bottom-up Learning in Marketing Frontlines: Conceptualization, Processes, and Consequences (Ye, Marinova, Singh 2012)
RETAIL CO-BRANDS AND CONSUMERS’ ATTRIBUTIONS OF RESPONSIBILITY (Newmeyer, Ruth 2012)
Uncovering Customer Profitability Segments for Business Customers (Niraj, Mark, Dawar 2012)
First and Second Order Effects of Consumers’ Institutional Logics on Relationship Marketing Mechanisms: A Cross-Market Comparative Analysis (Singh, Lentz, Nijssen 2011)
How Quality Drives the Rise and Fall of High-Tech Products (Niraj, Tellis, Yin 2011)
Nonlinear Effects in Relationships between Satisfaction, Attidudinal Loyalty, Purchase Loyalty and Behavioral Intentions (Jaiswal, Niraj 2011)
Sales Technology (Hunter 2011)
The Impact of Social Contagion on What to Buy, How to Buy and Where to Buy: Evidence from High-Tech Durable Goods Market (Niraj, Janakiraman 2011)
Context-General and Context-Specific Determinants of Online Satisfaction and Loyalty for Commerce and Content Sites (Jaiswal, Niraj, Venugopal 2010)
Does Quality Win? COMPETING AGAINST AN ENTRENCHED MARKET LEADER IN HIGH-TECH MARKETS (Tellis, Yin, Niraj 2010)
Pragmatic Learning Theory: An Inquiry-Action Framework for Distributive Consumer Learning in Online Communities (Jayanti, Singh 2010)
The Embedded Sales Force: Connecting Buying and Selling Organizations (Bradford, Brown, Ganesan, Hunter, Onyemah, Palmatier, Rouziès, Spiro, Sujan, Weitz 2010)
The Pursuit of Excellence in Process Thinking and Customer Relationship Management (Dickson, Lassar, Hunter, Chakravarti 2009)
Information and Inventory in Distribution Channels (Iyer, Niraj, Narasimhan 2007)
Customer Profitability in a Supply Chain (Niraj, Gupta, Narasimhan 2001)
Price Customization and Within Chain Data do not mix! (Niraj, Siddarth)
The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation (Alvarez, Dickson, Hunter)
When Institutional Work Backfires: Organizational Control of Professional Work in the Pharmaceutical Industry (Singh, Jayanti)

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