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Marketing Research
One-Voice Strategy for Customer Engagement (Singh, Nambisan, Bridge, Brock 2021)
Reference Points in Consumer Choice Models: A Review and Future Research Agenda
(Wang, Niraj, Sun, Zhang, Gui 2021)
B2B E-Negotiations and Influence Tactics (Singh, Marinova, Singh 2020)
Ethical and legal considerations of artificial intelligence & algorithmic decision-making in personalized pricing
(Gerlick, Liozu 2020)
Good times and bad: responsibility in brand alliances
(Newmeyer, Ruth 2020)
A conceptual framework of ethical considerations and legal constraints in the algorithm-driven pricing function
(Gerlick, Liozu 2019)
Catalogue as a tool for reinforcing habits: Empirical evidence from a multichannel retailer
(Mark, Bulla, Niraj, Bulla 2019)
Incorporating reference products into modeling consumer choice decision: A mixtures-of-experts model
(Wang, Chung, Niraj, Sun 2019)
Insights into Long-Term Brand Success
(Gifford, Newmeyer 2019)
Synergies at the Intersection of Retailing and Organizational Frontlines Research (Singh, Arnold, Brady, Brown 2019)
A Typology of Brand Alliances and Consumer Awareness of Brand Alliance Integration (Newmeyer, Venkatesh, Chatterjee 2018)
Customer Query Handling in Sales Interactions: A Dynamic Analysis of Salesperson Effectiveness (Singh, Marinova, Singh, Evans 2018)
Frontline Problem Solving Effectiveness: A Dynamic Analysis of Verbal and Nonverbal Cues (Marinova, Singh, Singh 2018)
The effect of relationship and transactional characteristics on customer retention in emerging online markets Article
(Jaiswal, Niraj, Agarwal, Park 2018)
Brand Leaders: Driving Market Orientation
(Gifford, Newmeyer 2017)
Manifest Conflict, Customer Orientation and Performance Outcomes in International Buyer-Seller Relationships (Terawantonavong, Widing, Whitwell 2017)
The Emergent Field of Organizational Frontlines
(Singh, Brady, Arnold, Brown 2017)
To Prescribe or Not To Prescribe? Surrogate Decision Making For Life-Enhancing Products
(Marinova, Kozlenkova, Cuttler, Silvers 2017)
Charity at Check-Out: The Effect of Exchange Relationships
(Newmeyer, Obeng 2016)
Examining incentives to share demand information with your channel partner
(Niraj, Narasimhan 2016)
How the Emotions of a Leader Drive Sustainable Brand Growth
(Gifford, Newmeyer 2016)
Rivals or Peers: How Interbrand Relationships Impact Brand Attitude after a Product-Harm Crisis (Newmeyer, Dommer 2016)
The Effect of Perceptual Differences Between Firm Market Orientation and Salesperson Customer Orientation on Salesperson Performance (Chakrabarty, Widing 2016)
When Products and Brands Trade Hands: Proposing a Framework for Acquisition Success (Newmeyer, Swaminathan, Hulland 2016)
Quality-Efficiency Trade-offs in Service Organizations: A SFA-based Approach with Application in Health Care Services
(Zhu, Marinova, Singh 2015)
Assessing Omnichannel Behavor of Customers at a Multi-Channel Retailer (Mark, Bulla, Niraj, Bulla 2014)
Co-Branding Arrangements and Partner Selection: A conceptual Framework and Managerial Guidelines
(Newmeyer, Venkatesh, Chatterjee 2014)
Consumer Decision to Upgrade or Downgrade a Service Membership
(Marinova, Singh 2014)
Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing (Chakrabarty, Widing, Brown 2014)
The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation (Alvarez, Dickson, Hunter 2014)
Detecting item bias in latent construct between group comparisons: an illustrative example using multi-sample covariance structural equations modeling (Mishra, Ghosh 2013)
Price Customization and Within Chain Data do not mix!
(Niraj, Siddarth 2013)
When Institutional Work Backfires: Organizational Control of Professional Work in the Pharmaceutical Industry
(Singh, Jayanti 2013)
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)
Misalignment of Firm and Consumer Preferences for Advertising (Hawkins, Lazatti 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)
A Comparison and Expansion of the Bases Utilized for Evaluating Salespeople’s Performance (Jackson, Jr. , Schlacter, Bridges, Gallan 2010)
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)
Attenuating Suspicion by Revealing Seller Self-Interest: The Role of Categorical versus Situational Association of Sinister Attribution (Chatterjee, Ghosh 2009)
The Pursuit of Excellence in Process Thinking and Customer Relationship Management (Dickson, Lassar, Hunter, Chakravarti 2009)
Service-Logic Innovations: How to Innovate Customers, Not Products (Gallan, Michel, Brown 2008)
Information and Inventory in Distribution Channels
(Iyer, Niraj, Narasimhan 2007)
Customer Profitability in a Supply Chain (Niraj, Gupta, Narasimhan 2001)
Expertise and Innovation: An Experimental Study with Senior Executives in Marketing-Oriented Organizations (Sanger, Singh)
Impact Of Cultural Dimensions and Relationship Roles On Differential Innovation Performance in the U.S. and Japan (Ghosh)
“Systems-Savvy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance”, (Lyyytinen, St. Clair, Hunter, )
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