“Dynamic Strategic Thinking” (with P. Dickson and W. Verbeke), Journal of the Academy of Marketing Science, vol. 29, no. 3, 2001.

“Advertising and Competition,” (with A. Abela), in Handbook of Marketing and Society, P. Bloom and G. Gundlach. Eds, Sage Publications, 2000

“Why is Five a Crowd in the Market Share Attraction Model: The Dynamic Stability of Competition,” (with P. Pfeifer, D. Reibstein, E. van Nierop), Darden Manuscript, 2001

“Trade Promotion: An Essential Part of Selling Through Resellers,” (Fall, 1999, Sloan Management Review, (with K. Aliwadi and E. Shames).

“Market Share and ROI: Observing the Effect of Unobserved Variables” (with K. Ailawadi and M. Parry), International Journal of Research in Marketing, February 1999.

“Path Dependencies and the Long-term Effects of Routinized Marketing Decisions” (with W. Verbeke, P. Dickson and E. van Nierop), Marketing Letters, Summer 1998.

"Consumer Response to the Preferred Brand Out-of-stock Situation" (1998) European Journal of Marketing (with Paul Farris and Roy Thurik).

“Market Power and Performance: A Cross-Industry Analysis of Manufactures and Retailers” (with N. Borin and K. Ailawadi), Journal of Retailing, Fall 1995. (Winner of William Davidson Award for best paper in 1995.)

“Market Share and Distribution: A Generalization, a speculation, and Some Implications” (with D. Reibstein), Marketing Science, vol. 14, no. 3 (part 2 of 2), 1995.

“A Model for Determining Retail Product Category Assortment and Space” (with N. Borin and J. Freeland), Decision Sciences, vol. 25, no. 3, May/June 1994.

“Retail Power: Monster or Mouse?” (with K. Ailawadi), Journal of Retailing, 1992.

“Structural Analysis of Models with Composite Dependent Variables” (with M. Parry and K. Ailawadi), Marketing Science, Summer 1992.

“A Pilot Test of Discrimination in Japanese Distribution Channels” (with N. Borin), Journal of Retailing, Spring 1991.

“An Empirical Comparison of Direct Product Profit and Existing Measures of SKU Productivity” (with N. Borin), Journal of Retailing, Fall 1990.

“Accounting for the Relationship between Market Share and ROI” (with M. Parry and F. Webster), Marketing Science Institute Working Paper, 1989.

“The Relationship between Distribution and Market Share” (with C. deKluyver and J. Olver), Marketing Science, Spring 1989. (A version of this paper has also been published by the Marketing Science Institute, Cambridge, MA.)

"Push and Pull:  A One-Two Punch for Packaged Products" (with J. Oliver), Sloan Management Review, Fall 1989

“Over Control in Advertising Experiments” (with D. Reibstein), Journal of Advertising Research, June 1984. Reprinted as a Journal of Advertising Research Classic, Vo. 50, No. 6, November-December, 2000. One of 18 articles selected in four decades 1960-2000.

“How Price, Ad Expenditures, and Profits Are Linked” (with D. Reibstein), Harvard Business Review, November-December 1979.

“Why Advertising and Promotion Costs Vary” (with R. Buzzell), Journal of Marketing, Fall 1979.

“Comparison Advertising: Problems and Potential” (with W. Wilkie), Journal of Marketing, October 1975.

 

BOOKS AND MONOGRAPHS

Advertising Budgeting: A Report from the Field (with E. Shames and D. Reibstein), American Association of Advertising Agencies, 1998.

The Advertising Controversy: Evidence on the Economic Effects of Advertising (with M. Albion), Auburn House, 1980.