Gary L. Lilien

Distinguished Research Professor of Management Science
The Pennsylvania State University

Office Address
468 Business Building
University Park, PA  16802
Tel: 814-863-2782
Fax: 814-863-0413
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Home Address
143 Hoyt Street
Apt. 2D
Stamford, CT 06905
Tel: 203-355-2740
 

EDUCATION

D.E.S.
 
Columbia University, 1973
School of Engineering and Applied Science
Field:  Operations Research
Dissertation: A Modified Linear Learning Model of Buyer Behavior with Pricing Implications
 
M.S.
 
Columbia University, 1968
School of Engineering and Applied Science
Field:  Operations Research
 
B.S.
 
Columbia University, 1967
School of Engineering and Applied Science
Field:  Operations Research
 

OCCUPATIONAL RECORD

1991-Present
 
Distinguished Research Professor of Management Science
The Smeal College of Business Administration
The Pennsylvania State University
 
2016-Present Distinguished Professor of Marketing
University of Technology, Sydney Australia

2012 Visiting Professor
NYU Stern School of Business

1983-Present
 
Founder and Research Director
Institute for the Study of Business Markets
The Pennsylvania State University
 
2003-2004
 
Freehills Visiting Professor
Australian Graduate School of Management
University of New South Wales
 
1981-1991
 
Research Professor of Management Science
The Smeal College of Business Administration
The Pennsylvania State University
 
1989-1990
 
Visiting Professor of Marketing
Australian Graduate School of Management
University of New South Wales
 
1988-1989
 
Chairman, Management Science Department
The Smeal College of Business Administration
The Pennsylvania State University
 
1977-1981
 
Associate Professor of Management Science
The Sloan School of Management
Massachusetts Institute of Technology
 
1973-1977
 
Assistant Professor of Management Science
The Sloan School of Management
Massachusetts Institute of Technology
 
1968-1973
 
Supervisor, Marketing and Special Studies
Group and OR Associate
Mobil Corporation
 

SCHOLARLY WORK

REFEREED ARTICLES

  1. "A System of Promotional Models," Management Science, Vol. 19, No. 2, October 1972 (with A. G. Rao), pp. 152-160.
  2. "A Note on Offshore Oil Field Development Problems and Suggested Solutions," Management Science, Vol. 20, No. 4, December 1973, pp. 536-539.
  3. "A Modified Linear Learning Model of Buyer Behavior," Management Science, Vol. 20, No. 7, March 1974, pp. 1027-1036.
  4. "Application of a Modified Linear Learning Model of Buyer Behavior," Journal of Marketing Research, Vol. 11, August 1974, pp. 279-285.
  5. "A Model for Manpower Management," Management Science, Vol. 21, No. 12, August 1975 (with A. G. Rao), pp. 1447-1457.
  6. "A Model for Allocating Retail Outlet Building Resources Across Market Areas," Operations Research, January-February 1976 (with A. G. Rao), pp. 1-14.
  7. "Optimal Weightlifting," in Machol, Ladanay and Morrison, eds., Management Science in Sports, Special Issue of Management Science, 1976, pp. 101-112.
  8. "Industrial Advertising Effects and Budgeting Practices," Journal of Marketing, Vol. 40, January 1976 (with A. J. Silk, J-M. Choffray, and M. Rao), pp. 16-24.
  9. __________, reprinted in E. J. McCarthy, et al., Readings in Basic Marketing, Rev. Ed., Homewood, IL, Irwin, 1978, pp. 252-266.
  10. "The ADVISOR Project: A Study of Industrial Marketing Budgets," Sloan Management Review, Spring 1976 (with J. D. C. Little), pp. 17-31.
  11. __________, reprinted in Engineering Management Review, Vol. 7, No. 2, June 1979.
  12. "Assessing Response to Industrial Marketing Strategy," Journal of Marketing, Vol. 42, No. 2, April 1978 (with J-M. Choffray), pp. 20-31.
  13. __________, reprinted in Readings in Industrial Marketing, Agerwal, Burger and Reid, Eds., Prentice Hall: Englewood Cliffs, NJ, 1985.
  14. "A Utility Model for Product Positioning," Stanley Zionts, ed., Multiple Criteria Problem Solving: Theory, Methodology and Practice, Springer-Verlag, 1978 (with R. L. Keeney), pp. 321-334.
  15. "A New Approach to Industrial Market Segmentation," Sloan Management Review, Vol. 19, No. 3, Spring 1978 (with J-M. Choffray), pp. 17-30.
  16. "The Market for Solar Cooling: Perceptions, Response and Strategy Implications," Management Science, Special Issue on Energy Policy, North Holland Publishing Co., Vol. 10, 1978 (with J-M. Choffray), pp. 209-226.
  17. "Emerging Approaches to Retail Outlet Management," Sloan Management Review, Vol. 20, No. 2, Winter 1979 (with A. G. Rao), pp. 27-36.
  18. "Un Modele Operationnel pour le Developpement de Produits Industriels Nouveaux," Encyclopedie de Marketing (with J-M. Choffray), 1979.
  19. "ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products," Management Science, Vol. 25, No. 2, February 1979 (refereed as an Exceptional Paper), pp. 191-204.
  20. __________, reprinted in Marketing Modalities: An Advanced Reader by Salim Qureshi; Ginn Press: Lexington, MA, 1985.
  21. "A Model Based Methodology for Assessing Market Response for New Industrial Products," Research in Marketing, Vol. 3, Jagdish Sheth, ed., JAI Press, 1980 (with J-M Choffray), pp. 37-81.
  22. "Reply to Farris and Buzzell's Comment on ADVISOR 2 Paper," Management Science, Vol. 26, No. 1, January 1980, pp. 101-105.
  23. "Bayesian Estimation and Control of Detailing Effort in a Repeat Purchase Diffusion Environment," Management Science, May 1980 (with A. G. Rao, S. Kalish), pp. 493-507.
  24. "Implications of Diffusion Models for Accelerating the Diffusion of Innovation," Technological Forecasting and Social Change, Vol. 17, No. 14, August 1980, pp. 339-351.
  25. "Industrial Market Segmentation by the Structure of the Purchasing Process," Industrial Marketing Management, Vol. 9, No. 4, October 1980 (with J-M. Choffray), pp. 331-342.
  26. "Analyzing Natural Experiments in Industrial Markets," Management Science, Special Issue on Marketing Planning, A. A. Zoltners, ed., TIMS Studies in the Management Sciences, Vol. 18, New York: North Holland Publishing Company, 1982 (with A. Ruzdic), pp. 241-269.
  27. "DESIGNOR: Decision Support Procedure for Industrial Product Design," Journal of Business Research, Vol. 10, No. 2, September 1982 (J-M. Choffray), pp. 185-197.
  28. "Government Support for New Technologies: Theory and Application to Photovoltaics," Applications of Management Science, R. Schultz, ed., Greenwich, CT, JAI Press, 1982, pp. 77-125.
  29. "A Descriptive Model of the Trade-Show Budgeting Decision Process," Industrial Marketing Management, Vol. 12, No. 1, February 1983, pp. 25-29.
  30. "Optimal Price Subsidy Policy for Accelerating the Diffusion of Innovation," Marketing Science, Vol. 2, No. 4, Fall 1983 (with S. Kalish), pp. 407-420.
  31. "An International Comparison of the Determinants of Industrial Marketing Expenditures," Journal of Marketing, Vol. 48, Winter 1984 (with D. Weinstein), pp. 46-53.
  32. "An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry," Journal of Marketing Research, Vol. 21, February 1984 (with M. A. Wong), pp. 1-11.
  33. "Efficiency of Alternative Bargaining Procedures: An Experimental Study," Journal of Conflict Resolution, Vol. 28, No. 2, June 1984 (with K. Chatterjee), pp. 270-295.
  34. "New Industrial Product Performance: The Effects of Market Characteristics and Strategy," Journal of Product Innovation Management, Vol. 2, No. 3, September 1985 (with E. Yoon), pp. 134-144.
  35. "A Market Entry Timing Model for New Technologies," Management Science, Vol. 32, No. 2, February 1986 (with S. Kalish), pp. 194-205.
  36. "A Decision-Support System for Evaluating Sales Prospects and Launch Strategies for New Industrial Products," Industrial Marketing Management, Vol. 15, 1986 (with J-M. Choffray), pp. 75-85.
  37. "Applications of Innovation Diffusion Models in Marketing," in Mahajan and Wind, eds., Innovation Diffusion Models of New Product Acceptance, Ballinger Publishing, 1986 (with S. Kalish), pp. 235-279.
  38. "When to Go to Market?: A New Product Launch-Time Decision Model," AMA Educators' Proceedings, American Marketing Association, Chicago, IL, 1986 (with E. Yoon), pp. 400-405.
  39. "Game Theory in Marketing Science: Uses and Limitations," International Journal of Research in Marketing, Vol. 3, North-Holland, 1986 (with K. Chatterjee), pp. 79-93.
  40. "Academic Research in MS/OR: Science or Trivial Pursuit?" Interfaces, Vol. 16, No. 3, May-June 1986 (with Ron Halse), pp. 41-48.
  41. "New Industrial Product Design and Evaluation Using Multiattribute Value Analysis," Journal of Product Innovation Management, Vol. 2, No. 3, 1987 (with R. L. Keeney), pp. 185-198.
  42. "La performance des nouveaux produits industriels: reexamen des recherches empiriques," Recherche et Applications en Marketing, Vol. II, No. 3, 1987 (with E. Yoon), pp. 53-67.
  43. "Business Marketing: Present and Future," Journal of Industrial Marketing and Purchasing, Vol. 2, No. 3, 1987, pp. 3-21.
  44. "An Exploratory Analysis of the Dynamic Behavior of Price Elasticity Over the Product Life Cycle: An Empirical Analysis of Industrial Chemical Products," in T. Devinney, ed., Issues in Pricing: Theory and Research (with E. Yoon), D. C. Heath & Co., Lexington, MA, 1988.
  45. "New Industrial Product Performance: Models and Empirical Analysis," in A. Woodside, ed., Advances in Business Marketing, Vol. 3, 1988 (with J-M. Choffray and E. Yoon), JAI Press Inc., Greenwich, CT, pp. 49-77.
  46. "Characteristics of Industrial Distributor's Innovation Activities: An Exploratory Study," Journal of Product Innovation Management, Vol. 5, No. 3, September 1988 (with E. Yoon), pp. 227-240.
  47. "Determinants of New Industrial Product Performance: A Strategic Reexamination of the Empirical Literature," IEEE Transactions on Engineering Management, Vol. 36, No. 1, February 1989 (with E. Yoon), pp. 3-10.
  48. "Analyse structurelle des determinants du comportement innovatif des entreprises industrielles," Recherche et Applications en Marketing, Vol. IV, No. 2, 1989 (with St?phane Gauvin), pp. 1-20.
  49. "The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products," Management Science, Vol. 36, No. 5, May 1990 (with E. Yoon), pp. 568-585.
  50. "The Impact of Information and Computer Based Training on Negotiators' Performance," Theory and Decision, Special Issue on Group Decision Support Systems, Vol. 28, July 1990 (with S. Gauvin and K. Chatterjee), pp. 331-354.
  51. "On Optimal Salesforce Compensation in the Presence of Production Learning Effects," International Journal of Research In Marketing, Vol. 7, Dec. 1990 (with J. Dearden), pp. 179-188.
  52. "Multiple Source Procurement Competitions," Marketing Science, Vol. 10, No. 3, Summer 1991 (with S. Seshadri and K. Chatterjee), pp. 246-263.
  53. "Workshop on Analytic Marketing: Model Building with Lotus 1-2-3," Proceedings of the 1991 AMA Microcomputers in Marketing Education Conference, San Diego, August 1991.
  54. "Developing and Testing a Contingency Paradigm of Group Choice in Organizational Buying," Journal of Marketing Research, Vol. 28, November 1991 (with E. Wilson and D. Wilson), pp. 452-466.
  55. "Using Single Informants to Study Group Choice: An Examination of Research Practice in Organizational Buying," Marketing Letters, Vol. 3, No. 3, July 1992 (with E. Wilson), pp. 297-305.
  56. "An Experimental Study of Alternative Preparation Aids for International Negotiations," Group Decision and Negotiations, Vol. 1, 1992 (with J. Eliashberg, S. Gauvin and A. Rangaswamy), pp. 243-267.
  57. "New Methods for Estimating Business Markets," Journal of Business-to-Business Marketing, Vol. 1, No. 2, 1993 (with R. Brown and J. Ulvila), pp. 33-65.
  58. "Marketing Models: Reflections and Predictions," Proceedings of the 20th International Research Seminar in Marketing, LaLonde, France, June 1993 (with J. Eliashberg), pp. 158-176.
  59. "Mathematical Marketing Models: Some Historical Perspectives and Future Projects" (with J. Eliashberg), in J. Eliashberg and G. L. Lilien, eds., Handbooks in Operations Research and Management Science: Marketing, Vol. 5, Elsevier Science Publishers B.V., Amsterdam, 1993, Chapter 1, pp. 3-23.
  60. "Explanatory and Predictive Models of Consumer Behavior" (with J. Roberts) in J. Eliashberg and G. L. Lilien, eds., Handbooks in Operations Research and Management Science: Marketing, Vol. 5, Elsevier Science Publishers B.V., Amsterdam, 1993, Chapter 2, pp. 27-82.
  61. "Industrial Innovation and Firm Performance: A Re-Conceptualization and Exploratory Structural Equation Analysis," International Journal of Research in Marketing, Vol. 10, No. 4, December 1993 (with P. Soni and D. Wilson), pp. 365-380.
  62. "Marketing Strategy Models" (with Yoram (Jerry) Wind) in J. Eliashberg and G. L. Lilien, eds., Handbooks in Operations Research and Management Science: Marketing, Vol. 5, Elsevier Science Publishers B.V., Amsterdam, 1993, Chapter 17, pp. 773-826.
  63. "Marketing Models: Past, Present and Future," Research Traditions in Marketing, G. Laurent, B. Pras and G. L. Lilien, eds., Kluwer Academic Publishers, Norwell, MA, 1994, Chapter 1, pp. 1-20.
  64. "Commentary by Gary L. Lilien," in Research Traditions in Marketing, G. Laurent, G. L. Lilien, and B. Pras, eds., Kluwer Academic Publishers, Norwell, MA, 1994, pp. 262-264.
  65. "A Business Market Segmentation Procedure for Product Planning" (with G. R. Dowling and P. K. Soni), Journal of Business-to-Business Marketing, Vol. 1, No. 4, 1993 pp. 31-57.
  66. "New 'Brainstorming' Principles," (with John R. Rossiter), Australian Journal of Management, Vol. 19, No. 1, Australian Graduate School of Management, 1994, pp. 61-72.
  67. "Why Bass Model Estimates May Be Biased (and What It Means)" (with Christophe Van den Bulte), Proceedings of the 24th EMAC Conference, Paris, May 1995, pp. 2045-2051.
  68. "A Three-stage Model of Industrial Trade Show Performance" (with S. Gopalakrishna), Marketing Science, Vol. 14, No. 1, Winter 1995, pp. 22-42.
  69. "Do Trade Shows Pay Off?" (with S. Gopalakrishna, J. D. Williams and I. K. Sequeira), Journal of Marketing, Vol. 59, No. 3, July 1995, pp. 75-83.
  70. "Searching for Generalizations in Business Marketing Negotiations" (with J. Eliashberg, and N. Kim), Marketing Science, Special Issue on Empirical Generalizations in Marketing, Volume 14, No. 3, Part 2 of 2, 1995, pp. G47-G60.
  71. "A Game-Theoretic Analysis of Capacity Competition in Non-Differentiated Oligopolistic Markets" (with James A. Dearden and Eunsang Yoon), Proceedings of the International Workshop on Dynamic Competitive Analysis in Marketing, Berlin: Spring-Verlag, 1996, pp. 199-225.
  72. "Minimizing technological oversights: A marketing research perspective" (with Jehoshua Eliashberg and Vithala R. Rao) in Technological Innovation: Oversights and Foresights, Raghu Garud, Praveen Rattan Nayyar, and Zur Baruch Shapira, eds., New York: Cambridge University Press, 1997, pp. 214-230.
  73. "Software Tools for New Product Development" (with A. Rangaswamy), Journal of Marketing Research, Special Issue on Innovation and New Products, Vol. XXXIV, February 1997, pp. 177-184. Reprinted in Marketing Engineering, Fred van Eenennaam, Celine M. Krielaart, and Robert A. van der Zwart (eds.), Samson, Deventer, The Netherlands, 1999, pp. 141-146.
  74. "Generalizing About Trade Show Effectiveness: A Cross-National Comparison," (with Marnik G. Dekimpe, Pierre Francois, Srinath Gopalakrishna, and Christophe Van den Bulte), Journal of Marketing, Vol. 61, No. 4, October 1997, pp. 55-64.
  75. "Bias and Systematic Change in the Parameter Estimates of Macro-Level Diffusion Models" (with Christophe Van den Bulte), Marketing Science, Vol. 16, No. 4, 1997, pp. 338-353.
  76. "Doctoral Programs in Business-to-Business Marketing: Status and Prospects" (with Erwin Danneels), Journal of Business-to-Business Marketing, Vol. 5, Nos. 1/2, 1998, pp. 7-38.
  77. "A Program of Action for Business-to-Business Doctoral Programs: A Reply to Grahame Dowling" (with Erwin Danneels), Journal of Business-to-Business Marketing, Vol. 5, Nos. ?, 1998, pp. 39-40.
  78. "Marketing and Production Capacity Strategy for Non-Differentiated Products: Winning and Losing at the Capacity Cycle Game" (with James A. Dearden and Eunsang Yoon), International Journal of Research in Marketing, Vol. 16(1), 1999, pp. 57-74.
  79. "Modeled to bits: Decision models for the digital, networked economy" (with Arvind Rangaswamy), International Journal of Research in Marketing, Vol. 17, Nos. 2-3, September 2000, pp. 227-235.
  80. "A 7-Point Program for Successful Academic Research in Marketing," Australasian Marketing Journal, Vol. 8, No. 2, 2000, pp. 69-72.
  81. "Medical Innovation Revisited: Social Contagion versus Marketing Effort" (with Christophe Van den Bulte), American Journal of Sociology, Vol. 106, No. 5, March 2001, pp. 1409-1435.
  82. "The marketing engineering imperative: Introduction to the special issue," (with Arvind Rangaswamy), 2001, Interfaces, Vol. 31, No. 3, Part 2 of 2 (May-June), pp. S1-S7.
  83. "Special Issue: Marketing Engineering" (with Arvind Rangaswamy, eds.), Interfaces, 2001, Vol. 31, No. 3, Part 2 of 2 (May-June).
  84. "Bridging the marketing theory--practice with marketing engineering" (with Arvind Rangaswamy, Gerrit H. van Bruggen and Berend Wierenga), Journal of Business Research, Special Issue: Marketing theory in the next millennium, 2002, Vol. 55, No. 2 (February), pp. 111-121.
  85. "Technological opportunism and radical technology adoption: An application to e-business" (with Arvind Rangaswamy and Raji Srinivasan), Journal of Marketing, 2002, Vol. 66, No. 3, pp. 47-60.
  86. "Performance assessment of the lead user idea-generation process for new product development" (with Pamela D. Morrison, Kathleen Searls, Mary Sonnack and Eric von Hippel), Management Science, 2002, Vol. 48, No. 8 (August), pp. 1042-1059. 94.85. Translated and reprinted in Recherches et Applications en Marketing (Journal of the Academie Francaise de Marketing)
  87. "Informants in organizational marketing research: Why use multiple informants and how to aggregate responses" (with Gerrit H. van Bruggen and Manish Kacker), Journal of Marketing Research, 2002, Vol. XXXIX (November), pp. 469-478.
  88. "Wie het weet die noet dat zeegen: Het aggregeren van informantgevens in organisationeel marktonderzoek" (with G. H. van Bruggen and M. Kacker), in Ontwikkelingen in het marktonderzoek, Jaarboek, Markt Onderzoek Associatie, Amsterdam, 2003, pp. 75-88.
  89. "Offering online recommendations to impatient, first-time customers with conjoint based segmentation trees" (with Arnaud DeBruyn, John Liechty, and Eelko K. R. E. Huizingh), in Marketing: Responsible and Relevant? Proceedings of the 32nd EMAC Conference, Michael Saren and Alan Wilson, eds., Glasgow: European Marketing Academy Conference, 20-23 May 2003, p. 105.
  90. "First in, first out? The effects of network externalities on pioneer survival" (with Arvind Rangaswamy and Raji Srinivasan), Journal of Marketing, 2004, Vol. 68, No. 1 (January), pp. 41-58.
  91. "DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception," Information Systems Research, September 2004, Vol. 15, No. 3, pp. 216-235.
  92. "Turning Adversity into Advantage: Does Proactive Marketing During a Recession Pay Off??" (with Raji Srinivasan and Arvind Rangaswamy), International Journal of Research in Marketing, June 2005, Vol. 22, Iss. 2; pg. 109-125 (Winner, 2005 Best Paper Award, IJRM).
  93. "The Emergence of Dominant Designs," (with Raji Srinivasan and Arvind Rangaswamy) Journal of Marketing, Vol. 70, Number 2 April 2006 pp 1-17.
  94. "Location, Location, Location: How Structural Embeddedness Affects Project Success in Open Source Systems" (with Rajdeep Grewal and Girish Mallapragada), Management Science, Vol. 52, No. 7 (July) pp 1043-1056.
  95. "Mapping the bounds of incoherence: How far can you go and how does it affect your brand?" (with Ujwal Kayande, John Roberts and Duncan Fong) Marketing Science, forthcoming.
  96. "Offering Online Recommendations with Minimal Customer Input with Conjoint-based Segmentation Trees," with Arnaud DeBruyn, Eelko Huizingh and John Liechty Marketing Science Vol. 27, No. 3, May–June 2008, pp. 443–460.
  97. "A Multi-Stage Model of Word-Of-Mouth Influence" with Arnaud de Bruyn International Journal of Research in Marketing Vol 25 No 3 Sept 2008, pp 151-163.
  98. "The Survival of High Tech Firms: The Role of Diversity of Product-Market Portfolio, Patents and Trademarks" Raji Srinivasan and Arvind Rangaswamy International Journal of Research in Marketing Vol 25, No 2 June 2008 pp 119-128.
  99. "The University Ranking Game: Modeling the Competition among Universities for Ranking," with Raj Grewal and James A. Dearden American Statistician 2008 Vol 62 (3), 232-237.
  100. "An Exploratory Study of Trade Show Formation and Diversity" with Jianan Wu and Ani Dasgupta Journal of Business to Business Marketing Volume 15, No 4 2008 pp397-424.
  101. "How Incorporating Feedback Mechanisms in a DSS Affects DSS Evaluations," with Ujwal Kayande, Arnaud De Bruyn, Arvind Rangaswamy and Gerrit Van Bruggen, Information Systems Research, Vol. 20, No. 4, December pp. 527–546.
  102. "Calculating, Creating and Claiming Value in Business Markets: Status and Research Agenda" (with Raj Grewal and others) Marketing Letters 2010 Vol. 21 No. 3 pp 287-299.
  103. "Prediction Markets as Institutional Forecasting Support Systems" with Gerrit H. Van Bruggen, Martin Spann, and Bernd Skiera, Decision Support Systems 2010 Vol. 49 November pp. 404-416.
  104. "Should Firms Spend More on Research and Development and Advertising During Recessions?" (with Raji Srinivasan and Sridhari Sridhar) Journal of Marketing, Vol. 75, No. 3 (May) pp. 49-65.
  105. "Bridging the Academic-Practitioner Divide in Marketing Decision Models" Journal of Marketing Vol 75, Number 4 (July) pp. 196-210.
  106. "The Total Product Design Concept and an Application to the Auto Market" with Raji Srinivasan, Arvind Rangaswamy, Gina Pingatore, and Daniel Seldin, Journal of Product Innovation Management Vol 29, Supplement S1 (December) 2012, pp. 3-20.
  107. "User-Generated Open Source Products: Founder's Social Capital and Time-to-Market" with Girish Malapragada and Rajdeep Grewal, Marketing Science Vol. 31, No. 3, May-June 2012, pp. 474-492.
  108. "Performance Implications of Deploying Marketing Analytics" with Frank Germann and Arvind Rangaswamy, International Journal of Research in Marketing (forthcoming).
  109. "Effective Marketing Science Applications: Insights from the ISMS Practice Prize Papers and Projects" with John Roberts and Venkatesh Shankar Marketing Science Vol. 32, No. 2, March April 2013, pp. 229-245.
  110. "The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads" with Gaurav Sabnis, Sharmila Chatterjee, and Rajdeep Grewal, Journal of Marketing Vol. 77, No. 1 (January) 2013, pp. 52-67.
  111. "Purchasing Managers' Perceived Bias in Supplier-Selected Referrals" with Mahima Hada and Raj Grewal, Journal of Supply Chain Management, Vol. 49, No. 4 (October) 2013, pp. 81-95.
  112. "Marketing's role in innovation in business-to-business firms: Status, issues, and research agenda" with Abbie Griffin et. al, Marketing Letters, Vol. 24, No. 2 (2013), pp. 323-337.
  113. "Framing the university ranking game: Actors, motivations, and actions" with James Dearden and Raj Grewal, Ethics in Science and Environmental Politics (2014) Vol. 13 (May), pp 131-139.
  114. "Supplier-Selected Referrals" with Mahima Hada and Raj Grewal, Journal of Marketing: March 2014, Vol. 78, No. 2 (2014), pp. 34-51. 
  115. "Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls" with Christian Schmitz and Yeo-Cheong Lee, Journal of Marketing, Vol. 78 (May 2014), pp. 1-19. 
  116. "Do Retailers Benefit from Deploying Customer Analytics?" with Frank Germann, Lars Fiedler and Matthias Kraus, Journal of Retailing, (December 2014) 90-4, pp. 587-593.
  117. "Business-to-Business (B2B) Buying: Challenges and Opportunities" with Raj Grewal and others. Journal of Customer Needs and Solutions, (2015) Vol 2, pp. 193-215.
  118. "The B2B Knowledge Gap" International Journal for Research in Marketing, (2016) Vol 33 Issue 3 (September) pp. 543-556.
  119. "Sales Representative Departures and Customer Reassignment Strategies in B2B Markets" (2017) with Huanhuan Shi, Hari Sridhar, and Raj Grewal. Journal of Marketing forthcoming.

BOOKS

  1. Market Planning for New Industrial Products, John Wiley and Sons, Inc., New York, 1980 (with J-M. Choffray), 294 pp.
  2. Marketing Decision Making: A Model Building Approach, Harper & Row: New York, 1983 (with P. Kotler), 875 pp.
  3. Instructor's Manual to Accompany Marketing Decision Making: A Model Building Approach (with P. Kotler), Harper & Row: New York, 1983, 125 pp.
  4. Marketing Mix Analysis with Lotus 1-2-3 (book and software), The Scientific Press: Redwood City, CA, 1986, 206 pp.
  5. Analyse des Decisions Marketing, Avec Lotus 1-2-3 (with Pierre Y. Desmet), Gestion Economica: Paris, 1987, 205 pp
  6. Teacher's Manual to Accompany Marketing Mix Analysis with Lotus 1-2-3, The Scientific Press: Redwood City, CA, February 1987, 55 pp.
  7. Marketing Management: Analytic Exercises with Lotus 1-2-3 (book and software), The Scientific Press: Redwood City, CA, 1988, 183 pp.
  8. Teacher's Manual for Marketing Management: Analytic Exercises with Lotus 1-2-3, The Scientific Press, Redwood City, CA, 1988, 165 pp.
  9. Industrial and New Technologies Marketing, Proceedings of the 16th International Research Seminar in Marketing, Editor (with Jacques Laban, Institut d'Administration des Entreprises d'Aix en Provence), LaLonde les Maures, France, May 17-19, 1989.
  10. Excellence in Management Science (with A. Assad and E. Wasil), Prentice Hall, Englewood Cliffs, NJ, 1992, 505 pp.
  11. Marketing Models (with P. Kotler and S. Moorthy), Prentice Hall, Englewood Cliffs, NJ, 1992, 803 pp.
  12. Instructor's Manual to Accompany Marketing Models, Prentice Hall, Englewood Cliffs, NJ, 1992, 149 pp.
  13. Marketing Management: Exercises for Spreadsheets (book and software), Second Edition, The Scientific Press, South San Francisco, CA, 1993, 238 pp.
  14. Handbooks in Operations Research and Management Science: Marketing, Vol. 5 (with J. Eliashberg, ed.), Elsevier Science Publishers B.V., Amsterdam, 1993, 895 pp.
  15. Research Traditions in Marketing (with G. Laurent and B. Pras, eds.), Kluwer Academic Publishers, Boston, MA, 1994, 442 pp.
  16. Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (with Arvind Rangaswamy), 350 pp., Addison-Wesley, 1998.
  17. Tutorial for Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (with Arvind Rangaswamy), 360 pp., Addison-Wesley, 1998.
  18. Instructor's Manual to Accompany Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (with Arvind Rangaswamy), 306 pp., Addison-Wesley, 1998.
  19. Marketing Management and Strategy: Marketing Engineering Applications (with Arvind Rangaswamy), Addison-Wesley, 1999.
  20. New Product and Brand Management: Marketing Engineering Applications (with Arvind Rangaswamy), Addison-Wesley, 1999.
  21. Marketing Research: Marketing Engineering Applications: (with Arvind Rangaswamy), Addison-Wesley, 1999.
  22. “Diffusion Models: Managerial Applications & Software” (with Arvind Rangaswamy and Christophe
    Van den Bulte) in New-Product Diffusion Models, Vijay Mahajan, Eitan Muller and Yoram Wind (eds.), Kluwer Academic Publishers, Norwell, Massachusetts, 2000, pp. 295-336.
  23. Marketing Engineering: Computer-Assisted Marketing Analysis and Planning, Second Edition (with Arvind Rangaswamy), 518 pp., Prentice Hall, 2003.
  24. Tutorial: Software Manual to Accompany Marketing Engineering: Computer-Assisted Marketing Analysis and Planning, Second Edition (with Arvind Rangaswamy), 110 pp., ISBM/DecisionPro Inc., 2002.
  25. Instructor's Manual to Accompany Marketing Engineering: Computer-Assisted Marketing Analysis and Planning, Second Edition (with Arvind Rangaswamy), 220 pp., ISBM/DecisionPro Inc., 2003.
  26. Marketing Management and Strategy: Marketing Engineering Applications, Second Edition (with Arvind Rangaswamy), Prentice Hall, 2003.
  27. New Product and Brand Management: Marketing Engineering Application, Second Edition (with Arvind Rangaswamy), Prentice Hall, 2003.
  28. Marketing Research: Marketing Engineering Applications, Second Edition (with Arvind Rangaswamy), Prentice Hall, 2003.
  29. Marketing Engineering: Computer-Assisted Marketing Analysis and Planning, Revised Second Edition (with Arvind Rangaswamy), 519 pp., Trafford Publishing, 2004.
  30. Principles of Marketing Engineering (with Arvind Rangaswamy and Arnaud De Bruyn) Trafford Publishing, 2007.
  31. The Handbook of Business to Business Marketing (Ed, with Raj Grewal) Northhampton, MA: Edward Elgar Press, 2012.
  32. Principles of Marketing Engineering, 2nd Edition (with Arvind Rangaswamy and Arnaud De Bruyn) DecisionPro, Inc., 2012.

BOOK LENGTH REPORTS

  1. Results and Recommendations from a Pilot Study of Industrial Buying Panels in the Copier Market (with L. J. Fried), May 1978.
  2. ADVISOR 2: Final Descriptive Analysis, February 1978.
  3. ADVISOR 2: Multiple Situation Analysis, Final Report, January 1979.
  4. The Diffusion of Photovoltaics: Background, Modeling, Calibration and Implications for Government Policy, MIT Energy Lab Report, MIT-EL-78-019, May 1978.

NON-REFEREED PUBLICATIONS/BOOK CHAPTERS

  1. "Models for Professional and Management Recruiting and Advancement Decisions," Proceedings of First Annual Meeting of the American Institute of Decision Sciences (with A. G. Rao), October 1969.
  2. "How Many Dollars for Industrial Advertising," Proceedings of the 20th Annual Advertising Research Foundation Conference (with J. D. C. Little), New York, November 1974.
  3. "Model Relativism: A Situational Approach to Model Building," Interfaces, Vol. 5, No. 3, May 1975, pp. 11-18.
  4. "ADVISOR Helps Make Marketing Decisions," Ad Age, June 12, 1978.
  5. "The Diffusion of Photovoltaics: Marketing and Government Policy Implications for an Emerging Technology," Proceedings, 13th Annual Photovoltaics Specialists Conference, Vol. 1, No. 7, 1979, pp. 1-3.
  6. "How Many Outlets Should You Have?" The Advanced Management Report, Vol. 1, No. 7, 1979, pp. 1-3.
  7. "Differences in Perceptions and Evaluation Criteria Among Industrial Buying Influences," American Marketing Association Attitude Research Conference Proceedings (with J-M. Choffray), AMA, Chicago, 1979.
  8. "Keeping Up With The Marketing Joneses," Industrial Marketing, March 1980, pp. 77-81.
  9. "Industrial Marketing Communications: Present Status and Research Needs," Proceedings, AMA Workshop on Issues in Industrial Marketing (with M. Galper), March 19-31, 1981.
  10. "An Integrated Planning Structure for Commercial Applications of Active Solar Cooling: Methodology and Analysis" (with P. E. Johnston), Neomathics, Inc., under DOE Contract DE-AC03-81CS30571, Final Report May 1982.
  11. "Editorial: Shared Information and the Zero Sum Mentality," Interfaces, Vol. 12, No. 5, October 1982, pp. 31-34.
  12. "On the Value of Controversy," Interfaces, Vol. 13, No. 2, April 1983, pp. 10-11.
  13. "20/30 Hindsight: If the President Likes a New Product Program, a Model Won't Kill It," Interfaces, Vol. 13, No. 3, June 1983, pp. 54-58.
  14. "Strategies Behind the Successful Industrial Product Launch," Business Marketing (with J-M. Choffray), November 1984.
  15. "New Product Success in Business/Industrial Markets: Progress, Problems, and Research Programs," Industrial Marketing: A German-American Perspective, K. Backhaus and D. T. Wilson, Eds., Springer-Verlag Publishers, Heidelberg, Germany, November 1985, pp. 339-348.
  16. "Supporting Business Marketing Communication Decisions," A Strategic Approach to Business Marketing, R. E. Spekman and David T. Wilson, Eds., Proceedings Series, American Marketing Association, 1985.
  17. "Interfaces: A Journal for the OR Student," ORSA Student Communications, Vol. 3, No. 2, Winter 1985.
  18. "The Best of Practice and Why We Need More of It," Interfaces, Vol. 16, No. 1, January-February 1986, pp. 4-5.
  19. "ADVISOR: An Expert System for Business Marketing Communications," BPAA Communicator, July-August 1986, pp. 4-5.
  20. "The Editor's Green Eyeshade," Interfaces, Vol. 17, No. 1, January-February 1987, pp. 121-123.
  21. "Franz Edelman Award for Management Science Achievement," Interfaces, Vol. 17, No. 1, January-February 1987 (with D. B. Brout and P. J. Kolesar), pp. 1-4.
  22. "MS/OR: A Mid-Life Crisis," Interfaces, Vol. 17, No. 2, March-April 1987, pp. 35-38.
  23. "Reflections," Interfaces, Vol. 17, No. 2, March-April 1987, pp. 13-14.
  24. "How an Expert System Evaluates Budgeting for Marketing," Marketing News, February 27, 1987.
  25. "New Truths in Marketing are Universal," US Executive Report, February 1987.
  26. "New Industrial Product Activity in Australia: An Exploratory Survey," Proceedings, 14th International Research Seminar in Marketing, French Foundation for Management Development, Aix-en-Provence, France, 1987 (with Stéphane Gauvin and Peter Link), pp. 226-246.
  27. "Modèles de diffusion préséntes à la Marketing Science Achievement," afm Nouvelles du Marketing, No. 11, September-December 1987, p. 9.
  28. "Students Stymied by Math?" Marketing Educator, Vol. 7, No. 1 (Winter) 1988, pp. 3 and 6.
  29. "Research, Technology Edge Put Companies Out Front" (presentation to CSMA), by Marcia Meyer, CSMA Communications,Chemical Times and Trends (Journal of the Chemical Specialties Manufacturers Association), October 1988, pp. 19-20, 22.
  30. "Formal Models of Group Choice in Organizational Buying: Toward a Contingency Paradigm" (with Elizabeth J. Wilson and David T. Wilson), Proceedings, Association for Consumer Research Conference, Thomas Srull, Ed., Honolulu, HI, October 1988.
  31. "Business Marketing," Journal of Business Research, Vol. 16, December 1988 (with David T. Wilson), p. 1.
  32. "Conference EURO-TIMS, 1988," afm Nouvelles du Marketing, No. 14, September-December 1988, p. 5.
  33. "Industry-University Cooperation at Penn State's Institute for the Study of Business Markets," Interfaces, Vol. 20, No. 6, November-December 1990, pp. 94-98.
  34. "Cut Errors, Improve Estimates to Bridge Biz-to-Biz Info Gap" (with Rex Brown and Kate Searls), Marketing News, Vol. 25, No. 1, January 7, 1991, pp. 20-22.
  35. "How Errors Add Up" (with Rex Brown and Kate Searls), Marketing News, Vol. 25, No. 1, January 7, 1991, pp. 20-21.
  36. "Models for Marketing Managers: Then and Now," 1992 Paul D. Converse Award Symposium, University of Illinois at Urbana-Champaign, May 5, 1992.
  37. "Here's the Beef," editorial in OR/MS Today, October 1993.

    337a.  "Explanatory and Predictive Models of Consumer Behavior" (1993), with John Roberts; in Lilien and J. Eliashberg ed.s Handbooks in Operations Research and Management Science: Marketing, Vol. 5, Elsevier Science Publishers B.V., Amsterdam pp 27-82

    337b.  “Marketing Strategy Models” (1993) with Yoram Wind; in Lilien and J. Eliashberg ed.s Handbooks in Operations Research and Management Science: Marketing, Vol. 5, Elsevier Science Publishers B.V., Amsterdam pp 773-826
  38. "It IS Broke, So Fix It NOW," editorial in OR/MS Today, February 1994.
  39. "Trouble in River City," editorial in OR/MS Today, June 1994.
  40. "OR/MS Today (and Tomorrow)" (with R. C. Larson), OR/MS Today, February 1995.
  41. “Why Bass Model Estimates May Be Biased (and What It Means)” (with C. Van den Bulte), 24th EMAC Conference Proceedings, Vol. 2, Michelle Bergadaà, ed., Cergy-Pontoise, France, pp. 2045-2051, May 1995.
  42. "John D. C. Little, Marketing Science and More" (with L. Lodish), Devanathan Sudharshan and Kent Monroe, eds., Proceedings for the 13th Paul D. Converse Symposium, University of Illinois at Urbana-Champaign, American Marketing Association, 1995.
  43. “Exploratory Analysis of Capacity Competition in Non-Differentiated Oligopolistic Markets” (with J. A. Dearden and E. Yoon), Steffen Jorgensen and Georges Zaccour, eds., International Workshop on Dynamic Competitive Analysis in Marketing, École des Hautes Études Commerciales de Montréal, Montreal, Canada, September 1-2, 1995, pp. 66-89.
  44. "The Age of Marketing Engineering" (with Arvind Rangaswamy and Timothy Matanovich), Marketing Management, Vol. 7, No. 1, Spring 1998, pp. 48-50.
  45. "Powerful Marketing Starts with a Model: Today's software lets even non-techies drum up sophisticated plans" (with Arvind Rangaswamy), Advertising Age's Business Marketing, May 1998, p. 6.
  46. "Harnessing Expert Judgment" (with Arvind Rangaswamy and Timothy Matanovich), Marketing Management, Fall 1998, pp. 40-43.
  47. "Engineering the Price-Value Relationship" (with Timothy Matanovich and Arvind Rangaswamy), Marketing Management, Spring 1999, pp. 48-53.
  48. "Advisor 2: Modeling the Marketing Mix Decision for Industrial Products," 1979, Management Science, 25(2). Reprinted in Marketing Engineering, Fred van Eenennaam, Céline M. Krielaart, and Robert A. van der Zwart (eds.), Samson, Deventer, The Netherlands, 1999, pp. 100-102.
  49. “Diffusion Models: Managerial Applications & Software” (with Arvind Rangaswamy and Christophe Van den Bulte) in New-Product Diffusion Models, Vijay Mahajan, Eitan Muller and Yoram Wind (eds.), Kluwer Academic Publishers, Norwell, Massachusetts, 2000, pp. 295-336.
  50. “Advertising Coopetition: Who Pays? Who Gains?” (with James A. Dearden) in Advances in Applied Microeconomics, Volume 10: Advertising and Differentiated Products, Michael R. Baye, and Jon P. Nelson, eds., JAI-Elsevier, Amsterdam, The Netherlands, 2001.
  51. "Building Marketing Models that Make Money," 2002, Shanghai Management Science, Vol. 130, Issue 2, pp. 4-5.
  52. "Modèles D'Aide À La Décision Marketing: L'ingénierie Marketing," in Yves Evrard, Bernard Pras, and Elyette Roux, eds., Market: Etudes et Recherches en Marketing, 3eédition, Dunod Press, Paris, 2003, pp. 605-660.
  53. "Doctoral Programs in Business-to-Business Marketing: Status and Prospects" (with Erwin Danneels), Journal of Business-to-Business Marketing, Vol. 5, Nos. 1/2, 1998, pp. 7-38. Reprinted in Fundamentals of Business Marketing Education, J. David Lichtenthal, ed., The Haworth Press, 2004, pp. 9-39.
  54. “A Program of Action for Business-to-Business Doctoral Programs: A Reply to Grahame Dowling” (with Erwin Danneels), Journal of Business-to-Business Marketing, Vol. 5, Nos. ½, 1998, pp. 39-40. Reprinted in Fundamentals of Business Marketing Education, J. David Lichtenthal, ed., The Haworth Press, 2004, pp. 47-48.
  55. “The Inaugural ISMS Practice Prize Competition” Marketing Science, Spring, 2004 Vol 23, No 2, pp 180-191.
  56. “Marketing: A Tale of Two Cities” Does Marketing Need Reform?, Raj Sisodia and Jagdish Sheth, M.E. Sharpe, 2005
  57. “Marketing Decision Support Models: The Marketing Engineering Approach,” The Handbook of Market Research: Do’s and Don’t’s, Rajiv Grover, Marco Vriens (eds.), Sage Publications forthcoming 2006
  58. "Marketing: A Tale of Two Cities" in J. Sheth and R. Sisoda Does Marketing Need Reform, American Marketing Association, Chapter 29, 2006
  59. "Marketing Decision Support Models: Marketing Engineering" in R. Grover Editor, Handbook of Marketing Research, Sage Publications, 2006
  60. "Marketing Engineering: Connecting Models with Practice" with Arvind Rangaswamy in B. Wierenga Editor, Handbook of Marketing Decision Models, Elsevier Press, New York 2008 pp527-560
  61. "The Ombudsman: Who's at Fawlt at Fawlty Towers? Commentaries on the Citation Dilemma" Interfaces Vol. 38, No. 2, March–April 2008, pp. 123–124
  62. "New Product Diffusion Models: Managerial Applications and Software" with Arvind Rangaswamy and Christophe Van Den Bulte in Mahajan Muller and Wind ed New Product Diffusion Models, New York, Springer (2000/2008 updated) pp 295-333.
  63. "Reflections of an Accidental Marketer" Journal of Marketing (Online) Vol 72 September 2008, pp 1-8
  64. "Marketing-Sales Ratios" (with Paul Farris) in M. Hannsens ed (2009) Empirical Generalizations about Marketing Impact, MSI Press Cambridge MA p. 78.
  65. "Trade Show Effectiveness (with Srinath Gopalakrisha)" (2009) in M. Hannsens ed Empirical Generalizations about Marketing Impact, MSI Press Cambridge MA pp. 94-95.
  66. "Marketing Spending Strategy In Recessions" with Raji Srinivasan (2010), Australasian Marketing Journal 18 pp. 181-182.
  67. "Is Academic Marketing Losing Its Way? Embrace Intervediaries" (2010), Australasian Marketing Journal 18 pp. 174-176.
  68. "Referral Equity and Referral Management: The Supplier Firm's Perspective" (2010) with Mahima Hada and Raj Grewal in N. Malhotra, Editor, Review of Marketing Ressearch Volume 7, 93-144.
  69. "Trade Shows in the Business Marketing Communications Mix" (2012) with Srinath Gopalakrishna, in Lilien and Grewal, eds,Handbook of Business to Business Marketing, Edward Elgar Press, (forthcoming).
  70. "Marketing" (2011) with Jerry Wind, Eric T. Bradlow, Jehoshua Eliashberg, Jagmohan Raju, Arvind Rangaswamy and Berend Wierenga, in S. Gass, Editor, Encyclopedia of OR/MS, 3d Edition, Kluwer, New York.
  71. "Business-to-Business Marketing: Looking Back, Looking Forward" (2012) (with Rajdeep Grewal) in Lilien and Grewal, eds, Handbook of Business to Business Marketing, Edward Elgar Press, (forthcoming).
  72. "The Science-to-Practice Initiative: Getting New Marketing Science Thinking into the Real World” (with Preyas Desai, David Bell and David Soberman), Marketing Science Vol 31, No 1, January-February 2012, pp 1-3.
  73. "Future Research and Trends in Industrial (B2B) Marketing" (2013) Marketing Review St. Gallen, Volume 4. pp19-25.
  74. "Using Customer Analytics to Boost Corporate Performance" (2014) with Jesko Perry, Lars Fiedler, Matthias Kraus, Frank Germann and Julie Hayes. McKinsey & Co Report (February)
  75. "Organizational Buying Behavior" in Neslin and Winer, editors The History of Marketing Science (2014) NOW Publishers, Hanover MA pp 371-396.

CASES/OTHER PEDAGOGIC MATERIALS

  1. Convection Corporation A (with D. Clarke), Case Clearing House, 1983.
  2. Convection Corporation B (with D. Clarke), Case Clearing House, 1983.
  3. Marketing Portfolio Analysis and Prioritization with the GE/McKinsey Approach, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  4. Direct Market Segmentation Using Customer Needs, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  5. Choice Based Segmentation, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  6. Positioning and Perceptual Mapping, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  7. Customer Targeting with Choice Models, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  8. Product Design with Conjoint Analysis, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  9. Forecasting with the Bass Diffusion Model, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  10. Pretest Market Forecasting with the Assessor Model, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  11. Advertising Budget Decisions and ADCAD, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  12. Salesforce Call Planning: The CALLPLAN Model, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  13. Sales and Marketing Spending and Allocation, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  14. Value in Use and Value-Based Pricing, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  15. Competitive Bidding, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  16. Revenue Management, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  17. Promotional Response Models, 2005, (with Arvind Rangaswamy). Published as electronic course material through www.study.net.
  18. Suzlon Energy: A Search for Opportunities, 2011, (with Navneet Bhatnagar, Kutti Krishnan, and Arvind Rangaswamy). (Case and Teaching Note)
  19. Can the Bunny Hop?, 2011, (with Arun Pereira and Arun Patro) (Case and Teaching Note)
  20. The FLIP Side of Segmentation, 2011, (with Arun Pereira and Arun Patro) (Case and Teaching Note)

BOOK REVIEWS/OTHER PUBLICATIONS

  1. "Marketing: Science at Home Here, too" (book review), R. Ferber, Ed., Handbook of Marketing Research, McGraw-Hill Book Co., 1974, 1440 pp., and P.M. Chisnall, Marketing Research: Analysis and Measurement, McGraw Hill Book Co., 1973, 308 pp., Technology Review, May 1975.
  2. "Repeat Buying" (book review), A. S. C. Ehrenberg, JASA, June 1975.
  3. "Inside Industrial Marketing Column," Marketing News, February 28, 1977.
  4. "Quantitative Methods in Management: Case Studies of Successes and Failures" (book review), Tilanus, C. B., DeGans, O. B., and Lenstra, J. K. (eds.), Interfaces, Vol. 17, No. 3, May-June 1987.
  5. Contributor, Dictionary of Marketing Terms, Peter D. Bennett (ed.), American Marketing Association, 1988.
  6. Contributor, Dictionary of Marketing Terms, Peter D. Bennett (ed.), American Marketing Association/NTC Business Books, Chicago, 1995.
  7. Contributor, Encyclopedia of Operations Research and Management Science, "Marketing" (with Jehoshua Eliashberg and Yoram (Jerry) Wind), Saul I. Gass and Carl M. Harris (eds.), Boston, MA: Kluwer Academic Publishers, 2001, pp. 473-477.
  8. Marketing Management Support Systems: Principles, Tools and Implementation, Wierenga, Berend and van Bruggen, Gerrit (book review), Journal of Marketing Research, Vol. XXXVIII (August) 2001, pp. 395-396.
  9. Contributor, "Mathematics of Advertising" (with Jehoshua Eliashberg and Yoram (Jerry) Wind, University of Pennsylvania), Encyclopaedia of Mathematics, Michiel Hazewinkel (ed.), Samson, Deventer, The Netherlands, 2001.
  10. Contributor, "Marketing" (with Jehoshua Eliashberg), World Book Encyclopaedia, 2002.

PHD STUDENTS (Partial List)

Name
 
Year
 
Current Position
 
Huanhuan Shi 2016 Assistant Professor
University of Nebraska
Aditya Gupta 2015 Assistant Professor
Iowa State University
Frank Germann 2012 Assistant Professor
Notre Dame
Gaurav Sabnis 2011 Assistant Professor
Stevens Institute, New Jersey
Mahima Hada 2011 Assistant Professor
Baruch College, New York
Girish Mallapragada 2007 Assistant Professor
University of Indiana
Arnaud De Bruyn 2004 Professor
ESSEC, France
Srikant Vadali 2003 Assistant Professor
Saint Anselm College
Raji Srinivasan 2001 Professor
University of Texas, Austin
Christophe van den Bulte 1998 Associate Professor
University of Pennsylvania, Wharton School
Jianan Wu 1998 Associate Professor
Louisiana State University
Stephane Gauvin 1991 Professor
Universite Laval, Quebec
Lauren Wright 1990 Professor
California State University, Chico
Rajiv Sinha 1989 Professor
Arizona State University
Elizabeth Wilson 1989 Professor
Suffolk University
Eunsang Yoon 1984 Professor
University of Massachusetts
Shlomo Kalish 1980 (MIT) Associate Professor
Tel Aviv University and Founding Principal of Jerusalem Global Ventures
Jean Marie Choffray 1975 (MIT) Professor
University of Liege, Belgium and ESSEC, France

MEMBERSHIP AND PARTICIPATION IN PROFESSIONAL SOCIETIES

MEMBERSHIPS

  Institute for Operations Research and the Management Sciences (INFORMS)
  American Marketing Association (AMA)
  European Marketing Academy (EMAC)
  Tau Beta Pi
  Alpha Pi Mu

EDITORSHIPS

  Associate Editor, Management Science (1976-1980)
  Editorial Board, Journal of Marketing (1978-1996)
  Editorial Board, International Journal of Research in Marketing (1987-present)
  Departmental Editor-Marketing, Management Science (1980-1981)
  Editor-in-Chief, Interfaces (1982-1988)
  Editorial Board, Journal of Business-to-Business Marketing (1988-present)
  Functional Editor for Marketing, Interfaces (1988-present)
  Area Editor, Marketing Science (1992-present)
  Editorial Review Board, Journal of Business Research, Special Theory Issue (1998-1999)
  Editorial Review Board, Journal of Business and Industrial Marketing (2003-present)
  Editorial Review Board, Journal of the Academy of Marketing Science (2012-present)
  Advisory Board, Journal of Marketing Research (2012-present)
  Advisory Board, Customer Needs and Solutions

OTHER

  Member, Business Advertising Research Council, Advertising Research Foundation (1978-1990)
  General Program Vice Chairman, TIMS International Conference (1979)
  General Chairman, TIMS Marketing College Conference, "Marketing Science—An International Perspective" (1980)
  Co-developed/directed (with D. T. Wilson) Symposium, Special Interest Conference, "A Long Term Agenda for Research in Industrial Marketing: Problems, Priorities and Progress," The Pennsylvania State University, May 16-17, 1982
  Council Member, College on the Practice of Management Science (1982-1988), Chairman of Video Tape Committee (1982-1985)
  Member, TIMS/Edelman Prize Committee for Excellence in Management Science (1982-1989)
  Panel Member, NSF Decision and Management Sciences Program (1984-1987)
  Vice President for Publications, The Institute of Management Sciences (1988-1991)
  Program Chairman, 16th International Research Seminar in Marketing, "Industrial and New Technologies Marketing," La Londe les Maures, France, May 16-19, 1989
  Chairman, Prize Committee, Lauder Foundation Award for Excellence in International Management Science (1989)
  Chair, Combined Publications Committee for TIMS and ORSA (1990-1991)
  Member, Internal Advisory Committee, Center for Research in Conflict and Negotiation, The Pennsylvania State University (1992)
  Member, Nominating Committee, Operations Research Society of America (1993)
  Member, Council of Scientific Society Presidents (1993-1994)
  President, The Institute of Management Sciences (1993-1994)
  US National Coordinator, European Marketing Academy (1990-present)
  Member, OR/MS Board, INFORMS (1995)
  Member, Business Office Committee, INFORMS (1995)
  Co-Chair, OR/MS Today Committee, INFORMS (1995-2000)
  Member, Advisory Board, TIMS Marketing College (1995-1997)
  Member, Nominating Committee, INFORMS (1995-1996)
  Member, Marketing Strategy Committee, INFORMS (1995-1996),
  Advisory Panel, Standing Research Committee, Center for Exhibition Industry Research (1995-1996)
  Occasional Referee, Journal of Marketing ResearchJournal of MarketingManagement Science
  Member, Evaluation and Search Committee for Interfaces, INFORMS (1998)
  Chair, Public Relations Committee, INFORMS (1999-2001)
  Member, Board of Visitors, Aston University School of Business, Birmingham, UK (1999-2005)
  Member, Advisory Board, European Center of eBusiness (ECeB), Cergy-Pontoise, France (1999-present)
  Member, Advisory Board, Ecommerce Research Institute, ESSEC, France (2000-present)
  Member, Advisory Board, Interdisciplinary Center, Herzliya, Israel (2000-present)
  Member, Advisory Board, INFORMS Society for Marketing Science [ISMS] (2000-present)
  Member, Practice Activities Committee, ISMS (2002-present)
  Chair, INFORMS, ISMS Practice Prize Committee (2002-present)
  Member, Outside Assessment Committee, Erasmus University, Rotterdam, The Netherlands (2003)
  Member, INFORMS Kimball Prize Committee (2002-2004)
  Member, Marketing Strategy Committee, INFORMS (2002-present)
  Member, Public Information Committee, INFORMS (1999-present)
  Member, INFORMS Morse Lectureship Award Committee, (2004-2006)
  Chair, INFORMS, George E. Kimball Medal Committee, (2005)
  Chair, INFORMS, Philip McCord Morse Lectureship Award Committee, (2006-2008)
  Supervisory Board, ERIM, (Erasmus Research Institute for Management), (2005-2009)
  Vice-President, External Relations, European Marketing Academy, (2005-2007)
  External Assessor: University of Cincinnati PhD Program in Business, (2006)
  Vice President, External Relations Informs Society for Marketing Science (2008-2010)
  US National Coordinator, European Marketing Academy, (2011-2014)
  Member, Board of Directors, American Marketing Association, (2011-2013)
  Jury Member, EMAC-McKinsey Outstanding Dissertation Award (2009- )
  Chair, EMAC Distinguished Marketing Scholar Committee (2010-2011)
  Member, EMAC Distinguished Marketing Scholar Committee (2010-2011)
  Chair, EMAC-McKinsey Outstanding Dissertation Award Committee (2012)
  Member, ANA (Association of National Advertisers) Marketing Analytics Leadership Award Committee (2014)
  Member, AMA/Irwin/McGraw Hill Distinguished Educator of the Year Committee (2015)
  Chair, AMA Interorganizational SIG Lifetime Achievement Award Committee (2016)
  Distinguished Fellow, Center for Business Analytics, Melbourne Business School, Australia

HONORS AND AWARDS

  American Marketing Association, Boston Chapter, Achievement Certificate (1975)
  Alpha Kappa Psi Award, Outstanding Article in Journal of Marketing (1978)
  Paper (ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products) published as "Exceptional Paper" by Management Science, February 1979
  MBA Teaching Award, Spring 1988
  Awarded rank of Distinguished Professor, January 1991
  MBA Teaching Award, Spring 1991
  MBA Teaching Award, Spring 1995
  Honorary PhD, Université de Liège, Belgium (1997)
  Honorary PhD, University of Ghent, Belgium (1998)
  ANBAR Electronic Intelligence, England, Citation of Excellence for article in Journal of Marketing (October 1997, 61:4), (1998)
  Honorary PhD, Aston University, UK (1999)
  Philip McCord Morse Lectureship Award, The Institute for Operations Research and the Management Sciences (INFORMS), (2001-2003)
  Inaugural Fellows Award, The Institute for Operations Research and the Management Sciences (INFORMS), (2002)
  George E. Kimball Medal, Institute for Operations Research and the Management Sciences (INFORMS), (2002)
  E. Leonard Arnoff Memorial Lectureship, INFORMS and University of Cincinnati, (2003)
  Inaugural Fellows Award, European Marketing Academy, (2003)
  Wroe Alderson Lectureship, University of Pennsylvania (2004-2005)
  Australia New Zealand Marketing Academy Annual Conference Best Paper Award, (2005)
  International Journal for Research in Marketing Best Paper Award (Vol 2005)
  AMA/Irwin/McGraw Hill Distinguished Educator of the Year, 2008
  AMA Strategy Special Interest Group (Runner Up-Best Paper, 2006-7)
  Inaugural Fellows Award, ISMS (Informs Society for Marketing Science)
  International Journal for Research in Marketing Best Paper Award (2008)
  ISMS-MSI Practice Prize renamed as "Gary L. Lilien ISMS-MSI Practice Prize" (2011)
  Emerald Management Reviews Citations of Excellence Awards for 2012 "A multi-stage model of word-of-mouth influence through viral marketing" (International Journal of Research in Marketing, 2008)
  AMA Market Research SIG Gilbert Churchill Lifetime Achievement Award (2012)
  International Journal for Research in Marketing Finalist--Best Paper Award (Vol 2013)
  AMA Interorganizational SIG Lifetime Achievement Award (2014)
  International Journal for Research in Marketing--Best Paper Award (Vol 2014)
  Inaugural Fellow Award, AMA (2015)
  Best Paper Award, AMA Summer Conference (2015)
  European Marketing Academy (EMAC) Distinguished Marketing Scholar Award (2015)
  International Journal for Research in Marketing--Finalist Long Term Impact Award (2015)
  Journal of Marketing MSI/Paul Root Award 2015 (Runner Up-Best Paper)
  Journal of Retailing, Davidson Best Paper Award 2016 (Runner Up)
  International Journal for Research in Marekting--Finalist Long Term Impact Award (2016)
  Naresh K. Malhotra award for 2016 for the article that makes the greatest long-term contribution amongst those published in the Review of Marketing Research published in Volumes 1 to 7 "Referral equity and referral management: the supplier firm's perspective"