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MSU Marketing Faculty: Selected Recent Publications


Bolander, Willy, Cinthia Santornino, Douglas E. Hughes, and Gerald R. Ferris (2015), “Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16 (lead article). Winner of 2016 AMA Sales SIG Excellence in Research Award.


Bone, Sterling A., Katherine N. Lemon, Clay M. Voorhees, Katie A. Liljenquist, Paul W. Fombelle, Kristen B. DeTienne, and R. Bruce Money (2016), “Mere Measurement “Plus”: How Solicitation of Feedback Influences Customer Repurchase Intentions and Behavior,” forthcoming in the Journal of Marketing Research.


Fornell, Claes, Forrest V. Morgeson III, and G. Tomas M. Hult (2016), “Stock Returns on Customer Satisfaction Do Beat the Market: Gauging the Effect of a Marketing IntangibleJournal of Marketing, 80 (5), In Press.


Fornell, Claes, Forrest V. Morgeson III, and G. Tomas M. Hult (2016), “An Abnormally Abnormal Intangible: Stock Returns on Customer Satisfaction,” Journal of Marketing, 80 (5), In Press.


Giebelhausen, Michael, HaeEun Helen Chun, J. Joseph Cronin, Jr., and G. Tomas M. Hult (2016), “Adjusting the Warm Glow Thermostat: How Incentivizing Participation in Voluntary Green Programs Moderates Their Impact on Service Satisfaction,” Journal of Marketing, 80 (4), 56-71.


Katsikeas, Constantine S., Neil A. Morgan, Leonidas C. Leonidou, and G. Tomas M. Hult (2016), “Assessing Performance Outcomes in Marketing,” Journal of Marketing, 80 (2), 1-20.


Marinova, Detelina, Irina V. Kozlenkova, Leona Cuttler, and J. B. Silvers, “To Prescribe or Not to Prescribe? Consumer Access to Life-Enhancing Products,” forthcoming at Journal of Consumer Research.


Allen, Alexis, Michael Brady and Stacey Robinson, and Clay M. Voorhees (2015), “One Firm’s Loss is another’s Gain: Capitalizing on Other Firms’ Service FailuresJournal of the Academy of Marketing Science, 43(5), 648-682. Winner of the 2016 AMA’s Best Services Marketing Article Award


Arrfelt, Mathias, Robert M. Wiseman, Gerry McNamara, and G. Tomas M. Hult (2015), “Examining a Key Corporate Role: The Influence of Capital Allocation Competency on Business Unit Performance,” Strategic Management Journal, 36 (7), 1017-1034.


Bamiatzi, Vassiliki, Konstantinos Bozos, S. Tamer Cavusgil, and G. Tomas M. Hult (2016), “Revisiting the Firm, Industry and Country Effects on Profitability under Recessionary and Expansion Periods: A Multi-level Analysis,” Strategic Management Journal, 37 (7), 1448-1471.


Hult, G. Tomas M., Forrest V. Morgeson III, Neil A. Morgan, Sunil Mithas, and Claes Fornell (2016), “Do Managers Know What Their Customers Think and Why?Journal of the Academy of Marketing Science, In Press.


Hult, G. Tomas M. (2015), “JAMS 2010-2015: Literature Themes and Intellectual Structure,” Journal of the Academy of Marketing Science, 43 (6), 663-669.


Kozlenkova, Irina, G. Tomas M. Hult, Donald Lund, Jeannette A. Mena, and Pinar Kekec (2015), “The Role of Marketing Channels in Supply Chain Management: A Review of the Literature and Takeaways for Future Research,” Journal of Retailing, 91 (4), 586-609.


Talay, Berk, Billur Akdeniz, and Ahmet H. Kirca, “When Do the Stock Market Returns to New Product Preannouncements Predict Product Performance? Empirical Evidence from the U.S. Automotive Industry,” forthcoming at the Journal of Academy of Marketing Science.


Voorhees, Clay M., Michael K. Brady, Roger J. Calantone, and Edward Ramirez (2016), “Discriminant Validity Testing in Marketing: An Analysis, Causes for Concern, and Proposed Remedies,” Journal of the Academy of Marketing Science, 44(1), 119-134.


Baldus, Brian, Clay M. Voorhees, and Roger Calantone (2015), Online Brand Community Engagement: Scale Development and Validation,” Journal of Business Research, 68(5), 978-995.


Binz-Astrachan, C., Ferguson, K.E., Pieper, T. & Astrachan, J. (In press).  Family business goals, corporate citizenship behavior and firm performance:  Disentangling the connections.  International Journal of Management and Enterprise Development.


Bock, Dora, Stephanie M. Mangus, and Judith Anne Garretson Folse, “The Road to Customer Loyalty Paved with Service Customization,” Journal of Business Research, 69 (10),

3923-3932. (Lead article)


Chaffin, Daniel, Andrew Yu, John Hollenbeck, Ralph Heidl, Roger Calantone, Clay Voorhees, and Michael Howe (2016), “The Promise and Perils of Wearable Sensors in Organizational Research” forthcoming in Organizational Research Methods.


Choi, Y., Y. Huang and B. Sternquist (2015) The effects of the salesperson characteristics on buyer-seller relationships. Journal of Business and Industrial Marketing. 30/5, 616-625.


Dose, D., Walsh, G., Ruvio, A. & Segev, S. (2016) “Investigating links between cultural orientation and culture outcomes: Immigrants from the former Soviet Union to Israel and Germany.” Journal of Business Research.


Kirca, A. H., Fernandez, D. W. G., & Kundu, S. (2016). An Empirical Analysis and Extension of Internalization Theory in Emerging Markets: The Role of Firm-Specific Assets and Asset Dispersion in the Multinationality-Performance Relationship. Journal of World Business.


Kostova, Tatiana and G. Tomas M. Hult (2016), “Meyer and Peng’s 2005 Article as a Foundation for an Expanded and Refined International Business Research Agenda: Context, Organizations, and Theories,” Journal of International Business Studies, 47 (1), 23-32.


Lastner, Matthew, Judith Anne Garretson Folse, Stephanie M. Mangus, and Patrick Fennell, “The Road to Recovery: Overcoming Service Failures through Positive Emotions,” Journal of

Business Research, 69 (10), 4278-4286.


Randhawa, Praneet, MiRan Kim, Clay M. Voorhees, Ronald F. Cichy, Jason Paul Koenigsfeld, and Joe Perdue (2016), “Hospitality Service InnovationsCornell Hospitality Quarterly, 57(1), 93-110.


Randhawa, Praneet, Roger J. Calantone, and Clay M. Voorhees (2015), “The Pursuit of Counterfeited Luxury: An Examination of the Negative Side Effects of Close Consumer-Brand ConnectionsJournal of Business Research, 68(11), 2395-2403.


Rapp, Adam, Dan Bachrach, Karen Flaherty, Douglas E. Hughes, Arun Sharma, and Clay Voorhees (2017), “The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multi-level Research Agenda,” forthcoming at Journal of Service Research.


Ruvio, A. & Shoham, A. (2016). “Consumers’ arrogance: Cross cultural and sub-cultural conceptualization of consumers’ aspiration for superiority.” Journal of Business Research. 69 (10), 3989–3997.


Schrock, Wyatt, Yanhui Zhao, Douglas E. Hughes, and Keith Richards (2016), “JPSSM Since the Beginning: Intellectual Cornerstones, Knowledge Structure, and Thematic Developments,” forthcoming (December) at Journal of Personal Selling & Sales Management.


Schrock, Wyatt, Douglas E. Hughes, Frank Fu, Keith Richards, and Eli Jones (2016), “Better Together: Trait Competitiveness and Competitive Psychological Climate as Antecedents of Salesperson Organizational Commitment and Sales Performance,” Marketing Letters, 27 (2), 351-60


Sparkling, A., Korkmaz, S., & Kirca, A. H. (2016). Meta-Analytic Research Synthesis Connecting the Trends in Architecture, Engineering, and Construction Partnering. Journal of Management in Engineering


Sridhar, Srihari, Clay M. Voorhees, Srinath Gopalakrishna (2015), “Assessing the Drivers of Short and Long-Term Outcome at Business Trade ShowsCustomer Needs and Solutions, 2(3), 222-229.


Wowak, Kaitlin D., Christopher W. Craighead, G. Tomas M. Hult, and David J. Ketchen, Jr. (2016), “Toward a “Theoretical Toolbox” for the Supplier-Enabled Fuzzy Front End of the New Product Development Process,” Journal of Supply Chain Management, 52 (1), 66-81.

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