***Click on the article to download the .pdf version***

Refereed Articles in Journals:
 

“Expanding Business-to-Business Customer Relationships: Modeling the Customer’s Upgrade Decision.” (with Katherine N. Lemon and Peter C. Verhoef), Journal of Marketing, 72 (1), 2008, 46-64.

"Managing Customer Relationships," (with Crina Tarasi) in Naresh K. Malhotra (ed.) Review of Marketing Research, Volume 3, 2006, New York:   M.E. Sharpe, Inc. pp. 3-38.

“Forward-Looking Focus:  Can Firms Have Adaptive Foresight?” (with Valarie Zeithaml, John Deighton, Timothy Keiningham, Katherine N. Lemon and Andrew Peterson), Journal of Service Research, 9 (2), 2006,  168-183.

‘The Effect of Service Experiences over Time on a Supplier’s Retention of Business Customers,” (with Katherine N. Lemon and Matthew D. Bramlett), Management Science, 52, 12, 1811-23.

Bohlmann, Jonathan B., José Antonio Rosa, Ruth N. Bolton and William J. Qualls, “The Effect of Group Interactions on Satisfaction Judgments:  Satisfaction Escalation.”  Marketing Science, 25 (4), 2006, 301-321.

“The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research,” (with Katherine N. Lemon and Peter Verhoef).  Journal of the Academy of Marketing Science, 32 (3), 2004, 271-93.

“An Empirical Analysis of Determinants of Retailer Pricing Strategy” (with Venkatesh Shankar), Marketing Science, 23 (1), 2004, 28-49.

“An Empirically Derived Taxonomy of Retailer Pricing and Promotion Strategies,” (with Venkatesh Shankar), Journal of Retailing, 79 (4), 2003, 213-224. Davidson Award Honorable Mention for the Best article in Journal of Retailing 2003, Volume 79.

Price-Based Global Market Segmentation for Services,” (with Matthew B. Myers),Journal of Marketing, 67 (3), 2003, 108-128.

“Striking the Right Balance:  Designing Service to Enhance Business-to-Business Relationships” (with Amy K. Smith and Janet Wagner), Journal of Service Research, 2003, 271-291.  Finalist for Journal of Service Research Excellence in Service Research (best article) Award, 2003. (download correct Figure here)

“How Marketing Actions Affect the Value of Customer Assets,” (with Paul Berger, Douglas Bowman, Elten Briggs, V. Kumar, A. Parasuraman and Creed Terry),  Journal of Service Research, 5, 2002, 39-54.

“Modeling the Effect of Customers’ Emotional Responses to Service Failures On Their Recovery Effort Evaluations and Satisfaction Judgments” (with Amy K. Smith), Journal of the Academy of Marketing Science 30 (1), Winter 2002, pp. 5-23.

“Implication of Loyalty Programs and Service Experiences for Customer Retention and Value,” (with P.K. Kannan and Matthew D. Bramlett). Journal of the Academy of Marketing Science, Volume 28, (1), 2000, 95-108.

“A Model of Customer Satisfaction With Service Encounters Involving Failure and Recovery,” (with Amy K. Smith and Janet Wagner).  Journal of Marketing Research, 36 (3), 1999, 356-72.

“A Dynamic Model of Customers’ Usage of Services: Usage as an Antecedent and Consequence of Satisfaction,” (with Katherine N. Lemon). Journal of Marketing Research, 36 (2), 1999, 171-86.

“An Experimental Investigation of Service Failure and Recovery: Paradox or Peril?” (with Amy K. Smith).  Journal of Service Research, 1 (1), 1998, 65-81.  Received the FedEx Excellence in Service Research" award for the best article published in the Journal of Service Research, Volume 1. 

“A Dynamic Model of the Duration of the Customer’s Relationship with a Continuous Service Provider: The Role of Satisfaction.” Marketing Science, 17 (1), 1998, 45-65.

"Covering the Market," Marketing Research:  A Magazine of Management and Applications, 6 (3), 1994, 30-35.

"Pretesting Questionnaires:  Content Analyses of Respondents' Concurrent Verbal Protocols," Marketing Science, 12 (3), 1993, 280-303.

"The Structure of Customer Satisfaction:  Effects of Survey Measurement," (with James H. Drew), Journal of Customer Satisfaction, Dissatisfaction and Complaining Behavior, 4, 1991, 21-30.

"Mitigating the Effect of a Service Encounter" (with James H. Drew), Marketing Letters, 3 (1), 1991, 57-70.

"Quantitative Analyses of Depth Interviews" (with Tina M. Bronkhorst), Psychology and Marketing, 8 (4), 1991, 275-297.

"A Multi-Stage Model of Customers' Assessments of Service Quality and Value" (with James H. Drew), Journal of Consumer Research, 17 (4), 1991, 375-384.

"A Longitudinal Analysis of the Impact of Service Changes on Customer Attitudes," (with James H. Drew), Journal of Marketing, 55 (1), 1991, 1-10.

"Pretesting Alternative Survey Administration Designs," (with R. Chapman and J. Zych), Applied Marketing Research, 30 (3), 1990, 8-13.

"The Customer Satisfaction Feedback Loop for Local Telephone Service (with James H. Drew), Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, 3, 1990, 29-35.

"The Robustness of Retail-Level Price Elasticity Estimates," Journal of Retailing, 65 (2), 1989, pp. 193-218.

"The Relationship Between Market Characteristics and Promotional Price Elasticities," Marketing Science, 8 (2), 1989, pp. 153-69.

"Sales Response Modeling:  Gains in Efficiency from System Estimation," Journal of Business Research, 18 (2), 1989, pp. 107-25.

"Implications of Market Structure for Elasticity Structure" (with Gary J. Russell), Journal of Marketing Research, 25 (3), 1988, pp. 229-41.

"Searching for Positive Returns at the Track:  A Multinomial Logit Model for Handicapping Horse Races" (with Randall G. Chapman), Management Science, 32 (8), 1986, pp. 1040‑60.

"Modeling the Impact of Television Food Advertising on Children's Diets," Current Issues and Research in Advertising (1), 1983, pp. 173‑99.
 

Chapters in Books:

“Recent Trends and Emerging Practices in Retail Pricing,” [with Venkatesh Shankar and Detra Montoya], Retailing in the 21^st Century; Current and Future Trends, Manfred Krafft and Murali Mantrala (Eds.), New York:  Springer, pp. 255-270.

“Relationship Marketing in Mass Markets,” (with C. B. Bhattacharya), Handbook of Relationship Marketing,  Jagdish N. Sheth and Atul Parvatiyar (Eds.), 2000, Sage Publications:Thousand Oaks, CA, 327-54.

"Questionnaire Pretesting:  Computer Assisted Coding of Concurrent Protocols" [with Tina M. Bronkhorst], Norbert Schwarz and Seymour Sudman (Eds.), Answering Questions, 1995, San Francisco:  Jossey-Bass Publishers, 37-64.

"Linking Customer Intelligence to Service Operations:  Exploiting the Connection at GTE" [with James H. Drew], in Teresa A. Swartz, David E. Bowen and Stephen W. Brown (Eds.), Advances in Services Marketing and Management, V4, 1994, Greenwich, CT:  JAI Press, 119-140.

"Factors Influencing Customers' Assessments of Service Quality and Their Invocation of a Service Warranty" [with James H. Drew], in Teresa A. Swartz, David E. Bowen and Stephen W. Brown (Eds.), Advances in Services Marketing and Management, V4, 1994, Greenwich, CT:  JAI Press, 195-210.

"Linking Customer Satisfaction to Service Operations and Outcomes" (with James H. Drew), in Roland T. Rust and Richard L. Oliver (Eds.), Service Quality:  New Directions in Theory and Practice, 1994, Chapter 8, Newbury Park, CA:  Sage Publications, Inc.,  173-200.

"Evaluating Pricing Strategies for New Residential Services in the Telecommunications Industry," in Ruby Roy Dholakia (Ed.), Strategic Perspective on the Marketing of Information Technologies, 1994, Greenwich, Connecticut:  JAI Press, 177-96.

Refereed Articles in Conference Proceedings:

"The Relationship Between Customer Complaints to the Firm and Subsequent Exit Behavior" [with Tina M. Bronkhorst], Advances in Consumer Research V 22, Provo, Utah:  Association for Consumer Research, 1995.

"An Exploratory Investigation of Questionnaire Pretesting with Verbal Protocol Analysis," Advances in Consumer Research, 18, Provo, Utah:  Association for Consumer Research, 1991, 558-65.

"The Structure of Customer Complaint Behavior in the Airline Industry" (with Randall G. Chapman), in Jon M. Hawes (Ed.), Developments in Marketing Science, Vol. XII, Akron, Ohio:  Academy of Marketing Science, 1989, pp. 546-51.

"A Model of Perceived Service Value (Abstract)" (with James H. Drew), in Gary Frazier, Charles Ingene et al. (Eds.), 1988 AMA Educators' Conference Proceedings, Chicago:  American Marketing Association, 1988, p. 213.

"Service Value and Its Measurement:  Local Telephone Service" (with James H. Drew), in Carol Suprenant (Ed.), Add Value to Your Service, Chicago:  American Marketing Association, 1987, pp. 49-54.

"Simultaneous Versus Sequential Estimation of Multi‑Stage Models of Perception, Preference, and Choice" (with Randall G. Chapman), Advances in Consumer Research, 8, Provo, UT:  Association for Consumer Research, 1986, pp. 463‑8.

"Attribute Presentation Order Bias and Nonstationarity in Full Profile Conjoint Analysis Tasks" (with Randall G. Chapman), in Robert F. Lusch et al (Eds.), 1985 AMA Educators' Conference Proceedings, Chicago, Illinois:  American Marketing Association, 1985, pp. 373‑9.

"An Audit of Structural Modeling Applications in Marketing" (with Randall G. Chapman), in 1984 AMA Educators' Conference Proceedings, Chicago, Illinois:  American Marketing Association, 1984, pp. 350‑4.