Marketing and Business Law publications


2023 and forthcoming

Shalini, J., Jain, S., & Li, Y. J. (2023). Sustaining livelihoods or saving lives? Economic system justification in the time of COVID-19. Journal of Business Ethics, 183: 71–104.

Haruvy, E., Lim, B., & Leszczyc, P. T. L. (2023). The effect of surcharge on price in online auctions. Electronic Commerce Research, 23: 1161–1182.

Breugelmans, E., Hermans, M., Krafft, M., Lehmkuhle, F., & Mantrala, M. K. (in press). What is happening to my nearby stores? The own-and-cross-effect of radical store transformation on existing customers. Journal of the Academy of Marketing Science. 

Liu, P. J., Rim, S., Min, L., & Min, K. E. (2023). The surprise of reaching out: Appreciated more than we think. Journal of Personality & Social Psychology. 124 (4):754–771.

Tellis, G. J., Sood, A., Nair, S., & Sood, N. (2023). Lockdown without loss? A natural experiment of net payoffs from COVID-19 lockdowns. Journal of Public Policy & Marketing, 42 (2): 133–151.

Ellickson, P. B., Kar, W., & Reeder III, J. C. (2023). Estimating marketing component effects: Double machine learning from targeted digital promotions. Marketing Science, 42 (4): 704–728. 

Gordon, B. R., Lovett, M. J., Luo, B., & Reeder III, J. C. (2023). Disentangling the effects of ad tone on voter turnout and candidate choice in presidential elections. Management Science, 69 (1): 220–243. 


Lim, B., Xie, Y., & Haruvy, E. (2022). The impact of mobile app adoption on physical and online channels. Journal of Retailing, 98 (3): 453–470.

Maeng, A. & Aggarwal, P. (2022). The face of political beliefs: Why gender matters for electability. Journal of the Association for Consumer Research, 7 (3): 360–370.

Hewett, K., Hult, G. T. M., Mantrala, M. K., Nim, N., & Pedada, K. (2022). Cross-border marketing ecosystem orchestration: A conceptualization of its determinants and boundary conditions. International Journal of Research in Marketing, 39 (2): 619–638.

Symitsi, E., Markellos, R. N., & Mantrala, M. K. (2022). Keyword portfolio optimization in paid search advertising. European Journal of Operational Research, 303 (2): 767–778.

Timoumi, A., Gangwar, M., & Mantrala, M. K. (2022). Cross-channel effects of omnichannel retail marketing strategies: A review of extant data-driven research. Journal of Retailing, 98 (1): 133–151. 


Voorhees, C. M., Beck, J. M., Randhawa, P., DeTienne, K. B., & Bone, S. A. (2021). Assessing the effects of service variability on consumer confidence and behavior. Journal of Service Research, 24 (3): 405–420.

Cialdini, R., Li, Y. J., Samper, A., & Wellman, N. (2021). How bad apples promote bad barrels: Unethical leader behavior and the selective attrition effect. Journal of Business Ethics, 168 (4): 861–880.

Brian H. J., Thorson, E., Kim, E., & Mantrala, M. K. (2021). COVID-19 communication ecology: Visualizing communication resource connections during a public health emergency using network analysis. American Behavioral Scientist, 65, (7): 893–913.

Waiser, R. (2021). Involving sales managers in sales force compensation design. Journal of Marketing Research, 58 (1): 182–201.


Hult, G. T. M., Walkowiak, T. A., & Beck, J. M. (2020). Service research: progress toward interdisciplinary collaboration. Journal of Services Marketing, 34 (3): 363–371.

Joseph, K., Mandal, A., & Singha, S. (2020). Predicting Amazon’s choice of HQ2 from social media: Evidence from the tweets of informed sources. Journal of Applied Business & Economics, 22 (10): 215–232.  

Choi, J., Li, Y. J., Rangan, P., Yin, B. M., & Singh, S. (2020). Opposites attract: Impact of background color on effectiveness of emotional charity appeals. International Journal of Research in Marketing, 37 (3): 644–660.

Yin, B. M., Li, Y. J., & Singh, S. (2020). Coins are cold and cards are caring: The effect of pregiving incentives on charity perceptions, relationship norms, and donation behavior. Journal of Marketing, 84 (6): 57–73.

Chen, L., Zhu, F., Mantrala, M. K., & Wong, N. (2020). Seller creative selling in social commerce. International Journal of Advertising, 40 (2): 272–291.

Chen, L., Zhu, F., & Mantrala, M. K. (2020). The path of support-to-sales: Mediating role of seller collaborative information exchange in social commerce. European Journal of Marketing, 55 (2): 363–384.

Banerjee, P., Chatterjee, P., Mishra, S., & Mishra, A. A. (2020). When should we not expect attraction effect? The moderating influence of analytic versus holistic thinking. Journal of Strategic Marketing,28 (5): 399–416.


Chaudhuri, M., Voorhees, C. M., & Beck, J. M. (2019). The effects of loyalty program introduction and design on short-and long-term sales and gross profits. Journal of the Academy of Marketing Science, 47: 640–658.

Joseph, K. & Loginova, O. (2019). Clipping coupons: Redemption of offers with forward-looking consumers. Economics Bulletin, 39 (3): 16941700.

Zelin, Z., Popkowski-Leszczyc, P., Qu, R., & Joseph, K. (2019). A joint optimal model of pricing, rebate value, and redemption hassle. Decision Sciences, 50 (5): 1060–1092.

Choi, J., Li, Y. J., & Samper, A. (2019). The influence of health motivation and calorie ending on preferences for indulgent foods. Journal of Consumer Research, 46 (3): 606–619.

Li, Y. J., Haws, K., & Griskevicius, V. (2019). Parenting motivation and consumer decision making. Journal of Consumer Research, 45 (5): 1117–1137.

Anand, D. & Mantrala, M. K. (2019). Responding to disruptive business model innovations: The case of traditional banks facing fintech entrants. Journal of Banking and Financial Technology, 3: 19–31.

Guan, X., Mantrala, M. K., & Bian, Y. (2019). Strategic information management in a distribution channel. Journal of Retailing, 95 (1): 42–56.

Banerjee, P., Chatterjee, P., Mishra, S., & Mishra, A.A. (2019). Loss is a loss, why categorize it? Mental accounting across cultures. Journal of Consumer Behavior, 18 (2): 77–88.

Lee, K., Choi, J., Marakas, G. M., & Singh, S. N. (2019). Two distinct routes for inducing emotions in HCI design. International Journal of Human-Computer Studies, 124: 67–80.

Hossain, T., Shi, M., & Waiser, R. (2019). Measuring rank-based utility in contests: The effect of disclosure schemes. Journal of Marketing Research, 56 (6): 981–994.


Cook, C. L., Li, Y. J., Newell, S. M., Cottrell, C. A., & Neel, R. (2018). The world is a scary place: Individual differences in belief in a dangerous world predict specific intergroup prejudices. Group Processes & Intergroup Relations, 21 (4): 584–596.

Maeng, A. & Aggarwal, P. (2018). Facing dominance: Anthropomorphism and the effect of product face ratios on consumer preferences. Journal of Consumer Research, 44 (5): 1104–1122.

Zhang, Z., Dong, X., Mantrala, M. K., & Zhang, Y. (2018). Optimal depth and timing of price promotions in a vertically differentiated product line. Journal of Business Research, 83: 215–228.

Scopelliti, I., Min, L., McCormick, E., Kassam, K. S., & Morewedge, C. K. (2018). Individual differences in correspondence bias: Measurement, consequences, and correction of biased interpersonal attributions. Management Science, 64 (4): 1879–1910. 


Bansal, N., Joseph, K.,Ma, M., & Wintoki, M. B.(2017). Do CMO incentives matter? An empirical investigation of CMO compensation and its impact on firm performance. Management Science, 63 (6): 1993–2015.

Wang, Z., Mao, H., Li, Y. J., & Liu, F. (2017). Smile big or not? Effects of smile intensity on perceptions of warmth and competence. Journal of Consumer Research,43 (5): 787–805.

Wang, Z., Singh, S., Li, Y. J.., Mishra, S., Ambrose, M., & Biernat, M. (2017). Effects of employees’ positive affective displays on customer loyalty intentions: An emotions-as-social-information perspective. Academy of Management Journal, 60 (1): 109–129.

Maeng, A. & Aggarwal, P. (2017). Gaining power through dominant looking products: The influence of social inequality on consumption behavior. In D. Maheswaran & T. Puliyel (Eds.), Perspectives on Indian Consumer Behavior. Oxford University Press.

Kamran-Dasfani, O., Mantrala, M. K., Izquierdo-Yusta, A., & Martínez-Ruiz, M. P. (2017). The impact of retail store format on the satisfaction-loyalty link: An empirical investigation. Journal of Business Research, 77: 14–22.

Kanuri, V., Mantrala, M. K., & Thorson, E., (2017). Optimizing a menu of multi-format subscription plans for ad supported media platforms: A model and application in the daily newspaper industry. Journal of Marketing, 81 (2): 45–63.

Kohler, C., Mantrala, M. K., Albers, S., & Kanuri, K. (2017). A meta-analysis of marketing communication carryover effects. Journal of Marketing Research, 54 (6): 990–1008.

Mishra, S., Singh, S. N., Fang, X., & Yin, B. (2017). Impact of diversity, quality and number of brand alliance partners on the perceived quality of a new brand. Journal of Product & Brand Management, 26 (2): 159–176.


Choi, J., Chang, Y. K., Li, Y. J., & Jang, M. (2016). Doing good in another neighborhood: Attributions of CSR motives depend on corporate nationality and cultural orientation. Journal of International Marketing, 24 (4): 82–102.

Maeng, A. & Aggarwal, P. (2016). Anthropomorphism and the effect of product face ratios on consumer preferences. In Advances in National Brand and Private Label Marketing.

Gopalakrishna, S., Garrett, J., Mantrala, M. K., & Sridhar, S. (2016). Assessing sales contest effectiveness: The role of salesperson and sales district characteristics. Marketing Letters, 27: 589–602.

Choi, J., Rangan, P., & Singh, S. (2016). Do cold images cause cold-heartedness? The impact of visual stimuli on the effectiveness of negative emotional charity appeals. Journal of Advertising, 45 (4): 417–426.

Kim, D., Singh, S. N., Mishra, S. K., & Wang, Z. (2016). Insidious effects of syntactic complexity: Are ads targeting older adults too complex to remember? Journal of Advertising, 45 (4): 509518.


Zhang, Z., Kissan, J., & Subramaniam, R. (2015). Probabilistic selling under quality-differentiation. Management Science, 61 (8): 1938–1958.

Johnson, K. A., Li, Y. J., & Cohen, A. B. (2015). Fundamental motivations and the varieties of religious experience. Religion, Brain, and Behavior, 5 (3): 197–231.

O’Guinn, T., Tanner, R., & Maeng, A. (2015). Turning to space: Social density, social class, and the value of things in stores. Journal of Consumer Research, 42 (2): 196–213.

Maeng, A. & Aggarwal, P. (2015). Dominant designs: The effect of product face-ratio on perceived product dominance and consumer preferences. In Psychology of Design: Creating Consumer Desire.

Cabano, F. G., Maeng, A., & Mishra, S. (2015). Go green or go God? Religiosity reduces pro-environmental behaviors. NA - Advances in Consumer Research, 43: 471–475.

Krafft, M., Gotz, O., Mantrala, M. K., Sotgiu, F., & Tillmans, S. (2015). The evolution of marketing channels research: A methodological perspective. Journal of Retailing, 91 (4): 569–585.

Mantrala, M. K., et al. (2015). Business-to-business buying: Challenges and opportunities. Customer Needs and Solutions, 2 (3): 193–208.

Scopelliti, I., Morewedge, C. K., McCormick, E., Min, L., LeBrecht, S., & Kassam, K. S. (2015). Bias blind spot: structure, measurement, and consequences. Management Science, 61 (10): 2468–2486.

Rangan, P., Singh, S. N., Landau, M. J., & Choi, J. (2015). Impact of death-related television programming on advertising evaluation. Journal of Advertising, 44 (4): 326–337.