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ÂÜÀòÉç¹ÙÍø’s Louis W. Stern Award Call for nominations

Nominations are sought for the 2016 Louis W. Stern Award. The Interorganizational SIG’s Louis W. Stern Award was established by Louis W. and Rhona L. Stern in 1999 through the ÂÜÀòÉç¹ÙÍø Foundation. The award recognizes an outstanding article published in a widely recognized and highly respected refereed journal that has made a significant contribution to the literature on interorganizational marketing or channels of distribution. An article is eligible for consideration for the 2016 award if it was published between 2008 and 2013. Below is a partial list of eligible articles. You may nominate an article that is not on the list, but please make sure that it adheres to the award parameters mentioned above.

All members of the marketing community are invited to nominate up to five articles (please, no self-nominations). Any interorganizational marketing or channels of distribution article that has been published in the time-frame (excluding prior award winners, which can be found at

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is eligible. Nominations must be received by Monday, March 7, 2016. Nominations may be sent to the IOSIG chair, Alberto Sa Vinhas at asavinhas@wsu.edu. Nominations need to include:

1. The title of the paper; 2. Author(s); 3. Journal name, volume and issue number.

Once nominations close at midnight (CST) March 7th, members of the ÂÜÀòÉç¹ÙÍø IOSIG will be invited to vote for one of the nominated articles. Please contact Alberto (asavinhas@wsu.edu) if you would like more information about becoming a member of the IOSIG.

A committee chaired by Kersi Antia(Western University) and including James Brown (West Virginia University) and Alok Kumar (University of Nebraska-Lincoln) will take into account the votes, citations, and their own assessment in selecting the award recipient(s). The winning article will be announced in April and the award will be conferred at the 2016 Summer Educator’s Conference in Atlanta, GA.

Partial List of Eligible Articles Published in 2008

Ansari, Asim; Mela, Carl F; Neslin, Scott A. (2008) “Customer Channel Migration,” Journal of Marketing Research (JMR), Feb2008, Vol. 45 Issue 1, p60-76.

Barry, James M.; Dion, Paul; Johnson, William (2008), “A Cross-Cultural Examination of Relationship Strength in B2B Services,” Journal of Services Marketing, 2008, Vol. 22 Issue 2/3, p114-135.

Bolton, Ruth N; Lemon, Katherine N; Verhoef, Peter C. (2008), “Expanding Business-to-Business Customer Relationships: Modeling the Customer’s Upgrade Decision,” Journal of Marketing, Jan 2008, Vol. 72 Issue 1, p46-64.

Boyd, D. Eric; Spekman, Robert E. (2008), “The Market Value Impact of Indirect Ties Within Technology Alliances,” Journal of the Academy of Marketing Science, Winter2008, Vol. 36 Issue 4, p488-500.

Chuan He; Marklund, Johan; Vossen, Thomas (2008), “Vertical Information Sharing in a Volatile Market,” Marketing Science, May/Jun2008, Vol. 27 Issue 3, p513-530.

Crosno, Jody L.; Dahlstrom, Robert (2008), “A Meta-Analytic Review of Opportunism in Exchange Relationships,” Journal of the Academy of Marketing Science, Summer2008, Vol. 36 Issue 2, p191-201,

Cui, Tony Haitao; Raju, Jagmohan S.; Zhang, Z. John (2008), “A Price Discrimination Model of Trade Promotions,” Marketing Science, Sep/Oct2008, Vol. 27 Issue 5, p779-795.

Eltantawy, Reham. A. (2008). “Supply Management Contribution to Channel Performance: A Top Management Perspective.” Management Research Review, 31(3), 152 – 168.

Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R.(2008), “Influence of Customer Participation on Creating and Sharing of New Product Value,” Journal of the Academy of Marketing Science, Fall2008, Vol. 36 Issue 3, p322-336.

Frankel, Robert, Yemisi A. Bolumole, Reham A. Eltantawy, Gregory T. Gundlach, and Antony Paulraj (2008). “The Domain and Scope of SCM’s Foundational Disciplines – Insights and Issues to Advance Research.” Journal of Business Logistics, 29(1), 1-30.

Fay, Scott (2008), “Selling an Opaque Product Through an Intermediary: The Case of Disguising One’s Product,” Journal of Retailing, Apr2008, Vol. 84 Issue 1, p59-75.

Gal-Or, Esther; Geylani, Tansev; Dukes, Anthony J. (2008), “Information Sharing in a Channel with Partially Informed Retailers,” Marketing Science, Jul/Aug2008, Vol. 27 Issue 4, p642-658.

Homburg, Christian; Droll, Mathias; Totzek, Dirk (2008), “Customer Prioritization: Does It Pay Off, and How Should It Be Implemented?” Journal of Marketing, Sep2008, Vol. 72 Issue 5, p110-130,

Jeuland, Abel P.; Shugan, Steven M. (2008), “Managing Channel Profits,” Marketing Science, Jan/Feb2008, Vol. 27 Issue 1, p52-69.

Kumar, V; Venkatesan, Rajkumar; Reinartz, Werner (2008), Performance Implications of Adopting a Customer-Focused Sales Campaign,” Journal of Marketing, Sep2008, Vol. 72 Issue 5, p50-68.

McFarland, Richard G; Bloodgood, James M; Payan, Janice M. (2008), “Supply Chain Contagion,” Journal of Marketing, Vol. 72 Issue 2, p63-79.

McGuire, Timothy W.; Staelin, Richard (2008), “An Industry Equilibrium Analysis of Downstream Vertical Integration,” Marketing Science, Jan/Feb2008, Vol. 27 Issue 1, p115-130.

Palmatier, Robert W. (2008), “Interfirm Relational Drivers of Customer Value,” Journal of Marketing, Jul2008, Vol. 72 Issue 4, p76-89.

Palmatier, Robert W.; Scheer, Lisa K.; Evans, Kenneth R.; Arnold, Todd J. (2008), “Achieving Relationship Marketing Effectiveness in Business-to-Business Exchanges,” Journal of the Academy of Marketing Science, Summer2008, Vol. 36 Issue 2, p174-190.

Raut, Sumit; Swami, Sanjeev; Eunkyu Lee; Weinberg, Charles B. (2008), “How Complex Do Movie Channel Contracts Need to Be?” Marketing Science, Jul/Aug2008, Vol. 27 Issue 4, p627-641.

Shoham, Aviv; Brencic, Maja Makovec; Virant, Vesna; Ruvio, Ayalla (2008), International Standardization of Channel Management and Its Behavioral and Performance Outcomes,” Journal of International Marketing, 2008, Vol. 16 Issue 2, p120-151.

Solberg, Carl Arthur (2008), Product Complexity and Cultural Distance Effects on Managing International Distributor Relationships: A Contingency Approach,” Journal of International Marketing, 2008, Vol. 16 Issue 3, p57-83,

Van Doorn, Jenny; Verhoef, Peter C. (2008) , “Critical Incidents and the Impact of Satisfaction on Customer Share,” Journal of Marketing, Jul2008, Vol. 72 Issue 4, p123-142.

Vosgerau, Joachim; Anderson, Erin; Ross Jr., William T. (2008), “Can Inaccurate Perceptions in Business-to-Business (B2B) Relationships Be Beneficial?” Marketing Science, Mar/Apr2008, Vol. 27 Issue 2, p205-224.

Xinlei (Jack) Chen; John, George; Narasimhan, Om (2008), Assessing the Consequences of a Channel Switch,” Marketing Science, May/Jun2008, Vol. 27 Issue 3, p398-416.

Partial List of Eligible Articles Published in 2009

Adjei, Mavis T., David A. Griffith, and Stephanie M. Noble (2009), “When do relationships Pay off for Small Retailers? Exploring Targets and Contexts to Understand the Value of Relationship Marketing, " Journal of Retailing, 85(4), 493-501.

Arikan, Andaç T. (2009), “Interfirm Knowledge Exchanges and the Knowledge Creation Capability of Clusters,” Academy of Management Review Vol. 34 (4), 658-676.

Bansal, Pratima; Mcknight, Brent (2009), “Looking Forward, Pushing Back and Peering Sideways: Analyzing the Sustainability of Industrial Symbiosis,” Journal of Supply Chain Management, Vol. 45 (4), 26-37.

Belaya, Vera; Hanf, Jon Henrich (2009), “A Multi-Theoretical Perspective on Power in Managing Interorganizational Relationships,” International Journal of Social Economics, Vol. 36 (11), 1040-1049.

Bell, Simon J., Tracey, Paul, Heide, Jan B. (2009) “The Organization of Regional Clusters,” Academy of Management Review, Vol. 34 (4), 623-642.

Castaldo, Sandro; Zerbini, Fabrizio; Grosso, Monica (2009), “Integration of Third Parties Within Existing Dyads: An Exploratory Study of Category Management Programs (CMPs),” Industrial Marketing Management, Vol. 38 (8), 946-959.

Dukes, Anthony J.; Geylani, Tansev; Srinivasan, Kannan (2009), “Strategic Assortment Reduction by a Dominant Retailer,” Marketing Science, Vol. 28 (2), 309-319.

Frazier, Gary L; Maltz, Elliot; Antia, Kersi D; Rindfleisch, Aric. (2009), “Distributor Sharing of Strategic Information with Suppliers” Journal of Marketing, Vol. 73 (4), 31-43.

Ghosh, Mrinal, and George John (2009), "When Should Original Equipment Manufacturers Use Branded Component Contracts With Suppliers?." Journal of Marketing Research, 46(5): 597-611.

Janowicz-Panjaitan, Martyna; Noorderhaven, Niels G. (2009), “Trust, Calculation and Interorganizational Learning of Tacit Knowledge: An Organizational Roles Perspective,” Organization Studies, Vol. 30 Issue 10, p1021-1044.

Luo, Yadong; Liu, Yi; Xue, Jiaqi (2009), “Relationship Investment and Channel Performance: An Analysis of Mediating Forces,” Journal of Management Studies, Vol. 46 Issue 7, p1113-1137.

Ma, Xufei; Yao, Xiaotao; Xi, Youmin (2009), “How Do Interorganizational and Interpersonal Networks Affect a Firm’s Strategic Adaptive Capability in a Transition Economy?” Journal of Business Research, Vol. 62 Issue 11, p1087-1095.

Magnusson, Peter; Boyle, Brett A. (2009), “A Contingency Perspective on Psychic Distance in International Channel Relationships,” Journal of Marketing Channels, Jan-Mar, Vol. 16 Issue 1, p77-99.

Narasimhan, Ram, Anand Nair, David A. Griffith, Jan Stentoft Arlbjørn, and Elliot Bendoly (2009), "Lock-in Situations in Supply Chains: A Social Exchange Theoretic Study of Sourcing Arrangements in Buyer–Supplier Relationships, " Journal of Operations Management, 27(5), 374-389.

Ryu, Sungmin; Lim, Yanghoon; Hong, Heesook. (2009), “Volatile Environments and Interfirm Governance: Does Trust Matter,” Journal of Business-to-Business Marketing, Vol. 16 Issue 4, p325-342.

Paswan, Audhesh K. (2009), “Environmental Antecedents of Channel Opportunism,” Journal of Marketing Channels, Oct-Dec, Vol. 16 Issue 4, p309-326.

Shaffer, Greg and Zettelmeyer, Florian (2009), “Comparative Advertising and in-Store Displays” Marketing Science, Nov/Dec, Vol. 28 Issue 6, p1144-1156.

Sharma, Dheeraj and Gassenheimer, Jule B. (2009), “Internet Channel and Perceived Cannibalization: Scale Development and Validation in a Personal Selling Context,” European Journal of Marketing, Vol. 43 Issue 7/8, p1076-1091.

Srivastava, Joydeep and Chakravarti, Dipankar (2009), “Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations,” Journal of Marketing Research, Aug, Vol. 46 Issue 4, p557-572.

Wallace, David W.; Johnson, Jean L.; Umesh, U. N. (2009), “Multichannels Strategy Implementation: The Role of Channel Alignment Capabilities,” Decision Sciences, 40 (4), 869-900.

Wang, Yusong; Bell, David; Padmanabhan, V. (2009), “Manufacturer-owned Retail Stores,” Marketing Letters, Vol. 20 Issue 2, p107-124.

Wuyts, Stefan, Peter C. Verhoef, and Remco Prins (2009), "Partner Selection in B2B Information Service Markets," International Journal of Research in Marketing, 26(1), 41-51.

Wu, Chi-Cheng, Ying-Ju Chen, Chih-Jen Wang (2009), “Is Persuasive Advertising Always Combative in a Distribution Channel?” Marketing Science, Vol. 28 Issue 6, p1157-1163.

Xie, Jinxing and Wei, Jerry C. (2009), “Coordinating Advertising and Pricing in a Manufacturer– Retailer Channel,” European Journal of Operational Research, Vol. 197 Issue 2, p785-791.

Xu, Xiaowei (2009), “Optimal Price and Product Quality Decisions in a Distribution Channel, Management Science, Vol. 55 Issue 8, p1347-1352.

Zhang, Chun, John W. Henke, and David A. Griffith (2009), "Do Buyer Cooperative Actions Matter Under Relational Stress? Evidence From Japanese and US Assemblers in the US Automotive Industry," Journal of Operations Management, 27(6), 479-494.

Partial List of Eligible Articles Published in 2010

Barnes, Bradley R., Leonidas C. Leonidou, Noel Y.M. Siu, Constantinos N. Leonidou (2010). “Opportunism as the Inhibiting Trigger for Developing Long-Term-Oriented Western Exporter–Hong Kong Importer Relationships,” Journal of International Marketing: Vol. 18, No. 2, pp. 35-63.

Bello, Daniel C., Constantine S. Katsikeas, Matthew J. Robson (2010). “Does Accommodating a Self- Serving Partner in an International Marketing Alliance Pay Off?” Journal of Marketing: Vol. 74, No. 6, pp. 77-93.

Cai, Gangshu (George). 2010. "Channel Selection and Coordination in Dual-Channel Supply Chains." Journal Of Retailing 86, no. 1: 22-36.

Chiou, Jyh-Shen, Lei-Yu Wu, and Min-Chieh Chuang (2010), "Antecedents of Retailer Loyalty: Simultaneously Investigating Channel Push and Consumer Pull Rffects." Journal Of Business Research 63, no. 4: 431-438.

Crosno, Jody L., and Robert Dahlstrom (2010) "Examining the Nomological Network of Opportunism: A Meta-Analysis." Journal Of Marketing Channels 17, no. 3: 177-190.

Desai, Preyas S., Oded Koenigsberg, Devavrat Purohit (2010), “Forward Buying by Retailers,” Journal of Marketing Research: Vol. 47, No. 1, pp. 90-102.

Draganska, Michaela; Klapper, Daniel; Villas-Boas, Sofia B. A Larger Slice or a Larger Pie? An Empirical Investigation of Bargaining Power in the Distribution Channel.” Marketing Science. Jan/Feb2010, Vol. 29 Issue 1, p57-74.

Dong, Maggie Chuoyan, David K. Tse, Kineta Hung (2010). Effective Distributor Governance in Emerging Markets: The Salience of Distributor Role, Relationship Stages, and Market Uncertainty. Journal of International Marketing: Vol. 18, No. 3, pp. 1-17.

Dukes, Anthony, and Liu Yunchuan. 2010. "In-Store Media and Distribution Channel Coordination." Marketing Science 29, no. 1: 94-107.

Ganesan, Shankar, Steven P. Brown, Babu John Mariadoss, Hillbun (Dixon) Ho (2010). Buffering and Amplifying Effects of Relationship Commitment in Business-to-Business Relationships. Journal of Marketing Research: Vol. 47, No. 2, pp. 361-373.

Gilliland, David I.; Bello, Daniel C.; Gundlach, Gregory T. “Control-based channel governance and relative dependence.” Journal of the Academy of Marketing Science. Fall2010, Vol. 38 Issue 4, p441-455.

Grewal, Rajdeep, Anindita Chakravarty, Amit Saini (2010). “Governance Mechanisms in Business-to- Business Electronic Markets,” Journal of Marketing: Vol. 74, No. 4, pp. 45-62.

Gu, Flora F., Namwoon Kim, David K. Tse, Danny T. Wang (2010). “Managing Distributors’ Changing Motivations over the Course of a Joint Sales Program,” Journal of Marketing: Vol. 74, No. 5, pp. 32-47.

Hughes, Douglas E., Michael Ahearne (2010). Energizing the Reseller’s Sales Force:The Power of Brand Identification. Journal of Marketing: Vol. 74, No. 4, pp. 81-96.

Jean, Ruey-Jer “Bryan”, Rudolf R. Sinkovics, Daekwan Kim (2010). “Drivers and Performance Outcomes of Relationship Learning for Suppliers in Cross-Border Customer–Supplier Relationships: The Role of Communication Culture,” Journal of International Marketing: Vol. 18, No. 1, pp. 63-85.

Jerath, Kinshuk, Z. John Zhang (2010). “Store Within a Store,” Journal of Marketing Research: Vol. 47, No. 4, pp. 748-763.

John, George, and Torger Reve (2010) "Transaction Cost Analysis in Marketing: Looking Back, Moving Forward." Journal Of Retailing 86, no. 3: 248-256.

Lee, Hyun-Hwa and Kim Jihyun. (2010), "Investigating Dimensionality of Multichannel Retailer’s Cross- Channel Integration Practices and Effectiveness: Shopping Orientation and Loyalty Intention." Journal Of Marketing Channels 17, no. 4: 281-312.

Mehta, Rajiv; Anderson, Rolph E.; Dubinsky, Alan J.; Polsa, Pia; Mazur, Jolanta (2010) “Managing International Distribution Channel Partners: A Cross-Cultural Approach.” Journal of Marketing Channels. Apr-Jun2010, Vol. 17 Issue 2, p89-117.

Meyer, R., Vosgerau, J., Singh, V., Urbany, J., Zauberman, G., Norton, M., & … Kahn, B. (2010), “Behavioral Research and Empirical Modeling of Marketing Channels: Implications for Both Fields and a Call for Future Research. Marketing Letters, 21(3), 301-315.

Paulin, Michele, and Ronald J. Ferguson (2010), "Relational Norms in Interfirm Exchanges: From Transactional Cost Economics to the Service-Dominant Logic." Journal Of Business-To-Business Marketing 17, no. 4: 365-405.

Pimentel Claro, Danny, and Priscila B. Oliveira Claro (2010), "Collaborative Buyer–Supplier Relationships and Downstream Information in Marketing Channels." Industrial Marketing Management 39, no. 2: 221-228.

Sa Vinhas, Alberto, Sharmila Chatterjee, Shantanu Dutta, Adam Fein, Joseph Lajos, Scott Neslin, Lisa Scheer, William Ross, and Qiong Wang (2010), "Channel Design, Coordination, and Performance: Future Research Directions." Marketing Letters 21, no. 3: 223-237.

Steward, Michelle D., Felicia N. Morgan, Lawrence A. Crosby, Ajith Kumar (2010). “Exploring Cross- National Differences in Organizational Buyers’ Normative Expectations of Supplier Performance,” Journal of International Marketing: Vol. 18, No. 1, pp. 23-40.

Wierenga, Berend, and Han Soethoudt (2010), "Sales Promotions and Channel Coordination." Journal of The Academy Of Marketing Science 38, no. 3: 383-397.

Wolk, Agnieszka, and Christine Ebling (2010), "Multi-Channel Price Differentiation: An Empirical Investigation of Existence and Causes." International Journal of Research In Marketing 27, no. 2: 142- 150.

Zhang, Haisu, Chengli Shu, Xu Jiang, Alan J. Malter (2010), “Managing Knowledge for Innovation: The Role of Cooperation, Competition, and Alliance Nationality.” Journal of International Marketing: Vol. 18, No. 4, pp. 74-94.

Partial List of Eligible Articles Published in 2011

Closs, David; Speier, Cheri; Meacham, Nathan (2011). “Sustainability to Support End-to-End Value Chains: The Role of Supply Chain Management.” Journal of the Academy of Marketing Science 39. No. 1, Pp. 101-116.

Cronin, J.; Smith, Jeffery;Gleim, Mark; Ramirez, Edward; Martinez, Jennifer (2011). “Green Marketing Strategies: An Examination of Stakeholders and the Opportunities They Present.” Journal of the Academy of Marketing Science 39. No. 1, Pp 158-174.

Crosno, Jody; Dahlstrom, Robert (2011) “Fairness Heuristics and the Fundamental Transformation in Interorganizational Relationships.” Journal of Business-to-Business Marketing 18. No. 4, Pp 313-334.

Godfrey, Andrea; Seiders, Kathleen; Voss, Glenn (2011) “Enough Is Enough! The Fine Line in Executing Multichannel Relational Communication.” Journal of Marketing 75, No. 4, Pp. 94-109.

Gooner, Richard; Morgan, Neil; Perreault, William (2011) “Is Retail Category Management Worth the Effort (and Does a Category Captain Help or Hinder)?” Journal of Marketing 75, No. 5, Pp. 18-33.

Hoppner, Jessica J., and David A. Griffith (2011), "The Role of Reciprocity in Clarifying the Performance Payoff of Relational Behavior," Journal of Marketing Research, 48(5), 920-928.

Kim, S. K., McFarland, R. G., Kwon, S., Son, S., and Griffith, D. A. (2011), “Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework,” Journal of Marketing Research, 48(3), 603-616.

Köhler, Clemens; Rohm, Andrew; de Ruyter, Ko; Wetzels, Martin (2011) “Return on Interactivity: The Impact of Online Agents on Newcomer Adjustment.” Journal of Marketing 75, No. 2, Pp. 93-108.

Kumar, Alok; Heide, Jan; Wathne, Kenneth (2011) “Performance Implications of Mismatched Governance Regimes Across External and Internal Relationships.” Journal of Marketing 75. No. 2, Pp. 1- 17.

Li, Shibo; Sun, Baohong; Montgomery, Alan (2011) “Cross-Selling the Right Product to the Right Customer at the Right Time.” Journal of Marketing Research 48. No. 4, Pp. 683-700.

Lusch, Robert F.; Brown, James R.; O’Brien, Matthew (2011) “Protecting Relational Assets: A Pre and Post Field Study of a Horizontal Business Combination.” Journal of the Academy of Marketing Science 39, No. 2, Pp. 175-197.

Mukherjee, Anirban; Kadiyali, Vrinda (2011) “Modeling Multichannel Home Video Demand in the U.S. Motion Picture Industry.” Journal of Marketing Research 48, No. 6, Pp. 985-995.

Noordhoff, Corine; Kyriakopoulos, Kyriakos; Moorman, Christine; Pauwels, Pieter; Dellaert, Benedict G. (2011) “The Bright Side and Dark Side of Embedded Ties in Business-to-Business Innovation.” Journal of Marketing 75, No. 5, Pp. 34-52.

Samaha, Stephen; Palmatier, Robert; Dant, Rajiv (2011) “Poisoning Relationships: Perceived Unfairness in Channels of Distribution.” Journal of Marketing 75, No. 3, Pp. 99-117.

Sivakumar, K., Roy, S., Zhu, J., & Hanvanich, S. (2011), “Global Innovation Generation and Financial Performance in Business-to-Business Relationships: The Case of Cross-Border Alliances in the Pharmaceutical Industry,” Journal of the Academy of Marketing Science, 39(5), 757-776.

Valentini, Sara; Montaguti, Elisa; Neslin, Scott (2011) “Decision Process Evolution in Customer Channel Choice.” Journal of Marketing 75, No. 6, Pp. 72-86.

Yadong Luo, Yi Liu, Leinan Zhang, Ying Huang (2011) “A taxonomy of Control Mechanisms and Effects on Channel Cooperation in China.” Journal of the Academy of Marketing Science 39, No. 2, Pp. 307-326.

Yarbrough, Larry; Morgan, Neil; Vorhies, Douglas (2011) “The Impact of Product Market Strategy- Organizational Culture Fit on Business Performance.” Journal of the Academy of Marketing Science 39, No. 4, Pp. 555-573.

Zhuang, Guijun; Zhang, Xubing (2011), “Impact of Relationship Marketing Orientation on the Exercise of Interfirm Power and Relational Governance in Marketing Channels: Empirical Evidence From China.” Journal of Marketing Channels 18, No. 4, Pp. 279-302.

Partial List of Eligible Articles Published in 2012

Achrol R. (2012), “Slotting Allowances: A Time Series Analysis of Aggregate Effects Over Three Decades,” Journal of the Academy of Marketing Science, 40(5), 673-694.

Bhargava HK. (2012), “Retailer-Driven Product Bundling in a Distribution Channel,” Marketing Science, 31(6), 1014-1021.

Boyd DE, Brown B. (2012), “Marketing Control Rights and Their Distribution Within Technology Licensing Agreements: A Real Options Perspective,” Journal of the Academy of Marketing Science, 40(5), 659-672.

Bruno HA, Che H, Dutta S. (2012), “Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets,” Journal of Marketing Research, 49(5), 640-654.

Hofer C, Jin H, Swanson RD, Waller MA, Williams BD. (2012), “The Impact of Key Retail Accounts on Supplier Performance: A Collaborative Perspective of Resource Dependency Theory,” Journal of Retailing, 88(3), 412-420.

Homburg C, Fürst A, Kuehnl C. (2012), “Ensuring International Competitiveness: A Configurative Approach to Foreign Marketing Subsidiaries,” Journal of the Academy of Marketing Science, 40(2): 290- 312.

Ingene CA, Taboubi S, Zaccour G. (2012), “Game-Theoretic Coordination Mechanisms in Distribution Channels: Integration and Extensions for Models Without Competition,” Journal of Retailing, 88(4), 476- 496.

Kalaignanam K, Varadarajan R. (2012), “Offshore Outsourcing of Customer Relationship Management: Conceptual Model and Propositions,” Journal of the Academy of Marketing Science, 40(2), 347-363.

Kashyap V, Antia KD, Frazier GL (2012),” Contracts, Extracontractual Incentives, and Ex-post Behavior in Franchise Channel Relationships,” Journal of Marketing Research, 49(2), 260-276.

Lo, Desmond, Kellilynn Frias, and Mrinal Ghosh (2012), “Pricing Formats for Branded Components in Business-to-Business Markets: An Integration of Transaction Cost Economics and the Resource-Based View,” Organization Science, 23(5), 1282-1297.

Patton C, Balakrishnan PV. (2012), “Negotiating When Outnumbered: Agenda Strategies for Bargaining With Buying Teams,” International Journal of Research in Marketing, 29(3), 280-291.

Raassens N, Wuyts S, Geyskens I. (2012), “The Market Valuation of Outsourcing New Product Development,” Journal of Marketing Research, 49(5), 682-695.

Sa Vinhas A, Heide JB, Jap SD. (2012), “Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks,” Management Science, 58(5), 996-1011.

Steenkamp J-BM, Geyskens I. (2012), “Transaction Cost Economics and the Roles of National Culture: A Test of Hypotheses Based on Inglehart and Hofstede,” Journal of the Academy of Marketing Science, 40(2), 252-270.

Williamson O, Ghani T. (2012), “Transaction Cost Economics and its Uses in Marketing,” Journal of the Academy of Marketing Science, 40(1), 74-85.

Partial List of Eligible Articles Published in 2013

Antia,Kersi D., Xu (Vivian) Zheng, and Gary L. Frazier (2013), “Conflict Management and Outcomes in Franchise Relationships: The Role of Regulation,” Journal of Marketing Research, 50(5), 577-589.

Cui, Anna S. (2013), “Portfolio Dynamics and Alliance Termination” The Contingent Role of Resource Dissimilarity,” Journal of Marketing, 77(3), 15-32.

Dant, Rajiv P., Scott K. Weaven, Brent L. Baker, and Hyo Jin Jean Jeon (2013) "An Introspective Examination of Single-unit Versus Multi-unit Franchisees," Journal of the Academy of Marketing Science, 41(4), 473-496.

Grace, Debra, Scott Weaven, Lorelle Frazer, and Jeff Giddings (2013), "Examining the Role of Franchisee Normative Expectations in Relationship Evaluation," Journal of Retailing, 89(2), 219-230.

Grewal,Rajdeep, Alok Kumar, Girish Mallapragada, Amit Saini (2013), “Marketing Channels in Foreign Markets: Control Mechanisms and the Moderating Role of Multinational Corporation Headquarters–Subsidiary Relationship,” Journal of Marketing Research,: 50(3), pp. 378-398.

Hillbun (Dixon) Ho and Shankar Ganesan (2013), “Does Knowledge Base Compatibility Help or Hurt Knowledge sharing Between Suppliers in Coopetition? The Role of Customer Participation,” Journal of Marketing, 77 (6), 91-107.

Homburg, Christian, Marcel Stierl and Torsten Bornemann (2013), “Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement,” Journal of Marketing, 77(6), 54-72.

Jap,Sandy D., Diana C. Robertson, Aric Rindfleisch, Ryan Hamilton (2013), “Low-Stakes Opportunism,” Journal of Marketing Research, 50(2), 216-227.

Lukas, Bryan A., George J. Whitwell and Jan B. Heide (2013), “Why do Customers Get More Than They Need: How Organizational Culture Shapes Product Capability Decisions, “ Journal of Marketing, 77(1), 1-12.

Luo, Anita and V. Kumar (2013), “Recovering Hidden Buyer-Seller Relationship States to Measure the Return on Marketing Investments in Business-to-Business Markets,” Journal of Marketing Research, 50(Feb), 143-160.

Palmatier, Robert W., Mark B. Houston, Rajiv P. Dant, and Dhruv Grewal (2013), “Relationship Velocity: Toward a Theory of Relationship Dynamics,“ Journal of Marketing, 77(1), 13-30.

Seggie, Steven H., David A. Griffith and Sandy D. Jap (2013), “Passive and Active Opportunism in Interorganizational Exchange,” Journal of Marketing, 77(6), 73-90.

Wang, Danny T., Flora F. Gu, and Maggie Chuoyan Dong (2013), “Observer Effects of Punishment in a Distribution Network,” Journal of Marketing Research, 50(5), 627-643.
Wang, Qiong, Julie Juan Li, William T. Ross Jr, and Christopher W. Craighead (2013) "The Interplay of Drivers and Deterrents of Opportunism in Buyer–Supplier Relationships," Journal of the Academy of Marketing Science, 41(1), 111-131.

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