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The "Great Thinkers in Marketing" series highlights the significant contributions of the most influential scholars to marketing research, theory, and practice. The series and volume editors organize each legend's most impactful articles into several volumes as an anthology set. Volume editors also seek commentaries from other scholars familiar with the legend's work on the articles included in that volume.
This set, comprising six volumes of contributions of Donald Lehmann, covers a broad spectrum of topics relating to customer behavior and decision-making processes, the estimation of stochastic models, empirical replication for theoretical generalization, advertising and branding, new product and innovation diffusion, and performance outcomes of marketing strategy.
This volume, edited by Jacob Goldenberg and Sunil Gupta, synthesizes Lehmann s work on innovation diffusion, strategy, and marketing performance. Along with his articles on these topics, it features an interview with Lehmann and three insightful commentaries from well-known scholars in this field. Of great theoretical and practical relevance, the chapters in this volume enhance the understanding of how marketing strategies lead to innovation diffusion and successful performance outcomes.
List of contents
1. Set Introduction.- 2. Volume VI Introduction: A Legend in Marketing Strategy, Innovation Diffusion, and Marketing Performance.- 3. Modeling the Choice to Automate.- 4. Purchase Intentions and the Dimensions of Innovation: An Exploratory Model.- 5. The Idea Itself and the Circumstances of Its Emergence as Predictors of New Product Success.- 6. Entrenched Knowledge Structures and Consumer Response to New Products.- 7. What is it? Categorization Flexibility and Consumers Responses to Really New Products.- 8. Setting Quality Expectations When Entering a Market: What Should the Promise Be?.- 9. Spontaneous Visualization and Concept Evaluation.- 10. Profiles of Product Innovators Among Large U.S. Manufacturers.- 11. The Extent and Impact of Incubation Time in New Product Diffusion.- 12. Multigeneration Innovation Diffusion: The Impact of Intergeneration Time.- 13. The Role of Hubs in the Adoption Process.- 14. Social Contagion and Customer Adoption.- 15. An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making.- 16. Sales Through Sequential Distribution Channels: An Application to Movies and Videos.- 17. The Impact of Altruism and Envy on Competitive Behavior and Satisfaction.- 18. Strategic Management of Expectations: The Role of Disconfirmation Sensitivity and Perfectionism.- 19. Choosing a Digital Content Strategy: How Much Should be Free?.- 20. The Long-Term Effect of Multichannel Usage on Sales.- 21. How Word-of-Mouth Transmission Encouragement Affects Consumers Transmission Decisions, Receiver Selection, and Diffusion Speed.- 22. Customer Satisfaction, Market Share, and Profitability.- 23. Organizational Learning and CRM Success: A Model for Linking Organizational Practices, Customer Data Quality, and Performance.- 24. When and How Board Members and Marketing Experience Facilitate Firm Growth.- 25. What We Learn When an Innovator Studies Innovation by Christine Moorman.- 26. Don Lehmann IS Marketing Strategy.- 27. How Can Research Be Both Current and Prescient? The Value of Interesting Topics and Useful Findings in Academic Research in Marketing.- 28. The Big Questions Revolve Around Societal Issues.
