@article{kocas_pauwels_bohlmann_2018, title={Pricing Best Sellers and Traffic Generators: The Role of Asymmetric Cross-selling}, volume={41}, ISSN={["1520-6653"]}, DOI={10.1016/j.intmar.2017.09.001}, abstractNote={Abstract Among the many items online retailers sell, some stand out as best sellers and are often sold at considerable discounts. Best seller discounting can encourage customer traffic and the purchase of a basket of other products in the same transaction. Although most studies treat retailers as symmetric, the cross-selling potential is generally asymmetric across retailers, since some online retailers have more products to sell. In addition, the cross-selling effect works both ways — customers intending to buy a best seller may buy other items in their shopping basket, while other customers intending to buy a basket may buy a best seller while visiting the retailer. The authors model the pricing implications of this rich variety of asymmetric cross-selling, with both best sellers and typical baskets acting as traffic generators and cross-sold products. The common wisdom that loss leader pricing leads to neither a significant increase in store traffic nor an increase in profits does not apply in an asymmetric case where one retailer has more products to cross-sell. The cross-selling potential of products even far down the best seller list is demonstrated. Empirical analyses provide support for key findings of the theoretical model using book pricing and sales rank data from multiple online retailers.}, journal={JOURNAL OF INTERACTIVE MARKETING}, author={Kocas, Cenk and Pauwels, Koen and Bohlmann, Jonathan D.}, year={2018}, month={Feb}, pages={28–43} }
 @inbook{bohlmann_mccreery_2015, title={Customer Experience Mapping: The Springboard to Innovative Solutions}, ISBN={9781119154273 9781118971802}, url={http://dx.doi.org/10.1002/9781119154273.ch4}, DOI={10.1002/9781119154273.ch4}, abstractNote={A primary method to understand the total customer experience and integrate it with the new product development (NPD) innovation process is experience mapping. The goal is to create an experience-based springboard for product design and innovation. Experience mapping is part of many design thinking toolboxes, and is directly linked to other methods in the design process such as personas, ideation, and stakeholder value exchange. This chapter discusses the three essential elements of experience mapping: understanding the total customer experience as inputs to the experience map; making the experience map; and utilizing the experience map as a springboard to developing innovative solutions. It describes how the experience map can be effectively utilized to envision and design innovative solutions for users. The chapter presents an example of a patient who requires physical therapy services to demonstrate how experience maps can be effectively utilized to add value and satisfy user needs.}, booktitle={Design Thinking}, publisher={John Wiley & Sons, Inc}, author={Bohlmann, Jonathan and McCreery, John}, year={2015}, month={Oct}, pages={41–58} }
 @inbook{spanjol_tam_qualls_bohlmann_2015, title={Enacting Change in Strategic Marketing Decisions: The Role of Regulatory Focus in Teams}, ISBN={9783319186863 9783319186870}, ISSN={2363-6165 2363-6173}, url={http://dx.doi.org/10.1007/978-3-319-18687-0_17}, DOI={10.1007/978-3-319-18687-0_17}, abstractNote={The ability to enact change underlies long-term marketing success. We examine how individual and leadership motivations influence a team’s propensity to enact change across a variety of marketing decisions. We utilize regulatory focus theory and identify the effects of regulatory focus match vs. mismatch within teams on the propensity to enact change in decision-making across the marketing mix. We find that regulatory focus match renders leadership-prescribed goal pursuit strategies ineffective and that only teams under regulatory focus mismatch make decisions consistent with leadership-prescribed goal pursuit strategies. For regulatory match teams, our results demonstrate that a promotion focus is associated with greater levels of change in team marketing decisions than a prevention focus.}, booktitle={Developments in Marketing Science: Proceedings of the Academy of Marketing Science}, publisher={Springer International Publishing}, author={Spanjol, Jelena and Tam, Leona and Qualls, William J. and Bohlmann, Jonathan D.}, year={2015}, pages={37–37} }
 @article{sinapuelas_wang_bohlmann_2015, title={The interplay of innovation, brand, and marketing mix variables in line extensions}, volume={43}, ISSN={["1552-7824"]}, DOI={10.1007/s11747-015-0437-6}, number={5}, journal={JOURNAL OF THE ACADEMY OF MARKETING SCIENCE}, author={Sinapuelas, Ian Clark S. and Wang, Hui-Ming Deanna and Bohlmann, Jonathan D.}, year={2015}, month={Sep}, pages={558–573} }
 @article{stanko_bohlmann_molina-castillo_2013, title={Demand-side inertia factors and their benefits for innovativeness}, volume={41}, ISSN={["1552-7824"]}, DOI={10.1007/s11747-013-0332-y}, number={6}, journal={JOURNAL OF THE ACADEMY OF MARKETING SCIENCE}, author={Stanko, Michael A. and Bohlmann, Jonathan D. and Molina-Castillo, Francisco-Jose}, year={2013}, month={Nov}, pages={649–668} }
 @article{bohlmann_spanjol_qualls_rosa_2013, title={The Interplay of Customer and Product Innovation Dynamics: An Exploratory Study}, volume={30}, ISSN={["1540-5885"]}, DOI={10.1111/j.1540-5885.2012.00962.x}, abstractNote={The challenges of successfully developing radical or really new products have received considerable attention from a variety of marketing, strategic, and organizational perspectives. Previous research has stressed the importance of a market‐driven customer orientation, the resolution of market and technological uncertainty, and organizational processes such as cross‐functional teams and organizational learning. However, several fundamental issues have not been addressed. From a customer's perspective, a more innovative product tends to have uncertain benefits and requires customers to learn new behaviors. Customer preferences can, therefore, change as product experience and learning increase. From a firm's perspective, it is unclear how to be customer‐oriented under such dynamic preferences, and product strategies using evolving technologies will tend to interact with how customers learn about an innovation. This research focuses on identifying unresolved issues about these customer and product innovation dynamics. A conceptual framework and series of propositions are presented that relate both changing technology and customer learning to a firm's strategic decisions in developing and launching really new products. The framework is based on in‐depth interviews with high‐tech product managers across several sectors, focusing on the business‐to‐business context. The propositions resulting from the framework highlight the need to consider relevant customer dynamics as integral to a firm's product innovation process. Successful innovation strategies and future research challenges are discussed, and applications to better understanding customer needs and theories of disruptive innovation are examined. Several key insights for innovation success hinge on a broad, downstream orientation to customer needs and product innovation dynamics. To be effective innovators, firms must know their customers' customers and competitors as well as or better than their immediate customers do. Market research must extend downstream for a comprehensive understanding of customer needs dynamics. In the context of disruptive innovation, new dimensions of customer needs may become more valuable based on perceived downstream customer trends. Firms may also innovate on secondary needs because mainstream customers do not always give firms the design freedom to radically innovate on primary features. Understanding customer commitments and how they develop under evolving needs can help firms focus resources on innovative efforts more likely to be accepted by customers.}, number={2}, journal={JOURNAL OF PRODUCT INNOVATION MANAGEMENT}, author={Bohlmann, Jonathan D. and Spanjol, Jelena and Qualls, William J. and Rosa, Jose A.}, year={2013}, month={Mar}, pages={228–244} }
 @article{spanjol_tam_qualls_bohlmann_2011, title={New product team decision making: Regulatory focus effects on number, type, and timing decisions}, volume={28}, number={5}, journal={Journal of Product Innovation Management}, author={Spanjol, J. and Tam, L. and Qualls, W. J. and Bohlmann, J. D.}, year={2011}, pages={623–640} }
 @article{bohlmann_calantone_zhao_2010, title={The Effects of Market Network Heterogeneity on Innovation Diffusion: An Agent-Based Modeling Approach}, volume={27}, ISSN={["1540-5885"]}, DOI={10.1111/j.1540-5885.2010.00748.x}, abstractNote={Innovations usually have an initial impact on very few people. The period of learning or early evaluation precedes the diffusion of the technology into the wider addressed population. More than a transfer, this is best characterized as communication of benefits, costs, and compatibility with earlier technologies and a relative assessment of the new state of the art. Innovation development by an organization or individual creates not just a device (i.e., process or tacit knowledge) but concomitantly a capacity on the part of other organizations or persons to use, adopt, replicate, enhance, or modify the technology, skills, or knowledge for their own purposes. How innovations actually diffuse is to understand the communication of progress, and this framing helps one to design innovations and also design the marketing and testing programs to ready innovations for market and launch them efficiently. Diffusion theory's main focus is on the flow of information within a social system, such as via mass media and word-of-mouth communications. This theory presents often in the form of mathematical models of innovation and imitation. Distinct from classical diffusion models, however, consumers are not all identical in how they connect to others within a market or how they respond to information. We examine the effects of various network structures and relational heterogeneity on innovation diffusion within market networks. Specifically, network topology (the structure of how individuals in the market are connected) and the strength of communication links between innovator and follower market segments (a form of relational heterogeneity) are studied. Several research questions concerning network heterogeneity are addressed with an agent-based modeling approach. The present study's findings are based on simulation results that show important effects of network structure on the diffusion process. The ability to speed diffusion varies significantly according to within- and cross-segment communications within a heterogeneous network structure. The implications of the present approach for new product diffusion are discussed, and future research directions are suggested that may add useful insights into the complex social networks inherent to diffusion. A simple summary is that discovery of significant prime communicator nodes in a network allows innovation development practices to be better calibrated to realistically multiple market segments.}, number={5}, journal={JOURNAL OF PRODUCT INNOVATION MANAGEMENT}, author={Bohlmann, Jonathan D. and Calantone, Roger J. and Zhao, Meng}, year={2010}, month={Sep}, pages={741–760} }
 @article{qiu_qualls_bohlmann_rupp_2009, title={The Effect of Interactional Fairness on the Performance of Cross-Functional Product Development Teams: A Multilevel Mediated Model}, volume={26}, ISSN={["1540-5885"]}, DOI={10.1111/j.1540-5885.2009.00344.x}, abstractNote={Cross-functional product development teams (CFPDTs) are receiving increasing attention as a fundamental mechanism for achieving greater interfunctional integration in the product development process. However, little is known about how team members' interactional fairness perception—fairness perception based on the quality of interpersonal treatment received from the project manager during the new product development process—affects cross-functional communication and the performance of CFPDTs. This study examines the effects of interactional fairness on both team members' performance and team performance as a whole. It was predicted that interactional fairness in CFPDTs would significantly affect team members' task performance, both task- and person-focused interpersonal citizenship behaviors, as well as team performance. Additionally, commitment would partially mediate the effects of interactional fairness on these performance outcomes. Analyzing survey responses from two student samples of CFPDTs with hierarchical linear modeling techniques, it was demonstrated that team members' task performance, interpersonal citizenship behavior, and team performance are enhanced when team members are dedicated to both the team and the project, and such dedication is fostered when project managers are fair to team members in an interpersonal way.}, number={2}, journal={JOURNAL OF PRODUCT INNOVATION MANAGEMENT}, author={Qiu, Tianjiao and Qualls, William and Bohlmann, Jonathan and Rupp, Deborah E.}, year={2009}, month={Mar}, pages={173–187} }
 @article{kocas_bohlmann_2008, title={Segmented switchers and retailer pricing strategies}, volume={72}, ISSN={["0022-2429"]}, DOI={10.1509/jmkg.72.3.124}, abstractNote={Empirical studies reveal a surprisingly wide variety of pricing strategies among retailers, even among Internet sellers of undifferentiated homogeneous goods, such as books and music CDs. Several empirical findings remain puzzling; for example, within the same market, some small retailers decide to discount deeply, whereas others forgo the price-sensitive switchers and price high. The authors present theoretical and empirical analyses that address these varied pricing strategies. A model of three asymmetric firms shows that under multiple switcher segments, in which different switchers compare prices at different retailers, firm-specific loyalty is not sufficient to explain the variety of pricing strategies. The authors demonstrate that a retailer's strategy to discount deeply or frequently is driven by the ratio of the size of switcher segments for which the retailer competes to its loyal segment size. The relative switcher-to-loyal ratios among retailers explain situations in which a small retailer finds it optimal to price high, despite having few loyals, or to discount and go for the switchers. The results of two empirical studies confirm the model's predictions for varied pricing strategies in the context of Internet booksellers. The analyses also present several implications. A small retailer can sometimes benefit from strategically limiting its access to switchers to soften price competition. A midsized retailer can benefit from targeting its switcher acquisition activities toward its larger rival, given the shallower discounts involved. When most switchers widely compare prices, a large retailer should offer few shallow discounts because other firms will more aggressively discount. The importance of switcher segmentation suggests that managers should carefully measure switching behavior in devising pricing strategies.}, number={3}, journal={JOURNAL OF MARKETING}, author={Kocas, Cenk and Bohlmann, Jonathan D.}, year={2008}, month={May}, pages={124–142} }
 @article{bohlmann_rosa_bolton_qualls_2006, title={The Effect of Group Interactions on Satisfaction Judgments: Satisfaction Escalation}, volume={25}, ISSN={0732-2399 1526-548X}, url={http://dx.doi.org/10.1287/mksc.1050.0182}, DOI={10.1287/mksc.1050.0182}, abstractNote={This study investigates how people's satisfaction judgments are modified after they interact with other group members. It integrates research on customer satisfaction and social influence to develop hypotheses about how an individual's satisfaction is influenced by discrepancies between her expectations about the satisfaction of other group members and their actual opinions as revealed in group discussion. It also considers how this effect is moderated by the individual's susceptibility to social influence and perceptions of group cohesiveness. Two empirical studies demonstrate significant social influence effects on satisfaction judgments in groups. Study One analyzes group satisfaction data collected over time using a mixed-effects regression. It shows that an individual's perceived discrepancy between others' satisfaction judgments and expected group satisfaction has an important influence on her postdiscussion satisfaction judgments. Moreover, individuals discount the prediscussion satisfaction judgments of other group members in favor of perceived satisfaction and its discrepancy with expectations. Group cohesiveness accentuates the perceived discrepancy with expected group satisfaction. Study Two analyzes survey data from dyads drawn from a cross-sectional sample of organizational buyers who purchase from the same supplier. It models the decision maker's satisfaction with a service supplier as a function of end-user satisfaction. It shows that social influence effects exist in purchasing groups within organizations. Both studies demonstrate that individual-level postdiscussion satisfaction judgments tend to become more extreme, a phenomenon we call satisfaction escalation.}, number={4}, journal={Marketing Science}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Bohlmann, Jonathan D. and Rosa, José Antonio and Bolton, Ruth N. and Qualls, William J.}, year={2006}, month={Jul}, pages={301–321} }
 @book{rosa_hoeffler_qualls_bohlmann_2004, title={Analogies and Imaginary Consumers: A Case Study of New Product Development}, number={04-122}, author={Rosa, J. and Hoeffler, S. and Qualls, W. and Bohlmann, J.}, year={2004} }
 @article{bohlmann_golder_mitra_2002, title={Deconstructing the Pioneer's Advantage: Examining Vintage Effects and Consumer Valuations of Quality and Variety}, volume={48}, ISSN={0025-1909 1526-5501}, url={http://dx.doi.org/10.1287/mnsc.48.9.1175.175}, DOI={10.1287/mnsc.48.9.1175.175}, abstractNote={Several studies have demonstrated an order-of-entry effect on market share, suggesting that pioneers outperform later entrants. However, other research has pointed out the limitations of these studies and found evidence that many pioneers fail or have low market share. Given this background, the purpose of this research is to understand the conditions under which pioneers are more likely and also less likely to have an advantage. We propose a game-theoretic model that includes important sources of pioneer advantages as well as disadvantages. Specifically, we incorporate a pioneer advantage due to preemption in markets with heterogeneous tastes. In addition, we incorporate a potential pioneer disadvantage due to technology vintage effects, where later entrants utilizing improved technology can have lower costs and higher quality. The model allows us to evaluate the extent of vintage effects necessary to overcome a pioneer's advantage. Key relationships are found between the magnitude of the pioneer advantage or disadvantage and consumer valuations of product attributes (e.g., variety and quality). We empirically validate the model with vintage effect data in 36 product categories, and measures of consumer valuations of product variety and quality for 12 of these 36 categories. The results show that pioneers do better in product categories wherevariety is more important and worse in categories where productquality is more important. Pioneers in categories with high vintage effects are shown to have lower market shares and higher failure rates. Similar results appear when analyzing persistence of market leadership over time, further validating our model's major implications. We also present two case studies that illustrate key elements of the model.}, number={9}, journal={Management Science}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Bohlmann, Jonathan D. and Golder, Peter N. and Mitra, Debanjan}, year={2002}, month={Sep}, pages={1175–1195} }
 @article{bohlmann_qualls_2001, title={Household preference revisions and decision making: The role of disconfirmation}, volume={18}, ISSN={0167-8116}, url={http://dx.doi.org/10.1016/s0167-8116(01)00043-x}, DOI={10.1016/s0167-8116(01)00043-x}, abstractNote={In this paper, we examine the role of disconfirmation as an important determinant of household preference revisions and decision making. Although prior research has examined decision influence and information exchange in household decision making, the impact of disconfirmation on individual family member preferences and the joint household preference has not been explicitly studied. Analogous to the main types of social influence found within groups, we identify two types of disconfirmation that impact individual preferences arising from family interaction or discussion. These two types of disconfirmation are informational disconfirmation, related to new product information revealed in family discussion being different than one's prior beliefs, and preference disconfirmation, where a family member has incorrect expectations of the preferences of other influential household members. An empirical study involving a household vacation decision demonstrates significant disconfirmation effects in explaining individuals' post-discussion preferences, as well as the joint household preference and decision. Based on the empirical results, we discuss various implications and suggest future research to study the specific consequences of disconfirmation in household decisions.}, number={4}, journal={International Journal of Research in Marketing}, publisher={Elsevier BV}, author={Bohlmann, Jonathan D. and Qualls, William J.}, year={2001}, month={Dec}, pages={319–339} }
 @article{urban_hauser_qualls_weinberg_bohlmann_chicos_1997, title={Information Acceleration: Validation and Lessons from the Field}, volume={34}, ISSN={0022-2437 1547-7193}, url={http://dx.doi.org/10.1177/002224379703400112}, DOI={10.1177/002224379703400112}, abstractNote={There is strong management interest in the use of multimedia stimuli to gather data with which to forecast consumer response to really new products. These vivid methods have high face validity and are attractive to top management, but they have only begun to be tested for validity. The authors evaluate one virtual representation called information acceleration (IA) that has been applied eight times to consumer and business-to-business products. They report on three tests of validity—two internal and one external. The first internal test compares the ability of IA to represent a physical automobile showroom and salesperson. The second internal test compares the ability of IA to represent the interpersonal interaction of a medical technician with a physician when evaluating a new medical instrument. The external test compares forecasts, made in 1992 for a camera launched in 1993, with actual sales for 1993 and 1994. The authors also compare actual sales to forecasts modified for the actual marketing plan and for an unforeseen negative Consumer Reports article. Using real-world applications of IA as a basis, the authors conclude with a summary of the lessons that have been learned during the past five years.}, number={1}, journal={Journal of Marketing Research}, publisher={SAGE Publications}, author={Urban, Glen L. and Hauser, John R. and Qualls, William J. and Weinberg, Bruce D. and Bohlmann, Jonathan D. and Chicos, Roberta A.}, year={1997}, month={Feb}, pages={143–153} }
 @article{lazarus_crawley_bohlmann_1991, title={Static Aeroelastic Control Using Strain Actuated Adaptive Structures}, volume={2}, ISSN={1045-389X 1530-8138}, url={http://dx.doi.org/10.1177/1045389x9100200307}, DOI={10.1177/1045389x9100200307}, abstractNote={In this study, the feasibility of using representative box wing adaptive structures for static aeroelastic control is examined. A deformable typical section is uti lized to derive the optimal and suboptimal relations for induced strain actuated adaptive wings, and the relations developed are used to design representative adaptive lifting sur faces which are assessed in trade studies. The optimal relations developed showed that op timal adaptive airfoil designs are possible for some realistic configurations, and effective sub-optimal designs can be achieved for others. In addition, the important parameters associated with inducing curvature and twist, thereby altering the lifting forces on the air foil, are determined. The most important of which were found to be the airfoil thickness ratio, the actuation strain produced by the induced strain actuators, and the relative stiff ness ratio of the actuator to the wing skin for both camber and twist control. The stiffness coupling parameter and the wing aspect ratio were also found to be important for twist control. The potential benefits of using adaptive airfoils for aeroelastic control, rather than conventional articulated control surfaces, is demonstrated in trade studies. It was found that greater control authority along with a lower weight penalty is achievable using adap tive aeroelastic structures for a variety of wing designs. Thus, strain actuated adaptive wings may be used rather than conventional lifting surfaces to increase performance while reducing weight, decreasing loads in critical areas, improving the radar cross section, and maximizing the lift-to-drag ratio for many flight conditions.}, number={3}, journal={Journal of Intelligent Material Systems and Structures}, publisher={SAGE Publications}, author={Lazarus, Kenneth B. and Crawley, Edward F. and Bohlmann, Jonathan D.}, year={1991}, month={Jul}, pages={386–410} }
 @article{bohlmann_weisshaar_eckstrom_1990, title={Static aeroelastic tailoring for oblique wing lateral trim}, volume={27}, ISSN={0021-8669 1533-3868}, url={http://dx.doi.org/10.2514/3.25319}, DOI={10.2514/3.25319}, abstractNote={Due to its asymmetrical configuration, an oblique wing aircraft may exhibit a roll-trim imbalance. To correct this imbalance, control surfaces, such as ailerons, might be deflected or built-in twists might be added. This paper explores an alternative method of achieving oblique wing roll trim. This is the concept of applying composite tailoring to the oblique wing for lateral trim. The practical use of this concept to trim an oblique wing is demonstrated through analysis of a realistic wing by a static aeroelastic computational procedure. The computational method includes the full-potential transonic aerodynamic code FLO22 and a Ritz structural plate program that is used to model the stiffness created by symmetrical, but unbalanced, advanced composite wing skins. Analysis results indicate that asymmetric composite tailoring reduces the aileron deflection needed for roll equilibrium of the oblique wing. Furthermore, the use of aeroelastic tailoring for lateral trim can reduce control surface hinge moments and drag, resulting in performance benefits when compared to an untailored wing. At the same time, however, wing-skin stresses are greater when tailoring is used, leading to potential design tradeoffs. As such, an integrated design approach would be required to evaluate the true impact of aeroelastic tailoring on the overall performance of an oblique wing.}, number={6}, journal={Journal of Aircraft}, publisher={American Institute of Aeronautics and Astronautics (AIAA)}, author={Bohlmann, Jonathan D. and Weisshaar, Terrence A. and Eckstrom, Clinton V.}, year={1990}, month={Jun}, pages={558–563} }
 @article{weisshaar_bohlmann_1989, title={Supersonic flutter of aeroelastically tailored oblique wings}, volume={26}, ISSN={0021-8669 1533-3868}, url={http://dx.doi.org/10.2514/3.45725}, DOI={10.2514/3.45725}, abstractNote={Renewed interest in oblique wing aircraft has created curiosity about the possible use of aeroelastic tailoring to enhance its aeroelastic stability. This paper examines the flutter characteristics of an idealized, advanced composite, oblique wing configuration operating at supersonic speeds. The theoretical model consists of a uniform property wing with beamlike flexural and torsional flexibility as well as bend-twist deformation cross-coupling. The wing is free to roll unrestrained about a streamwise roll axis. Quasisteady, linearized, supersonic aerodynamic theory is used to describe the deformation-dependent aerodynamic forces. The effects of characteristic inertial, aerodynamic, and structural parameters on flutter behavior are surveyed. Among these parameters are the following: wing aspect ratio; mass ratio; Mach number; fundamental bending-torsion frequency ratio; bend-twist deformation coupling; wing sweep angle; and the wing-to-fuselage roll mass moment of inertia ratio. It is shown that when tailoring is used to increase the stability of a body-freedom mode, the result is a reduction of stability of other high-frequency aeroelastic modes. This tradeoff characteristic is similar to that observed for conventional wings and indicates that excessive wing stiffness cross-coupling is undesirable as a passive measure to control flutter.}, number={1}, journal={Journal of Aircraft}, publisher={American Institute of Aeronautics and Astronautics (AIAA)}, author={Weisshaar, Terrence A. and Bohlmann, Jonathan D.}, year={1989}, month={Jan}, pages={75–83} }