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Publications

"Selecting and Ending New Product Efforts," in The Handbook of Technology Management, R. C. Dorf (ed.), Boca Raton, FL: CRC Press, Forthcoming.

"The BuyGrid Model: Twenty-Five Years Later," Journal of Business to Business Marketing," Forthcoming. (with Yoram Wind)

"A Strategic Approach to Managing Product Recalls," Harvard Business Review, 74(September-October 1996), 102-112. (with N. Craig Smith and John A. Quelch)

"Estimating Demand for Services: Issues in Combining Sales Forecasts," Journal of Retailing and Consumer Services," 3(October 1996), 241-250.

"Product Development Takes Intellectual Discipline," National Underwriter, 100(January 15, 1996), 14+.

"Exploring a Contingency Approach to Regulatory Decision-Making," in Marketing and Public Policy Conference Proceedings, R. P. Hill and C. R. Taylor (Eds.), Chicago: American Marketing Association, 1996, 170-177.

New Product Success Stories: Lessons from Leading Innovators, (New York: John Wiley & Sons, 1995). Also published on audio tape by Fast Track Publishing, September Selection, 1995.

"Issues in New Product Forecasting," Journal of Product Innovation Management, 10(September 1994), 347-353. (invited paper)

"Segmenting Industrial Markets," in Advances in Business Marketing and Purchasing, Vol. 6, Handbook of Business Marketing, A. Woodside (ed.), Greenwich, CT: JAI Press, 1994, 59-82, (with Yoram Wind).

New Product Development: Managing and Forecasting for Strategic Success, (New York: John Wiley & Sons, 1993). Also published in Chinese, 1995.

"Method and Situational Factors in Sales Forecast Accuracy," Journal of Forecasting, 12(1993), 69-77.

"Factors Affecting New Product Forecasting Accuracy in New Firms," Journal of Product Innovation Management, 10(January 1993), 35-52. (with William B. Gartner).

"Strategy-Driven Industrial Marketing Research," Review of Marketing 1990, V. Zeithaml (Ed.), Chicago: American Marketing Association, 1990, 411-454. (With Yoram Wind)

"Causal Vs. Attributional Measurement of Interpersonal Purchase Influence in Organizations," International Journal of Research in Marketing, 6(1990), 145-157.

"Factors Which Influence a New Firm's Ability to Accurately Forecast New Product Sales," in Frontiers of Entrepreneurship Research 1989, R. H. Brockhaus, et al (Eds.), Wellesley, MA: Babson College Center for Entrepreneurial Studies, 1989, 461-476. (With William B. Gartner)

"Patent Infringement of Innovations By Foreign Competitors: The Role of the International Trade Commission," Journal of Marketing, 53(October 1989), 63-75.

"An Exploration of the Methods Used by New Firms to Estimate Future Sales: An Update," in Research at the Marketing/Entrepreneurship Interface, G. E. Hills, R. W. LaForge, and B. J. Parker (Eds.), Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago: University of Illinois at Chicago, 1989, 433-435. (With William B. Gartner)

"Industrial Market Segmentation on Buying Center Purchase Responsibilities," Journal of the Academy of Marketing Science, 3(Summer 1989), 243-252.

"An Exploration of the Methods Used by New Firms to Estimate Future Sales," in Frontiers of Entrepreneurship Research 1988, Bruce A. Kirchoff, et al (Eds.), Wellesley, MA: Babson College Center for Entrepreneurial Studies, 1988, 461-476. (With William B. Gartner)

"Forecasting New Product Market Potential: Combining Multiple Methods," Journal of Product Innovation Management, 4(June 1987), 109-119.

"Problems in Demand Estimation for a New Technology," Journal of Product Innovation Management, 2(September 1985), 145-157.

"Timing: The Key to Market Entry," Journal of Consumer Marketing, 2(Summer 1985), 77-87.

"Estimating Market Growth for New Products: An Analogical Diffusion Model Approach," Journal of Product Innovation Management, 2(March 1985), 45-55.

"The Changing Industrial Market: Implications for Research," in A Strategic Approach to Business Marketing, R. Spekman and D. Wilson (Eds.), Chicago: American Marketing Association, 1985, 67-78. (With Yoram Wind)

"Bases of Power in Organizational Buying Decisions," Industrial Marketing Management, 13(October 1984), 209-218.

"An Approach for Conceptually Defining Interpersonal Influence Processes in Organizational Buying Behavior," in Scientific Method in Marketing, P. F. Anderson and M. J. Ryan (Eds.), Chicago: American Marketing Association, 1984, 150-154.

"Consequences of Market Entry Timing on Cellular System Revenues," Telocator, 8(June 1984), 47+. (With Wayne N. Schelle)

"Managing Cross-Cultural Differences in Organizational Buying Behavior: Implications for Industrial Marketing Strategy," in Proceedings, E. Kaynak (Ed.), World Marketing Congress, Halifax, Nova Scotia, Canada, 1983, 448-457.

"Correlates of Interpersonal Purchase Influence in Organizations," Journal of Consumer Research, 9(September 1982), 171-182.

"A Conceptual Model of Interpersonal Purchase Influence in Organizations," in Educators' Conference Proceedings, B. J. Walker, et al, (Eds.) (Chicago: American Marketing Association, 1982, 7-11.

"Marketing Research in the Scientific and Technical Information Services Industry: Development and Future Directions," Journal of the American Society for Information Science, 33(September 1982), 265-269.

"Toward Empirical Generalizations on Industrial Market Segmentation," in Issues in Industrial Marketing: A View to the Future, R. Spekman and D. Wilson (Eds.), Chicago: American Marketing Association, 1982, 1-18. (With Yoram Wind)

"Academic Program Effectiveness: A Model Building Approach," in Educators' Conference Proceedings, K. Bernhardt, et al, (Eds.), Chicago: American Marketing Association, 1981, 464-467.

"Organizational Buying Behavior and STI Marketing Decisions," in Information Services: Economics, Management, and Technology, R. Mason and J. Kreps (Eds.), Boulder, Colorado: Westview Press, 1981, 93-107.

"Conceptual and Methodological Issues in Organizational Buying Behavior," European Journal of Marketing, 14(5/6 1980), 239-263. (With Yoram Wind)

"Alternative Models for the Fair Allocation of Resources Among Competing Claimant Groups: An Exploratory Study," in Educators' Conference Proceedings, N. Beckwith, et al (Eds.), Chicago: American Marketing Association, 1979, 557-561.

"Problems and Prospects in the Segmentation of the STI Market," in Marketing Scientific and Technical Information, W. King and G. Zaltman (Eds.), Boulder, Colorado: Westview Press, 1979, 67-76. (With Yoram Wind)

"A Systematic Approach for Analyzing Foreign Markets," in Guidelines to Operating in Latin America, J. Dyer (Ed.), Miami, FL: Field Research Projects, 1970, 35-48.