Management And Accounting Web

Marketing, Sales and Advertising Bibliography

Provided by James R. Martin, Ph.D., CMA
Professor Emeritus, University of South Florida

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Aaker, D. 2003. The power of the branded differentiator. MIT Sloan Management Review (Fall): 83-87.

Abdel-Khalik, A. R. 1975. Advertising effectiveness and accounting policy. The Accounting Review (October): 657-670. (JSTOR link).

Adamson, B., M. Dixon and N. Toman. 2012. The end of solution sales. Harvard Business Review (July/August): 60-68.

Adamson, B., M. Dixon and N. Toman. 2013. Dismantling the sales machine. Harvard Business Review (November): 102-109.

Adjei, M. T., C. H. Noble and S. M. Noble. 2012. Enhancing relationships with customers through online brand communities. MIT Sloan Management Review (Summer): 22-24.

Akçura, M. T. and K. Srinivasan. 2005. Research note: Customer intimacy and cross-selling strategy. Management Science (June): 1007-1012. (JSTOR link).

Algesheimer, R. and P. M. Dholakia. 2006. Do customer communities pay off? Harvard Business Review (November): 26-30.

Allen, R. W. 1966. Factors influencing market penetration. Management Science (September): 22-41. (JSTOR link).

Allon, G. and A. Bassamboo. 2011. Buying from the babbling retailer? The impact of availability information on customer behavior. Management Science (April): 713-726.

Almquist, E., J. Senior and N. Bloch. 2016. The elements of value: Measuring - and delivering - what consumers really want. Harvard Business Review (September): 46-53. (30 elements of value that meet four kinds of need: functional, emotional, life changing, and social impact. When combined optimally, they will increase customer loyalty and revenue growth).

Amaral, J. E. G. Anderson Jr. and G. G. Parker. 2011. Putting it together: How to succeed in distributed product development. MIT Sloan Management Review (Winter): 51-58.

Amos, D. P. 2010. Afliac's CEO explains how he fell for the duck. Harvard Business Review (January): 131-134.

Anand, K. S., M. F. Pac and S. Veeraraghavan. 2011. Quality-speed conundrum: Trade-offs in customer-intensive services. Management Science (January): 40-56.

Anctil, R., M. Borneman and T. Long. 2014. The Glenridge Retail Development. IMA Educational Case Journal 7(4): 1-10.

Anderson, E. and V. Onyemah. 2006. How right should the customer be? Harvard Business Review (July/August): 59-67.

Anderson, E. E. 1974. Determining the most profitable retail brand mix from empirical measures of brand preference. Decision Sciences 5(4): 564-574.

Anderson, E. T., D. Mok and N. Jairam. 2013. Escaping the discount trap. Harvard Business Review (September): 121-125.

Anderson, J. C. and J. A. Narus. 2003. Selectively pursuing more of your customer's business. MIT Sloan Management Review (Spring): 42-49.

Anderson, J. C. and M. Wouters. 2013. What you can learn from your customer's customer. MIT Sloan Management Review (Winter): 75-82.

Anderson, J. C., J. A. Narus and M. Wouters. 2014. Tiebreaker selling. Harvard Business Review (March): 90-96.

Anderson, J. C., J. A. Narus and W. van Rossum. 2006. Customer value propositions in business markets. Harvard Business Review (March): 90-99.

Anderson, M. C., R. D. Banker and S. N. Janakiraman. 2003. Are selling, general, and administrative costs "Sticky"? Journal of Accounting Research (March): 47-63. (JSTOR link).

Anderson, R. E., S. Swaminathan and R. Mehta. 2013. How to drive customer satisfaction. MIT Sloan Management Review (Summer): 13-15.

Anita, K. D., M. Bergen and S. Dutta. 2004. Competing with gray markets. MIT Sloan Management Review (Fall): 63-69.

Anshen, M. 1956. Management science in marketing: Status and prospects. Management Science (April): 222-231. (JSTOR link).

Aral, S. 2014. The problem with online ratings. MIT Sloan Management Review (Winter): 47-52.

Aral, S. and D. Walker. 2011. Creating social contagion through viral product design: A randomized trial of peer influence in networks. Management Science (September): 1623-1639.

Aral, S. and D. Walker. 2011. Forget viral marketing - Make the product itself viral. Harvard Business Review (June): 34-35.

Archak, N., A. Ghose and P. G. Ipeirotis. 2011. Deriving the pricing power of product features by mining consumer reviews. Management Science (August): 1485-1509.

Archerd, W. R. 1949. Leaves from the salesman's order book - A simplified order and billing routine. N.A.C.A. Bulletin (October): 185-188.

Ariely, D. 2007. The customers' revenge. Harvard Business Review (December): 31-36, 38, 40, 42-43. (Case study).

Alexander, J. 2012. Quick response codes: A marketing tool for accounting firms. The CPA Journal (August): 18.

Avery, J., S. Fournier and J. Wittenbraker. 2014. Unlock the mysteries of your customer relationships. Harvard Business Review (July/August): 72-81.

Avery, J., T. Steenburgh, R. Martin and M. Volpe. 2012. Target the right market. Harvard Business Review (October): 119-123.

Ayanso, A. and B. Mokaya. 2013. Efficiency evaluation in search advertising. Decision Sciences 44(5): 877-913.

Barwise, P. and S. Meehan. 2010. Is your company as customer-focused as you think? MIT Sloan Management Review (Spring): 63-68.

Barwise, P. and S. Meehan. 2010. The one thing you must get right when building a brand. Harvard Business Review (December): 80-84.

Batchelder, G. M. 1949. What records are essential for direction and control of sales effort? N.A.C.A. Bulletin (November): 295-298.

Beard, L. H. and V. A. Hoyle. 1976. Cost accounting proposal for an advertising agency. Management Accounting (December): 38-40.

Bell, C. E. 1968. The N days of Christmas: A model for competitive advertising over an intensive campaign. Management Science (May): 525-535. (JSTOR link).

Bell, D. R. and X. Dreze. 2002. Changing the channel: A better way to do trade promotions. MIT Sloan Management Review (Winter): 42-49.

Bell, D. R., C. Jeonghye and L. Lodish. 2012. What matters most in internet retailing. MIT Sloan Management Review (Fall): 27-33.

Bell, D. R., S. Gallino and A. Moreno. 2014. How to win in an ominichannel world. MIT Sloan Management Review (Fall): 45-53.

Bendapudi, N. and V. Bendapudi. 2005. Creating the living brand. Harvard Business Review (May): 124-132.

Bendle, N. T. and C. K. Bagga. 2016. The metrics that marketers muddle. MIT Sloan Management Review (Spring): 73-82.

Berald, S. B. 2014. What to do when a customer files for bankruptcy. Strategic Finance (October): 29-33.

Berg, J. D., J. M. Mathews and C. M. O'Hare. 2007. Measuring brand health to improve top-line growth. MIT Sloan Management Review (Fall): 61-68.

Berinato, S. 2011. The demographics of cool: Don't market to who they are. Understand how they think. Harvard Business Review (December): 136-137.

Berinato, S. 2015. Putting yourself in the customer's shoes doesn't work. Harvard Business Review (March): 34-35.

Berinato, S. 2015. Reusable bags make people buy organic - and junk. Harvard Business Review (April): 26-27.

Bernoff, J. and T. Schadler. 2010. Empowered. Harvard Business Review (July/August): 94-101. (Dealing with angry tweets).

Berry, L. L. and N. Bendapudi. 2003. Clueing in customers. Harvard Business Review (February): 100-106.

Berry, L. L., L. P. Carbone and S. H. Haeckel. 2002. Managing the total customer experience. MIT Sloan Management Review (Spring): 85-89.

Berry, L. L., S. W. Davis and J. Wilmet. 2015. When the customer is stressed. Harvard Business Review (October): 86-94.

Berthon, P., M. B. Holbrook and J. M. Hulbert. 2003. Understanding and managing brand space. MIT Sloan Management Review (Winter): 49-54.

Berthon, P., M. B. Holbrook, J. M. Hulbert and L. F. Pitt. 2007. Viewing brands in multiple dimensions. MIT Sloan Management Review (Winter): 37-43.

Bertini, M. and O. Koenigsberg. 2014. When customers help set prices. MIT Sloan Management Review (Summer): 57-64.

Bertini, M., J. T. Gourville, R. Gonzalez and K. L. Keller. 2011. Time for a unified campaign? Harvard Business Review (June): 129-133.

Bertini, M., L Wathieu, B. P. Sigman and M. I. Norton. 2012. Do social deal sites really work? Harvard Business Review (May): 139-143.

Bertolini, M., D. Duncan and A. Waldeck. 2015. Knowing when to reinvent. Harvard Business Review (December): 90-101.

Bettencourt, L. A. and A. W. Ulwick. 2008. The customer-centered innovation map. Harvard Business Review (May): 109-114.

Beyersdorfer, D., V. Dessain, C. Mentzelopoulos, and P. S. de Rothschild. 2011. Preserve the luxury or extend the brand?Harvard Business Review (January/February): 173-177.

Bigelow, C. M. 1932. Market analysis and sales control. N.A.C.A. Bulletin (January 15): 659-680.

Birnbaum, D. 2014. SodaStream's CEO on turning a banned Super Bowl ad into marketing gold. Harvard Business Review (January/February): 39-42.

Bloom, P. N., S. Hoeffler, K. L. Keller and C. E. Basurto. 2006. How social-cause marketing affects consumer perceptions. MIT Sloan Management Review (Winter): 49-55.

Bohn, S. 2016. Understanding sales. Strategic Finance (February): 11.

Bolton, R. N., K. N. Lemon and M. D. Bramlett. 2006. The effect of service experiences over time on a supplier's retention of business customers. Management Science (December): 1811-1823. (JSTOR link).

Bonacchi, M., K. Kolev and B. Lev. 2015. Customer franchise - A hidden, yet crucial, asset. Contemporary Accounting Research 32(3): 1024-1049.

Bonoma, T. V. 2006. Major sales. Who really does the buying? Harvard Business Review (July/August): 172-181.

Booth, John. 1985. When accountants must take a role in marketing tasks. Accountancy (August): 80-81.

Borden, N. H. 1925. The Harvard advertising awards. Harvard Business Review (April): 257-264.

Borden, N. H. 1926. Some recent books on advertising. Harvard Business Review (October): 116-123.

Brenton, M., R. Jarrar and G. Zaccour. 2006. A note on feedback sequential equilibria in a Lanchester model with empirical application. Management Science (May): 804-811. (JSTOR link). (Advertising strategies).

Brinker, S. and L. McLellan. 2014. The rise of the chief marketing technologist. Harvard Business Review (July/August): 82-85.

Brittain, R. L. 1953. Sales forecasting and marketing cost control. N.A.C.A. Bulletin (November): 300-310.

Brown, T. and R. Martin. 2015. Design for action. Harvard Business Review (September): 56-64.

Bryce, D. J., J. H. Dyer and N. W. Hatch. 2011. Competing against free. Harvard Business Review (June): 104-111.

Brynjolfsson, E., Y. Hu and D. Simester. 2011. Goodbye Pareto principle, hello long tail: The effect of search cost on the concentration of product sales. Management Science (August): 1373-1386.

Brynjolfsson, E., Y. J. Hu and M. S. Hahman. 2013. Competing in the age of omnichannel retailing. MIT Sloan Management Review (Summer): 23-29.

Buckley, H. J. 1928. Relation between sales promotion and accounting. N.A.C.A. Bulletin (April 15): 925-940.

Bursk, E. C. 2006. Low-pressure selling. Harvard Business Review (July/August): 150-162.

Bush, D. and B. D. Gelb. 2005. When marketing practices raise antitrust concerns. MIT Sloan Management Review (Summer): 73-81.

Bushong, G. and P. S. Koku. 2012. Look before you leap: Marketing advice for small firms. The CPA Journal (May): 52-59.

Cachon, G. P. and R. Swinney. 2011. The value of fast fashion: Quick response, enhanced design, and strategic consumer behavior. Management Science (April): 778-795.

Cai, G., Y. Chen, C. Wu and L. Hsiao. 2013. Probabilistic selling, channel structure, and supplier competition. Decision Sciences 44(2): 267-296.

Cardinaels, E., F. Roodhooft and L. Warlop. 2004. Customer profitability analysis reports for resource allocation: The role of complex marketing environments. Abacus 40(2): 238-258.

Cason, T. N., K. N. Kannan and R. Siebert. 2011. An experimental study of information revelation policies in sequential auctions. Management Science (April): 667-688.

Castenholz, W. B. 1931. Selling and administrative expense analysis as a basis for sales control and cost reduction. The Accounting Review (June): 125-130. (JSTOR link).

Cennamo, C. and J. Santalo. 2015. How to avoid platform traps. MIT Sloan Management Review (Fall): 12-15.

Cespedes, F. V., J. P. Dougherty and B. S. Skinner III. 2013. How to identify the best customers for your business. MIT Sloan Management Review (Winter): 53-59.

Chakravarty, A. and R. Grewal. 2011. The stock market in the driver's seat! Implications for R&D and marketing. Management Science (September): 1594-1609.

Champion, D. 2017. "A product that lets people hold on to their habits."A conversation with Intuit chairman and cofounder Scott Cook. Harvard Business Review (January/February): 62-63.

Champion, D. 2017. A conversation with Jorgen Vig Knudstorp, cochairman of the Lego Brand Group. Harvard Business Review (January/February): 58-59.

Champniss, G., H. N. Wilson and E. K. Macdonald. 2015. Why your customer's social identities matter. The way consumers see themselves determines their behavior - and you can influence that. Harvard Business Review (January/February): 88-96.

Chapman, C. J. and T. J. Steenburg. 2011. An investigation of earnings management through marketing actions. Management Science (January): 72-92.

Chakravorti, B. 2004. The new rules for bringing innovations to market. Harvard Business Review (March): 58-67.

Chekitan S., H. Schulze, J. Granoff, K. L. Keller and J. Frampton. 2008. The corporate brand: Help or hindrance? Harvard Business Review (February): 49-58.

Chen, C. X., M. Martin and K. A. Merchant. 2014. The effect of measurement timing on the information content of customer satisfaction measures. Management Accounting Research (September): 187-205.

Chen, Y., J. E. Carrillo, A. J. Vakharia and P. Sin. 2010. Fusion product planning: A market offering perspective. Decision Sciences 41(2): 325-353.

Chennamaneni, P. R. and R. Desiraju. 2011. Comarketing alliances: Should you contract on actions or outcomes? Management Science (April): 752-762.

Cherington, P. T. 1924. Some commercial aspects of styles and fashions in the clothing and textile industries. Harvard Business Review (July): 421-433.

Cheung, C. M. K., G. W. W. Chan and M. Limayem. 2005. A critical review of online consumer behavior. Journal of Electronic Commerce in Organizations 3(4): 1-19.

Chick, S. E., A Huchzermeier and S. Netessine. 2014. Europe's solution factories. Harvard Business Review (April): 111-115. (Four distinct strategies: Leverage data flows to integrate closely with supply chain partners, optimize customer value across the whole chain, cooperate with suppliers to rapidly improve manufacturing processes, and harness technical capabilities to offer a high degree of product customization for customers).

Childress, R. L. 1973. Optimal planning: The use of sales forecasts. Decision Sciences 4(2): 164-172.

Chintagunta, P., J. Dubé and K. Y. Goh. 2005. Beyond the endogeneity bias: The effect of unmeasured brand characteristics on household-level brand choice models. Management Science (May): 832-849. (JSTOR link).

Chintagunta, P. K. and P. S. Desai. 2011. Introduction to the special issue on marketing within the enterprise and beyond. Management Science (September): 1511.

Christensen, C. M., S. Cook and T. Hall. 2005. Marketing malpractice: The cause and the cure. Harvard Business Review (December): 74-83.

Christensen, C. M., T. Hall, K. Dillon and D. S. Duncan. 2016. Know your customers' "Jobs to be done": Is innovation inherently a hit-or-miss endeavor? Not if you understand why customers make the choices they do. Harvard Business Review (September): 54-62.

Chung, D. J. 2015. How to really motivate salespeople. Harvard Business Review (April): 54-61.

Chung, D. J. 2015. The latest on sales compensation: Interaction. Harvard Business Review (June): 20.

Clark, N. B. 1940. Fixed and variable elements in selling costs. N.A.C.A. Bulletin (April 1): 973-983.

Coan, N. A. 1948. Three tools for sales management. N.A.C.A. Bulletin (June 1): 1201-1210.

Cogswell, G. R. 1926. Radio development, and consumer buying and patronage motives. Harvard Business Review (January): 203-210.

Cohen, D., R. Mashruwala and T. Zach. 2010. The use of advertising activities to meet earnings benchmarks: Evidence from monthly data. Review of Accounting Studies 15(4): 808-832.

Cohen, M. A., N. Agrawal and V. Agrawal. 2006. Winning the aftermarket. Harvard Business Review (May): 129-138.

Cohen, S. I. 1966. The rise of management science in advertising. Management Science (October): B10-B28. (JSTOR link).

Colletti, J. A. and M. S. Fiss. 2006. The ultimately accountable job leading today's sales organization. Harvard Business Review (July/August): 125-131.

Comer, J. M. 1974. Allocate: A computer model for sales territory planning. Decision Sciences 5(3): 323-338.

Comstock B., R. Gulati and S. Liguori. 2010. Unleashing the power of marketing. Harvard Business Review (October): 90-98.

Conlon, D. E. and N. M. Murray. 1996. Customer perceptions of corporate responses to product complaints: The role of explanations. The Academy of Management Journal 39(4): 1040-1056. (JSTOR link).

Cool, K. and P. Paranikas. 2011. When every customer is a new customer. Harvard Business Review (May): 29-31.

Copeland, M. K. 2010. Marketing and advertising for CPAs: Leading-edge strategies. The CPA Journal (August): 58-62.

Copeland, M. T. 1923. Relation of consumer's buying habits to marketing methods. Harvard Business Review (April): 282-289.

Copeland, M. T. 1924. Buying motives for industrial goods. Harvard Business Review (April): 303-318.

Copeland, M. T. 1924. Consumers' buying motives. Harvard Business Review (January): 139-153.

Copeland, M. T. 1926. Standardized resale prices. Harvard Business Review (July): 393-406.

Corr, A. V. 1976. A cost-effectiveness approach to marketing outlays. Management Accounting (January): 33-36.

Corstjens, M. and J. Merrihue. 2003. Optimal marketing. Harvard Business Review (October): 114-121.

Corstjens, M. and R. Lal. 2012. Retail doesn't cross borders. Harvard Business Review (April): 104-111.

Cotteleer, M., E. Inderrieden, F. Lee, T. Atkinson and R. Koprowski. 2006. Selling the sales force on automation. Harvard Business Review (July/August): 18-22.

Coutu, D. 2006. Leveraging the psychology of the salesperson. Harvard Business Review (July/August): 42-47.

Crockett, H. G. 1926. Analysis of selling costs and proper basis of salesmen's compensation. N.A.C.A Bulletin (December 1): 228-249.

Croson, R. and K. Donohue. 2006. Behavioral causes of the bullwhip effect and the observed value of inventory information. Management Science (March): 323-336. (JSTOR link). (The bullwhip effect - The tendency of orders to increase in variability as one moves up a supply chain).

Cui, G., M. L. Wong and H. Lui. 2006. Machine learning for direct marketing response models: Bayesian networks with evolutionary programming. Management Science (April): 597-612. (JSTOR link).

Curtis, A. B., R. J. Lundholm and S. E. Mcvay. 2014. Forecasting sales: A model and some evidence from the retail industry. Contemporary Accounting Research 31(2): 581-608.

Dahlsten, F. 2003. Avoiding the customer satisfaction rut. MIT Sloan Management Review (Summer): 73-77.

D'Andrea, G., D. Marcotte and G. D. Morrison. 2010. Let emerging market customers be your teachers. Harvard Business Review (December): 115-120.

Dasu, S. and R. B. Chase. 2010. Designing the soft side of customer service. MIT Sloan Management Review (Fall): 33-39.

David, D. K. 1923. Retail merchandising in relation to general business conditions. Harvard Business Review (October): 37-42.

D'Aveni, R. A. 2007. Mapping your competitive position. Harvard Business Review (November): 110-120. (Developing price-benefit positioning maps to show how your products compare with your competitors).

Davenport, T. H. and J. G. Harris. 2009. What people want (and how to predict it). MIT Sloan Management Review (Winter): 23-31.

Davenport, T. H., J. G. Harris and A. K. Kohli. 2001. How do they know their customers so well? MIT Sloan Management Review (Winter): 63-73.

Davenport, T. H., J. G. Harris, G. L. Jones, K. N. Lemon, and D. Norton. 2007. The dark side of customer analytics. Harvard Business Review (May): 37-48.

Davenport, T. H., L. D. Mule and J. Lucker. 2011. Know what your customers want before they do. Harvard Business Review (December): 84-92.

Davis, A. M., E. Katok and A. M. Kwasnica. 2011. Do auctioneers pick optimal reserve prices? Management Science (January): 177-192.

Dawar, N. 2004. What are brands good for? MIT Sloan Management Review (Fall): 31-37.

Dawar, N. 2013. When marketing is strategy. Harvard Business Review (December): 100-108.

Dawar, N. and C. K. Bagga. 2015. A better way to map brand strategy. Harvard Business Review (June): 90-97. (A new approach called the centrality-distinctiveness (C-D) map connects a brand's position on a perceptual map with business outcomes such as sales and price).

Dawar, N. and J. Stornnelli. 2013. Rebuilding the relationship between manufacturers and retailers. MIT Sloan Management Review (Winter): 83-90.

Dawar, N. and M. Vandenbosch. 2004. The seller's hidden advantage. MIT Sloan Management Review (Winter): 83-88.

Day, G. S. 2003. Creating a superior customer-relating capability. MIT Sloan Management Review (Spring): 77-82.

Day, G. S. 2006. Aligning the organization with the market. MIT Sloan Management Review (Fall): 41-49.

De Aguiar, A. B., P. N. Pinheiro, J. Carlos and T. Oyadomari. 2014. How do different performance measures affect managerial time orientation? Empirical evidence from sales managers in the oil and gas industry. Advances in Accounting: Incorporating Advances in International Accounting 30(1): 143-153.

De Swaan Arons, M., F. van den Driest and K. Weed. 2014. The ultimate marketing machine. Harvard Business Review (July/August): 54-63.

Dean, J. 1955. Decentralization and intra-company pricing. Harvard Business Review (July-August): 65-74.

Dellarocas, C. 2010. Online reputation systems: How to design one that does what you need. MIT Sloan Management Review (Spring): 33-37.

Delmas, M. A., N. Nairn-Birch and M. Galzarova. 2013. Choosing the right eco-label for your product. MIT Sloan Management Review (Summer): 10-12.

DeLong, T. J., V. Vijayaraghavan, M. D'Amico and J. M. Skibsted. 2012. Should you listen to the customer? Harvard Business Review (September): 129-133.

Dhar, R. and R. Glazer. 2003. Hedging customers. Harvard Business Review (May): 86-92.

Dixon, M., K. Freeman and N. Toman. 2010. Stop trying to delight your customers. Harvard Business Review (July/August): 116-122.

Dogan, K. 2010. Consumer effort in promotional incentives. Decision Sciences 41(4): 755-785.

Dong, J. and Y. Zhang. 2016. When customers become fans. MIT Sloan Management Review (Winter): 96.

Dong, Y., Y. Yao and T. H. Cui. 2011. When acquisition spoils retention: Direct selling vs. delegation under CRM. Management Science (July): 1288-1299.

Dowling, G. and W. Weeks. 2008. What the media is really telling you about your brand. MIT Sloan Management Review (Spring): 28-34.

Duboff, R. S. 2007. ROI for marketing: Computing costs is the easy part. Cost Management (July/August): 40-47.

Dudick, T. S. 1987. Why SG &A doesn't always work. Harvard Business Review (January-February): 30-32, 36.

Dunn, J. 2015. The CEO of Bolthouse Farms on making carrots cool. Harvard Business Review (October): 43-46. (Using marketing tactics borrowed from the soft drink industry, the company is trying to change U.S. diets).

Edelman, D. C. 2010. Branding in the digital age. Harvard Business Review (December): 62-69.

Edelman, D. C. and M. Singer. 2015. Competing on customer journeys. Harvard Business Review (November): 88-100.

Eechambadi, N. V. 2005. Unraveling the marketing mystique. Strategic Finance (July): 41-47.

Einwiller, S. A. 2010. How to save your brand in the face of crisis. MIT Sloan Management Review (Summer): 57-64.

Eisenmann, T., A. Geoffrey and V. V. Marshall. 2006. Strategies for two-sided markets. Harvard Business Review (October): 92-101.

Enos, L. T. and K. A. Longman. 1967. Marketing science. Management Science (October): B121-B125. (JSTOR link).

Eppinger, S. D. 2006. The new practice of global product development. MIT Sloan Management Review (Summer): 22-30.

Erhun, F., P. Goncalves and J. Hopman. 2007. The art of managing new product transitions. MIT Sloan Management Review (Spring): 73-80.

Ettenson, R. and J. Knowles. 2006. Merging the brands and branding the merger. MIT Sloan Management Review (Summer): 39-49.

Ettenson, R. and J. Knowles. 2008. Don't confuse reputation with brand. MIT Sloan Management Review (Winter): 19-21.

Ettenson, R., E. Conrado and J. Knowles. 2013. Rethinking the 4 P's. Harvard Business Review (January/February): 26. (Replace Product, Place, Price, and Promotion with Solution, Access, Value, and Education).

Evans, D. S. and K. L. Webster. 2007. Designing the right product offerings. MIT Sloan Management Review (Fall): 44-50.

Evans, F. S. 1906. Management of traveling salesmen. Journal of Accountancy (February): 310-319.

Evers, K. 2015. This is your brain on cool. Harvard Business Review (April): 110-111.

Evers, K. 2016. Resisting the hard sell. Harvard Business Review (October): 122-123.

Fairchild, G. 2015. Case study. Should you sell that product? Harvard Business Review (January/February): 113-115.

Falk, A. T. 1929. Analyzing advertising results. Harvard Business Review (January): 185-194.

Fallon, P. 2014. How I did it... Fallon's chairman on getting clients to take creative risks. Harvard Business Review (October): 35-38.

Falk, A. T. 1929. Analyzing advertising results II. Harvard Business Review (April): 312-329.

Fang, Z., X. Luo and M. E. Keith. 2015. How effective is location-targeted mobile advertising? MIT Sloan Management Review (Winter): 14-15.

Favaro, K., T. Romberger and D. Meer. 2009. Five rules for retailing in a recession. Harvard Business Review (April): 64-72.

Ferguson, M. E., M. Fleischmann and G. C. Souza. 2011. A profit-maximizing approach to disposition decisions for product returns. Decision Sciences 42(3): 773-798.

Fisher, M. and R. Vaidyanathan. 2012. Which products should you stock? A new technique to help retailers improve assortment planning. Harvard Business Review (November): 108-118.

Fisher, M., V. Gaur and H. Kleinberger. 2017. Curing the addiction to growth. Harvard Business Review (January/February): 66-74.

Fisher, M., V. Gaur and H. Kleinberger. 2017. Curing the addiction to growth. Harvard Business Review (March/April): 20.

Flatters, P. and M. Willmott. 2009. Understanding the postrecession consumer. Harvard Business Review (July-August): 106-112.

Fogel, S., D. Hoffmeister, R. Rocco and D. P. Strunk. 2012. Teaching sales. Harvard Business Review (July/August): 94-99.

Fordham, D. R., D. A. Riordan and M. P. Riordan. 2002. Business intelligence: How accountants bring value to the marketing function. Strategic Finance (May): 24-29.

Foster, G. and M. Gupta. 1994. Marketing, cost management and management accounting. Journal of Management Accounting Research (6): 43-77.

Fournier, S. and J. Avery. 2011. Putting the 'relationship' back into CRM. MIT Sloan Management Review (Spring): 63-72.

Fournier, S. and L. Lee. 2009. Getting brand communities right. Harvard Business Review (April): 105-111.

Fournier, S., G. M. Eckhardt and F. Bardhi. 2013. Learning to play in the new "share economy". Harvard Business Review (July/August): 125-129.

Fox, H. W. 1960. Advertising efficacy - An analytical study. N.A.A. Bulletin (February): 53-59.

Freeman, E. S. 1929. The manufacturer's marketing cost. N.A.C.A. Bulletin (November 15).

Frey, A. W. 1935. The control of marketing costs through the use of standards. N.A.C.A. Bulletin (September 15): 55-77.

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