Marketing Papers

 

Wharton's Marketing professors - the largest, most cited, and most published marketing faculty in the world - specialize in translating their state-of-the-art research into practical tools that managers can use to make better decisions.

Snack-food giant Frito-Lay, for example, needed to know if the billions it spent each year on advertising was working. Marriott wanted to launch a new chain of residence hotels, but wasn't sure how the market would react to the idea. Shell Oil wanted to redefine product offerings based on customers' perceptions and needs.These are just a handful of the corporations that have improved performance, launched new products, and refined their pricing and merchandising tactics using the market research tools created by the Wharton Marketing Department.

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Papers from 2000

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Sales Forecasts for Existing Consumer Products and Services: Do Purchase Intentions Contribute to Accuracy?, J. Scott Armstrong, Vicki Gail Morwitz, and V Kumar

Papers from 1999

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Forecasting for environmental decision making, J. Scott Armstrong

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Introduction to Paper and Commentaries on the Delphi Technique, J. Scott Armstrong

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Readability and Prestige in Scientific Journals, J. Scott Armstrong

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Sales Forecasting, J. Scott Armstrong

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Forecasting for Marketing, J. Scott Armstrong and Roderick J. Brodie

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Agents to the Rescue?, Patricia West, Dan Ariely, Steve Bellman, Eric T. Bradlow, Joel Huber, Eric Johnson, Barbara Kahn, John Little, and David Schkade

Papers from 1998

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Are student ratings of instruction useful?, J. Scott Armstrong

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Commentary on "Generalizing About Univariate Forecasting Methods", J. Scott Armstrong

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Democracy Does Not Make Good Science: On Reforming Review Procedures for Management Science Journals, J. Scott Armstrong

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Management Science: What Does It Have to Do with Management or Science?, J. Scott Armstrong

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Integration of statistical methods and judgment for time series forecasting: principles from empirical research, J. Scott Armstrong and Fred Collopy

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Competition vs. Profitability, J. Scott Armstrong, Richard Franke, and Paul Vaclavik

Papers from 1997

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Peer Review for Journals: Evidence on Quality Control, Fairness, and Innovation, J. Scott Armstrong

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Review of Barry J. Nalebuff and Adam N. Brandenburger, Co-opetition 1. Revolutionary Mindset that Redefines Competition and Co-operation 2. The Game Theory Strategy that's Changing the Game of Business, J. Scott Armstrong and Terry Clark

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Publication Bias Against Null Results, Raymond Hubbard and J. Scott Armstrong

Papers from 1996

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Controversial Findings are Important to Managers, J. Scott Armstrong

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Publication of Research on Controversial Topics: The Early Acceptance Procedure, J. Scott Armstrong

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Review of Randall Rothenberg, Where the Suckers Moon: An Advertising Story, J. Scott Armstrong

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The Ombudsman: Management Folklore and Management Science: On Portfolio Planning, Escalation Bias and Such, J. Scott Armstrong

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Competitor Orientation: Effects of Objectives and Information on Managerial Decisions and Profitability, J. Scott Armstrong and Fred Collopy

Papers from 1995

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Quality Control versus Innovation in Research on Marketing, J. Scott Armstrong

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The devil's advocate responds to an MBA student’s claim that research harms learning, J. Scott Armstrong

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On the Selection of Error Measures for Comparisons Among Forecasting Methods, J. Scott Armstrong and Robert Fildes

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Beyond Accuracy: Comparison of Criteria Used to Select Forecasting Methods, J. Thomas Yokum and J. Scott Armstrong

Papers from 1994

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Review of Scott Plous, The Psychology of Judgment and Decision Making, J. Scott Armstrong

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The Fertile Field of Meta-analysis: Cumulative Progress in Agricultural Forecasting, J. Scott Armstrong

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Effects of portfolio planning methods on decision making: experimental results, J. Scott Armstrong and Roderick J. Brodie

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Portfolio Planning Methods: Faulty Approach or Faulty Research? A Rejoinder to "Making Better Decisions" by Wensley, J. Scott Armstrong and Roderick J. Brodie

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How Serious are Methodological Issues in Surveys? A Reexamination of the Clarence Thomas Polls, J. Scott Armstrong and Fred Collopy

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The profitability of winning, J. Scott Armstrong and Fred Collopy

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Business school prestige -- research versus teaching, J. Scott Armstrong and Tad Sperry

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Effectiveness of Monetary Incentives: Mail Surveys to Members of Multinational Professional Groups, J. Scott Armstrong and J. Thomas Yokum

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Principles for Examining Predictive Validity: The Case of Information Systems Spending Forecasts, Fred Collopy, Monica Adya, and J. Scott Armstrong

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Replications and Extensions in Marketing: Rarely Published but Quite Contrary, Raymond Hubbard and J. Scott Armstrong

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Judgmental Decomposition: When Does It Work?, Donald G. MacGregor and J. Scott Armstrong

Papers from 1993

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Causal Forces: Structuring Knowledge for Time Series Extrapolation, J. Scott Armstrong and Fred Collopy

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Escalation bias: does it extend to marketing?, J. Scott Armstrong, Nicole Coviello, and Barbara Safranek

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Principles involving marketing policies: an empirical assessment, J. Scott Armstrong and Randall L. Schultz

Papers from 1992

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Editorial Policies for the Publication of Controversial Findings, J. Scott Armstrong

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Review of "The Ombudsman: Factors Influencing Academic Research Productivity: A Survey of Management Scientists.", J. Scott Armstrong

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Error Measures for Generalizing About Forecasting Methods: Empirical Comparisons, J. Scott Armstrong and Fred Collopy

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Generalization and Communication Issues in the Use of Error Measures: A Reply, J. Scott Armstrong and Fred Collopy

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Expert Opinions About Extrapolation and the Mystery of the Overlooked Discontinuities, Fred Collopy and J. Scott Armstrong

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Are Null Results Becoming an Endangered Species in Marketing?, Raymond Hubbard and J. Scott Armstrong

Papers from 1991

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Prediction of Consumer Behavior by Experts and Novices, J. Scott Armstrong

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Strategic Planning Improves Manufacturing Performance, J. Scott Armstrong

Papers from 1990

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Book Review of Corporate Strategic Planning, J. Scott Armstrong

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Class of Mail Does Affect Response Rates to Mailed Questionnaires: Evidence from Meta-analysis, J. Scott Armstrong

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The Case for Minimum Teaching Standards, J. Scott Armstrong

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Does the Need for Agreement Among Reviewers Inhibit the Publication of Controversial Findings?, J. Scott Armstrong and Raymond Hubbard

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Review of Noel Capon, John U. Farley and James M. Hulbert, Corporate Strategic Planning, Bernard J. Jaworski and J. Scott Armstrong

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Review of Paul Bloomberg, The Predatory Society: Deception in the American Marketplace, Bernard J. Jaworski and J. Scott Armstrong

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Review of Peter W. Huber, Liability: The Legal Revolution and Its Consequences, Bernard J. Jaworski and J. Scott Armstrong

Papers from 1989

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Combining Forecasts: The End of the Beginning or the Beginning of the End?, J. Scott Armstrong

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On the Effectiveness of Marketing Planning, J. Scott Armstrong

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Reflections on Forecasting in the 1980's, J. Scott Armstrong

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Predicting the Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions, J. Scott Armstrong and Philip D. Hutcherson

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Toward computer-aided forecasting systems: gathering, coding, and validating the knowledge, Fred Collopy and J. Scott Armstrong

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Predicting Job Performance: A Comparison of Expert Opinion and Research Findings, Stephen Dakin and J. Scott Armstrong

Papers from 1988

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Communication of Research on Forecasting: The Journal, J. Scott Armstrong

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Research Needs in Forecasting, J. Scott Armstrong

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Review of Alfie Kohn, No Contest: The Case Against Competition, J. Scott Armstrong

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Review of Ravi Batra, The Great Depression of 1990, J. Scott Armstrong

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Forecasting Methods for Marketing: Review of Empirical Research, J. Scott Armstrong, Roderick J. Brodie, and Shelby H. McIntyre

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Conjoint Analysis Reliability: Empirical Findings, David J. Reibstein, John E G. Bateson, and William Boulding

Papers from 1987

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Forecasting methods for conflict situations, J. Scott Armstrong

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Return postage in mail surveys: a meta analysis, J. Scott Armstrong and Edward J. Lusk

Papers from 1986

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Research on Forecasting: A Quarter-Century Review, 1960-1984, J. Scott Armstrong

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Review of Steven J. Rosenstone, Forecasting Presidential Elections, J. Scott Armstrong

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The Ombudsman: Research on Forecasting: A Quarter-Century Review, 1960-1984, J. Scott Armstrong

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The value of formal planning for strategic decisions: reply, J. Scott Armstrong

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Publishing Standards for Research on Forecasting (editorial), J. Scott Armstrong, Estella Bee Dagum, Robert Fildes, and Spyros Makridakis

Papers from 1985

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Long-Range Forecasting (2nd Edition), J. Scott Armstrong

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Evidence on the value of strategic planning in marketing: how much planning should a marketing planner plan?, J. Scott Armstrong and David J. Reibstein

Papers from 1984

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Commentary on "Publishing Opinions: A Note on the Usefulness of Commentaries", J. Scott Armstrong

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Forecasting by Extrapolation: Conclusions from Twenty-five Years of Research, J. Scott Armstrong

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Point of View: Peer Review of Scientific Papers, J. Scott Armstrong

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Review of Daniel Kahnemann, Paul Slovic, and Amos Tversky (eds.), Judgment Under Uncertainty: Heuristics and Biases, J. Scott Armstrong

Papers from 1983

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Cheating in Management Science (with Comments by M.K. Starr and M.J. Mahoney), J. Scott Armstrong

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Learner responsibility in management education, or ventures into forbidden research (with comments), J. Scott Armstrong

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Relative Accuracy of Judgmental and Extrapolative Methods in Forecasting Annual Earnings, J. Scott Armstrong

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Review of Allen Tough, Intentional Changes: A Fresh Approach to Helping People Change, J. Scott Armstrong

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Strategic Planning and Forecasting Fundamentals, J. Scott Armstrong

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The Importance of Objectivity and Falsification in Management Science, J. Scott Armstrong

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The Ombudsman: Cheating in Management Science, J. Scott Armstrong

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The Accuracy of Alternative Extrapolation Models: Analysis of a Forecasting Competition Through Open Peer Review, J. Scott Armstrong and Edward J. Lusk

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Commentary on the Makridakis Time Series Competition (M-Competition), J. Scott Armstrong and Edward J. Lusk

Papers from 1982

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Barriers to Scientific Contributions: The Author's Formula, J. Scott Armstrong

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Creative Obfuscation, J. Scott Armstrong

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Is Review by Peers as Fair as it Appears?, J. Scott Armstrong

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Research on Scientific Journals: Implications for Editors and Authors, J. Scott Armstrong

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Strategies for implementing change: an experiential approach, J. Scott Armstrong

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The value of formal planning for strategic decisions: review of empirical research, J. Scott Armstrong

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Evaluation of Extrapolative Forecasting Methods: Results of a Survey of Academicians and Practitioners, Robert Carbone and J. Scott Armstrong

Papers from 1981

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Don A. Dillman, Mail and Telephone Surveys, New York: John Wiley & Sons, 1978, J. Scott Armstrong

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How Expert Are the Experts?, J. Scott Armstrong

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Review of Mail and Telephone Surveys by Don A. Dillman, J. Scott Armstrong

Papers from 1980

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Advocacy as a Scientific Strategy: The Mitroff Myth, J. Scott Armstrong

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Bafflegab Pays, J. Scott Armstrong