Articles

The influence of in-store music and aroma on shopper behavior and satisfaction (with Michael Morrison, Sarah Gan, and Harmen Oppewal), Journal of Business Research (2010)
 

Diffusing knowledge-based core competencies for leveraging innovation strategies: Modelling outsourcing to knowledge process organizations (KPOs) in pharmaceutical networks (with Samir Gupta, Arch Woodside, and Don Bradmore), Industrial Marketing Management (2009)

As pharmaceutical firms try to market their products and reduce costs, vertically integrated structures hamper...

 

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The consumption of gift wrapping (with Elizabeth Porublev and Stella Minahan), Business papers (2006)

Gift Wrapping is part of a valued ritual of giving that is important culturally, socially...

 

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Explaining celebrity match-up: Co-activation theory of dominant support (with Lawrence Ang), Business papers (2006)

The match-up hypothesis has been used as a general guide for selecting celebrity endorsement. However,...

 

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Uncovering multiple champion roles in implementing high-technology ventures (with Samir Gupta and Jack Cadeaux), Journal of Business Research (2006)

This article reports the findings of a field study of a new venture electronic network...

 

The Internet: Leveler or divider? A cultural capital perspective (with Esther Smith-Mitchell), Business papers (2006)

Past contentions that the Internet will eliminate divisions between those of high cultural capital and...

 

Factors influencing paradoxes of technology adoption and consumption (with Sherman Ting and Linda Dawson), Business papers (2005)

With the rise of the internet and mobile telephony, many agree that Mobile-Business is the...

 

Process mapping techniques to investigate the implementation of customer relationship programs (with Marion Steel, Mark Gabbott, and Michael Ewing), Business papers (2005)

Within the debate about what constitutes ‘good research’ in marketing is a need for data...

 

Benefits, impediments and critical success factors in B2C e-business adoption (with Amrik Sohal and Vedrana Savic), Business papers (2005)

This paper reports the results of a study carried out to assess the benefits, impediments...

 

Lemons on the web: A signalling approach to the problem of trust in Internet commerce (with Boon-Chye Lee and Lawrence Ang), Business papers (2005)

Asymmetric information is at the heart of situations involving trust. In the case of B2C...

 

Interaction between the salesperson and customer: A framework for improving the sales outcome (with Elizabeth Hemphill, Steven Goodman, and Gus Geursen), Business papers (2005)

This paper examines the role of disclosure on agency establishment. Structural Equation Modeling reveals the...

 

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Consumer behaviour and satisfaction (with Wahyuningsih), Business papers (2004)

This study investigates customer satisfaction using a market segmentation approach. Yet emerging customer satisfaction research...

 

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Formation of trust: Experimental approach towards investigating the formation of trusting beliefs in an online environment (with Malvin Yeo), Business papers (2004)

In this paper, we aim to investigate the process of trust formation particularly from an...

 

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What gives salespeople their competitive edge? (with Elizabeth Hemphill, Gus Geursen, and Steven Goodman), Business papers (2004)

Marketing literature asserts that many things influence buyers considering whether or not to commit to...

 

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The relationship between channel metrics, strategy and marketing performance (with Michael Valos), Business papers (2003)

The role of marketing channels is to implement marketing strategy. The difficulty of channel strategy...

 

Increasing quality in measuring advertising effectiveness: A meta-analysis of question framing in conversion studies (with Arch Woodside), Business papers (2003)

We describe a meta-analysis of advertising conversion research findings that includes examining the influence of...

 

Performance measurement in the Australian online securities marketplace (with Yelena Tsarenko and Mark Gabbott), Business papers (2003)

This study examines performance measurement in on-line securities companies in the Australian marketplace. Marketing managers...

 

Measuring retail productivity: What really matters? (with David Ferrarin and Mukesh Bhargava), Business papers (2002)

Retail productivity measurement has commonly used ratios of outputs, such as sales, and input factors...

 

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To Trust or Not to Trust? A Model of Internet Trust from the Customer's Point of View (with Lawrence Ang and Boon-Chye Lee), BLED 2001 Proceedings (2001)
 

Unpublished Papers

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Increasing serving size increases amount consumed: Catch-22. (with Natalina Zlatevska and Stephen S. Holden), serving size, consumption (2011)

The effect of serving size on consumption is well-established (see Chandon and Wansink, 2011 for...

 

Conference Papers

A meta analysis of unit size and its influence on consumption volume (with Natalina Zlatevska and Stephen Holden), Marketing & Public Policy Conference (MPPC) (2012)
 

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Understanding IT adoption and consumption within the social structure of a consumer's economy (with Sherman Ting and Linda Dawson), 15th Americas Conference on Information Systems (AMCIS 2009) (2009)

Research into adoption, acceptance and consumption of Information Technology (IT) within its diffusion cycle has...

 

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To wrap or not wrap? What is expected? Some initial findings from a study on gift wrapping (with Elizabeth Porublev, Jan Brace-Govan, and Stella Minahan), ANZMAC 2009: Sustainable management and marketing conference (2009)

This paper aims to explore and discuss the expectations surrounding the decision to wrap a...