Donald R. Lehmann
George E. Warren Professor of Business
Marketing
BS, Union, 1966; MSIA, Purdue, 1967; PhD, 1969
Joined CBS in 1969
Office:
507
Uris
Phone:
212-854-3465
E-mail:
drl2@columbia.edu
Fax:
212-854-7647
Curriculum Vitae
Biography
Professor Lehmann teaches several different marketing courses. His research focuses on individual and group choice and decision making, the adoption of innovation and new product development, and the management and valuation of marketing assets (brands, customers). He is also interested in knowledge accumulation, empirical generalizations and information use. Lehmann has published more than 100 articles and books, serves on the editorial boards of several academic journals and is the founding editor of Marketing Letters. He is a past president of the Association for Consumer Research, former executive director (1993–1995, 2001–2003) of the Marketing Science Institute, and former co-editor of the International Journal of Research in Marketing.
Teaching
Summer 2020
(PhD) Marketing, Decisions & Methods
(PHD)
Spring 2020
Marketing for Organic Revenue Growth
(EMBA)
Summer 2019
(PhD) Marketing Research Seminar
(PHD)
Spring 2019
Marketing for Organic Revenue Growth
(EMBA)
Summer 2018
(PhD) Marketing, Decisions & Methods
(PHD)
Fall 2017
Marketing for Organic Revenue Growth
(EMBA)
Summer 2017
(PhD) Marketing, Decisions & Methods
(PHD)
Spring 2017
Marketing for Organic Revenue Growth
(EMBA)
Summer 2016
(PhD) Marketing, Decisions & Methods
(PHD)
Spring 2016
Marketing for Organic Revenue Growth
(EMBA)
Summer 2015
(PhD) Marketing Research Seminar
(PHD)
Spring 2015
Columbia Caseworks cases
Forecasting Adoption and Sales
(2018)
Coauthor(s): Donald R. Lehmann
Anticipating Demand and Forecasting Sales
(2016)
Coauthor(s): Donald R. Lehmann
Making Marketing Decisions
(2008)
Coauthor(s): Donald Lehmann
Encouraging Innovation and New Product Adoption
(2008)
Coauthor(s): Donald R. Lehmann
What's a Customer Worth?
(2008)
Coauthor(s): Donald R. Lehmann
Research
Journal articles
Creating Boundary-Breaking Marketing-Relevant Consumer Research
In Journal of Marketing
(forthcoming)
Coauthor(s): Deborah MacInnis, Vicki Morwitz, Simona Botti, Donna Hoffman, Robert Kozinets, Donald Lehmann, John Lynch, Connie Pechmann
Building a Multi-Category Brand: When Should Distant Brand Extensions Be Introduced?
In Journal of the Academy of Marketing Science
(2018)
Coauthor(s): Jeffrey Parker, Kevin Lane Keller, Donald Lehmann, Martin Schleicher
The Role and Impact of Reviewers on the Marketing Discipline
In Journal of the Academy of Marketing Science
(2017)
Coauthor(s): Donald Lehmann, Russell Winer
Adolescents' Perceived Brand Deprivation Stress and Its Implications for Corporate and Consumer Well-Being
In Psychology and Marketing
(2017)
Coauthor(s): Carmen-Maria Albrecht, Nicola Stokburger-Sauer, David Sprott, Donald Lehmann
Disadoption
In AMS Review
(2017)
Coauthor(s): Donald Lehmann, Jeffrey Parker
The Relationship between Consumer Shopping Stress and Purchase Abandonment in Task-Oriented and Recreation-Oriented Consumers
In Journal of the Academy of Marketing Science
(2017)
Coauthor(s): Carmen-Maria Albrecht, Stefan Hattula, Donald Lehmann
How Word-of-Mouth Transmission Encouragement Affects Consumers' Transmission Decisions, Receiver Selection, and Diffusion Speed
In International Journal of Research in Marketing
(2016)
Coauthor(s): Andrew T. Stephen, Donald Lehmann
Decision Comfort
In Journal of Consumer Research
(2016)
Coauthor(s): Jeffrey Parker, Donald Lehmann, Yi Xie
Assessing the Enduring Impact of Influential Papers
In Marketing Letters
(2016)
Coauthor(s): Martin Eisend, Donald Lehmann
Social Contagion and Customer Adoption of New Sales Channels
In Journal of Retailing
(2015)
Coauthor(s): Kamel Jedidi, Tolga Bilgicer, Donald Lehmann, Scott Neslin
The Long-Term Effect of Multichannel Usage on Sales
In Customer Needs and Solutions
(2015)
Coauthor(s): Tolga Bilgicer, Kamel Jedidi, Donald Lehmann, Scott Neslin
The Future of Quantitative Marketing: Results of a Survey
In Customer Needs and Solutions
(2015)
Coauthor(s): Donald Lehmann, Oded Netzer, Olivier Toubia
Something to Chew On: The Effects of Oral Haptics on Mastication, Orosensory Association, and Calorie Estimation
In Journal of Consumer Research
(2014)
Coauthor(s): Dipayan Biswas, Courtney Szocs, Aradhna Krishna, Donald Lehmann
Choosing a Digital Content Strategy: How Much Should be Free?
In International Journal of Research in Marketing
(2014)
Coauthor(s): Daniel Halbheer, Florian Stahl, Donald Lehmann
How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information
In Journal of Consumer Research
(2014)
Coauthor(s): Jeffrey Parker, Donald Lehmann
Assessing Brand Equity Through Add-on Sales
In Customer Needs and Solutions
(2014)
Coauthor(s): Donald Lehmann, Shuba Srinivasan
Making Choices While Smelling, Tasting, and Listening: The Role of Sensory Similarity/Dissimilarity When Sequentially Sampling Products
In Journal of Marketing
(2014)
Coauthor(s): Dipayan Biswas, Donald Lehmann, Lauren Labrecque, Ereni Markos
Consumer Substitution Decisions: An Integrative Framework
In Marketing Letters
(2014)
Coauthor(s): Rebecca Hamilton, Debora Thompson, Zachary Arens, Simon Blanchard, Gerald Haubl, P.K. Kannan, Uzma Khan, Donald Lehmann, Margaret Meloy, Neal Roese, Manoj Thomas
Introduction to Theory and Practice
In Marketing Science
(2014)
Coauthor(s): Hanssens Gupta, John Hauser, Donald Lehmann, Bernd Schmitt
Organizational Learning and CRM Success: A Model for Linking Organizational Practices, Customer Data Quality, and Performance
In Journal of Interactive Marketing
(2013)
Coauthor(s): James Peltier, Debra Zahay, Donald Lehmann
State Dependence Effects in Surveys
In Marketing Science
(2012)
Coauthor(s): Martijn De Jong, Donald Lehmann, Oded Netzer
The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin
In Journal of Marketing
(2012)
Coauthor(s): Florian Stahl, Mark Heitmann, Donald Lehmann, Scott Neslin
Sophistication in Research in Marketing
In Journal of Marketing
(2011)
Coauthor(s): Donald Lehmann, Leigh McAlister, Richard Staelin
When Shelf-Based Scarcity Impacts Consumer Preferences
In Journal of Retailing
(2011)
Coauthor(s): Jeffrey Parker, Donald Lehmann
The Impact of Sequential Data on Consumer Confidence in Relative Judgments
In Journal of Consumer Research
(2011)
Coauthor(s): Dipayan Biswas, Guangzhi Zhao, Donald Lehmann
Shaping Customer Satisfaction through Self-Awareness Cues
In Journal of Marketing Research
(2010)
Coauthor(s): Michel Tuan Pham, Caroline Goukens, Donald Lehmann, Jennifer Stuart
Consumer Expectations and Culture: The Effect of Belief in Karma in India
In Journal of Consumer Research
(2010)
Coauthor(s): Praveen Kopalle, Donald Lehmann, John Farley
Marketing Competition in the 21st Century
In International Journal of Research in Marketing
(2010)
Coauthor(s): Oliver Heil, Donald Lehmann, Stefan Stremersch
Assessing Long-Term Brand Potential
In Journal of Brand Management
(2009)
Coauthor(s): Kevin Lane Keller, Donald Lehmann
Effectiveness of Corporate Well-Being Programs
In Journal of Macromarketing
(2009)
Coauthor(s): Punam Keller, Donald Lehmann, Katherine Milligan
The Role of Hubs in the Adoption Processes
In Journal of Marketing
(2009)
Coauthor(s): Jacob Goldenberg, Sangman Han, Donald Lehmann, Jae Weon Hong
Choice Under Restrictions
In Marketing Letters
(2008)
Coauthor(s): Simona Botti, Susan Broniarczyk, Gerald Häubl, Ron Hill, Yan Huang, Barbara Kahn, Praveen Kopalle, Donald Lehmann, Joel Urbany, Brian Wansink
Designing Effective Health Communications: A Meta-Analysis
In Journal of Public Policy and Marketing
(2008)
Coauthor(s): Punam Keller, Donald Lehmann
Marketing Metrics Use in a Transition Economy: The Case of Vietnam
In Journal of International Consumer Marketing
(2008)
Coauthor(s): John Farley, Scott Hoenig, Donald Lehmann, Hoang Nguyen
The Structure of Survey-Based Brand Metrics
In Journal of International Marketing
(2008)
Coauthor(s): Donald Lehmann, Kevin Lane Keller, John Farley
Spontaneous Visualization and Concept Evaluation
In Journal of the Academy of Marketing Science
(2007)
Coauthor(s): Donald Lehmann, Jennifer Stuart, Gita Johar, Anil Thozhur
Choice Goal Attainment and Decision and Consumption Satisfaction
In Journal of Marketing Research
(2007)
Coauthor(s): Donald Lehmann, Andreas Herrmann, Mark Heitmann
When Giving Some Away Makes Sense to Jump-Start the Diffusion Process
In Marketing Letters
(2006)
Coauthor(s): Donald Lehmann, Mercedes Esteban-Bravo
Brands and Branding: Research Findings and Future Priorities
In Marketing Science
(2006)
Coauthor(s): Donald Lehmann, Kevin Lane Keller
From Customer Lifetime Value to Shareholder Value
In Journal of Service Research
(2006)
Coauthor(s): Donald Lehmann, Paul Berger, Naras Edchambadi, Morris George, Ross Rizley, Rajkumar Vankatesan
It's New But Is It Good? New Product Development and Macromarketing
In Journal of Macromarketing
(2006)
Coauthor(s): Donald Lehmann
Setting Quality Expectations When Entering a Market: What Should the Promise Be?
In Marketing Science
(2006)
Coauthor(s): Donald Lehmann, Praveen Kopalle
The Impact of CLV on Firm Valuation
In Journal of Relationship Marketing
(2006)
Coauthor(s): Donald Lehmann, Sunil Gupta
Modeling Dynamic Effects in Repeated-Measures Experiments Involving Preference/Choice: An Illustration Involving Stated Preference Analysis
In Applied Psychological Measurement
(2004)
Coauthor(s): Donald Lehmann, Wayne DeSarbo, Frances Hollman
Valuing Customers
In Journal of Marketing Research
(2004)
Coauthor(s): Donald Lehmann, Sunil Gupta, Jennifer Stuart
Do High Prices Signal High Quality? A Theoretical Model and Empirical Results
In Journal of Product and Brand Management
(2004)
Coauthor(s): Donald Lehmann, Jukti Kalita, Sharan Jagpal
Reactions to Recommendations: When Unsolicited Advice Yields Contrary Responses
In Marketing Science
(2004)
Coauthor(s): Gavan Fitzsimons, Donald Lehmann
Revenue Premium as an Outcome Measure of Brand Equity
In Journal of Marketing
(2003)
Coauthor(s): Kusum Ailawadi, Donald Lehmann, Scott Neslin
Customers as Assets
In Journal of Interactive Marketing
(2003)
Coauthor(s): Sunil Gupta, Donald Lehmann
Multigeneration Innovation Diffusion: The Impact of Intergeneration Time
In Journal of the Academy of Marketing Science
(2003)
Coauthor(s): Jae H. Pae, Donald Lehmann
Linking Customer Assets to Financial Performance
In Journal of Service Research
(2002)
Coauthor(s): John Hogan, Donald Lehmann, Maria Merino, Rajendra Srivastava, Jacquelyn Thomas, Peter Verhoef
A Meta-analysis of the Impact of Price Presentation on Perceived Savings
In Journal of Retailing
(2002)
Coauthor(s): Aradhna Krishna, Richard Briesch, Donald Lehmann, Hong Yuan
Macroeconomic Determinants of Consumer Price Knowledge: A Meta-Analysis of Four Decades of Research
In International Journal of Research in Marketing
(2001)
Coauthor(s): Donald Lehmann, Alfred Holden
Strategic Management of Expectations: The Role of Disconfirmation Sensitivity and Perfectionism
In Journal of Marketing Research
(2001)
Coauthor(s): Praveen Kopalle, Donald Lehmann
The Impact of Altruism and Envy of Competitive Behavior and Satisfaction
In International Journal of Research in Marketing
(2001)
Coauthor(s): Donald Lehmann
What Is It? Categorization Flexibility and Consumers' Responses to Really New Products
In Journal of Consumer Research
(2001)
Coauthor(s): C. Moreau, Arthur Markman, Donald Lehmann
Entrenched Knowledge Structures and Consumer Response to New Products
In Journal of Marketing Research
(2001)
Coauthor(s): C. Moreau, Donald Lehmann, Arthur Markman
Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter and Gamble's Value Pricing Strategy
In Journal of Marketing
(2001)
Coauthor(s): Kusum Ailawadi, Donald Lehmann, Scott Neslin
The Idea Itself and the Circumstances of Its Emergence as Predictors of New Product Success
In Management Science
(2001)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, David Mazursky
The Impact of Research Design on Consumer Price-Recall Accuracy: An Integrative Review
In Journal of the Academy of Marketing Science
(2001)
Coauthor(s): Donald Lehmann
Consumer Price Sensitivity and Price Thresholds
In Journal of Retailing
(2001)
Coauthor(s): Donald Lehmann, Sunil Gupta, Sangman Han
Mediators and Moderators
In Journal of Consumer Psychology
(2001)
Coauthor(s): Donald Lehmann
Other Multivariate Techniques: Meta-Analysis
In Journal of Consumer Psychology
(2001)
Coauthor(s): Donald Lehmann
The Important Role of Meta-analysis in International Research in Marketing
In International Marketing Review
(2001)
Coauthor(s): John Farley, Donald Lehmann
Sales Through Sequential Distribution Channels: An Application to Movies and Videos
In Journal of Marketing
(2000)
Coauthor(s): Donald Lehmann, Charles Weinberg
Extent and Impact of Incubation Time in New Product Diffusion
In Journal of Product Innovation Management
(1999)
Coauthor(s): Rajeev Kohli, Donald Lehmann, Jae H. Pae
Consumer Behavior and Y2K
In Journal of Marketing
(1999)
Coauthor(s): Donald Lehmann
Designing the Next Study for Maximum Impact
In Journal of Marketing Research
(1998)
Coauthor(s): John Farley, Donald Lehmann, Lane Mann
An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making
In Marketing Letters
(1998)
Coauthor(s): Sunder Narayanan, Donald Lehmann
From Decision Support to Decision Automation: A 20/20 Vision
In Marketing Letters
(1998)
Coauthor(s): Randolph Bucklin, Donald Lehmann, John Little
Customer Reactions to Variety: Too Much of a Good Thing?
In Journal of the Academy of Marketing Science
(1998)
Coauthor(s): Donald Lehmann
Alpha Inflation? The Impact of Eliminating Scale Items on Cronbach's Alpha
In Organizational Behavior and Human Decision Processes
(1997)
Coauthor(s): Praveen Kopalle, Donald Lehmann
The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice
In Journal of Marketing Research
(1997)
Coauthor(s): Donald Lehmann, Sunil Gupta, Carl Mela
A Stochastic Multidimensional Unfolding Approach for Representing Phased Decision Outcomes
In Psychometrika
(1996)
Coauthor(s): Wayne DeSarbo, Donald Lehmann, Gregory Carpenter, Indrajit Sinha
Reflections on 'A Meta-analysis of Applications of Diffusion Models'
In Journal of Marketing Research
(1996)
Coauthor(s): Fareena Sultan, John Farley, Donald Lehmann
Reasons for Substantial Delay in Consumer Decision-Making
In Journal of Consumer Research
(1995)
Coauthor(s): Eric Greenleaf, Donald Lehmann
When Does Advertising Have an Impact? A Study of Tracking Data
In Journal of Advertising Research
(1995)
Coauthor(s): Rajeev Batra, Donald Lehmann, Joanne Burke, Jae H. Pae
The Effects of Advertised and Observed Quality on Expectations About New Product Quality
In Journal of Marketing Research
(1995)
Coauthor(s): Praveen Kopalle, Donald Lehmann
The Impact of Bundle Type Price Framing and Familiarity on Evaluation of the Bundle
In Journal of Business Research
(1995)
Coauthor(s): Bari Harlam, Aradhna Krishna, Donald Lehmann, Carl Mela
Using Fuzzy Set Theoretic Techniques to Identify Preference Rules from Interactions in the Linear Model: An Empirical Study
In Fuzzy Sets and Systems
(1995)
Coauthor(s): Carl Mela, Donald Lehmann
Empirical Marketing Generalization Using Meta-analysis
In Marketing Science
(1995)
Coauthor(s): John Farley, Donald Lehmann, Alan Sawyer
Understanding Managers' Strategic Decision-Making Process
In Marketing Letters
(1994)
Coauthor(s): William Boulding, Marian Moore, Richard Staelin, Kim Corfman, Peter Dickson, Michael Fitzsimmons, Sunil Gupta, Donald Lehmann, Deborah Mitchell, Joel Urbany, Barton Weitz
Context Effects, New Brand Entry, and Consideration Sets
In Journal of Marketing Research
(1994)
Coauthor(s): Donald Lehmann, Yigang Pan
Customer Satisfaction, Market Share, and Profitability: Findings from Sweden
In Journal of Marketing
(1994)
Coauthor(s): Eugene Anderson, Donald Lehmann, Claes Fornell
The Prisoner's Dilemma and the Role of Information in Setting Advertising Budgets
In Journal of Advertising
(1994)
Coauthor(s): Kim Corfman, Donald Lehmann
Cross-National 'Laws' and Differences in Market Response
In Management Science
(1994)
Coauthor(s): John Farley, Donald Lehmann
The Importance of Others' Welfare in Evaluating Bargaining Outcomes
In Journal of Consumer Research
(1993)
Coauthor(s): Kim Corfman, Donald Lehmann
The Influence of New Brand Entry on Subjective Brand Judgments
In Journal of Consumer Research
(1993)
Coauthor(s): Yigang Pan, Donald Lehmann
Attribute Abstraction, Feature-Dimensionality, and the Scaling of Product Similarities
In International Journal of Research in Marketing
(1992)
Coauthor(s): Donald Lehmann, Michael Johnson, Claes Fornell, Daniel Horne
Profiles of Product Innovators Among Large U.S. Manufacturers
In Management Science
(1992)
Coauthor(s): Noel Capon, John Farley, Donald Lehmann, James Hulbert
A Combined Simply Scalable and Tree-Based Preference Model
In Journal of Business Research
(1991)
Coauthor(s): Donald Lehmann, William Moore
Modeling Choice Among Assortments
In Journal of Retailing
(1991)
Coauthor(s): Barbara Kahn, Donald Lehmann
Values, Utility, and Ownership: Modeling the Relationships for Consumer Durables
In Journal of Retailing
(1991)
Coauthor(s): Kim Corfman, Donald Lehmann, Sunder Narayanan
Alternative Explanations for Changes in Similarity Judgments and MDS Structure
In International Journal of Research in Marketing
(1990)
Coauthor(s): Michael Johnson, Donald Lehmann, Daniel Horne
The Effects of Fatigue on Judgments of Interproduct Similarity
In International Journal of Research in Marketing
(1990)
Coauthor(s): Michael Johnson, Donald Lehmann, Daniel Horne
Combining Related and Sparse Data in Linear Regression Models
In Journal of Business and Economic Statistics
(1990)
Coauthor(s): Wilfried VanHonacker, Donald Lehmann, Fareena Sultan
Longitudinal Patterns of Group Decisions: An Exploratory Analysis
In Multivariate Behavioral Research
(1990)
Coauthor(s): Kim Corfman, Joel Steckel, Donald Lehmann
Estimating Publication Bias in Meta-analysis
In Journal of Marketing Research
(1990)
Coauthor(s): Roland Rust, Donald Lehmann, John Farley
Purchase Intentions and the Dimensions of Innovation: An Exploratory Model
In Journal of Product Innovation Management
(1990)
Coauthor(s): Susan Holak, Donald Lehmann
A Meta-analysis of Applications of Diffusion Models
In Journal of Marketing Research
(1990)
Coauthor(s): Fareena Sultan, John Farley, Donald Lehmann
Books
Product Management and Strategy
(2010)
Coauthor(s): Donald Lehmann, Russell Winer, Shamsul Saihani
Marketing Metrics and Financial Performance
(2006)
Coauthor(s): Donald Lehmann, David Reibstein
Analysis for Marketing Planning
(2005)
Coauthor(s): Donald Lehmann, Russell Winer
Managing Customers as Investments: The Strategic Value of Customers in the Long Run
(2005)
Coauthor(s): Donald Lehmann, Sunil Gupta
Assessing Marketing Strategy Performance
(2004)
Coauthor(s): Donald Lehmann, Christine Moorman
Product Management
(2004)
Coauthor(s): Donald Lehmann, Russell Winer
Marketing Research
(1998)
Coauthor(s): Donald Lehmann, Sunil Gupta, Joel Steckel
Reflections on the Futures of Marketing
(1997)
Coauthor(s): Donald Lehmann, Katherine E. Jocz
Market Research and Analysis
(1989)
Coauthor(s): Donald Lehmann
Meta-analysis in Marketing: Generalization of Response Models
(1986)
Coauthor(s): John Farley, Donald Lehmann
Chapters
Modeling Non-Consumer Behavior: Consumption as Restriction and Corporate Social Responsibility
In Handbook of Research on Marketing and Corporate Social Responsibility
(2014)
Coauthor(s): Ron Hill, Justine Rapp, Donald Lehmann
New Products Research
In The History of Marketing Science
(2014)
Coauthor(s): Peter Golder, Donald Lehmann
Linking Customer Equity to Brand Equity
In The Handbook of Customer Equity: Mastering the Art and Science of Customer Management
(2013)
Coauthor(s): Donald Lehmann, Scott Neslin, Anita Luo
Epilogue
In Transformative Consumer Research for Personal and Collective Well-Being
(2012)
Coauthor(s): Donald Lehmann
Design of Effective Obesity Communications: Insights from Consumer Research
In Leveraging Consumer Psychology for Effective Health Communications: The Obesity Challenge
(2011)
Coauthor(s): Punam Keller, Donald Lehmann
Marketing Metrics
In Wiley International Encyclopedia of Marketing
(2010)
Coauthor(s): Donald Lehmann
Working papers
Social Influence and Customer Adoption of New Sales Channels
(2014)
Coauthor(s): Tolga Bilgicer, Kamel Jedidi, Donald Lehmann, Scott Neslin
Sampling Strategies for Information Goods
(2012)
Coauthor(s): Daniel Halbheer, Florian Stahl, Donald Lehmann
Family Member Influence over Time and across Cultures: A Meta-Analysis
(2011)
Coauthor(s): Salvador Ruiz, Eva Tomaseti, Donald Lehmann
What Good Are Hubs? Preferences for New Product Information Sources
(2011)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, Michal Master Barak
Drivers of Word-of-Mouth at the Individual Level
(2010)
Coauthor(s): Andrew T. Stephen, Donald Lehmann
Brand Equity and the Accessory Premium: The Case of the Automobile Industry
(2010)
Coauthor(s): Donald Lehmann, Shuba Srinivasan
The Financial Impact of Changes in Marketing and R&D Budgets
(2010)
Coauthor(s): Isaac Dinner, Donald Lehmann
Is Anyone Listening? Modeling the Impact of Word-of-Mouth at the Individual Level
(2010)
Coauthor(s): Andrew T. Stephen, Donald Lehmann
Local Neighborhoods as Early Predictors of Innovation Adoption
(2010)
Coauthor(s): Jacob Goldenberg, Sangman Han, Donald Lehmann, Jangyuk Lee, Kyung Young Ohk
Measuring the Impact of Meta-Analysis and Other Influential Papers
(2010)
Coauthor(s): Martin Eisend, Donald Lehmann
The Impact of Advertising Copy on Word-of-Mouth
(2010)
Coauthor(s): Sarit Moldovan, Donald Lehmann
The Impact of Competition and the Cost of Overstating Quality on the Optimal Quality, Quality Claims, and Price of New Products
(2010)
Coauthor(s): Praveen Kopalle, Donald Lehmann
Sampling Information Goods: How Much Should Be Free?
(2010)
Coauthor(s): Florian Stahl, Daniel Halbheer, Donald Lehmann
Carryover Effects in Survey Data
(2009)
Coauthor(s): Martijin De Jong, Donald Lehmann, Oded Netzer
Preference for New Product Information Sources
(2007)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, Michal Barak, Madiha Ferjani
The Role of Expert versus Social Opinion Leaders in New Product Adoption
In MSI working paper, Report No. 06-004
(2006)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, Michal Barak
The Primacy of the Idea Itself as a Predictor of New Product Success
In MSI Working Paper, Report No. 99–110
(1999)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, David Mazursky
Ideas and Insights
In The Media
NFL Wades Back into Controversy with New Super Bowl Ad about Police Shootings
Want Co-Workers to Vote Your Way? Then Stop Pestering Them
Press Releases
Awards And Honors
Routledge-Taylor & Francis/Society for Marketing Advances (SMA) Distinguished Scholar Award
American Marketing Association Special Interest Group, Lifetime Achievement Award, acknowledging the accomplishments of a consumer behavior scholar who has made significant and long-standing contributions to the field.
Journal of Consumer Research Outstanding Reviewer Award
Association for Consumer Research Distinguished Service Award
American Marketing Association Fellow
Stahl, Florian, Mark Heitmann, Donald R. Lehmann, and Scott A. Neslin (2012) "The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin", Journal of Marketing, 76, July, 44-63.
Stahl, Florian, Mark Heitmann, Donald R. Lehmann, and Scott A. Neslin (2012) "The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin" (MSI Report No. 10-116)
Biswas, Dipayan, Patricia Norberg, and Donald R. Lehmann (2010) "Evaluating Ratio Data and the Role of Consumer Processing Mode: Can Analytical Processing Bias Judgments?"
Marketing Division of TIMS/ORSA
To honor the individual who has contributed the most to the advancement of theory and practice in marketing science.
Academy of Marketing Science
The William F. O'Dell Award is given to the author of the Journal of Marketing Research article that has made the most significant long-run contribution to the marketing discipline. Gupta, Sunil, Donald R. Lehmann, and Jennifer Stuart (2004) "Valuing Customers," Journal of Marketing Research, 41:1, February, 7-18
Thozhur, Anil, Mark Heitmann, and Donald R. Lehmann (2007) "The Impact of Brand Mergers on Choice: The Role of Confidence, Loyalty, and Managerial Intent"
Grupta, Sunil and Donald R. Lehmann (2005) Managing Customers as Investments: The Strategic Value of Customers in the Long Run, Philadelphia, Wharton School Publishing
For substantial contributions and dedication to the ongoing advancement of marketing research practice.
This award is given in recognition of his career contributions and "significant impact on scholarly work in consumer behavior."
Gupta, Sunil and Donald R. Lehmann (2005) Managing Customers as Investments, Philadelphia, Wharton School Publishing
Kopalle, Praveen and Donald R. Lehmann, (2006) Optimal Quality and Advertised Quality When Entering a Market: What Should the Promise Be?, Marketing Science, 25, January-February, 8-24
Gupta, Sunil, Donald R. Lehmann, and Jennifer Stuart (2004) Valuing Customers, Journal of Marketing Research, 41, February, 7-18.
The Churchill Award for lifetime achievement in the academic study of Marketing Research is given each year by the American Marketing Association Market Research Special Interest Group to honor Dr. Gilbert A. Churchill.
Ailawadi, Kusum L., Donald R. Lehmann, and Scott A. Neslin (2003) Revenue Premium as an Outcome Measure of Brand Equity, Journal of Marketing, 67:4, October, 1-17
Krishna, Aradhna, Richard Briesch, Donald R. Lehmann, and Hong Yuan (2002) A Meta-Analysis of the Impact of Price Presentation on Perceived Savings, Journal of Retailing, 78, Summer, 101-18.
Gupta, Sunil and Donald R. Lehmann (2002) Customers as Assets, Journal of Interactive Marketing, 17, Winter, 1-16.
Gupta, Sunil, Donald R. Lehmann, and Jennifer Stuart (2001) Valuing Customers, MSI Paper 01-119. Cambridge, MA: Marketing Science Institute.
The William F. O'Dell Award is given to the author of the Journal of Marketing Research article that has made the most significant long-run contribution to the marketing discipline. Mela, Carl, Sunil Gupta, and Donald R. Lehmann (1997) The Long Term Impact of Promotion and Advertising on Consumer Brand Choice, Journal of Marketing Research, 34, May, 248-61.
Goldenberg, Jacob, Donald R. Lehmann, and David Mazursky (2001) The Idea Itself and the Circumstances of Its Emergence as Predictors of New Product Success, Management Science, 47:1, January, 69-84.
The Converse Awards, established in 1946, honor scholars who have made outstanding and enduring contributions to the science of marketing. Award winners present their landmark contributions to the field at a symposium which is held every four years.
This annual award is designed to be the highest honor a marketing educator can receive. A recipient must be universally acknowledged as a long-standing leader in marketing education and he or she must have made extensive contributions to marketing education and the marketing discipline in general.
Mela, Carl, Sunil Gupta, and Donald R. Lehmann (1997) The Long Term Impact of Promotion and Advertising on Consumer Brand Choice Journal of Marketing Research, 34, May, 248-61.
Sultan, Fareena, John U. Farley, and Donald R. Lehmann (1990) A Meta-Analysis of Applications of Diffusion Models, Journal of Marketing Research, 27, February, 70-77.
An honor given to a graduate whose service within the academic community reflects the spirit and service of former Krannert Dean John Day.
The American Marketing Association (AMA) began recognizing excellent dissertations in 1960 by inviting top candidates to present their papers at the annual Marketing Educators' Conference.