Most Highly Cited Articles on Strategic Pricing-1980 to 2007

We are working on a project to define the pricing research that has appeared in the 19 marketing journals included in the Social Science Citations Index in the years since 1980. This chart summarizes the most highly cited articles of the 1,364 identified in the study, using as a metric the “citations/year” which levels the playing field for more recently published articles.

We have compiled the top 20 articles and feature articles 11 through 20 in this post. Next week we will feature the top 10 articles on strategic pricing.

Top 20 Most Highly Cited Articles Based on Citations Per Year

#11. “Work and Fun-Measuring Hedonics and Utilitarian Shopping Value”
Babin, BJ, et al., Journal of Consumer Research, Vol. 20, Issue 4, 1994
Citations per year: 12.46

#12. “Impact of Sales Promotions on When, What, and How Much to Buy”
Gupta Sunil, Journal of Marketing Research, Vol. 25, Issue 4, 1988
Citations per year: 12.37

#13. “Service Quality Delivery Through Web Sites: A Critical Review of Extant Knowledge”
Zeithaml, VA, et al., Journal Academy of Marketing Science, Vol. 30, Issue 4, 2002
Citations per year: 11.80

#14. “No Pain, No Gain: A Critical Review of the Literature On Signaling Unobservable Product Quality”
Kirmani, A. et al., Journal of Marketing, Vol. 64, Issue 2, 2000
Citations per year: 11.29

#15. “A Dynamic Model of Customers’ Usage of Services: Usage as an Actecedent and Consequences of Satisfaction”
Bolton, RN et al., Journal of Marketing Research, Vol.36, Issue 2, 1999
Citations per year: 11.13

#16. “The Effects of Price Comparison Advertising on Buyers’ Perceptions of Acquisition Value and Transaction Value”
Grewal, D et al. Journal of Marketing, Vol. 62, Issue 2, 1998
Citations per year: 11.11

#17. “The Price Knowledge & Search of Supermarket Shoppers”
Dickson, PR et al., Journal of Marketing, Vol. 54, Issue 3, 1990
Citations per year: 10.29

#18. “The Long Term Impact of Promotion and Advertising on Consumer Brand Choice”
Mela, CF, et al., Journal of Marketing Research, Vol. 34, Issue 2, 1997
Citations per year: 9.7

#19. “Managing Channel Profits”
Jeuland, AP et al., Marketing Science, Vol. 2, Issue 3, 1983
Citations per year: 9.50

#20. “The Internet Shopper”
Donthu, N et al., Journal of Advertising Research, Vol. 39, Issue 3, 1999
Citations per year: 9.25

What does this table mean to the reader of this blog?

You can presume these articles are worthy of being on your reading list if you are a scholar or practitioner in pricing. These articles have had the most influence (some times referred to as “impact”) on scholarly research in pricing in the past 25 years. Each “citation” is a reference to prior research made in articles published after the cited article was published. Importantly, the citation was in an article also published in a journal included in the SSCI.

In the next week or so, we will post blogs about “who and where” for the most highly cited research on pricing. We will recognize the most highly cited researchers, research institutions and marketing journals based on our study.