Top 10 Most Highly Cited Pricing Strategy Articles

Our last post featured top pricing strategy articles. This week we are featuring the Top 10 Most Highly Cited Pricing Strategy Articles published from 1980 to 2007. This list 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.

The Top 10 Most Highly Cited Pricing Strategy Articles

#1. "Mental Accounting & Consumer Choice", Thaler, R,

Marketing Science, Volume 4, Issue 3, 1985 Citations per year: 27.41

#2. "Consumer Perceptions of Price, Quality & Value", Zeithaml, VA

Journal of Marketing, Volume 52, Issue 3, 1988 Citations per year: 26.89

#3. "Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplace", Alba, JW et al., Journal of Marketing, Volume 61, Issue 3, 1997 Citations per year: 25.00

#4. "Customer Satisfaction, Market Share and Profitability: Findings from Sweden", Anderson, EW, et al., Journal of Marketing, Volume 58, Issue 3, 1994 Citations per year: 21.31

#5. "A Logit Model of Brand Choice Calibrated on Scanner Data", Little, JDC, et al., Marketing Science, Volume 2, Issue 3, 1983 Citations per year: 19.38

#6. "Wine Online: Search Costs Affect Competition on Price, Quality and Distribution", Lynch, JG, et al., Marketing Science, Volume 19, Issue 1, 2000 Citations per year: 17.29

#7. "A Probabilistic Choice Model for Market Segmentation and Elasticity Structure", Russell, GJ, et al., Journal of Marketing Research, Volume 26, Issue 4, 1989 Citations per year: 14.61

#8. "Effects of Price, Brand and Store Information on Buyer's Product Evaluations", Dodds, WB, et al., Journal of Marketing Research, Volume 28, Issue 3, 1991 Citations per year: 13.19

#9. "On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implicatons for Marketing", Kumar, V. et al., Volume 64, Issue 4, 2000 Citations per year: 13.00

#10. "Long-term Manufacturer-Supplier Relationships: Do They Pay Off For Supply Firms?", Kalwani, MU, et al., Journal of Marketing, Volume 59, Issue 1, 1995 Citations per year: 12.75