Follow
Thomas Steenburgh
Thomas Steenburgh
Owen Graduate School of Management
Verified email at darden.virginia.edu - Homepage
Title
Cited by
Cited by
Year
Crafting integrated multichannel retailing strategies
J Zhang, P Farris, T Kushwaha, JW Irvin, T Steenburgh, BA Weitz
Journal of Interactive Marketing 24, 168-180, 2010
8972010
Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities Over Time
J Avery, TJ Steenburgh, JA Deighton, M Caravella
Journal of Marketing 76 (3), 96-111, 2012
7862012
Do bonuses enhance sales productivity? A dynamic structural analysis of bonus-based compensation plans
DJ Chung, T Steenburgh, K Sudhir
Marketing Science 33 (2), 165-187, 2014
2422014
An investigation of earnings management through marketing actions
C Chapman, T Steenburgh
Management Science 57 (1), 72-92, 2011
1362011
Understanding firm, physician and consumer choice behavior in the pharmaceutical industry
P Manchanda, DR Wittink, A Ching, P Cleanthous, M Ding, XJ Dong, ...
Marketing Letters 16, 293-308, 2005
1132005
Motivating salespeople: what really works.
T Steenburgh, M Ahearne
Harvard Business Review 90 (7-8), 70-5, 160, 2012
1072012
Effort or timing: The effect of lump-sum bonuses
TJ Steenburgh
QME 6, 235-256, 2008
1042008
Behavioral frontiers in choice modeling
W Adamowicz, D Bunch, TA Cameron, BGC Dellaert, M Hanneman, ...
Marketing Letters 19, 215-228, 2008
872008
Massively categorical variables: Revealing the information in zip codes
TJ Steenburgh, A Ainslie, PH Engebretson
Marketing Science 22 (1), 40-57, 2003
682003
HubSpot: Inbound marketing and web 2.0
TJ Steenburgh, J Avery, N Dahod
HBS Case, 2009
612009
Allocating marketing resources
S Gupta, T Steenburgh
SSRN, 2008
592008
Real earnings management in sales
MJ Ahearne, JP Boichuk, CJ Chapman, TJ Steenburgh
Journal of Accounting Research 54 (5), 1233-1266, 2016
49*2016
The cross attributes flexible substitution logit: Uncovering category expansion and share impacts of marketing instruments
Q Liu, TJ Steenburgh, S Gupta
Marketing Science 34 (1), 144-159, 2015
382015
The invariant proportion of substitution property (IPS) of discrete-choice models
TJ Steenburgh
Marketing Science 27 (2), 300-307, 2008
332008
Managing laggards: The importance of a deep sales bench
JP Boichuk, R Bommaraju, M Ahearne, F Kraus, TJ Steenburgh
Journal of Marketing Research 56 (4), 652-665, 2019
322019
Personal and social usage: The origins of active customers and ways to keep them engaged
C Lee, E Ofek, TJ Steenburgh
Management Science 64 (6), 2473-2495, 2018
232018
Marketing analysis toolkit: Situation analysis
TJ Steenburgh, J Avery
HBS Case, 2010
232010
How to sell new products
T Steenburgh, M Ahearne
Harvard Business Review 96 (6), 92-101, 2018
202018
Adding Bricks to Clicks: On the Role of Physical Stores in a World of Online Shopping
J Avery, TJ Steenburgh, J Deighton, M Caravella
GfK Marketing Intelligence Review 5 (2), 28-33, 2013
202013
Measuring consumer and competitive impact with elasticity decompositions
TJ Steenburgh
Journal of marketing Research 44 (4), 636-646, 2007
192007
The system can't perform the operation now. Try again later.
Articles 1–20