Donald Lehmann
Distinguished Visiting Scholar at Tuck School of Business at Dartmouth
George E. Warren Professor of Business at Columbia Business School
Schools
- Tuck School of Business at Dartmouth
- Columbia Business School
Links
Biography
Tuck School of Business at Dartmouth
Current Research Topics
- Individual and group choice and decision making
- The adoption of innovation and new product development
- The management and valuation of marketing assets (brands, customers)
Professional Activities
Academic positions
- Visiting Scholar, Tuck School of Business, 1997–present
- George E. Warren Professor of Business, 1985–present, Vice Dean, 1988, Professor, 1978–85, Associate and Assistant Professor, 1969–78, Columbia University Business School
- Senior Fellow, 1998, Visiting Lecturer, 1984, University of Pennsylvania, Wharton School; President, Association for Consumer Research, 1995
- Executive Director, Marketing Science Institute, 1993–95, 2001–03
- Visiting Professor, University of Michigan, 1991
- Visiting Professor, New York University College of Business Administration, 1991
- Visiting Professor, Cornell University, Johnson Graduate School of Management, 1981
Editorial positions
- Associate Editor, Journal of Marketing Research, 2007–11, Journal of Consumer Research, 2000–06, Management Science, 1975–78
- Co-Editor, International Journal of Research in Marketing, 2006–09
- Founding Editor, Marketing Letters, 1989–96
- Area Editor, Marketing Science, 1987–90
- Departmental Editor, Management Science, 1978–80
Awards
- Marketing Science Institute Best Paper Award, 2011, 2003, 2001, 1998
- Henry Grady “Buck” Weaver Award, to honor the individual who has contributed the most to the advancement of theory and practice in marketing science, 2009
- Fellow of International Society for Marketing Science, 2009
- Academy of Marketing Science Distinguished Educator of the Year, 2009
- William F. O’Dell Award given to the author of the Journal of Marketing Research article that has made the most significant long-run contribution to the marketing discipline, 2008, 2003, 1995
- Fellow of the Association for Consumer Research, 2006
- Berry-AMA Book Prize for best book in marketing, 2006
- Charles Coolidge Parlin Marketing Research Award for substantial contributions and dedication to the ongoing advancement of marketing research practice, 2006
- Soundview Executive Book Summaries: 30 Best Business Books of the Year, 2006
- JMR Paul Green Award for paper with greatest contribution to marketing, 2005
- Gilbert Churchill Award for lifetime achievement in marketing research, 2005
- William Davidson Journal of Retailing Best Paper Award, 2004
- Journal of Interactive Marketing Best Paper Award, 2004
- Journal of Marketing Harold H. Maynard Award, 2004
- Paul D. Converse Award for lifetime contributions to marketing, May 2000
- MA/Irwin/McGraw-Hill Distinguished Marketing Educator award for lifetime contributions to marketing, August 1999
- JMR Paul Green Award, for paper with greatest contribution to marketing, 1998
- John S. Day Distinguished Alumnus Academic Service Award, Purdue University, 1992
- AMA Best Doctoral Dissertation Award, August 1969
Selected Publications
- With F. Stahl, M. Heitmann, and S. Neslin, “The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin,” Journal of Marketing, 38, July, 2012
- With J. Parker, “When Shelf-Based Scarcity Impacts Consumer Preferences,” Journal of Retailing, 87(2), June 2011
- With D. Biswas and G. Zhao, “The Impact of Sequential Data on Consumer Confidence in Relative Judgments,” Journal of Consumer Research, 37, February, 2011; with L. McAlister and R. Staelin, “Sophistication in Research in Marketing,” Journal of Marketing, 75(4), 2011
- With M. Pham, C. Goukens, and J.A. Stuart, “Shaping Customer Satisfaction Through Self-Awareness Cues,” Journal of Marketing Research, 47(5), October, 2010
- With P. Kopalle and J. Farley, “Consumer Expectations and Culture: The Effects of Belief in Karma in India,” Journal of Consumer Research, 37(2), August, 2010
- With P.A. Keller and K. Milligan, “Effectiveness of Corporate Well-Being Programs,” Journal of Macromarketing, 29(3), September, 2009
- With J. Goldenberg, H. Sangman, and J.W. Hong, “The Role of Hubs in the Adoption Process,” Journal of Marketing, 73(2), March, 2009
- With J. Farley, S. Hoenig, and H.T. Nguyen, “Marketing Matrics Use in a Transition Economy: The Case of Vietnam,” Journal of International Consumer Marketing, 21(3), 2008
- With K.L. Keller and J. Farley, “The Structure of Survey-Based Brand Metrics," Journal of International Marketing, 16(4), 2008
Columbia Business School
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
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
Marketing for Organic Revenue Growth (EMBA)
Fall 2014
Summer 2014
(PhD) Marketing, Models and Decisions (PHD)
Spring 2014
Marketing for Organic Revenue Growth (EMBA)
Summer 2013
Marketing Growth Strategies (MBA)
(PhD) Marketing, Decisions & Methods (PHD)
Spring 2013
Marketing for Organic Revenue Growth (EMBA)
Summer 2012
(PhD) Marketing, Decisions & Methods (PHD)
Spring 2012
Marketing for Organic Revenue Growth (EMBA)
Columbia Caseworks cases
Anticipating Demand and Forecasting Sales (2016)
Coauthor(s): Donald R. Lehmann
More Information
Making Marketing Decisions (2008)
Coauthor(s): Donald Lehmann
More Information
Encouraging Innovation and New Product Adoption (2008)
Coauthor(s): Donald R. Lehmann
More Information
What's a Customer Worth? (2008)
Coauthor(s): Donald R. Lehmann
More Information
Research
Journal articles
Social Contagion and Customer Adoption of New Sales Channels In Journal of Retailing (2015)
Coauthor(s): Kamel Jedidi, Tolga Bilgicer, Donald Lehmann, Scott Neslin
More Information
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
More Information
The Future of Quantitative Marketing: Results of a Survey In Customer Needs and Solutions (2015)
Coauthor(s): Donald Lehmann, Oded Netzer, Olivier Toubia
More Information
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
More Information
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
More Information
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
More Information Ideas and Insights
Assessing Brand Equity Through Add-on Sales In Customer Needs and Solutions (2014)
Coauthor(s): Donald Lehmann, Shuba Srinivasan
More Information
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
More Information
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
More Information
Introduction to Theory and Practice In Marketing Science (2014)
Coauthor(s): Hanssens Gupta, John Hauser, Donald Lehmann, Bernd Schmitt
More Information
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
More Information
State Dependence Effects in Surveys In Marketing Science (2012)
Coauthor(s): Martijn De Jong, Donald Lehmann, Oded Netzer
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Sophistication in Research in Marketing In Journal of Marketing (2011)
Coauthor(s): Donald Lehmann, Leigh McAlister, Richard Staelin
More Information
When Shelf-Based Scarcity Impacts Consumer Preferences In Journal of Retailing (2011)
Coauthor(s): Jeffrey Parker, Donald Lehmann
More Information
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
More Information Download paper (PDF)
Shaping Customer Satisfaction through Self-Awareness Cues In Journal of Marketing Research (2010)
Coauthor(s): Michel Tuan Pham, Caroline Goukens, Donald Lehmann, Jennifer Stuart
More Information
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
More Information Download paper (PDF)
Marketing Competition in the 21st Century In International Journal of Research in Marketing (2010)
Coauthor(s): Oliver Heil, Donald Lehmann, Stefan Stremersch
More Information
Assessing Long-Term Brand Potential In Journal of Brand Management (2009)
Coauthor(s): Kevin Lane Keller, Donald Lehmann
More Information
Effectiveness of Corporate Well-Being Programs In Journal of Macromarketing (2009)
Coauthor(s): Punam Keller, Donald Lehmann, Katherine Milligan
More Information
The Role of Hubs in the Adoption Processes In Journal of Marketing (2009)
Coauthor(s): Jacob Goldenberg, Sangman Han, Donald Lehmann, Jae Weon Hong
More Information Download paper (PDF)
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
More Information
Designing Effective Health Communications: A Meta-Analysis In Journal of Public Policy and Marketing (2008)
Coauthor(s): Punam Keller, Donald Lehmann
More Information Download paper (PDF)
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
More Information
The Structure of Survey-Based Brand Metrics In Journal of International Marketing (2008)
Coauthor(s): Donald Lehmann, Kevin Lane Keller, John Farley
More Information Download paper (PDF)
Spontaneous Visualization and Concept Evaluation In Journal of the Academy of Marketing Science (2007)
Coauthor(s): Donald Lehmann, Jennifer Stuart, Gita Johar, Anil Thozhur
More Information
Choice Goal Attainment and Decision and Consumption Satisfaction In Journal of Marketing Research (2007)
Coauthor(s): Donald Lehmann, Andreas Herrmann, Mark Heitmann
More Information Download paper (PDF)
When Giving Some Away Makes Sense to Jump-Start the Diffusion Process In Marketing Letters (2006)
Coauthor(s): Donald Lehmann, Mercedes Esteban-Bravo
More Information Download paper (PDF)
Brands and Branding: Research Findings and Future Priorities In Marketing Science (2006)
Coauthor(s): Donald Lehmann, Kevin Lane Keller
More Information Download paper (PDF)
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
More Information
It''s New But Is It Good? New Product Development and Macromarketing In Journal of Macromarketing (2006)
Coauthor(s): Donald Lehmann
More Information
Setting Quality Expectations When Entering a Market: What Should the Promise Be? In Marketing Science (2006)
Coauthor(s): Donald Lehmann, Praveen Kopalle
More Information Download paper (PDF)
The Impact of CLV on Firm Valuation In Journal of Relationship Marketing (2006)
Coauthor(s): Donald Lehmann, Sunil Gupta
More Information
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
More Information Download paper (PDF)
Valuing Customers In Journal of Marketing Research (2004)
Coauthor(s): Donald Lehmann, Sunil Gupta, Jennifer Stuart
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Reactions to Recommendations: When Unsolicited Advice Yields Contrary Responses In Marketing Science (2004)
Coauthor(s): Gavan Fitzsimons, Donald Lehmann
More Information Download paper (PDF)
Revenue Premium as an Outcome Measure of Brand Equity In Journal of Marketing (2003)
Coauthor(s): Kusum Ailawadi, Donald Lehmann, Scott Neslin
More Information Download paper (PDF)
Customers as Assets In Journal of Interactive Marketing (2003)
Coauthor(s): Sunil Gupta, Donald Lehmann
More Information Download paper (PDF)
Multigeneration Innovation Diffusion: The Impact of Intergeneration Time In Journal of the Academy of Marketing Science (2003)
Coauthor(s): Jae H. Pae, Donald Lehmann
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Strategic Management of Expectations: The Role of Disconfirmation Sensitivity and Perfectionism In Journal of Marketing Research (2001)
Coauthor(s): Praveen Kopalle, Donald Lehmann
More Information Download paper (PDF)
The Impact of Altruism and Envy of Competitive Behavior and Satisfaction In International Journal of Research in Marketing (2001)
Coauthor(s): Donald Lehmann
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Entrenched Knowledge Structures and Consumer Response to New Products In Journal of Marketing Research (2001)
Coauthor(s): C. Moreau, Donald Lehmann, Arthur Markman
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Consumer Price Sensitivity and Price Thresholds In Journal of Retailing (2001)
Coauthor(s): Donald Lehmann, Sunil Gupta, Sangman Han
More Information
Mediators and Moderators In Journal of Consumer Psychology (2001)
Coauthor(s): Donald Lehmann
More Information Download paper (PDF)
Other Multivariate Techniques: Meta-Analysis In Journal of Consumer Psychology (2001)
Coauthor(s): Donald Lehmann
More Information Download paper (PDF)
The Important Role of Meta-analysis in International Research in Marketing In International Marketing Review (2001)
Coauthor(s): John Farley, Donald Lehmann
More Information Download paper (PDF)
Sales Through Sequential Distribution Channels: An Application to Movies and Videos In Journal of Marketing (2000)
Coauthor(s): Donald Lehmann, Charles Weinberg
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Consumer Behavior and Y2K In Journal of Marketing (1999)
Coauthor(s): Donald Lehmann
More Information Download paper (PDF)
Designing the Next Study for Maximum Impact In Journal of Marketing Research (1998)
Coauthor(s): John Farley, Donald Lehmann, Lane Mann
More Information Download paper (PDF)
An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making In Marketing Letters (1998)
Coauthor(s): Sunder Narayanan, Donald Lehmann
More Information Download paper (PDF)
From Decision Support to Decision Automation: A 20/20 Vision In Marketing Letters (1998)
Coauthor(s): Randolph Bucklin, Donald Lehmann, John Little
More Information Download paper (PDF)
Customer Reactions to Variety: Too Much of a Good Thing? In Journal of the Academy of Marketing Science (1998)
Coauthor(s): Donald Lehmann
More Information Download paper (PDF)
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
More Information
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
More Information Download paper (PDF)
A Stochastic Multidimensional Unfolding Approach for Representing Phased Decision Outcomes In Psychometrika (1996)
Coauthor(s): Wayne DeSarbo, Donald Lehmann, Gregory Carpenter, Indrajit Sinha
More Information
Reflections on ''A Meta-analysis of Applications of Diffusion Models'' In Journal of Marketing Research (1996)
Coauthor(s): Fareena Sultan, John Farley, Donald Lehmann
More Information Download paper (PDF)
Reasons for Substantial Delay in Consumer Decision-Making In Journal of Consumer Research (1995)
Coauthor(s): Eric Greenleaf, Donald Lehmann
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Empirical Marketing Generalization Using Meta-analysis In Marketing Science (1995)
Coauthor(s): John Farley, Donald Lehmann, Alan Sawyer
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Context Effects, New Brand Entry, and Consideration Sets In Journal of Marketing Research (1994)
Coauthor(s): Donald Lehmann, Yigang Pan
More Information Download paper (PDF)
Customer Satisfaction, Market Share, and Profitability: Findings from Sweden In Journal of Marketing (1994)
Coauthor(s): Eugene Anderson, Donald Lehmann, Claes Fornell
More Information Download paper (PDF)
The Prisoner''s Dilemma and the Role of Information in Setting Advertising Budgets In Journal of Advertising (1994)
Coauthor(s): Kim Corfman, Donald Lehmann
More Information Download paper (PDF)
Cross-National ''Laws'' and Differences in Market Response In Management Science (1994)
Coauthor(s): John Farley, Donald Lehmann
More Information Download paper (PDF)
The Importance of Others'' Welfare in Evaluating Bargaining Outcomes In Journal of Consumer Research (1993)
Coauthor(s): Kim Corfman, Donald Lehmann
More Information Download paper (PDF)
The Influence of New Brand Entry on Subjective Brand Judgments In Journal of Consumer Research (1993)
Coauthor(s): Yigang Pan, Donald Lehmann
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Profiles of Product Innovators Among Large U.S. Manufacturers In Management Science (1992)
Coauthor(s): Noel Capon, John Farley, Donald Lehmann, James Hulbert
More Information Download paper (PDF)
A Combined Simply Scalable and Tree-Based Preference Model In Journal of Business Research (1991)
Coauthor(s): Donald Lehmann, William Moore
More Information Download paper (PDF)
Modeling Choice Among Assortments In Journal of Retailing (1991)
Coauthor(s): Barbara Kahn, Donald Lehmann
More Information Download paper (PDF)
Values, Utility, and Ownership: Modeling the Relationships for Consumer Durables In Journal of Retailing (1991)
Coauthor(s): Kim Corfman, Donald Lehmann, Sunder Narayanan
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
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
More Information Download paper (PDF)
Longitudinal Patterns of Group Decisions: An Exploratory Analysis In Multivariate Behavioral Research (1990)
Coauthor(s): Kim Corfman, Joel Steckel, Donald Lehmann
More Information Download paper (PDF)
Estimating Publication Bias in Meta-analysis In Journal of Marketing Research (1990)
Coauthor(s): Roland Rust, Donald Lehmann, John Farley
More Information Download paper (PDF)
Purchase Intentions and the Dimensions of Innovation: An Exploratory Model In Journal of Product Innovation Management (1990)
Coauthor(s): Susan Holak, Donald Lehmann
More Information Download paper (PDF)
A Meta-analysis of Applications of Diffusion Models In Journal of Marketing Research (1990)
Coauthor(s): Fareena Sultan, John Farley, Donald Lehmann
More Information Download paper (PDF)
Books
Product Management and Strategy (2010)
Coauthor(s): Donald Lehmann, Russell Winer, Shamsul Saihani
More Information
Marketing Metrics and Financial Performance (2006)
Coauthor(s): Donald Lehmann, David Reibstein
More Information
Analysis for Marketing Planning (2005)
Coauthor(s): Donald Lehmann, Russell Winer
More Information
Managing Customers as Investments: The Strategic Value of Customers in the Long Run (2005)
Coauthor(s): Donald Lehmann, Sunil Gupta
More Information
Assessing Marketing Strategy Performance (2004)
Coauthor(s): Donald Lehmann, Christine Moorman
More Information
Product Management (2004)
Coauthor(s): Donald Lehmann, Russell Winer
More Information
Marketing Research (1998)
Coauthor(s): Donald Lehmann, Sunil Gupta, Joel Steckel
More Information
Reflections on the Futures of Marketing (1997)
Coauthor(s): Donald Lehmann, Katherine E. Jocz
More Information
Market Research and Analysis (1989)
Coauthor(s): Donald Lehmann
More Information
Meta-analysis in Marketing: Generalization of Response Models (1986)
Coauthor(s): John Farley, Donald Lehmann
More Information
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
More Information
New Products Research In The History of Marketing Science (2014)
Coauthor(s): Peter Golder, Donald Lehmann
More Information
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
More Information
Epilogue In Transformative Consumer Research for Personal and Collective Well-Being (2012)
Coauthor(s): Donald Lehmann
More Information
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
More Information
Marketing Metrics In Wiley International Encyclopedia of Marketing (2010)
Coauthor(s): Donald Lehmann
More Information
Working papers
Social Influence and Customer Adoption of New Sales Channels (2014)
Coauthor(s): Tolga Bilgicer, Kamel Jedidi, Donald Lehmann, Scott Neslin
More Information
Sampling Strategies for Information Goods (2012)
Coauthor(s): Daniel Halbheer, Florian Stahl, Donald Lehmann
More Information Download paper (PDF)
Family Member Influence over Time and across Cultures: A Meta-Analysis (2011)
Coauthor(s): Salvador Ruiz, Eva Tomaseti, Donald Lehmann
More Information
What Good Are Hubs? Preferences for New Product Information Sources (2011)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, Michal Master Barak
More Information
Drivers of Word-of-Mouth at the Individual Level (2010)
Coauthor(s): Andrew T. Stephen, Donald Lehmann
More Information
Brand Equity and the Accessory Premium: The Case of the Automobile Industry (2010)
Coauthor(s): Donald Lehmann, Shuba Srinivasan
More Information
The Financial Impact of Changes in Marketing and R&D Budgets (2010)
Coauthor(s): Isaac Dinner, Donald Lehmann
More Information
Is Anyone Listening? Modeling the Impact of Word-of-Mouth at the Individual Level (2010)
Coauthor(s): Andrew T. Stephen, Donald Lehmann
More Information Download paper (PDF)
Local Neighborhoods as Early Predictors of Innovation Adoption (2010)
Coauthor(s): Jacob Goldenberg, Sangman Han, Donald Lehmann, Jangyuk Lee, Kyung Young Ohk
More Information
Measuring the Impact of Meta-Analysis and Other Influential Papers (2010)
Coauthor(s): Martin Eisend, Donald Lehmann
More Information
The Impact of Advertising Copy on Word-of-Mouth (2010)
Coauthor(s): Sarit Moldovan, Donald Lehmann
More Information
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
More Information
Sampling Information Goods: How Much Should Be Free? (2010)
Coauthor(s): Florian Stahl, Daniel Halbheer, Donald Lehmann
More Information Download paper (PDF)
Carryover Effects in Survey Data (2009)
Coauthor(s): Martijin De Jong, Donald Lehmann, Oded Netzer
More Information
Preference for New Product Information Sources (2007)
Coauthor(s): Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, Michal Barak, Madiha Ferjani
More Information Download paper (PDF)
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
More Information
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
More Information
Ideas and Insights
Low-Calorie Menus Could Be Making Us Fat (2015)
Awards And Honors
2013, Marketing Science Institute/H. Paul Root Award for impact on marketing practice
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.
2012, Robert D. Buzzell MSI Best Paper Award
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)
2010, AMA Summer Marketing Educators'' Conf. Consumer Psychology and Behavior Track Best Paper
Biswas, Dipayan, Patricia Norberg, and Donald R. Lehmann (2010) "Evaluating Ratio Data and the Role of Consumer Processing Mode: Can Analytical Processing Bias Judgments?"
2009, Distinguished Educator of the Year
Academy of Marketing Science
2009, ISMS Fellow (International Society for Marketing Science)
Marketing Division of TIMS/ORSA
2009, Henry Grady "Buck" Weaver Award
To honor the individual who has contributed the most to the advancement of theory and practice in marketing science.
2008, William F. O''Dell Award
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
2007, Winter AMA Consumer Behavior Track Best Paper Award
Thozhur, Anil, Mark Heitmann, and Donald R. Lehmann (2007) "The Impact of Brand Mergers on Choice: The Role of Confidence, Loyalty, and Managerial Intent"
2006, Soundview Executive Book Summaries: 30 best business books of the year
Gupta, Sunil and Donald R. Lehmann (2005) Managing Customers as Investments, Philadelphia, Wharton School Publishing
2006, Fellow of the Association for Consumer Research
This award is given in recognition of his career contributions and "significant impact on scholarly work in consumer behavior."
2006, Little Award for Paper in Marketing Science, Finalist
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
2006, Berry AMA Book Prize: Best book in Marketing
Grupta, Sunil and Donald R. Lehmann (2005) Managing Customers as Investments: The Strategic Value of Customers in the Long Run, Philadelphia, Wharton School Publishing
2006, AMA Charles Coolidge Parlin Award
For substantial contributions and dedication to the ongoing advancement of marketing research practice.
2005, Churchill Lifetime Achievement Award
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.
2005, JMR Paul Green Award For Paper with Greatest Contribution to Marketing
Gupta, Sunil, Donald R. Lehmann, and Jennifer Stuart (2004) Valuing Customers, Journal of Marketing Research, 41, February, 7-18.
2004, Journal of Interactive Marketing Best Paper Award
Gupta, Sunil and Donald R. Lehmann (2002) Customers as Assets, Journal of Interactive Marketing, 17, Winter, 1-16.
2004, William Davidson Journal of Retailing Best Paper Award
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.
2004, Journal of Marketing Harold H. Maynard Award
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
2003, Marketing Science Institute Best Paper Award
Gupta, Sunil, Donald R. Lehmann, and Jennifer Stuart (2001) Valuing Customers, MSI Paper 01-119. Cambridge, MA: Marketing Science Institute.
2002, William F. O''Dell Award
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.
2001, Marketing Science Institute Best Paper Award
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.
2000, Paul D. Converse Award For Lifetime Contributions to Marketing
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.
1999, AMA/Irwin/McGraw-Hill Distinguished Marketing Educator, For Lifetime Contributions to Marketing
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.
1998, JMR Paul Green Award
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.
1995, William F. O''Dell Award
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.
1992, John S. Day Distinguished Alumnus Academic Service Award, Purdue University
An honor given to a graduate whose service within the academic community reflects the spirit and service of former Krannert Dean John Day.
1969, AMA Best Doctoral Dissertation Award
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.
Videos
Don Lehmann on the Marketing Metrics Project - Marketing Meets Wall Street Conference
Read about executive education
Other experts
Arnaud De Servigny
SUMMARY Arnaud de Servigny is the Head of the Multi-Asset Group (MAG) and Wealth Management Chief Investment Officer (CIO) at Deutsche Asset & Wealth Management. He chairs the MAG’s Global Investment Committee (GIC) which supports Deutsche Asset and Wealth Management’s dynamic asset allocatio...
Kathleen Grave
Kathleen’s is dedicated to developing business opportunity globally as Managing Director and CEO at EI Group. Following a successful career at IBM, Kathleen returned to her startup roots and is leading a new organization that is increasing client success through partnership and alliances and deli...
Theo Compernolle
Dr. Theo Compernolle born in Bruges, Belgium originally trained as a medical doctor, neuropsychiatrist and psychotherapist. He became an expert on the emotional and relational aspects of leadership and the enhancement of resilience of executives, executive teams and organizations. He is the Suez ...
Popular Courses
The Manchester Leadership Development Programme
Alliance Manchester Business School
Manchester, United Kingdom
Jul 1
Leading Digital Transformation
ESMT
Berlin, Germany
May 28
Leading Strategic Growth and Change
Columbia Business School
New York, New York, United States
Jun 10
Leading People and Teams
ESMT
Berlin, Germany
May 28
Private Equity: Investing and Creating Value
The Wharton School
Philadelphia, Pennsylvania, United States
Sep 8
The Positive Leader: Deep Change and Organizational Transformation
Stephen M. Ross School of Business
Ann Arbor, Michigan, United States
Jun 23
Looking for an expert?
Contact us and we'll find the best option for you.