Allen Weiss

Professor of Marketing
Room / Office

PhD, University of Wisconsin, Madison; MBA, University of Kansas, Lawrence; MA, The Ohio State University; BS, University of California, Santa Barbara

Allen Weiss studies technology marketing, particularly how firms make decisions in technologically sophisticated markets. His research has published in the Journal of Marketing Research, Journal of Marketing, Management Science, Organization Science, and Journal of Financial Economics. Professor Weiss consults with high-technology and internet firms, including Intel Corporation, Texas Instruments, COMPAQ, and IBM.
+ Show Research List - Hide Research List
Lisa Cavanaugh, Deborah MacInnis, Allen Weiss () "Perceptual Dimensions Differentiate Emotions ,"  Cognition and Emotion.
Allen Weiss, Nicholas Lurie, Deborah MacInnis () "Listening to Strangers: Whose Responses are Valuable, How Valuable Are They, and Why? ,"  Journal of Marketing Research  45, 425-436.
Koen Pauwels, Allen Weiss () "Moving from Free to Fee: How Online Firms Market to Successfully Change their Business Model ,"  Journal of Marketing  72, 14-31.
Roy Young, Allen Weiss () "Marketing Champions ,".
Stefan Stremersch, Allen Weiss, A. Weiss, Benedict Dellaert, Ruud Frambach () "Buying Modular Systems in Technology-Intensive Markets ,"  Journal of Marketing Research.
D MacInnis, A. Rao, Allen Weiss () "Assessing When Increased Media Weight Helps Sales of Real World Ads ,"  Journal of Marketing Research.
Allen Weiss, David Montgomery () "Managerial Preferences for Strategic Alliance Attributes: Some Global Contrasts ,"  Research in International Marketing 2002.
L. Pelled, K. Xin, Allen Weiss () "No Es Como Mi: Relational Demography and conflit In a Mexican Production Facility ,"  Journal of Occupational and Organizational Psychology  74, 63-84.
G. John, Allen Weiss, S. Dutta () "Marketing in High-Technology Product Markets: Toward An Integrative Framework ,"  Journal of Marketing  63, 78-91.
Allen Weiss, E. Anderson, D. MacInnis () "The Impact of Reputation on the Choice of Sales Organization ,"  Journal of Marketing  63, 74-89.
Allen Weiss () "The Nature of Technical Products ,"  The Handbook of Technology Management  CRC Press LLC.
Allen Weiss, N. Kurland () "Holding Distribution Channel Relationships Together: The Role of Transaction-Specfic Assets and Length of Prior Relationship ,"  Organization Science  8, 612-623.
S. Dutta, Allen Weiss () "The Relationship Between a Frim's Level of Technological Innovativeness and its Pattern of Partnership Agreements ,"  Management Science  43, 3643-356.
S. Grenadier, Allen Weiss () "Investments in Technological Innovations: An Options Pricing Approach ,"  Journal of Financial Economics  44, 397-416.
J. Heide, Allen Weiss () "Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets ,"  Journal of Marketing  59, 30-43.
Allen Weiss () "The Effects of Expectations on Technology Adoption: Some Empirical Evidence ,"  Journal of Industrial Economics  42, 1-19.
Allen Weiss, J. Heide () "The Nature of Organizational Search in High-Technology Markets ,"  Journal of Marketing Research  30, 220-233.
Allen Weiss, R. Glazer () "Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information ,"  Journal of Marketing Research  30, 509-521.
Allen Weiss, E. Anderson () "Converting from Independent to Employee Sales Forces: The Role of Perceived Switching Costs ,"  Journal of Marketing Research  29, 101-115.
L. Wilson, Allen Weiss, G. John () "Unbundling of Industrial Systems ,"  Journal of Marketing  27, 123-138.
G. John, Allen Weiss, B. Weitz () "An Organizational Coordination Model of Sales Compensation Plans: Theoretical Analysis and Empirical Test ,"  Journal of Law, Economics, and Organization  3, 373-395.