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Many thanks to those who responded and contributed to the following literature reference list.  These are marketing-related articles that involve social network analysis (conceptual/empirical/modeling AND consumer behavior/business-to-business).

Social Network Analysis in Marketing

Achrol, R. S. and P. Kotler (1999), "Marketing in the network economy," Journal of Marketing, 63, 146-63.

Achrol, Ravi (1997), "Changes in the Theory of Interorganizational Relations in Marketing: Toward a Network Paradigm," Journal of the Academy of Marketing Science, 25 (1), 56-71.

Allen, Douglas E (2002), "Toward a theory of consumer choice as sociohistorically shaped practical experience: The fits-like-a-glove (FLAG) framework," Journal of Consumer Research, 28 (4), 515-33.

Anderson, James C., Hakan Hakansson, and Jan Johanson (1994), "Dyadic Business Relationships Within a Business Network Context," Journal of Marketing, 58 (October), 1-15.

Antia, Kersi D and Gary L Frazier (2001), "The severity of contract enforcement in interfirm channel relationships," Journal of Marketing, 65 (4), 67-82.

Bagozzi, Richard P. and Utpal M. Dholakia (2002), "Intentional Social Action in Virtual Communities," Journal of Interactive Marketing, 16 (2), 2-21.

Bearden, W. O. and M. J. Etzel (1982), "Reference Group Influence on Product and Brand Purchase Decisions," Journal of Consumer Research, 9 (2), 183-94.

Bhattacharya, C. B., H. Rao, and M. A. Glynn (1995), "Understanding the Bond of Identification - an Investigation of Its Correlates among Art-Museum Members," Journal of Marketing, 59 (4), 46-57.

Bristor, J. M. and M. J. Ryan (1987), "The Buying Center Is Dead, Long Live the Buying Center," Advances in Consumer Research, 14, 255-58.

Bristor, Julia (1988), "Coalitions in Organizational Purchasing: An Application of Network Analysis," in Advances in Consumer Research, Michael J. Houston (Ed.). 15 ed. Provo, UT: Association for Consumer Research.

Brown, J. J. and P. H. Reingen (1987), "Social Ties and Word-of-Mouth Referral Behavior," Journal of Consumer Research, 14 (3), 350-62.

Burnkrant, Robert E. and Alain Counsineau (1975), "Informational and Normative Social Influence in Buyer Behavior," Journal of Consumer Research, 2 (December), 206-15.

Chandrashekaran, Murali, Beth A Walker, James C Ward, and Peter H Reingen (1996), "Modeling individual preference evolution and choice in a dynamic group setting," Journal of Marketing Research, 33 (2), 211-24.

Coleman, J., E. Katz, and H. Menzel (1957), "The Diffusion of an Innovation among Physicians," Sociometry, 20 (4), 253-70.

Czepiel, J. A. (1974), "Word-of-Mouth Processes in Diffusion of a Major Technological Innovation," Journal of Marketing Research, 11 (2), 172-80.

Czepiel, John A. (1973), "Using Sociometric Techniques in the Analysis of Social Processes in Industrial Communities," in 1973 National Conferencec: American Marketing Association.

Dahlstrom, R. and R. Ingram (2003), "Social networks and the adverse selection problem in agency relationships," Journal of Business Research, 56 (9), 767-75.

Dawes, Philip L, Don Y Lee, and Grahame R Dowling (1998), "Information control and influence in emergent buying centers," Journal of Marketing, 62 (3), 55-69.

Ellis, P. (2000), "Social ties and foreign market entry," Journal of International Business Studies, 31 (3), 443-69.

Ellis, Paul and Anthony Pecotich (2001), "Social factors influencing export initiation in small and medium-sized enterprises," Journal of Marketing Research, 38 (1), 119-31.

Ford, David Ed. (2002), Understanding Business Marketing and Purchasing. London: Thomson Learning.

Frankwick, Gary L, James C Ward, Michael D Hutt, and Peter H Reingen (1994), "Evolving patterns of organizational beliefs in the formation of strategy," Journal of Marketing, 58 (2), 96-121.

Frenzen, Jonathan and Kent Nakamoto (1993), "Structure, Cooperation and the Flow of Market Information," Journal of Consumer Research, 20, 360-75.

Gremler, D. D., K. P. Gwinner, and S. W. Brown (2001), "Generating positive word-of-mouth communication through customer-employee relationships," International Journal of Service Industry Management, 12 (1), 44-59.

Griffin, A. and J. R. Hauser (1992), "Patterns of Communication among Marketing, Engineering and Manufacturing - a Comparison between 2 New Product Teams," Management Science, 38 (3), 360-73.

Hansen, Morten T (1999), "The Search-Transfer Problem: The Role of Weak Ties in Sharing Knowledge Across Organizational Subunits," Administrative Science Quarterly, 44, 81-111.

Hiltz, S. R. and K. Johnson (1990), "User Satisfaction with Computer-Mediated Communication-Systems," Management Science, 36 (6), 739-64.

Hirschman, Elizabeth C. and David Mazursky (1982), "A Trans-Organizational Investigation of Retail Buyers' Criteria and Information Sources," New York University Institute of Retail Management, Working Paper No. 82-8.

Houston, Mark B, Beth A Walker, Michael D Hutt, and Peter H Reingen (2001), "Cross-unit competition for a market charter: The enduring influence of structure," Journal of Marketing, 65 (2), 19-35.

Houston, Mark, Michael Hutt, Christine Moorman, Peter Reingen, Aric Rindfleisch, Vanitha Swaminathan, and Beth Walker (2004), "A Network Perspective on Marketing Strategy Performance," in Assessing Marketing Strategy Performance, Don Lehmann and Christine Moorman, Eds. Cambridge, MA: Marketing Science Institute.

Hutt, M. D. and P. H. Reingen (1987), "Social Network Analysis - Emergent Versus Prescribed Patterns in Organizational Buying Behavior," Advances in Consumer Research, 14, 259-63.

Hutt, Michael D., Peter H. Reingen, and John R. Ronchetto, Jr (1988), "Tracing Emergent Processes in Marketing Strategy Formation," Journal of Marketing, 52 (1), 4-20.

Iacobucci, D. and N. Hopkins (1992), "Modeling Dyadic Interactions and Networks in Marketing," Journal of Marketing Research, 29 (1), 5-17.

Iacobucci, Dawn (1998), "Interactive Marketing and the Meganet: Networks of Networks," Journal of Interactive Marketing, 12 (1), 5-16.

---- (1996), "Introduction," in Networks in Marketing, Dawn Iacobucci, Ed. Thousand Oaks, CA: Sage Publications.

Janssen, M. A. and W. Jager (2001), "Fashions, habits and changing preferences: Simulation of psychological factors affecting market dynamics," Journal of Economic Psychology, 22 (6), 745-72.

Jones, Candace, William S. Hesterly, and Stephen P. Borgatti (1997), "A General Theory of Network Governance: Exchange Conditions and Social Mechanisms," Academy of Management Review, 22 (4), 911-45.

Kline, B. and J. Wagner (1994), "Information-Sources and Retail Buyer Decision-Making - the Effect of Product-Specific Buying Experience," Journal of Retailing, 70 (1), 75-88.

Mandel, Naomi (2003), "Shifting selves and decision making: The effects of self-construal priming on consumer risk-taking," Journal of Consumer Research, 30 (1), 30-40.

Martilla, John A. (1970), "Word-Of-Mouth Communication in the Industrial Adoption Process," Journal of Marketing Research, 8 (May), 173-78.

Midgley, D. F. and G. R. Dowling (1978), "Innovativeness - Concept and Its Measurement," Journal of Consumer Research, 4 (4), 229-42.

Midgley, D.F. (1977), Innovation and New PRoduct Marketing. London: Croom Helm.

Midgley, D.F., P.D. Morrison, and J.H. Roberts (1992), "The Effect of Network Structure in Industrial Diffusion Processes," Research Policy, 21 (6), 533-22.

Money, R. B. (1998), "International multilateral negotiations and social networks," Journal of International Business Studies, 29 (4), 695-710.

Money, R. B., M. C. Gilly, and J. L. Graham (1998), "Explorations of national culture and word-of-mouth referral behavior in the purchase of industrial services in the United States and Japan," Journal of Marketing, 62 (4), 76-87.

Moriarty, R. T. and R. E. Spekman (1984), "An Empirical-Investigation of the Information-Sources Used During the Industrial Buying Process," Journal of Marketing Research, 21 (2), 137-47.

Morrison, P.D., J.H. Roberts, and D.F. Midgley (2004), "The Nature of Lead Users and MEasurement of Leading Edge Status," Research Policy, 33 (2), 351-62.

---- (2000), "Opinion Leadership Amongst Leading Edge Users," Australasian Marketing Journal, 8 (1), 5-14.

Nahapiet, J. and S. Ghoshal (1998), "Social capital, intellectual capital, and the organizational advantage," Academy of Management Review, 23 (2), 242-66.

Orlikowski, W. J. (2000), "Using technology and constituting structures: A practice lens for studying technology in organizations," Organization Science, 11 (4), 404-28.

Ozcan, Kerimcan (2001), "Modeling Word-of-Mouth and Consumer Choice in the Network Society," in University of Michigan Business School Working Paper. Ann Arbor, MI.

Rangan, S. (2000), "Search and deliberation in international exchange: Microfoundations to some macro patterns," Journal of International Business Studies, 31 (2), 205-22.

Reingen, P. H. (1987), "A Word-of-Mouth Network," Advances in Consumer Research, 14, 213-17.

Reingen, P. H. and J. B. Kernan (1986), "Analysis of Referral Networks in Marketing - Methods and Illustration," Journal of Marketing Research, 23 (4), 370-78.

Reingen, Peter H., Brian L. Foster, Jacqueline Johnson Brown, and Stephen B. Seidman (1984), "Brand Congruence in Interpersonal Relations: A Social Network Analysis," Journal of Consumer Research, 11 (3), 771-84.

Rindfleisch, A. and C. Moorman (2001), "The acquisition and utilization of information in new product alliances: A strength-of-ties perspective," Journal of Marketing, 65 (2), 1-18.

Rindfleisch, Aric and Christine Moorman (2001), "The Acquisition and Utilization of Information in New Product Alliances: A Strength of Ties Approach," Journal of Marketing, 65 (April), 1-18.

Ronchetto, John R., Jr, Michael D Hutt, and Peter H Reingen (1989), "Embedded Influence Patterns In Organizational Buying Systems," Journal of Marketing, 53 (4), 51-63.

Sirsi, A. K., J. C. Ward, and P. H. Reingen (1996), "Microcultural analysis of variation in sharing of causal reasoning about behavior," Journal of Consumer Research, 22 (4), 345-72.

Stafford, J. E. (1966), "Effects of Group Influences on Consumer Brand Preferences," Journal of Marketing Research, 3 (1), 68-75.

Swaminathan, Vanitha and Christine Moorman (2003), "Marketing Networks and Firm Performance," Working Paper, University of Pittsburgh.

---- (2003), "Success in Network Markets: The Role of Network Size, Timing and Resources," Working Paper, University of Pittsburgh.

Van den Bulte, C. and G. L. Lilien (2001), "Medical innovation revisited: Social contagion versus marketing effort," American Journal of Sociology, 106 (5), 1409-35.

Van den Bulte, Christophe  and Rudy K. Moenaert (1998), "The Effect of R&D Team Co-location on Communication Patterns Among R&D, Marketing, and Manufacturing," Management Science, 44 (11), S1-S18.

Wagner, J., R. Ettenson, and J. Parrish (1989), "Vendor Selection among Retail Buyers - an Analysis by Merchandise Division," Journal of Retailing, 65 (1), 58-79.

Ward, J.C. and P. Reingen (1996), "A Network Perspective on Crossing the Micro-Macro Divide in Consumer Behavior Research," in Networks in Marketing, Dawn Iacobucci, Ed. Thousand Oaks: Sage.

Ward, James C and Peter H Reingen (1990), "Sociocognitive Analysis of Group Decision Making Among Consumers," Journal of Consumer Research, 17 (3), 245-63.

Wathne, K. H. and J. B. Heide (2004), "Relationship governance in a supply chain network," Journal of Marketing, 68 (1), 73-89.

Webster, C. and J. Cadeaux (2000), "Applying Social Network Analysis to Relationship Marketing," in ANZMAC 2000 Visionary Marketing for the 21st Century: Facing the Challenge.

Webster, C.M. and P.D. Morrison (2004), "Network Analysis in Marketing," Australasian Marketing Journal, 12 (2), 8-18.

Webster, F. E. (1968), "Applicability of Communication Theory to Industrial Markets," Journal of Marketing Research, 5 (4), 426-28.

---- (1992), "The Changing-Role of Marketing in the Corporation," Journal of Marketing, 56 (4), 1-17.

---- (1970), "Informal Communication in Industrial Markets," Journal of Marketing Research, 7 (2), 186-89.

Witt, R. E. (1969), "Informal Social Group Influence on Consumer Brand Choice," Journal of Marketing Research, 6 (4), 473-76.

Witt, R. E. and G. D. Bruce (1972), "Group Influence and Brand Choice Congruence," Journal of Marketing Research, 9 (4), 440-43.

---- (1970), "Purchase Decisions and Group Influence," Journal of Marketing Research, 7 (4), 533-35.

Wong, P. L. K. and P. Ellis (2002), "Social ties and partner identification in Sino-Hong Kong international joint ventures," Journal of International Business Studies, 33 (2), 267-89.

Wuyts, S., S. Dutta, and S. Stremersch (2004), "Portfolios of interfirm agreements in technology-intensive markets: Consequences for innovation and profitability," Journal of Marketing, 68 (2), 88-100.

Wuyts, S., S. Stremersch, C. Van Den Bulte, and P. H. Franses (2004), "Vertical marketing systems for complex products: A triadic perspective," Journal of Marketing Research, 41 (4), 479-87.

Yang, Sha and Greg M. Allenby (2003), "Modeling Interdependent Consumer Preferences," Journal of Marketing Research, forthcoming.

Zinkhan, G. M., M. S. Roth, and M. J. Saxton (1992), "Knowledge Development and Scientific Status in Consumer-Behavior Research - a Social-Exchange Perspective," Journal of Consumer Research, 19 (2), 282-91.

Zinkhan, G. M., M. J. Saxton, M. Roth, and G. Zaltman (1990), "A Citation Analysis of the Acr Proceedings - a Knowledge Development and Social-Exchange Perspective," Advances in Consumer Research, 17, 627-35.

-----Original Message-----
From: Social Networks Discussion Forum [mailto:[log in to unmask]] On
Behalf Of Chandler, Jennifer
Sent: Tuesday, March 15, 2005 12:39 PM
To: [log in to unmask]
Subject: SNA in Marketing

*****  To join INSNA, visit  *****

Hello everyone,
I am a PhD student in international marketing, studying social networks
analysis and dynamics.

For this reason, I am compiling a literature review of marketing
articles (Journal of Marketing, Journal of Marketing Research, Journal
of Consumer Research, Marketing Science, etc.) that use social networks
analysis.  The authors who publish in these journals that I am aware of
are: -Dawn Iacobucci -Bruce Money -Aric Rindfleisch -Christine Moorman

Anyone else?  I'm sure there must be a few more...  I'd gladly compile
the results and post in a comprehensive list.

Thank you!

Jennifer Chandler
PhD Student, International Marketing
Graduate School of Management
University of California, Irvine

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