Faculty Profiles



James M Lattin

Robert A. Magowan Professor of Marketing

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Academic Degrees

PhD, Sloan School of Management, M.I.T., 1984; AB, Dartmouth College, 1978.  

Professional Experience

At Stanford since 1983.


Selected Publications

Choice and the Internet: From Clickstream to Research Stream: Marketing Letters, 2002 
Looking for Loss Aversion in Scanner Panel Data: Marketing Science, 2000 
Shopping Behavior and Consumer Preference for Store Price Format: Marketing Science, 1998 
Investigating the Relationship Between Time in Market and Pioneering Advantage: Management Science, 1994 
Development and Testing of a Model of Consideration Set Composition: Journal of Marketing Research, 1991 

Working Papers

1904: A Hidden Markov Model of Customer relationship Dynamics 
1664: Dynamic Customization of Marketing Messages in Interactive Media 
1663: The Application of an Individual Level Diffusion Model Prior to Launch 
1208: Testing for Probabilistic Independence in Consideration of Ready-to-Eat Cereals 
1144: A Theoretical Rationale for Everyday Low Pricing by Grocery Retailers 

Selected Cases

SM147: Scalix Corporation - The Evolution of a Sales Model 
E163A: Med-Mart: Transitioning The Business Model (A) 
E161: OuterBay Building A Sales Force 
E152: Vocera Communications 

Awards and Honors

Frank M. Bass Award, 1999 
Finalist, 1998, John D. C. Little Best Paper Award 
William F. O'Dell Award for best paper in the Journal of Marketing Research, 1996 
Best Paper Award, 1992, Journal of Retailing 
Dissertation Award, 1992, American Marketing Association 

Courses Taught

MKTG 344 Marketing Research 
MKTG 526 Customer Acquisition for New Ventures 
STRAMGT 351 Building and Managing Professional Sales Organizations 
STRAMGT 516 Fundamentals of Effective Selling 

Centers/Programs

Executive Program for Growing Companies
Stanford Executive Program
Strategic Marketing Management

Affiliations

Editorial Board: Marketing Science 
Marketing Advisory Board: Stanford Federal Credit Union, Design Within Reach, Marketing Solutions Software, Inc., Bonustree.com 
Member: American Marketing Association, INFORMS 

In the News

July 2001 How to Know What the Customer Wants Next, Financial Times 


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