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Biography

HOYER, WAYNE D. Wayne D. Hoyer holds the James L. Bayless/William S. Farrish Fund Chair for Free Enterprise. Dr. Hoyer joined the faculty of The University of Texas in the Spring of 1981 after receiving his Ph.D. (1980), M.S. (1979), and B.S. (1976) from Purdue University. His major area of study is consumer psychology. Dr. Hoyer's research interests include consumer information processing and decision making, customer relationship management, and advertising information processing (including miscomprehension and humor). Dr. Hoyer has published over 60 articles in the Journal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, and other marketing and psychology forums. He is co-author of a textbook in consumer behavior with Deborah MacInnis (now in the 5th Edition). His teaching interests include consumer behavior, customer strategy, and integrated marketing communications. He has also taught internationally at the University of Mannheim (including one year during 2006- 7), the University of Muenster, and the Otto Bleisheim School of Management in Germany, the University of Bern in Switzerland, and was a research fellow at the University of Cambridge (UK). Selected Publications: “Customer Company Identification and the Service Profit Chain,” (with C. Homburg and J. Wieseke) Journal of Marketing, March, 2009, in press; “The Role of Cognition and Affect in the Formation of Customer Satisfaction- A Dynamic Perspective,” (with C. Homburg and N. Koschate), Journal of Marketing 70 (3), 2006, 21- 31. “The ‘Unhealthy = Tasty Intuition’ and its Effects on Taste Inferences, Enjoyment, and Choice of Food Products, (with R.Raghunathan and R, Walker- Naylor),Journal of Marketing, 70 (4), 2006, 170- 84. “Do Satisfied Customers Really Pay More? A Study of the Relationship Between Customer Satisfaction and Willingness to Pay,” (with C. homburg and N. Koschate), Journal of Marketing, 69 (2), 2005, 84-96. “The Customer Relationship Management Process: Its Measurement and Impact on Performance,” (with W.J. Reinartz and M. Krafft), Journal of Marketing Research, 16 (August 2004), 293- 305. “Humor in Television Advertising: A Moment-to-Moment Model,” (with J.L.C.M. Woltman Elpers and A. Mukherjee), Journal of Consumer Research, 31 (3) (2004), 592- 598. "Consumers’ Perceptions of the Assortment Offered on a Grocery Category: The Impact of Item Reduction," (with Susan M. Broniarczyk and Leigh McAlister), Journal of Marketing Research, (May 1998), 166-76. - Given the 2003 William F. O’Dell Award for the Outstanding Article appearing in the Journal of Marketing Research in 1998; Awarded by the American Marketing Association).. "Why Switch?: Product Category Level Explorations for True Variety Seeking Behavior," (with H.C.M. van Tryjp and J.J. Inman), Journal of Marketing Research, 33(3), 1996, 281-92. "The Effects of Brand Awareness on Choice for a Common, Repeat-Purchase Product," (with S. Brown), Journal of Consumer Research, 17 (September 1990), 141-148.. Consumer Behavior (with D. MacInnis); Boston: Houghton-Mifflin, 4th Edition, 2007.

Publications

Lucia Malar, Bettina Nyffenegger, Harley Krohmer, and Wayne D. Hoyer. 2012. Implementing an Intended Brand Personality: A Dyadic Perspective. Journal of the Academy of Marketing Science 40(5), 728-744.
Wayne D. Hoyer and Nicola Stokburger-Sauer. 2012. The Role of Aesthetic Taste in Consumer Behavior. Journal of the Academy of Marketing Science 40(1), 167-180.
Nicole Koschate-Fischer, Isabel V. Stefan, and Wayne D. Hoyer. 2012. Willingness to Pay for Cause-Related Marketing: The Impact of Donation Amount and Moderating Effects. Journal of Marketing Research 49(6), 910-927.
Holger Ernst, Wayne D. Hoyer, Manfred Krafft, and Katrin Krieger. 2011. Customer relationship management and company performance-the mediating role of new product performance. Journal of Academy of Marketing Science 39(2), 290-306.
Lucia Malar, Harvey Krohmer, and Wayne D. Hoyer. 2011. Emotional Brand Attachment and Brand Personality: The Relative Importance of the Actual and Ideal Self. Journal of Marketing 75(4), 35-52.
Thomas Suwelack, Jens Hogreve, and Wayne D. Hoyer. 2011. Understanding Money-Back Guarantees: Cognitive, Affective, and Behavioral Outcomes. Journal of Retailing 87(4), 462-478.
Wayne D. Hoyer, Rajesh Chandy, Matilda Dorotic, Manfred Krafft, and Siddharth Singh. 2010. Consumer cocreation in new product develoopment. Journal of Service Research 13(3).
Holger Ernst, Wayne D. Hoyer, and Carsten Rubsaamen. 2010. Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success. Journal of Marketing 74(5), 80-92.
Nicola E. Stokburger-Sauer and Wayne D. Hoyer. 2009. Consumer advisors revisited: What drives those with market mavenism and opinion leadership tendencies and why? Journal of Consumer Behaviour 8(2/3), 100-115.
Christian Homburg, Jan Wieseke, and Wayne D. Hoyer. 2009. Social Identity and the Service-Profit Chain. Journal of Marketing 73, 38-54.
Kalpesh Kaushik Desai, Kevin Lane, and Wayne D. Hoyer. 2008. Effectiveness of Abstract vs. Concrete Challenge Strategies in Response to the Competitive Threat of Extensions from Mega Brands. Advances in Consumer Research - North American Conference Proceedings.
Nicola E. Stokburger-Sauer and Wayne D. Hoyer. 2008. Market Mavens and Opinion Leaders: Are They the Same or Different? Advances in Consumer Research - European Conference Proceedings.
Wayne D. Hoyer and D. MacInnis. 2007. Consumer Behavior, Fourth Edition. Boston, MA: Houghton-Mifflin.
Jindal, Rupinder P., Reinartz, Werner, Krafft, Manfred, and Wayne D. Hoyer. 2007. Determinants of the variety of routes to market. International Journal of Research in Marketing 24, 17-29.
Roggeveen, Anne L., Bharadwaj, Neeraj, and Wayne D. Hoyer. 2007. How Call Center Location Impacts Expectations of Service from Reputable Versus Lesser Known Firms. Journal of Retailing 83, 403-410.
Homburg, Christian, Wayne D. Hoyer, and Stock, Ruth Maria. 2007. How to Get Customers Back? Journal of the Academy of Marketing Science 35, 461-474.
Homburg, Christian, Koschate, Nicole, and Wayne D. Hoyer. 2006. The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective. Journal of Marketing 70 (3), 21-31.
Stock, R.M and Wayne D. Hoyer. 2005. An Attitude-Behavior Model of Salespeople’s Customer Orientation. Journal of the Academy of Marketing Science 33, 536-552.
Christian Homburg, Wayne D. Hoyer, and Nicole Koschate. 2005. Customers' Reactions to Price Increases: Do Customer Satisfaction and Perceived Motive Fairness Matter? Journal of the Academy of Marketing Science 33, 36-49.
C. Homburg, N. Koschate, and Wayne D. Hoyer. 2005. Do Satisfied Customers Really Pay More? A Study of the Relationship Between Customer Satisfaction and Willingness to Pay. Journal of Marketing 69, 84-96.
Wayne D. Hoyer, Evrard, Yves, and Strazzieri, Alain. 2005. Introduction to the Special Issue on Marketing Communications and Consumer Behavior. Journal of Business Research 58, 339-40.
A. B. Rochlen and Wayne D. Hoyer. 2005. Marketing Mental Health to Men: Theoretical and Practical Considerations. Journal of Clinical Psychology.
A. B. Rochlen, M. R. Whilde, and Wayne D. Hoyer. 2005. Real Men. Real Depression: Overview, Theoretical Implications, and Research Considerations. Psychology of Men and Masculinity.
Woltman-Elpers, Mukherjee, and Wayne D. Hoyer. 2004. Humor in Television Advertising: A Moment-to-Moment Model. Journal of Consumer Research 31, 592-598.
Werner Reinartz, Manfred Krafft, and Wayne D. Hoyer. 2004. The Customer Relationship Management Process: Its Measurement and Impact on Performance. Journal of Marketing Research 41, 293-305.
Margaret C. Campbell, Kevin Lane Keller, David Glen Mick, and Wayne D. Hoyer. 2003. Brand Familiarity and Advertising Repetition Effects. Journal of Consumer Research 30.
Amitav Chakravarti, Chris Janiszewski, David Glen Mick, and Wayne D. Hoyer. 2003. The Influence of Macro-Level Motives on Consideration Set Composition in Novel Purchase Situations. Journal of Consumer Research 30.
Christian Homburg, N. Koschate, and Wayne D. Hoyer. 2002. Customers' Reactions to Price Increase: Does Customer Satisfaction Matter?, in Proceedings of the American Marketing Association,
Christian Homburg, Wayne D. Hoyer, and M. Fassnacht. 2002. Service Orientation of a Retailer's Business Strategy: Dimensions, Antecedents, and Performance Outcomes. Journal of Marketing 66, 86-101.
Wayne D. Hoyer, A. Hermann, and F. Huber. 2002. When Buyers Also Sell: The Implications of Pricing Policies for Customer Satisfaction. Psychology and Marketing 19, 1-27.
Ashesh Mukherjee and Wayne D. Hoyer. 2001. The Effect of Novel Attributes on Product Evaluation. Journal of Consumer Research 28, 462-72.
F. Huber, A. Hermann, and Wayne D. Hoyer. 2000. Competition, Satisfaction, and Loyalty as Determinants of the Profitability in the Car Retailing Industry: Results of an Empirical Study, in Proceedings of the Academy of Marketing Science, 126-131.
M. Fassnacht, Wayne D. Hoyer, and Christian Homburg. 2000. Do Value-Added Services Increase Company Performance? A Cross-Cultural Study, in Proceedings of the American Marketing Association,
Wayne D. Hoyer and M.D. Johnson. 2000. Monitoring Customer Satisfaction and Loyalty in the Convenience Store Industry: Developing a National Benchmarking System, in Defying the Limits: Reaching New Heights in Customer Relationship Management, San Francisco, CA: Montgomery Research and Andersen Consulting, 187-192.
Dana L. Alden, Ashesh Mukherjee, and Wayne D. Hoyer. 2000. Perceptions of Humor in Television Advertising: The Mediating Role of Surprise. Journal of Advertising 29, 1-16.
Kalpesh K. Desai and Wayne D. Hoyer. 2000. The Competitive Nature of Memory-Based Consideration Sets: Influence of Usage and Occasional Usage Location Familiarity. Journal of Consumer Research 27, 309-323.
Ashesh Mukherjee and Wayne D. Hoyer. 2000. The Effect of Novel Attributes on Product Evaluation: Moderating Role of Complexity, in Advances in Consumer Research,
Christian Homburg, Wayne D. Hoyer, and M. Fassnacht. 2000. When Do Retailers Offer Services? An Analysis of Environmental, Store, and Store's Customers' Characteristics, in Proceedings of the AMA Winter Marketing Educators Conference,
Dana L. Alden, Ashesh Mukherjee, and Wayne D. Hoyer. 1999. Extending a Contrast Resolution Model of Humor in Television Advertising: The Role of Surprise. Humor, International Journal of Humor Research 12, 15-22.
Wayne D. Hoyer and Alain Strazzieri, eds. 1999. Proceedings of the 26th International Research Seminar in Marketing. La Londe des Maures, France.
Susan M. Broniarczyk, Wayne D. Hoyer, and Leigh M. McAlister. 1998. Consumer's Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction. Journal of Marketing Research 35, 166-176.
H.C.M. van Trijp, Wayne D. Hoyer, and J.J. Inman. 1996. Why Switch? Product Category Level Explanations for True Variety Seeking Behavior. Journal of Marketing Research 33, 281-292.
N.V. Raman, P. Chattopadhyay, and Wayne D. Hoyer. 1995. Do Consumers Seek Emotional Situations? The Need for Emotional Scale, in Advances in Consumer Research, 537-542.
Eli P. Cox, Wayne D. Hoyer, and K. Krishna. 1995. The Behavioral Effectiveness of On-Product Warnings in How Hazard Conditions, in Proceedings of the Marketing and Public Policy Conference, Atlanta, GA.
Dana L. Alden, Douglas M. Stayman, and Wayne D. Hoyer. 1994. Motivation and Categoric Processing in a Cross-National Context: The Evaluation Strategies of American and Thai Consumers. Psychology and Marketing 11, 145-161.
Dana L. Alden, Wayne D. Hoyer, C. Lee, and G. Wechasara. 1994. The Use of Humor in Asian and Western Television Advertising: A Four Country Comparison. Journal of Asian-Pacific Business 1, 3-24.
G. Hunt and Wayne D. Hoyer. 1993. Action Indentification Theory: An Examination of Consumer's Behavioral Representations, in Advances in Consumer Research, 449-454.
Dana L. Alden and Wayne D. Hoyer. 1993. An Examination of Cognitive Factors Related to Humorousness in Television Advertising. Journal of Advertising 22, 29-37.
Ayn E. Crowley and Wayne D. Hoyer. 1993. An Integrative Framework for Understanding Two-Sided Persuasion. Journal of Consumer Research 20, 561-74.
Dana L. Alden, Wayne D. Hoyer, and Ayn E. Crowley. 1993. Country-of-Origin, Perceived Risk, and Evaluation Strategy, in Advances in Consumer Research, 678-683.
Dana L. Alden, Wayne D. Hoyer, and C. Lee. 1993. Identifying Global and Culture-Specific Dimensions of Humor in Advertising: A Multinational Analysis. Journal of Marketing 57, 64-75.
Kalpesh Desai and Wayne D. Hoyer. 1993. Line Extensions: A Categorization Theory and an Information Processing Perspective, in Advances in Consumer Research, 599-606.
Jacob Jacoby, Wayne D. Hoyer, and A. Brief. 1992. Consumer Psychology, in Handbook of Industrial and Organizational Psychology, M.Dunnette, ed. 377-442.
H.C.M. van Trijp and Wayne D. Hoyer. 1991. A New Model for Variation in Consumer Behavior, in Proceedings of the 20th European Marketing Academy Conference, Dublin, Ireland: University College Dublin, 532-548.
W.T. Anderson, Jr. and Wayne D. Hoyer. 1991. Marketing in the Age of Intelligence: The Case for Control. European Journal of Marketing 25, 32-54.
Wayne D. Hoyer and H.C.M. van Trijp. 1991. Variation in Consumer Choice: A Cross-Cultural Examination of Behavior Types and Motives, in Marketing in a Changing World, R.T. Green and J. Laban, eds. Marseille, France: Insitut d' Administration des Enterprises, 104-120.
Wayne D. Hoyer and Steven P. Brown. 1990. Effects of Brand Awareness on Choice for a Common Repeat Purchase Product. Journal of Consumer Research 17, 141-148.
J. Jeffrey Inman, Leigh M. McAlister, and Wayne D. Hoyer. 1990. Promotion Signals: Proxy for a Price Cut? Journal of Consumer Research 17, 74-81.
Jacob Jacoby and Wayne D. Hoyer. 1990. The Comprehension/Miscomprehension of Mass Media Advertising Claims: A Reanalysis of Benchmark Data. Advertising Research 30, 9-16.
Dana L. Alden, Wayne D. Hoyer, and G. Wechasara. 1989. Choice Strategies and Involvement: A Cross-Cultural Analysis, in Advances in Consumer Research, 119-126.
Jacob Jacoby and Wayne D. Hoyer. 1989. The Comprehension/Miscomprehension of Print Communication: Selected Findings. Journal of Consumer Research 15, 434-443.
Ayn E. Crowley and Wayne D. Hoyer. 1989. The Relationship Between Need for Cognition and Other Individual Differences Variables: A Two-Dimensional Framework, in Advances in Consumer Research, 37-43.
Wayne D. Hoyer and C.J. Cobb-Walgren. 1988. Consumer Decision Making Across Product Categories: The Influence of Task Environment. Psychology and Marketing 5, 45-69.
Douglas M. Stayman, Wayne D. Hoyer, and Robert P. Leone. 1987. Attribute Importance in Discounting Product Features in Advertising, in Proceedings of the 1987 Educators Conference, Toronto, Canda.
Jacob Jacoby and Wayne D. Hoyer. 1987. The Comprehension and Miscomprehension of Print Communications: An Investigation of Mass Media Magazines. NY: Advertising Education Foundation.
F.R. Gates and Wayne D. Hoyer. 1986. Measuring Miscomprehension: A Comparison of Alternative Formats, in Advances in Consumer Research, 143-146.
David W. Gerbing, Wayne D. Hoyer, and J.R. Whittler. 1986. Personality and Impulse Purchase: Assessment by Self-Report, in Proceedings of the American Psychological Association,
C.J. Cobb and Wayne D. Hoyer. 1986. Planned Versus Impulse Purchase. Journal of Retailing 62, 384-409.
Wayne D. Hoyer, ed. 1986. Proceedings of the Division of Consumer Psychology. American Psychological Association.
Robert A. Peterson, Wayne D. Hoyer, and William R. Wilson. 1986. Reflections on the Role of Affect in Consumer Behavior, in The Role of Affect in Consumer Behavior, Robert A. Peterson, Wayne D. Hoyer, and William R. Wilson, eds. Lexington, MA: Lexington Books, 141-159.
Wayne D. Hoyer, Robert P. Leone, and C.J. Cobb. 1986. The Effects of Color versus Black-and-White Advertising Formats on Affective Ratings and Perceptions on Product Quality, in Advances in Consumer Research, 667.
Rohit Deshpande, Wayne D. Hoyer, and Naveen Donthu. 1986. The Intensity of Ethnic Affiliation: A Study of the Sociology of Hispanic Consumption. Journal of Consumer Research 13, 214-220.
Robert A. Peterson, Wayne D. Hoyer, and William R. Wilson, eds. 1986. The Role of Affect in Consumer Behavior. Lexington, MA: Lexington Books.
Wayne D. Hoyer. 1986. Variations in Choice Strategies Across Decision Contexts: An Examination of Contingent Factors, in Advances in Consumer Research, 32-36.
C.J. Cobb and Wayne D. Hoyer. 1985. Direct Observation of Search Behavior in the Purchase of Two Nondurable Products. Psychology and Marketing 3, 161-179.
Wayne D. Hoyer and Jacob Jacoby. 1985. Miscomprehension of Public Affairs Programming. Journal of Broadcasting and Electronic Media 29, 437-443.
C.J. Cobb and Wayne D. Hoyer. 1985. The Influence of Advertising at Moment of Brand Choice. Journal of Advertising 14, 5-27.
Jacob Jacoby, Mary R. Zimmer, and Wayne D. Hoyer. 1984. A Note on the Reliability of Content Analysis, in Proceedings of the Southwestern Marketing Association,
Wayne D. Hoyer. 1984. An Examination of Decision Making for a Common Repeat-Purchase Product. Journal of Consumer Research 11, 822-829.
Wayne D. Hoyer. 1984. Contingent Low Involvement Decision Making: Initial Statements Toward the Development of a Theory, in Proceedings of the 1984 Winter Educators Conference,
Jacob Jacoby, M.C. Nelson, Wayne D. Hoyer, and H.G. Gueutal. 1984. Probing the Locus of Causation--The Miscomprehension of Remedial Advertising Statements, in Advances in Consumer Research, 379-384.
Wayne D. Hoyer, Rajendra K. Srivastava, and Jacob Jacoby. 1984. Sources of Miscomprehension in Television Advertising. Journal of Advertising 13, 17-26.
Linda L. Golden, V. Kumar, and Wayne D. Hoyer. 1984. The Effects of One and Two-Sided Messages, Benefit Appeal and Related Memberships on Propensity to Join a Professional Organization, in Proceedings of the American Psychological Association, 136-139.
Wayne D. Hoyer and Nancy Ridgway. 1984. Variety Seeking as an Explanation for Exporatory Purchase Behavior: A Theoretical Framework, in Advances in Consumer Research, 114-119.
Wayne D. Hoyer. 1983. A Comparison of Alternative Measures of Product Familiarity and Their Effect in the Decision Process, in Proceedings of the American Psychological Association,
Wayne D. Hoyer and Mark I. Alpert. 1983. Additional Theory and Data Contrasting Measures of Attribute Importance, in Proceedings of the American Marketing Association, 78-82.
Wayne D. Hoyer. 1983. Consumer Beliefs and Intentions Regarding Water Conservation: An Examination of a Southwestern City, in Proceedings of the Southwestern Marketing Association, 29-32.
Rohit Deshpande and Wayne D. Hoyer. 1983. Consumer Decision Making: Strategies, Cognitive Effort and Perceived Risk, in Proceedings of the American Marketing Association, 88-91.
Wayne D. Hoyer, Jacob Jacoby, and J. Jaccard. 1983. Encoding and Retention in an Information Acqusition and Choice Task, in Proceedings of the American Psychological Association, 16-19.
Mark I. Alpert, Linda L. Golden, and Wayne D. Hoyer. 1983. The Impact of Repetition on Advertisement Miscomprehension and Effectiveness, in Advances in Consumer Research, 130-135.
Wayne D. Hoyer and Jacob Jacoby. 1983. Three-Dimensional Information Acqusition: An Application to Contraceptive Decision Making, in Advances in Consumer Research, 618-623.
Jacob Jacoby, Wayne D. Hoyer, and M.R. Zimmer. 1983. To Read, View, or Listen? A Cross-Media Comparison of Comprehension, in Current Issues and Research in Advertising, J. Leigh and C.R. Martin, eds. 201-218.
Jacob Jacoby and Wayne D. Hoyer. 1983. Viewer Miscomprehension of Televised Communication: Selected Findings, in Current Issues and Research in Advertising, J. Leigh and C.R. Martin, eds. Sage, 129-144.
Jacob Jacoby and Wayne D. Hoyer. 1983. Viewer Miscomprehension of Televised Communications: A Rejoinder, in Communication Review Yearbook, E. Wartella and S. Windhal, eds. 155-164.
Wayne D. Hoyer, J. Jacoby, and M.C. Nelson. 1982. A Model for the Development, Evaluation, and Implementation of Remedial Advertising Statements, in Proceedings of the Southwestern Marketing Association, 9-12.
Jacob Jacoby, M.C. Nelson, and Wayne D. Hoyer. 1982. Corrective Advertising and Affirmative Disclosure Statements: Their Potential for Confusing and Misleading the Consumer. Journal of Marketing 46, 61-72.
Wayne D. Hoyer and Rohit Deshpande. 1982. Cross-Cultural Influences on Buyer Behavior: The Impact of Ethnicity, in Proceedings of the American Marketing Association, 89-92.
Rohit Deshpande, Wayne D. Hoyer, and S. Jeffries. 1982. Low Involvement Decision Processes: The Importance of Choice Tactics, in Proceedings of the American Marketing Association, 155-158.
Wayne D. Hoyer, Rohit Deshpande, and S. Jeffries. 1982. The Use of Choice Tactics in Low Involvement Decision Making Situations, in Proceedings of the Southwestern Marketing Association, 307-311.
Jacob Jacoby and Wayne D. Hoyer. 1982. Viewer Miscomprehension of Televised Communication: A Rejoinder. Journal of Marketing 46, 35-43.
Jacob Jacoby and Wayne D. Hoyer. 1982. Viewer Miscomprehension of Televised Communication: Selected Findings. Journal of Marketing 46, 12-26.
Jacob Jacoby, M.C. Nelson, and Wayne D. Hoyer. 1981. Correcting Corrective Advertising, in Advances in Consumer Research, 416-418.
Jacob Jacoby, Wayne D. Hoyer, H. Raffee, M. Hefner, and Robert W. Chestnut. 1981. Intra- and Inter-individual Consistency in Information Acquisition: A Cross-Cultural Examination, in Informations-Verhalten des Konsumaten: Ergebnisse Empirische Studien, H. Raffee and G. Silberer, eds. Wiesbaden: Gabler, 87-110.
Jacob Jacoby, Wayne D. Hoyer, and David S. Sheluga. 1981. Viewer Miscomprehension of Televised Communication: A Brief Report of Findings, in Advances in Consumer Research, 410-413.
Jacob Jacoby and Wayne D. Hoyer. 1981. What if Opinion Leaders Didn't Know More? A Question of Nomological Validity, in Advances in Consumer Research, 299-303.
Jacob Jacoby, Wayne D. Hoyer, and David A. Sheluga. 1980. Miscomprehension of Televised Communication. NY: The Education Foundation of the American Association of Advertising Agencies.
M.R. Fusilier and Wayne D. Hoyer. 1980. Variables Affecting the Perceptions of Privacy in a Personnel Selection Situation. Journal of Applied Psychology 65, 623-626.
C.D. Fisher, Daniel R. Ilgen, and Wayne D. Hoyer. 1979. Source Credibility, Information, and Job Offer Acceptance. Academy of Management Journal 21, 94-103.
Jacob Jacoby, Robert W. Chestnut, Wayne D. Hoyer, David A. Sheluga, and M.J. Donahue. 1978. Psychometric Characteristics of Behavioral Process Data: Preliminary Findings on Validity and Reliability, in Advances in Consumer Research, 546-554.

Professional Awards

Career Award for Outstanding Research Contributions, McCombs School of Business2005
Award for Research Excellence, McCombs School of Business2004
William F. O'Dell Award for the Outstanding Article appearing in the2003

Teaching Awards

Elective Faculty Honor Roll, McCombs School of Business2002
Outstanding Marketing Professor, American Marketing Association1997
Texas Excellence Teaching Award for the College of Business Administration1990
Outstanding Professor Award, Alpha Kappa Psi1990