1. Pre-Purchase Risk-Reduction Marketing Mechanisms My research in the area of pre-purchase risk reduction marketing mechanisms targets three areas: 1. exploring and analyzing the role of demonstrations in reducing pre-purchase risk, building demand and creating profit, 2. analyzing the tradeoff between demonstration and other risk-reduction tools (e.g., demonstration versus MBG), and then incorporating demonstration into the adoption and diffusion framework.
2. Information about health hazards and the choice process: My research interest in this area explores the effect of information about health hazards on the choice process. I am currently working on the effect of information on the choice of fast-food products, the effect of information about health benefit on choices of healthy but less tasty food items, and the demand for medicines.
3. Application of (1) and (2) to marketing of biotechnology, agricultural marketing and food. For example Branding and promotions of fresh food and agricultural products, local branding, Country of origin labeling, food hazards labeling
Selected List of Publications
Heiman, A. and Muller E., (1996). Using Demonstration to Increase New Product Acceptance: Controlling Demonstration Time. Journal of Marketing Research, 33, 422-430. https://journals.sagepub.com/doi/pdf/10.1177/002224379603300404
Heiman, A., McWilliams B. P., Shen Z. and Zilberman D. (2001). Learning and Forgetting - Modeling Optimal Product Sampling Over Time, Management Science, 1-15. https://www.jstor.org/stable/pdf/2661669.pdf?casa_token=PywJ0ncMn14AAAAA:umUjQ74VrfntLLrs1TLuZ1PQ5Eeh_LITCWT827soo9MavTlM9bjHS3Bu9N6X4UQb79ymTWzuvl5VN3o1AIipYqF-HZse9wYDMOuYJiQfEh1JERPjMw
Heiman, A., Zilberman, D. and McWilliams B. P. (2001). Demonstration and Money Back Guarantee - Market Mechanism to Reduce Purchasing Uncertainty. Journal of Business Research, 54, 1, 71-84. https://www.researchgate.net/publication/223202357_Demonstrations_and_Money-Back_Guarantees_Market_Mechanisms_to_Reduce_Uncertainty
Heiman, A., McWilliams B. P., Jinhua Zhao, and Zilberman, D. (2002), “Consumer’s Valuation of Money Back Guarantee Option,” Journal of Retailing, 78(23),193-205. https://pdfs.semanticscholar.org/0a30/9dd7178591d93026f4788117b1ffb36eaca2.pdf
Graff, Gregory, Heiman, A. and Zilberman, D. (2002). Universities, Technology Transfer, and Industrial R&D. California Management Review, 45(1), 88-115.
Heiman, A. and Lowengart, O. (2008). The Effect of Information About Health Hazards on Demand in Frequently Purchased Commodities. International Journal of Research in Marketing, 25, 310-318. https://www.sciencedirect.com/science/article/abs/pii/S0167811608000633
Heiman, A. (2010). The Economics of Demonstrations: the effect of competition on demonstration and price strategies. Marketing Letters, 21, 351-363.https://link.springer.com/article/10.1007/s11002-009-9094-1
Heiman, A. and Ofir C. (2010). The Effects of Imbalanced Competition on Demonstration Strategies. International Journal of Research in Marketing, 27(2), 175-187.
Heiman, A. and Lowengart, O. (2011). The Effects of Information about Health Hazards in Food on Consumers' Choice Process. Journal of Econometrics 162, 140–147. https://www.sciencedirect.com/science/article/pii/S0304407610001466
Heiman, A. and Lowengart, O. (2011). The calorie dilemma: Leaner and larger, or tastier yet smaller meals? Calorie consumption and willingness to trade food quantity for food taste. Marketing ZFP / Journal of research in marketing 33. Jg. 4/2011 · S. 305–316. https://elibrary.vahlen.de/10.15358/0344-1369-2011-4-305/the-calorie-dilemma-leaner-and-larger-or-tastier-yet-smaller-meals-jahrgang-33-2011-heft-4?page=1
Zilberman, D., Jinhua Zhao, and Heiman, A. (2012). Adoption Versus Adaptation. Annual Review of Resource Economics, 4, 27-53. .
Heiman, A. and Lowengart, O. (2014). Calorie Information Effects on Consumers’ Food Choices: Sources of Observed Gender Heterogeneity. Journal of Business Research, 76(5), 964–973. https://www.sciencedirect.com/science/article/abs/pii/S0148296313002993
Heiman, A., McWilliams, B.P, Just, D. R. and Zilberman, D. (2015). A prospect theory approach to assessing changes in parameters of insurance contracts with an application to money-back guarantees. Journal of Behavioral and Experimental Economics 54:105–117. https://www.sciencedirect.com/science/article/pii/S2214804314001190
Ert E., Raz O. and Heiman, A. (2016). (Poor) seeing is believing: When direct experience impairs product promotion. International Journal of Research in Marketing 33(4): 881–95. https://www.researchgate.net/publication/314626110_Poor_Seeing_is_Believing_When_Direct_Experience_Impairs_Product_Promotion
Castillo, F., Gilless J.K., Heiman, A. and Zilberman, D. (2018). Time of adoption and intensity of technology transfer: An institutional analysis of offices of technology transfer in the United States, The Journal of Technology Transfer 43(1): 120–138. https://link.springer.com/article/10.1007/s10961-016-9468-5
Heiman, A. and Hildebrandt, L. (2018). Marketing as risk management mechanism with application in agriculture, resource and food management (invited paper). Annual Review of Resource Economics 10:253–77. https://doi.org/10.1146/annurev-resource-100517-023047
Heiman, A., Zilberman, D. and Gordon B. (2019). Food beliefs and food supply chains: The impact of religion and religiosity in Israel. Food Policy, 83: 363-369.. https://www.sciencedirect.com/science/article/abs/pii/S0306919217305894
Heiman, A ., J. Ferguson, and D. Zilberman . (2020). Marketing and Technology Adoption. Applied Economic Perspectives and Policy,, 42 (1), 21-30 (available online Feb 5 2020). https://onlinelibrary.wiley.com/doi/abs/10.1002/aepp.13005
Heiman, A. and Just D.R. (2021). Nationalism in the Produce Aisle: Using Country of Origin Labels to Stir Patriotism and Animosity . Q Open: A journal of agricultural, climate, environmental, food, resource and rural development economics, 1(1), 1-18. https://doi.org/10.1093/qopen/qoaa012
Reardon, T. Heiman, A., Lu, L., Nuthalapati, C. SR, Vos, R., & Zilberman, D. (2021). “Pivoting” by food industry firms to cope with COVID-19 in developing regions: e-commerce and “co-pivoting” delivery-intermediaries. Agricultural Economics, 1–17. https://doi.org/10.1111/agec.12631
Biyalogorsky, E., Heiman, A. and Muller, E. (2022). The differential effects of time and usage on the brand premiums of automobiles. International Journal of Research in Marketing, 39(1), 212-226. https://doi.org/10.1016/j.ijresmar.2021.06.007
Heiman A., Reardon T. and Zilberman D. (2022). The effects of COVID-19 on the adoption of “on-the-shelf technologies”: Virtual dressing room software and the expected rise of third-party reverse-logistics, Service Science (available online 08 March 2022). https://doi.org/10.1287/serv.2022.0300
Zilberman, D., Reardon T., Silver, J., Lu, L. and Heiman A. (2022). From the laboratory to the consumer: Innovation, supply chain, and adoption with applications to natural resources. PNAS 119(23), 1-9. https://www.pnas.org/doi/epdf/10.1073/pnas.2115880119
Chapters in Book Collections
Articles
Biyalogorsky, E., Heiman, A. and Muller, E. (2022). The differential effects of time and usage on the brand premiums of automobiles. International Journal of Research in Marketing, 39(1), 212-226. https://doi.org/10.1016/j.ijresmar.2021.06.007
Heiman A., Reardon T. and Zilberman D. (2022). The effects of COVID-19 on the adoption of “on-the-shelf technologies”: Virtual dressing room software and the expected rise of third-party reverse-logistics, Service Science (available online 08 March 2022). https://doi.org/10.1287/serv.2022.0300
Zilberman, D., Reardon T., Silver, J., Lu, L. and Heiman A. (2022). From the laboratory to the consumer: Innovation, supply chain, and adoption with applications to natural resources. PNAS 119(23), 1-9. https://www.pnas.org/doi/epdf/10.1073/pnas.2115880119
Other Publications
Articles in Professional Journals