List of Published Works


List of published work

The Jindal School of Management is proud of the intellectual contributions of its faculty and its ongoing commitment to research. A list of all published works for the last six years are provided here.

To request a copy of a particular work, forward a request to the appropriate contact:
Click on the area name to see articles

Academic Area Contact
Accounting Kathleen Milam
Finance / Managerial Economics Lily Banh
Information Systems Aylin Calisir
Operations Management Amanda Besch
Marketing Malissa Cloer
Organizations, Strategy and International Management Courtney Lozano





* The co-authors are not listed in the same priority sequence as they are listed in the journals.

B.P.S. Murthi

A Dynamic Model for Digital Advertising: The effects of Ad Formats and Creative Content, Journal of Marketing Research, 2016
Co-Authors: Norris Bruce, Ram C. Rao

A Descriptive Analysis of Publications in Marketing Science over its History, Marketing Science, 2015
Co-Authors: Ram C. Rao and Brian T. Ratchford

Maximizing Revenue Through Two-Dimensional Shelf Space Allocation, Production and Operations Management, 2015
Co-Authors: Chelliah Sriskandarajah, Milind Dawande and Neil Geismar

Note on Shift in Demand for Music: Online Music Piracy, Physical Music Sales, and Digital Music Sales, Journal of Organizational Computing and Electronic Commerce, 2014
Co-Authors: Byungwan Koh and Srinivasan Raghunathan

An Empirical Analysis of Strategic Groups in the Airline Industry Using Latent Class Regressions, Managerial and Decision Economics, 2013
Co-Authors: Abdul Rasheed and Irene Goll

Developing a Measure of Risk Adjusted Revenue (RAR) in Credit Cards Market: Implications for Customer Relationship Management, European Journal of Operational Research, 2013
Co-Authors: Shweta Singh and Erin Steffes

Evaluating the Effect of Affinity Card Programs on Customer Profitability Using Propensity Score Matching, Journal of Interactive Marketing, 2013
Co-Authors: Bakhtiari Ali and Erin Steffes

Price Awareness and Consumers' Use of Deals in Brand Choice, Journal of Retailing, 2012
Co-Authors: Ram C. Rao

What Price Loyalty? A Fresh Look at Loyalty Programs in the Credit Card Industry, Journal of Financial Services Marketing, 2011
Co-Authors: Erin Steffes and Abdul Rasheed

Why are some Modes of Acquisition more Profitable? A Study of the Credit Card Industry, Journal of Financial Services Marketing, 2011
Co-Authors: Erin Steffes and Ram C. Rao

Acquisition, Affinity and Rewards – Do they Stay or Do they Go?, Journal of Financial Services Marketing , 2008
Co-Authors: Erin Steffes and Ram C. Rao

When Old is Gold: The Role of Business Longevity in Risky Situations, Journal of Marketing, 2008
Co-Authors: Preyas Desai and Ajay Kalra

The Effect of Variability in Price on Consumer Brand Choice, Review of Marketing Science, 2007
Co-Authors: Ben Zhang and Ernan Haruvy

The Impact of Racial Diversity on Intermediate and Long Term Performance: The Moderating Role of Environmental Context, Strategic Management Journal, 2007
Co-Authors: Orlando Richard and Kiran Ismail

Wearout Effects of Different Advertising Themes: A Dynamic Bayesian Model of Advertising-Sales Relationship, Marketing Science, 2007
Co-Authors: Frank Bass, Norris Bruce, and Sumit Majumdar

Asymmetric Effects of Dynamic Usage Behavior on Duration in Subscription Based Online Service, Journal of Interactive Marketing, 2006
Co-Authors: Howard Dover

The Role of the Management Sciences in Research on Personalization, Management Science, 2003
Co-Authors: Sumit Sarkar

Relative Performance Evaluation of Mutual Funds: A Non-parametric Approach, Journal of Business Finance and Accounting, 2001
Co-Authors: Yoon Choi

Consumers' Extent of Evaluation in Brand Choice, Journal of Business, 1999
Co-Authors: Kannan Srinivasan

Performance of The Integrated Random Coefficients Covariance Probit Model: A Simulation Study and an Empirical Application, International Journal of Research in Marketing, 1998
Co-Authors: Kannan Srinivasan

Efficiency of Mutual Funds and Portfolio Performance Measurement: A Non-parametric Approach, European Journal of Operational Research, 1997
Co-Authors: Yoon K. Choi, and Preyas Desai

Controlling for Observed and Unobserved Managerial Skills in Determining Order-of-Entry Effects on Market Share, Journal of Marketing Research, 1996
Co-Authors: Kannan Srinivasan, Gurumurthy Kalyanaram

Game Theory and Empirical Generalizations Concerning Competitive Promotions, Marketing Science, 1995
Co-Authors: Ram C. Rao, Ramesh Arjunji

Operating Decisions, Supplier Availability and Quality: Search for Single Sourcing, Journal of Operations Management, 1995
Co-Authors: Sunder Kekre, B.P.S. Murthi, and Kannan Srinivasan

Robustness of the Negative Binomial Distribution to Model Purchase Incidence: A Simulation Study, Communications in Statistics: Simulation and Computation, 1993
Co-Authors: Kannan Srinivasan, and Pandu R.Tadikamalla



Daniel Rajaratnam

Measuring Retail Performance in an Omni-channel world, Journal of Marketing Channels, 2020
Co-Authors: M.Zuberi

The Intellectual Ecology of Mainstream Marketing Research: An Inquiry into the Place of Marketing in the Family of Business Disciplines, Journal of the Academy of Marketing Science, 2014
Co-Authors: T. Clark, T.M. Key, M. Hodis

Strategy – Performance Relationships in Service Firms: A Test for Equifinality, Journal of Managerial Issues, 2003
Co-Authors: D. Jennings and F.B. Lawrence

Exchange Rate Pass-Through and International Pricing Strategy: A Conceptual Framework and Research Propositions, Journal of International Business Studies, 1999
Co-Authors: T.A. Clark and M. Kotabe

International Services: Perspectives At Century’s End, Journal of Services Marketing, 1999
Co-Authors: T.A. Clark

Toward a Theory of International Services: Marketing Intangibles in a World of Nations, ournal of International Marketing, 1996
Co-Authors: T.A.Clark and T. Smith

Content Analysis of U.S. and Indian Magazine Advertising, Journal of International Consumer Marketing, 1995
Co-Authors: J. B. Hunt and C. S. Madden

Is the Japanese Marketing System Changing? - An Empirical Study, International Business Review, 1995
Co-Authors: J.A. McKinney

The Effect of Business Strategy Type on Marketing Organization Design, Product-Market Growth Strategies, Relative Marketing Effort, and Organization Performance, Journal of Marketing Theory and Practice, 1995
Co-Authors: L.B. Chonko

Willingness to Buy from Eastern Bloc Countries: U.S. Consumers Before and After Political Changes in Eastern Europe, Journal of Euromarketing, 1992
Co-Authors: J.R. Lumpkin, C. S. Madden, and S. L. True

Symbiotic Marketing Revisited, Journal of Marketing, 1986
Co-Authors: P. Varadarajan



Dmitri Kuksov

The Bright Side of Loss Aversion in Dynamic and Competitive Markets, Marketing Science, 2014
Co-Authors: Kuksov, Dmitri, and Kangkang Wang

Advertising and Consumers’ Communication, Marketing Science, 2013
Co-Authors: Kuksov, Dmitri, Ron Shachar, and Kangkang Wang

Model of the ‘It’ Products in Fashion, Marketing Science, 2013
Co-Authors: Kangkang Wang

Competition in a Status Goods Market, Journal of Marketing Research, 2012
Co-Authors: Kuksov, Dmitri, and Ying Xie

Competition in Shopping Experience, Marketing Science, 2012
Co-Authors: Iyer, Ganesh, and Dmitri Kuksov

Intraconnectivity and Interconnectivity: When Value Creation May Reduce Profits, Marketing Science, 2012
Co-Authors: Tingting He, Chakravarthi Narasimhan

Consumer Feelings and Equilibrium Product Quality, Journal of Economics and Management Strategy, 2010
Co-Authors: Iyer, Ganesh, and Dmitri Kuksov

Information Provision in a Vertically Differentiated Competitive Marketplace, Marketing Science, 2010
Co-Authors: Kuksov, Dmitri, and Yuanfang Lin

Pricing, Frills, and Customer Ratings, Marketing Science, 2010
Co-Authors: Kuksov, Dmitri, and Ying Xie

When More Alternatives Lead to Less Choice, Marketing Science, 2010
Co-Authors: Kuksov, Dmitri, and J. Miguel Villas-Boas

Communication Strategy in Partnership Selection, Quantitative Marketing and Economics, 2009

Endogeneity and Individual Consumer Choice, Journal of Marketing Research, 2008
Co-Authors: Kuksov, Dmitri, and J. Miguel Villas-Boas

Brand Value in Social Interaction, Management Science, 2007

The Effects of Costs and Competition on Slotting Allowances, Marketing Science, 2007
Co-Authors: Kuksov, Dmitri, and Amit Pazgal

Search, Common Knowledge, and Competition, Journal of Economic Theory, 2006

Incorporating Behavioral Anomalies in Strategic Models, Marketing Letters, 2005
Co-Authors: Chakravarthi Narasimhan, Chuan He, Eric Anderson, Lyle Brenner, Preyas Desai, Dmitri Kuksov, Paul Messinger, Sridhar Moorthy, Joseph Nunes, Yuval Rottenstreich, Rick Staelin, George Wu, Z. John Zhang

Buyer Search Costs and Endogenous Product Design, Marketing Science, 2004

Cogrowth Series of Free Products of Finite and Free Groups, Glasgow Mathematical Journal, 1999

On Rationality of the Cogrowth Series, Proceedings of the American Mathematical Society, 1998

Generalized Boole Transforms, Russian Mathematical Surveys, 1993



Fang Wu

Complements or Substitutes? Internal Technological Strength, Competitor Alliance Participation and Innovation Development, Journal of Product Innovation Management, 2013
Co-Authors: Xu, Shichun and Erin Cavusgil

Dealing with Market Dynamism: The Role of Reconfiguration in Global Account Management, Management International Review, 2011
Co-Authors: Shi, Linda

Technological Capability, Strategic Flexibility, and Product Innovation, Strategic Management Journal, 2010
Co-Authors: Zhou, Kevin

Overcoming Export Manufacturer’s Dilemma in International Expansion, Journal of International Business Studies, 2007
Co-Authors: Rudolf R. Sinkovics, S. Tamer. Cavusgil and Anthony S. Roath

The Antecedents and Outcomes of E-Procurement Adoption: an Integrative Model, IEEE Transactions on Engineering Management, 2007
Co-Authors: George A. Zsidisin and Anthony Ross

The Link between Incentives and Product Performance in Open Source Development: An Empirical Investigation, Global Business and Economics Review, 2007
Co-Authors: Chakravarty, Sujoy, Ernan Haruvy

Organizational Learning, Commitment and Joint Value Creation in Interfirm Relationships, Journal of Business Research, 2006
Co-Authors: S. Tamer Cavusgil

The Impact of Information Technology on Supply Chain Capabilities and Firm Performance: A Resource-Based View, Industrial Marketing Management, 2006
Co-Authors: Sengun Yeniyurt, Daekwan Kim and S. Tamer Cavusgil

Determinants of E-Communication Adoption: The Internal Push Versus External Pull Factors, Marketing Theory, Special Issue on E-Marketing, 2005
Co-Authors: Yikuan Lee

An Analysis of e-Business Adoption and its Impact on Business Performance, Journal of the Academy of Marketing Science, 2003
Co-Authors: Vijay Mahajan and Sridhar Balasubramanian



Howard Dover

Social Selling Index Score: Using LinkedIn to Build Social Selling Skills in the Classroom, Journal of Selling, 2016
Co-Authors: Robert Peterson

Developing Professional Social Networks: Student Outcomes Using LinkedIn, Journal of Selling, 2015
Co-Authors: Rob Peterson and Gary Selden

Building Student Networks with LinkedIn: The Potential for Connections, Internships, and Jobs, Marketing Education Review, 2014
Co-Authors: Robert Peterson

Building Student Networks with LinkedIn: The Potential for Connections, Internships, and Jobs, Marketing Education Review, 2014
Co-Authors: Robert Peterson

Moving Beyond Consultation and into Action with a Client Project, American Journal of Business Education, 2012

Moving Beyond Consultation and into Action with a Client Project, American Journal of Business Education, 2012
Co-Authors: Sara Ewing

Time Pressure, Time Saving and Online Shopping: Exploring A Contradiction, Journal of Applied Business Research, 2009
Co-Authors: Palmela L. Alreck, Gerard R. DiBartolo, Memo Diriker, Kirsten A. Passyn, Robert B. Settle

Asymmetric Effects of Dynamic Usage Behavior on Duration in Subscription Based Online Service, Journal of Interactive Marketing, 2006
Co-Authors: B.P.S. Murthi



Julie Haworth

A Case of Public Trust, Collective Action and Water, Journal of Public Administration and Governance, 2018
Co-Authors: James Harrington, John McCaskill



Nanda Kumar

Product Line Bundling: Why Airlines Bundle High-End while Hotels Bundle Low-End, Marketing Science, 2017
Co-Authors: Steven M. Shugan, Jihwan Moon and Qiaoni Shi

Price-Matching Guarantees with Endogenous Consumer Search, Management Science, 2016
Co-Authors: Juncai Jiang and Briant T. Ratchford

Consumer Stockpiling and Competitive Promotional Strategies, Marketing Science, 2014
Co-Authors: Manish Gangwar and Ram C. Rao

Content Provision Strategies in the Presence of Peer-to-Peer Networks, Information Systems Research, 2012
Co-Authors: Monica Johar and Vijay Mookerjee

Pricing Models for Online Advertising: CPM versus CPC (2010), Information Systems Research, 2012
Co-Authors: Kursad Asdemir and Varghese S. Jacob

Private Label Vendor Selection in a Supply Chain: Quality and Clientele Effects, Journal of Retailing, 2010
Co-Authors: Suresh Radhakrishnan and Ram C. Rao

Price Competition with Repeat, Loyal Buyers, Quantitative Marketing and Economics, 2007
Co-Authors: Eric Anderson

On Complementing the Retail Channel with a Direct Online Channel, Quantitative Marketing and Economics, 2006
Co-Authors: Ranran Ruan

On Customized Products, Standard Products and Competition, Marketing Science, 2006
Co-Authors: Niladri Syam

Using Basket Information for Intelligent Supermarket Pricing, Marketing Science, 2006
Co-Authors: Ram Rao

Comment on Revisiting Dynamic Duopoly with Consumer Switching Costs, Journal of Economic Theory, 2004
Co-Authors: Eric Anderson and Surendra Rajiv

Effective Category Management Depends on the Role of the Category, Journal of Retailing, 2001
Co-Authors: Sanjay Dhar and Steve Hoch

Effectiveness of Trade Promotions: Analyzing the Determinants of Retail Pass Through, Marketing Science, 2001
Co-Authors: Surendra Rajiv and Abel Jeuland



Norris Bruce

Nonparametric Bayesian Dynamic Methods: Applications to Linear and Nonlinear Advertising Models, Journal of Marketing Research, 2019
Co-Authors: Single-Authored Publication

Should Sequels Differ from Original Movies in Pre-Launch Advertising Schedule? Lessons from Consumers’ Online Search Activity, International Journal of Research in Marketing, 2018
Co-Authors: Ho Kim

A Dynamic Model for Digital Advertising: The Effects of Creative Formats, Message Content and Targeting on Engagement, Journal of Marketing Research, 2016
Co-Authors: B.P Murthi and Ram Rao

Discovering How Advertising Grows Sales and Builds Brands, Journal of Marketing Research, 2012
Co-Authors: Kay Peters, and P. Naik

Dynamic Effectiveness of Advertising and Word of Mouth in Sequential Distribution of New Products, Journal of Marketing Research, 2012
Co-Authors: Natasha Foutz, and Ceren Kolsarici

Pooling and Forgetting Effects in Multi-Theme Advertising: Tracking the Advertising Sales Relationship with Particle Filters, Marketing Science, 2008

Wear-out Effects of Different Advertising Themes: A Dynamic Bayesian Model of the Ad-Sales Relationship, Marketing Science, 2007
Co-Authors: Frank Bass, B. P. S Murthi, and S. Majumdar

Enabling the willing: Consumer Rebates for Durable Goods, Marketing Science, 2006
Co-Authors: P. Desai and R. Staelin

The trade Promotion of Durable Goods: Theory and Empirical Evidence, , Journal of Marketing Research, 2005
Co-Authors: P. Desai, P., R. Staelin

Feedback Trust and Reputation in Online Pricing, Journal of Interactive Marketing, 2004
Co-Authors: R. Rao and E. Haruvy



Ram Rao

Consumer Stockpiling and Competitive Promotional Strategies, Marketing Science, 2014
Co-Authors: Manish Gangwar, Nanda Kumar

Package size and competition, Marketing Science, 2012

Price Awareness and Consumers' Use of Deals in Brand Choice, Journal of Retailing , 2012
Co-Authors: B.P.S. Murthi

Why are some Modes of Acquisition more Profitable? A Study of the Credit Card Industry, Journal of Financial Services Marketing, 2011
Co-Authors: Erin Steffes, B.P.S. Murthi

Private Label Vendor Selection in a Supply Chain: Quality and Clientele Effects, Journal of Retailing, 2010
Co-Authors: Nanda Kumar, Suresh Radhakrishnan

Who Should Practice Price Discrimination Using Rebates in an Asymmetric Duopoly, Quantitative Marketing and Economics, 2010
Co-Authors: Kutsal Dogan, Ernan Haruvy

Why IT Managers don't go for cyber-insurance product, Commun. ACM, 2009
Co-Authors: Tridib Bandhyopadhyay, Vijay S. Mookerjee

Acquisition, Affinity and Rewards - Do they stay or do they go?, Journal of Financial Services Marketing , 2008
Co-Authors: Erin Steffes, B.P.S. Murthi

Dynamic Network-Based Discriminatory Pricing, Journal of Optimization Theory and Applications, 2006
Co-Authors: Gila E. Fruchter, and Mengze Shi

Using Basket Composition Data for Intelligent Supermarket Pricing, Marketing Science, 2006
Co-Authors: Nanda Kumar

Seller Rating, Price, and Default in Online Auctions, Journal of Interactive Marketing, 2004
Co-Authors: Norris Bruce, Ernan Haruvy

Responding to the Pioneer, Marketing Letters, 2003
Co-Authors: Dimitri Vakratsas, and G. Kalyanaram

Consistent Assortment Provision and Service provision in a Retail Environment, Marketing Science, 2002
Co-Authors: Trichy Krishnan, Kitty Koelemeijer

An Analysis of Advertising Royalty in Franchise Contracts, Journal of Marketing Channels, 2001
Co-Authors: Shuba Srinivasan

Dynamic Two-Part Tariff for a Network Service, Journal of Service Research, 2001

Equilibrium Price Communication and Unadvertised Specials by Competing Supermarkets, Marketing Science, 2001
Co-Authors: Niladri Syam

Supermarket Competition: The Case of Every Day Low Pricing, Marketing Science, 1997
Co-Authors: Rajiv Lal

Food Fight, Digest of Management Research, 1996

Can Repeating an Advertisement More than the Competition Affect Brand Preference in a Mature Market?, Journal of Marketing, 1995
Co-Authors: Giles D'Souza

Double Couponing and Retail Pricing in a Couponed Category, Journal of Marketing Research, 1995
Co-Authors: Trichy V. Krishnan

Game Theory and Empirical Generalizations Concerning Competitive Promotions, Marketing Science, 1995
Co-Authors: Ramesh Arjunji and B.P.S. Murthi

Why are Royalty Rates Higher in Service Type Franchises?, Journal of Economics & Management Strategy, 1995
Co-Authors: Shuba Srinivasan

A Simulation Study of Alternative Methods to Infer Market Structures, European Journal of Operations Research, Special Issue on Stochastic Choice Models, 1994
Co-Authors: Dipak C. Jain

Stochastic Modeling of Variety Seeking in Choice Behavior, Marketing Science, 1994
Co-Authors: Minakshi Trivedi, Frank M. Bass

Warranties for Heterogeneous Consumers: Theory and an Application to the Case of Automobiles, Marketing Science, 1993
Co-Authors: V. Padmanabhan

Promoting to Strategic Consumers, Managerial and Decision Economics, 1992

Pricing and Promotions in Asymmetric Duopolies, Marketing Science, 1991

An Empirical Analysis of National and Local Advertising Effect on Price Elasticity, Journal of Marketing Letters, 1990
Co-Authors: Peter T. L. Popkowski Leszczyc

Compensating Heterogeneous Sales forces: Some Explicit Solutions, Marketing Science, 1990

Effect of Price on the Demand for Durables: Modeling, Estimation and Findings, Journal of Business Economics and Statistics, 1990
Co-Authors: Dipak C. Jain

The Role of Experience in Information Use and Decision Making by Marketing Managers, Journal of Marketing Research, 1990
Co-Authors: W. Steven Perkins

The Capacitated Transportation-Production Problem: Computational Experience, Engineering Costs and Production Economics, 1989
Co-Authors: Timothy L. Shaftel

Segmentation and Endogenous Entry Under Consumer Uncertainty of Novel Technologies, Annales Des Telecommunications, 1987
Co-Authors: Kay L. Keck

Skimming Pricing for a Class of Diffusion Models, Optimal Control Applications & Methods, 1986

A Note on Optimal and Near Optimal Advertising Strategies, Management Science, 1985

Competition, Strategy and Price Dynamics: A Theoretical and Empirical Investigation, Journal of Marketing Research, 1985
Co-Authors: Frank M. Bass

Advertising Decisions in Oligopoly: An Industry Equilibrium Analysis, Optimal Control Applications & Methods, 1984

Organization and Effectiveness of the Multiple Product Sales Force, Journal of Personal Selling & Sales Management, 1984
Co-Authors: Ronald E. Turner

Computational Experience on an Algorithm for the Transportation Problem with Non-Linear Objective Functions, Naval Research Logistics Quarterly, 1980
Co-Authors: Timothy L. Shaftel

Pre-empting an Alert Rival: Strategic Timing of the First Plant by Analysis of Sophisticated Rivalry, The Bell Journal of Economics, 1979
Co-Authors: David P. Rutenberg

Multilocation Plant Sizing and Timing, Management Science, 1977
Co-Authors: 1187-1198



Sanjay Jain

Pricing and Product Design for Vice Goods: A Strategic Analysis, Marketing Science, 2018
Co-Authors: Krista Li

Behavior-Based Pricing: An Analysis of the Impact of Peer-Induced Fairness, Management Science, 2016
Co-Authors: Krista Li

Branding Conspicuous Goods: An Analysis of the Effect of Social Influence and Competition, Management Science , 2015
Co-Authors: Wilfred Amaldoss

Marketing of Vice Goods: A Strategic Analysis of the Package Size Decision, Marketing Science, 2012

Self Control and Incentives: An Analysis of Multi-Period Quota Plans, Marketing Science, 2012

Reference Groups and Product Line Decisions: An Experimental Investigation of Limited Editions and Product Proliferation, Management Science, 2010
Co-Authors: Amaldoss, Wilfred

Pricing Digital Product Lines: A Model and Application for the National Academies Press, Marketing Science, 2009
Co-Authors: Kannan, P.K. and Barbara Pope

Self Control and Optimal Goals: A Theoretical Analysis, Marketing Science, 2009

Digital Piracy: A Competitive Analysis, Marketing Science, 2008

Experiments on Strategic Choices and Markets, Marketing Letters, 2008
Co-Authors: Amaldoss, Wilfred, Teck Ho, Aradhna Krishna, Kay-Yut Chen, Preyas Desai, Ganesh Iyer, Noah Lim, John Morgan, Ryan Oprea, Joydeep Srivastava

Joint Bidding in the Name-Your-Own-Price Channel: A Strategic Analysis, Management Science, 2008
Co-Authors: Amaldoss, Wilfred

Trading Up: A Strategic Analysis of Reference Group Effects, Marketing Science, 2008
Co-Authors: Amaldoss, Wilfred

Conspicuous Consumption and Sophisticated Thinking, Management Science, 2005
Co-Authors: Amaldoss, Wilfred

Pricing of Conspicuous Goods: A Competitive Analysis of Social Effects, Journal of Marketing Research, 2005

An Analysis of the Impact of Social Factors on Purchase Behavior, Review of Marketing Science, 2002
Co-Authors: Amaldoss, Wilfred

David vs. Goliath: An Analysis of Asymmetric Mixed Strategy Games and Experimental Evidence, Management Science, 2002
Co-Authors: Amaldoss, Wilfred

Pricing of Information Products on Online Servers: Issues, Models and Analysis, Management Science, 2002
Co-Authors: P.K. Kannan

Truth or Consequences: An Analysis of Vaporware and New Product Announcements, Journal of Marketing Research, 2001
Co-Authors: Bayus, Barry and Ambar Rao

An Empirical and Theoretical Analysis of Price Matching Refund Policies, Journal of Marketing Research, 2000
Co-Authors: Joydeep Srivastava

Too Little, Too Early: Introduction Timing and New Product Performance in the Personal Digital Assistant Industry, Journal of Marketing Research, 1997
Co-Authors: Bayus, Barry and Ambar Rao

Improving Productivity by Periodic Performance Evaluation: A Bayesian Stochastic Model, Management Science, 1995
Co-Authors: Fernandez, Emmanuel, Hau Lee, Ambar Rao and M.R. Rao

Behavior-Based Pricing: An Analysis of the Impact of Peer-Induced Fairness, Management Science
Co-Authors: Li, Jiaoyang



Upender Subramanian

Information Sharing, Advice Provision, or Delegation: What Leads to Higher Trust and Trustworthiness?, Management Science, 2017
Co-Authors: Ozalp Ozer, Yu Wang

Leveraging Experienced Consumers to Attract New Consumers: An Equilibrium Analysis of Displaying Deal Sales by Daily Deal Websites, Management Science, 2016
Co-Authors: Ram C Rao

Platforms: A Multiplicity of Research Opportunities, Marketing Letters, 2014
Co-Authors: S Sriram, Puneet Manchanda, Mercedes Esteban Bravo, Junhong Chu, Liye Ma, Minjae Song, Scott Shriver

The Strategic Value of Low-Value Customers, Management Science, 2014
Co-Authors: Jagmohan S. Raju, Z. John Zhang

Exclusive Handset Arrangements in the Wireless Industry, Marketing Science, 2013
Co-Authors: Jagmohan S. Raju, Z. John Zhang

Competitive Implications of Using a Category Captain, Management Science, 2010
Co-Authors: Jagmohan S. Raju, Sanjay K. Dhar, Yusong Wang



Ying Xie

An Empirical Study of Physicians' Sample-Dispensing Decisions: Evidence for the Roles of Experimentation and Subsidy, Journal of Marketing Analytics, 2014
Co-Authors: Xiaojing Dong

The Effect of Survey Participation on Consumer Behavior: The Moderating Role of Marketing Communication, Marketing Science, 2014
Co-Authors: Xiaojing Dong and Ramkumar Janakiraman

Facilitating Fit-Revelation in the Competitive Market, Management Science, 2013
Co-Authors: Z. Jane Gu

The Influence of the Number of Presented Symptoms in Product-Claim Direct-to- Consumer Advertising on Behavioral Intentions, International Journal of Pharmaceutical and Healthcare Marketing, 2013
Co-Authors: Nikki Lee-Wingate

Treatment Effectiveness and Side-effects: A Model of Physician Learning, Management Science, 2013
Co-Authors: Tat Chan and Chakravarthi Narasimhan

Competition in a Status Goods Market, Journal of Marketing Research, 2012
Co-Authors: Dmitri Kuksov

Measuring the Value of Customer Acquisition from Google Search Advertising, Marketing Science, 2011
Co-Authors: Tat Chan and Chunhua Wu

Consumer Perceptions of Product-Claim versus Help-Seeking Direct-to-Consumer Advertising, International Journal of Pharmaceutical and Healthcare Marketing, 2010
Co-Authors: Nikki Lee-Wingate

Pricing, Frills, and Customer Ratings, Marketing Science, 2010
Co-Authors: Dmitri Kuksov

The Role of Targeted Communication and Contagion in Product Adoption, Marketing Science, 2008
Co-Authors: Puneet Manchanda and Nara Youn

Hedging Your Bets: Assessing the Outcome, Journal of Marketing Research, 2007
Co-Authors: Susan Jung Grant

Understanding Firm, Physician and Consumer Choice Behavior in the Health Care Industry, Marketing Letters, 2005
Co-Authors: Manchanda, P., Wittink, D., Ching, A., Cleanthous, P., Ding, M., Dong, X. J., Leeflang, P. S., Misra, S., Mizik, N., Narayanan, S., Steenburg, T., Wieringa, J. E., and Wosinska, M.