Research

Selected Publications

  • With V. Kumar, Mohan Subramaniam (2019), “How Legacy Firms Can Embrace the Digital Ecosystem Via Digital Customer Orientation,” forthcoming, Journal of the Academy of Marketing Science.
  • With D. Grewal, J. Hulland, E. Karahanna (2019), “The Future of Technology and Marketing: A Multidisciplinary Perspective,” forthcoming, Journal of the Academy of Marketing Science.
  • With Stourm, Neslin, Bradlow, Breugelmans, Chun, Gardete, Kannan, Kopalle, Park, Amariles, Thomadsen, Thompkins, Venkatesan (2020), “Refining Loyalty Programs in the Era of Big Data: A Societal Lens Paradigm,” forthcoming, Marketing Letters.
  • With C. Narasimhan, P. Papatla, B. Jiang, P. Messinger, S. Moorthy, D. Proserpio, U. Subramanian, C. Wu, and T. Zhu, "Sharing Economy: Review of Current Research and Future Directions," Customer Needs and Solutions, 5(1), 2018
  • With S. Voleti and M. Gangwar, "Why the Dynamics of Competition Matter for Category Profitability," Journal of Marketing, 81, January 2017
  • With R. Fisher, B. Sud, and K. Antia, "The Effects of Advertised Quality Emphasis and Objective Quality on Sales," Journal of Marketing, 81, March 2017
  • With E. Bradlow, M. Gangwar, and S. Voleti, "The Role of Big Data and Predictive Analytics in Retailing," Journal of Retailing, 93, March 2017
  • With S. Voleti and P. Ghosh, “An Inter-product Model of Competition Incorporating Branding Hierarchy and Product Similarities Using Store Level Data,” Management Science, 61(11), 2015
  • With D. Lehmann, “The Truth Hurts: How Customers May Lose From Honest Advertising,” International Journal of Research in Marketing, 32(3), 2015
  • With E. Breugelmans, T. Bijmolt, J. Zhang, L. Basso, M. Dorotic, A. Minnema, W. Mijnlieff and N. Wünderlich, “Advancing Research on Loyalty Programs: A Future Research Agenda,” Marketing Letters, 26(2), 2015 
  • With D. Hardesty, R. Goodstein, D. Grewal, and A. Miyazaki, “The Accuracy of Scanned Prices,” Journal of Retailing, 90(2), 2014
  • With W. Kamakura and D. Lehmann, “Editorial: Empirical Generalizations in Retailing,” Forthcoming, Journal of Retailing, 2014
  • With S. Neslin, B. Sun, Y. Sun, and V. Swaminathan, "The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs," Marketing Science, 31(2), 2012
  • With P.K. Kannan, L. Boldt, and N. Arora, "The Impact of Household Level Heterogeneity in Reference Price Effects on Optimal Retailer Pricing Policies," Journal of Retailing, 88(1), 2011
  • With V. Govindarajan and E. Danneels, "The Effects of Mainstream and Emerging Customer Orientations on Radical and Disruptive Innovations," Journal of Product Innovation Management, S1, November 2011
  • With D. Grewal, K. Ailawadi, D. Gauri, K. Hall, and J. Robertson, "Innovations in Retail Pricing and Promotions," Journal of Retailing, 87, July 2011
  • With D. Hoffman and T. Novak, "The "Right" Consumers for Better Concepts: Identifying and Using Consumers High in Emergent Nature to Further Develop New Product Concepts," Journal of Marketing Research, 47(5), 2010
  • With D. Lehmann and J. Farley, "Customer Expectations, Satisfaction, and Culture: The Effects of Belief in Karma in India," Journal of Consumer Research, 37(2), 2010

Selected Working Papers

  • With Burkhardt, Jesse, Kenneth Gillingham (2019), “Experimental Evidence on the Effect of Information and Pricing on Residential Electricity Consumption,” Under Review, Management Science.
  • With Carpenter, Lehmann, McAlister, and Zorlu (2020), “Marketing Strategy: Past, Recent, and Future Research,” under second review at Marketing Letters.
  • With Wang, Ryoo, Bendle (2019), “The Role of Machine Learning Analytics and Metrics in Retailing Researh,” under second review, Journal of Retailing.
  • With R. Raghunathan, “Productivity or Happiness? Assessing the Impact of Tax Rates Through Computer Mediated Simulation”
  • With D. Lehmann and J. Farley, "How General are the Customer Satisfaction and Expectation Formation Processes? Comparing the U.S., China, and India"
  • With F. ter Hofstede and R. Raghunathan, “Improving Click Through Rates of Ads in Mobile Device”  

For a complete list of published research, please see curriculum vitae.