Published Papers:
- Strategic Assortment Reduction
Marketing Science, 2009.
(with: Anthony Dukes, T. Geylani)
- Internet Auction Features as Quality Signals
Journal of Marketing 73(1), 2009; 75-92.
(with: Baohong Sun, Shibo Li)
- When Auction Meets Fixed Price: A Theoretical and Empirical Examination of Buy-it-Now Auctions
Quantitative Marketing and Economics, 2008.
(with: Alan Montgomery, X Wang)
- Modeling Online Browsing and Path Analysis Using Clickstream Data
Marketing Science, forthcoming.
(with: Alan Montgomery, Shibo Li, John Liechty)
- Managing Capacity through Reward Programs
Management Science, 2004.
(with: Mengze Shi, Byung-Cho Kim)
- Modeling Online Browsing and Path Analysis Using Clickstream Data
Marketing Science 23(4), 2004; 579-595.
(with: Alan Montgomery, Shibo Li, John Liechty)
- Managing NPD: Cost and Schedule Performance
Management Science, April 2004.
(with: Sunder Kekre, A. Bajaj)
- Salesforce Compensation Schemes and Consumer Inferences
Management Science 49(May), 2003; 655-672.
(with: Ajay Kalra, Mengze Shi)
- Measuring the Impact of Promotions on Brand Switching Under Rational Consumer Behavior (download paper here)
Journal of Marketing Research 40(4), 2003; 389-405.
(with: Baohong Sun, S. Neslin)
- Salesforce Compensation Scheme and Consumer Inference
Management Science, 2003.
(with: Mengze Shi, Ajay Kalra)
- Learning About Customers Without Asking
The Power of One, 2003; 122-143.
(with: Alan Montgomery)
- Price Uncertainty and Consumer Search: A Structural Model of Consideration Set Formation
Marketing Science.
- Product Differentiation and Commonality in Design
Management Science, January 2001.
(with: Sunder Kekre, Preyas Desai, S. Radhakrishnan)
- Reward Programs and Tacit Price Collusion
Marketing Science, 2001.
(with: Mengze Shi, Byung-Cho Kim)
- Competitive Marketing Strategies in the Healthcare Industry: An Empirical Study
Journal of Marketing, 2001.
- Reward Programs and Tacit Price Collusion
Marketing Science, 2001.
- A Study of Consumer's Extent of Evaluation in Brand Choice: A Multi-state Evaluation Choice Model
Journal of Business, 1999.
- Response to Competitive Entry: A Rationale for Delayed Reaction
Marketing Science 17(4), 1998; 380-405.
(with: Ajay Kalra, S. Rajiv)
- Modifying Consumer Expectations for a New Product
Management Science, 1998.
- Information Technology Impact on Process Output and Quality
Management Science 43(12), 1997; 1645-1659.
(with: Tridas Mukhopadhyay, S. Rajiv)
- New Products, Upgrades, and New Releases: A Rationale for Sequential Product Introduction
Journal of Marketing Research, 1997.
- Advantages of Time Based New Product Development in a Fast Cycle Industry
Journal of Marketing Research XXXIV, 1997.
(with: Sunder Kekre, Srikant Datar, C. Jordan, S. Rajiv)
- New Product Development Structures and Time to Market
Management Science 43(4), 1997.
(with: Sunder Kekre, Srikant Datar, C. Jordan, S. Rajiv)
- Controlling for Observed and Unobserved Managerial Skills in Determining Order-of-Entry Effects on Market Share
Journal of Marketing Research, 1996.
- Estimating the Impact of Consumer Expectations of Coupons on Purchase Behavior: A Dynamic Structure Model
Marketing Science, 1996.
- Wider Product Line: Is it Necessary to Achieve Success?
Management Science, 1990.
(with: Sunder Kekre)
Working Papers:
- Crowdsourcing New Product Ideas under Consumer Learning
November, 2011.
(with: Yan Huang, Param Singh)
- Firm Strategies in the Mid Tail of Platform-Based Retailing
July, 2010.
(with: Bao-Jun Jiang, Kinshuk Jerath)
- A Position Paradox in Sponsored Search Auctions
July, 2010.
(with: Kinshuk Jerath, Liye Ma, Young-Hoon Park)
- Cross-Market Discounts
July, 2010.
(with: Marcel Goic, Kinshuk Jerath)
- Should Firms Share Information About Expensive Customers? An Equilibrium Analysis
September, 2007.
(with: Baohong Sun, Sameer Mathur)
- When Auction Meets Fixed Price: A Theoretical and Empirical Examination of Buy-it-Now Auctions
March, 2004.
(with: Xin Wang, Alan Montgomery)
- Product Differentiation and Commonality in Design: Balancing Revenue and Cost Revenue
October, 1998.
(with: Preyas Desai, Sunder Kekre, Suresh Radahakrishnan)
- The Antecedents of Household Price Sensitivity: A Cross-Category Analysis
February, 1998.
(with: Byung-Cho Kim, Ronald T. Wilcox)
- Salesforce Compensation Scheme and Consumer Inferences
February, 1998.
(with: Ajay Kalra, Mengze Shi)
- Competitive Marketing Strategies in the Health Care Industry
January, 1998.
(with: Franklin Carter, Fusun Gonul)
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