Yale School of Management

Published Papers

  1. "Do Sympathy Biases Affect Charitable Giving? The Effects of Advertising Content " (with Subroto Roy and Mathew Cherian), Marketing Science, Forthcoming.
  2. "Do Store Brands Aid Store Loyalty?" (with Satheeshkumar Seenivasan and Debu Talukdar), Management Science, March 2016.
  3. "Editorial: The Exploration-Exploitation Tradeoff and Efficiency in Knowledge Production," Marketing Science, January-Feb 2016.
  4. "Early Adoption of Modern Retail in an Emerging Market: Evidence from India," (with Vishal Narayan and Vithala Rao), Marketing Science, Nov-Dec 2015.
  5. "Short Run Needs and Long Term Goals: A Dynamic Model of Thirst Management," (with Guofang Huang and Ahmed Khwaja), Marketing Science, Sep-Oct 2015.
  6. Editorial: Marketing Science in Emerging Markets,” (with Laxman Narasimhan and Kannan Srinivasan), Marketing Science, July-August 2015.
  7. "The "Peter Pan Syndrome" in Emerging Markets: The Productivity-Transparency Tradeoff in IT Adoption" (with Debu Talukdar), Marketing Science, July-August 2015.
  8. Research Opportunities in Emerging Markets: an Inter-disciplinary Perspective from Marketing, Economics, and Psychology,” (with JB Priester, M. Shum, D. Atkin, A. Foster, G. Iyer, G. Jin, D. Keniston, S. Kitayama, AM. Mobarak, Y. Qian, I. Tewari, W. Wood), Customer Needs and Solutions, Forthcoming.
  9. "Education Consumption in an Emerging Market" (with Sachin Sancheti), Customer Needs and Solutions, December 2014.
  10. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus Based Compensation Plans" (with Doug Chung and Thomas Steenburgh), Marketing Science, March-April 2014.
    Lead Article.
    Finalist: John DC Little Best Paper Award in Marketing Science, 2014
    Finalist: Frank M. Bass Best Dissertation Paper Award, 2015
  11. "Does Reducing Spatial Differentiation Increase Product Differentiation? Effects of Zoning on Retail Entry and Format Variety" (with Sumon Datta), Quantitative Marketing and Economics, March 2013.
  12. Customer Cost Based Pricing" (with Jiwoong Shin and Dae-Hee Yoon), Management Science, May 2012.
  13. "Do Private Labels Increase Retailer Bargaining Power?" (with Sergio Meza), Quantitative Marketing and Economics, Sep 2010
  14. "Empirical Models of Manufacturer-Retailer Interactions: A Review and Agenda for Future Research" (with Kusum Ailawadi et al.), Marketing Letters, September 2010
  15. "A Customer Management Dilemma : When is it Profitable to Reward Own Customers" (with Jiwoong Shin), Marketing Science, June - July 2010
    Winner: John DC Little Best Paper Award in Marketing Science, 2010
  16. "Forecasting Marketing Mix Responsiveness for New Products" (with Jackie Luan), Journal of Marketing Research, June 2010.
  17. "Switching Costs and Market Competitiveness: De-Constructing the Relationship" (with Jiwoong Shin), Journal of Marketing Research, August 2009
  18. "The Temporal and Spatial Dimensions of Price Search: Insights from Matching Household Survey and Purchase Data" (with Dinesh Gauri and Debabrata Talukdar), Journal of Marketing Research, February 2008. Earlier Version Available as MSI Report
  19. Optimal Marketing Strategies for a Customer Data Intermediary (with Joseph Pancras), Journal of Marketing Research, November 2007. Previously titled: Personalization Services Firms: What to Sell, To Whom to Sell and For How Much. Technical Appendix
    Winner: Don Lehmann Best Dissertation Paper Award, in JMR 2007
  20. "Bounded Rationality in Pricing under State Dependent Demand: Do Firms Look Ahead? How Far Ahead?" (with Hai Che and P.B. Seetharaman), Journal of Marketing Research, August 2007. Technical Appendix
  21. "Passthrough Timing" (with Sergio Meza), Quantitative Marketing and Economics, Vol 4, No. 4, December 2006, 351-382.
    Honorable Mention: Dick Wittink Award for Best Paper in Quantitative Marketing and Economics (QME), 2006.
  22. "Do Slotting Allowances Enhance Efficiency or Hinder Competition?", (with Vithala R. Rao), Journal of Marketing Research, May 2006, Vol 43, Issue 2, pp. 137-155.
    Lead Article; Finalist: Paul Green Best Paper Award in JMR, 2006. Earlier Version Available as MSI Report.
  23. "Recent Advances in Structural Modeling: Dynamics, Product Positioning and Entry", Marketing Letters, December 2005, pp. 209-224.
  24. "Time Varying Competition" (with Pradeep Chintagunta and Vrinda Kadiyali), Marketing Science, Winter 2005, pp 96-109.
  25. "When Shopbots Meet Emails: Implications for Price Competition on the Internet" (with Yuxin Chen), Quantitative Marketing and Economics, Issue 3, 2004.
  26. "Does Store Brand Patronage Improve Store Patronage?", Review of Industrial Organization, (RIO Symposium Issue on Store Brands), March 2004.
  27. "Structural Applications of the Discrete Choice Model" (with Jean-Pierre Dube, Pradeep Chintagunta, Bart Bronnenberg, Ron Goettler, Amil Petrin, P.B. Seetharaman, Raphael Thomadsen and Ying Zhao), Marketing Letters, August 2002 pp. 207-220.
  28. "Investigating New Product Diffusion across Products and Countries" (with Debabrata Talukdar and Andrew Ainslie), Marketing Science, Winter 2002.
    Recognized among, "A Few Very Recently Highly Cited Marketing Science Articles in 2002" in the Summer 2005 issue of Marketing Science.
  29. "A Multiple Ideal Point Model: Capturing Multiple Preference Effects from Within an Ideal Point Framework" (with Jack Lee and Joel Steckel), Journal of Marketing Research, February 2002.
  30. "Structural Analysis of Manufacturer Pricing in the Presence of a Strategic Retailer" Marketing Science, Summer, 2001, pp. 244-264;
    Winner: Frank M. Bass Best Dissertation Paper Award, 2003
    Finalist: ISMS Long Term Impact Award, 2009, 2010, 2011 among all papers published in Marketing Science and Management Science (Marketing Area) between 1999-2004, 2000-2005 and 2001-2006.
  31. "Structural Analysis of Competitive Behavior: New Empirical Industrial Organization Methods in Marketing" (with Vrinda Kadiyali and Vithala R. Rao), International Journal of Research in Marketing, June 2001.
    Honorable Mention: Best Paper Award in IJRM, 2001
  32. "Competitive Pricing Behavior in the US Auto Market: A Structural Analysis" Marketing Science, Winter, 2001, pp. 42-60.
    Finalist: John DC Little Best Paper Award in Marketing Science, 2001
    Recognized among, "A Few Very Recently Highly Cited Marketing Science Articles in 2001" in the Summer 2004 issue.
    Finalist: ISMS Long Term Impact Award, 2009, 2010, 2011 among all papers published in Marketing Science and Management Science (Marketing Area) between 1999-2004, 2000-2005 and 2001-2006.

Working Papers

  1. "Do Sympathy Biases Affect Charitable Giving? Evidence from a Large Scale Natural Field Experiment" (with Subroto Roy and Mathew Cherian)
  2.  “Spatiotemporal Search,” (with Navid Mojir and Ahmed Khwaja)
  3. "Exploiting the Choice-Consumption Mismatch: A New Approach to Disentangle State Dependence and Heterogeneity” (with Nathan Yang)
  4. "The Agglomeration-Differentiation Tradeoff in Spatial Location Choice" (with Sumon Datta).
  5. "Demand Externalities from Co-location" (with Boudhayan Sen and Jiwoong Shin)
  6. Predicting Individual Response with Aggregate Data: A Conditional Means Approach" (with Jason Duan and Sachin Sancheti). R-Code to Implement the Algorithm
  7. "Optimal Inter-Release Time between Sequentially Released Products" (with Jackie Luan).
  8. "Dynamic Market Structure in a Durable Goods Market: The Effect of a New Product Form" (with Jackie Luan).