Research Areas
Pricing; retailing, coupons; salesforce compensation; distribution challenges
Current Projects
Category Captain Arrangements, Evaluating Coupons and other Promotions, Competitive Effects of CRM,
Representative Publications
(with John Zhang)
“Channel Coordination in the Presence of a Dominant Retailer.” Marketing Science, 24(2), pp 254-262.
(with Andres Musalem and Eric Bradlow)
“Who’s Got the Coupon: Estimating Consumer Preferences and Coupon Usage from Aggregate Information.” Journal of Marketing Research (forthcoming).
(with Yuxin Chen, Yogesh Joshi, Jagmohan S Raju and John Zhang)
“A Theory of Combative Advertising.” Marketing Science (forthcoming).
Education
PhD, Stanford University, 1988; MA, Stanford University, 1988; MS, Stanford University, 1987; MBA, Indian Institute of Management, Ahmedabad, 1982; BTech, Indian Institute of Technology, Delhi, 1976
Recent Consulting
Wyeth, Medtronic, Warner Home Video, pricing new products
Career and Recent Professional Awards; Teaching Awards
John D.C. Little Best Paper Award (INFORMS), 1995, 2000; Frank Bass Award (INFORMS), 1992, 2000; George Robbins Teaching Award, 1991; Marketing Teacher of the year, 1992; Wharton Executive MBA Teaching Award, 2000, 2004, 2005, 2008; Miller-Sherred MBA Core Teaching Award, 2006
Academic Positions Held
Wharton: 1992-present (Chairperson, Marketing Department, 2008-present; named Joseph J. Aresty Professor, 2002). Previous appointment: University of California, Los Angeles
Other Positions
Management Trainee, Tata Administrative Services, 1982-83; Design Engineer, Philips India Ltd, 1977-80
Professional Leadership 2005-2009
Editor, Management Science, 2001-present; Editorial Board Member: Marketing Science, Review of Marketing Science; Past President, INFORMS Society for Marketing Science (2005-2007)
