Jagmohan S. Raju Faculty Profile

Jagmohan S. Raju
Joseph J. Aresty Professor; Professor of Marketing

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

Research Areas
Pricing; retailing; Salesforce Compensation; Strategic Alliances

Recent Consulting
Lucent; Roche; Johnsons and Johnson; Slingshot Solutions; EcomXML; Cytometrix

Current Projects
Implementing category management practice, effective use of private labels, understanding internet affiliate programs, and coordinating multiple distribution channels

Academic Positions Held
Wharton: 1992-present (named Joseph J. Aresty Professor, 2002). Previous appointment: University of California, Los Angeles

Other Positions
Manager, Corporate Planning, National Radio and Electronics Co., 1983; Management Trainee, Tata Administrative Services, 1982-83; Design Engineer, Philips India Ltd, 1977-80

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; Wharton MBA Core Curriculum Teaching Award, Fall 1999, Fall 2000

Representative Publications
(with V. Srinivasan)
"Quota based Compensation Plans for Multi-Territory Heterogeneous Salesforces." Management Science 42.10 (1996).

(with A. Roy)
"Market Information and Firm Performance." Management Science 1.

(with A. Wilfred, R.J. Meyer, and A. Rappaport)
"Collaborating to Compete A Game-Theoretic Model and Experimental Investigation of the Effect of Profit-Sharing Arrangement and Type of Alliance." Marketing Science 19.2 (2000).