K. Sudhir

Yale School of Management

James L. Frank Professor of Marketing, Private Enterprise and Management

135 Prospect Street

P.O. Box 208200

New Haven, CT 06520-8200

United States

Yale University-Department of Economics

Professor of Economics (by Courtesy)

28 Hillhouse Ave

New Haven, CT 06520-8268

United States

Yale University - Cowles Foundation

Research Staff

Box 208281

New Haven, CT 06520-8281

United States

SCHOLARLY PAPERS

45

DOWNLOADS
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9,857

SSRN CITATIONS
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Top 8,772

in Total Papers Citations

93

CROSSREF CITATIONS

55

Scholarly Papers (45)

1.

Investigating New Product Diffusion Across Products and Countries

Number of pages: 45 Posted: 31 Oct 2001
State University of New York at Buffalo - School of Management, Yale School of Management and University of Rochester - Simon Business School
Downloads 1,333 (18,928)
Citation 10

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Diffusion, International Marketing, Hierarchical Bayes Forecasting

2.

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Harvard Business School Marketing Unit Working Paper No. 13-066
Number of pages: 44 Posted: 19 Oct 2009 Last Revised: 14 Aug 2013
Harvard Business School - Marketing Unit, University of Virginia - Darden Graduate School of Business and Yale School of Management
Downloads 873 (34,955)
Citation 40

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Sales force compensation, bonuses, quotas, dynamic structural models, two step estimation, discount factors

3.

Early Adoption of Modern Grocery Retail in an Emerging Market: Evidence from India

Johnson School Research Paper Series No. 27-2012
Number of pages: 44 Posted: 05 Jul 2012 Last Revised: 27 Mar 2015
NUS Business School, Cornell University - Samuel Curtis Johnson Graduate School of Management and Yale School of Management
Downloads 605 (57,095)
Citation 2

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Emerging Markets, Retailing, Middle Class, Segmentation, Socioeconomic Status

4.

When Shopbots Meet Emails: Implications for Price Competition on the Internet

Yale SOM Working Paper No. MK-10; Review of Marketing Science Working Paper No. 20021139
Number of pages: 36 Posted: 20 Nov 2001
Yuxin Chen and K. Sudhir
New York University (NYU) - Department of Marketing and Yale School of Management
Downloads 594 (58,473)
Citation 4

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Internet Marketing, Search Costs, Shopbots, Targeted Marketing, Permission Marketing, Email Marketing

5.

Pricing Behavior in Markets with State-Dependence in Demand

Number of pages: 48 Posted: 29 Sep 2003
Hai Che, Seethu Seetharaman and K. Sudhir
University of California, Berkeley - Marketing Group, Washington University in St. Louis - John M. Olin Business School and Yale School of Management
Downloads 566 (62,107)
Citation 6

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6.

Managing Customer Relationships under Competition: Punish or Reward Current Customers?

Number of pages: 40 Posted: 13 Aug 2007
Jiwoong Shin and K. Sudhir
Yale School of Management and Yale School of Management
Downloads 535 (66,627)
Citation 1

Abstract:

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CRM, behavior-based price discrimination, competitive strategy, forward-looking consumers, forward-looking firms, game theory

7.

Effects of Cost-Information Transparency on Intertemporal Price Discrimination

Production and Operations Management, Forthcoming
Number of pages: 47 Posted: 16 Feb 2016 Last Revised: 24 Aug 2020
Baojun Jiang, K. Sudhir and Tianxin Zou
Washington University in Saint Louis - John M. Olin Business School, Yale School of Management and University of Florida - Warrington College of Business Administration
Downloads 517 (69,611)
Citation 6

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dynamic pricing, intertemporal price discrimination, strategic consumer, cost transparency, pricing strategy, innovation

8.

Privacy Rights and Data Security: GDPR and Personal Data Driven Markets

Number of pages: 53 Posted: 17 Jul 2020
T. Tony Ke and K. Sudhir
The Chinese University of Hong Kong (CUHK) and Yale School of Management
Downloads 410 (91,817)
Citation 3

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GDPR, privacy, data security, personalization, price discrimination, digital marketing

A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Plan Design

Cowles Foundation Discussion Paper No. 2199, September 2019
Number of pages: 63 Posted: 13 Sep 2019 Last Revised: 14 May 2020
Minkyung Kim, K. Sudhir and Kosuke Uetake
UNC Chapel Hill Kenan-Flagler Business School, Yale School of Management and Yale School of Management
Downloads 376 (100,639)
Citation 3

Abstract:

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Salesforce compensation, Multitasking, Multi-dimensional incentives, Private information, Adverse selection, Moral hazard

A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Plan Design

Cowles Foundation Discussion Paper No. 2199R
Number of pages: 55 Posted: 22 Apr 2021
Minkyung Kim, K. Sudhir and Kosuke Uetake
UNC Chapel Hill Kenan-Flagler Business School, Yale School of Management and Yale School of Management
Downloads 13 (727,697)

Abstract:

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Salesforce compensation, Multitasking, Multidimensional incentives, Job design, Private information, Adverse selection

10.

A Multiple Ideal Point Model: Capturing Multiple Preference Effects from within an Ideal Point Framework

Number of pages: 40 Posted: 23 Oct 2001
Jack K. H. Lee, K. Sudhir and Joel Steckel
City University of New York (CUNY) - Allen G. Aaronson Department of Marketing & International Business, Yale School of Management and New York University (NYU) - Department of Marketing
Downloads 389 (97,528)
Citation 5

Abstract:

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Multidimensional Scaling, Variety Seeking, Inertia

11.

Do Sympathy Biases Induce Charitable Giving? The Effects of Advertising Content

Cowles Foundation Discussion Paper No. 1940
Number of pages: 53 Posted: 15 Mar 2014 Last Revised: 30 Jan 2016
K. Sudhir, Subroto Roy and Mathew Cherian
Yale School of Management, University of New Haven - Department of Marketing and Quantitative Analysis and HelpAge India
Downloads 341 (113,128)
Citation 7

Abstract:

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Charitable giving, Sympathy biases, Identified victim effect, Non-profit marketing, Advertising, Behavioral economics, Conceptual replications

12.

The 'Peter Pan Syndrome' in Emerging Markets: The Productivity-Transparency Tradeoff in IT Adoption

Cowles Foundation Discussion Paper No. 1980
Number of pages: 51 Posted: 21 Jan 2015 Last Revised: 30 Apr 2015
K. Sudhir and Debabrata Talukdar
Yale School of Management and State University of New York at Buffalo - School of Management
Downloads 305 (127,617)
Citation 4

Abstract:

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Retailing, Information technology, Productivity, Corruption, Informal economy, Emerging markets, Propensity score matching, Treatment effects models

13.

Do Private Labels Increase Retailer Bargaining Power?

Number of pages: 44 Posted: 09 Feb 2010
Sergio Meza and K. Sudhir
University of Guelph and Yale School of Management
Downloads 298 (130,859)
Citation 12

Abstract:

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bargaining power, store brand, private label, retailer pricing, NEIO, BLP, chanel power, category profit maximization

14.

Short Run Needs and Long Term Goals: A Dynamic Model of Thirst Management

Cowles Foundation Discussion Paper No. 1856
Number of pages: 49 Posted: 26 Mar 2012
Yale University - Cowles Foundation, Purdue University, Yale School of ManagementUniversity of Cambridge - Judge Business School and Yale School of Management
Downloads 295 (132,256)
Citation 1

Abstract:

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Dynamic discrete choice, EM algorithm, Self-regulation, Stockpiling, Health care, Needs, Goals, Obesity, Beverages, New product introductions

15.

Time Varying Competition

Number of pages: 27 Posted: 24 Jun 2004
Yale School of Management, University of Chicago and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 231 (168,968)
Citation 6

Abstract:

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Pricing Research, Competition, Competitive Strategy, Game Theory, Estimation and Other Statistical Techniques

16.

Slotting Allowances: An Empirical Investigation

Number of pages: 37 Posted: 24 Jun 2004
K. Sudhir and Vithala R. Rao
Yale School of Management and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 227 (171,853)

Abstract:

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Slotting Allowances, New Products, Retailing, Signaling, Asymetric Information, Risk Sharing

17.

Price Search Across Stores and Across Time

Cowles Foundation Discussion Paper No. 1942
Number of pages: 38 Posted: 18 Mar 2014 Last Revised: 22 Mar 2016
Navid Mojir and K. Sudhir
Harvard Business School and Yale School of Management
Downloads 219 (177,847)
Citation 1

Abstract:

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Structural models, Sales promotions, Dynamic Programming, Retailing

18.

The Temporal and Spatial Dimensions of Price Search: Insights from Matching Household Survey and Purchase Data

Journal of Marketing Research, Vol. 45, No. 2, pp. 226-240, April 2008
Number of pages: 49 Posted: 02 Jan 2007 Last Revised: 08 Aug 2008
Walton College of Business, Yale School of Management and State University of New York at Buffalo - School of Management
Downloads 207 (187,413)
Citation 4

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Price Search, Cherry Picking, Profit Impact

19.

Exploiting the Choice-Consumption Mismatch: A New Approach to Disentangle State Dependence and Heterogeneity

Cowles Foundation Discussion Paper No. 1941
Number of pages: 34 Posted: 15 Mar 2014
K. Sudhir and Nathan Yang
Yale School of Management and Cornell University
Downloads 194 (198,784)

Abstract:

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Consumer dynamics, Heterogeneity, Quasi-experiment econometrics, Service industry, State dependence

20.

The Causal Effect of Service Satisfaction on Customer Loyalty

Number of pages: 41 Posted: 06 Jun 2019 Last Revised: 27 Jul 2020
Guofang Huang and K. Sudhir
Purdue University and Yale School of Management
Downloads 151 (246,446)
Citation 1

Abstract:

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service satisfaction, customer loyalty, common-method bias, measurement error, cross-sectional data

21.

When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information

Cowles Foundation Discussion Paper No. 2122
Number of pages: 74 Posted: 02 Mar 2018 Last Revised: 09 Jan 2019
UNC Chapel Hill Kenan-Flagler Business School, Yale School of Management, Yale School of Management and Yale School of Management
Downloads 138 (264,915)
Citation 2

Abstract:

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Salesforce compensation, CRM, Private information, Adverse selection, Moral hazard

22.

Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard

Cowles Foundation Discussion Paper No. 2085
Number of pages: 40 Posted: 02 Mar 2017 Last Revised: 05 Apr 2017
UNC Chapel Hill Kenan-Flagler Business School, Yale School of Management, Yale School of Management and Yale School of Management
Downloads 136 (267,979)
Citation 3

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23.

Does Reducing Spatial Differentiation Increase Product Differentiation? Effects of Zoning on Retail Entry and Format Variety

Cowles Foundation Discussion Paper No. 1851
Number of pages: 49 Posted: 10 Dec 2010 Last Revised: 10 Sep 2012
Sumon Datta and K. Sudhir
Krannert School of Management, Purdue University and Yale School of Management
Downloads 125 (285,582)
Citation 3

Abstract:

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Product Variety, Zoning, Entry, Retail Competition, Discrete Games, Multiple Equilibria

24.

Demand Externalities from Co-Location

Cowles Foundation Discussion Paper No. 1850, Yale SOM Working Paper
Number of pages: 35 Posted: 10 Feb 2012 Last Revised: 07 Mar 2012
Boudhayan Sen, Jiwoong Shin and K. Sudhir
Yale School of Management, Yale School of Management and Yale School of Management
Downloads 123 (288,940)
Citation 6

Abstract:

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25.

A Model of Multi-Pass Search: Price Search Across Stores and Time

Cowles Foundation Discussion Paper No. 1942R2
Number of pages: 53 Posted: 25 Feb 2020
Navid Mojir and K. Sudhir
Harvard Business School and Yale School of Management
Downloads 105 (322,881)
Citation 2

Abstract:

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Consumer Search, Multi-pass Search, Price Search, Store Search, Spatial Search, Temporal Search, Spatiotemporal Search, Dynamic Structural Models, MPEC, Price Promotions, Store Loyalty

26.

Research Opportunities in Emerging Markets: An Inter-Disciplinary Perspective from Marketing, Economics, and Psychology

Cust. Need. and Solut. (2015) 2:264-276
Number of pages: 13 Posted: 23 Mar 2016
California Institute of Technology, Yale School of Management, University of Southern California - Marshall School of Business, Yale University, Brown University - Department of Economics, University of Maryland - Department of Economics, Massachusetts Institute of Technology (MIT) - Department of Economics, University of California, Berkeley - Marketing Group, Northwestern University - Kellogg School of Management, Yale School of Management, University of Southern California, University of Michigan at Ann Arbor and Yale School of Management
Downloads 85 (369,404)
Citation 1

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Greedy or Grateful? Asking for More when Thanking Donors

Cowles Foundation Discussion Paper No. 2183, June 2019
Number of pages: 53 Posted: 18 Jun 2019
K. Sudhir, Hortense Fong and Subroto Roy
Yale School of Management, Yale University, School of Management, Students and University of New Haven - Department of Marketing and Quantitative Analysis
Downloads 73 (407,842)

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Gratitude, Field experiments, Reactance, Fundraising, Donor relationship management, Nonprofits, Altruism

Greedy or Grateful? Asking for More When Thanking Donors

Cowles Foundation Discussion Paper No. 2183R
Number of pages: 47 Posted: 28 Sep 2021
K. Sudhir, Hortense Fong and Subroto Roy
Yale School of Management, Yale University, School of Management, Students and University of New Haven - Department of Marketing and Quantitative Analysis
Downloads 8 (770,604)

Abstract:

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Gratitude, Field experiments, Reactance, Fundraising, Donor relationship management, Nonprofits

Can Friends Seed More Buzz and Adoption?

Cowles Foundation Discussion Paper No. 2178 (2019)
Number of pages: 31 Posted: 29 May 2019
Vineet Kumar and K. Sudhir
Yale School of Management and Yale School of Management
Downloads 75 (401,522)

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Word of mouth, Networks, seeding, Friendship paradox, Product adoption, diffusion

Can Friends Seed More Buzz and Adoption?

Cowles Foundation Discussion Paper No. 2178R
Number of pages: 43 Posted: 11 Oct 2021
Vineet Kumar and K. Sudhir
Yale School of Management and Yale School of Management
Downloads 6 (787,862)

Abstract:

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Word of mouth, Networks, Seeding, Friendship paradox, Product adoption, Diffusion

29.

Long Term Effects of 'Prosperity in Youth' on Consumption: Evidence from China

Cowles Foundation Discussion Paper No. 2025
Number of pages: 48 Posted: 28 Oct 2015 Last Revised: 01 Dec 2015
K. Sudhir and Ishani Tewari
Yale School of Management and Yale School of Management
Downloads 74 (400,223)
Citation 8

Abstract:

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Cohort effects, Lifecycle effects, Emerging markets, China, Prosperity in youth, Impressionable years hypothesis, Long-term effects

30.

Empirical Models of Manufacturer-Retailer Interaction: A Review and Agenda for Future Research

Marketing Letters, Vol. 21, No. 3, pp. 273-285, 2010 , Tuck School of Business Working Paper No. 2465625
Number of pages: 21 Posted: 14 Jul 2014
Dartmouth College - Tuck School of Business, University of Pennsylvania - Marketing Department, Drexel University, Northwestern University - Department of Marketing, Rotterdam School of Management, Erasmus University, Yale School of Management, University of California, San Diego (UCSD) - Rady School of Management and University of Maryland - Robert H. Smith School of Business
Downloads 74 (400,223)
Citation 3

Abstract:

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channel power, vertical strategic interaction, channel profit, trade promotions, private label

31.

Price Search Across Time and Across Stores

Cowles Foundation Discussion Paper No. 1492R, July 2019, Yale ICF Working Paper No. 2019-14
Number of pages: 53 Posted: 09 Jul 2019
Navid Mojir and K. Sudhir
Harvard Business School and Yale School of Management
Downloads 57 (457,631)
Citation 3

Abstract:

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Consumer Search, Price Search, Store search, Spatial search, Temporal search, Spatiotemporal Search, Dynamic Structural Models, MPEC

32.

Long Term Effects of Experience During Youth: Evidence from Consumption in China

Cowles Foundation Discussion Paper No. 2025R
Number of pages: 52 Posted: 21 Apr 2016 Last Revised: 21 May 2016
K. Sudhir and Ishani Tewari
Yale School of Management and Yale School of Management
Downloads 46 (502,236)

Abstract:

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Cohort effects, Lifecycle effects, Emerging markets, China, Prosperity in youth, Impressionable years hypothesis, Long-term effects

33.

Lookalike Targeting on Others' Journeys: Brand Versus Performance Marketing

Cowles Foundation Discussion Paper No. 2302
Number of pages: 47 Posted: 22 Sep 2021 Last Revised: 01 Oct 2021
K. Sudhir, Seung Yoon Lee and Subroto Roy
Yale School of Management, Yale Univeristy and University of New Haven - Department of Marketing and Quantitative Analysis
Downloads 30 (588,850)

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Digital advertising, Targeting, Algorithmic targeting, Lookalike targeting, Nonprofit marketing

34.

Two-Sided Matching between Fashion Firms and Publishers: When Firms Strategically Target Consumers for Brand Image

NET Institute Working Paper No. 21-07
Number of pages: 40 Posted: 02 Nov 2021
Alex Yao Yao, Sha Yang and K. Sudhir
Fowler College of Business, San Diego State University, University of Southern California - Marshall School of Business and Yale School of Management
Downloads 12 (709,120)

Abstract:

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fashion market, publishers, two-sided matching, consumer network

35.

A Structural Model of Organizational Buying for B2B Markets: Innovation Adoption with Share of Wallet Contracts

Cowles Foundation Discussion Paper No. 2315
Number of pages: 59 Posted: 28 Nov 2021
Navid Mojir and K. Sudhir
Harvard Business School and Yale School of Management
Downloads 4 (772,007)

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Organizational Buying Behavior, healthcare marketing, B2B Markets, B2B Innovation, New Product Diffusion, New Product Adoption

36.

Coresets for Regressions with Panel Data

Cowles Foundation Discussion Paper No. 2309
Number of pages: 28 Posted: 17 Nov 2021
Huawei TCS Lab, Yale School of Management and Yale University
Downloads 4 (772,007)

Abstract:

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37.

Coresets for Time Series Clustering

Cowles Foundation Discussion Paper No. 2310
Number of pages: 26 Posted: 17 Nov 2021
Huawei TCS Lab, Yale School of Management and Yale University
Downloads 3 (779,969)

Abstract:

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38.

Consumer Demand for Luxury Goods: Mechanisms Underlying the Psychological Effect of Price

Posted: 20 Jul 2021
Alex Yao Yao, Sha Yang and K. Sudhir
Fowler College of Business, San Diego State University, University of Southern California - Marshall School of Business and Yale School of Management

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Luxury goods, Psychological effect, Identity match mechanism, Self-reward mechanism, Perceived quality mechanism, Utility maximization

39.

Attribute Sentiment Scoring with Online Text Reviews: Accounting for Language Structure and Missing Attributes

Cowles Foundation Discussion Paper No. 2176, March 2019
Posted: 29 May 2019 Last Revised: 27 Sep 2021
Yale School of Management, UNC Chapel Hill Kenan-Flagler Business School and Yale School of Management

Abstract:

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Text mining, Natural language processing (NLP), Convolutional neural networks (CNN), Long-short term memory (LSTM) Networks, Deep learning, Lexicons, Endogeneity, Self-selection, Online reviews, Online ratings, Customer satisfaction

40.

When to Fire Customers? Customer Cost-Based Pricing

Management Science, Forthcoming
Posted: 08 Feb 2012
Jiwoong Shin, K. Sudhir and Dae-Hee Yoon
Yale School of Management, Yale School of Management and Yonsei University

Abstract:

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customer cost information, activity-based costing, behavior-based price discrimination, forward-looking customers, customer relationship management

41.

Forecasting Marketing Mix Responsiveness for New Products

Journal of Marketing Research, Forthcoming
Posted: 01 Nov 2007 Last Revised: 27 Aug 2009
Y. Jackie Luan and K. Sudhir
Independent and Yale School of Management

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Advertising Budgeting, Marketing Mix Modeling, New Product Introduction, Endogeneity, DVD

42.

The Role of Strategic Pricing by Retailers in the Success of Store Brands

Posted: 24 Jun 2004
K. Sudhir and Sergio Meza
Yale School of Management and University of Guelph

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Store brands, retailing, competition, breakfast cereal

43.

Structural Analysis of Competitive Behavior: New Empirical Industrial Organization Methods in Marketing

Posted: 16 Jan 2002
Cornell University - Samuel Curtis Johnson Graduate School of Management, Yale School of Management and Cornell University - Samuel Curtis Johnson Graduate School of Management

Abstract:

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New Empiricial Industrial Organization, Structural Models, Competition

44.

Structural Analysis of Manufacturer Pricing in the Presence of a Strategic Retailer

Posted: 23 Oct 2001
Yale School of Management, Cornell University - Samuel Curtis Johnson Graduate School of Management and Cornell University - Samuel Curtis Johnson Graduate School of Management

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Structural Models, Horizontal Strategic Interaction, Vertical Strategic Interaction, Retailer Pricing, Promotional Planning, New Empirical Industrial Organization

45.

Competitive Pricing Behavior in the Us Auto Market: A Structural Analysis

Marketing Science, Pp. 42-60, Winter 2001
Posted: 03 Oct 2001
K. Sudhir
Yale School of Management

Abstract:

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Auto Market, Competition, Structural Models, New Empirical Industrial Organization, Game Theory, Ability-Motivation Paradigm