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

36

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CITATIONS
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71

Scholarly Papers (36)

1.

Investigating New Product Diffusion Across Products and Countries

Yale SOM Working Paper No. MK-06
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 1,319 (14,122)

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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 843 (27,483)
Citation 18

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

3.

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 582 (45,365)
Citation 2

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

4.

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 578 (45,762)

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

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 554 (48,338)
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 525 (51,723)
Citation 1

Abstract:

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

7.

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

Yale SOM Working Paper No. MK-08
Number of pages: 40 Posted: 23 Oct 2001
Jack K. H. Lee, K. Sudhir and Joel Steckel
City University of New York - Department of Marketing and International Business, Yale School of Management and New York University (NYU) - Department of Marketing
Downloads 375 (77,875)
Citation 4

Abstract:

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Multidimensional Scaling, Variety Seeking, Inertia

8.

Effects of Cost-Information Transparency on Intertemporal Pricing and Innovation

Number of pages: 44 Posted: 16 Feb 2016 Last Revised: 06 Feb 2017
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 356 (82,767)
Citation 1

Abstract:

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signaling, dynamic pricing, price discrimination, strategic consumer, cost transparency, consumer search, consumer surplus, market structure

9.

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 305 (98,334)
Citation 3

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

10.

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, University of Cambridge - Judge Business School and Yale School of Management
Downloads 277 (109,135)

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

11.

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 273 (110,886)
Citation 1

Abstract:

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

12.

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 266 (113,868)
Citation 3

Abstract:

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

13.

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 220 (137,890)
Citation 2

Abstract:

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

14.

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 216 (140,363)

Abstract:

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

15.

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 207 (146,033)
Citation 1

Abstract:

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Structural models, Sales promotions, Dynamic Programming, Retailing

16.

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 194 (155,244)
Citation 1

Abstract:

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Price Search, Cherry Picking, Profit Impact

17.

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 McGill Desautels Faculty of Management
Downloads 162 (182,068)

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

18.

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 120 (231,636)
Citation 1

Abstract:

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

19.

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 113 (242,021)
Citation 1

Abstract:

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20.

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
Yale University, School of Management, Yale School of Management, Yale School of Management and Yale School of Management
Downloads 95 (272,517)
Citation 3

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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
Yale University, School of Management, Yale School of Management, Yale School of Management and Yale School of Management
Downloads 90 (282,068)
Citation 1

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

22.

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 65 (340,566)

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

23.

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 59 (357,515)
Citation 1

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

24.

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 50 (386,051)

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25.

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 32 (455,282)

Abstract:

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

26.

Attribute Sentiment Scoring with Online Text Reviews: Accounting for Language Structure and Attribute Self-Selection

Cowles Foundation Discussion Paper No. 2176, March 2019
Number of pages: 55 Posted: 29 May 2019 Last Revised: 12 Jun 2019
Yale School of Management, Yale University, School of Management and Yale School of Management
Downloads 25 (490,394)

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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

27.

The Causal Effect of Service Satisfaction on Customer Loyalty

Number of pages: 41 Posted: 06 Jun 2019
Guofang Huang and K. Sudhir
Purdue University and Yale School of Management
Downloads 19 (524,746)

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

28.

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 17 (536,368)

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

29.

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 14 (554,081)

Abstract:

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

30.

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 14 (554,081)

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

31.

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

32.

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

33.

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

34.

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

International Journal of Research in Marketing, Vol. 18, No. 1-2, pp 161-186, 2001
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

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New Empiricial Industrial Organization, Structural Models, Competition

35.

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

International Journal of Research in Marketing, June 2001
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

36.

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

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