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

30

DOWNLOADS
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CITATIONS
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Top 8,214

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56

Scholarly Papers (30)

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 1,264 (11,617)
Citation 18

Abstract:

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 734 (24,659)
Citation 12

Abstract:

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 552 (39,277)
Citation 4

Abstract:

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 547 (40,997)

Abstract:

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 533 (41,200)
Citation 2

Abstract:

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 488 (44,482)
Citation 1

Abstract:

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 (CUNY) - Department of Marketing and International Business, Yale School of Management and New York University (NYU) - Department of Marketing
Downloads 362 (66,436)
Citation 2

Abstract:

Multidimensional Scaling, Variety Seeking, Inertia

8.

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 217 (107,471)
Citation 2

Abstract:

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

9.

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 204 (122,104)
Citation 10

Abstract:

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

10.

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 196 (123,767)

Abstract:

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

11.

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 174 (137,512)
Citation 2

Abstract:

Price Search, Cherry Picking, Profit Impact

12.

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, Carnegie Mellon University, Yale School of Management and Yale School of Management
Downloads 142 (105,611)

Abstract:

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

13.

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 121 (112,162)

Abstract:

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

14.

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 105 (208,919)
Citation 1

Abstract:

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

15.

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 96 (218,848)
Citation 2

Abstract:

16.

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 89 (184,166)

Abstract:

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

17.

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 85 (100,817)

Abstract:

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

18.

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
Yale University and Yale School of Management
Downloads 57 (145,971)

Abstract:

Structural models, Sales promotions, Dynamic Programming, Retailing

19.

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
Tuck School of Business at Dartmouth, 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 37 (324,803)

Abstract:

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

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 School of Management, Yale School of Management, Yale School of Management and Yale School of Management
Downloads 0 (319,151)

Abstract:

21.

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 0 (467,989)

Abstract:

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

22.

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 0 (395,032)

Abstract:

23.

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 Washington University in St. Louis - John M. Olin Business School
Downloads 0 (119,902)

Abstract:

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

24.

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 0 (345,634)

Abstract:

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

25.

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:

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

26.

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
Tuck School of Business at Dartmouth and Yale School of Management

Abstract:

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

27.

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

Abstract:

Store brands, retailing, competition, breakfast cereal

28.

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

Abstract:

New Empiricial Industrial Organization, Structural Models, Competition

29.

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

Abstract:

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

30.

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:

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