Author Page for Sunil Gupta

Valuing Customers

Journal of Marketing Research, pp. 7-18, February 2004, HBS Marketing Research Paper No. 03-08

Number of pages: 13 Posted: 13 Nov 2003 Last Revised: 27 Jul 2011

Sunil Gupta, Donald R. Lehmann and Jennifer Ames Stuart

Harvard University - Business School (HBS), Columbia University - Columbia Business School, Marketing and Novartis International

Downloads 5,938 (2,260)

Citation 35

Abstract:

2.

Do Friends Influence Purchases in a Social Network?

Harvard Business School Marketing Unit Working Paper No. 09-123

Number of pages: 36 Posted: 20 Apr 2009

Raghuram Iyengar, Sangman Han and Sunil Gupta

University of Pennsylvania - Marketing Department, Sungkyunkwan University - School of Management and Harvard University - Business School (HBS)

Downloads 2,910 (7,534)

Citation 34

Abstract:

3.

Managing Churn to Maximize Profits

Marketing Science, 39(5), 956-973. https://doi.org/10.1287/mksc.2020.1229

Number of pages: 56 Posted: 09 May 2017 Last Revised: 07 Sep 2023

Aurelie Lemmens and Sunil Gupta

Rotterdam School of Management, Erasmus University Rotterdam and Harvard University - Business School (HBS)

Downloads 1,482 (21,728)

Citation 9

Abstract:

4.

In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

Tuck School of Business Working Paper No. 2903548, Columbia Business School Research Paper No. 17-16

Number of pages: 46 Posted: 23 Jan 2017 Last Revised: 05 Apr 2017

Eva Ascarza, Scott Neslin, Oded Netzer, Zachery Anderson, Peter Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David Neal, Foster Provost and Rom Y. Schrift

Harvard Business School, Dartmouth College - Tuck School of Business, Columbia University - Columbia Business School, Marketing, Electronic Arts, University of Pennsylvania - Marketing Department, Harvard University - Business School (HBS), London Business School, Rotterdam School of Management, Erasmus University Rotterdam, Reichman University - Interdisciplinary Center (IDC) Herzliyah - Adelson School of Entrepreneuship, Duke University, New York University and Kelley School of Business, Indiana University

Downloads 778 (54,335)

Citation 6

Abstract:

5.

The Past, Present, and Future of Customer Management

Marketing Letters, 31(2), 125-136

Number of pages: 17 Posted: 12 Sep 2019 Last Revised: 13 Dec 2022

Shin Oblander, Sunil Gupta, Carl F. Mela, Russell S. Winer and Donald R. Lehmann

Columbia Business School, Harvard University - Business School (HBS), Duke University - Fuqua School of Business, New York University (NYU) - Department of Marketing and Columbia University - Columbia Business School, Marketing

Downloads 693 (63,331)

Abstract:

6.

Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models

Kamakura, Wagner A., Neslin, Scott, Gupta, Sunil and Mason, Charlotte, Defection Detection: Measuring And Understanding the Predictive Accuracy Of Customer Churn Models, Journal of Marketing Research, Vol. XLIII (May 2006), 204–211

Number of pages: 9 Posted: 12 Feb 2014

Scott Neslin, Sunil Gupta, Wagner A. Kamakura, Junxiang Lu and Charlotte Mason

Dartmouth College - Tuck School of Business, Harvard University - Business School (HBS), Rice University, Comercia Bank and University of North Carolina (UNC) at Chapel Hill - Marketing Area

Downloads 284 (179,658)

Citation 6

Abstract:

7.

Cross-Merchant Spillovers in Coalition Loyalty Programs

Number of pages: 54 Posted: 03 May 2022

Donald Ngwe, Michael Els, Daniel Schwam and Sunil Gupta

Microsoft, affiliation not provided to SSRN, RAND Corporation and Harvard University - Business School (HBS)

Downloads 114 (398,576)

Abstract:

8.

Separating Homophily and Peer Influence with Latent Space

Number of pages: 44 Posted: 01 Jan 2014 Last Revised: 18 Jan 2018

Joseph P Davin, Sunil Gupta and Mikolaj Jan Piskorski

Harvard University, Harvard Business School, Students, Harvard University - Business School (HBS) and IMD

Downloads 101 (434,525)

Citation 6

Abstract:

9.

Choice in Computer-Mediated Environments

Marketing Letters, Vol. 8, No. 3, pp. 287-296, 1997

Number of pages: 10 Posted: 29 Jun 2009

Russell S. Winer, John Deighton, Sunil Gupta, Eric J. Johnson, Barbara Mellers, Vicki Morwitz, Thomas C. O'Guinn, Arvind Rangaswamy and Alan Sawyer

New York University (NYU) - Department of Marketing, Harvard Business School - Marketing Unit, Harvard University - Business School (HBS), Columbia University - Columbia Business School, Marketing, University of California, Berkeley - Marketing Group, New York University (NYU) - Department of Marketing, University of Wisconsin - Madison - Department of Marketing, Pennsylvania State University - Department of Marketing and affiliation not provided to SSRN

Downloads 66 (559,734)

Abstract:

10.

Modeling Large Data Sets in Marketing

Statistica Neerlandica (1998) Vol. 52, nr. 3, p. 303

Number of pages: 22 Posted: 15 Feb 2014

Sridhar Balasubramanian, Sunil Gupta, Wagner A. Kamakura and Michel Wedel

University of North Carolina Kenan-Flagler Business School, Harvard University - Business School (HBS), Rice University and University of Maryland - Robert H. Smith School of Business, Marketing Department

Downloads 46 (661,741)

Abstract:

11.

Issues in the Estimation and Application of Latent Structure Models of Choice

Downloads 27 (785,651)

2

Issues in the Estimation and Application of Latent Structure Models of Choice

Issues in the Estimation and Application of Latent Structure Models of Choice, Marketing Letters 5:4, (1994): 323-334

Number of pages: 13 Posted: 26 Apr 2014

William R Dillon, Ulf Bockenholt, Melinda Smith-De Borrero, Ham Bozdogan, Wayne De Sarbo, Sunil Gupta, Wagner A. Kamakura and Benkatram Ramaswamy

Southern Methodist University (SMU) - Marketing Department, Northwestern University, Independent, Independent, Independent, Harvard University - Business School (HBS), Rice University and Independent

Downloads 27 (817,820)

Abstract:

Issues in the Estimation and Application of Latent Structure Models of Choice

Marketing Letters 5:4, (1994), pp. 323-334

Posted: 06 Jun 2016

William R Dillon, Ulf Böckenholt, Melinda Smith-De Borrero, Ham Bozdogan, Wayne S. DeSarbo, Sunil Gupta, Wagner A. Kamakura, Ajith Kumar, Benkatram Ramaswamy and Michael Zenor

Southern Methodist University (SMU) - Marketing Department, McGill University - Desautels Faculty of Management, Independent, Independent, Pennsylvania State University, Harvard University - Business School (HBS), Rice University, T. A. Pai Management Institute, University of Michigan at Dearborn and University of Texas at Austin

Abstract:

12.

A Stochastic Three-Way Unfolding Model for Asymmetric Binary Data

Applied Psychological Measurement, (1987) Vol. 11, No. 4, pp. 397-418

Number of pages: 23 Posted: 27 May 2016

Wayne S. DeSarbo, Donald R. Lehmann, Morris Holbrook, William J. Havlena and Sunil Gupta

Pennsylvania State University, Columbia University - Columbia Business School, Marketing, Columbia University, Southern Methodist University (SMU) and Harvard University - Business School (HBS)

Downloads 26 (801,676)

Abstract:

13.

Designing Freemium: Strategic Balancing Growth and Monetization

Posted: 21 Apr 2016 Last Revised: 22 Aug 2017

Clarence Lee, Vineet Kumar and Sunil Gupta

Eisengard AI, Harvard Business School and Harvard University - Business School (HBS)

Abstract:

14.

Introduction to Theory and Practice in Marketing Conference Special Section of Marketing Science

Marketing Science, Vol. 33, No. 1, 2014; pp. 1-5; DOI: 10.1287/mksc.2013.0830, Columbia Business School Research Paper No. 14-19

Posted: 28 Feb 2014

Sunil Gupta, Dominique M Hanssens, John R. Hauser, Donald R. Lehmann and Bernd H. Schmitt

Harvard University - Business School (HBS), University of California, Los Angeles (UCLA) - Anderson School of Management, MIT Sloan School of Management, Columbia University - Columbia Business School, Marketing and Columbia Business School - International Business

Abstract:

15.

The New York Times Paywall

Harvard Business School Marketing Unit Case No. 512-077

Posted: 08 May 2012

Vineet Kumar, Bharat N. Anand, Sunil Gupta and Felix Oberholzer-Gee

Harvard Business School, Harvard University - Strategy Unit, Harvard University - Business School (HBS) and Harvard Business School, Strategy Unit

Abstract:

16.

Groupon

Harvard Business School Marketing Unit Case No. 511-094

Posted: 13 Mar 2012

Sunil Gupta, Ray Weaver and Dharmishta Rood

Harvard University - Business School (HBS), Harvard University - Business School (HBS) and Harvard University - Business School (HBS)

Abstract:

17.

BBVA Compass: Marketing Resource Allocation

Harvard Business School Marketing Unit Case No. 511-096

Posted: 13 Mar 2012

Sunil Gupta and Joseph Davies-Gavin

Harvard University - Business School (HBS) and Harvard University - Business School (HBS)

Abstract:

18.

PatientsLikeMe: An Online Community of Patients

Harvard Business School Marketing Unit Case No. 511-093

Posted: 28 Feb 2012

Sunil Gupta and Jason Riis

Harvard University - Business School (HBS) and Harvard University - Business School (HBS)

Abstract:

19.

TripAdvisor

Harvard Business School Marketing Unit Case No. 511-004

Posted: 01 Feb 2012

Sunil Gupta and Kerry Herman

Harvard University - Business School (HBS) and Harvard Business School

Abstract:

20.

Bank of America: Mobile Banking

HBS Case No. 510-063, Harvard Business School Marketing Unit

Posted: 02 Jun 2010

Sunil Gupta and Kerry Herman

Harvard University - Business School (HBS) and Harvard Business School

Abstract:

21.

Backchannelmedia: Making Television 'Clickable'

HBS Case Number: 509-026, Harvard Business School Marketing Unit

Posted: 20 May 2009

Sunil Gupta, Kavita Shukla and Zachary Clayton

Harvard University - Business School (HBS), Harvard University - Business School (HBS) and Harvard University - Business School (HBS)

Abstract:

22.

Allocating Marketing Resources

MARKETING MIX DECISIONS: NEW PERSPECTIVES AND PRACTICES, Roger A. Kerin and Rob O'Regan, eds., American Marketing Association, Chicago, IL, 2008, Harvard Business School Marketing Research Paper No. 08-069

Posted: 12 Feb 2008 Last Revised: 21 Jun 2008

Sunil Gupta and Thomas J. Steenburgh

Harvard University - Business School (HBS) and University of Virginia - Darden Graduate School of Business

Abstract:

23.

Leveraging Information Across Categories

Quantitative Marketing and Economics, Vol. 1, No. 4, pp. 425-465, December 2003, HBS Marketing Unit Research Paper No. 03-06

Posted: 03 Jan 2004 Last Revised: 15 Jun 2011

Raghurim Iyengar, Asim Ansari and Sunil Gupta

Columbia Business School, Columbia University - Columbia Business School, Marketing and Harvard University - Business School (HBS)

Sunil Gupta

Harvard University - Business School (HBS)

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Scholarly Papers (23)

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