Jagmohan S. Raju

University of Pennsylvania - Marketing Department

Joseph J. Aresty Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

  • University of Pennsylvania - Marketing Department

    • Email
    • Tel: 215-898-1114
    • Fax: 215-898-2534
SCHOLARLY PAPERS

13

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105

Scholarly Papers (13)

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1.

Competitive Strategies for Brick-and-Mortar Stores to Counter 'Showrooming'

Management Science, Vol. 64, Issue 7, July 2018, pp. 3076-3090
Number of pages: 47 Posted: 15 Jan 2013 Last Revised: 29 Nov 2021
Amit Mehra, Subodha Kumar and Jagmohan S. Raju
University of Texas at Dallas, Temple University - Fox School of Business and University of Pennsylvania - Marketing Department
Downloads 2,275 (14,407)
Citation 66

Abstract:

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retailing, showrooming, competition, pricing, game theory, competitive strategy

2.

Managing Conflicts between Marketing and Sales: Customer Acquisition in Business Markets

Number of pages: 41 Posted: 12 Dec 2019 Last Revised: 11 Feb 2025
Olivier Rubel, Chen Zhou, Rajdeep Grewal and Jagmohan S. Raju
University of California, Davis - Graduate School of Management, University of South Carolina, University of North Carolina (UNC) at Chapel Hill - Kenan-Flagler Business School and University of Pennsylvania - Marketing Department
Downloads 577 (103,777)

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Business Markets, Marketing-Sales Interface, Conflicts, Agency Theory, Sequential Agency Model.

3.

Fairness and Channel Coordination

Management Science, Vol. 53, No. 8, pp. 1303-1314, 2007
Number of pages: 28 Posted: 15 Jun 2009
Haitao (Tony) Cui, Jagmohan S. Raju and Z. John Zhang
University of Minnesota - Twin Cities, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 577 (103,549)
Citation 26

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Distribution Channels, Fairness, Channel Coordination, Behavioral Economics

4.

Customer Value-Based Management: Competitive Implications

Number of pages: 97 Posted: 31 Mar 2011
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 456 (137,584)
Citation 5

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Competitive Strategy, Customer Relationship Management, Game Theory

5.

Bayesian Estimation of Random-Coefficients Choice Models Using Aggregate Data

Journal of Applied Econometrics, Forthcoming
Number of pages: 44 Posted: 10 Apr 2005 Last Revised: 05 Apr 2012
Andres Musalem, Eric Bradlow and Jagmohan S. Raju
University of Chile - Industrial Engineering, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 445 (141,677)
Citation 4

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Discrete Choice Models, Data Augmentation, Markov Chain Monte Carlo Simulation, Random Coefficients

6.

S-Shaped Incentive Schemes and Pay Caps

Number of pages: 41 Posted: 05 Apr 2011
Haitao (Tony) Cui, Jagmohan S. Raju and Mengze Shi
University of Minnesota - Twin Cities, University of Pennsylvania - Marketing Department and Hong Kong University of Science & Technology (HKUST) - Department of Marketing
Downloads 288 (229,819)
Citation 1

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agency theory; pay fairness; sales force compensation; pay caps

7.

The Effect of Content Providers' Ability to Charge End-Users on the Network Neutrality Debate

Number of pages: 39 Posted: 30 Jun 2017
Abhinav Uppal and Jagmohan S. Raju
University of Pennsylvania, The Wharton School, Marketing Department and University of Pennsylvania - Marketing Department
Downloads 277 (238,450)

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Network Neutrality, Two-Sided Markets, Internet, Pricing, Game Theory

8.

A Price Discrimination Model of Trade Promotions

Marketing Science, Vol. 27, No. 5, pp. 779-795, 2007
Number of pages: 38 Posted: 16 Jun 2009
Haitao (Tony) Cui, Jagmohan S. Raju and Z. John Zhang
University of Minnesota - Twin Cities, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 209 (316,158)
Citation 3

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channels of distribution, channel power, trade promotion, forward-buying

9.

Editorial — Marketing Science: A Strategic Review

Marketing Science, Vol. 32, No. 1, 2013; pp. 4-7; DOI: 10.1287/mksc.1120.0763
Posted: 12 Nov 2013
Pradeep K. Chintagunta, Dominique M Hanssens, John R. Hauser, Jagmohan S. Raju, Kannan Srinivasan and Richard Staelin
University of Chicago, University of California, Los Angeles (UCLA) - Anderson School of Management, MIT Sloan School of Management, University of Pennsylvania - Marketing Department, Carnegie Mellon University and Duke University - Fuqua School of Business

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10.

Positioning and Pricing in a Variety Seeking Market

Management Science, 56 (6), 949-961, 2010
Posted: 08 Mar 2013
S. Sajeesh and Jagmohan S. Raju
University of Nebraska - Lincoln and University of Pennsylvania - Marketing Department

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Variety Seeking, Positioning, Pricing, Differentiation, Hotelling models

11.

Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

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Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

Marketing Science, Mar/Apr2013, Vol. 32 Issue 2, p246
Posted: 09 Sep 2012 Last Revised: 12 Nov 2013
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

Abstract:

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Competitive Strategy, Distribution Channel, Exclusive Arrangements, Game Theory, Raising Rival's Costs, Wireless Network Neutrality

Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

Marketing Science, Vol. 32, No. 2, 2013; pp. 246-270; DOI: 10.1287/mksc.1120.0752
Posted: 13 Nov 2013
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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competitive strategy, distribution channel, exclusive arrangements, game theory, raising rival's costs, wireless network neutrality

12.

Competitive Consequences of Using a Category Captain

Management Science, Vol. 56, No. 10, pp. 1739-1765, 2010
Posted: 19 Sep 2011 Last Revised: 05 Apr 2012
Upender Subramanian, Jagmohan S. Raju, Sanjay K. Dhar and Yusong Wang
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department, University of Chicago - Marketing Management and Fudan University - School of Management

Abstract:

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category management, delegation, distribution channels, retailing, suppy chain collaboration

13.

A Theory of Combative Advertising

Marketing Science, Vol. 28, No. 1, pp. 1-19, 2009
Posted: 14 May 2009
Yuxin Chen, Yogesh V. Joshi, Jagmohan S. Raju and Z. John Zhang
New York University (NYU) - Department of Marketing, University of Maryland - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

Abstract:

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advertising, persuasion, game theory, competitive strategy, prisoner's dilemma, preference shifts