Kinshuk Jerath

Columbia University - Columbia Business School, Marketing

New York, NY 10027

United States

SCHOLARLY PAPERS

33

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10,838

SSRN CITATIONS
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Top 7,942

in Total Papers Citations

134

CROSSREF CITATIONS

29

Scholarly Papers (33)

1.

Agency Selling or Reselling? Channel Structures in Electronic Retailing

Forthcoming, Management Science
Number of pages: 38 Posted: 01 Mar 2012 Last Revised: 05 Apr 2015
Vibhanshu Abhishek, Kinshuk Jerath and Z. John Zhang
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 1,550 (16,874)
Citation 26

Abstract:

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multi-channel retailing, electronic commerce, distribution channel, cross-channel spillovers, agency model, retail competition, game theory

2.

Customer-Base Analysis on a 'Data Diet': Model Inference Using Repeated Cross-Sectional Summary (RCSS) Data

Number of pages: 38 Posted: 14 Nov 2010 Last Revised: 22 Dec 2013
Kinshuk Jerath, Peter Fader and Bruce Hardie
Columbia University - Columbia Business School, Marketing, University of Pennsylvania - Marketing Department and London Business School
Downloads 1,089 (28,456)
Citation 1

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Customer-base analysis, probability models, Pareto/NBD, scalability, data aggregation, information loss

3.

New Perspectives on Customer 'Death' Using a Generalization of the Pareto/NBD Model

Number of pages: 35 Posted: 22 Jun 2007 Last Revised: 04 Apr 2012
Kinshuk Jerath, Peter Fader and Bruce Hardie
Columbia University - Columbia Business School, Marketing, University of Pennsylvania - Marketing Department and London Business School
Downloads 979 (33,106)
Citation 3

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Customer-base analysis, Pareto/NBD, BG/NBD, customer attrition

4.

The Emergence of Opinion Leaders in a Networked Online Community: A Dyadic Model with Time Dynamics and a Heuristic for Fast Estimation

Management Science, Forthcoming
Number of pages: 33 Posted: 04 Mar 2010 Last Revised: 28 Jan 2013
Yingda Lu, Kinshuk Jerath and Param Vir Singh
Rensselaer Polytechnic Institute (RPI), Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 892 (37,788)
Citation 4

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user-generated content, opinion leaders, social networks, network growth, proportional hazard model, weighted exogenous sampling

5.

Consumer Click Behavior at a Search Engine: The Role of Keyword Popularity

Johnson School Research Paper Series No. 24-2012
Number of pages: 34 Posted: 10 Oct 2012 Last Revised: 12 Mar 2013
Kinshuk Jerath, Liye Ma and Young-Hoon Park
Columbia University - Columbia Business School, Marketing, Carnegie Mellon University - David A. Tepper School of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 625 (60,561)
Citation 4

Abstract:

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Sponsored search advertising, organic search listings, consumer click behavior, keyword popularity

6.

A 'Position Paradox' in Sponsored Search Auctions

Johnson School Research Paper Series No. 36-09
Number of pages: 45 Posted: 01 Sep 2009 Last Revised: 15 Oct 2010
Columbia University - Columbia Business School, Marketing, Carnegie Mellon University - David A. Tepper School of Business, Cornell University - Samuel Curtis Johnson Graduate School of Management and Carnegie Mellon University - David A. Tepper School of Business
Downloads 536 (73,542)
Citation 21

Abstract:

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sponsored search advertising, search cost, vertical differentiation, bidding strategy, pay-per-impression, pay-per-click

7.

The Impact of Sponsored Listings on Online Marketplaces: Insights from a Field Experiment

Number of pages: 35 Posted: 04 Aug 2017 Last Revised: 15 Mar 2022
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, Columbia University - Columbia Business School, Marketing and Kelley School of Business, Indiana University
Downloads 533 (74,228)
Citation 5

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E-commerce platforms; Advertising, Sponsored search; Third-party sellers; Asymmetric information; Product heterogeneity

8.

Estimating Clv Using Aggregated Data: the Tuscan Lifestyles Case Revisited

Number of pages: 27 Posted: 18 Sep 2006
Peter Fader, Bruce Hardie and Kinshuk Jerath
University of Pennsylvania - Marketing Department, London Business School and Columbia University - Columbia Business School, Marketing
Downloads 506 (78,916)
Citation 1

Abstract:

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customer lifetime value, Pareto/NBD

9.

An Information Stock Model of Customer Behavior in Multichannel Customer Support Services

Manufacturing and Service Operations Management (2015). 17(3), 368-383
Number of pages: 42 Posted: 10 Aug 2012 Last Revised: 27 Apr 2017
Kinshuk Jerath, Anuj Kumar and Serguei Netessine
Columbia University - Columbia Business School, Marketing, University of Florida - Warrington College of Business and The Wharton School, University of Pennsylvania
Downloads 448 (91,274)
Citation 2

Abstract:

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Multichannel Customer Behavior, Customer Service, Call Center, Empirical OM, Probability Modeling

10.

Firm Strategies in the 'Mid Tail' of Platform-Based Retailing

Number of pages: 50 Posted: 01 Jul 2010 Last Revised: 30 Apr 2011
Baojun Jiang, Kinshuk Jerath and Kannan Srinivasan
Washington University in Saint Louis - John M. Olin Business School, Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 415 (99,725)
Citation 28

Abstract:

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platform, long-tail products, retailing, signaling, asymmetric information, pooling equilibrium

11.

Designing an Online Retail Marketplace: Leveraging Information from Sponsored Advertising.

Kenan Institute of Private Enterprise Research Paper No. 20-03
Number of pages: 47 Posted: 30 Jan 2020 Last Revised: 17 May 2021
Fei Long, Kinshuk Jerath and Miklos Sarvary
University of North Carolina (UNC) at Chapel Hill - Marketing Area, Columbia University - Columbia Business School, Marketing and Columbia University - Columbia Business School, Marketing
Downloads 312 (136,658)
Citation 3

Abstract:

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E-commerce platform, search advertising, retailing, asymmetric information

12.

Product Quality in a Distribution Channel With Inventory Risk

Marketing Science, Vol. 36, No. 5, September-October 2017
Number of pages: 44 Posted: 30 Apr 2015 Last Revised: 25 Aug 2019
Kinshuk Jerath, Sang-Hyun Kim and Robert Swinney
Columbia University - Columbia Business School, Marketing, Yale School of Management and Duke University - Fuqua School of Business
Downloads 308 (138,590)
Citation 14

Abstract:

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quality; demand uncertainty; newsvendor; responsive pricing; channel coordination; marketing and operations interface

13.

Salesforce Compensation with Inventory Considerations

Management Science, Vol. 59, No. 11, pp. 2490–2501, November 2013
Number of pages: 31 Posted: 23 Dec 2012 Last Revised: 20 Apr 2017
Tinglong Dai and Kinshuk Jerath
Johns Hopkins University - Carey Business School and Columbia University - Columbia Business School, Marketing
Downloads 252 (169,966)
Citation 9

Abstract:

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salesforce compensation, inventory, marketing-operations interface

14.

Cross-Market Discounts

Number of pages: 49 Posted: 05 Dec 2009
Marcel Goic, Kinshuk Jerath and Kannan Srinivasan
Carnegie Mellon University - David A. Tepper School of Business, Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 243 (175,957)
Citation 1

Abstract:

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fuelperks, PowerPump, retail promotions, nonlinear pricing, competition, game theory

15.

Consumer Purchase Journey, Ad Wearout, and Privacy Choices

Columbia Business School Research Paper Forthcoming
Number of pages: 57 Posted: 12 Dec 2019 Last Revised: 21 Oct 2020
W. Jason Choi, Kinshuk Jerath and Miklos Sarvary
Rutgers Business School, Columbia University - Columbia Business School, Marketing and Columbia University - Columbia Business School, Marketing
Downloads 228 (186,974)
Citation 1

Abstract:

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consumer purchase journey, retargeting, ad wearout, consumer tracking, consumer privacy choice

16.

Exclusive Display in Sponsored Search Advertising

Number of pages: 41 Posted: 09 May 2011 Last Revised: 19 May 2015
Kinshuk Jerath and Amin Sayedi
Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 227 (188,512)
Citation 3

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sponsored search advertising, exclusive display, game theory, position auctions, two-dimensional auctions

17.

The Impact of "One-Stop Shopping" on Competitive Store Brand Strategy

Number of pages: 35 Posted: 16 Nov 2009
Tansev Geylani, Kinshuk Jerath and Z. John Zhang
University of Pittsburgh - Katz Graduate School of Business, Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 226 (188,512)
Citation 1

Abstract:

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private label strategy, retail competition, distribution channels, game theory

18.

Salesforce Contracting under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts

Marketing Science, Vol. 38, No. 5, pp. 852–870, September–October 2019
Number of pages: 47 Posted: 18 Oct 2017 Last Revised: 04 Nov 2019
Tinglong Dai and Kinshuk Jerath
Johns Hopkins University - Carey Business School and Columbia University - Columbia Business School, Marketing
Downloads 195 (216,227)
Citation 3

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Salesforce compensation, yield uncertainty, demand censoring, double moral hazard, quota-bonus contract, early vs. late contracting

19.

Competitive Poaching in Sponsored Search Advertising and Its Strategic Impact on Traditional Advertising

Number of pages: 50 Posted: 07 May 2012
Amin Sayedi, Kinshuk Jerath and Kannan Srinivasan
Carnegie Mellon University - David A. Tepper School of Business, Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 175 (237,420)
Citation 13

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Advertising channels, sponsored search, consumer purchase stages, game theory, auctions, poaching, bidding on trademark keywords

20.

A Model of Unorganized and Organized Retailing in Emerging Economies

Columbia Business School Research Paper No. 15-38
Number of pages: 44 Posted: 28 Mar 2015 Last Revised: 30 Sep 2015
Kinshuk Jerath, S. Sajeesh and Z. John Zhang
Columbia University - Columbia Business School, Marketing, University of Nebraska - Lincoln and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 174 (238,600)

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Unorganized and organized retailing, kirana shops, developing economies, multinational retailers, Salop model

21.

Impact of Inventory on Quota-Bonus Contracts with Rent Sharing

Operations Research Vol. 64, No. 1, pp. 94 - 98, January-February 2016;, Columbia Business School Research Paper No. 13-87
Number of pages: 11 Posted: 26 Nov 2013 Last Revised: 11 Feb 2017
Tinglong Dai and Kinshuk Jerath
Johns Hopkins University - Carey Business School and Columbia University - Columbia Business School, Marketing
Downloads 165 (249,459)
Citation 7

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quota-bonus contract, inventory, demand censoring, IFR distribution

22.

Pay to Lose: A Theory of Digital Co-op

MIT Sloan Research Paper No. 5368-18, Columbia Business School Research Paper No. 18-35
Number of pages: 74 Posted: 17 Apr 2018 Last Revised: 15 May 2021
Fei Long, Kinshuk Jerath and T. Tony Ke
University of North Carolina (UNC) at Chapel Hill - Marketing Area, Columbia University - Columbia Business School, Marketing and The Chinese University of Hong Kong (CUHK)
Downloads 134 (294,742)
Citation 2

Abstract:

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search advertising, cooperative advertising, game theory, category keyword, brand keyword

23.

Negative Advertising and Product Design

Number of pages: 62 Posted: 16 Aug 2021
University of British Columbiaaffiliation not provided to SSRN, University of Pennsylvania - The Wharton School and Columbia University - Columbia Business School, Marketing
Downloads 130 (301,620)

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comparative advertising, negative advertising, product positioning

24.

Can We All Get Along? Incentive Contracts to Bridge the Marketing and Operations Divide

Number of pages: 43 Posted: 04 Sep 2013
Kinshuk Jerath, Serguei Netessine and Z. John Zhang
Columbia University - Columbia Business School, Marketing, The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 113 (333,589)
Citation 12

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25.

Query Driven Conceptual Browsing: A Semi-Automated Approach for Building and Exploring Concepts on the Web

15th Annual Workshop on Information Technolgies & Systems (WITS) Paper
Number of pages: 6 Posted: 27 Feb 2006 Last Revised: 01 Sep 2009
Kinshuk Jerath and Balaji Padmanabhan
Columbia University - Columbia Business School, Marketing and University of South Florida - College of Business Administration
Downloads 106 (348,526)

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26.

Online Technical Appendix for 'The Emergence of Opinion Leaders in a Networked Online Community: A Dyadic Model with Time Dynamics and a Heuristic for Fast Estimation'

Number of pages: 55 Posted: 25 Jan 2013 Last Revised: 28 Aug 2015
Yingda Lu, Kinshuk Jerath and Param Vir Singh
Rensselaer Polytechnic Institute (RPI), Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 75 (430,485)
Citation 2

Abstract:

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user-generated content, opinion leaders, social networks, network growth, proportional hazard model, weighted exogenous sampling

27.

Keyword Management Costs and 'Broad Match' in Sponsored Search Advertising

Columbia Business School Research Paper No. 15-37
Number of pages: 51 Posted: 28 Mar 2015
Wilfred Amaldoss, Kinshuk Jerath and Amin Sayedi
Duke University - Fuqua School of Business, Columbia University - Columbia Business School, Marketing and Carnegie Mellon University - David A. Tepper School of Business
Downloads 73 (436,847)
Citation 9

Abstract:

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aid search advertising, position auctions, bidding costs, automatic bidding, game theory

28.

Multi-Period Contracting and Salesperson Effort Profiles: The Optimality of 'Hockey Stick,' 'Giving Up' and 'Resting on Laurels'

Columbia Business School Research Paper Forthcoming
Number of pages: 74 Posted: 04 Feb 2020
Kinshuk Jerath and Fei Long
Columbia University - Columbia Business School, Marketing and University of North Carolina (UNC) at Chapel Hill - Marketing Area
Downloads 62 (475,238)

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Salesforce Compensation, Dynamic Incentives, Effort Gaming, “Hockey Stick,” Sales Push Out and Pull In

29.

Motivating Bold Actions

Columbia Business School Research Paper
Number of pages: 65 Posted: 18 May 2021
Fei Long and Kinshuk Jerath
University of North Carolina (UNC) at Chapel Hill - Marketing Area and Columbia University - Columbia Business School, Marketing
Downloads 40 (572,091)

Abstract:

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Salesforce compensation, dynamic incentives, risky actions, agent gaming.

30.

Persuasive Advertising in a Vertically Differentiated Market

Number of pages: 55 Posted: 30 Jun 2019
W. Jason Choi, Kinshuk Jerath and Miklos Sarvary
Rutgers Business School, Columbia University - Columbia Business School, Marketing and Columbia University - Columbia Business School, Marketing
Downloads 27 (648,979)

Abstract:

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advertising strategy, advertising content, loss aversion, quality reference, competition, game theory

31.

Inefficiencies in Digital Advertising Markets

Journal of Marketing, Forthcoming, Columbia Business School Research Paper Forthcoming
Posted: 30 Sep 2019 Last Revised: 05 May 2020
Northwestern University - Kellogg School of Management, Columbia University - Columbia Business School, Marketing, University of California, Berkeley - Haas School of Business, Stanford Graduate School of Business, Yale School of Management and University of California, San Diego (UCSD) - Rady School of Management

Abstract:

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Advertising, Antitrust, Digitalization, Inefficiencies, Markets

32.

Store-Within-a-Store

Journal of Marketing Research, Forthcoming
Posted: 02 Sep 2009
Kinshuk Jerath and Z. John Zhang
Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing

Abstract:

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distribution channels, contracting, retailing formats, power retailer, department stores

33.

Revenue Management With Strategic Customers: Last-Minute Selling and Opaque Selling

Management Science, Forthcoming
Posted: 19 Sep 2007 Last Revised: 09 Nov 2013
Columbia University - Columbia Business School, Marketing, The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Operations, Information and Decisions

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channels of distribution, competition, revenue management, strategic consumer behavior, rational expectations