Kinshuk Jerath

Columbia University - Columbia Business School

3022 Broadway

New York, NY 10027

United States

SCHOLARLY PAPERS

33

DOWNLOADS
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Top 5,256

in Total Papers Downloads

10,203

SSRN CITATIONS
Rank 8,058

SSRN RANKINGS

Top 8,058

in Total Papers Citations

134

CROSSREF CITATIONS

30

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 and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 1,493 (15,690)
Citation 26

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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, University of Pennsylvania - Marketing Department and London Business School
Downloads 1,070 (25,804)
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, University of Pennsylvania - Marketing Department and London Business School
Downloads 969 (29,710)
Citation 4

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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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 886 (33,673)
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, Carnegie Mellon University - David A. Tepper School of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 609 (55,836)
Citation 4

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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, 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 531 (66,231)
Citation 21

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

7.

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
Downloads 502 (71,110)
Citation 1

Abstract:

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customer lifetime value, Pareto/NBD

8.

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, University of Florida - Warrington College of Business and The Wharton School, University of Pennsylvania
Downloads 442 (82,840)
Citation 2

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

9.

Advertising on Online Marketplaces: Information Asymmetry and the Relevance of Sponsored Listings

Number of pages: 42 Posted: 04 Aug 2017 Last Revised: 17 Dec 2019
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, Columbia University - Columbia Business School and Kelley School of Business, Indiana University
Downloads 439 (83,491)
Citation 5

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E-commerce, Sponsored Search, Advertising, Product Heterogeneity, Platform, Asymmetric Information

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 386 (97,009)
Citation 28

Abstract:

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

11.

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, Yale School of Management and Duke University - Fuqua School of Business
Downloads 292 (131,785)
Citation 14

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

12.

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
Downloads 246 (156,822)
Citation 9

Abstract:

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salesforce compensation, inventory, marketing-operations interface

13.

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 235 (163,904)
Citation 1

Abstract:

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

14.

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 223 (172,354)
Citation 3

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

15.

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 and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 211 (181,588)
Citation 1

Abstract:

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

16.

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 and Columbia Business School - Marketing
Downloads 199 (191,677)
Citation 3

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

17.

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 and Columbia Business School - Marketing
Downloads 190 (199,760)
Citation 1

Abstract:

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

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
Downloads 187 (202,624)
Citation 3

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

19.

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, University of Nebraska - Lincoln and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 171 (219,043)

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

20.

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 169 (221,184)
Citation 13

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

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
Downloads 164 (226,799)
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 and The Chinese University of Hong Kong (CUHK)
Downloads 111 (306,535)
Citation 2

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

23.

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 and University of South Florida - College of Business Administration
Downloads 106 (316,464)

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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, The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 104 (320,600)
Citation 12

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25.

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 69 (410,300)
Citation 2

Abstract:

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

26.

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 and Carnegie Mellon University - David A. Tepper School of Business
Downloads 64 (426,784)
Citation 9

Abstract:

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

27.

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 and University of North Carolina (UNC) at Chapel Hill - Marketing Area
Downloads 55 (459,118)

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

28.

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
Downloads 36 (542,995)

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comparative advertising, negative advertising, product positioning

29.

Motivating Bold Actions

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
Downloads 23 (620,552)

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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 and Columbia Business School - Marketing
Downloads 21 (634,567)

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, 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

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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 and University of Pennsylvania - The Wharton School - Department of Marketing

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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, 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