Raghuram Iyengar

University of Pennsylvania - Marketing Department

Associate Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

SCHOLARLY PAPERS

10

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CITATIONS
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13

Scholarly Papers (10)

1.

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 Business School
Downloads 2,442 (4,718)

Abstract:

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2.

Putting One-to-One Marketing to Work: Personalization, Customization and Choice

Marketing Letters, 2008
Number of pages: 25 Posted: 14 Apr 2008 Last Revised: 04 Apr 2012
University of Wisconsin - Madison - Department of Marketing, University of Pennsylvania - The Wharton School, New York University (NYU) - Leonard N. Stern School of Business, University of Houston, University of Pennsylvania - Marketing Department, New York University (NYU) - Department of Information, Operations, and Management Sciences, University of Maryland - Department of Marketing, Georgia State University, University of Connecticut School of Business, Dartmouth College - Tuck School of Business, University of Nebraska - Lincoln, Guanghua School of Management, University of Houston - C.T. Bauer College of Business, Northwestern University - Integrated Marketing Communications Program and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 894 (23,557)
Citation 7

Abstract:

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one-to-one marketing, CRM, customization, choice

3.

The Perils of Proactive Churn Prevention Using Plan Recommendations: Evidence from a Field Experiment

Columbia Business School Research Paper No. 13-76
Number of pages: 60 Posted: 13 Oct 2013 Last Revised: 16 May 2015
Eva Ascarza, Raghuram Iyengar and Martin Schleicher
Harvard Business School, University of Pennsylvania - Marketing Department and Columbia University - Columbia Business School
Downloads 565 (44,073)

Abstract:

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Churn, Retention, Field Experiment, Pricing, Nonlinear pricing, Tariff/Plan choice, Targeting

4.

How Interest Shapes Word-of-Mouth Over Different Channels

Number of pages: 40 Posted: 01 Mar 2012
Jonah A. Berger and Raghuram Iyengar
University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 525 (48,387)

Abstract:

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word of mouth, online, offline

5.

Consumer Dynamic Usage Allocation and Learning under Multi-Part Tariffs

Marketing Science, Volume 34, Issue 1, 2015
Number of pages: 56 Posted: 26 Sep 2012 Last Revised: 14 Aug 2016
Arun Gopalakrishnan, Raghuram Iyengar and Robert J. Meyer
Washington University in St. Louis - John M. Olin Business School, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 193 (146,949)

Abstract:

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multi-part tariffs, dynamic allocation, consumer learning, dynamic decision making

6.

Choice Models and Customer Relationship Management

Kamakura, Wagner A., Mela, Carl F., Ansari, Asim, Bodapati, Anand V., Fader, Peter, Iyengar, Raghuram, Naik, Prasad A. , Neslin, Scott, Sun, Baohong, Verhoef, Peter C., Wedel, Michel and Wilcox, Ronald T., Choice Models and Customer Relationship Management (2005). Marketing Letters 16:3/4, 279-291
Number of pages: 13 Posted: 12 Feb 2014
Rice University, Duke University - Fuqua School of Business, Columbia Business School - Marketing, University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department, University of California, Davis, Dartmouth College - Tuck School of Business, Carnegie Mellon University - David A. Tepper School of Business, University of Groningen - Department of Marketing & Marketing Research, University of Maryland - Robert H. Smith School of Business, Marketing Department and University of Virginia - Darden School of Business
Downloads 115 (225,563)
Citation 2

Abstract:

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customer relationship management, direct marketing

7.

Modeling Multimodal Consumer Heterogeneity in Conjoint Analysis – A Sparse Learning Approach

Number of pages: 56 Posted: 21 Nov 2013
Yupeng Chen, Raghuram Iyengar and Garud Iyengar
University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and Columbia University - Department of Industrial Engineering and Operations Research (IEOR)
Downloads 88 (270,309)

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Sparse Learning, Multimodal Consumer Heterogeneity, Conjoint Analysis, Econometric Models

8.

A Flexible Demand Model for Complements Using Household Production Theory

HEC Paris Research Paper, No. MKG-2017-1225
Number of pages: 55 Posted: 30 Aug 2017 Last Revised: 16 Oct 2018
Ludovic Stourm, Raghuram Iyengar and Eric Bradlow
HEC Paris, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 72 (304,607)

Abstract:

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Utility Theory, Multicategory Demand Models, Bayesian Estimation

9.

The Impact of Tariff Structure on Customer Retention, Usage, and Profitability of Access Services

Marketing Science 30, no. 5 (2012): 820-836., Columbia Business School Research Paper No. 12/30
Number of pages: 17 Posted: 03 May 2012
University of Pennsylvania - Marketing Department, Columbia Business School - Marketing, Koc University and Monash University
Downloads 71 (306,936)
Citation 4

Abstract:

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nonlinear pricing, tariff structure, discrete/continuous choice models

10.

A Conjoint Model of Quantity Discounts

Marketing Science, Vol. 31, No. 2, 2012; pp. 334-350; DOI: 10.1287/mksc.1110.0702
Posted: 24 Oct 2012
Raghuram Iyengar and Kamel Jedidi
University of Pennsylvania - Marketing Department and Columbia Business School - Marketing

Abstract:

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quantity discounts, willingness to pay, choice models, mixed logit, conjoint analysis