Raghuram Iyengar

University of Pennsylvania - Marketing Department

Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

SCHOLARLY PAPERS

14

DOWNLOADS
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6,180

SSRN CITATIONS
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Top 14,893

in Total Papers Citations

19

CROSSREF CITATIONS

54

Scholarly Papers (14)

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 University - Business School (HBS)
Downloads 2,616 (5,555)
Citation 25

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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 945 (27,589)
Citation 9

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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 658 (45,480)
Citation 5

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 573 (54,399)
Citation 10

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word of mouth, online, offline

5.

Omnichannel Marketing: The Challenge of Data-Integrity

Northeastern U. D’Amore-McKim School of Business Research Paper No. 3460580, NYU Stern School of Business
Number of pages: 31 Posted: 09 Oct 2019
University of Minnesota - Twin Cities, New York University (NYU) - Leonard N. Stern School of Business, New York University (NYU) - Leonard N. Stern School of Business, University of Pennsylvania - Marketing Department, Northeastern University, The Stephen M. Ross School of Business at the University of Michigan, Massachusetts Institute of Technology (MIT) - Management Science (MS) and University of North Carolina (UNC) at Chapel Hill - Marketing Area
Downloads 437 (76,095)
Citation 1

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6.

The Impact of Subscription Programs on Customer Purchases

Number of pages: 62 Posted: 01 Mar 2020 Last Revised: 08 Jan 2021
Raghuram Iyengar, Young-Hoon Park and Qi Yu
University of Pennsylvania - Marketing Department, Cornell University - Samuel Curtis Johnson Graduate School of Management and University of Pennsylvania - Marketing Department
Downloads 223 (157,424)
Citation 2

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Subscription business, Retailing, E-Commerce, Causal inference, Machine learning, Generalized random forest, Sunk cost fallacy

7.

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
Rice University - Jones Graduate School of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 197 (176,909)
Citation 3

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

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 139 (238,032)

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Utility Theory, Multicategory Demand Models, Bayesian Estimation

9.

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 129 (252,372)

Abstract:

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customer relationship management, direct marketing

10.

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
Nanyang Technological University (NTU), University of Pennsylvania - Marketing Department and Columbia University - Department of Industrial Engineering and Operations Research (IEOR)
Downloads 94 (314,730)
Citation 1

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

11.

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 80 (347,548)
Citation 1

Abstract:

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nonlinear pricing, tariff structure, discrete/continuous choice models

12.

Selecting Data Granularity and Model Specification Using the Scaled Power Likelihood with Multiple Weights

Number of pages: 49 Posted: 13 Sep 2019 Last Revised: 23 Jul 2020
Mingyung Kim, Eric Bradlow and Raghuram Iyengar
University of Pennsylvania, The Wharton School, Marketing Department, Students, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 75 (360,786)

Abstract:

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Data granularity, Granularity-model selection, Doubly robust inference, Bias-variance tradeoff, Aggregation bias

13.

A Low-Dimension Shrinkage Approach to Choice-Based Conjoint Estimation

Number of pages: 49 Posted: 29 Sep 2020
Yupeng Chen and Raghuram Iyengar
Nanyang Technological University (NTU) and University of Pennsylvania - Marketing Department
Downloads 14 (633,137)

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Choice-Based Conjoint, Preference Heterogeneity, Low-Dimension Shrinkage, Machine Learning

14.

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

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