Raghuram Iyengar

University of Pennsylvania - Marketing Department

Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

SCHOLARLY PAPERS

13

DOWNLOADS
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SSRN RANKINGS

Top 8,659

in Total Papers Downloads

5,480

SSRN CITATIONS
Rank 15,271

SSRN RANKINGS

Top 15,271

in Total Papers Citations

7

CROSSREF CITATIONS

52

Scholarly Papers (13)

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 2,548 (5,073)
Citation 22

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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 931 (25,074)
Citation 5

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 618 (44,109)
Citation 2

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 556 (50,509)
Citation 9

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
Rice University - Jones Graduate School of Business, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 197 (160,168)
Citation 2

Abstract:

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

6.

Omnichannel Marketing: The Challenge of Data-Integrity

Northeastern U. D’Amore-McKim School of Business Research Paper No. 3460580
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 192 (163,907)
Citation 1

Abstract:

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7.

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 124 (236,307)

Abstract:

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customer relationship management, direct marketing

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 108 (261,036)

Abstract:

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Utility Theory, Multicategory Demand Models, Bayesian Estimation

9.

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 92 (290,608)

Abstract:

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

10.

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 74 (331,483)

Abstract:

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nonlinear pricing, tariff structure, discrete/continuous choice models

11.

Selecting Data Granularity Using the Power Likelihood

Number of pages: 51 Posted: 13 Sep 2019
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 34 (466,222)

Abstract:

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Data granularity, Granularity selection, Robust inference, Power likelihood, Bayesian weighted likelihood, Bias-variance tradeoff, Aggregation bias, Fisher information, Entropy

12.

The Impact of Subscription Programs on Customer Purchases

Number of pages: 59
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 6

Abstract:

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

13.

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