Research

Academic Research

My research uses the tools of Game Theory and Econometrics to understand business phenomena and then translate its implications for management practice. From a disciplinary perspective, the research portfolio cuts across the areas of Marketing, Technology and Operations Management, Strategy and Micro/Macroeconomics. From a substantive perspective, it can be loosely organized around the following strands


Technology – the Digital, Social, Platform, Ecosystem world

  • "Disrupt Your Own Business First: Planning the future for your company begins with knowing how to destroy it", with Ian Woodward, Sameer Hasija and Ram Charan, Sloan Management Review, September 8, 2020

  • “Will the Pandemic Push Knowledge Work into the Gig Economy”, with Sameer Hasija and Prashant Rampal, Harvard Business Review, June 01, 2020.

  • “The Strategy Puzzle of Subscription-Based Dating Sites” with Yue Wu, Harvard Business Review, January 11, 2019.

  • “Matchmaker Competition and Technology Provision” with Yue Wu and Kaifu Zhang, Journal of Marketing Research, 2018, 55, 3, 396-413

  • “Content Contributor Asset Management and Network Effects in a User Generated Content Environment” with Kaifu Zhang, Theos Evgeniou and Emile Richard, Marketing Science, 2012, 31, 3, 433-447.

  • "Internet Based Service Institutions: A Comment on “Marketing Models of Service & Relationships by Rust & Chong (2006) ", with Ganesh Iyer, Marketing Science, 25 (2006), 6, 598-600.

  • "Referral Intermediaries and Retail Competition" with Yuxin Chen and Ganesh Iyer, Marketing Science, 21 (2002), 4, 412-434.

  • "Optimal Product Introductions under Uncertainty with Network Externality", with S. Rajiv and K. Srinivasan, Journal of Marketing Research, 34 (1997), 4, 439-455.

  • “Does User Generated Content Help Publishers?” with Inyoung Chae, David Schweidel and Theos Evgeniou, Working Paper, 2020.

Distribution Channels, Supply Chain Management

  • "Configure-to-Order and Channel Coordination" with Che Hai and Chakravarthi Narasimhan, Quantitative Marketing and Economics, 2010, 8, 3, 365-392.

  • “Marketing Modeling Reality and The Realities of Marketing Modeling”, with Coughlan, Choi, Chu, Desai, Ingene, Moorthy, Raju, Soberman, Staelin and Zhang, Marketing Letters, 2010, 21, 3, 317-333.

  • "The Bullwhip Effect: Reflections", with Hau Lee and Seungjin Whang, Management Science, 50 (2004), 12, 1887 – 1893.

  • "Price Protection in Personal Computer Industry" with Hau Lee, Terry Taylor and Seungjin Whang, Management Science, 46 (2000), 4, 467-483.

  • "Information Distortion in a Supply Chain: Bullwhip Effects", with Hau Lee and Seungjin Whang, Management Science, 43 (1997), 4, 546-558. Reprinted in “Ten Most Influential Papers of Management Science’s First Fifty Years, Management Science, 50 (2004), 12, 1875 – 1886.

  • "The Paralyzing Curse of Bullwhip in a Supply Chain" with Hau Lee and Seungjin Whang, Sloan Management Review, Spring, 1997, 93-102.

  • "Strategic Interactions and Channel Contracts: A Review" with Ganesh Iyer, in Managing Business Interfaces: Marketing, Engineering, and Manufacturing Perspectives, ed. A. Chakravarty and J. Eliashberg, Kluwer Academic Press, 2003.

Retailing

  • “Manufacturer Owned Retail Stores” with Yusong Wang and David Bell, Marketing Letters, 2009, 20, 2, 107-124.

  • "Reply: Do Returns Policies Intensify Retail Competition?", with Ivan Png, Marketing Science, 23 (2004), 4, 614-618

  • "The Informational Role of Manufacturer Returns Policies" with Miklos Sarvary, Marketing Letters, 12 (2001), 4, 341-350.

  • “Slotting Allowances and New Product Introduction” with Martin Lariviere, Marketing Science, 16 (1997), 2, 112-128.

  • "Manufacturer's Returns Policies and Retail Competition" with Ivan Png, Marketing Science, 16 (1997), 1, 81-94.

  • "Returns Policies: Making Money by Making Good", with Ivan P. L. Png, Sloan Management Review, Fall, 1995, 65-72.

  • "Competitive Location and Entry Deterrence", with Joyendu Bhadury and R. Chandrasekaran, Location Science, 2 (1994), 4, 259-275.

Pricing

  • “Setting Price or Quantity: Depends on What the Seller is Uncertain About” with Ilia Tsetlin and Timothy Van-Zandt, Quantitative Marketing and Economics, 2010, 8, 1, 35-60.

  • "An Econometric Model of Location and Pricing in the Gasoline Market" with P. B. Seetharaman and Tat Chan, Journal of Marketing Research, 2007, 622-635.

  • "Price Competition under Stockpiling and Flexible Consumption" with David Bell and Ganesh Iyer, Journal of Marketing Research, 39 (2002), 3, 292-303.

  • "Competitive Response in Equilibria", with Rajiv Lal, Marketing Science, 14 (1995), 3 (2), 101-108.

  • "Optimal Pricing of Successive Generations of Product Advances", with Frank M. Bass, International Journal of Research in Marketing, 10 (1993), 185-207.

Consumer Choice & Decision Making

  • “Crisis and Consumption Smoothing” with Pushan Dutt, Marketing Science, 2011, 30, 3, 491-512

  • "A Cross-Category Model of Households’ Incidence and Quantity Decisions" with Rakesh Niraj and P. B. Seetharaman, Marketing Science, 2008, 27, 2, 225-235.

  • "The Decomposition of Promotional Response: An Empirical Generalization", with David Bell and Jeongwen Chiang, Marketing Science, 18 (1999), 4, 504-526.

Durable Goods, Product Warranty & Extended Service Contracts

  • "Durable Good, Extended Warranty and Channel Coordination" with Preyas Desai, Review of Marketing Science, 2, 2004.

  • "Warranties, Extended Warranties and Product Quality" with Nancy A. Lutz, International Journal of Industrial Organization, July 1998, 16, 4, 463 - 493.

  • "Why do we observe Minimal Warranties?", with Nancy A. Lutz, Marketing Science, 14 (1995), 4, 417-441.

  • "Usage Heterogeneity and Extended Service Contracts", Journal of Economics and Management Strategy, 4 (1995), 1(Spring), 33-53.

  • "Marketing and Warranty" in Product Warranty Handbook, ed. W. R. Blischke and D. N. P. Murthy, Marcel-Dekker Inc., (1995), 393-408.

  • "Extended Service Contracts" in Product Warranty Handbook, ed. W. R. Blischke and D. N. P. Murthy, Marcel-Dekker Inc., (1995), 439-452.

  • "Warranty Policy and Extended Service Contracts: Theory and An Application to Automobiles", with Ram C. Rao, Marketing Science, 12 (1993), 3, 230-248.