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Refereed Journal Articles
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"A Model of the Role of Free Drug Samples in Physicians' Prescription Decisions," with K. Joseph, Marketing Letters, forthcoming.
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"Introduction: Special Issue on Enhancing Sales Force Productivity," with S. Gopalakrishna and K. Joseph, Journal of Personal Selling and Sales Management, 28 2 (Spring), 109-113, 2008.
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"Uphill or Downhill?: Locating Your Firm on a Profit Function," with PA. Naik, S. Sridhar, and E. Thorson, Journal of Marketing, (April), 26-44, 2007.
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"Optimal Pricing Strategies for an Automotive Aftermarket Retailer," with P.B. Seetharaman, R. Kaul, S. Gopalakrishna, and A. Stam, Journal of Marketing Research, 43 (November), 588-604, 2006.
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"Do Retailers' Demands for Profit Margin Guarantees Unfairly Exploit Vendors?" with S. Basuroy and S. Gajanan, Marketing Letters, 16, 1 (January), 53-66, 2005.
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"Allocating a Promotion Budget between Advertising and Sales Contest Prizes: An Integrated Marketing Communications Perspective," with P. Murthy, Marketing Letters, 16, 1 (January), 19-35, 2005.
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"Adapting Motivation, Control, and Compensation Research to a New Environment," with S.P. Brown, K.R. Evans, and G. Challagalla, Journal of Personal Selling and Sales Management 25th Anniversary Issue, 25, 2 (Spring), 155-167, 2005.
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“The Impact of Category Management on Retail Prices and Performance: Theory and Evidence,” with S. Basuroy and R. Walters, Journal of Marketing, 65 (October), 16-32, 2001.
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“A Decision-Support System that Helps Retailers Decide Order Quantities and Markdowns for Fashion Goods” with S. Rao, Interfaces, 31, 3 (May-June), S146-S165, 2001.
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“Demand Uncertainty and Supplier’s Returns Policies for a Multi-store Style-good Retailer” with K. Raman, European Journal of Operational Research, 115 (2), 270-284, 1999.
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“Planning Media Schedules in the Presence of Dynamic Advertising Quality” with P. Naik and A. Sawyer, Marketing Science, 17 (3), 214-235, 1998.
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“Sales Quota Plans: Mechanisms for Adaptive Learning,” with K. Raman and R. Desiraju, Marketing Letters, 8, 4 (October), 393-405, 1997.
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“Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach” with P. Sinha and A. Zoltners,
Marketing Science, 13, 2 (Spring), 121-144, 1994.
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“Finding Choice Alternatives in Memory: Probability Models of Brand Name Recall” with J.W. Hutchinson and K. Raman, Journal of Marketing Research, 31 (November), 441-461, 1994.
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“Dynamic Competitive Retail Pricing with Uncertainty and Learning” with A.T. Coughlan, Managerial and Decision Economics, 15, 1 (Jan-Feb), 3-20, 1994.
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“Toward Formalizing Fashion Theory” with C. Miller and S. McIntyre,
Journal of Marketing Research, 30, 2 (May), 142-157, 1993.
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“Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability” with P. Sinha and A. Zoltners, Journal of Marketing Research, 29, 2 (May), 162-175, 1992.
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“Dynamic Competitive Pricing Behavior” with A.T. Coughlan, International Journal of Research in Marketing, 9, 1 (March), 91-108, 1992.
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“Analysis of a Sales Force Incentive Plan for Accurate Sales Forecasting and
Performance” with K. Raman, International Journal of Research in Marketing, 7, 2-3 (December), 189-202, 1990.
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“Flawed Products: Consumer Responses and Marketing Implications” with P. Kotler, Journal of Consumer Marketing, 2, 3 (August), 27-36, 1985.
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