Performance
Implications of Adopting a Customer Focused Sales Campaign with V.
Kumar and Werner Reinartz,
Forthcoming, Journal of Marketing.
The Power of CLV: Managing Customer
Lifetime Value at IBM with V. Kumar, Tim Bohling and Dennis Beckman,
Forthcoming, Marketing Science,
Optimal CRM Using Bayesian Decision
Theory; An Application to Customer Selection with V. Kumar and Tim Bohling, Journal of Marketing Research, Volume 44, Issue 4
(2007)
Do Market Characteristics Impact the
Influence of Retailer Characteristics on Online Prices? with Kumar
Mehta, and Ravi Bapna, Journal of Retailing, Volume 83,
Issue 3 (2007)
Multichannel Shopping: Causes and Consequences with V. Kumar, and Nalini
Ravishanker, Journal of Marketing, Volume 71, Issue 2
(2007)
Understanding the Confluence of Retailer
Characteristics, Market Characteristics and Online Pricing Strategies
with Kumar Mehta, and Ravi Bapna, Decision Support Systems,
Volume 42, Issue 3 (2007)
Managing Retailer Profitability- One
Customer at a Time
with V. Kumar and Denish Shah, Journal
of Retailing, Volume 82, Issue 4 (2006)
From CLV to Shareholder Value: Theory,
Empirical Evidence and Issue for Future Research
with Paul Berger, Naras Eechambadi, Morris George, Donald R. Lehmann, and Ross Rizley,
Journal of Service Research, Volume 9, Issue 2 (2006)
Knowing What to Sell When to Whom
with
V. Kumar and Werner Reinartz, Harvard Business Review,
March (2005)
Who are the
Multichannel Shoppers and How do they Perform?: Correlates of
Multichannel Shopping Behavior
with V. Kumar, Journal of Interactive Marketing, Volume 19, Issue 2
(2005).
Evolutionary Estimation of Macro-Level
Diffusion Models using Genetic Algorithms with V. Kumar and Trichy
V. Krishnan, Marketing Science, Volume 23, Issue 3 (2002)
A Customer Lifetime
Value Framework for Customer Selection and Resource Allocation Strategy
with V. Kumar, Journal of Marketing, Volume 68, October
(2004)
A Genetic
Algorithms Approach to Forecasting of Wireless Subscribers with V.
Kumar, International Journal of Forecasting, Volume 18,
October (2002)
MSHARE: A Framework
for Forecasting Market share in Wireless Communication Industry
with
V. Kumar and
Anish Nagpal, published in
International Journal of Forecasting, Volume 18, October (2002)
