Research

Conference Presentations

Do Product Forms and Marketing Mix Elements Evolve in Emerging Markets?
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Implementing Integrated Marketing Science Modeling at a Non-Profit Organization: Balancing Multiple Business Objectives at Georgia Aquarium
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Modeling New Product Adoption in B2B Markets Abstract
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Modeling the Lifetime Value of a Customer (CLV) in the Consumer Packaged Goods (CPG) Industry
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Perceived Risk, Product Returns, and Optimal Resource Allocation: Evidence from a Field Experiment
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
The Impact of Gift-Giving on Customer Profitability
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Modeling Optimal Marketing Resource Allocation using Time-varying Effects
June 2014
2014 INFORMS Marketing Science Conference, Emory University
Atlanta, GA
Implementing Integrated Marketing Science Modeling at a Non-Profit Organization: Balancing Multiple Business Objectives at Georgia Aquarium
June 2014
2014 EMAC Conference, University of Valencia
Valencia, Spain
Maximizing Firm Performance in an Emerging Market: Optimizing Distribution Strategies across Brands, Product Forms, and Store Formats
May 2014
2014 Theory & Practice in Marketing Conference on Marketing Impact, Northwestern University
Evanston, IL
Understanding the ‘Hidden’ Health of Brands and the Effectiveness of Distribution Channels in Emerging Markets
February 2014
2014 AMA Winter Marketing Educators’ Conference
Orlando, FL
Dynamic Scheduling of Email Content and Sending Timing for Managing a Profitable Email Program
February 2014
2014 AMA Winter Marketing Educators’ Conference
Orlando, FL
Analyzing Habit Formation of Consumers and its Implications on Firm Performance
February 2014
2014 AMA Winter Marketing Educators’ Conference
Orlando, FL
Employee Engagement: The Construct, Antecedents and Consequences
February 2014
2014 AMA Winter Marketing Educators’ Conference
Orlando, FL
From Market Orientation to Interaction Orientation to Engagement Orientation
August 2013
2013 AMA Summer Marketing Educators’ Conference
Boston, MA
Managing Customer Profits: The Power of Habits
May 2013
2013 Theory & Practice in Marketing Conference on Marketing Impact
London, England
Leveraging BIG DATA to Identify, Understand, and Manage Customers by ‘Habit’ to Increase Customer Profits and Improve Firm Performance
May 2013
2013 Theory & Practce in Marketing Conference on Marketing Impact
London, England
The Future Profit Potential of a Salesperson
May 2013
MSI Conference on Marketing Resource Allocation, University of Virginia
Charlottesville, VA
The Impact of National Culture on the Relationship between Marketing Efforts
February 2013
2013 AMA Winter Marketing Educator’s Conference
Las Vegas, Nevada
Building Profitable Customer Loyalty: The Roadmap and Best Practice
February 2013
2013 AMA Winter Marketing Educator’s Conference
Las Vegas, Nevada
The Impact of Gifting Behavior on Customer Profitability
February 2013
2013 AMA Winter Marketing Educator’s Conference
Las Vegas, Nevada
Leveraging Customer Habits for Managing Customers & Marketing Resources
February 2013
2013 AMA Winter Marketing Educator’s Conference
Las Vegas, Nevada
Linking Academic Research to Practice
July 2012
(AIM-AMA), Sheth Foundation, Doctoral Consortium
Bangalore, India
Publishing Scholarly Journals
July 2012
(AIM-AMA), Sheth Foundation, Doctoral Consortium
Bangalore, India
Bridging Marketing Science to Marketing Practice in Emerging Markets
July 2012
AIM Annual Marketing Conference
Bangalore, India
Does a Salesperson Have a Future? Understanding the Drivers of a Salesperson’s ‘Future’ Potential
June 2012
Thought Leadership Conference on the Sales Profession, Harvard University
Boston, MA
Modeling the Influence of Macro-Economic, Attitudinal and Behavioral Factors on CLV: The Case of the Airline Industry
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
Evaluating Brand Performance in Emerging Markets: How to Account for Product Availability?
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
The Effect of National Culture on Consumer Behavior and Response to Marketing Initiatives
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
Creating a Measurable Social Media Marketing Strategy for Hokey Pokey: Increasing the Value and ROI of Intangibles & Tangibles
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
Is Your Brand Going Out of Fashion? A Quantitative, Casual Study to Predict Brand Value from Search
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
The Power of Second “Customer Lifetime Value”
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
Will Employees’ and Customers’ Perception of Brand Value Affect Firm Probability
June 2012
2012 INFORMS Marketing Science Conference, Harvard University
Boston, MA
Social Media Strategy: Increasing the Value and ROI of Intangibles and Tangibles
April 2012
INFORMS Analytics Practitioners Conference
Huntington Beach, CA
Marketing/Finance Interface in Marketing Research
February 2012
2012 AMA Winter Marketing Educators’ Conference
St. Petersburg, FL
Relevance vs. Rigor in Marketing Research – Expert Panel
February 2012
2012 AMA Winter Marketing Educators’ Conference
St. Petersburg, FL
Assessing the Influence of Macro-Economic, Attitudinal and Behavioral Factors on CLV: The Case of the Airline Industry
February 2012
2012 AMA Winter Marketing Educators’ Conference
St. Petersburg, FL
Creating a Measurable Social Media Marketing Strategy for Hokey Pokey: Increasing the Value and ROI of Intangibles and Tangibles
December 2011
2011-12 ISMS-MSI Practice Prize Conference, University of Maryland
Washington, DC
Quantifying the Value of Business Referrals
December 2011
2011-12 ISMS-MSI Practice Prize Conference, University of Maryland
Washington D. C.
Modeling The Dynamics of Marketing-Mix Responses In Emerging Markets
July 2011
Marketing Dynamics Conference
Jaipur, India
The Financial Determinants of Adopting Radically Innovative Information Technology: An Empirical Anarchy
June 2011
Marketing Science Conference
Houston, TX
Uncovering Implicit Customer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities’ Variable Annuity Sales
June 2010
INFORMS Marketing Science Conference
Cologne, Germany
A Review of Customer Equity Models in the Context of Discounted Cash Flow Valuation Theory
June 2010
INFORMS Marketing Science Conference
Cologne, Germany
The Role of Attitudes in Customer Value: Does the Contractual Nature of the Relationship Matter?
June 2010
INFORMS Marketing Science Conference
Cologne, Germany
Understanding the Drivers of Customer Referral Value
June 2010
INFORMS Marketing Science Conference
Cologne, Germany
Uncovering Implicit Customer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities’ Variable Annuity Sales
January 2010
ISMS-MSI Practice Conference, Massachusetts Institute of Technology
Cambridge, MA
Building Profitable Loyalty in Food Retailing
October 2009
Brand Loyalty Congress, Keynote Address
Milan, Italy
Measuring the Value of Customer Engagement
September 2009
Thought Leadership Conference in Customer Management
Montabaur Castle, Germany
Measuring and Maximizing Donor Lifetime Value Using Donor Selection and Resource Allocation Strategies
February 2009
2009 AMA Winter Marketing Educators’ Conference
Tampa, FL
Cultivating Customer Loyalty: Why Businesses Do not Have Complete Control?
February 2009
2009 AMA Winter Marketing Educators’ Conference
Tampa, FL
Effect of Marketing Contacts in B2B Markets
October 2008
DMEF Conference
Las Vegas, NV
The Future of Marketing Strategy
August 2008
AMA Summer Educators’ Conference, Pre-Conference Program
Washington, DC
Assessing the Effect of Marketing Contacts on Strength of the Customer Relationship: A Hidden Markov Modeling Approach
August 2008
ISBM Academic Conference
San Diego, CA
Collaborating Research and Teaching with Companies
August 2008
Chair, AMA Summer Marketing Educators’ Conference
San Diego, CA
Emerging Strategic Issues in Retailing
August 2008
Discussant, AMA Summer Marketing Educators’ Conference
San Diego, CA
Should Academicians Publish in Practitioner Journal
August 2007
AMA Summer Educators’ Conference
Washington, DC
Will a Frog change into a Prince?
June 2007
Marketing Science Conference
Singapore
The Power of CLV at IBM
May 2007
INFORMS Practitioner Conference
Vancouver, B.C., Canada
Managing a Research Center
2007
AMA Summer Educators’ Conference
Washington, DC
Implementing CRM Strategies to Improve Performance Metrics
November 2006
American Marketing Association MPlanet Conference
Orlando, FL
Benchmarking Performance Metrics
August 2006
AMA Summer Educator’s Conference
Chicago, IL
Modeling the Dependence in Timing, Incidence and Quantity, Decisions in a B-to-B Context
June 2006
Marketing Science Conference
Pittsburgh, PA
Interaction Orientation: An Empirical Assessment
June 2006
Marketing Science Conference
Pittsburgh, PA
Linking Marketing-Mix Variables to Firm’s Performance
June 2006
Marketing Science Conference
Pittsburgh, PA
Managing Customers’ Product Returns
June 2006
Marketing Science Conference
Pittsburgh, PA
What Drives Cross-buy?
June 2006
Marketing Science Conference
Pittsburgh, PA
Linking CLV to Shareholder Value
June 2006
Marketing Science Conference
PA
Managing CLV at IBM
June 2006
Marketing Science Conference
Pittsburgh, PA
Targeting Customers Through Effective and Efficient Sales Campaign Management
May 2006
Yale Center for Customer Insight’s 2nd Annual Conference
New Haven, CT
Profitable Management of Channel Adoption of Multichannel Customers
February 2006
AMA Winter Educator’s Conference
St. Petersburg, FL
Will a Frog Change into a Prince: Predicting Changes in Customer Profitability
February 2006
AMA Winter Educator’s Conference
St. Petersburg, FL
Customer Management: Is it Truly Valuable to Retailers
February 2006
AMA Winter Educator’s Conference
St. Petersburg, FL
Challenges for Metrics for Customer Selection
February 2006
AMA Winter Educator’s Conference
St. Petersburg, FL
Thought Leadership Discussion on Direct & Interactive Marketing
January 2006
Academic Practitioner’s Conference on Direct Marketing
Williamsburg, VA
Effect of Power Transformation on Bass Model Curves
June 2005
International Symposium on Forecasting
San Antonio, TX
Global Diffusion Modeling
June 2005
International Symposium on Forecasting
San Antonio, TX
Multichannel Shoppers: An Analysis of Behavioral Characteristics
June 2005
Marketing Science Conference
Atlanta, GA
Predicting Channel Adoption timing and Customer Profitability
June 2005
Marketing Science Conference
Atlanta, GA
Modeling International Takeoff using Diffusion and Econometric Approaches
February 2005
AMA Winter Educators’ Conference
San Antonio, TX
The Power of Customer Lifetime Value
February 2005
AMA Winter Educators’ Conference
San Antonio, TX
A Purchase Sequence Analysis Framework for targeting Customers, Products, Time Periods
February 2005
AMA Winter Educators’ Conference
San Antonio, TX
Correlates of Multichannel Shopping Behavior
June 2004
Marketing Science Conference, Erasmus University
Rotterdam, Netherlands
Allocating Resources to Maximize the Customer Equity
June 2003
Marketing Science Conference, University of Maryland
College Park, MD
Improving Marketing Productivity: Knowing When to Sell What to Whom?
June 2003
Marketing Science Conference, University of Maryland
College Park, MD
Integrated Marketing Strategies for Maximizing Customer Equity
June 2003
Marketing Science Conference, University of Maryland
College Park, MD
A Comparison of Model and Estimation Methods in International Diffusion Research
June 2002
Marketing Science Conference, University of Alberta
Edmonton, Canada
Loyalty – At What Cost
May 2002
Academy of Marketing Science Conference
Sanibel Island, Fl
Unbiasing the Bias in the Estimates of the Bass Model: Power Transformations
June 2000
Marketing Science Conference, University of California
Los Angeles, CA
A Customer Lifetime Value Model
May 1999
Marketing Science Conference, Syracuse University
Syracuse, NY
A New Class of Multidimensional Diffusion Models
May 1999
Marketing Science Conference, Syracuse University
Syracuse, NY
Brand-Level Diffusion Models
July 1998
Marketing Science Conference, INSEAD
Fontainebleau, France
Forecasting with Cross-National Diffusion Models
June 1998
18th International Symposium on Forecasting
Edinburgh, Scotland
SEM with Non-Normal and Categorical Variables: Implication for Marketing
March 1997
Marketing Science Conference
Berkeley, CA
To Warranty or Not: A Multicultural Study
March 1997
Marketing Science Conference
Berkeley, CA
Cross National Diffusion Research: Is There Learning?
March 1996
Marketing Science Conference
Gainesville, FL
The Best of Research Developments Internationally
October 1994
23rd MRSA Conference
Sydney, Australia
A Hierarchical Approach to International Market Entry Decisions: An Empirical Investigation
March 1994
Marketing Science Conference
Tuscon, AZ
Market and Retailer Induced Patterns of Elasticity Structure: Implication for Retailers
March 1993
Marketing Science Conference
St. Louis, MO
Modeling Diffusion of Scanner Technology: A Cross-National Analysis of Diffusion Patterns
March 1993
Marketing Science Conference
St. Louis, MO
Do Successful Exporters have a Sustainable Competitive Advantage over Non Successful Exporters?
July 1992
Marketing Science Conference, London Business School
London, UK
A Re-Examination of the Market Share – Returns Relationship
November 1991
ORSA/TIMS Conference
Anaheim, CA
A Model for Evaluating the Effectiveness of Coupon Promotions
March 1991
Marketing Science Conference
Wilmington, DE
Brand Equity: Analyzing the Value of Brand for Brand Extensions
March 1991
Marketing Science Conference
Wilmington, DE
Evaluating the Impact of Type, Timing, Frequency and Magnitude of Promotions on Brand Sales
March 1990
Marketing Science Conference
Urbana-Champaign, IL
Explaining the Variation in the Correlates of Advertising and Promotional Expenditures to Sales across Consumer, Industrial and Service Markets: A Theoretical and Analytical Framework
March 1990
Marketing Science Conference
Urbana-Champaign, IL
A Manpower Allocation Model for Oil and Gas Exploration Based on Approximate Linear Models
October 1989
ORSA/TIMS Conference
New York, NY
Modeling the Impact of Competitive Reaction on the Effect of Promotions: Empirical Results
October 1989
ORSA/TIMS Conference
New York, NY
IMOS: A Multi-criteria International Market Opportunity Screening System
August 1989
International Workshop on Multi-criteria Decision Support
Helsinki, Finland
A Model for Assessing the Effects of Competitive Reactivity on Retail Sales Promotions
March 1989
Marketing Science Conference
Durham, NC
Early Warning Indicators of Acquisition Activities
October 1988
ORSA/TIMS Conference
Denver, CO
An Empirical Comparison of Techniques for Analyzing Categorical Data
March 1988
ORSA/TIMS Conference
Seattle, WA
Forecasting Market Demand: A Vector Auto-Regressive Approach
October 1987
International Conference on Forecasting
Boston, MA
Use of Brand Loyalty Indices for Market Segmentation
October 1987
ORSA/TIMS Conference
St. louis, MO
Evaluating the Effects of Retail Store Promotions on Brand and Store Substitution
November 1986
ORSA/TIMS Conference
Miami, FL
Theory of Approximation Modeling
March 1986
Marketing Science Conference
Dallas, TX
A Sensitivity Analysis on the New Product Growth Models
November 1985
ORSA/TIMS Conference
Atlanta, GA
Estimation of Nonlinear Models with Linear Approximation Procedures
March 1984
Southwestern Marketing Association Annual Meeting
San Antonio, TX
Modeling the Demand for Durables
November 1983
ORSA/TIMS Conference
Orlando, FL
A Model of U.S. Automobile Demand
June 1983
International Symposium on Forecasting
Philadelphia, PA