Research

Conference Presentations

“Communication and Marketing in the Digital Age”
7th AIM-AMA Sheth Foundation Doctoral Consortium
MICA, Ahmedabad, India
January 2019

“Assessing the Effect of Sales Teams and Salesforce Support Strategies on Performance”
2018 ISBM Academic Conference
Boston, MA
August 2018

“Developing B2B Engagement”
2018 ISBM Academic Conference
Boston, MA
August 2018

“Modeling Consumer’s Contractual Decision in a Continuous Innovation B2b Market with a Forward-looking Dynamic Approach”
AMA Summer Academic Conference
Boston, MA
August 2018

“Future Directions in Marketing”
AMA Summer Academic Conference
Boston, MA
August 2018

“Modeling Consumer’s Contractual Decision in a Continuous Innovation B2b Market with a Forward-looking Dynamic Approach”
2018 INFORMS Marketing Science Conference
Temple University, Philadelphia PA
June 2018

“Stock Market Response to Disclosure and Surprises in marketing Metrics”
2018 INFORMS Marketing Science Conference
Temple University, Philadelphia PA
June 2018

“Engagement Marketing – What we Know and Need to Know”
2018 EMAC Conference
University of Strathclyde, Glasgow, UK
May 2018

“Investigating the impact of New Product Introduction NPI Process Characteristics on Firm Performance: Case of Global Pharmaceutical Industry”
2018 AMA Global Marketing SIG Conference
Santorini, Greece, May 2018

“The CEBCM Model of PhD student mentorship”
Mentor-Mentoree Conference
Rutgers Business School, New Brunswick, NJ
March 2018

“Rigor and Relevance in Research”
Frank M. Bass FORMS Conference, Keynote Address
The University of Texas at Dallas
March 2018

“Editor’s Perspective”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Doing Interdisciplinary Research in Marketing: A Big Guns Perspective”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Client Profitability of Diffusion Segments across Countries for Multigenerational Innovations: The Influence of Firm, Market, and Cross-National Differences”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Process Characteristics of New Product Introduction (NPI) Process and Firm Value: An Empirical Investigation”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Investors Reactions to Analysts’ Forecast Ability of Customer Metric: Investor Learning Perspective”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Enhancing Firm Performance in the Sharing Economy: A Field Experiment”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“An Empirical Examination of Role Model behavior between a Mentor and Employee”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Mobile Wallets for Retailers: Antecedents and Consequences”
2018 AMA Winter Educator’s Conference
New Orleans, LA
February 2018

“Generating Ideas for Research”
2018 AIM- AMA Sheth Foundation Doctoral Consortium
Welingkar Education (WeSchool), Bangalore, India
January 2018

“Emerging Practices in Sales, Marketing, and Innovation”
2017 Super Strategies Conference & Expo, Keynote Address
Las Vegas, NV
November 2017

“Connecting Marketing, Finance, and Accounting Through CLV: A Theory of Customer Valuation”
2017 AMA Summer Conference, Keynote Address
San Francisco, CA
August 2017

“Investigating How Word-of-Mouth Conversations about Brands Influence Purchase and Retransmission Intentions”
2017 AMA Summer Conference
San Francisco, CA
August 2017

“Money or Friendship? What Wins Over Business Customers in Services”
Frontiers in Service Conference 2017
Fordham University, New York, NY
June 2017

“Customer Engagement in Services: An Organizing Framework”
Frontiers in Service Conference 2017
Fordham University, New York, NY
June 2017

“Asking Managerially Relevant Research Questions”
2017 AMA-Sheth Consortium
University of Iowa, Iowa City, IA
June 2017

“Meet the Editors of Strategy Journals”
2017 AMA-Sheth Consortium
University of Iowa, Iowa City, IA
June 2017

“A Generalized Customer Lifetime Value Framework for the Health and Fitness Industry”
2017 INFORMS Marketing Science Conference
University of Southern California, Los Angeles, CA
June 2017

“Extending the Customer Lifecycle: Optimal Resource Allocation Throughout the Customer Journey”
2017 INFORMS Marketing Science Conference
University of Southern California, Los Angeles, CA
June 2017

“The Short & long Term Impact of Customer Concentration on Firm Performance”
2017 INFORMS Marketing Science Conference
University of Southern California, Los Angeles, CA
June 2017

“Is This New Product a Hot or Miss?: The Role of Screenplays”
2017 INFORMS Marketing Science Conference
University of Southern California, Los Angeles, CA
June 2017

“Meet the Editors”
2017 INFORMS Marketing Science Conference
University of Southern California, Los Angeles, CA
June 2017

“How to Publish in Scholarly Journals”
Thought Leader Conference on Marketing Strategy in Digital, Data-Rich, and Developing Environments
Business School, UIBE, Beijing, China
May 2017
“A theory of Customer Valuation”
Thought Leader Conference on Marketing Strategy in Digital, Data-Rich, and Developing Environments
Business School, UIBE, Beijing, China
May 2017

“Rigor and Relevance in Marketing”
2017 Theory & Practice in Marketing Conference
University of Virginia, Charlottesville, VA
May 2017

“The Shot- and Long-term Impact of Customer Concentration on Firm Performance”
American Marketing Association Global Marketing SIG Conference
Havana, Cuba
April 2017

“Investigating the Impact of Pac, Rhythm, and Scope of New Product Introduction (NPI) Process on Firm Performance”
American Marketing Association Global Marketing SIG Conference
Havana, Cuba
April 2017

“Meet the Editors”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“Generalized Customer Lifetime Value Framework for the Health and Fitness
Industry”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“Does Brand Creativity Enhance Customer Engagement?”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“How Customers React”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“Could More Product Offerings be Harming Sales? A Conceptual Framework on the Salesperson’s Perspective”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“Modeling Firm Performance in the Sharing Economy”
AMA Winter Educators’ Conference
Orlando, FL
February 2017

“Generating Customer Insight for Profit”
AIM-Welingkar Customer Insights Conference
Mumbai, India
January 2017

“Generating Ideas for Research”
2017 AIM- AMA Sheth Foundation Doctoral Consortium
Welingkar Education (WeSchool), Hyderabad, India
January 2017

“Linking Academic Research to Business Practice”
2017 AIM- AMA Sheth Foundation Doctoral Consortium
Welingkar Education (WeSchool), Hyderabad, India
January 2017

“Research and Teaching Development”
2017 AIM- AMA Sheth Foundation Doctoral Consortium
Welingkar Education (WeSchool), Hyderabad, India
January 2017

“Marketing in the Social and Digital Media World”
2016 World Marketing Summit
Grand Prince Hotel New Takanawa, International Convention Center, Tokyo, Japan, October 2016

“Competitive Advantage Through Engagement Strategies”
2016 World Marketing Summit
Grand Prince Hotel New Takanawa, International Convention Center, Tokyo, Japan, October 2016

“Cookbooks, Formulas, and Systems: The Tradecraft of Publishing”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“Resource Overlap and Acquisition Performance: An Empirical Investigation”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“Analyzing Customer Profitability for New Products in B2B Markets”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“Impact of Free Samples on Customer Experience and Customer Engagement”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“Distribution Dynamics and Brand Performance: of Market Type, Retail Format and Macroeconomics”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“What Drives Goal Achievement? An Empirical Examination”
2016 Summer AMA Conference
Atlanta, GA, September 2016

“Modeling Customer Experience for Acquired and Retained Customers, when Receiving Free Samples”
The 38th ISMS Marketing Science Conference
Fudan University, Shanghai, China, June 2016

“Meet the Editors”
The 38th ISMS Marketing Science Conference
Fudan University, Shanghai, China, June 2016

“Advertising: Past, Present and Future”
The 38th ISMS Marketing Science Conference
Fudan University, Shanghai, China, June 2016

“Insights from Research in Service Industries”
Thought Leaders in Service Marketing Strategy Conference
HEC, Jouy-en-Josas, France, May 2016

“Doing Research with Rigor and Relevance”
5th International Research Conference in Marketing
University of Strathclyde, Glasgow, Scotland, May 2016

“Publishing in Scholarly Journals”
5th International Research Conference in Marketing
University of Strathclyde, Glasgow, Scotland, May 2016

“Meet the Editors”
2016 European Marketing Academy Conference (EMAC)
Norwegian Business School, Oslo, Norway, May 2016

“Evaluating the Impact of Social Media Activities on Human Brand Sales”
2016 European Marketing Academy Conference (EMAC)
Norwegian Business School, Oslo, Norway, May 2016

“Meet the Editors”
2016 Academy of Marketing Science Conference
Orlando, FL, May 2016

“Are You Back for Good or Still Shopping Around? Examining the Impact of Win-Back Offers on Customers’ Second Lifetime Duration”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Understanding the Relationship Between Customer Concentration and Firm Performance”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Is Quitting Contagious? A Spatiotemporal Model of Salesforce Turnover with Competing Risks”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“National Culture, Economy, and Customer Lifetime Value: Assessing the Relative Impact of the Drivers of Customer Lifetime Value for a Global Retailer”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Studying How Brand Traits Moderate Brand Purchase Intentions Resulting from Word-of-Mouth”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Resource Overlap and Acquisition Performance”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Customer Lifecycle Revisited: Multiple Customer Lifetimes in Optimal Resource Allocation Decisions”
2016 Winter Marketing Academic Conference
Las Vegas, NV, February 2016

“Publishing in Scholarly Journals”
4th AIM-AMA Sheth Foundation Doctoral Consortium
Delhi, India, January 2016

“Linking Academic Research to Business Practice”
4th AIM-AMA Sheth Foundation Doctoral Consortium
Delhi, India, January 2016

“Research and Teaching Development”
4th AIM-AMA Sheth Foundation Doctoral Consortium
Delhi, India, January 2016

“Why do Salespeople Quit? An Empirical Examination of Own & Peer effects on Salesperson Churn Behavior”
2015 AMA Summer Marketing Educator’s Conference
Chicago, IL, July 2015

“Dynamically Managing a Profitable Email Marketing Program”
2015 AMA Summer Marketing Educator’s Conference
Chicago, IL, July 2015

“Meet the Editors”
2015 Summer Marketing Educators’ Conference
Chicago, IL, July 2015

“Creating and Communicating Enduring Customer Value”
2015 MSI Frontiers of Marketing Conference
Boston, MA, July 2015

“Distribution Dynamics and Brand Performance: The Role of Market Type, Retail Format and Macroeconomics”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Dynamically Managing a Profitable Email Marketing Program”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Examining the Role of Winback Offers in the Likelihood and Timing of Reacquired Customer Defection”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Generating Competitive Intelligence with Limited Information: A Case of Telecommunications Industry”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Modeling the Dynamic Decision of a Contractual Adoption of a Continuous Innovation in B2B Market”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Temporal Clustering of Customers based on Customer Relationship Dynamics using Unsupervised Learning”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“The Impact of Transaction and Relationship Focused Marketing Actions on Buying Behavior in B2b Market”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“The Time-Varying Effect of Marketing-Mix on Sales”
2015 Marketing Science Conference
Baltimore, MA, June 2015

“Publishing in JM” at the Meet the Editors Session
European Marketing Academy Conference
Leuven, Belgium, May 2015

“Managing Customer Cash Flow Volatility to Enhance Firm Value”
2015 AMA Winter Marketing Educator’s Conference
San Antonio, TX, February 2015

“To Please Or Not To Please: Relationships Between Customer Satisfaction And Service Attributes: The Case Of Airlines”
2015 AMA Winter Marketing Educator’s Conference
San Antonio, TX, February 2015

“Linking Habits to Shareholder Value”
Marketing Strategy Meets Wall Street Conference
Singapore Management University, Singapore, January 2015

“Engagement Orientation: The New Mantra”
2014 AMA Summer Marketing Educator’s Conference
San Francisco, CA, August 2014.

“Do Product Forms and Marketing Mix Elements Evolve in Emerging Markets?” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Implementing Integrated Marketing Science Modeling at a Non-Profit Organization: Balancing Multiple Business Objectives at Georgia Aquarium” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Modeling New Product Adoption in B2B Markets Abstract” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Modeling the Lifetime Value of a Customer (CLV) in the Consumer Packaged Goods (CPG) Industry” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Perceived Risk, Product Returns, and Optimal Resource Allocation: Evidence from a Field Experiment” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“The Impact of Gift-Giving on Customer Profitability” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Modeling Optimal Marketing Resource Allocation Using Time-Varying Effects” 2014 INFORMS Marketing Science Conference Emory University, Atlanta, GA, June 2014

“Implementing Integrated Marketing Science Modeling at a Non-Profit Organization: Balancing Multiple Business Objectives at Georgia Aquarium” 2014 EMAC Conference University of Valencia, Valencia, Spain, June 2014

“Maximizing Firm Performance in an Emerging Market: Optimizing Distribution Strategies across Brands, Product Forms, and Store Formats”
2014 Theory & Practice in Marketing Conference on Marketing Impact
Northwestern University, Evanston, IL, May 2014.

“Understanding the ‘Hidden’ Health of Brands and the Effectiveness of Distribution Channels in Emerging Markets”
2014 AMA Winter Marketing Educators’ Conference Orlando, FL, Feb 2014

“Dynamic Scheduling of Email Content and Sending Timing for Managing a Profitable Email Program” 2014 AMA Winter Marketing Educators’ Conference Orlando, FL, Feb 2014

“Analyzing Habit Formation of Consumers and Its Implications on Firm Performance” 2014 AMA Winter Marketing Educators’ Conference Orlando, FL, Feb 2014

“Employee Engagement: The Construct, Antecedents and Consequences” 2014 AMA Winter Marketing Educators’ Conference Orlando, FL, Feb 2014

“From Market Orientation to Interaction Orientation to Engagement Orientation,”
2013 AMA Summer Marketing Educators’ Conference,
Boston, MA, August 2013.

“Managing Customer Profits: The Power of Habits”
2013 Theory & Practice in Marketing Conference on Marketing Impact
London, United Kingdom, May – June 2013.

“The Future Profit Potential of a Salesperson,”
MSI Conference on Marketing Resource Allocation,
University of Virginia, Charlottesville, VA, May 2013.

“Building Profitable Customer Loyalty: The Roadmap and Best Practice” 2013 AMA Winter Marketing Educators’ Conference Las Vegas, NV, February 2013

“The Impact of National Culture on the Relationship between Marketing Efforts” 2013 AMA Winter Marketing Educators’ Conference Las Vegas, NV, February 2013

“The Impact of Gifting Behavior on Customer Profitability” 2013 AMA Winter Marketing Educators’ Conference Las Vegas, NV, February 2013

“Leveraging Customer Habits for Managing Customers & Marketing Resources” 2013 AMA Winter Marketing Educators Conference Las Vegas, NV, February 2013

“Bridging Marketing Science to Marketing Practice in Emerging Markets” AIM Annual Marketing Conference Bangalore, India, July 2012

“Does a Salesperson Have a Future? Understanding the Drivers of a Salesperson’s ‘Future’ Potential” Thought Leadership Conference on the Sales Profession Harvard University, Boston, MA, June 2012

“Modeling the Influence of Macro-Economic, Attitudinal and Behavioral Factors on CLV: The Case of the Airline Industry” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“Evaluating Brand Performance in Emerging Markets: How to Account for Product Availability?” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“The Effect of National Culture on Consumer Behavior and Response to Marketing Initiatives” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“Creating a Measurable Social Media Marketing Strategy for Hokey Pokey: Increasing the Value and ROI of Intangibles & Tangibles” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“Is Your Brand Going Out of Fashion? A Quantitative, Causal Study to Predict Brand Value from Search” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“The Power of Second “Customer Lifetime Value” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“Will Employees’ and Customers’ Perception of Brand Value Affect Firm Profitability?” 2012 INFORMS Marketing Science Conference Harvard University, Boston, MA, June 2012

“Social Media Strategy: Increasing the Value and ROI of Intangibles and Tangibles” INFORMS Analytics Practitioners Conference Huntington Beach, CA, April 2012

“Assessing the Influence of Macro-Economic, Attitudinal and Behavioral Factors on CLV: The Case of the Airline Industry” 2012 AMA Winter Marketing Educators’ Conference St. Petersburg, FL, February 2012

“Relevance vs. Rigor in Marketing Research,”-Expert Panel 2012 AMA Winter Marketing Educators’ Conference St. Petersburg, FL, February 2012

“Marketing/Finance Interface in Marketing Research” 2012 AMA Winter Marketing Educators’ Conference St. Petersburg, FL, February 2012

“Creating a Measurable Social Media Marketing Strategy: Increasing the Value and ROI of Intangibles and Tangibles for Hokey Pokey” 2011-12 ISMS-MSI Practice Prize Conference University of Maryland, Washington D. C., December 2011 (Winner of the 2011-12 Gary L. Lilien ISMS- MSI Practice Prize for outstanding marketing science work that has had significant organizational impact)

“Quantifying the Value of Business Referrals” 2011-12 ISMS-MSI Practice Prize Conference University of Maryland, Washington D. C., December 2011

“Modeling The Dynamics of Marketing-Mix Responses In Emerging Markets” Marketing Dynamics Conference Jaipur, India, July 2011

“The Financial Determinants of Adopting Radically Innovative Information Technology: An Empirical Anarchy” Marketing Science Conference Houston, TX, June 2011

“Understanding the Drivers of Customer Referral Value” INFORMS Marketing Science Conference Cologne, Germany, June 2010

“The Role of Attitudes in Customer Value: Does the Contractual Nature of the Relationship Matter?” INFORMS Marketing Science Conference Cologne, Germany, June 2010

“A Review of Customer Equity Models in the Context of Discounted Cash Flow Valuation Theory” INFORMS Marketing Science Conference Cologne, Germany, June 2010

“Uncovering Implicit Customer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities’ Variable Annuity Sales” INFORMS Marketing Science Conference Cologne, Germany, June 2010

“Uncovering Implicit Customer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities’ Variable Annuity Sales” ISMS-MSI Practice Conference Massachusetts Institute of Technology, Cambridge, MA, January 2010

“Building Profitable Loyalty in Food Retailing” Brand Loyalty Congress, Keynote Address Milan, Italy, October 2009

“Measuring the Value of Customer Engagement” Thought Leadership Conference in Customer Management Montabaur Castle, Germany, September 2009

“Cultivating Customer Loyalty: Why Businesses Do not Have Complete Control?” 2009 AMA Winter Marketing Educators’ Conference Tampa, FL, February 2009

“Measuring and Maximizing Donor Lifetime Value Using Donor Selection and Resource Allocation Strategies” 2009 AMA Winter Marketing Educators’ Conference Tampa, FL, February 2009

“Effect of Marketing Contacts in B2B Markets” DMEF Conference
Las Vegas, NV, October 2008

“Emerging Frontiers in Marketing Research” Discussant, AMA Summer Marketing Educators’ Conference San Diego, CA, August 2008

“Collaborating Research and Teaching with Companies” Chair, AMA Summer Marketing Educators’ Conference San Diego, CA, August 2008

“Emerging Strategic Issues in Retailing” AMA Summer Marketing Educators’ Conference San Diego, CA, August 2008

“Assessing the Effect of Marketing Contacts on Strength of the Customer Relationship: A Hidden Markov Modeling Approach” ISBM Academic Conference 2008 San Diego, CA, August 2008

“The Future of Marketing Strategy” AMA Summer Educators’ Conference Pre-Conference Program, Washington, D.C, August 2007

“Managing a Research Center” AMA Summer Educators’ Conference Washington, D.C, August 2007

“Should Academicians Publish in Practitioner Journal” AMA Summer Educators’ Conference Washington, D.C, August 2007

“Will a Frog change into a Prince?” Marketing Science Conference Singapore, June 2007

“The Power of CLV” at IBM” INFORMS Practitioner Conference Vancouver, B.C., Canada, May 2007

“Implementing CRM Strategies to Improve Performance Metrics” American Marketing Association MPlanet Conference Orlando, FL, November, 2006

“Benchmarking Performance Metrics” AMA Summer Educator’s Conference Chicago, IL, August 2006

“Customer Management: Is it Truly Valuable to Retailers” AMA Winter Educator’s Conference St. Petersburg, FL, February 2006

“Managing CLV at IBM,” Marketing Science Conference Pittsburgh, PA, June 2006

“Linking CLV to Shareholder Value” Marketing Science Conference Pittsburgh, PA, June 2006

“What Drives Cross-buy?” Marketing Science Conference Pittsburgh, PA, June 2006

“Managing Customers’ Product Returns” Marketing Science Conference Pittsburgh, PA, June 2006

“Linking Marketing-Mix Variables to Firm’s Performance” Marketing Science Conference Pittsburgh, PA, June 2006

“Interaction Orientation: An Empirical Assessment” Marketing Science Conference Pittsburgh, PA, June 2006

“Modeling the Dependence in Timing, Incidence and Quantity, Decisions in a B-to-B Context” Marketing Science Conference Pittsburgh, PA, June 2006

“Targeting Customers Through Effective and Efficient Sales,” Campaign Management” Yale Center for Customer Insight’s 2nd Annual Conference New Haven, CT, May 2006

“Challenges for Metrics for Customer Selection” AMA Winter Educator’s Conference St. Petersburg, FL, February 2006

“Customer Management: Is it Truly Valuable to Retailers” AMA Winter Educator’s Conference St. Petersburg, FL, February 2006

“Will a Frog Change into a Prince: Predicting Changes in Customer Profitability” AMA Winter Educator’s Conference St. Petersburg, FL, February 2006

“Profitable Management of Channel Adoption of Multichannel Customers” AMA Winter Educator’s Conference St. Petersburg, FL, February 2006

“Thought Leadership Discussion on Direct & Interactive Marketing” Academic Practitioner’s Conference on Direct Marketing Williamsburg, VA, January 2006

“Predicting Channel Adoption timing and Customer Profitability” Marketing Science Conference Atlanta, Georgia, GA, June 2005

“Multichannel Shoppers: An Analysis of Behavioral Characteristics” Marketing Science Conference Atlanta, Georgia, GA, June 2005

“Global Diffusion Modeling” International Symposium on Forecasting San Antonio, Texas, TX, June 2005

“Effect of Power Transformation on Bass Model Curves” International Symposium on Forecasting San Antonio, Texas, TX, June 2005

“A Purchase Sequence Analysis Framework for targeting Customers, Products, Time Periods” AMA Winter Educators’ Conference San Antonio, TX, February 2005

“The Power of Customer Lifetime Value” AMA Winter Educators’ Conference San Antonio, TX, February 2005

“Modeling International Takeoff using Diffusion and Econometric Approaches” AMA Winter Educators’ Conference San Antonio, TX, February 2005

“Correlates of Multichannel Shopping Behavior” Marketing Science Conference Erasmus University, Rotterdam, Netherlands, June 2004

“Integrated Marketing Strategies for Maximizing Customer Equity” Marketing Science Conference University of Maryland, College Park, Maryland, June 2003

“Improving Marketing Productivity: Knowing When to Sell What to Whom?” Marketing Science Conference University of Maryland, College Park, Maryland, June 2003

“Allocating Resources to Maximize the Customer Equity” Marketing Science Conference University of Maryland, College Park, Maryland, June 2003

“A Comparison of Model and Estimation Methods in International Diffusion Research” Marketing Science Conference University of Alberta, Edmonton, Canada, June 2002

“Loyalty – At What Cost” Academy of Marketing Science Conference Sanibel Island, FL, May 2002

“Unbiasing the Bias in the Estimates of the Bass Model: Power Transformations” Marketing Science Conference University of California, Los Angeles, California, June 2000

“A New Class of Multidimensional Diffusion Models” Marketing Science Conference Syracuse University, Syracuse, New York, May 1999

“A Customer Lifetime Value Model” Marketing Science Conference Syracuse University, Syracuse, New York, May 1999

“Brand-Level Diffusion Models” Marketing Science Conference INSEAD, Fontainebleau, France, July 1998

“Forecasting with Cross-National Diffusion Models” 18th International Symposium on Forecasting Edinburgh, Scotland, June 1998

“To Warranty or Not: A Multicultural Study” Marketing Science Conference Berkeley, CA, March 1997

“SEM with Non-Normal and Categorical Variables: Implication for Marketing” Marketing Science Conference Berkeley, CA, March 1997

“Cross-National Diffusion Research: Is There Learning?” Marketing Science Conference Gainesville, FL., March 1996

“The Best of Research Developments Internationally” 23rd MRSA Conference Sydney, Australia, October 1994

“A Hierarchical Approach to International Market Entry Decisions: An Empirical Investigation” Marketing Science Conference Tucson, AZ, March 1994

“Modeling Diffusion of Scanner Technology: A Cross-National Analysis of Diffusion Patterns” Marketing Science Conference St. Louis, MO, March 1993

“Market and Retailer Induced Patterns of Elasticity Structure: Implication for Retailers” Marketing Science Conference St. Louis, MO, March 1993

“Do Successful Exporters have a Sustainable Competitive Advantage over Non-Successful Exporters?” Marketing Science Conference London Business School, London, U.K, July 1992

“A Re-Examination of the Market Share – Returns Relationship” ORSA/TIMS Conference Anaheim, CA, November 1991

“Brand Equity: Analyzing the Value of Brand for Brand Extensions” Marketing Science Conference Wilmington, DE, March 1991

“A Model for Evaluating the Effectiveness of Coupon Promotions” Marketing Science Conference Wilmington, DE, March 1991

“An Ecological Approach to Modeling Competitive Effects of Retail Promotions” Marketing Science Conference Wilmington, DE, March 1991

“Explaining the Variation in the Correlates of Advertising and Promotional Expenditures to Sales across Consumer, Industrial and Service Markets: A Theoretical and Analytical Framework” Marketing Science Conference, Urbana-Champaign, IL, March 1990

“Evaluating the Impact of Type, Timing, Frequency and Magnitude of Promotions on Brand Sales” Marketing Science Conference Urbana-Champaign, IL March 1990

“Modeling the Impact of Competitive Reaction on the Effect of Promotions: Empirical Results” ORSA/TIMS Conference New York, October 1989

“A Manpower Allocation Model for Oil and Gas Exploration Based on Approximate Linear Models” ORSA/TIMS Conference New York, NY, October 1989

“IMOS: A Multi-criteria International Market Opportunity Screening System” International Workshop on Multi-criteria Decision Support Helsinki, Finland, August 1989

“A Model for Assessing the Effects of Competitive Reactivity on Retail Sales Promotions” Marketing Science Conference Durham, North Carolina, March 1989

“Early Warning Indicators of Acquisition Activities” ORSA/TIMS Conference Denver, Colorado, October 1988

“An Empirical Comparison of Techniques for Analyzing Categorical Data” ORSA/TIMS Conference Seattle, Washington, March 1988

“Use of Brand Loyalty Indices for Market Segmentation” ORSA/TIMS Conference St. Louis, Missouri, October 1987

“Forecasting Market Demand: A Vector Auto-Regressive Approach” International Conference on Forecasting Boston, Massachusetts, 1987

“Evaluating the Effects of Retail Store Promotions on Brand and Store Substitution” ORSA/TIMS Conference Miami, Florida, November 1986

“Theory of Approximation Modeling” Marketing Science Conference Dallas, Texas, March 1986

“A Sensitivity Analysis on the New Product Growth Models” ORSA/TIMS Conference Atlanta, Georgia, November 1985

“Estimation of Nonlinear Models with Linear Approximation Procedures” Southwestern Marketing Association Annual Meeting San Antonio, Texas, March 1984

“Modeling the Demand for Durables,” ORSA/TIMS Conference Orlando, Florida, November 1983

“A Model of U.S. Automobile Demand” International Symposium on Forecasting Philadelphia, Pennsylvania, June 1983