Research

Invited Research Presentations

Publishing Relevant Research for Academia and Business
June 2014.
AMA Services Doctoral Consortium (SERVSIG)
Miami, FL,
Managing Customer Profits: The Power of Habit
July 2014.
2014 School of Economics and Management Seminars
Tsinghua University, Beijing, China
Expectations on Publishing in the Journal of Marketing
July 2014.
Tsinghua University, Beijing, China, FL
Publishing Relevant Research for Academia and Business
June 2014.
AMA Services Doctoral Consortium (SERVSIG)
Miami, FL
Managing Customer Profits: The Power of Habits
June 2014.
University of Leeds Business School, Leeds, United Kingdom
Retailing in Developed and Emerging Markets: Lessons Learned”
May 2014.
2014 Shopper Marketing and Pricing Conference for Leaders and Academics in Retailing
Stockholm School of Economics, Stockholm, Sweden,
Linking Academic Research to Business Practice
January 2014.
2014 AIM-AMA Sheth Foundation Doctoral Consortium,
Indian Institute of Management, Ahmedabad, India
Engagement Orientation: A Catalyst for Profits
October 2013.
2013 Marketing Edge Research Summit,
Chicago, IL
Integrating Findings Research on Emerging Markets
June 2013.
2013 Emerging Markets Conference Board Conference,
Nelson Mandela Metropolitan University, Port Elizabeth, South Africa
Rigorous and Relevant Research in Areas That Shape the Future of Marketing,
June 2013.
2013 Emerging Markets Conference Board Doctoral Consortium,
Nelson Mandela Metropolitan University, Port Elizabeth, South Africa
Doing Research with Rigor and Relevance,
June 2013.
48th AMA Sheth Foundation Doctoral Consortium,
University of Michigan, Ann Arbor, MI
Leveraging BID DATA to Identify, Understand, and Manage Customers by ‘Habit’ to Increase Customer Profits and Improve Firm Performance”
May 2013
2013 Theory and Practice in Marketing Conference on Marketing Impact
London Business School, Regent’s Park,
London, United Kingdom,
Research on Lifetime Value – Past, Present and Future
February 2013
Wharton Marketing Camp
Philadelphia, PA
Sustainability, and Marketing to Socially – Connected Consumers
December 2012
MARCON 2012: International Marketing Conference
Indian Institute of Management
Calcutta, India
Building a Profitable and Loyal Brand & Customer Engagement Strategy
November 2012
Marketing R esearch Group seminar series
Brunel Business School, Brunel University
United Kingdom
Maximizing Profitable Customer Engagement
October 2012
Pontifical Catholic University of Parana
United Kingdom
Publishing Scholarly Journals
June 2012
(AIM-AMA), Sheth Foundation, Doctoral Consortium Bangalore, India
Linking Academic Research to Practice
June 2012
(AIM-AMA), Sheth Foundation, Doctoral Consortium Bangalore, India
Profitable Brand & Customer Engagement
June 2012
Marketing Scholar Forum X: Latest Challenges in Research in Marketing
Hong Kong, China
Marketing for Profitable Customer Engagement
June 2012
47th AMA Sheth Foundation Doctoral Consortium, University of Washington
Seattle, WA
Social Media Strategy: Increasing the Value and ROI of Intangibles and Tangibles
April 2012
INFORMS Analytics Practitioners Conference
Huntington Beach, CA
The Value of Social Media: Lessons Learned from Successes and Failures
February 2012
Indian Institute of Technology
Huntington Beach, CA
The Value of Social Media: Lessons Learned from Successes and Failures
February 2012
Indian Institute of Technology
Chennai, India
Legends in Marketing: Leaving a Legacy for the Next Generation
January 2012
New Delhi, India
Conference organized by the Indian Institute of Management
Lucknow
Quantifying the Value of Business Referrals
December 2011
ISMS-MSI Practice Prize Conference,
Washington, DC
How to Build a Profitable Brand With Loyal Customers
October 2011
Conference on Social Networks and Social CRM: The Impact of Social Networks in Business
Bogota, Colombia
Rethinking Customer Cross-Buying: Insights from Consumer & Business Markets
July 2011
Global Conference on Service Excellence
Singapore Management University
Singapore
So, Where Does Marketing Go From Here – How to Create a Marketing Profession We Can All Be Proud Of
June 2011
World Marketing Forum
Accra, Ghana
Managing Brands and Customers for Profit
June 2011
World Marketing Forum
Keynote Speaker
Accra, Ghana
How MSI Has Influenced My Research
June 2011
AMA Sheth-Foundation Doctoral Consortium
Oklahoma State University
Stillwater, OK
Crafting a Manuscript: Generating Ideas
June 2011
AMA Sheth-Foundation Doctoral Consortium
Oklahoma State University
Stillwater, OK
Publishing in Leading Marketing Journals, Workshop on Increasing Marketing Accountability within the Firm: The Role of Customer Value
May 2011
University of Zaragoza
Spain,
Entrepreneurship in Marketing with Marketing Academia
May 2011
Academy of Marketing Science Conference
Coral Gables, FL
Marketing Gurus Question and Answer Session with Marketing Gurus
May 2011
Academy of Marketing Science Conference
Special Panel Session
Coral Gables, FL
Looking Back and Looking Forward in the Marketing-Finance Interface”
February 2011
AMA Winter Marketing Educators’ Conference
Austin, TX
An Interdisciplinary Perspective of Building Shareholder Value”
February 2011
AMA Winter Marketing Educators’ Conference
Austin, TX
Practitioners Viewpoint of Building Shareholder Value”
February 2011
AMA Winter Marketing Educators’ Conference
Austin, TX
Marketing Accountability Standards Board: Moving from the First 3 Years (Start-up) to the Next 3 Years (Changing the Game)” (Panel Chair)
February 2011
AMA Winter Marketing Educators’ Conference
Austin, TX
The ISMS-MSI Practice Prize: History and Impact of the ISMS-MSI Practice Prize
February 2011
AMA Winter Marketing Educators’ Conference
Austin, TX
CRM in an Emerging Market
December 2010
Academy of Indian Marketing Conference on “Emerging Markets in the New World Order – The Paradigm Sh
India
Service Innovation – When, Where and How?
July 2010
ISES Global Conference on Service Excellence
Singapore Management University
Singapore
Creating Shareholder Value: An Integrated Perspective
June 2010
AMA Sheth-Foundation Doctoral Consortium
Texas Christian University
Fort Worth, TX
Crafting a Manuscript: From Idea Generation to Publication
June 2010
AMA Sheth-Foundation Doctoral Consortium
Texas Christian University
Fort Worth, TX
Building a Differentiated, Loyal, and Profitable Customer Management Strategy
May 2010
Kellogg School of Management
Northwestern University
Evanston, IL
Towards a Customer Differentiated Strategy
May 2010
Harvard Club
New York, NY
Advances in Marketing Strategy
April 2010
Keynote Speaker, Albert Haring Symposium
Indiana University
Bloomington, IN
Marketing Accountability and Customer Profitability: An Interdisciplinary Perspective
February 2010
AMA Winter Marketing Educators’ Conference
New Orleans, LA
Managing Brands & Customers for Profits
March 2010
Eller College of Management
University of Arizona
Tuscon, AZ
Linking CLV to Shareholder Value
November 2009
Copenhagen Business School
Denmark
Managing Brands and Customers for Profit
November 2009
Quartz Consulting
Denmark
Managing Customers for Profit
November 2009
American Marketing Association
Advanced School of Marketing Research
Atlanta, GA
Measuring and Maximizing the Value from the Customer
October 2009
Direct Marketing Association
Atlanta, Ga
Bringing Marketing to Wall Street- The Role of CLV
August 2009
Marketing Accountability Standards Board
Marketing Accountability Foundation
Chicago, IL
Measuring and Maximizing Customers’ Lifetime, Brand and Referral Value
July 2009
Singapore Management University
Institute of Service Excellence
Singapore
Expanding the Role of Marketing: From Customer Equity to Market Capital
June 2009
Olin Business School
Washington University
St. Louis, MO
Building a Profitable and Loyal Customer Management Strategy
April 2009
Drexel University
Philadelphia, PA
Building a Profitable & Loyal Customer Management Strategy
March 2009
Linkage Strategy
Bonita Springs, FL
Exploring the Link between Customer Brand Value, Customer Referral Value and Customer Lifetime Value
February 2009
Marketing Hightower Lecture
Goizueta Business School, Emory University
Atlanta, GA
Expanding the Role of Marketing: From Customer Equity to Market Capitalization
2009
Dartmouth College
Hanover, NH
A CLV Paradigm for the Pharmaceutical Industry
December 2008
Executive Presentation at the Organization of Pharmaceutical Producers of India (OPPI)
Mumbai, India
Managing Customers for Profit
November 2008
Advanced School of Marketing Research
American Marketing Association
Atlanta, GA
Influence of Interactive Marketing on Building a Profitable Brand & Customer Management Strategy
October 2008
DMEF Conference
Keynote Speech
Las Vegas, NV
Targeting B2B Buyers
October 2008
Erin Anderson Conference
The Wharton School
Philadelphia, PA
A Hidden Markov Model Approach for Resource Allocation in B2B Markets
October 2008
Distinguished Visitor Speaker Session
Drexel University
Philadelphia, PA
Metrics that Connect Customers and Offerings
September 2008
Marketing Science Institute Conference on Mark
Dallas, TX
Impact of Customer Referrals on Profitability
September 2008
Southern Methodist University
Dallas, TX
Brand is Dead. Long Live the Brand
February 2008
Confederation of Indian Industries Brand Summit Conference
Hyderabad, India
Can Marketing Be Made Both Accountable and Profitable?
February 2008
Global Marketing Submit
Myrtle Beach, SC
Impact of Customer Referrals on Profitability
February 2008
Customer Reference Forum
Berkeley, CA
Implement Cutting-Edge Marketing Strategies For Maximizing Company’s Growth and Profitability
January 2008
Leadership, Innovation and Growth Program, General Electri
New Delhi, India
Managing Customers for Profit
2008
H.R. College of Commerce and Economics
Mumbai, India
Maximizing Customer Profitability
November 2007
American Marketing Association
Atlanta, GA
CLV & Beyond
September 2007
Hanken MBA Program Swedish School of Business
Helsinki, Finland
Managing Customer for Profit
June 2007
Customer Insights Center
Groningen University
Groningen, The Netherlands
The Power of Word-of-Mouth Marketing
April 2007
Marketing Camp
Texas A&M University
College Station, TX
Effective CRM Strategies
November 2006
Koc University
Istanbul, Turkey
Implementing CRM Strategies to Obtain Better Performance Metrics
November 2006
AMA MPlanet Conference
Orlando, FL
Customer Loyalty and Profitability
November 2006
Advanced School of Marketing Research
American Marketing Association
Atlanta, GA
Linking Customer Lifetime Value to Shareholder Value
July 2006
American Marketing Association – Sheth Doctoral Consortium
University of Maryland
College Park, MD
Leveraging Marketing Metrics for Maximizing Customer Profitability
May 2006
Marketing Metrics Conference
Austin, TX
Leveraging superior Marketing Tools for building a Forward-looking CRM Strategy
March 2006
Marketing Science Institute Conference
Santa monica, CA
The Effectiveness of CRM Strategy
2006
Marketing Camp
University of Groningen
Groningen, The Netherlands
The Path to Higher Profitability
December 2005
Research Seminar
University of Houston
Houston, TX
The Power of Customer Lifetime Value
September 2005
Alumni Networking Reception & Marketing Presentation
University of Connecticut School of Business
Boston, MA
The Power of Customer Lifetime Value
September 2005
Research Seminar
University of Massachusetts
Amherst, MA
Customer Relationship Management in Service Industries
June 2005
E-BRC Workshop
Pennsylvania State University
State College, PA
Linking Brand Equity and Customer Equity
June 2005
Zyman Institute of Brand Sciences
Emory University
Atlanta, GA
The Effect of Multichannel Marketing on Shopping Behavior
May 2005
New York University
New York, NY
The Power of Customer Lifetime Value
May 2005
Marketing Research Camp
New York University
New York, NY
Profitable Management of Multichannel Shoppers
May 2005
Marketing Research Camp
University of Maryland
College Park, MD
The Power of Customer Lifetime Value
April 2005
Distinguished Research Scholar Series
University of Tennessee
Knoxville, TN
The Power of Customer Lifetime Value
March 2005
Research Seminar
University of North Carolina
Chapel Hill, NC
A Comparison of Marketing Metrics for Maximizing ROI
December 2004
Yale University
Marketing Science Institute
New Haven, CT
Allocating Acquisition and Retention Resources to Maximize Customer Profitability
June 2004
Marketing Science Institute Conference
London Business School
London, England
Marketing for Profits
April 2004
Marketing Roundtable
Georgia State University
Atlanta, GA
Measuring and Maximizing Customer Equity
April 2004
Direct Marketing Association
Georgia State University
Atlanta, GA
Implementing Customer Lifetime Value based Strategy
April 2004
Case Western Reserve University
Cleveland, OH
Maximizing Customer Profitability
March 2004
The Fuqua School of Business
Duke University
Raleigh, NC
Leveraging Superior Strategic Tools in C & A
February 2004
Executive Workshop
Tilburg University
Tilburg, The Netherlands
Linking Loyalty and Profitability in Financial Services
February 2004
ING Post Bank Program
Tilburg, The Netherlands
Loyalty and Profitability in Retailing
January 2004
Executive Retailing Program
Tilburg University
Tilburg, The Netherlands
Models for Databased Decision Making: Is it painful or gainful?
October 2003
DMEF Conference
Orlando, Fl
Customer Relationship Management: Past, Present and Future
July 2003
University of Kiel
Kiel, Germany
Issues in International Diffusion
July 2003
University of Kiel
Kiel, Germany
Exploiting the Trends in Customer Relationship Management
December 2002
Tilburg University
Tilburg, The Netherlands
Improving Marketing Productivity: Knowing When to Sell What to Whom
October 2002
MSI Conference on Marketing Metrics
Dallas, TX
A Model for Maximizing Customer Equity
July 2002
National Conference for Database Marketing
Philadelphia, PA
Drivers of Profitable Lifetime Duration
June 2002
American Marketing Association – Sheth Doctoral Consortium
Emory University
Atlanta, GA
Defining, Measuring and Managing Customer Equity
June 2002
MSI Conference on CRM: Strategies and Implementation, INSEAD
Fontainebleau, France
Identifying Profitable Customers from a Marketing Database
June 2001
American Marketing Association – Sheth Doctoral Consortium
University of Miami
Coral Gables, FL
A New Class of Multinational Diffusion Models
May 2001
INSEAD
Fontainebleau, France
A Model of Customer Lifetime Value
April 2001
University of South Carolina
Fontainebleau, France
The Impact of Information Technology on Marketing and Entrepreneurship
March 2001
University of Hawaii
Fontainebleau, France
A Research Agenda for Programmatic Research
February 2001
University of Connecticut
Fontainebleau, France
Customer Relationship Management: The Strategies and Implications
February 2001
Georgia State University
Fontainebleau, France
Multinational Diffusion Models: An Evolutionary Framework
April 2000
University of Maryland
Fontainebleau, France
The Power of International Marketing Research
February 2000
FGV
Fontainebleau, France
Impact of Multinational Diffusion Models on International Market Entry Decisions
February 2000
FGV
Fontainebleau, France
Market Orientation: Is it a useful concept
September, 1999
ITAM
México City, MEXICO,
Global Diffusion Models
April, 1999
Research Round Table for Executives
Hartford, CT
Global Diffusion Models
April, 1999
Research Round Table for Executives
Hartford, CT
Is Market Orientation the Holy Grail?: The Effects of Consumer Characteristics on Market Orientation and Performance Relationship
April, 1999
University of Connecticut,
Storrs, CT
Global Diffusion Models
October 1998
Turku School of Business
Fontainebleau, France
Research in Retailing: Past, Present, and Future
October 1998
Finnish School of Business
Fontainebleau, France
Modeling Real World Data for Decision Making
August 1998
AMA Doctoral Consortium
University of Georgia
Athens, GA
Research stream in Cross-National Diffusion Models
July 1998
AMA Faculty Consortium
Michigan State University
East Lansing, MI
International Research with Secondary Data
July 1998
AMA Faculty Consortium
Michigan State University
East Lansing, MI
Global Diffusion Models
April 1998
Research Round Table for Executives
Hartford, CT
Advances in Research Methods
July 1997
AMA Doctoral Consortium
University of Cincinnati
Cincinnati, OH
Market Orientation: Is It a Useful Concept
1997
ITAM
Cincinnati, OH
Modeling Global Diffusion Patterns
December 1996
University of Oklahoma
Cincinnati, OH
Advances in International Marketing Research
August 1996
AMA Doctoral Consortium
University of Colorado at Boulder
Boulder, CO
Cross National Diffusion Models: Past, Present and Future
May 1996
Stanford University
Boulder, CO
Advances in International Marketing Research
June 1995
AMA Doctoral Consortium
Griffith University
Australia
Advances in International Marketing Research
June 1995
AMA Doctoral Consortium
University of Queensland
Queensland, Australia
Is Market Orientation the Holy Grail?: The Effects of Consumer Characteristics on Market Orientation and Performance Relationship
April 1995
University of Connecticut
Queensland, Australia
Building, Measuring, Managing and Exploiting Brand Equity
December 1994
Survey Research Group
China
Branding in Services
October 1994
Queensland Division of MRSA
China
Diffusion of Scanner Technology: A Comparison of Triadic Power Nations
June 1994
Ohio State University
China
Diffusion of Scanner Technology: A Comparison of Triadic Power Nations
October 1993
University of Kiel
China
Diffusion of Scanner Technology: A Comparison of Triadic Power Nations
October 1993
Catholic University of Leuven
China
Diffusion of Scanner Technology: A Comparison of Triadic Power Nations
October 1993
Lancaster University
China
Market Segmentation
October 1992
Monterey Tech
China
The Impact of Competitive Re-activity on Promotion
June 1991
IESE
Barcelona, Spain
Assessing the Impact of Timing of ‘Own’ and Competing Brands’ Promotions on Promotion Effectiveness
June 1991
INSEAD
Fontainebleau, France
Sales Promotions – An Agenda for Future Research
June 1991
Catholic University of Leuven
Fontainebleau, France
An Ecological Approach to Modeling Competitive Effects of Retail Promotions
March 1991
Marketing Science Conference
Wilmington, DE