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Arora N., A. Ghose, J. Hess, R. Iyengar,
B. Jing, Y. Joshi, V. Kumar,
N. Lurie, S. Neslin, S. Sajeesh, M.
Su, N. Syam, J. Thomas, Z. Zhang.,
“Putting One-to-One Marketing to Work:
Personalization, Customization and
Choice”, forthcoming, Marketing
Letters. |
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Kumar
V., I.
Pozza, A. Petersen, D. Shah, “Reversing
the logic: The Path to Profitability”,
forthcoming, Journal of Interactive
Marketing. |
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Kumar V., Jia Fan, R. Gulati,
P. Venkat “Marketing-Mix Recommendation
to Manage Value Growth at P&G
Asia Pacific”, forthcoming, Marketing
Science. |
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Kumar,
V., Rajkumar Venkatesan,
Timothy Bohling and Denise Beckmann,
“The Power of CLV: Managing Customer
Lifetime Value at IBM”, forthcoming,
Marketing Science. |
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Kumar,
V., M. George and J. Pancras,
“Cross-Buy: Correlates and Consequences”,
forthcoming, Journal of
Retailing. |
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Kumar,
V., R Venkatesan and W. Reinartz,
“A Purchase Sequence Framework for
Targeting the Right Products to the
Right Customers at the Right Time”,
forthcoming, Journal of Marketing. |
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Ramani,
G. and V. Kumar (2008),
“Interaction Orientation & Firm
Performance”, Journal of Marketing,
Vol 72 (1), January, pp 27-45. |
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Kumar,
V., and Anita (Man) Luo (2008),
“Integrating Purchase Timing, Choice
and Quantity Decisions Models: A Review
of Model Specifications, Estimations
and Applications”, Review
of Marketing Research, Vol.
4 (1), pp 63-91. |
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Venkatesan,
Rajkumar, V. Kumar and
Timothy Bohling (2007), “Optimal
CRM using Bayesian Decision Theory:
An application for Customer Selection”,
Journal of Marketing Research,
Vol. 44 (4) November, pp.579-594. |
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Kumar,
V., A. Petersen and R. P.
Leone (2007), “How Valuable is the
Word of Mouth?”, Harvard Business
Review, (October), pp. 139-146. |
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Venkatesan,
Rajkumar, V. Kumar
and Nalini Ravishankar (2007), “Multi-Channel
Shopping: Causes and Consequences”,
Journal of Marketing,
Vol. 71 (2) April, pp. 114-132. |
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Kumar,
V. and Morris George (2007),
“Measuring and Maximizing Customer
Equity: A Critical Analysis”, Journal
of the Academy of Marketing Science,
Vol. 35 (2) June, pp. 157-171. |
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Kumar,
V., Denish Shah and Rajkumar
Venkatesan (2006), “Managing Retailer
Profitability: One Customer at a
time!”, Journal of Retailing,
Vol. 82 (4), October, pp. 277 –
294. |
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V.
Kumar (2006), “Profitable
Relationships”, Marketing
Research: A Magazine of Management
and Applications, Vol. 18
(Fall), No.3, pp. 41-46. |
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Kumar,
V. (2006), “Customer Lifetime
Value: A Databased Approach”, Journal
of Relationship Marketing
(Special Issue on CRM -- Other contributors
include Don Lehmann, Sunil Gupta,
Kay Lemon and Tim Keiningham), Vol.
5, Nos. 2/3, pp. 7-35. |
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V.
Kumar, Katherine N. Lemon
and A. Parasuraman (2006), “Managing
Customers for Value: An Overview and
Research Agenda”, Journal
of Service Research, Vol.
9 (Nov), pp. 87-94. |
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Sunil
Gupta, Dominique Hanssens, Bruce Hardie,
William Kahn, V.Kumar,
Nathaniel Lin, Nalini Ravishanker
and S. Sriram (2006), “Modeling Customer
Lifetime Value”, Journal of
Service Research, Vol. 9
(Nov), pp. 139-155. |
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Kumar,
V., R. Venkatesan and W.
Reinartz (2006), “Knowing
What to Sell, When to Whom”,
Harvard
Business Review,
March, pp. 131-137 |
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Kumar,
V. and J. Andrew Petersen
(2005), “Using a Customer Level Marketing
Strategy to Enhance Firm Performance”,
Journal of the Academy of
Marketing Science, Vol. 33
(4), Fall, pp. 505-519 |
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Kumar,
V.
and R. Venkatesan (2005), “Who are
the Multichannel Shoppers and How
do they Perform?: Correlates of
Multichannel Shopping Behavior”,
Journal of Interactive Marketing,
Vol. 19 (2) Spring, pp. 44-62.
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Reinartz,
W., J. Thomas and V. Kumar
(2005), “Balancing Acquisition and
Retention Resources to Maximize Profitability.”,
Journal of Marketing,
Vol. 69 (January), pp. 63-79.(Abstract)
(Winner of the MSI/Paul H. Root
Award (second time) for the Paper
Published in Journal of Marketing
in 2005 that best contributes to the
practice of marketing). |
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Venkatesan,
R. and V.Kumar (2004),
“A
Customer Lifetime Value Framework
for Customer Selections and Resource
Allocation Strategy”, Journal
of Marketing, Vol. 68 (4) October,
pp. 106-125. (Abstract)
(Winner of the Don Lehmann Award
(second time) for the best Paper
published in Journal of Marketing
/ Journal of Marketing Research
in a 2-year period (2003-2004),
May 2005). |
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Rust,
R., T. Ambler, G. Carpenter, V.
Kumar and R. Srivastava (2004),
“Measuring Marketing Productivity:
Current Knowledge and Future Directions,”
Journal of Marketing, Vol.
68 (4) October, pp. 76-89. (Abstract) |
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Kumar,
V. and J. Andrew Petersen (2004),
“Maximizing ROI or Profitability:
Is One Better than the Other,”
Marketing Research: A Magazine
of Management and Applications,
Vol. 16 (3) Fall, pp. 28-34.
(Abstract) |
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Kumar,
V., G. Ramani and T. Bohling,
(2004) “Customer Lifetime Value
Approaches and Best Practice Applications”,
Journal of Interactive Marketing,
Vol 18. (3) Summer, pp
60-72.
(Abstract) |
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Thomas
J., W. Reinartz and V. Kumar(2004),
“Getting the Most out of All Your
Customers,” Harvard Business
Review, (July-August 2004),
pp. 116-123. (Abstract) |
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Kumar,
V. (2004), “Leveraging Superior
Marketing Tools to Maximise Profits”
Strategic Marketing, Vol. 3
(2), pp.18-23. |
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Kumar,
V. and G. Ramani (2004), “Taking
Customer Lifetime Value Analysis
to the Next Level,” Journal of
Integrated Communications, pp.
27-33. |
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Kumar,
V.,
T. Bohling and R. Ladda (2003),
“Antecedents and Consequences of
Relationship Intention: Implications
for Transaction and Relationship
Marketing,” Industrial
Marketing Management, Vol. 32
(8), pp. 667-676. (Abstract) |
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Reinartz, W. and V. Kumar
(2003), "The Impact of Customer
Relationship Characteristics on
Profitable Lifetime Duration,”
Journal of Marketing, Vol.
67 (1), pp. 77-99. (Abstract)
(Winner of the MSI/Paul H.
Root Award for the Paper Published
in Journal of Marketing in 2003
that best contributes to the practice
of marketing).
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Reinartz,
W. and V. Kumar (2002), “The
Mismanagement of Customer Loyalty,”
Harvard Business Review,
(July), pp. 86-97. ( Abstract) |
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Fildes, R. and
V. Kumar (2002), “Telecommunications
demand forecasting - a review”,
International Journal of Forecasting,
Vol. 18 (4), pp. 489-522. |
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Berger, P., R.Bolton,
D.Bowman, E.Briggs, V. Kumar,
A. Parsuraman and Creed Terry (2002),
“Marketing Actions and the Value
of Customer Assets: A Framework
for Customer Asset Management,”
Journal of Service Research,
Vol. 5 (1), pp. 39-54.
(Abstract) |
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Kumar,
V., and T. Bohling (2002), “Six
Steps to Better Decision Models,”
Marketing Research: A
Magazine of Management and Applications,
Vol. 14 (2), pp. 8-12. (Abstract) |
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Brodie, R., P. Danaher, V. Kumar
and P. Leeflang (2001), "Principles
of Market Share Forecasting”, Chapter,
in Principles of Forecasting:
A Handbook for Researchers and Practitioners,
Kluwer Publishers. |
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Reinartz,
W. and V. Kumar (2000) ,
"On the Profitability of
Long Lifetime Customers: An Empirical
Investigation and Implications for
Marketing," Journal
of Marketing. Vol. 64(4), pp.
17-35. ( Abstract)
(Winner of the Don Lehmann Award
for the best Paper published in
Journal of Marketing / Journal of
Marketing Research in a 2-year period
(1999-2000), August 2001). |
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Krishnan,
T. , F. Bass and V. Kumar (2000),
"Impact of a Late Entrant
on the Diffusion of a New Product/Service,"
Journal of Market Research.
Vol. 37, May, 269-278. (Abstract) |
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Kumar,
V., S. Ramaswami and R. K. Srivastava
(2000), "A Model for Predicting
Stock Market Returns : Marketing
Implications" Journal
of Business Research. Vol. 50(2),
pp. 157-168.
(Abstract) |
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Kumar,
V. and J. Ganesh (1995), "The
State-of-the-Art in Brand Equity
Research: What is Known and What
Needs to be Known," Australasian
Journal of Market Research,
Vol.3, No.1, pp. 3-22.
(Abstract) |
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Kumar,
V. and V. Subramaniam (1995),
"Customer's Role in Continuous
Quality Improvement Process,"
Australasian Journal of Market
Research, Vol. 3, No. 2, pp.
3-14. |
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Kumar,
V. and G. Gaeth (1991), "Attribute
Order and Product Familiarity Effects
in Decision Tasks Using Conjoint
Analysis," International
Journal of Research in Marketing,
Vol. 8, (June), pp. 113-124. |
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Kumar,
V., Roger A. Kerin and Arun
Pereira (1991), "An Empirical
Assessment of Merger and Acquisition
Activities in Retailing," Journal
of Retailing, Vol. 67, No. 3,
(Fall), pp. 321-338. ( Abstract) |
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