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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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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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Kumar,
V.
and
S. Srinivasan (2005), “The Different
Faces of Coupon Face Value Elasticity:
Implications for Manufacturers and
Retailers,” Journal
of Retailing, Vol. 81
(1), pp 1-25 |
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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.
(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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Kumar, V. and
Denish Shah
(2004),
“Building and Sustaining Profitable
Customer Loyalty for the 21st Century,”
Journal
of Retailing, Vol.
80 (4), pp. 317-330. |
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Kumar,
V., V.Madan
and S. Srinivasan (2004), “Price
Discounts or Coupon Promotions:
Does it matter?” Journal
of Business Research, Vol.
57, pp. 933-941. |
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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. |
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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.
(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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Venkatesan,
R., T.V Krishnan and V.Kumar
(2004), “Evolutionary
Estimation of Macro-Level Diffusion
Models Using Genetic Algorithms:
An Alternative to Non Linear Least
Squares”, Marketing Science,
Vol 23.(3) Summer, pp. 451-464. |
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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. |
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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. |
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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. |
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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 Denish Shah (2004),
“Pushing and Pulling on the Internet”,
Marketing Research: A Magazine of
Management and Applications, Vol.
16 (1). |
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Kumar,
V.
and G. Ramani (2004), “Taking Customer
Lifetime Value Analysis to the Next
Level,”, Journal of Integrated
Communications, published by
Northwestern University, pp.27-33. |
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Kumar,
V. (2003), “Global Diffusion
Models: Back to the Future”, forthcoming,
Handbook of Research in International
Marketing, Publishers: Edward
Elgar, pp. 379-401. |
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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), 667-676. |
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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.
(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. |
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Venkatesan,
R. and V. Kumar (2002), “A
Genetic Algorithms Approach to Forecasting
of Wireless Subscribers,” International
Journal of Forecasting, Vol.
18 (4), pp. 625-646. |
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Kumar,
V. and Trichy V. Krishnan, "Multinational
Diffusion Models : An
Alternative Framework,"
Marketing Science, Vol. 21
(3), pp. 318-330. |
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Kumar,
V. Anish Nagpal and Rajkumar
Venkatesan (2002), “Forecasting
category sales and market share
for wireless telephone subscribers:
a combined approach”, International
Journal of Forecasting, Vol.
18 (4), pp. 583-604. |
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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. |
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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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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. |
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Kumar,
V., and T.Bohling (2001), "Decision
Models Aid Research," Marketing
Research: A Magazine of Management
and Applications, Winter 2001,
pp. 42-43. |
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Kumar,
V., and Anish Nagpal (2001),
"Segmenting Global Markets:
Look Before You Leap," Marketing
Research: A Magazine of Management
and Applications, Spring 2001,
pp. 8-13. |
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Brodie,
R., P. Danaher, V. Kumar
and P. Leeflang (2001), "Principles
of Market Share Forecasting,"
Principles of Forecasting : A
Handbook for Researchers and Practitioners,
Kluwer Publishers. pp. 597-612. |
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V.Kumar
and K. Karande (2000), "The
Effect of Retail Environment on
Retailer Performance,"
Journal of Business Research,
Vol. 49 (2), pp. 167-181. |
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Armstrong,
S. , V. Morvitz and V. Kumar
(2000), "Sales Forecasts
for Existing Consumer Products and
Services: Do Purchase Intentions
Contribute to Accuracy,"
International Journal of Forecasting.
Vol. 16, pp.383-397. |
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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.
(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. |
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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. |
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Kumar,
V., (2000). "Herramientas
para el Exito en Mercados Extranjeros."
(Translated as "Tools
for Success in Foreign Markets"),
Segmento.Vol. 2(7), September,
pp. 20-22. |
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Reinartz,
W. and V. Kumar, (1999) "Store-,
Consumer-, and Market- Characteristics:
The Drivers of Retail Performance,"
Marketing Letters. Vol.
10(1), pp. 5-22. |
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V.
Kumar, K. Karande and W. Reinartz
(1998), "Measuring the Impact
of Internal and External Reference
Prices On Brand Choice;The Moderating
Role of Contextual Variables, "
Journal of Retailing, Vol.
74(3), pp. 401-426. |
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Kumar,
V. ,J. Ganesh and R. Echambadi
(1998), "Cross-National Diffusion
Research: What We Know and How Certain
Are WE?" , Journal of Product
Innovation Management, Vol.
15(3), May, pp 255-268. |
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Balasubramaniam,
Siva K. and V. Kumar (1997),
"Explaining Variation in Advertising
& Promotional Expenditures over
Sales Ratio: A Re-Analysis,"
Journal of Marketing, Vol.
61(1), pp. 85-92. |
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Balasubramaniam,
Siva K. and V. Kumar (1997),
"Explaining Variation in Advertising
& Promotional Expenditures over
Sales Ratio: A Response, Research
Criteria and Guidelines," Journal
of Marketing, Vol. 61(1), pp.
97-98. |
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Kumar,
V. and Arun Pereira, (1997)
"Assessing the Competitive
Impact of Type, Timing, Frequency
and Magnitude of Retail Promotions,"
Journal of Business Research,
Vol.40(1), September, pp.1-14. |
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Ganesh,
J., V. Kumar and V. Subramaniam
(1997), "Cross -National Learning
Effects in Global Diffusion Patterns:
An Exploratory Investigation,"
Journal of the Academy of Marketing
Science, Vol. 25(3), Summer
, pp. 214-228. |
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Kumar,
V., and V. Subramaniam
(1997), "A Contingency Framework
for the Mode of Entry Decision,"
Journal of World Business,
(formerly, Columbia Journal of World
Business), 32(1), pp.53-72. |
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