V. Kumar

Authors: Neeraj Arora Anindya Ghose James D. Hess Raghuram Iyengar Bing Jing Yogesh Joshi V. Kumar Nicholas Lurie Scott Neslin S. Sajeesh Meng Su Niladri Syam Jacquelyn Thomas Z. John Zhang

Published: 2008

Published In: Marketing Letters
Volume: 19 Issue: 314 Pages: 305-321

Performance Implications of Adopting a Customer-Focused Sales Campaign

Authors: V. Kumar Rajkumar Venkatesan Werner Reinartz

Published: 2008

Published In: Journal of Marketing
Volume: 72 Issue: 5 Pages: 50-68

Cross-Buying in Retailing: Drivers and Consequences

Authors: V. Kumar Morris George Joseph Pancras

Published: 2008

Published In: Journal of Retailing
Volume: 84 (1) Issue: 1 Pages: 15-27

Research Before You Leap: Does Cross-Sell Always Lead to Higher Profits?

Authors: V. Kumar Denish Shah

Published: 2008

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 20 Issue: 3 Pages: 26-32

The Power of CLV: Managing Customer Lifetime Value at IBM

Authors: V. Kumar Rajkumar Venkatesan Timothy R. Bohling Denise Beckmann

Published: 2008

Published In: Marketing Science
Volume: 27 Issue: 4 Pages: 585-599

Integrating Purchase Timing, Choice and Quantity Decisions Models: A Review of Model Specifications, Estimations and Applications

Authors: V. Kumar Anita Luo

Published: 2008

Published In: Review of Marketing Research
Volume: 4 Issue: 1 Pages: 63-91

Interaction Orientation & Firm Performance

Authors: Girish Ramani V. Kumar

Published: 2008

Published In: Journal of Marketing
Volume: 72 Issue: 1 Pages: 27-45

Customer Lifetime Value: The Path to Profitability

Authors: V. Kumar

Published: 2007

Published In: Foundations and Trends in Marketing
Volume: 2 Issue: 1 Pages: 1-96

Optimal CRM using Bayesian Decision Theory: An application for Customer Selection

Authors: Rajkumar Venkatesan V. Kumar Timothy R. Bohling

Published: November 2007

Published In: Journal of Marketing Research
Volume: 44 Issue: 4 Pages: 579-594

How Valuable is Word of Mouth

Authors: V. Kumar J. Andrew Petersen Robert P. Leone

Published: 2007

Published In: Harvard Business Review
Volume: 85 Issue: 10 Pages: 139-146

Multi-Channel Shopping: Causes and Consequences

Authors: Rajkumar Venkatesan V. Kumar Nalini Ravishankar

Published: April 2007

Published In: Journal of Marketing
Volume: 71 Issue: 2 Pages: 114-132

Measuring and Maximizing Customer Equity: A Critical Analysis

Authors: V. Kumar Morris George

Published: June 2007

Published In: Journal of the Academy of Marketing Science
Volume: 35 Issue: 2 Pages: 157-171

Profitable Relationships

Authors: V. Kumar

Published: October 2006

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 18 Issue: 3 Pages: 41-46

Managing Retailer Profitability: One Customer at a time!

Authors: V. Kumar Denish Shah Rajkumar Venkatesan

Published: 2006

Published In: Journal of Retailing
Volume: 82 Issue: 4 Pages: 277-294

Customer Lifetime Value: A Databased Approach

Authors: V. Kumar

Published: 2006

Published In: Journal of Relationship Marketing
Volume: 5 Issue: 2/3 Pages: 7-35

Managing Customers for Value: An Overview and Research Agenda

Authors: V. Kumar Katherine N. Lemon A. Parasuraman

Published: 2006

Published In: Journal of Service Research
Volume: 9 Issue: 2 Pages: 87-94

Modeling Customer Lifetime Value

Authors: Sunil Gupta Dominique Hanssens Bruce Hardie William Kahn V. Kumar Nathaniel Lin Nalini Ravishanker S. Sriram

Published: 2006

Published In: Journal of Service Research
Volume: 9 Issue: 2 Pages: 139-155

Knowing What to Sell, When to Whom

Authors: V. Kumar Rajkumar Venkatesan Werner Reinartz

Published: 2006

Published In: Harvard Business Review
Volume: 84 Issue: 3 Pages: 131-137

Using a Customer Level Marketing Strategy to Enhance Firm Performance: A Review of Theoretical and Empirical Evidence

Authors: V. Kumar J. Andrew Petersen

Published: 2005

Published In: Journal of the Academy of Marketing Science
Volume: 33 Issue: 4 Pages: 504-519

The Different Faces of Coupon Face Value Elasticity: Implications for Manufacturers and Retailers

Authors: V. Kumar Srinivasan Swaminathan

Published: 2005

Published In: Journal of Retailing
Volume: 81 Issue: 1 Pages: 1-13

Who Are the Multichannel Shoppers and How do they Perform?: Correlates of Multichannel Shopping Behavior

Authors: V. Kumar Rajkumar Venkatesan

Published: 2005

Published In: Journal of Interactive Marketing
Volume: 19 Issue: 2 Pages: 44-62

Balancing Acquisition and Retention Resources to Maximize Customer Profitability

Authors: Werner Reinartz Jacquelyn Thomas V. Kumar

Published: 2005

Published In: Journal of Marketing
Volume: 69 Issue: 1 Pages: 63-79

A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy

Authors: Rajkumar Venkatesan V. Kumar

Published: 2004

Published In: Journal of Marketing
Volume: 68 Issue: 4 Pages: 106-125

Evolutionary Estimation of Macro-Level Diffusion Models Using Genetic Algorithms: An Alternative to Non Linear Least Squares

Authors: Rajkumar Venkatesan Trichy V. Krishnan V. Kumar

Published: 2004

Published In: Marketing Science
Volume: 23 Issue: 3 Pages: 451-464

Building and Sustaining Profitable Customer Loyalty for the 21st Century

Authors: V. Kumar Denish Shah

Published: 2004

Published In: Journal of Retailing
Volume: 80 Issue: 4 Pages: 317-330

Price Discounts or Coupon Promotions: Does it matter?

Authors: V. Kumar Vibhas Madan Srini S. Srinivasan

Published: 2004

Published In: Journal of Business Research
Volume: 57 (9) Issue: 9 Pages: 933-941

Pushing and Pulling on the Internet

Authors: V. Kumar Denish Shah

Published: 2004

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 16 Issue: 1 Pages: 28-33

Measuring Marketing Productivity: Current Knowledge and Future Directions

Authors: Roland Rust Tim Ambler Gregory S. Carpenter V. Kumar Rajendra K. Srivastava

Published: 2004

Published In: Journal of Marketing
Volume: 68 Issue: 4 Pages: 76-89

Maximizing ROI or Profitability: Is One Better than the Other

Authors: V. Kumar J. Andrew Petersen

Published: 2004

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 16 Issue: 3 Pages: 28-34

Customer Lifetime Value Approaches and Best Practice Applications

Authors: V. Kumar Girish Ramani Timothy R. Bohling

Published: 2004

Published In: Journal of Interactive Marketing
Volume: 18 Issue: 3 Pages: 60-72

Getting the Most Out of All Your Customers

Authors: Jacquelyn Thomas Werner Reinartz V. Kumar

Published: 2004

Published In: Harvard Business Review
Volume: 82 Issue: 7/8 Pages: 116-123

Leveraging Superior Marketing Tools to Maximize Profits

Authors: V. Kumar

Published: 2004

Published In: Strategic Marketing
Volume: 3 Issue: 2 Pages: 18-23

Taking Customer Lifetime Value Analysis to the Next Level

Authors: V. Kumar Girish Ramani

Published: 2004

Published In: Journal of Integrated Marketing Communications
Volume: 4 Issue: 1 Pages: 27-33

Antecedents and Consequences of Relationship Intention: Implications for Transaction and Relationship Marketing

Authors: V. Kumar Timothy R. Bohling Rajendra N. Ladda

Published: 2003

Published In: Industrial Marketing Management
Volume: 32 Issue: 8 Pages: 667-676

The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration

Authors: V. Kumar Werner Reinartz

Published: 2003

Published In: Journal of Marketing
Volume: 67 Issue: 1 Pages: 77-99

The Mismanagement of Customer Loyalty

Authors: Werner Reinartz V. Kumar

Published: 2002

Published In: Harvard Business Review
Volume: 80 Issue: 7 Pages: 86-97

A Genetic Algorithms Approach to Growth Phase Forecasting of Wireless Subscribers

Authors: Rajkumar Venkatesan V. Kumar

Published: 2002

Published In: International Journal of Forecasting
Volume: 18 Issue: 4 Pages: 625-646

Forecasting Category Sales and Market Share for Wireless Telephone Subscribers: A Combined Approach

Authors: V. Kumar Anish Nagpal Rajkumar Venkatesan

Published: 2002

Published In: International Journal of Forecasting
Volume: 18 Issue: 4 Pages: 583-604

Multinational Diffusion Models: An Alternative Framework

Authors: V. Kumar Trichy V. Krishnan

Published: 2002

Published In: Marketing Science
Volume: 21 Issue: 3 Pages: 318-330

Telecommunications Demand Forecasting - A Review

Authors: Robert Fildes V. Kumar

Published: 2002

Published In: International Journal of Forecasting
Volume: 18 Issue: 4 Pages: 489-522

Marketing Actions and the Value of Customer Assets: A Framework for Customer Asset Management

Authors: Paul D. Berger Ruth N. Bolton Douglas Bowman Elten Briggs V. Kumar A. Parsuraman Creed Terry

Published: 2002

Published In: Journal of Service Research
Volume: 5 Issue: 1 Pages: 39-54

Six Steps to Better Decision Models

Authors: V. Kumar Timothy R. Bohling

Published: 2002

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 14 Issue: 2 Pages: 8-12

A Model to Explain Shareholder Returns: Marketing Implications

Authors: V. Kumar Sridhar N. Ramaswami Rajendra K. Srivastava

Published: 2000

Published In: Journal of Business Research
Volume: 50 Issue: 2 Pages: 157-168

Decision Models Aid Research

Authors: V. Kumar Timothy R. Bohling

Published: 2001

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 13 Issue: 4 Pages: 42-43

Segmenting Global Markets: Look Before You Leap

Authors: V. Kumar Anish Nagpal

Published: 2001

Published In: Marketing Research: A Magazine of Management and Applications
Volume: 13 Issue: 1 Pages: 8-13

Sales Forecasts for Existing Consumer Products and Services: Do Purchase Intentions Contribute to Accuracy

Authors: J. Scott Armstrong Vicki G. Morvitz V. Kumar

Published: 2000

Published In: International Journal of Forecasting
Volume: 16 Issue: 3 Pages: 383-397

The Effect of Retail Store Environment on Retailer Performance

Authors: V. Kumar Kiran Karande

Published: 2000

Published In: Journal of Business Research
Volume: 49 Issue: 2 Pages: 167-181

“On the Profitability of LongLife Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing

Authors: Werner Reinartz V. Kumar

Published: 2000

Published In: Journal of Marketing
Volume: 64 Issue: 4 Pages: 17-35

Impact of a Late Entrant on the Diffusion of a New Product / Service

Authors: Trichy V. Krishnan Frank M. Bass V. Kumar

Published: 2000

Published In: Journal of Marketing Research
Volume: 37 Issue: 2 Pages: 269-278

The State-of-the-Art in Brand Equity Research: What is Known and What Needs to be Known

Authors: V. Kumar Jaishankar Ganesh

Published: 1995

Published In: Australasian Journal of Market Research
Volume: 3 Issue: 1 Pages: 3-22

Store -, Market -, and Consumer - Characteristics: The Drivers of Retail Performance

Authors: Werner Reinartz V. Kumar

Published: 1999

Published In: Marketing Letters
Volume: 10 (1) Issue: 1 Pages: 5-23

The Impact of Internal and External Reference Prices on Brand Choice; The Moderating Role of Contextual Variables

Authors: V. Kumar Kiran Karande Werner Reinartz

Published: 1998

Published In: Journal of Retailing
Volume: 74 Issue: 3 Pages: 401-426

Cross-National Diffusion Research: What We Know and How Certain Are We?

Authors: V. Kumar Jaishankar Ganesh Raj Echambadi

Published: 1998

Published In: Journal of Product Innovation Management
Volume: 15 Issue: 3 Pages: 255-268

Explaining Variation in Advertising & Promotional Expenditures over Sales Ratio: A Re-Analysis

Authors: Siva K. Balasubramaniam V. Kumar

Published: 1997

Published In: Journal of Marketing
Volume: 61 Issue: 1 Pages: 85-92

Learning effect in multinational diffusion of consumer durables: An exploratory investigation

Authors: Jaishankar Ganesh V. Kumar Velavan Subramaniam

Published: 1997

Published In: Journal of the Academy of Marketing Science
Volume: 25 Issue: 3 Pages: 214-228

A Contingency Framework for the Mode of Entry Decision

Authors: V. Kumar Velavan Subramaniam

Published: 1997

Published In: Journal of World Business (formerly Columbia Journal of World Business
Volume: 32 Issue: 1 Pages: 53-72

Explaining Variation in Advertising & Promotional Expenditures over Sales Ratio: A Response, Research Criteria and Guidelines

Authors: Siva K. Balasubramaniam V. Kumar

Published: 1997

Published In: Journal of Marketing
Volume: 61 Issue: 1 Pages: 97-98

Assessing the Competitive Impact of Type, Timing, Frequency and Magnitude of Retail Promotions

Authors: V. Kumar Arun Pereira

Published: 1997

Published In: Journal of Business Research
Volume: 40 Issue: 1 Pages: 1-13

Capturing the Cross-National Learning Effect: An Analysis of an Industrial Technology Diffusion

Authors: Jaishankar Ganesh V. Kumar

Published: 1996

Published In: Journal of the Academy of Marketing Science
Volume: 24 Issue: 4 Pages: 328-337

Identifying Factors for Successful Exporting by Small Businesses: Implications for Competitive Advantage

Authors: V. Kumar Nancy Albers

Published: 1996

Published In: Revista de Estadistica
Volume: 8 Issue: 10 Pages: 39-54

Aggregate and Disaggregate Sector Forecasting using Consumer Confidence Measures

Authors: V. Kumar Robert P. Leone John N. Gaskins

Published: 1995

Published In: International Journal of Forecasting
Volume: 11 Issue: 3 Pages: 361-377

The Effect of Brand Characteristics and Retailer Policies on Response to Retail Price Promotions: Implications for Retailers

Authors: Kiran Karande V. Kumar

Published: 1995

Published In: Journal of Retailing
Volume: 71 Issue: 3 Pages: 249-278

Explaining the Variation in Short-Term Sales Response to Retail Price Promotions

Authors: V. Kumar Arun Pereira

Published: 1995

Published In: Journal of the Academy of Marketing Science
Volume: 23 Issue: 3 Pages: 155-169

Customer's Role in Continuous Quality Improvement Process

Authors: V. Kumar Velavan Subramaniam

Published: 1995

Published In: Australasian Journal of Market Research
Volume: 3 Issue: 2 Pages: 3-14

Attribute Order and Product Familiarity Effects in Decision Tasks Using Conjoint Analysis

Authors: V. Kumar Gary J. Gaeth

Published: 1991

Published In: International Journal of Research in Marketing
Volume: 8 Issue: 2 Pages: 113-124

Analyzing Variations in Advertising and Promotional Expenditures: Key Correlates in Consumer, Industrial and Service Markets

Authors: Siva K. Balasubramaniam V. Kumar

Published: 1990

Published In: Journal of Marketing
Volume: 54 Issue: 2 Pages: 57-68

An Interactive Multi-criteria Approach to Identifying Potential Foreign Markets

Authors: V. Kumar Antonie Stam Erich A. Joachimsthaler

Published: 1994

Published In: Journal of International Marketing
Volume: 2 Issue: 1 Pages: 29-52

Abstract:
- Abstract
- The authors address the issue of portfolio management in the context of an international marketing problem. Screening, identification, and selection characterize the three stages in the evaluation of potential foreign markets. The proposed methodology is used for identifying potential foreign markets. This article contributes to the existing literature in four ways: (a) it integrates the past research on international market evaluation into a comprehensive framework, (b) it fills a gap in this area, by offering a flexible, cost efficient methodology that is easy to comprehend and adopt, (c) it simultaneously considers the objectives of the firm, its resource constraints, and expansion strategies while identifying potential foreign markets, and (d) it introduces a multicriteria methodology for solving problems of multiobjective decision models, to the international marketing managers.

Forecasting Performance of Market Share Models: An Assessment, Additional Insights and Guidelines

Authors: V. Kumar

Published: 1994

Published In: International Journal of Forecasting
Volume: 10 Issue: 2 Pages: 295-312

A Decomposition of Repeat Buying

Authors: V. Kumar Amit Ghosh Gerard J. Tellis

Published: 1992

Published In: Marketing Letters
Volume: 3 Issue: 4 Pages: 407-417

International Direct Marketing Efforts: Are They Useful to Small Businesses in Establishing Consistent Patterns of Exporting?

Authors: Nancy Albers V. Kumar

Published: 1991

Published In: Journal of Direct Marketing
Volume: 5 Issue: 4 Pages: 29-38

An Empirical Assessment of Merger and Acquisition Activity in Retailing

Authors: V. Kumar Roger A. Kerin Arun Pereira

Published: 1991

Published In: Journal of Retailing
Volume: 67 Issue: 3 Pages: 321-338

Nonlinear Mapping: An Alternative to Multidimensional Scaling for Product Positioning

Authors: V. Kumar Robert P. Leone

Published: 1991

Published In: Journal of the Academy of Marketing Science
Volume: 19 Issue: 3 Pages: 165-176

A Decision Support System for Prioritizing Oil and Gas Exploration Activities

Authors: James S. Dyer Richard N. Lund John B. Larsen V. Kumar Robert P. Leone

Published: 1990

Published In: Operations Research
Volume: 38 Issue: 3 Pages: 386-396

A Comparative Study of Market Share Models Using Disaggregate Data

Authors: V. Kumar Timothy R. Bohling

Published: 1990

Published In: International Journal of Forecasting
Volume: 6 Issue: 2 Pages: 163-174

Correlates of Marketing Communication Intensity in Consumer, Industrial and Service Markets

Authors: Siva K. Balasubramaniam V. Kumar

Published: 1990

Published In: Journal of Marketing
Volume: 54 Issue: 2 Pages: 57-68

Market Segmentation by Visual Inspection

Authors: V. Kumar Roland Rust

Published: 1989

Published In: Journal of Advertising Research
Volume: 29 Issue: 4 Pages: 23-29

Measuring the Effect of Retail Store Promotions on Brand and Store Substitution

Authors: V. Kumar Robert P. Leone

Published: 1988

Published In: Journal of Marketing Research
Volume: 25 Issue: 2 Pages: 178-185

A Model of U.S. Automobile Demand

Authors: V. Kumar Robert P. Leone Rajendra K. Srivastava

Published: 1984

Published In: Advances in Consumer Research
Volume: 11 Issue: 1 Pages: 387-390

A Decision Model for Evaluating Job Alternatives

Authors: V. Kumar

Published: 1988

Published In: Journal of the Academy of Marketing Science
Volume: 16 Issue: 1 Pages: 103-113

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About Dr. V. Kumar

Dr. V Kumar, or VK as he is more popularly known in the academic and professional circles, is currently the Distinguished Term Professor, and Senior Fellow, Indian School of Business, India; and the Distinguished Fellow, MICA, India.

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