Summer Advisory Board Meeting Presentation
Wind, Yoram (Jerry), Opportunities in Times of Crisis, June 23, 2009.
Published Works
Branding
- Jagmohan S. Raju, Serdar Sayman (2004), “How Category Characteristics Affect the Number of Store Brands Offered by the Retailer: A Model and Empirical Analysis,” Journal of Retailing, 80 (4), 279-287.
- Jagmohan S. Raju, Serdar Sayman, (2004), "Investigating the Cross-Category Effects of Store Brands," Review of Industrial Organization, 24 (2), 129-141.
- Stephen J. Hoch, Jagmohan S. Raju, Serdar Seyman (2002), "Positioning of Store Brands," Marketing Science, 21 (4), 278-397.
- Stephen J. Hoch, Leonard M. Lodish (1998), "Store Brands and Category Management", working paper #98–012, Wharton School Marketing Department, University of Pennsylvania.
- Stephen J. Hoch, Jagmohan S Raju (1998), “Are Private Labels a Threat to National Brands?,” Financial Times.
- Stephen J. Hoch, (1997), "Why store brand penetration varies by retailer," Marketing Science, 16 (3), 208-227.
- Stephen J. Hoch (1996), "How should national brands think about private labels?," Sloan Management Review, 37 (2), 89-102.
- Jagmohan S. Raju, Raj Sethuraman, Sanjay K. Dhar (1995), "The Introduction and Performance of Store Brands," Management Science, 41 (6) 957-978. (This paper won the John D.C. Little award in 1996.)
- Jagmohan S. Raju, Raj Sethuraman, Sanjay K. Dhar (1995), “National Brand Store Brand Price Differential and Store Brand Market Share,” Pricing Strategy and Practice: An International Journal, 3 (2), 17-24.
- Stephen J. Hoch, S. Banerji (1993), "When do private labels succeed?," Sloan Management Review, 34 (4), 57-68.
Compensation Schemes
- Jagmohan S. Raju, and V. Srinivasan (1996), “Quota-Based Compensation Plans for Multi-Territory Heterogeneous Salesforces,” Management Science, 42 (10), 1454-1462.
Consumer Buying Behavior
- David Bell, Christian A. L. Hilber (2006), "An Empirical Test of the Theory of Sales: Do Household Storage Costs Affect Consumer and Store Behavior?," Quantitative Marketing and Economics, 4 (2), 87-117 (Lead article).
- Stephen J. Hoch, Edward J. Fox, (2005), "Cherry Picking,"Journal of Marketing, 69 (1), 2005, 46-62
- Peter S. Fader, Jeffrey S. Larson, Eric T. Bradlow (2005), “An Exploratory Look at Supermarket Shopping Paths,” International Journal of Research in Marketing, 22 (4), 395-414.
- Young-Hoon Park, Peter S. Fader (2004), “Modeling Browsing Behavior at Multiple Web Sites,” Marketing Science, 23 (3), 280-303.
- Sukekyu Lee, Xavier Drèze, Fred Zufryden (2003), "A Study of Consumer Switching Behavior Across Internet Portal Websites," International Journal of Electronic Commerce, 7 (3), 39-63.
- Stephen J. Hoch (2002), "Product Experience is Seductive," Journal of Consumer Research, 29, 448-454.
- Hongjai Rhee, David Bell (2002), "The Inter-Store Mobility of Supermarket Shoppers," Journal of Retailing, 78 (4), 225-237 (Lead article).
- David Bell, Randolph E. Bucklin (1999), "The Role of Internal Reference Points in the Category Purchase Decision," Journal of Consumer Research, 26 (2), 128-143.
- David Bell, James M Lattin (1998), "Shopping Behavior and Consumer Preference for Store Price Format: Why "Large Basket" Shoppers Prefer EDLP," Marketing Science, 17 (1), 66-88. (Winner, Frank M. Bass Award; Finalist, John D.C. Little Award).
- Peter S. Fader, Bruce G.S. Hardie (1996), “Modeling Consumer Choice Among SKUs,” Journal of Marketing Research, 33 (4), 442-452.
- Stephen J. Hoch, Xavier Drèze, Mary E. Purk (1993), "Exploring Relationship Marketing: Converting Customers into Loyal Shoppers,"American Greetings Research Council.
CRM - Customer Relationship Management
- Xavier Drèze, Joseph C. Nunes (2006), "The Effect of Loyalty Program Divisibility on Consumer Purchase Behavior," Journal of Consumer Research, under review.
- Xavier Drèze, Joseph C. Nunes (2006), "Your Loyalty Program Is Betraying You," Harvard Business Review, 124-31.
- Xavier Drèze, Joseph C. Nunes (2006), "The Endowed Progress Effect: How Artificial Advancement Increases Effort," Journal of Consumer Research, 32 (4), 504-512.
- Stephen J. Hoch, Xavier Drèze, Mary E. Purk (1993), "Exploring Relationship Marketing: Converting Customers into Loyal Shoppers," American Greetings Research Council.
E-Commerce Retailing
- David Bell, Sangyoung Song (2007), "Neighborhood Effects and Trial on the Internet: Evidence from Online Grocery Retailing," Quantitative Marketing and Economics, 5 (4), 361-400.
- Taylor Randall, S. Netessine, N. Rudi (2006), "An empirical examination of the decision to invest in fulfillment capabilities: a study of Internet retailers," Management Science, 52 (4), 567-580.
- Serguei Netessine, N. Rudi (2006), "Supply chain choice on the Internet," Management Science, 52 (6), 844-864.
- Serguei Netessine, S. Savin, W. Xiao (2006), "Revenue management through dynamic cross-selling in e-commerce retailing," Operations Research, 54 (5), 893-913.
- Eric T. Bradlow, Young-Hoon Park. (2005), “An Integrated Model for Bidding Behavior in Internet Auctions: Whether, Who, When, and How Much,” Journal of Marketing Research, 42 (4), 470–482. An article in the NY Daily News based on this paper appeared February 21st, 2006.
- Young-Hoon Park, Peter S. Fader (2004), “Modeling Browsing Behavior at Multiple Web Sites,” Marketing Science, 23 (3), 280-303.
- Serguei Netessine, N. Rudi (2004), "Supply chain structures on the Internet and the role of marketing-operations interaction," in Handbook of quantitative supply chain analysis: modeling in the e-business era, D. Simchi-Levi, S. D. Wu and M. Shen, editors, Kluwer Academic Publishers, 607-641.
- Xavier Drèze, Michael A. Kamins, Valerie S. Folkes (2004), "Effects of Seller-Supplied Prices on Buyers' Product Evaluations: Reference Prices in an Internet Auction Context," Journal of Consumer Research, 30 (4), 622-628.
- Sukekyu Lee, Xavier Drèze, Fred Zufryden (2003), "A Study of Consumer Switching Behavior Across Internet Portal Websites," International Journal of Electronic Commerce, 7 (3), 39-63.
- Peter S. Fader, Wendy W. Moe (2001), “Uncovering Patterns in Cybershopping,” California Management Review, 43, 106-117. (Reprinted in Understanding Consumer Behavior, Harvard Business School Publishing, 2002.)
Retail Assortment and Category Management
- Sanjay K. Dhar, Jagmohan S. Raju, Upender Subramanian, Yusong Wang (May 2009), "The Competitive Consequences of Using a Category Captain."
- J.P.Dubé, Günter Hitsh, Peter Rossi, Maria Ana Vitorino (2008), "Category Pricing with State Dependent Utility," Marketing Science, 27 (3), 417-429.
- Gérard Cachon, A. G. Kok (2007), "Category management and coordination in retail assortment planning in the presence of basket shopping consumers," Management Science, 53 (6), 934-951.
- Gérard Cachon, C. Terwiesch, Y. Xu (2005), "Retail assortment planning in the presence of consumer search," Manufacturing & Service Operations Management, 7 (4), 330-346.
- Jagmohan S. Raju, Serdar Sayman, (2004), "Investigating the Cross-Category Effects of Store Brands," Review of Industrial Organization, 24 (2), March, 129-141.
- Jagmohan S. Raju, Serdar Sayman (2004), “How Category Characteristics Affect the Number of Store Brands Offered by the Retailer: A Model and Empirical Analysis,” Journal of Retailing, 80 (4), 279-287.
- Eric T. Bradlow, Stephen J. Hoch, Wansink, Brian. (2002), “Rejoinder to ‘The Variety of An Assortment: An Extension to the Attribute-Based Approach',” Marketing Science, 21 (3), 342-346.
- Stephen J. Hoch (2002), "How effective is category management?," ECR Journal, 2 (1), 26-34.
- Stephen J. Hoch, Sanjay K. Dhar, N. Kumar (2001), "Effective category management depends on the category," Journal of Retailing, 77 (2), 165-184.
- David Bell, Randolph E. Bucklin (1999), "The Role of Internal Reference Points in the Category Purchase Decision," Journal of Consumer Research, 26 (2), 128-143.
- Z. John Zhang, Yuxin Chen, James D. Hess, Ronald T. Wilcox (1999), “Accounting Profits versus Marketing Profits: A Relevant Metric for Category Management,” Marketing Science, 18 (4), 208-229.
- Stephen J. Hoch, Eric T. Bradlow and B. Wansink (1999), "The Variety of an Assortment," Marketing Science, 18 (4), 527-546.
- Stephen J. Hoch, Xavier Drèze (1998), "Exploiting the installed base using cross-merchandising and category destination programs," International Journal of Research in Marketing, 15 (5), 459-471.
- Stephen J. Hoch, Leonard M. Lodish (1998), "Store Brands and Category Management," working paper #98–012, Wharton School Marketing Department, University of Pennsylvania.
- Stephen J. Hoch (1997), "Why store brand penetration varies by retailer," Marketing Science, 16 (3), 208-227.
- Peter S. Fader, Bruce G.S. Hardie (1996), “Modeling Consumer Choice Among SKUs,” Journal of Marketing Research, 33 (4), 442-452.
- Chitrabhanu Bhattacharya, Peter S. Fader, Leonard M. Lodish, Wayne S. DeSarbo (1996), “The Relationship Between the Marketing Mix and Share of Category Requirements,” Marketing Letters, 7 (1), 5-18.
- Stephen J. Hoch, Xavier Drèze, Mary E. Purk (1993), "Turning Traffic into Transactions: Innovative Strategies to Protect and Grow GM/HBC Sales Through Category Management," American Greetings Research Council.
Retail Channels
- Jagmohan Raju, Z. John Zhang (2005), “Channel Coordination in the Presence of a Dominant Retailer,” Marketing Science, 24 (2), 254-262.
- Xavier Drèze, David R. Bell (2002), "Changing the Channel: A Better Way to do Trade Promotions," Sloan Management Review, 43 (2), 42-49.
Retail Communications
- Eric T. Bradlow, Andres Musalem, Jagmohan S. Raju (2007), “Who’s got the coupon? Estimating Consumer Preferences and Coupon Usage from Aggregate Information,” Journal of Marketing Research, to appear.
- Xavier Drèze, Joseph C. Nunes (2006), "Your Loyalty Program Is Betraying You," Harvard Business Review, 124-131.
- Jagmohan S. Raju, Sanjay K. Dhar (1998), “The Effects of Cross-Ruff Coupons on Sales and Profits,” Management Science, 44 (11), Part I of II, 1501-1516.
- Stephen J. Hoch, Sanjay K. Dhar (1996), "Price discrimination using in-store merchandising," Journal of Marketing, 60 (1), 17-30.
- Jagmohan S. Raju, Sanjay K. Dhar, Donald G. Morrison (1996), "The Effect of Package Coupons on Brand Choice: An Epilogue on Profits," Marketing Science, 15 (2), 192-203.
- Chitrabhanu Bhattacharya, Peter S. Fader, Leonard M. Lodish, Wayne S. DeSarbo (1996), “The Relationship Between the Marketing Mix and Share of Category Requirements,” Marketing Letters, 7 (1), 5-18.
- Jagmohan S. Raju, Sanjay K. Dhar, Donald G. Morrison (1994), “The Effect of Package Coupons on Brand Choice,” Marketing Science, 13 (2), 145-164.
Retail Location Strategy
- Maria Ana Vitorino (2008), "Empirical Entry Games with Complementarities: An Application to the Shopping Center Industry," working paper.
- Gérard Cachon, C. Terwiesch, Y. Xu (2005), "On the effects of consumer search and firm entry in a multiproduct competitive market," Marketing Science, 27 (3), 461-473.
- David Bell, Teck-Hua Ho, Christopher S Tang (1998), "Determining Where to Shop: Fixed and Variable Costs of Shopping," Journal of Marketing Research, 35 (3), 352-369.
- Xavier Drèze, Stephen J. Hoch and Mary E. Purk (1994), "Shelf Management and Space Elasticity," Journal of Retailing, 70 (4), 301-326.
Retail Pricing
- J.P.Dubé, Günter Hitsh, Peter Rossi, Maria Ana Vitorino (2008), "Category Pricing with State Dependent Utility," Marketing Science, 27 (3), 417-429.
- Xavier Drèze, Marc Vanhuele, Gilles Laurent (2006), "Consumers' Immediate Memory for Prices," Journal of Consumer Research, 33 (2), 163-172.
- Xavier Drèze, Patricia Nisol, Naufel J. Vilcassim (2004), "Do Promotions Increase Store Expenditures? A Descriptive Study of Household Shopping Behavior," Quantitative Marketing and Economics, 2 (1), 59-92.
- Xavier Drèze, Michael A. Kamins, Valerie S. Folkes (2004), "Effects of Seller-Supplied Prices on Buyers' Product Evaluations: Reference Prices in an Internet Auction Context," Journal of Consumer Research, 30 (4), 622-628.
- Xavier Drèze, Joseph C. Nunes (2004), "Using Combined-Currency Prices to Lower Consumers' Perceived Cost," Journal of Marketing Research, 41 (1), 59-72.
- Xavier Drèze, David R. Bell (2003), "Creating Win-Win Trade Promotions: Theory and Empirical Analysis of Scan-back Trade Deals," Marketing Science, 22 (1), 16-39 (This paper was a finalist of the John D.C. Little award in 2003).
- Xavier Drèze, Marc Vanhuele (2002), "Measuring the Price Knowledge Shoppers Bring to the Store," Journal of Marketing, 66 (4), 72-85.
- Xavier Drèze, David R. Bell (2002), "Changing the Channel: A Better Way to do Trade Promotions," Sloan Management Review, 43 (2), 42-49.
- Z. John Zhang, Aradhna Krishna, Sanjay K. Dhar (2000), “The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?,” Management Science, 46 (3), 348-362.
- Z. John Zhang, Greg Shaffer (2000), “Pay to Switch or Pay to Stay: Preference-Based Price Discrimination in Markets with Switching Costs,” Journal of Economics and Management Strategy, 9 (3), 397-424.
- Stephen J. Hoch, Sanjay K. Dhar (1996), "Price discrimination using in-store merchandising," Journal of Marketing, 60 (1), 17-30.
- Jagmohan S. Raju. (1995), “Theoretical Models of Sales Promotions: Contributions, Limitations, and a Future Research Agenda,” European Journal of Operational Research, 85 (1), 1-17 (Lead article).
- Jagmohan S. Raju, Raj Sethuraman, and Sanjay K. Dhar (1995), “National Brand Store Brand Price Differential and Store Brand Market Share,” Pricing Strategy and Practice: An International Journal, 3 (2), 17-24.
- Stephen J. Hoch, A.L. Montgomery, P.E. Rossi (1995), "Determinants of store-level price elasticity," Journal of Marketing Research, 32 (1), 17-29.
- Jagmohan S. Raju, Abhik Roy, Dominique M. Hanssens (1994), “Competitive Pricing by a Price Leader,” Management Science, 40 (7), 809-823 (Lead article).
- Stephen J. Hoch, Xavier Drèze and Mary E. Purk (1994), "EDLP, Hi-Lo, and Margin Arithmetic," Journal of Marketing, 58 (4), 16-27.
Retail Store Design
- Peter S. Fader, Jeffrey S. Larson, Eric T. Bradlow (2005), “An Exploratory Look at Supermarket Shopping Paths,” International Journal of Research in Marketing, 22 (4), 395-414.
Supply Chain Management
- Gérard Cachon, M. Lariviere (2005), "Supply chain coordination with revenue sharing: strengths and limitations," Management Science, 51(1), 30-44.
- Serguei Netessine, F. Zhang (2005), "Positive vs. negative externalities in inventory management: implications for supply chain design," Manufacturing & Service Operations Management, 7 (1), 58-73.
- Gérard Cachon, S. Netessine (2004), "Game theory in supply chain analysis," in Handbook of quantitative supply chain analysis: modeling in the e-business era, edited by David Simchi-Levi and S. David Wu and Zuo-Jun (Max) Shen and published by Kluwer.
- Gérard Cachon (2003), "Supply chain coordination with contracts," in Handbook of quantitative supply chain analysis: modeling in the e-business era, D. Simchi-Levi, S. D. Wu and M. Shen, editors, Kluwer Academic Publishers, 13-66.
- Gérard Cachon (2001), "Managing a retailer's shelf space, inventory and transportation," Manufacturing & Service Operations Management, 3 (3), 211-229.
- Gérard Cachon (2001), "Turning the supply chain into a revenue chain," Harvard Business Review, March.
- Gérard Cachon, M. Fisher (2000), "Supply chain inventory management and the value of shared information," Management Science, 46 (8), 1032-1048.
- Gérard Cachon, M. Lariviere (1999), "Capacity choice and allocation: strategic behavior and supply chain performance," Management Science, 45 (8), 1091-1108.
- Gérard Cachon, P. Zipkin (1999), "Competitive and cooperative inventory policies in a Two-stage supply chain," Management Science, 45 (7), 936-953.
- Gérard Cachon (1999), "Managing supply chain demand variability with scheduled ordering policies," Management Science, 45 (6), 843-856.
- Gérard Cachon (1998), "Competitive supply chain inventory management," in Quantitative Models for Supply Chain Management, eds. S. Tayur, R. Ganeshan and M. Magazine, Boston, Kluwer.
- Marshall E. Fisher (1997), "What is the Right Supply Chain for your Product?," Harvard Business Review, March-April.
Other
- Stephen J. Hoch, S. Neslin et al. (1994), "A research agenda for making scanner data more useful to managers,” Marketing Letters, 5 (4), 395-411.
- Stephen J. Hoch, H. Kunreuther, R.E. Gunther (2001), "Wharton on Making Decisions," Wiley.-
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