Published Works

• Eric T. Bradlow, Andres Musalem, and 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, Marc Vanhuele, Gilles Laurent (2006), "Consumers' Immediate Memory for Prices", Journal of Consumer Research, 33 (2), 163-72 3.
• Xavier Drèze, Joseph C. Nunes (2006), "Your Loyalty Program Is Betraying You", Harvard Business Review, 124-31
• Jagmohan Raju, Z. John Zhang (2005) “Channel Coordination in the Presence of a Dominant Retailer,”, Marketing Science, 24, pp. 254-262.
• Stephen J. Hoch, Edward J. Fox, (2005), "Cherry Picking", Journal of Marketing, 69 (1), 2005, 46-62
• 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, Vol. XLII (November 2005), 470–482. An article in the NY Daily News based on this paper appeared February 21st, 2006.
• Peter S. Fader, Jeffrey S. Larson, Eric T. Bradlow (2005), “An Exploratory Look at Supermarket Shopping Paths,” International Journal of Research in Marketing, 22 (December), 395-414.
• Young-Hoon Park, Peter S. Fader (2004), “Modeling Browsing Behavior at Multiple Web Sites,” Marketing Science, 23 (Summer), 280-303.
• 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 9.
• Xavier Drèze, Michael A. Kamins, Valerie S. Folkes (2004), "A Field Study of the Effects of Minimum and Reserve Prices on Internet Auction", Journal of Consumer Research 2004, Vol. 30 (4), 622-628
• Xavier Drèze, Joseph C. Nunes (2004), "Using Combined-Currency Prices to Lower Consumers' Perceived Cost", Journal of Marketing Research, Vol. 41 (1), 59-72
• Stephen J. Hoch, Erica Mina Okada (2004), "Spending Time versus Spending Money", Journal of Consumer Research, 31 (2), 2004, 313-323
• 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 (2003), “How Category Characteristics Affect the Numbe of Store Brands Offered by the Retailer: A Model and Empirical Analysis,” Journal of Retailing, forthcoming.
• Xavier Drèze, David R. Bell (2003), "Creating Win-Win Trade Promotions: Theory and Empirical Analysis of Scan-back Trade Deals", Marketing Science Winter 2003, Vol. 22 (1), 16-39
• 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 16.
• Xavier Drèze, Marc Vanhuele (2002), "Measuring the Price Knowledge Shoppers Bring to the Store", Journal of Marketing, 66 (October), 72-85 17. Xavier Drèze, David R. Bell (2002), "Changing the Channel: A Better Way to Do Trade Promotions", Sloan Management Review, 43 (2), 42-49
• Stephen J. Hoch, Jagmohan S. Raju, Serdar Seyman (2002), "Positioning of Store Brands", Marketing Science, 21 (4), 2002, 278-397
• Stephen J. Hoch (2002), "Product Experience is Seductive", Journal of Consumer Research, 29 (December, 2002), 448-454
• 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, Vol. 21, Number 3, 342-346.
• Stephen J. Hoch, H. Kunreuther (2001), Wharton on Making Decisions, Wiley
• Peter S. Fader, Wendy W. Moe (2001), “Uncovering Patterns in Cybershopping,” California Management Review, 43 (Summer), 106-117. (Reprinted in Understanding Consumer Behavior, Harvard Business School Publishing, 2002.)
• Stephen J. Hoch, Leonard M. Lodish (1998), "Store Brands and Category Management"
• Stephen J. Hoch, Sanjay K. Dhar, N. Kumar (2001), Effective category management depends on the category, Journal of Retailing, 77, 165-184
• Z. John Zhang, Aradhna Krishna, Sanjay K. Dhar (March, 2000) “The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?” (reverse alphabetical order), Management Science, 46, pp. 348-362.
• Z. John Zhang, Greg Shaffer (Fall, 2000) “Pay to Switch or Pay to Stay: Preference-Based Price Discrimination in Markets with Switching Costs,”, Journal of Economics and Management Strategy, 9, pp. 397-424.
• Z. John Zhang, Yuxin Chen, James D. Hess, Ronald T. Wilcox (No. 3, 1999) “Accounting Profits versus Marketing Profits: A Relevant Metric for Category Management,” Marketing Science, 18, pp. 208-229.
• Stephen J. Hoch, Xavier Drèze (1998), Exploiting the installed base using cross-merchandising and category destination programs, International Journal of Research in Marketing, 15, 459-471.
• 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, (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 (Winter), 89-102.
• Stephen J. Hoch, Sanjay K. Dhar (1996), Price discrimination using in-store merchandising, Journal of Marketing, 60 (January), 17-30.
• Jagmohan S. Raju, and V. Srinivasan (1996), “Quota-Based Compensation Plans for Multi-Territory Heterogeneous Salesforces,” Management Science, 42 (10), 1454- 1462.
• 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.
• Peter S. Fader, Bruce G.S. Hardie (1996), “Modeling Consumer Choice Among SKUs,” Journal of Marketing Research, 33 (November), 442-45.
• 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 (January), 5-18.
• Jagmohan S. Raju. (1995), “Theoretical Models of Sales Promotions: Contributions, Limitations, and a Future Research Agenda,” European Journal of Operational Research, 85, 1-17 (Lead Article).
• Jagmohan S. Raju, Raj Sethuraman, Sanjay K. Dhar (1995), "The Introduction and Performance of Store Brands," Management Science, 41 (June) 957-978. (This paper won the John D.C. Little award in 1996.)
• 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 (February), 17-29.
• Stephen J. Hoch, S. Neslin et al. (1994), "A research agenda for making scanner data more useful to managers,” Marketing Letters, 5 (4), 395-4
• Jagmohan S. Raju, Sanjay K. Dhar, Donald G. Morrison (1994), “The Effect of Package Coupons on Brand Choice,” Marketing Science, 13 (2) Spring, 145-164.
• Jagmohan S. Raju, Abhik Roy, Dominique M. Hanssens (1994), “Competitive Pricing by a Price Leader,” Management Science, 40 (July) 809-823 (Lead Article).
• Stephen J. Hoch, S. Banerji (1993), When do private labels succeed?, Sloan Management Review, 34 (Summer), 57-68.
• 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"
• Stephen J. Hoch, Xavier Drèze, Mary E. Purk (1993), "Exploring Relationship Marketing: Converting Customers into Loyal Shoppers"