Jagmohan Singh Raju - Professor of Marketing, University of Pennsylvania

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Profile: Jagmohan Singh Raju
Joseph J. Aresty Professor
Professor of Marketing
700 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA 19104-6340
(215) 898-1114
Fax: (215) 898-2534
E-mail: rajuj@wharton.upenn.edu
Wharton School Faculty Page

I. EDUCATIONAL BACKGROUND

A. Degrees

Ph.D., Business, Stanford University, California 1988

M.A., Economics, Stanford University, 1988

M.S., Operations Research, Stanford University, 1987

M.B.A., Indian Institute of Management, Ahmedabad, 1982

B.Tech., Electrical Engineering, Indian Institute of Technology, Delhi, 1976

B. Dissertation: "A Theory of Price Promotions''

Chair: Professor V. Srinivasan

II. TEACHING ACCOMPLISHMENTS

A. Teaching Positions

Current Position: Joseph J. Aresty Professor, Professor of Marketing, TheWharton

School, University of Pennsylvania, Philadelphia, PA. At Wharton from 1992 to present.

Assistant Professor, Anderson School of Management, UCLA, Los Angeles CA. 1988-

1992.

Acting Assistant Professor, Anderson School of Management, UCLA, Los Angeles CA

1987-1988.

B. MBA Teaching Awards and Recognitions

George Robbins Award for Teaching (UCLA). June 1991

Marketing Professor of the Year (UCLA) June 1992

Wharton Core Course Teaching Award, Fall 1999

Wharton Core Course Teaching Award, Fall 2000

Wharton Executive MBA Teaching Award, June 2000

Faculty Marshall, MBA Graduation Ceremony, 2002

Faculty Marshall, MBA Graduation Ceremony 2002

Best Core Course Teacher Award, Indian School of Business 2003.2

WEMBA West Elective Teaching Award 2004

Indian School of Business Core Course Teacher of the Year 2004

C. Chairmanship/Co-Chairmanship of Doctoral Committees

1. Abhik Roy, 1990, Assistant Professor, University of California, Riverside

Thesis: Optimal Pricing with Demand Feedback in a Hierarchical Market

Co-Chair with Professor Dominique Hanssens

2. Sanjay Dhar, 1992, Professor, University of Chicago

Thesis: Modeling the Effect of Package Coupons on Profits

Co-Chair with Professor Donald Morrison

3. Rajeev Tyagi, 1996, University of California, Irvine

Thesis: Essays on Innovation

4. Wilfred Amaldoss, 1998, Purdue University

Thesis: Strategic Alliances

Co-Chair with Professor Robert J. Meyer

5. Serdar Seyman, 1998, School of Management, Turkey

Thesis: Positioning of Store Brands

Co-Chair with Professor Stephen Hoch

6. Yusong Wang, 2002. Singapore Management University

Thesis: Three Essays on the Economics of Retailing.

Co-chair with Professor David Bell

7. Ye Hu

Co-chair with Professor Josh Eliashberg

8. Ritesh Saini

Co-chair with Professor Steve Hoch

9. Haitao Cui

Co-chair with Professor John Zhang

D. Membership of Doctoral Committees

1. Joao Assuncao, Professor, University of Lisbon

Thesis: The Rational Relationship Between Price Promotions and Sales.

2. Marnik Dekimpe, Professor, Catholic University at Louvain

Thesis: Modeling the Long Run Effect of Marketing Inputs.

3. Teck Hua Ho Professor, UC Berkeley

Thesis: Product Design Strategy Analysis: The Marketing Manufacturing

Interface..3

4. Satya Menon, Assistant Professor, University of Illinois, Chicago

Thesis: Understanding Variety-Seeking Behavior

6. Darryl Banks, Assistant Professor, Duke University

7. Amy Kallianpur, Assistant Professor, Michigan State University

8. Erika Okada (University of Washington)

9. Min Ding (Penn State)

11. Noel Watson (Harvard Business School)

E. Courses Taught

1. Undergraduate/Graduate Courses

Course Taught at Wharton

Doctoral Seminar on Mathematical Models in Marketing

Introduction to Marketing 601

Introduction to Marketing 621

Introduction to Marketing 622

Pricing Strategy (WEMBA, MBA)

Advanced Study Projects

Senior Conference

Courses Taught at UCLA

Elements of Marketing

Marketing Strategy

Doctoral Seminar on Marketing Management and Strategy

Management Field Study

2. Executive Seminars

Advanced Management Program

Competitive Strategies Program (Academic Director)

Essentials of Marketing Program (Academic Director)

Pricing Strategies Program (Academic Director)

Sales force Management Program

New Product Development Program

Newly Deregulated Industries program

Essentials of Management Program

AT&T Mini-MBA Program

AIMSIE Financial Services Industry Program

Executive Education Program for TELNOR

Executive Education Program for Bell Atlantic

UCLA Medical Marketing Program

UCLA Program for Minority and Women Business Entrepreneurs.4

III. RESEARCH AND PUBLICATIONS

A Research Awards

1. John D. C. Little Award, 1996, for the best paper published in Marketing

Science/Management Science(Marketing Section) in 1995

2. John D. C. Little Award, 2001, for the best paper published in Marketing

Science/Management Science(Marketing Section) in 2000

3. Frank Bass Award, 1992, for the best dissertation-based paper to appear in Marketing

Science or Management Science(Marketing Section), The Institute of Management

Sciences

4. Frank Bass Award, 2000, for the best dissertation-based paper to appear in Marketing

Science or Management Science(Marketing Section), The Institute of Management

Sciences

B. Articles

1. Raju, Jagmohan S., V. Srinivasan, and R. Lal (1990), "The Effects of Brand Loyalty

on Competitive Price Promotional Strategies,'' Management Science, 36, March, 276-

304.

(This paper won the Frank Bass Award for 1992)

(This paper was the finalist for the John D.C. Little Award 1990)

2. Kahn, Barbara E. and Jagmohan S. Raju (1991), "Effects of Price Promotions on

Variety Seeking and Reinforcement Behavior,'' Marketing Science, Vol. 10 (4), Fall,

316-337.

3. Raju, Jagmohan S. (1992), "The Effect of Price Promotions on Variability in Product

Category Sales,'' Marketing Science, 11 (3), 207-220 (Lead Article).

4. Raju, Jagmohan S., Sanjay K. Dhar, and Donald G. Morrison (1994), "The Effect of

Package Coupons on Brand Choice," Marketing Science, 13 (2) Spring, 145-164.

5. Roy, Abhik, Dominique M. Hanssens, and Jagmohan S. Raju (1994), "Competitive

Pricing by a Price Leader," Management Science, 40 (July) 809-823 (Lead Article).

6. Raju, Jagmohan S., Raj Sethuraman and 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.)

7. Raju, Jagmohan S., R. Sethuraman, and S. 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..5

8. Raju, Jagmohan S. (1995), "Theoretical Models of Sales Promotions: Contributions,

Limitations, and a Future Research Agenda," European Journal of Operational

Research, 85, 1-17 (Lead Article).

9. Raju, Jagmohan S., and V. Srinivasan (1996), "Quota-Based Compensation Plans for

Multi-Territory Heterogeneous Salesforces," Management Science, 42 (10), 1454-

1462.

10. Dhar, Sanjay K., Donald G. Morrison, and Jagmohan S. Raju (1996), "The Effect of

Package Coupons on Brand Choice: An Epilogue on Profits," Marketing Science, 15

(2), 192-203.

11. Dhar, Sanjay K. And Jagmohan S. Raju (1998), "The Effects of Cross-Ruff Coupons

on Sales and Profits," Management Science,44 (11), Part I of II, 1501-1516.

12. Raju, Jagmohan S. and Sanjay K. Dhar (1999), "A Note on the Relationship between

Firm Diversification and Corporate Advertising Expenditures," Marketing Letters,

10, 1, 33-47 (forthcoming).

13. Raju, Jagmohan S. and Abhik Roy (1), "Market Information and Firm Performance,"

Management Science, .

14. Amaldoss Wilfred, Robert J. Meyer, Jagmohan S. Raju and Amnon Rappaport,

(2000), "Collaborating to Compete A Game-Theoretic Model and Experimental

Investigation of the Effect of Profit-Sharing Arrangement and Type of Alliance,"

Marketing Science 19(2), 105-126. (Lead Article)

(Winner for the John DC Little Award, Winner of the Bass Award)

15. Serdar Seyman, Stephen Hoch and Jagmohan Raju (2002) Store Brand Positioning

Strategies. Marketing Science 21 (4).

16. Serdar Sayman and Jagmohan S. Raju (2003), "Investigating Cross-Category Effects

of Store Brands," Review of Industrial Organization, forthcoming.

17. Serdar Sayman and Jagmohan S. Raju (2003), "How Category Characteristics Affect

the Numbe of Store Brands Offered by the Retailer: A Model and Empirical

Analysis," Journal of Retailing, forthcoming.

18. Donald G. Morrison and Jagmohan S. Raju, (2003), "Marketing Department in

Management Science: Its History, Contributions and Future," Management Science,

forthcoming.

19. Donald G Morrison and Jagmohan Raju (2004), "The Marketing Department in

Management Science: Its History, Contributions, and the Future," Management

Science, 50, April 2004, 425-428.

20. Serdar Sayman and Jagmohan S Raju (2004),"How category characteristics affect the

number of store brands offered by the retailer: model and empirical analysis, "

Journal of Retailing, 80, 279-287..6

21. Serdar Sayman and Jagmohan S Raju (2004), "Investigating the Cross-Category

Effects of Store Brands," Review of Industrial Organization, 24 (2), March, 129-141.

C. Other Articles, including chapters in books

Book Chapters
Reference:: Sikh Philosophy Network http://www.sikhphilosophy.net/sales-and-marketing/3442-jagmohan-singh-raju-professor-marketing-university.html

1. Raju, Jagmohan S. and Abhik Roy (1996), "Understanding Competitive

Relationships," in George S. Day and David Reibstein, eds., Dynamic

Competitive Strategies.
Reference:: Sikh Philosophy Network http://www.sikhphilosophy.net/showthread.php?t=3442

Other Articles

1. Hoch, Stephen P. and Jagmohan S Raju (1998), "Are Private Labels a Threat to

National Brands, " Financial Times.

2. Jagmohan S Raju and Yogesh Joshi, (2003), "Should Hospitals be in the

Hospitality Business," Brand Equity, Times of India Publication, Mumbai, India.

3. Jagmohan S. Raju and John Zhang, (2003), "Choosing a Wrong Pricing Strategy

can be a Costly Mistake," Knowledge at Wharton.

D. Manuscripts Under Review, Working Papers, and Reports

Manuscripts under Review

1. Jagmohan S. Raju and John Zhang, (2003), Channel Coordination in the Presence of a

Dominant Retailer," Marketing Science (forthcoming.)

2. Rajeev Tyagi and Jagmohan S. Raju (2003), "Effect of Downstream Competition on

Speed of New Product Entry," Managerial and Decision Economics (under review).

3. Yusong Wang, Jagmohan S. Raju and Sanjay Dhar (2003), "The Choice and

Consequences of Using Category Captain in Category Management," Marketing

Science (under review, revision invited).

4. Andre Bonfrer and Jagmohan S Raju (2003), "The Demand and Supply-Side Impact

of the Kimberly-Clark, Scott Paper Products Merger in the Facial Tissues Category,"

Journal of Marketing Research (under review, being revised for next round).

5. Haitao Cui, Jagmohan S. Raju and John Zhang (2004), "A Price Discrimination

Theory of Trade Promotions," Quantitative Marketing and Economics (revision

invited).

6. Haitao Cui, Jagmohan S. Raju and John Zhang (2004), "Fairness and Channel

Coordination," Marketing Science (under review, being revised for second round)..7

7. Andres Musalem, Eric Bradlow and Jagmohan S Raju, (2004), "Bayesian Estimation

of Random Coefficient Choice Models using Aggregate Data," Journal of Applied

Economterics, (under review).

Working Papers

1. Abhik Roy, Jagmohan S. Raju, and Namwoon Kim , (2000), "A Comparison of New

Industrial Organization Approaches for Testing Competitive Interactions: An

Analysis of Five Indsutries.

Manuscripts Under Preparation

1. "When Is It Optimal to Use Comparative Advertising?" (with Yogesh Joshi)

E. Invited Papers

1. Presentations at Universities

"The Choice and Consequence of using a Category Captain," GSIA, Carnegie

Mellon University, 2003

"Category Management: An Analytical Perspective," Fuqua School of Business,

Duke University; Rice University 2002.

"Competitive Conduct in the US Microprocessor Industry," University of Florida

Winter Camp, 2000.

Cornell University, Marketing Seminar Series, 1999.

"Market Information and Firm Performance," NYU 1997, Columbia Summer

Camp1998, London Business School 1998, University of Pittsburgh Winter Camp

1999

"Market Information and Firm Performance," Cornell University, Stanford

University, 1996

"Quota-Based Compensation Plans for Multi-Territory Heterogeneous Salesforces,"

Columbia University, 1994

"The Introduction and Performance of Store Brands," Washington University,

University of Rochester, Penn State University, 1993.

"Cross-Category Differences in Store Brand Market Share,'' University of Arizona

(December 1990), University of California Irvine (May 1991), UCLA (January 1992)..8

"A Decision Support System for Corporate Advertising Decisions,'' UCLA April

1991.

"Introduction and Performance of Private Labels,'' University of Pennsylvania,

University of Chicago, Columbia University, New York University 1990.

"A Theory of Price Promotions,'' MIT, Harvard University, University of Chicago,

University of Michigan, University of Rochester, Carnegie-Mellon University,

Purdue University, New York University, Washington University, UCLA. 1986.

2. Conference Presentations

Marketing Science Conference, co-presenter, Rotterdam 2004

AMA Doctoral Consortium 2002

INFORMS Marketing Science Doctoral Consortium, University of Alberta 2002

MSI Conference on Competition, Spring 2001

Marketing Science Conference, UCLA, 2000

University of Florida, Winter Camp, 2000.

Marketing Science Conference, Syracuse University, 1999

University of Pittsburgh, Sheth Winter Camp, 1999

Fall Informs Conference Philadelphia, 1999

"Preemptive National Brand Positioning Strategies in Response to Store Brand

Entry," (with Rajeev Tyagi), 1998, INSEAD Marketing Science Conference

"Category Management: An Analytical Perspective," (with Sanjay K Dhar), 1997,

Berkeley Marketing Science Conference

"Store Brand Positioning Strategies," (with Serdar Seyman), 1997, Berkeley

Marketing Science Conference

"Modeling Demand for Movie Home-Videos," (with Josh Eliashberg and Wilfred

Amaldoss), 1997, Berkeley Marketing Science Conference..9

"Firm Diversification and Corporate Advertising Expenditures" (with Sanjay K.

Dhar), Marketing Science Conference, 1995, Sydney, Australia.

"Effect of Market Information on Firm Performance" (with Abhik Roy), Marketing

Science Conference, 1995, Sydney, Australia.

"Modeling Cross-Ruff Coupons" (with Sanjay K. Dhar), Marketing Science

Conference, 1995, Sydney, Australia.

"Optimal Speed of New Product Introductions with Technology-Driven Markets"

(with Rajeev Tyagi), Marketing Science Conference, 1995, Sydney Australia.

"Marketing and R&D Interactions," Value of Marketing Conference, Stanford

University, August 1994.

"The Introduction and Performance of Store Brands," Marketing Science Conference,

Tucson, March 1994.

"Quota-Based Compensation Schemes for Multi-Territory Salesforces," Marketing

Science Conference, Tucson, March 1994.

"The Effect of Package Coupons on Profits," Marketing Science Conference, Tucson,

March 1994.

"Empirical Tests of Price Leadership," Marketing Science Conference, Tucson,

March 1994.

"The Effect of Cross-Ruff Coupons on Market Share," ORSA/TIMS Conference,

1993, Phoenix.

"Effect of Package Coupons on Market Share," Marketing Science Conference, July

1992, London Business School.

"Marketing Information as a Determinant of Price Leadership," Marketing Science

Conference, July 1992, London Business School.

"Cross-Category Differences in Store Brand Share," TIMS/ORSA Conference

November 1992, San Francisco.

"Redemption Rates of Package Coupons," ORSA/TIMS Conference, November

1991, Anaheim, California.

"Offensive and Defensive Discounts: An Approach for Understanding how Many

Levels of Discounts to Offer," ORSA/TIMS Conference, October 1990, Philadelphia,

Pennsylvania..10

"The Effect of Package Coupons on Market Share," ORSA/TIMS Conference,

October 1990, Philadelphia, Pennsylvania.

"The Effect of Price Promotions on Category Sales Volume," ORSA/TIMS

Conference, New York, October 1989.

"Pricing Decisions in Hierarchical Markets," with Abhik Roy, ORSA/TIMS

Conference, New York, 1989.

"A Stochastic Model of the Effect of Price Promotions on Variety Seeking and Last

Brand Loyal Consumers," Marketing Science Conference, Duke University, March

1989.

"A Theory of Price Promotions,'' Marketing Science Conference, Duke University,

March 1989.

"The Effect of Brand Loyalty on Reservation Prices: Why Salt and Sugar Cost so

Little,'' ORSA/TIMS Conference, Denver, October 1988.

G. Editorial Service

1. Departmental Editor, Management Science (120 manuscripts 2004)

2. Advisory Board: Social Science Research Network - Marketing

3. Editorial Board, Marketing Science, Review of Marketing Science.

4. Reviewing for Professional Journals.

Marketing Science

Management Science

Journal of Marketing Research

Journal of Labor Economics

Journal of Law and Economics

Journal of Marketing

Journal of Consumer Research

Journal of Retailing

Journal of Business Economics and Statistics

International Journal of Research in Marketing

Marketing Letters

European Journal of Operations Research

Wharton Publishing

MSI, AMA Awards

4. Other Reviewing

AMA Educator's Conference

AMA Dissertation Awards.11

Marketing Science Dissertation Competition and other proposals

MSOM

IV. PROFESSIONAL ACTIVITIES

A. Professional Societies

President, INFORMS Society for Marketing Science, 2004

Secretary Treasurer: INFORMS College on Marketing 1999-2001

B. Administrative Service

Wharton:

PhD Program Coordinator (Marketing) 2001-present; organized first PhD Admit Day,

2004

Organized the Fall Informs Conference Marketing sessions in Philadelphia. 1999

Chair, Wharton School MBA Executive Committee, 1999

Wharton Global Consulting Practicum (assisted Professor Len Lodish explore

possible expansion to India), 1999

Member, Marketing Department PhD Committee

Member, Wharton MBA Executive Committee, 1997-1999

Coordinator, Wharton-India School of Business School Relationship, 2004

Faculty Advisor, Wharton India Economic Forum, 2004

Advisory Board, SSRN - Marketing

Co-Chair, Recruiting, 1996-1997

Course Head, Marketing 622, 1994-1995

Course Head, Marketing 341, 1993-1995

Member, Doctoral Committee, 1993-1998

Member, Recruiting Committee, 1993-1998

Member, Mid-Level Recruiting Committee, 1994-1995

Member, Curriculum Committee, 1993-1994

UCLA:

Ad-hoc Member, Staffing Committee, AGSM, UCLA. 1991-92.

Member, Legislative Assembly, Academic Senate, UCLA, 1989-91.

Member, Doctoral Board at AGSM, UCLA, 1990-91.

Member, Field Study Advisory Committee. 1991-92.

Doctoral Student Advisor, Marketing Area, AGSM, UCLA, 1990-91

India School of Business

International Academic Council, 1999 -.12

Chair Curriculum Committee, 1999 –2001

Member, Recruiting Committee 2001-

C. Other Employment

TATA Administrative Service, Bombay, India, 1982-83

Philips India Ltd (subsidiary of NV Philips Netherlands)

D. Professional Affiliations and Memberships

American Marketing Association

The Institute of Management Sciences

V. OTHER GRANTS AND AWARDS

A. Grants

External Grants:

Marketing Science Institute Research Grant, 1994-1995, $3,000

Wharton Grants:

Junior Faculty Summer Research Award, 1992-1993

Junior Faculty Summer Research Award, 1993-1994

Junior Faculty Summer Research Award, 1995-1996

Huntsman Center Research Grant, 1994-1995, $8,000

UCLA:

Summer Research Support, 1988-1992

"The Effect of Promotions on Product Category Sales'', 1990-91, $3,030.

"The Effects of Price Promotions on Variety Seeking'', 1989-90, $2,500.

"Competitive Price Discounting Strategies, 1987-88, $2,400.

"Competitive Couponing Strategies, 1991-92, $2,600.

B. Professional Awards and Fellowships

AMA Doctoral Consortium Fellow, 1989.

Merit Fellowship, Stanford University, 1984.

Air India Scholarship: Best academic performance in the MBA program.

Gwalior Rayon Scholarship: Best academic performance, First Year of the MBA

program.

National Talent Search Scholarship.