Search Results - "Jerath, Kinshuk"

Agency Selling or Reselling? Channel Structures in Electronic Retailing by Abhishek, Vibhanshu, Jerath, Kinshuk, Zhang, Z. John

“…In recent years, online retailers (also called e-tailers) have started allowing manufacturers direct access to their customers while charging a fee for…”
Get full text

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels" by Jerath, Kinshuk, Long, Fei

“…The authors study multiperiod sales force incentive contracting in which salespeople can engage in effort gaming, a phenomenon that has extensive empirical…”
Get full text

Consumer Rational (In)Attention to Favorable and Unfavorable Product Information, and Firm Information Design by Jerath, Kinshuk, Ren, Qitian

“…The authors study how a consumer optimally allocates attention to favorable and unfavorable product-related information before making the purchase decision,…”
Get full text

Inefficiencies in Digital Advertising Markets by Gordon, Brett R., Jerath, Kinshuk, Katona, Zsolt, Narayanan, Sridhar, Shin, Jiwoong, Wilbur, Kenneth C.

“…Digital advertising markets are growing and attracting increased scrutiny. This article explores four market inefficiencies that remain poorly understood: ad…”
Get full text

Firm Strategies in the "Mid Tail" of Platform-Based Retailing by Jiang, Baojun, Jerath, Kinshuk, Srinivasan, Kannan

“…While millions of products are sold on its retail platform, Amazon.com itself stocks and sells only a very small fraction of them. Most of these products are…”
Get full text

Consumer Privacy Choices and (Un)Targeted Advertising Along the Purchase Journey by Choi, W. Jason, Jerath, Kinshuk, Sarvary, Miklos

“…Advertising to a consumer provides potentially useful information to the consumer and moves them along the purchase journey, and tracking the consumer's online…”
Get full text

Store Within a Store by JERATH, KINSHUK, ZHANG, Z. JOHN

“…In a store-within-a-store arrangement, retailers essentially rent out retail space to manufacturers and give them complete autonomy over retail decisions, such…”
Get full text

A Model of Unorganized and Organized Retailing in Emerging Economies by Jerath, Kinshuk, Sajeesh, S., Zhang, Z. John

“…In the last two decades, organized retailing has transformed the retailing landscape in emerging economies, where unorganized retailing has traditionally been…”
Get full text

The interrelationships between brand and channel choice by Neslin, Scott A., Jerath, Kinshuk, Bodapati, Anand, Bradlow, Eric T., Deighton, John, Gensler, Sonja, Lee, Leonard, Montaguti, Elisa, Telang, Rahul, Venkatesan, Raj, Verhoef, Peter C., Zhang, Z. John

“…We propose a framework for the joint study of the consumer's decision of where to buy and what to buy. The framework is rooted in utility theory where the…”
Get full text

New Perspectives on Customer "Death" Using a Generalization of the Pareto/NBD Model by Jerath, Kinshuk, Fader, Peter S., Hardie, Bruce G. S.

“…Several researchers have proposed models of buyer behavior in noncontractual settings that assume that customers are "alive" for some period of time and then…”
Get full text

Comment on “Salesforce Compensation with Inventory Considerations”: A Rejoinder by Dai, Tinglong, Jerath, Kinshuk

“…In this rejoinder, we address the concern about equilibrium existence in our previous work published in 2013. By making the simple adjustment of discretizing…”
Get full text

Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts by Dai, Tinglong, Jerath, Kinshuk

“…Uncertainty in both demand and supply as well as unobservable firm actions related to supply are important for determining the right sales force compensation…”
Get full text

Salesforce Compensation with Inventory Considerations by Dai, Tinglong, Jerath, Kinshuk

“…We study a scenario in which a firm designs the compensation contract for a salesperson who exerts unobservable effort to increase the level of uncertain…”
Get full text

Negative Advertising and Competitive Positioning by Bostanci, Gorkem, Yildirim, Pinar, Jerath, Kinshuk

“…Negative advertising provides information about the weaknesses of a competitor’s product. We study negative advertising with a focus on how its regulation…”
Get full text

Technical Note—Impact of Inventory on Quota-Bonus Contracts with Rent Sharing by Dai, Tinglong, Jerath, Kinshuk

“…We study the impact of limited inventory on optimal sales-force compensation contracts. We adopt a principal-agent framework, characterized by limited…”
Get full text

Product Quality in a Distribution Channel with Inventory Risk by Jerath, Kinshuk, Kim, Sang-Hyun, Swinney, Robert

“…In many industries, product design and manufacturing lead times are sufficiently long that both the quality level of a product and the amount of inventory…”
Get full text

Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling by Jerath, Kinshuk, Netessine, Serguei, Veeraraghavan, Senthil K.

“…Companies in a variety of industries (e.g., airlines, hotels, theaters) often use last-minute sales to dispose of unsold capacity. Although this may generate…”
Get full text

Designing an Online Retail Marketplace: Leveraging Information from Sponsored Advertising by Long, Fei, Jerath, Kinshuk, Sarvary, Miklos

“…This paper studies a marketplace design problem with asymmetric information where the platform jointly considers leveraging information revealed in ad auctions…”
Get full text

Competitive Poaching in Sponsored Search Advertising and Its Strategic Impact on Traditional Advertising by Sayedi, Amin, Jerath, Kinshuk, Srinivasan, Kannan

“…Traditional advertising, such as TV and print advertising, primarily builds awareness of a firm's product among consumers, whereas sponsored search advertising…”
Get full text

The Emergence of Opinion Leaders in a Networked Online Community: A Dyadic Model with Time Dynamics and a Heuristic for Fast Estimation by Lu, Yingda, Jerath, Kinshuk, Singh, Param Vir

“…We study the drivers of the emergence of opinion leaders in a networked community where users establish links to others, indicating their "trust" for the link…”
Get full text