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Surendra Rajiv
National University of Singapore
21Publications
15H-index
1,875Citations
Publications 21
Newest
Published on Jan 1, 2004
Nitin Mehta8
Estimated H-index: 8
,
Surendra Rajiv15
Estimated H-index: 15
,
Kannan Srinivasan39
Estimated H-index: 39
Published on Jan 15, 2002in Marketing Science2.49
Surendra Rajiv15
Estimated H-index: 15
(University of California, Berkeley),
Shantanu Dutta34
Estimated H-index: 34
(SC: University of Southern California),
Sanjay K. Dhar16
Estimated H-index: 16
(U of C: University of Chicago)
Asymmetrically positioned retailers, who vary in the quality/in-store service offered, are increasingly using promotional advertising--the practice of advertising sale prices on familiar merchandise lines--to compete for customers who are willing to comparison shop. The objective of this paper is to examine the role of promotional advertising for stores that vary in their quality positioning in competing for customers using a game-theoretic model. Our focus is on two key retail promotional adver...
Published on Nov 14, 2001in Social Science Research Network
Nitin Mehta8
Estimated H-index: 8
(U of T: University of Toronto),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago),
Kannan Srinivasan39
Estimated H-index: 39
(CMU: Carnegie Mellon University)
We offer an econometric framework that models a consumer's brand choice decision as a two-stage process: consideration set formation followed by brand selection from the brands in the consideration set. The proposed structural model of consideration set is motivated by the fact that consumers have limited information-acquisition ability. In the context of frequently purchased products (FPPs), since these product categories are characterized by frequent price promotion of varying depths of discou...
Published on Feb 4, 2001in Social Science Research Network
Shantanu Dutta34
Estimated H-index: 34
(SC: University of Southern California),
Om Narasimhan10
Estimated H-index: 10
(UMN: University of Minnesota),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago)
OPERATIONALIZING AND MEASURING CAPABILITIES: AN APPLICATION TO HIGH-TECHNOLOGY MARKETS ABSTRACT This paper attempts to operationalize and measure firm-specific capabilities using an extant conceptualization in the resource-based view (RBV) literature. Capabilities are conceived as the efficiency with a firm employs a given set of resources (inputs) at its disposal to achieve certain objectives (outputs). This view is operationalized using an input-output approach. We then proceed to suggest an e...
Published on Apr 1, 1999in Marketing Science2.49
Shantanu Dutta34
Estimated H-index: 34
(SC: University of Southern California),
Om Narasimhan10
Estimated H-index: 10
(SC: University of Southern California),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago)
We propose a conceptual framework-with the resource-based view RBV of the firm as its theoretical underpinning-to explain interfirm differences in firms' profitability in high-technology markets in terms of differences in their functional capabilities. Specifically, we suggest that marketing, R&D, and operations capabilities, along with interactions among these capabilities, are important determinants of relative financial performance within the industry. This paper contributes to the RBV litera...
Published on Nov 1, 1998in Marketing Science2.49
Ajay Kalra14
Estimated H-index: 14
(CMU: Carnegie Mellon University),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago),
Kannan Srinivasan39
Estimated H-index: 39
(CMU: Carnegie Mellon University)
Empirical studies examining responses to new product entries come to the puzzling conclusion that, in general, an incumbent reacts to a new entrant after a significant delay. Even easy-to-implement price cuts are observed after significant lag following entry. These findings seem to contradict the existing literature that either implicitly assumes or strongly advocates immediate defensive responses to limit competitive encroachment. When a competing firm enters the market, consumers may be uncer...
Published on Dec 1, 1997in Management Science4.22
Tridas Mukhopadhyay34
Estimated H-index: 34
(CMU: Carnegie Mellon University),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago),
Kannan Srinivasan39
Estimated H-index: 39
(CMU: Carnegie Mellon University)
Our work represents one of the first attempts to assess the impact of IT information technology on both process output and quality. We examine the optical character recognition and barcode sorting technologies in the mail sorting process at the United States Postal Service. Our analysis is at the application level, and thus does not involve the aggregation of IT impact over multiple processes. We use data from 46 mail processing centers over 3 years to study the IT impact. We also use a set of f...
Published on Nov 1, 1997in Journal of Marketing Research4.20
V. Padmanabhan1
Estimated H-index: 1
(Stanford University),
Surendra Rajiv15
Estimated H-index: 15
(U of C: University of Chicago),
Kannan Srinivasan39
Estimated H-index: 39
(CMU: Carnegie Mellon University)
Published on Apr 1, 1997in Management Science4.22
Srikant M. Datar26
Estimated H-index: 26
(Harvard University),
Clark Jordan3
Estimated H-index: 3
(CMU: Carnegie Mellon University)
+ 2 AuthorsKannan Srinivasan39
Estimated H-index: 39
(CMU: Carnegie Mellon University)
In fast-cycle, high technology industries, the speed and rate at which companies can introduce products into the market are critical for sustaining competitive advantage and market share. The authors analyze new product development by three international manufacturers that dominate a segment of the electronic component industry. The objective is to examine the impact of two distinct product development strategies and structures on time-to-market. The analysis of more than 200 new product develop...
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