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Surendra Rajiv
University of Chicago
BusinessEconomicsMarketingMicroeconomicsNew product development
13Publications
10H-index
1,181Citations
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Publications 20
Newest
#1Prokriti Mukherji ('KCL': King's College London)H-Index: 3
#2Ramkumar Janakiraman (USC: University of South Carolina)H-Index: 13
Last. Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
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ABSTRACT In August 1997, the U.S. Food and Drug Administration (FDA) allowed brand-specific advertising on television. A simultaneous rise in direct-to-consumer advertising (DTCA) spending and prescription drug sales has resulted in a heated debate among pharmaceutical firms and medical practitioners, as well as in the U.S. Congress and the popular press. One side claims that DTCA creates demand and higher prices for the advertised brands; the other claims that DTCA increases consumer knowledge....
3 CitationsSource
#1Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
#2Junhong Chu (NUS: National University of Singapore)H-Index: 10
Last. Zhiying JiangH-Index: 1
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We document the systematic differences in publication and citation between quantitative modeling (QT) and consumer behavior (CB) researchers in the field of marketing and examine how these differences evolve over the career cycle. We further study how QT and CB publications and citations are evaluated at three milestones of the career. Across all current tenure-track marketing faculty in the world’s top 150 schools, we find that QTs and CBs exhibit very different behavior in publication and cita...
Source
#1Vishwanath G. Hegde (CSU: California State University)H-Index: 1
#2Sunder Kekre (CMU: Carnegie Mellon University)H-Index: 28
Last. Pandu R. Tadikamalla (University of Pittsburgh)H-Index: 22
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Abstract Manufacturing capability has often been viewed to be a major obstacle in achieving higher levels of customization. Companies follow various strategies ranging from equipment selection to order management to cope with the challenges of customization. We examine how the customization process affects product performance and conformance in the context of a design-to-order manufacturer of industrial components. Our competing risk hazard function model incorporates two thresholds, which we re...
30 CitationsSource
#1Om Narasimhan (UMN: University of Minnesota)H-Index: 11
#2Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
Last. Shantanu Dutta (SC: University of Southern California)H-Index: 35
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The rapid rate of knowledge obsolescence in many high-technology markets makes it imperative for firms to renew their technological bases constantly. Given its critical importance, excellence in renewal of technological base would serve as a dynamic capability. Drawing on past literature, we identify this dynamic capability associated with acquiring and utilizing external technological know-how with the notion of absorptive capacity (AC). We ask the following questions: (a) What would cause some...
150 CitationsSource
#1Shantanu Dutta (SC: University of Southern California)H-Index: 35
#2Om Narasimhan (UMN: University of Minnesota)H-Index: 11
Last. Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
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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 which a firm employs a given set of resources (inputs) at its disposal to achieve certain objectives (outputs). We expand on extant theoretical literature on relative capabilities, by delineating the conditions that have to be met for relative capabilities to be measured non-tautologically. We...
325 CitationsSource
#1Nitin Mehta (U of T: University of Toronto)H-Index: 8
#2Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
Last. Kannan Srinivasan (CMU: Carnegie Mellon University)H-Index: 40
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We propose a structural model to investigate the impact of forgetting on consumers' brand choice decisions in frequently purchased products. Forgetting results in consumers imperfectly recalling their prior brand evaluations when making a purchase decision in the category. We conceptualize the imperfect recall by positing that consumers recall their prior evaluations with noise. Based on prior research in the behavioral area, we characterize the extent of forgetting as an increasing and concave ...
54 CitationsSource
#1Eric T. Anderson (NU: Northwestern University)H-Index: 22
#2Nanda Kumar (UTD: University of Texas at Dallas)H-Index: 10
Last. Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
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A comment on: ‘‘Revisiting dynamic duopoly with consumer switching costs’’ Eric T. Anderson, Nanda Kumar, and Surendra Rajiv Kellogg School of Management, Northwestern University, 2001 Sheridan Road, Evanston, IL 60208, USA School of Management, University of Texas at Dallas, P.O. Box 830688, Richardson, TX 75083-0688, USA NUS Business School, National University of Singapore, BIZ 1, #04-20, 1 Business Link, Singapore 117592
16 CitationsSource
#1Nitin Mehta (U of T: University of Toronto)H-Index: 8
#2Surendra Rajiv (NUS: National University of Singapore)H-Index: 6
Last. Kannan Srinivasan (CMU: Carnegie Mellon University)H-Index: 40
view all 3 authors...
We offer an econometric framework that models consumer's consideration set formation as an outcome of her costly information search behavior. Because frequently purchased products are characterized by frequent price promotions of varying depths of discounts, a consumer faces significant uncertainty about the prices of the brands. The consumers engage in a fixed-sample search strategy that results in their discovering the posted prices of a subset of the available brands. This subset is referred ...
219 CitationsSource
#1Surendra Rajiv (University of California, Berkeley)H-Index: 10
#2Shantanu Dutta (SC: University of Southern California)H-Index: 35
Last. Sanjay K. Dhar (U of C: University of Chicago)H-Index: 16
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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...
38 CitationsSource
#1Nitin Mehta (U of T: University of Toronto)H-Index: 8
#2Surendra Rajiv (U of C: University of Chicago)H-Index: 10
Last. Kannan Srinivasan (CMU: Carnegie Mellon University)H-Index: 40
view all 3 authors...
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...
3 CitationsSource
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