Faculty Directory

Praveen K. Kopalle

Associate Dean for the MBA Program; Signal Companies' Professor of Management





Faculty Website



PhD, Columbia University, 1992; MBA, Indian Institute of Management, 1988; BE, Osmania University, 1986

Areas of Expertise

Marketing, statistics, management science


Praveen Kopalle joined the Tuck School in 1996. In addition to his awards, research, and editorial accomplishments, Praveen is also a research director (Internet marketing and pricing) at the Glassmeyer/McNamee Center for Digital Strategies, and a faculty associate of William F. Achtmeyer Center for Global Leadership, both at the Tuck School. He is a marketing advisor for BeVocal, Inc., based in Santa Clara, CA and is an avid cricket enthusiast and a HAM radio operator.

Current Research Topics

  • Frequency rewards programs
  • Pricing
  • New products
  • Customer expectations
  • Dynamic models

Professional Activities

Academic positions

  • Tuck School of Business, 1996–present
  • Visiting Scholar, Indian School of Business, 2009
  • Bozzone Visiting Scholar, Rensselaer Polytechnic Institute, 2008
  • Assistant Professor of Marketing, University of Arizona, 1992–96

Board memberships

  • Advisory Boards–Aten Works, Director in a Box Ltd., Be Vocal, Inc. (1999–2007) 

Editorial positions

  • Associate Editor, Journal of Consumer Research
  • Associate Editor, Journal of Retailing
  • Editorial Board, IIMB Management Review, IJTMKT, International Journal of Electronic Commerce, Journal of Interactive Marketing, Marketing Letters, Marketing Science, Journal of Revenue and Pricing Management
  • Ad Hoc Reviewer, Journal of Marketing, Journal of Marketing Research, Management Science

Working Papers

  • With D. Lehmann, “The Impact of Competition, Brand Equity, and the Cost of Overstating Quality on Advertised Quality, Quality, and Price of New Products,” 2014
  • With E. Breugelmans, T. Bijmolt, J. Zhang, L. Basso, M. Dorotic, A. Minnema, W. Mijnlieff, and N. Wünderlich, “Advancing Research on Loyalty Programs: A Future Research Agenda,” 2014
  • With D. Lehmann, and J. Farley, "How General are the Customer Satisfaction and Expectation Formation Processes? Comparing the U.S., China, and India"
  • With F. ter Hofstede, and R. Raghunathan, “Improving Click Through Rates of Ads in Mobile Devices,” 2013
  • With R. Raghunathan, “Productivity or Happiness? Assessing the Impact of Tax Rates Through Computer Mediated Simulation,” 2013


  • Distinguished Alumnus Award 2011, Indian Institute of Management, Bangalore
  • Winner, 2014 William R. Davidson Award, Journal of Retailing
  • AMA-Sheth Doctoral Consortium Faculty, 2013
  • Finalist, 2011 Marketing Science Institute's Robert Buzzell Award
  • Winner of 2011 William R. Davidson Honorable mention award, Journal of Retailing
  • Visiting Scholar, July 2011, July 2010, Winter 2009, Indian School of Business
  • Thought Leader, Texas A&M Conference, Spring 2010
  • AMA-Sheth Doctoral Consortium Faculty, 2009
  • Finalist, 2006 John D. C. Little Best Paper Award
  • Winner, 2005 John D. C. Little Best Paper Award

Selected Publications

  • With S. Voleti and P. Ghosh, “An Inter-product Model of Competition Incorporating Branding Hierarchy and Product Similarities Using Store Level Data,” Forthcoming, Management Science. 2014
  • With D. Hardesty, R. Goodstein, D. Grewal, and A. Miyazaki, “The Accuracy of Scanned Prices,” Forthcoming, Journal of Retailing, 2014
  • With W. Kamakura and D. Lehmann, “Editorial: Empirical Generalizations in Retailing,” Forthcoming, Journal of Retailing, 2014
  • With S. Neslin, B. Sun, Y. Sun, and V. Swaminathan, "The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs," Marketing Science, 31 (2): 216-35, 2012
  • With P.K. Kannan, L. Boldt, and N. Arora, "The Impact of Household Level Heterogeneity in Reference Price Effects on Optimal Retailer Pricing Policies," Journal of Retailing, 88 (1): 102-14, 2011
  • With D. Grewal, H. Marmorstein, and A. Roggeveen, "Attracting Customers to Less Convenient Retail Locations: Merchandise Guarantee or Lower Price?", Forthcoming, Journal of Retailing, 2011
  • With V. Govindarajan, Vijay and E. Danneels, "The Effects of Mainstream and Emerging Customer Orientations on Radical and Disruptive Innovations," Journal of Product Innovation Management, S1, November, 2004, Academy of Management Best Paper Proceedings, 2011
  • With D. Grewal, K. Ailawadi, D. Gauri, K. Hall, and J. Robertson, "Innovations in Retail Pricing and Promotions," Journal of Retailing, 87, July, 2011
  • With D. Hoffman and T. Novak, "The "Right" Consumers for Better Concepts: Identifying and Using Consumers High in Emergent Nature to Further Develop New Product Concepts," Journal of Marketing Research, 47 (5), 2010
  • With D. Lehmann and J. Farley, "Customer Expectations, Satisfaction, and Culture: The Effects of Belief in Karma in India," Journal of Consumer Research, 37 (2), 2010