Current Research Topics

Database marketing, sales promotion, measuring marketing effectiveness, multichannel customer management, optimal contact models, loyalty programs

Selected Publications

With R.C. Blattberg and B. Kim, Database Marketing: Analyzing and Managing Customers, Springer International Series in Quantitative Marketing, 2008; with A. Ansari and C. Mela, "Customer Channel Migration," Journal of Marketing Research, 45(1), 2008; with K. Ailawadi, K. Gedenk, and C. Lutsky, "Decomposition of the Sales Impact of Promotion-Induced Stockpiling, Journal of Marketing Research, 44(3), 2007; with S. Gupta, W. Kamakura, J. Lu, and C.H. Mason, "Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models," Journal of Marketing Research, 43(2), 2006; with G. Taylor, "The Current and Future Sales Impact of a Frequency Reward Program," Journal of Retailing, 81(4), 2005; with K. Ailawadi and P. Kopalle, "Predicting Competitive Response to a Major Policy Change: Combining Game-Theoretic and Empirical Analyses," Marketing Science, 24(1), 2005; with S. Macé, "The Determinants of Pre- and Post-Promotion Dips in Sales of Frequently Purchased Goods," Journal of Marketing Research, 41(3), 2004; with K. Ailawadi and D. Lehmann, "Revenue Premium as an Outcome Measure of Brand Equity," Journal of Marketing, 67(4), 2003; with P. Kopalle, "The Economic Viability of Frequency Reward Programs in a Strategic Competitive Environment," Review of Marketing Science, 1, 2003; "Sales Promotion," in MSI Relevant Knowledge Series, Marketing Science Institute, 2002

Awards

Overseers' Medal, Tuck School, 2008; John D.C. Little Best Paper Award, INFORMS, 2005; Harold F. Maynard Award, Journal of Marketing, 2003

Professional Activities

Academic positions: Tuck School of Business, 1978–present; Visiting Scholar, Teradata Center for Customer Relationship Management at Duke University, Fuqua School of Business, 2002; Senior Visiting Research Scholar, School of Organization and Management, Yale University, 1989–90; Visiting Associate Professor, Massachusetts Institute of Technology, 1984

Board memberships: President-Elect, INFORMS Society for Marketing Science, 2008–present

Editorial positions: Editorial Board, Journal of Marketing, Journal of Marketing Research, Marketing Letters; Area Editor, Marketing Science