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<b>Practice Prize Paper</b>--Uncovering <i>Implicit</i> Consumer Needs for Determining <i>Explicit</i> Product Positioning: Growing Prudential Annuities' Variable Annuity Sales
Kumar, V.; Shah, Denish - In: Marketing Science 30 (2011) 4, pp. 595-603
A variable annuity is a popular product for investing retirement income. However, thousands of similar-looking variable annuity products are being offered by hundreds of financial service companies. In such a scenario, how can Prudential achieve meaningful product differentiation to increase the...
Persistent link: https://www.econbiz.de/10010990372
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Managing retailer profitability—one customer at a time!
Kumar, V.; Shah, Denish; Venkatesan, Rajkumar - In: Journal of retailing 82 (2006) 4, pp. 277-294
Persistent link: https://www.econbiz.de/10007384966
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Expanding the Role of Marketing: From Customer Equity to Market Capitalization
Kumar, V.; Shah, Denish - In: Journal of marketing 73 (2009) 6, pp. 119-136
Persistent link: https://www.econbiz.de/10008328595
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Pushing and Pulling on the Internet - Online ad strategy requires a whole new approach to research.
Kumar, V.; Shah, Denish - In: Marketing research : a magazine of management and … 16 (2004) 1, pp. 28-33
Persistent link: https://www.econbiz.de/10007102031
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Look Before You Leap - Does cross-sell always lead to higher profits?
Shah, Denish; Kumar, V. - In: Marketing research : a magazine of management and … 20 (2008) 3, pp. 26-35
Persistent link: https://www.econbiz.de/10008111312
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Practice Prize Paper-Uncovering Implicit Consumer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities' Variable Annuity Sales
Kumar, V.; Shah, Denish - In: Marketing science : the marketing journal of the … 30 (2011) 4, pp. 595-604
Persistent link: https://www.econbiz.de/10009252668
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An integrated framework for managing marketing productivity when selling through intermediary firms
Shah, Denish - 2008
The objective of this doctoral dissertation is to propose a unique modeling framework to manage marketing productivity in business settings where the manufacturer or producer firm sells its products to consumers through intermediaries. The framework is comprised of two main components--a...
Persistent link: https://www.econbiz.de/10009430106
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Why is Assortment Planning so Difficult for Retailers? A Framework and Research Agenda
Mantrala, Murali K.; Levy, Michael; Kahn, Barbara E.; … - In: Journal of retailing 85 (2009) 1, pp. 71-83
Persistent link: https://www.econbiz.de/10008232101
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Unprofitable Cross-Buying: Evidence from Consumer and Business Markets
Shah, Denish; Kumar, V; Qu, Yingge; Chen, Sylia - In: Journal of marketing 76 (2012) 3, pp. 78-96
Persistent link: https://www.econbiz.de/10009972107
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TRENDS - MEHR GEWINN BEIM CROSS-SELLING
Shah, Denish; Kumar, V - In: Harvard-Business-Manager : das Wissen der Besten 35 (2013) 3, pp. 6-11
Persistent link: https://www.econbiz.de/10010083621