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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. 595-603

Persistent link: https://www.econbiz.de/10009299487

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. 78-95

Persistent link: https://www.econbiz.de/10009778037

Linking customer behaviors to cash flow level and volatility : implications for marketing practices

Shah, Denish; Kumar, V.; Kim, Kihyun Hannah; Paulich, … - In: Journal of marketing research : JMR 54 (2017) 1, pp. 27-43

Persistent link: https://www.econbiz.de/10011650403

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 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

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

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

Expanding the role of marketing : from customer equity to market capitalization

Kumar, V.; Shah, Denish - In: MSI reports : working paper series (2008) 3, pp. 43-72

Persistent link: https://www.econbiz.de/10009893516

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

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

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