Supermarket Pricing Strategies, with Paul Ellickson
(Forthcoming Marketing Science)

Discrete Choice Models of Firms' Strategic Decisions, (Choice Symposium paper)
(Forthcoming Marketing Letters)

Observed and Unobserved Preference Heterogeneity in Brand Choice Models, with Dan Horsky and Paul Nelson, Marketing Science, 25:4, July–August 2006, pp. 322–335

Contract Duration: Evidence from Franchising, with Jim Brickley and Larry VanHorn
Journal of Law and Economics, XLIX, April 2006, pp. 173-196

Generalized Reverse Discrete Choice Models
Quantitative Marketing and Economics, 3:2, 2005, pp. 175-200

Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic
Approach, with Anne Coughlan and Chakravarthi Narasimhan
Quantitative Marketing and Economics, 3:1, 2005, pp. 5-39

Scheduling Salesforce Training: Theory and Evidence                                                                  with Ashutosh Prasad and Anand Krishnamoorthy                                                                          International Journal of Research in Marketing, 2005, 22, pp. 427-440

Salesforce Design with Experience-based Learning
IIE Transactions, 36, 2004, pp. 941-952

An Empirical Analysis of Software Life Span, with Paul Nelson and Bill Richmond,                      Information Technology and Management, 2006, 7:2, pp. 131-149

Understanding Firm, Physician, Consumer Choice Behavior in the Health Care Industry,        Marketing Letters, 16:3/4, 2005, pp. 293–308

How Consumers' Attitudes toward Direct-to-Consumer Advertising of Prescription Drugs Influence Ad Effectiveness, and Consumer and Physician Behavior, with Michal Herzenstein and Steve Posavac, Marketing Letters, 15:4, 2004, pp. 201-212

On Risk, Convenience and Internet Shopping Behavior with Amit Bhatnagar and H. Raghav Rao
Communications of the ACM, November 2000, 43(11), 98-105

An Empirical Investigation Into the Validity of Transitivity and Non-Satiety Assumptions in Partial Order Structures: A Note with S. Divakar and H. Rao
IEEE Transactions (SMC-A), November 2000, 30(6),820-824

A Cointegration Analysis of Demand: Implications for Pricing, with M. Trivedi
Journal of Pricing Strategy and Practice, v.5.4, October 1997

Who's to Blame? A Bayesian Decomposition of Efficiency in Hierarchical Sales Organizations
(under review Journal of Marketing Research, second round)

Investigating Dynamic Sales Quotas, with Andy Leone and Jerry Zimmerman
(under review Management Science, second round)

Disentangling Preferences, Inertia and Learning in Brand Choice Models, with Sangwoo Shin and Dan Horsky (under review Marketing Science, second round )

Brand Equity as a Revenue Multipler, with Sudhir Voleti and Paul Nelson (under review JMR)

Quota Dynamics and the Intertemporal Allocation of Salesforce Effort with Harikesh Nair

Enriching Interactions: Incorporating Revenue and Cost Data into Static Discrete Games with Paul Ellickson

A Strategic Discrete Choice Model of Catalog Mailing and Response, with Sangwoo Shin

Estimating Bargaining Games in Distribution Channels, with Sanjib Mohanty