Rajkumar Venkatesan

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Online retailers are increasingly using information technologies to provide value added services to customers. Prominent examples of these services are online recommender systems and consumer feedback mechanisms that serve to reduce consumer search costs and uncertainty associated with the purchase of unfamiliar products. The central question we address is(More)
The ability to forecast market share remains a challenge for many managers especially in dynamic markets, such as the telecommunications sector. In order to accommodate the unique dynamic characteristics of the telecommunications market, we use a multi-component model, called MSHARE. Our method involves a two-phase process. The first phase consists of three(More)
Many retailers have collected large amounts of customer data using, for example, loyalty programs. We provide an overview of the extant literature on customer relationship management (CRM), with a specific focus on retailing. We discuss how retailers can gather customer data and how they can analyze these data to gain useful customer insights. We provide an(More)
and comments from Virginia and various industry professionals. The author thanks a national retailer consortium for sharing data. I acknowledge financial support from the Bankard Fund for Political Economy. I am solely responsible for any errors. Abstract Firms use two types of targeted coupons: Personalized rewards and targeted promotions. Personalized(More)
and the participants at the 2004 Haring symposium at Indiana University for their comments and suggestions. Abstract We study the optimal levels of advertising and promotion budgets in dynamic markets with brand equity as a mediating variable. To this end, we develop and estimate a state-space model based on the Kalman filter that captures the dynamics of(More)
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