Vijay Mahajan

Learn More e present a conceptual framework that clarifies the utilities that consumers using a channel derive from both the purchase process and the purchased products, and the mutual influences between these process and product utilities. Drawing on interviews with customers, we examine how the following factors influence product and(More)
a School of Business Administration, Hebrew University of Jerusalem, Jerusalem, 91905, Israel b The Wharton School, University of Pennsylvania, Philadelphia, PA 19104, United States c Stern School of Business, New York University, New York, NY 10012, United States d Recanati Graduate School of Business Administration, Tel Aviv University, Tel Aviv, 69978,(More)
Marketing literature has witnessed a recent spurt in articles devoted to the study of bundling. Manifestations of bundling include vacation packages, magazine subscriptions, and software bundles. Much of the academic work in marketing on bundling is rooted in seminal theories developed by economists (e.g., Adams and Yellen 1976). These studies rely on the(More)
India's health financing system is a cause of and an exacerbating factor in the challenges of health inequity, inadequate availability and reach, unequal access, and poor-quality and costly health-care services. Low per person spending on health and insufficient public expenditure result in one of the highest proportions of private out-of-pocket expenses in(More)
We investigate how electronic commerce (EC) retailers, or e-tailers, manage transaction costs and generate customer value. We integrate information systems and marketing theories in a framework for transaction cost management based on four contingency factors: channel, customer, product and shopping occasion characteristics. We build the framework using(More)
What is the relationship between product design benefits (hedonic vs. utilitarian) and the post-consumption feelings of customer delight and satisfaction? The primary insights provided by this research are: 1) products that meet or exceed customers’ utilitarian needs and fulfill prevention goals enhance customer satisfaction (e.g., a car with anti-lock(More)
Drawing on the literature on buyers’ uncertainty in preference and product knowledge, the authors make, and empirically test, the proposition that an individual consumer’s reservation price for a product is more meaningfully and accurately represented as a range than as a single point. Given this conceptualization, they propose an approach for incentive(More)