Writing

Are Multichannel Customers Really More Valuable? The Moderating Role of Product Category Characteristics

by Tarun Kushwaha and Venkatesh Shankar The article is forthcoming in Journal of Marketing. How does the monetary value of customer purchases vary by customer preference for purchase channels (e.g., traditional, electronic, multichannel) and product category? The authors develop a conceptual model and hypotheses on the moderating effects of two key product category characteristics—the utilitarian [...]
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Service Innovativeness and Firm Value

Service innovativeness and firm value JMR 2013 by Thomas Dotzel, Venkatesh Shankar, and Leonard L. Berry This article is forthcoming in Journal of Marketing Research. Service innovativeness, or the propensity to introduce service innovations to satisfy customers and improve firm value at acceptable risk, has become a critical organizational capability. Service innovations are enabled primarily [...]
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Symbian: Customer Interaction through Collaboration and Competition in a Convergent Industry

Ancarani_Shankar_JIM_2003 by Fabio Ancarani and Venkatesh Shankar This article was published in Journal of Interactive Marketing, 17 (Winter 2003), 56-76. In a convergent industry, the boundaries between traditional industries are blurred and, as new competitors emerge, traditional rules of competition are challenged. Firms need to effectively compete and collaborate with one another simultaneously by focusing [...]
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Price Levels and Price Dispersion Within and Across Multiple Retailer Types: Further Evidence and Extension

Ancarani_Shankar_JAMS_2004 by Fabio Ancarani and Venkatesh Shankar This article was published in the Journal of Academy of Marketing Science, 32 (Spring 2004), 176-187. In this paper, we develop hypotheses on how prices and price dispersion compare among three types of retailers, pure-play Internet, bricks-and-mortar (traditional), and bricks-and-clicks (multichannel) retailers and test them through an empirical [...]
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Strategic Allocation of Marketing Resources: Methods and Managerial Insights

Shankar_MSI_Report_08-207 by Venkatesh Shankar This artcle was published as MSI Report, 08-207. This article discusses how firms strategically allocate their resources between marketing and non-marketing variables, across products, markets, channels, customers and over the product life cycle.  It presents resource allocation processes, models, and insights with examples drawn from different companies and industries.  It highlights [...]
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