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International Journal of Research in Marketing

❶Shell Oil wanted to redefine product offerings based on customers' perceptions and needs.

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Along with the provision of food, sustaining livelihoods, enhancing nutrition and the ability to cope with rapid changes in the environment and marketplaces are equally important to millions of small farmers. Data science can help in many ways. In this article, we outline the beginnings of data science applications in Indian agriculture. We cover various initiatives such as data collection, visualization and information dissemination and applications of algorithmic data analysis techniques for decision support.

We describe one application under development that provides timely price information to farmers, traders and policy makers. The firm procures an input commodity and processes it to produce an output commodity over a multi-period horizon. We show that the resulting optimal operational policy has the same price and horizon dependent threshold structure that characterizes the known optimal policy when markets are complete or financial distress costs are small.

Published Papers Ray, Sougata. We investigate whether and how family ownership and management influence firms' internationalization strategies in an emerging economy in which family firms are dominant. Anchoring on the willingness and ability framework and drawing on the socioemotional wealth perspective and agency theory, we theorize how the heterogeneity among family firms in their ownership structures, concentration, and family involvement in management shapes the firms' internationalization strategies.

We also theorize how certain contingencies, such as the presence of foreign institutional ownership and family management, moderate the relationship between family ownership and internationalization strategy. We test our predictions by using a proprietary, longitudinal panel dataset of leading family firms from India and find support for most of our theoretical predictions. Internationalization has emerged as a dominant strategy for firms in a globally interconnected world.

We observe that ownership structure and management have significant bearing on internationalization strategies of family firms, as family owners and managers are more averse to internationalization. Family firms' aversion to internationalize is more pronounced when families can exercise greater control on firms' actions through the combined effect of higher family ownership primarily through strategic control and family's participation in management through strategic, administrative, and operational control.

However, certain contingencies, such as the higher ownership of foreign institutions and presence of professional managers, help business families improve their understanding of international markets, reduce the fear of the unknown, and better appreciate the benefits of internationalization, thereby aiding greater internationalization of family firms.

Published Papers Singha, Sumanta. Published Papers Bhatnagar, Navneet. Published Papers Subramanian, Krishnamurthy.

Since banking is intrinsically an opaque activity, we hypothesize that an incoming CEO of a bank is more likely to manage earnings than a counterpart in a non- financial firm. To identify the hypothesized effects, we exploit exogenous variation generated by age-based CEO retirement policies in Indian public sector firms.

This decrease occurs due to increased provisions, though such provisions do not associate with increased non-performing assets subsequently. In contrast to banks, we observe no earnings management coinciding with CEO turnover for other public sector firms. Marriott wanted to launch a new chain of residence hotels, but wasn't sure how the market would react to the idea.

Shell Oil wanted to redefine product offerings based on customers' perceptions and needs. These are just a handful of the corporations that have improved performance, launched new products, and refined their pricing and merchandising tactics using the market research tools created by the Wharton Marketing Department.

Beyond the Last Touch: Attribution in Online Advertising , Ron Berman. Markopoulos and Kartik Hosanagar. Evidence and Checklists , J. Scott Armstrong and Kesten C. Is Advance Selling Desirable with Competition?

Cachon and Pnina Feldman. Does Adding Inventory Increase Sales? Evidence of a Scarcity Effect in U. Automobile Dealerships , Gerard P. Cachon, Santiago Gallino, and Marcelo Olivares.

Bradlow, and Peter S. Competing by Restricting Choice: Schrift, and Gal Zauberman. Fader, and Senthil K. Agency Selling or Reselling? An Application of the Index Method , J. Armstrong, Rui Du, Kesten C. Green, and Andreas Graefe.

Is Dynamic Competition Socially Beneficial? Simmons, and Cade Massey. Feit, and Randall C. Extrapolative Beliefs in Perceptual and Economic Decisions: Armstrong, and Alfred G. Ready for Pretesting Advertisements , Kesten C. Armstrong, Rui Du, and Andreas Graefe. Fader, and Bruce G. Item Response Models of Probability Judgments: Merkle, Mark Steyvers, Barbara A. Mellers, and Philip E.

Schrift, Ran Kivetz, and Oded Netzer. From Primed Concepts to Action: Conspicuous Consumption on the Long Tail: How can Luxury Brands Benefit from Counterfeits? Feit, and Eric T. Golden Rule of Forecasting: Be Conservative , J. Looking for My Self: Coleman and Patti Williams.

Simple Versus Complex Forecasting: The Evidence , Kesten C. Golden Rule of Forecasting Rearticulated: Armstrong, and Andreas Graefe. Perkins, Soyeon Ahn, and Arlette C. Closing the Gap between Marketing and Finance: Schrift and Moty Amar. Simmons, and Leif D. The Economics of Predation:

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