B. Eng., University of Madras, India, 1978;
M.B.A., Xavier Labour Relations Institute, Jamshedpur, India, 1980;
Ph.D., University of California-Los Angeles, 1986

E-mail: kannans@andrew.cmu.edu

Teaching and research interests

Entry deterrence, marketing/manufacturing interface, asymmetric information models of strategic behavior, dynamic brand choice models, purchase incidence models, structural models.

Major Publications/Papers:

"Price Uncertainty and Consumer Search: A Structural Model of Consideration Set Formation," Marketing Science, forthcoming;

"Salesforce Compensation Schemes and Consumer Inferences," Management Science, forthcoming;

"Reward Programs and Tacit Price Collusion," Marketing Science, 2001;

"Competitive Marketing Strategies in the Healthcare Industry: An Empirical Study," Journal of Marketing, 2001;

"Product Differentiation and Commonality in Design: Balancing Revenue and Cost Drivers," Management Science, 2000;

"A Study of Consumer's Extent of Evaluation in Brand Choice: A Multi-state Evaluation Choice Model," Journal of Business, 1999;

"Response to Competitive Entry: A Rationale for Delayed Reaction," Marketing Science, 1998;

"Modifying Consumer Expectations for a New Product," Management Science, 1998;

"New Products, Upgrades, and New Releases: A Rationale for Sequential Product Introduction," Journal of Marketing Research, 1997;

"Advantages of Time-Based New Products Development in a Fast-Cycle Industry," Journal of Marketing Research, 1997;

"Estimating the Impact of Consumer Expectations of Coupons on Purchase Behavior: A Dynamic Structure Model," Marketing Science, 1996;

"Controlling for Observed and Unobserved Managerial Skills in Determining Order-of-Entry Effects on Market Share," Journal of Marketing Research, 1996

Awards/Honors

• Runner up, John Little Best Paper Award in Management Science and Marketing Science, 1991
• Second Place, Journal of Retailing, 2001

Board Member/Advisory Board:

• Several internet startups and venture capital firms

Editorial Boards:

• Associate Editor, Management Science
• Area Editor, Marketing Science
• Associate Editor, Quantitative Marketing and Economics

Consulting:

• Xerox
• Management Science Associates
• Fujitsu
• PricewaterhouseCoopers
• Kraft Foods
• Whiz Bang Labs
• ABB