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James L. Frank '32 Professor of Private Enterprise and Management, Professor of Marketing & Director, China India Insights Program (CIIP)

Professor K. Sudhir is James L. Frank Professor of Marketing, Private Enterprise and Management and director of the Yale China India Insights (CIIP) Program. His research focuses on gaining market insights by analyzing consumer and firm actions through econometric modeling. As director of the China India Insights Program, he also specializes in research on consumers in emerging markets. He has consulted for Fortune 500 U.S. firms and Indian firms across many industries such as technology, financial services, entertainment, and retailing, specializing in analyzing their internal data to obtain actionable market insights.

Professor Sudhir’s research has been honored with numerous awards across all major quantitative marketing journals. Two of his papers were nominated among the top ten papers published in the last ten years in Marketing Science and Management Science for their Long-Term Impact over three consecutive years from 2009-2011. He has received the Little and Bass Best Paper Awards at Marketing Science and the Lehmann Award at the Journal of Marketing Research; and honorable mentions for the Wittink Award in Quantitative Marketing and Economics and Best Paper Award in International Journal of Research in Marketing. He has also been a finalist for the Paul Green Award at the Journal of Marketing Research.

He serves as an associate editor at Marketing Science, Management Science and Quantitative Marketing and Economics and on the editorial boards of the Journal of Marketing Research, Journal of Marketing, and the Journal of Retailing.

Consultancies
IBM
HP
American Express
Webster Bank
Mediacom
Covidien

Achievements and Awards
Two Papers Among Top Ten Nominations, INFORMS Long Term Impact Award, 2009, 2010, 2011
Winner, John D.C. Little Best Paper Award, Marketing Science, 2010
Winner, Don Lehmann Award, Best Paper based on Doctoral Dissertation, Journal of Marketing Research, 2007
Honorable Mention, Dick Wittink Best Paper Award, Quantitative Marketing and Economics, 2006
Finalist, Paul Green Best Paper Award, Journal of Marketing Research, 2006
Winner, Frank M. Bass Best Dissertation Paper Award, Marketing Science, 2003
Honorable Mention, Best Paper Award, International Journal of Research in Marketing, 2001
Finalist, John D.C. Little Best Paper Award, Marketing Science, 2001
Young Scholars Program, Marketing Science Institute, 2003
AMA-Sheth Doctoral Consortium Faculty, 2005, 2006, 2008, 2009, 2010
Marketing Science Doctoral Consortium Faculty, 2007, 2008 

Editorships
Associate Editor:
Marketing Science, Management Science and Quantitative Marketing and Economics

Editorial Board:
Journal of Marketing Research, Journal of Marketing, Journal of Retailing

Referee:
American Economic Review
Management Science
Journal of Economics and Management Strategy
Journal of Business
Journal of Cultural Economics
International Journal of Research in Marketing
Marketing Letters
Review of Industrial Organization

Selected Articles
"Customer Cost Based Pricing" (with J. Shin and D. Yoon), Management Science, forthcoming

"Does Reducing Spatial Differentiation Increase Product Differentiation? Effects of Zoning on Retail Entry and Format Variety" (with S. Datta), Quantitative Marketing and Economics, conditionally accepted

"Do Private Labels Increase Retailer Bargaining Power?" (with S. Meza), Quantitative Marketing and Economics, September, 2010

"Empirical Models of Manufacturer-Retailer Interactions: A Review and Agenda for Future Research" (with K. Ailawadi et al.), Marketing Letters, September, 2010

"A Customer Management Dilemma: When Is It Profitable to Reward Own Customers?" (with J. Shin), Marketing Science, June/July, 2010

"Forecasting Marketing Mix Responsiveness for New Products" (with J. Luan), Journal of Marketing Research, June, 2010

"Switching Costs and Market Competitiveness: De-Constructing the Relationship" (with J. Shin), Journal of Marketing Research, August, 2009

"The Temporal and Spatial Dimensions of Price Search: Insights from Matching Household Survey and Purchase Data" (with D. Gauri and D.Talukdar), Journal of Marketing Research, February, 2008
 
"Optimal Marketing Strategies for a Customer Data Intermediary" (with J. Pancras), Journal of Marketing Research, November, 2007. (Winner, Don Lehmann Award, Best Paper based on a Doctoral Dissertation, Journal of Market Research, 2007).Previously titled: "Personalization Services Firms: What to Sell, To Whom to Sell and For How Much"

"Competitive Pricing under State Dependent Demand: Do Firms Look Ahead? How Far Ahead?" (with H. Che and P.B. Seetharaman), Journal of Marketing Research, August, 2007
 
"Passthrough Timing," (with S. Meza), Quantitative Marketing and Economics, November, 2006 (Honorable Mention, Dick Wittink Best Paper Award in Quantitative Marketing and Economics)

"Do Slotting Allowances Enhance Efficiency or Hinder Competition?" (with V.R. Rao), Journal of Marketing Research, Vol. 43, No. 2, 137-155, May, 2006 (Lead Article. Finalist Paul Green Best Paper Award in the Journal of Marketing Research)

Working Papers
"Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus Based Compensation Plans" (with D. Chung and T. Steenburgh)

"Education Consumption in an Emerging Market" (with S. Sancheti)

"The Agglomeration-Differentiation Tradeoff in Spatial Location Choice" (with S. Datta)

"Demand Externalities from Co-location: Evidence from a Natural Field Experiment" (with B. Sen and J. Shin)

"Predicting Individual Response with Aggregate Data: A Conditional Means Approach" (with J. Duan and S. Sancheti)

"Optimal Inter-Release Time between Sequentially Released Products" (with J. Luan)

"Dynamic Market Structure in a Durable Goods Market: The Effect of a New Product Form" (with J. Luan)

Education
PhD Cornell University, 1998
MS Cornell University, 1997
MTech Indian Institute of Technology, 1991
BE Anna University, 1989