K. Sudhir

K. Sudhir is James L. Frank Professor of Marketing, Private Enterprise and Management and director of the Yale China India Insights (CIIP) Program. He leads the data-driven consulting and research collaborations with a range of Fortune 500 companies at the Yale Center for Customer Insights.

Sudhir’s research has been the recipient of many best paper awards across all leading marketing journals, with two of his dissertation papers nominated among the final ten for most long-term impact for three consecutive years in 2009-11. His research has laid the foundations for econometric modeling in multiple areas of inter-organization and intra-organizational behavior: pricing in marketing channels, sales force compensation and organizational buying. His research on how data providers can profitably package and sell customer data provides conceptual underpinnings to evaluate the business-efficiency enhancing and consumer privacy tradeoffs central in today’s debates around big data. His theoretical work on CRM clarified why customer data enhances profits and why it is profitable to reward one’s best customers. Through his research on the China India Insights Program, he has been an evangelist in demonstrating why the rich cross-sectional variation and dynamics in institutional and market characteristics across and within emerging markets help improve our understanding of markets and marketing.

He is currently editor-in-chief of Marketing Science, and had been an Associate Editor at all of the field’s quantitative marketing journals.

EDUCATION

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

SELECTED ARTICLES

• The Causal Effect of Service Satisfaction on Customer Loyalty G. Huang and K. Sudhir Management Science Forthcoming
• Price Search across Time and across Stores N. Mojir and K. Sudhir Management Science Forthcoming
• Managing Customer Relationships Through a Salesforce M. Kim, K. Sudhir, K. Uetake, and R. Canales Journal of Marketing Research 2019
• Do Sympathy Biases Affect Charitable Giving? The Effects of Advertising Content K. Sudhir, S. Roy, and M. Cherian Marketing Science 2016
• Do Store Brands Aid Store Loyalty? K. Sudhir, S. Seenivasan, and D. Talukdar Management Science 2016