Publications

Publications

Filter Results: (165) Arrow Down

Show Results For

Lal, RajivRemove Lal, Rajiv →

← Page 8 of 165 Results →
  • December 1995
  • Article

Retail Competition in the Fast Moving Consumer Goods Industry: The Case of France and the U.K.

By: R. Lal, M. Corstjens and J. Corstjens
Keywords: Competition; Goods and Commodities; Consumer Products Industry; France; United Kingdom
Related
  • May 1995
  • Article

Contractual Arrangements in Franchising: An Empirical Investigation

By: D. Agrawal and R. Lal
Keywords: Contracts; Agreements and Arrangements
Related
  • spring 1995
  • Article

Competitive Response and Equilibria

By: R. Lal and V. Padmanabhan
Keywords: Competition
Related
  • July 1994
  • Article

Retail Pricing and Advertising Strategies

By: R. Lal and C. Matutes
Keywords: Price; Strategy; Advertising
Related
  • April 1994
  • Article

Salesforce Compensation Plans: An Individual Level Analysis

By: R. Lal, D. Outland and R. Staelin
Keywords: Compensation and Benefits
Related
  • January 1994
  • Article

Salesforce Compensation Plans: Managerial Insights from Recent Theoretical Developments

By: R. Lal
Keywords: Compensation and Benefits; Management; Theory
Related
  • July 1993
  • Article

Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model

By: R. Lal and V. Srinivasan
Keywords: Compensation and Benefits; Product
Related
  • Article

Managing Marginal New Products

By: V. K. Rangan, R. Lal and E. Maier
Keywords: Management; Product
Related
  • September 1991
  • Article

Retail Pricing: Does Channel Length Matter

By: R. Lal and Anne Coughlan
Keywords: Price
Related
  • February 1991
  • Background Note

Managing Marginal New Products

By: Rajiv Lal
Keywords: Product Launch
Related
  • November 1990
  • Article

Manufacturer Trade Deals and Retail Price Promotions

By: R. Lal
Keywords: Trade; Sales; Price
Related
  • fall 1990
  • Article

Improving Channel Coordination Through Franchising

By: R. Lal
Keywords: Franchise Ownership
Related
  • summer 1990
  • Article

Price Promotions: Limiting Competitive Encroachment

By: R. Lal
Keywords: Price; Competition
Related
  • March 1990
  • Article

The Effects of Brand Loyalty on Competitive Price Promotional Strategies

By: R. Lal, J. S. Raju and V. Srinivasan
Keywords: Brands and Branding; Competition; Strategy; Price
Related
  • winter 1989
  • Article

Price Competition in Multi-Market Duopolies

By: R. Lal and Carmen Matutes
Keywords: Price; Competition; Duopoly and Oligopoly
Related
  • summer 1986
  • Article

Salesforce Compensation Plans in Environments with Asymmetric Information

By: R. Lal and Richard Staelin
Keywords: Employees; Sales; Compensation and Benefits; Information
Related
  • spring 1986
  • Article

Delegating Pricing Responsibility to the Salesforce

By: R. Lal
Keywords: Price; Sales; Employees
Related
  • fall 1985
  • Article

A Theory of Salesforce Compensation Plans

By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
Keywords: Theory; Sales; Employees; Competition
Related
  • December 1984
  • Article

An Approach for Developing an Optimal Discount Pricing Policy

By: R. Lal and Richard Staelin
Keywords: Price; Policy
Related
  • Teaching Interest

Executive Education: Leading Growth through Customer Centricity — India

By: Rajiv Lal

Establishing a strategic advantage in India's highly competitive marketplace requires a systemic shift in focus—away from selling products and toward meeting the needs of customers. But how many companies are prepared to carry out such fundamental change? By... View Details