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Publications

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  • All HBS Web  (120,052)
    • Faculty Publications  (201)

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    • All HBS Web  (120,052)
      • Faculty Publications  (201)

      Gupta, SunilRemove Gupta, Sunil →

      ← Page 9 of 201 Results →
      • November 2006
      • Article

      Self-Restraint as an Online Entry-Deterrence Strategy

      By: Liu Yunchuan, Sunil Gupta and John Zhang
      Keywords: Internet and the Web; Strategy; Behavior
      Citation
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      Yunchuan, Liu, Sunil Gupta, and John Zhang. "Self-Restraint as an Online Entry-Deterrence Strategy." Management Science 52, no. 11 (November 2006): 1799–1809.
      • October 2006
      • Article

      Customer Lifetime Value and Firm Valuation

      By: Sunil Gupta and Donald R. Lehmann
      Keywords: Customers; Value; Business Ventures; Valuation
      Citation
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      Gupta, Sunil, and Donald R. Lehmann. "Customer Lifetime Value and Firm Valuation." Journal of Relationship Marketing 5, nos. 2/3 (October 2006).
      • 2006
      • Chapter

      Advanced Regression Models

      By: Raghuram Iyengar and Sunil Gupta
      Keywords: Mathematical Methods
      Citation
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      Iyengar, Raghuram, and Sunil Gupta. "Advanced Regression Models." In Handbook of Marketing Research, edited by Rajiv Grover. Sage Publications, 2006.
      • May 2006
      • Article

      Detection Defection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models

      By: Scott Neslin, Sunil Gupta, Wagner Kamakura, Junxiang Lu and Charlotte Mason
      Keywords: Measurement and Metrics; Forecasting and Prediction; Customers
      Citation
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      Neslin, Scott, Sunil Gupta, Wagner Kamakura, Junxiang Lu, and Charlotte Mason. "Detection Defection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models." Journal of Marketing Research (JMR) 43, no. 2 (May 2006): 204–211.
      • 2005
      • Book

      Managing Customers as Investments: The Strategic Value of Customers in the Long Run

      By: Sunil Gupta and Donald R. Lehmann
      Keywords: Management; Customers; Investment; Strategy; Value
      Citation
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      Gupta, Sunil, and Donald R. Lehmann. Managing Customers as Investments: The Strategic Value of Customers in the Long Run. Wharton School Publishing, 2005. (2006 winner of the annual Berry-AMA book prize for the best book in marketing.)
      • Article

      Valuing Customers

      By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
      Keywords: Value; Customers
      Citation
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      Gupta, Sunil, Donald R. Lehmann, and Jennifer A. Stuart. "Valuing Customers." Journal of Marketing Research (JMR) 41, no. 1 (February 2004): 7–18. (Winner of the 2009 William F. O'Dell award from the Journal of Marketing Research.)
      • 2004
      • Article

      Valuing Customers

      By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
      Keywords: Value; Customers
      Citation
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      Gupta, Sunil, Donald R. Lehmann, and Jennifer A. Stuart. "Valuing Customers." Recherche et Applications en Marketing 19, no. 2 (2004).
      • December 2003
      • Article

      Leveraging Information across Categories

      By: Raghu Iyenger, Asim Ansari and Sunil Gupta
      Keywords: Information
      Citation
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      Iyenger, Raghu, Asim Ansari, and Sunil Gupta. "Leveraging Information across Categories." Quantitative Marketing and Economics 1, no. 4 (December 2003): 425–465.
      • spring 2002
      • Article

      Pricing Access Services

      By: Skander Essegaier, Sunil Gupta and John Zhang
      Keywords: Price
      Citation
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      Essegaier, Skander, Sunil Gupta, and John Zhang. "Pricing Access Services." Marketing Science 21, no. 2 (spring 2002): 119–138.
      • winter 2002
      • Article

      Customers As Assets

      By: Sunil Gupta and Donald R. Lehmann
      Keywords: Customers; Assets
      Citation
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      Gupta, Sunil, and Donald R. Lehmann. "Customers As Assets." Journal of Interactive Marketing 17, no. 1 (winter 2002): 9–24. (Winner of Journal of Interactive Marketing. Best Paper Award​.)
      • Article

      Consumer Price Sensitivity and Price Thresholds

      By: Sangman Han, Sunil Gupta and Donald R. Lehmann
      Keywords: Customers; Price
      Citation
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      Han, Sangman, Sunil Gupta, and Donald R. Lehmann. "Consumer Price Sensitivity and Price Thresholds." Journal of Retailing 77, no. 4 (Winter 2001): 435–456. (Honorable Mention, Davidson Award for Best Paper, Journal of Retailing, 2003.)
      • November 20, 2000
      • Article

      Untangling the Value of Web Companies

      By: Sunil Gupta and Donald R. Lehmann
      Keywords: Value; Internet and the Web; Business Ventures
      Citation
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      Gupta, Sunil, and Donald R. Lehmann. "Untangling the Value of Web Companies." Part 8. Financial Times, Mastering Management Supplement (November 20, 2000). (Reprinted in Mastering Management 2.0 (2001). Financial Times/Prentice Hall.)
      • Article

      Roundtable on B2B Exchanges

      By: Sunil Gupta
      Citation
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      Gupta, Sunil. "Roundtable on B2B Exchanges." Antitrust (American Bar Association) 15, no. 1 (Fall 2000): 8–16.
      • August 1999
      • Article

      Choice and the Internet: From Clickstream to Research Stream

      By: Randolph E. Bucklin, James Lattin, Asim Ansari, David Bell, Eloise Coupey, Sunil Gupta, John D.C. Little, Carl Mela, Alan Montgomery and Joel Steckel
      Keywords: Decision Choices and Conditions; Online Technology; Research
      Citation
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      Bucklin, Randolph E., James Lattin, Asim Ansari, David Bell, Eloise Coupey, Sunil Gupta, John D.C. Little, Carl Mela, Alan Montgomery, and Joel Steckel. "Choice and the Internet: From Clickstream to Research Stream." Marketing Letters 10, no. 3 (August 1999): 245–258.
      • 1999
      • Article

      A Segmentation You Can Act on

      By: John Forsyth, Sunil Gupta, Sudeep Haldar, Anil Kaul and Keith Kettle
      Keywords: Segmentation
      Citation
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      Forsyth, John, Sunil Gupta, Sudeep Haldar, Anil Kaul, and Keith Kettle. "A Segmentation You Can Act on." McKinsey Quarterly 3 (1999): 6–15.
      • 1999
      • Article

      Commercial Use of UPC Scanner Data: Industry and Academic Perspectives

      By: Randolph E. Bucklin and Sunil Gupta
      Keywords: Analytics and Data Science; Information Technology; Perspective; Education; Supply and Industry
      Citation
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      Bucklin, Randolph E., and Sunil Gupta. "Commercial Use of UPC Scanner Data: Industry and Academic Perspectives." Marketing Science 18, no. 3 (1999): 247–273.
      • 1999
      • Article

      Managing Advertising and Promotion for Long-Run Profitability

      By: Kamel Jedidi, Carl F. Mela and Sunil Gupta
      Keywords: Management; Advertising; Profit
      Citation
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      Jedidi, Kamel, Carl F. Mela, and Sunil Gupta. "Managing Advertising and Promotion for Long-Run Profitability." Marketing Science 18, no. 1 (1999): 1–22. (Winner of Marketing Science Institute Best Paper Award To honor the authors of the MSI working papers that have made the most significant contribution to marketing practice and thought presented by Marketing Science Institute.)
      • 1999
      • Article

      The "Shopping Basket": A Model for Multi-Category Purchase Incidence Decision

      By: Puneet Manchanda, Asim Ansari and Sunil Gupta
      Keywords: Decision Making; Sales
      Citation
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      Manchanda, Puneet, Asim Ansari, and Sunil Gupta. The "Shopping Basket": A Model for Multi-Category Purchase Incidence Decision. Marketing Science 18, no. 2 (1999): 95–115.
      • November 1998
      • Article

      Modeling Large Data Sets in Marketing

      By: Sridhar Balasubramanian, Sunil Gupta, Wagner Kamakura and Michel Wedel
      Keywords: Analytics and Data Science; Marketing
      Citation
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      Balasubramanian, Sridhar, Sunil Gupta, Wagner Kamakura, and Michel Wedel. "Modeling Large Data Sets in Marketing." Special Issue on Large Data Sets in Business Economics. Statistica Neerlandica 52, no. 3 (November 1998).
      • Article

      Modelling the Effect of Purchase Quantity on Consumer Choice of Product Assortment

      By: Randolph E. Bucklin, Sunil Gupta and S. Siddarth
      Keywords: Sales; Decision Choices and Conditions; Customers; Product
      Citation
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      Bucklin, Randolph E., Sunil Gupta, and S. Siddarth. "Modelling the Effect of Purchase Quantity on Consumer Choice of Product Assortment." Journal of Forecasting 17, nos. 3-4 (June–July 1998): 281–301.
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