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Selected Bibliography for Sanjay K. Dhar
James H. Lorie Professor of Marketing


Accessing Articles

Published Works

"Endogenous Sunk Costs and the Geographic Differences in the Market Structures of Cpg Categories." Bart Bronnenberg, Sanjay Dhar and Jean-Pierre Dubé; Quantitative Marketing and Economics, 2011, 9(1), pp. 1-23.
http://dx.doi.org/10.1007/s11129-010-9091-y

"Competitive Consequences of Using a Category Captain." Upender Subramanian, Jagmohan S. Raju, Sanjay K. Dhar and Yusong Wang; Management Science, 2010, 56(10), pp. 1739-65.
http://mansci.journal.informs.org/cgi/content/abstract/56/10/1739

"The Effect of Sales Promotions on the Size and Composition of the Shopping Basket: Regulatory Compatibility from Framing and Temporal Restrictions." Suresh Ramanathan and Sanjay K. Dhar; Journal of Marketing Research, 2010, 47(3), pp. 542-52.
http://search.ebscohost.com/login.aspx?direct=true&db=ufh&AN=50522103

"Brand History, Geography, and the Persistence of Brand Shares." Bart J. Bronnenberg, Sanjay K. Dhar and Jean-Pierre Dubé; Journal of Political Economy, 2009, 117(1), pp. 87-115.
http://dx.doi.org/10.1086/597301

"The Effect of Competitive Advertising Interference on Sales for Packaged Goods." Peter J. Danaher, Andre Bonfrer and Sanjay Dhar; Journal of Marketing Research, 2008, 45(2), pp. 211-25.
http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=31499798

"National Brands, Local Branding: Conclusions and Future Research Opportunities." Bart J. Bronnenberg, Sanjay K. Dhar and Jean Pierre Dubé; Journal of Marketing Research, 2007, 44(1), pp. 9.
http://search.ebscohost.com/login.aspx?direct=true&db=bsh&AN=23892135

"Consumer Packaged Goods in the United States: National Brands, Local Branding." Bart J. Bronnenberg, Sanjay K. Dhar and Jean Pierre Dubé; Journal of Marketing Research, 2007, 44(1), pp. 1.
http://search.ebscohost.com/login.aspx?direct=true&db=bsh&AN=23892144

"Evolving a High Performance Culture: Learning from a Turnaround." Sanjay Dhar; IIMB Management Review, 2005, 17(4), pp. 93-102.
http://search.epnet.com/login.aspx?direct=true&db=bth&an=19489047

"The Role of Retail Competition, Demographics and Account Retail Strategy as Drivers of Promotional Sensitivity." Peter Boatwright, Sanjay Dhar and Peter E. Rossi; Quantitative Marketing and Economics, 2004, 2(2), pp. 169-90.
http://dx.doi.org/10.1023/B:QMEC.0000027777.29554.8b

"Asymmetric Store Positioning and Promotional Advertising Strategies: Theory and Evidence." Surendra Rajiv, Shantanu Dutta and Sanjay K. Dhar; Marketing Science, 2002, 21(1), pp. 74-96.
http://dx.doi.org/10.1287/mksc.21.1.74.160

"Effective Category Management Depends on the Role of the Category." Sanjay K. Dhar, Stephen J. Hoch and Nanda Kumar; Journal of Retailing, 2001, 77(2), pp. 165-84.
http://dx.doi.org/10.1016/S0022-4359(01)00045-8

"The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?" Z. John Zhang, Aradhna Krishna and Sanjay K. Dhar; Management Science, 2000, 46(3), pp. 348-62.
http://www.jstor.org/stable/2634735

"A Note on the Relationship between Firm Diversification and Corporate Advertising Expenditures." Jagmohan S. Raju and Sanjay K. Dhar; Marketing Letters, 1999, 10(1), pp. 35.
http://dx.doi.org/10.1023/A:1008083023244

"Modeling the Effects of Advertised Price Claims: Tensile Versus Precise Claims?" Sanjay K. Dhar, Claudia Gonzalez-Vallejo and Dilip Soman; Marketing Science, 1999, 18(2), pp. 154-77.
http://www.jstor.org/stable/193214

"The Effects of Cross-Ruff Coupons on Sales and Profits." Sanjay K. Dhar and Jagmohan S. Raju; Management Science, 1998, 44(11), pp. 1501-16.
http://www.jstor.org/stable/2634896

"Why Store Brand Penetration Varies by Retailer." Sanjay K. Dhar and Stephen J. Hoch; Marketing Science, 1997, 16(3), pp. 208-27.
http://www.jstor.org/stable/184221

"Price Discrimination Using in-Store Merchandising." Sanjay K. Dhar and Stephen J. Hoch; Journal of Marketing, 1996, 60(1), pp. 17-30.
http://www.jstor.org/stable/1251885

"The Effect of Package Coupons on Brand Choice: An Epilogue on Profits." Sanjay K. Dhar, Donald G. Morrison and Jagmohan S. Raju; Marketing Science, 1996, 15(2), pp. 192-203.
http://www.jstor.org/stable/184193

"National Brand Store Brand Price Differential and Store Brand Market Share." Jagmohan S. Raju, Raj Sethuraman and Sanjay K. Dhar; Pricing Strategy & Practice, 1995, 3(2), pp. 17.
http://proquest.umi.com/pqdlink?did=200281371&sid=1&Fmt=4&clientId=13392&RQT=309&VName=PQD

"The Introduction and Performance of Store Brands." Jagmohan S. Raju, Raj Sethuraman and Sanjay K. Dhar; Management Science, 1995, 41(6), pp. 957-78.
http://www.jstor.org/stable/2632826

"The Effect of Package Coupons on Brand Choice." Jagmohan S. Raju, Sanjay K. Dhar and Donald G. Morrison; Marketing Science, 1994, 13(2), pp. 145-64.
http://www.jstor.org/stable/183700

An Analysis of Package Coupons : Theoretical and Empirical Evidence; Sanjay Kumar Dhar; Ph. D Dissertation, University of California, Los Angeles, 1992.

 

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