742 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA19104
Phone: (215) 898-1114
Fax: (215) 898-2534
rajuj@wharton.upenn.edu
Personal Website
Effect of Variety Seeking Consumers on Optimal Product Positioning Strategies. The Consequences of using Category Captains in Consumer Packaged Goods.
Jagmohan Raju Professor Jagmohan S. Raju is the Joseph J. Aresty Professor and Director of the Wharton-Indian School of Business Program. Professor Raju is internationally known for his research on pricing strategies, coupon programs, managing private labels and sales force compensation. He consults extensively with companies around the world including Wyeth Pharmaceuticals, Medtronic, Warner Home Video, and Johnson and Johnson on designing pricing strategies and developing launch plans for new products. In a recent research project, Professor Raju and his coauthors examine the benefits and consequences of category management for retailers pointing out what categories are most suitable for this practice. A prolific scholar, Professor Raju's research has been published in top-tier academic journals including Management Science, the Journal of Retailing, and Marketing Science. He also serves as the Marketing Editor of Management Science and is the President of the INFORMS Society for Marketing Science, a professional organization whose members include marketing academics and business executives who apply quantitative methods to solve marketing problems. He has received numerous teaching and research awards. Professor Raju's teaching interests include Introduction to Marketing courses at the graduate and undergraduate level, the pricing elective at Wharton as well as teaching and directing Competitive Marketing Strategy, Essentials of Marketing and Pricing Strategies for Wharton's Executive MBA program. Professor Raju received his PhD, MA and MS degrees from Stanford University, his MBA from the Indian Institute of Management, and his BTech from the Indian Institute of Technology, Delhi.
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| Current Research Papers | ||
| S. Sajeesh, Jagmohan Raju (2009), Cost Leadership, Differentiation and Niche Strategies: Impact on Positioning and Pricing | ||
| Upender Subramanian, Jagmohan Raju, Sanjay K. Dhar, Yusong Wang (2007), Competitive Consequences of using a Category Captain, Management Science | ||
| S. Sajeesh, Jagmohan Raju (2007), Positioning and Pricing in a Variety Seeking Market, Management Science | ||
| Upender Subramanian, Jagmohan Raju, Z. John Zhang, Customer Value Based Management: Competitive Implications | ||
| Andre Bonfrer, Jagmohan Raju, CEO Succession and its Impact on Competitive Behavior | ||
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| Publications | ||
| Musalem, Andres, Eric Bradlow, Jagmohan Raju (2009), Bayesian Estimation of Random Coefficient Choice Models using Aggregate Data, Journal of Applied Econometrics, 24, pp 490-516 | ||
| Jagmohan Raju, Z. John Zhang (2009), Smart Pricing, Wharton School Publishing | ||
| Tony Cui, Jagmohan Raju, Z. John Zhang (2008), A Price-Discrimination Model of Trade Promotions, Marketing Science | ||
| Tony Cui, Jagmohan Raju, Z. John Zhang (2007), Fairness and Channel Coordination, Management Science, August 2007 | ||
| Abhik Roy, Namwoon Kim, Jagmohan Raju (2006), Assessing New Empirical Industrial Organization (NEIO) Methods: Case of Five Industries, International Journal of Research in Marketing, 23, pp 369-383 | ||
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| Awards | ||
| MBA Excellence in Teaching: Elective Curriculum, 2011 | ||
| Wharton MBA Program for Executives: Elective Teaching Award, 2011 | ||
| WEMBA West Elective Teaching Award, 2009 | ||
| Finalist, Best Paper Award, International Journal of Research in Marketing, 2006 | ||
| Miller-Sherrerd MBA Core Course Teaching Award, 2006 | ||
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| Current Projects Strategic alliances. Retailing decisions with special focus on private labels and category management. Internet pricing. Scenario forecasting for entertainment and high-tech products. | ||
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| Executive Education | ||
| Co-Academic Director, Competitive Marketing Strategy | ||
| Academic Director, Essentials of Marketing | ||
| Program Faculty, Marketing Metrics: Linking Marketing to Financial Consequences | ||
| Co-Academic Director, Pricing Strategies: Measuring, Capturing and Retaining Value | ||
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Knowledge@Wharton  |
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| How Much Should You Charge? Why 'Smart Pricing' Pays Off (04/14/2010) | ||
| Pharma Is at Pains to Replace Blockbusters: Has It Found the Cure? (02/03/2010) | ||
| Best Buy vs. Wal-Mart: Is There Room for Both, and Others? (04/01/2009) | ||
| Take Two Advil and ... What Ills Can the Pfizer-Wyeth Merger Cure? (02/04/2009) | ||
| Tuning in a Post-merger Strategy: Sirius XM Must Cut Costs and Build Its Case (09/03/2008) | ||
| The New Global Middle Class: Potentially Profitable -- but Also Unpredictable (07/09/2008) | ||
| In the Game of Business, Playing Fair Can Actually Lead to Greater Profits (03/13/2008) | ||
| Why Firing Your Worst Customers Isn't Such a Great Idea (12/12/2007) | ||
| The Price Is Right, but Maybe It's Not, and How Do You Know? (10/03/2007) | ||
| Indian Companies Are on an Acquisition Spree: Their Target? U.S. Firms (12/13/2006) |
