Manohar Kalwani

Journal Articles

• Sungwook, M., Kalwani, M., & Robinson, W. (2006). Market Pioneer and Early Follower Survival Risks: A Contingency Analysis of Really New Versus Incrementally New Product-Markets. Journal of Marketing, vol. 70 (1), 15-33. | Related Website |
• Kalwani, M., & Joseph, K. (1998). The Role of Bonus Pay in Sales Force Compensation Plans. Industrial Marketing Management, vol. 27 (2), 147-160.
• Kalwani, M., Kumar, P., & Dada, M. (1997). The Impact of Waiting Time Guarantees on Customers' Waiting Experiences. Marketing Science, vol. 16 (4), 295-314.
• Kalwani, M., & Narayandas, N. (1995). Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?. Journal of Marketing, vol. 59 16-Jan.
• Kalwani, M., & Joseph, K. (1995). The Impact of Environmental Uncertainty on the Design of Sales Compensation Plans. Marketing Letters, vol. 6 (3), 183-197.
• Kalwani, M., Meyer, R., & Morrison, D. (1994). Benchmarks for Discrete Choice Models. Journal of Marketing Research, vol. 31 65-75.
• Kalwani, M., & Morrison, D. (1993). The Best NFL Field Goal Kickers: Are they Lucky or Good?. Chance, vol. 6 (3), 30-37.
• Kalwani, M., Ali, A., & Kovenock, D. (1993). Selecting Product Development Projects: Pioneering versus Incremental Innovation Strategies. Management Science, vol. 39 (3), 255-274.
• Kalwani, M., & Yim, C. (1992). Consumer Price and Promotion Expectations: An Experimental Study. Journal of Marketing Research, vol. 29 90-100.
• Kalwani, M., & Joseph, K. (1992). Do Bonus Payments Help Enhance Salesforce Retention?. Marketing Letters, vol. 3 (4), 331-341.
• Kalwani, M., Yim, C., Rinne, H., & Sugita, Y. (1990). A Price Expectations Model of Customer Brand Choice. Journal of Marketing Research, vol. 27 251-262.

Forthcoming Publications

• Sriram, S. & Kalwani, M. Optimal Advertising and Promotion Budgets in Dynamic Markets with Brand Equity as a Mediating Variable. Management Science, | Download |
• Sriram, S., Balachander, S. & Kalwani, M. Monitoring the Dynamics of Brand Equity Using Store-Level Data. Journal of Marketing,

• 

  Using Social Media to Drive Adoption of Sustainable Products in Emerging Markets

  Researchers from City, University of London, University of Chicago, and Purdue University published a new paper in the Journal of Marketing that demonstrates that social media can be used to alleviate a major deterrent that hinders the adoption of a new technology: customer uncertainty.

  Full story: Using Social Media to Drive Adoption of Sustainable Products in Emerging Markets

• 

  The Positive Power of Social Media

  The literature on diffusion of innovations is replete with examples that indicate getting a new idea adopted is difficult, even when it has obvious advantages. In a paper published in a special issue of the Journal of Marketing on “Better Marketing for a Better World,” researchers used a field study in rural China to evaluate alternative marketing approaches for the adoption of a new nanotechnology-enabled pesticide.

  Full story: The Positive Power of Social Media

• 
  ‘Hello, My Farmer Friends!’ Works Great on Rice Growers in Hubei
  How far have influencers on social media reached? All the way to the rice paddies of Zaoyang in China’s Hubei province, where they’ve managed to persuade rice growers to try a new environmentally friendly, nanotech-based pesticide.
• Krannert degrees offer STEM classification, longer OPT for graduates
  Purdue University’s Krannert School of Management will soon offer four STEM-classified degree options, giving graduates three years of Optional Practical Training (OPT). Two STEM-classified programs are currently offered: business analytics and information management, and global supply chain management. Curricular changes in the current master’s offerings in finance and marketing received final approval and will be offered for cohorts starting in fall 2018.