Sanjay Dhar

2007

Dhar, Sanjay, "The Effect of Competitive Advertising Interference on Sales for Packaged Goods," with A. Bonferer and P. Danaher, Journal of Marketing Research, forthcoming.

Dhar, Sanjay, "Consumer Packaged Goods in the United States: National Brands, Local Branding," with B. Bronnenberg and J-P. Dubé, Journal of Marketing Research, February 2007, 44: 1, p. 4-13.

Dhar, Sanjay, "National Brands, Local Branding: Conclusions and Future Research Opportunities," with B. Bronnenberg and J-P. Dubé, Journal of Marketing Research, February 2007, 44:1, p. 26-28.

2006

Dhar, Sanjay, “Consumer Packaged Goods in the United States: National Brands, Local Branding”, forthcoming, Journal of Marketing Research, XLIV, 1, February (invited lead article). Also adapted version titled “All Branding is Local” was featured on US News and World Report website in the section on “From the Briefcase: Research produced by America’s Best Business Schools”. An adapted version featured on the Economic Intelligence Unit website in the section on Executive Briefing. Also published in the GSB’s Capital Ideas: Selected Papers in Marketing (December 2006) titled “The Geography of Brands” (with B. Bronnenberg and J-P. Dube).

2004

Dhar, Sanjay, "Improving Coupon Profitability," with F. Leclerc and J.D.C. Little, Marketing Science, forthcoming.

Dhar, Sanjay, "The Role of Retail Competition and Retail Strategy as Drivers of Promotional Sensitivity," with P. Boatwright and P.Rossi, (2004), Quantitative Marketing & Economics, 2, 169–190.

2002

Dhar, Sanjay K., "Asymmetric Store Positioning and Promotional Advertising Strategies: Theory and Evidence," with S.Rajiv and S.Dutta, Marketing Science.

Dhar, Sanjay K., "Improving Coupon Profitability," with F.Leclerc and J.D.C.Little, Marketing Science.

2001

Dhar, Sanjay K., “Effective Category Management Depends on the Role of the Category," with R. Surendra and S Dutta (2001), Journal of Retailing, 4, 2, 165-84.

2000

Dhar, Sanjay K., “The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?”, with Z.J. Zhang and A. Krishna, (2000), Management Science, Vol. 46, No. 3, pp. 345-362 (equal authorship).

1999

Dhar, Sanjay K., “Modeling the Effects of Advertised Price Claims: Tensile Versus Precise Claims,” with C. Gonzalez-Vallejo and D. Soman (1999), Marketing Science, 18, 2, 154-77.

Dhar, Sanjay K., “The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?”, with Z.J. Zhang and A. Krishna, anagement Science.

1998

Dhar, Sanjay K., “Why Store Brand Penetration Varies by Retailer,” with S.J. Hoch (1998), Selected Paper 78, The University of Chicago, Graduate School of Business.

Dhar, Sanjay K., “The Effects of Cross-Ruff Coupons on Sales and Profits,” with J.S. Raju (1998), Management Science, 44, 11 (Part 1 of 2), 1501-16.

Dhar, Sanjay K., “A Note on the Relationship Between Firm Diversification and Corporate Advertising Expenditures,” with J.S. Raju, forthcoming, Marketing Letters.

1997

Dhar, Sanjay, K., “Why Store Brand Penetration Varies by Retailer,” with S.J. Hoch (1997a), Marketing Science, 16, 3, 208-27.

Dhar, Sanjay, K., “Why Store Brand Penetration Varies by Retailer,” with S.J. Hoch (1997b), Working Paper Report No. 97-114, Marketing Science Institute.