Published Papers

The School’s research output in the last decade has been both significant and considerable, as testified by our AACSB accreditation in 2011. We take great pride in the fact that our faculty have contributed more than 150 articles to reputed academic and practitioner journals.

In the past few years, ISB faculty members have published over 60 papers in top-tier journals. Our faculty have received numerous coveted research grants awarded by premier academic institutions, research centres, corporate houses and reputed foundations such as the Bill and Melinda Gates Foundation, Ford Foundation, MacArthur Foundation, WWF, McCombs School of Business, UT-Austin and others. These awards attest to the scope, depth and impact of the research conducted at the ISB.

Published PapersDhanaraj, Charles. (Forthcoming) "A Resource Based Approach to the Study of Export Performance", Journal of Small Business Management, 41 (3), 242-261Centre for Leadership, Innovation, and Change
Published PapersSrivastava, Rajendra K., Sungwook Min, Xubing Zhang, Namwoon Kim. (Forthcoming) "Customer Acquisition and Retention Spending: An Analytical Model and Empirical Investigation in Wireless Telecommunications Markets", Journal of Marketing Research
Published PapersRamaswami N Sridhar, Arunachalam, S. (2016) "Divided Attitudinal Loyalty and Customer Value : Role of Dealers in an Indirect Channel.", Journal of the Academy of Marketing Science
Published PapersBala, Ram., Kunnumkal, Sumit M., Sohoni, Milind G. (2016) "Evergreening and Operational Risk Under Price Competition", Naval Research Logisitcs, 63 (1)Read Abstract >Close >“Evergreening” is a strategy wherein an innovative pharmaceutical firm introduces an upgrade of its current product when the patent on this product expires. The upgrade is introduced with a new patent and is designed to counter competition from generic manufacturers that seek to imitate the firm's existing product. However, this process is fraught with uncertainty because the upgrade is subject to stringent guidelines and faces approval risk. Thus, an incumbent firm has to make an upfront production capacity investment without clarity on whether the upgrade will reach the market. This uncertainty may also affect the capacity investment of a competing manufacturer who introduces a generic version of the incumbent's existing product but whose market demand depends on the success or failure of the upgrade. We analyze a game where capacity investment occurs before uncertainty resolution and firms compete on prices thereafter. Capacity considerations that arise due to demand uncertainty introduce new factors into the evergreening decision. Equilibrium analysis reveals that the upgrade's estimated approval probability needs to exceed a threshold for the incumbent to invest in evergreening. This threshold for evergreening increases as the intensity of competition in the generic market increases. If evergreening is optimal, the incumbent's capacity investment is either decreasing or nonmonotonic with respect to low end market competition depending on whether the level of product improvement in the upgrade is low or high. If the entrant faces a capacity constraint, then the probability threshold for evergreening is higher than the case where the entrant is not capacity constrained. Finally, by incorporating the risk-return trade-off that the incumbent faces in terms of the level of product improvement versus the upgrade success probability, we can characterize policy for a regulator. We show that the introduction of capacity considerations may maximize market coverage and/or social surplus at incremental levels of product improvement in the upgrade. This is contrary to the prevalent view of regulators who seek to curtail evergreening involving incremental product improvement.

Published PapersParuchuri, Srikanth., Awate, Snehal. (Forthcoming) "Organisational knowledge networks and local search; the role of intra-organisational inventor networks", Strategic Management Journal
Published PapersDevalkar, Sripad K., Sohoni, Milind G.,Arora, Priyank. (Forthcoming) "Ex-post funding: How should a resource constrained non-profit organization allocate its funds?", Production and Operations ManagementRead Abstract >Close >We study the funds allocation problem for a resource-constrained non-profit organization (NPO) that implements social development projects for public good. In addition to raising funds from donors who contribute prior to project implementation (``traditional donors''), the NPO uses a novel approach, which we term as the ``ex-post funding'' approach, to also raise funds from donors who contribute based on the results delivered by the NPO (``ex-post donors''). In this approach, the NPO uses its initial funds to implement early phases of the project, creates ``results-certificates'' from the completed phases, and invites ex-post donors to purchase these certificates. The donations raised from selling the results-certificates are used to recover the NPO's own funds used in the project implementation. Operationalizing this approach is complicated when the project must incur a large fixed cost before any benefits are delivered by the project and the total benefit delivered is time sensitive. We show that for a given amount of initial funds available, there exists a threshold amount of funds that the NPO should raise from traditional donors before implementing the project phases so as to maximize the total expected benefit delivered. Through numerical studies, we analyze how the threshold of funds raised from traditional donors and the total benefit delivered vary with donor characteristics such as donor willingness to give and the proportion of donors who contribute prior to project implementation. Our numerical studies suggest that even with relatively small amount of initial funds, the NPO can deliver substantially higher benefit by using the ex-post funding approach when compared to using a traditional approach that requires the NPO to raise all the funds required upfront.

Published PapersVoleti, Sudhir.,Dr. Seenu Srinivasan, Dr. Pulak Ghosh. (Forthcoming) "An Approach to Improve the Predictive power of Choice - Based Conjoint Analysis", International Journal of Research in Marketing Read Abstract >Close >We propose a method that (i) robustly estimates of consumers’ part-worths, (ii) flexibly and parsimoniously captures respondent heterogeneity based on part-worth estimates, (iii) offers superior predictive power based on holdout sample analysis, within a Choice based Conjoint (CBC) problem context such that the proposed method: (a) Applies readily to non-metric (discrete choice) data and (b) incorporates the ‘outside option’ or ‘none chosen’ alternative. We develop an extension of the Bayesian semiparametric Dirichlet process method, called the Mixture of Dirichlet process (MDP) to achieve the objectives of the paper. We demonstrate our model on a set of 5 different CBC datasets having different respondent numbers, product profiles and attributes evaluated. We find the proposed model consistently outperforms the best available benchmarks in fit and predictive validity.

Published PapersVoleti, Sudhir.,Kopalle, Praveen K., Gangwar, Manish. (Forthcoming) "Why the Dynamics of Competition Matter for Category Profitability", Journal of Marketing Read Abstract >Close >Category Management (CM) has becomes a widespread trade practice in recent years. A category manager's decision problem is complex and multi-faceted owing to demand dependencies across products and across time. Extant research on CM has typically focused on one or the other of these dependencies, but seldom both. The authors address this gap in the extant empirical literature on CM by presenting a competition framework that reconciles cross-sectional breadth (large numbers of SKUs in any given period) with longitudinal depth (demand effects across time). The endeavor is to offer retailers a general, realistic and practical CM approach by comprehensively accounting for competitive effects. The authors demonstrate their approach on real-world data in the beer category for a midsize grocery chain in the US Northeast. Upon determining the optimal weekly prices for the entire assortment over 23 weeks, the authors report a profit yield that is 13% more than in the benchmark logit model and 16% more than in the retailer's current EDLP pricing policy

Published PapersTuyet-Pho, Mai., Deo, Sarang., Palamountain, Kara., Joloba, Moses Lutaakome., Bajunirwe, Francis., Katamba, Achilles. (2015) "Optimizing tuberculosis case detection through a novel diagnostic device placement model: The case of Uganda", PLOS ONE, 10 (4), e0122574Read Abstract >Close >Background The Xpert MTB/RIF (Xpert) device is being widely adopted. Analysisis needed to guide the placement of devices within health systems to optimize tuberculosis (TB) detection. Methods We used epidemiologic and operational data from Uganda to perform a model-based comparison of different placement strategies for a limited number of Xpert devices, which included: 1) Health center level (sites ranked from highest to lowest level), 2) Smear volume (sites ranked from highest to lowest), 3) Antiretroviral therapy (ART) volume (sites ranked from greatest to least patients on ART), 4) External equality assessment (EQA) performance (sites ranked from worst to best smear microscopy performance) and 5) TB prevalence (sites ranked from highest to lowest). Outcomes included CDR, detection of multi-drug resistant TB, and number of sites requiring device placement. Results 139 sites serving 87,600 TB suspects were modeled. Placement strategies that prioritized sites with higher TB prevalence and worse EQA performance led to a greater CDR compared to other strategies. They resulted in an incremental CDR of 4.9-12.3% compared to status quo (microscopy alone).  Diagnosis of MDR-TB was greatest in the TB Prevalence strategy, with a 2.6-3.4% higher rate compared to the next best strategy. The number of Xpert devices required for the TB Prevalence, EQA Performance, and ART volume strategies was greater than the other strategies for the same level of coverage. Results remained robust over variation in clinical algorithm, EQA accuracy, and return for test results. Conclusion In Uganda, placement of Xpert devices in sites with high TB prevalence and poor EQA performance yielded the highest TB case detection rate. These results represent a novel use of program level data to inform the optimal placement of new technology in resource-constrained settings.

Published PapersChakrabarti, Rajesh. (Forthcoming) "Bengal’s Infrastructure Challenge", Economic and Political Weekly
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