Marketing Management
Resume:
Sanjog Misra
William E. Simon School of Business Administration
University of Rochester
Rochester, NY 14627 USA
abqsiw@r.postjobfree.com
Education
Doctor of Philosophy in Management,
State University of New York at Bu alo, 1999.
Master of Arts in Statistics,
State University of New York at Bu alo, 2000.
Master of Business Administration,
Fore School of Management, India, 1994
Bachelor of Arts with First Class Honours in Economics,
Ravenshaw College, India, 1992.
Work Experience
Associate Professor of Marketing and Applied Statistics
& Area Coordinator for Applied Statistics
William E. Simon School of Business, University of Rochester, 2009-
Associate Professor of Marketing and Applied Statistics
William E. Simon School of Business, University of Rochester, 2005-2009
Visiting Associate Professor of Marketing
GSB, Stanford University, Fall 2007
Assistant Professor of Marketing
William E. Simon School of Business, University of Rochester, 1999-2005
Visiting Assistant Professor of Marketing
Johnson School, Cornell University, Fall 2003, 2004
Associate, Business Research Team
Lucent Technologies, 1998-1999
Research Analyst
Action Research, Burlington VT., Summer 1997
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Research Interests
Firm & Consumer Choices
Consumer Discrete Choice Models, Discrete Games among Firms
Salesforce Management and Compensation
Issues such as salesforce training, evaluation, compensation and tenure.
Distribution Channels & Retailing
Contract duration, competition, bargaining, channel mix decisions
Submitted and Working Papers
1. Investigating Salesforce Quota Dynamics, with Andrew Leone and Jerry Zim-
merman, Management Science (invited revision)
2. MCMC for Incomplete Information Discrete Games, QME (invited revision)
3. Productive Sales Hierarchies
4. Channel Decisions and Bargaining with Sanjib Mohanty
5. The Dynamics of Retail Oligopoly, with Arie Beresteanu and Paul Ellickson
Work in Progress
1. The Dynamic Consequences of Incentive Schemes: Evidence from Salesforce
Compensation, with Harikesh Nair
2. Marketing-Mix Response and Time-Varying Heterogeneity, with Harikesh
Nair.
3. Subjective Attributes and Objective Firms, with Paul Ellickson, Dan Horsky
and Paul Nelson
4. Con gured Choice
5. A New Approach to Estimating Heterogeneity in Marketing Models, with
Mitch Lovett and Sridhar Narayanan
Published and Accepted Papers
1. Enriching Interactions: Incorporating Outcome Data into Static Discrete Games,
with Paul Ellickson, Quantitative Marketing and Economics (forthcom-
ing), 2012
2. Repositioning Dynamics and Pricing Strategy, with Paul Ellickson and Harikesh
Nair, JMR, 49(S), December 2012 (forthcoming)
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3. Disentangling Preferences and Learning in Brand Choice Models with Sang-,
woo Shin and Dan Horsky, Marketing Science, 31(1), Jan/Feb 2012, pp.
115-137
4. Discrete Games in Marketing, with Paul Ellickson, Invited paper, Marketing
Science, 30(6), December 2011, pp. 997-1010
5. A Structural Model of Sales-Force Compensation Dynamics: Estimation and
Field Implementation, with Harikesh Nair, Quantitative Marketing and
Economics, 9(3), September 2011, pp. 211-225 (Lead Article)
(a) A Structural Model of SalesForce Compensation Dynamics: Response to
Profs. Rust and Staelin, with Harikesh Nair, Quantitative Marketing
and Economics, 9(3), September 2011, pp. 267-273
6. Supermarket Pricing Strategies, with Paul Ellickson, Marketing Science,
27(5), pp. 811-828, 2008
7. Discrete Choice Models of Firms Strategic Decisions, (Choice symposium
session paper), Marketing Letters, Vol 19, 3-4, Dec. 2008 pp.
8. Observed and Unobserved Heterogeneity in Brand Choice Models, with Dan
Horsky and Paul Nelson, Marketing Science, Vol. 25, No. 4, July August
2006, pp. 322 335
9. Contract Duration: Evidence from Franchising, with R. Lawrence VanHorn
and Jim Brickley, Journal of Law and Economics, vol XLIX, April 2006,
pp. 173-196 (International Society of Franchsing Best Paper Award 2003 )
10. An Empirical Analysis of Software Life Spans to Determine the Planning Hori-
zon for New Software, with Paul Nelson and William Richmond, Information
Technology and Management, 7(2), 2006, pp. 131-149
11. Salesforce Compensation: An Analytical and Empirical Examination of the
Agency Theoretic Approach, coauthored with Anne Coughlan and Chakravarthi
Narasimhan, Quantitative Marketing and Economics, 3:1, 2005, pp. 5-39
12. Generalized Reverse Discrete Choice Models, Quantitative Marketing and
Economics, 3:2, 2005, pp. 175 200.
13. Scheduling Sales Force Training: Theory and Evidence, with Anand Krish-
namoorthy and Ashutosh Prasad, International Journal of Research in
Marketing, Dec. 2005, pp. 427-440
14. Understanding Firm, Physician, Consumer Choice Behavior in the Health Care
Industry, (Choice symposium session paper), Marketing Letters, December
2005, pp. 293-308
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15. How Consumers Attitudes toward Direct-to-Consumer Advertising of Pre-
scription Drugs In uence Ad E ectiveness, and Consumer and Physician Be-
havior, with Michal Herzenstein and Steve Posavac, Marketing Letters, 15:4,
2004, pp. 201-212
16. Salesforce Design with Experience Based Learning, with Robert Shumsky and
Ediel Pinker, IIE Transactions, Vol. 36, Iss. 10, Oct 2004., pp. 941-952
17. On Risk, Convenience and Internet Shopping Behavior, with A. Bhatnagar
and H.R. Rao, Communications of the ACM, Vol.43, Iss. 11, Nov 2000
18. An Empirical Investigation into the Validity of Transitivity and Non-Satiety
assumptions if Partial Order Structures, with H.R. Rao and S. Divakar, IEEE
Transactions (SMC:A), Vol. 30, Iss. 06, November 2000
Conference and Invited Research Presentations
2010-2011 Marketing Camp (Kellogg), Duke-Columbia-UCLA Structural Work-
shop (Duke), Marketing Camp (UCLA), Marketing Camp (Texas A&M), Mar-
keting and IO Conference (Yale)
2009-2010 QME Conference (Chicago), NBER Summer IO Meetings, Marketing
Dynamics Conference (NYU), Marketing Science Conference (Cologne), Ohio
State University, Invitational Choice Symposium (Florida), GSB Chicago (Op-
erations/Mgt. Sc.)
2008-2009 SICS (U.C. Berkeley), Yale SOM, Duke (Economics), Columbia GSB,
NYU Stern School, Marketing Science Conference (Univerity of British Columbia)
2007-2008 Stanford GSB, U. of Chicago (QME), Invited Discussant (UT Dallas;
Marketing), Univerity of British Columbia, UCLA, U. of Texas (Dallas), Rot-
man School (University of Toronto), Marketing Science (Singapore)
2006-2007 Stanford GSB, Invited Discussant (U.C. Berkeley; SICS), Rotman School
(University of Toronto; BCRST), Invited Discussant (QME Conference), Mar-
keting Science Conference (U. of Pittsburgh), Stanford GSB (Economics), In-
vitational Choice Symposium (Wharton)
2005-2006 Johnson School (Cornell), BCRST Conference (Syracuse), SICS Con-
ference (Berkeley), Marketing, Science Conference (Emory), Joint Statistical
Meetings (Minneapolis), Supermerkat Retailing Conference, (Bu alo), Fisher
School (Ohio State), Department of Economics (Duke), QME Conference (GSB
Chicago)
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2004-2005 Invitational Choice Symposium (University of Colorado), Rotman School
(University of Toronto), Jones School (Rice University), Marketing Science Con-
ference (Rotterdam), BCRST (Rochester)
2003-2004 Fuqua School (Duke U.), Smith School (Maryland), Harvard Business
School (Harvard U.), Economics Dept (U. of Rochester), Johnson School (Cor-
nell), Marketing Science Conference (Maryland), INFORMS Conference (Istan-
bul)
2002-2003 Carlson School (U. of Minnesota), GSIA (Carnegie Mellon), Marketing
Science Conference (Edmonton), INFORMS Conference (San Jose)
2001-2002 Olin School (Washington U.), GSB (U. Chicago), ZS-Kellog-U.Chicago
Conference on Promotion Response Models (at Northwestern), Marketing Sci-
ence Conference (U. Mainz, Germany)
2000-2001 Johnson School (Cornell U.), Xavier Institute of Management (India),
Marketing Science Conference (UCLA), BCRST Conference (U. Toronto)
1998-2000 Terry School (U. Georgia), Kellogg (Northwestern U.), Carnegie Mellon
University, U. Texas (Dallas), Southern Methodist University, Johnson School
(Cornell), Tilburg University, Hong Kong University of Science and Technology,
Marketing Science Conference (Syracuse U.)
Teaching Experience
Framing and Analyzing Business Decisions, Simon
Advertising and Sales Promotion, Simon
Advanced Marketing Models Simon
Distribution Channels and Salesforce Management, Simon /Cornell
Marketing Management, Simon
Brand Planning, Stanford GSB
Professional A liations and Activities
Journal Activities
Associate Editor: Marketing Science & Quantitative Marketing and Economics
Area Editor for JMR (Special Issue on Dynamic Models) and Editorial Board Mem-
ber
Area Editor for Management Science (Special Issue on Marketing with the Enterprise
and Beyond)
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Reviewer for Marketing Science, Quantitative Marketing and Economics, Journal of
Marketing Research, Management Science, American Economic Journal, Rand
Journal of Economics, Review of Economics and Statistics, Review of Industrial
Organization, Journal of Economics and Management Strategy
Professional Association Membership
AMA, Informs, AEA, ASA, Econometric Society
Honors and Awards
Simon Teacher of the Year Award (2005-2006)
Dean Teaching Excellence Awards
s
(Based on Student Evaluations 2005 through 2010)
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