Praveen K. Kopalle


Journal Publications

  1. Kopalle, Praveen K., Scott A. Neslin, Baohong Sun, Yacheng Sun, and Vanitha Swaminathan (2012), "The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs," Marketing Science, 31 (2): 216-35.
  2. Kopalle, Praveen K., P. K. Kannan, Lin Bao Boldt, and Neeraj Arora (2011), "The Impact of Household Level Heterogeneity in Reference Price Effects on Optimal Retailer Pricing Policies," Journal of Retailing, 88 (1): 102-14.
  3. Grewal, Dhruv, Praveen K. Kopalle, Howard Marmorstein, and Anne L. Roggeveen (2011), "Attracting Customers to Less Convenient Retail Locations: Merchandise Guarantee or Lower Price?", Forthcoming, Journal of Retailing.
  4. Govindarajan, Vijay and Praveen K. Kopalle, Erwin Danneels (2011), "The Effects of Mainstream and Emerging Customer Orientations on Radical and Disruptive Innovations," Journal of Product Innovation Management, S1 (November), 121-132; 2004 Academy of Management Best Paper Proceedings.
  5. Grewal, Dhruv, Kusum Ailawadi, Dinesh Gauri, Kevin Hall, Praveen K. Kopalle, Jane R. Robertson (2011), "Innovations in Retail Pricing and Promotions," Journal of Retailing, 87 (July), S43-S52.
  6. Hoffman, Donna L., Praveen K. Kopalle, and Thomas P. Novak (2010), "The "Right" Consumers for Better Concepts: Identifying and Using Consumers High in Emergent Nature to Further Develop New Product Concepts," Journal of Marketing Research, 47 (5) 854-865.
  7. Kopalle, Praveen K., Donald R. Lehmann, and John U. Farley (2010), "Customer Expectations, Satisfaction, and Culture: The Effects of Belief in Karma in India," Journal of Consumer Research, 37 (2), 251-263.
  8. Hall, Joseph M., Praveen K. Kopalle, Aradhna Krishna (2010), "Retailer Dynamic Pricing and Ordering Decisions: Category Management versus Brand-by-Brand Approaches" forthcoming, Journal of Retailing.
  9. Kopalle, Praveen K. (2010), "Editorial: Modeling Retail Phenomena," forthcoming, Journal of Retailing, 86 (2) 117-124.
  10. Hall, Joseph, Praveen K. Kopalle, David Pyke (2009), "Static and Dynamic Pricing of Excess Capacity in a Make-To-Order Environment," Production and Operations Management, 18 (4), 411-425.
  11. Govindarajan, Vijay and Praveen K. Kopalle, Erwin Danneels (2009), "The Effects of Mainstream and Emerging Customer Orientations on Radical and Disruptive Innovations," forthcoming, Journal of Product Innovation Management; 2004 Academy of Management Best Paper Proceedings.
  12. Kopalle, Praveen, D. Biswas, P. K. Chintagunta, J. Fan, K. Pauwels, B. T. Ratchford, J. A. Sills (2009), "Retailer Pricing and Competitive Effects," Journal of Retailing, 85 (March), 56-70.
  13. Botti, Broniarczyk, Häubl, Hill, Huang, Kahn, Kopalle, Lehmann (2008), "Choice Under Restrictions," Marketing Letters, 19 (3-4), 183-200.
  14. Kopalle, Praveen K. and Donald R. Lehmann (2006), "Setting Quality Expectations When Entering a Market: What Should the Promise Be?" Lead Article, Marketing Science, 25 (1), 8-24; Finalist, 2006 John D.C. Little Best Paper Award.
  15. Govindarajan, Vijay and Praveen K. Kopalle (2006a), "Disruptiveness of Innovations: Measurement and an Assessment of Reliability and Validity," Strategic Management Journal, 27, 189-199.
  16. Govindarajan, Vijay and Praveen K. Kopalle (2006b), "The Usefulness of Measuring Disruptiveness of Innovations Ex-Post in Making Ex-Ante Predictions," Journal of Product Innovation Management, 23 (1), 12-18.
  17. González-Benito, Óscar, Pablo A. Muñoz-Gallego, and Praveen K. Kopalle (2005), "Asymmetric Competition in Retail Store Formats: Evaluating Inter- and Intra-Format Spatial Effects," Journal of Retailing, 81 (1), 75-95.
  18. Ailawadi, Kusum, Praveen K. Kopalle, and Scott A. Neslin (2005), "Predicting Competitive Response to a Major Policy Change: Combining Game Theoretic and Empirical Analyses," Lead Article, Marketing Science, 24 (1), 12-24, Winner, 2005 John D.C. Little Best Paper Award.
  19. Farley, John U., Andrew Hayes, Praveen K. Kopalle (2004), "Choosing and Upgrading Financial Services Dealers in the U.S. and U.K.," International Journal of Research in Marketing, 21 (4), 359-375; Winner, MSI Competition on Global Marketing.
  20. Levy, Michael, Dhruv Grewal, Praveen K. Kopalle, James D. Hess (2004), "Emerging Trends in Pricing Practice: Implications for Research," Journal of Retailing, 80 (3), xiii-xxi.
  21. Kopalle, Praveen K. and Scott A. Neslin (2003), "The Economic Viability of Frequency Reward Programs in a Strategic Competitive Environment," Lead Article, Review of Marketing Science, Volume 1.
  22. Kopalle, Praveen K. and Joan Lindsey-Mullikin (2003), "The Impact of External Reference Price on Consumer Price Expectations," Journal of Retailing, 79 (4), 225-236.
  23. Mela, Carl F. and Praveen K. Kopalle (2002), "The Impact of Collinearity on Regression: The Asymmetric Effect of Positive and Negative Correlations," Lead Article, Applied Economics, 34 (6), 667-678.
  24. Kopalle, Praveen K. and Donald R. Lehmann (2001), "Strategic Management of Expectations: The Role of Disconfirmation Sensitivity and Perfectionism," Journal of Marketing Research, 38 (August), 386-394.
  25. Kannan, P. K., and Praveen K. Kopalle (2001), "Dynamic Pricing on the Internet: Importance and Implications for Consumer Behavior," International Journal of Electronic Commerce, 5 (Spring), 63-84.
  26. Kopalle, Praveen K., and João L. Assunção (2000), "When (Not) To Indulge in "Puffery": The Role of Consumer Expectations and Brand Goodwill In Determining Advertised And Actual Product Quality," Managerial and Decision Economics, 21 (6), 223-241.
  27. Kopalle, Praveen K., Carl F. Mela, and Lawrence Marsh (1999), "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, 18 (3), 317-332.
  28. Kopalle, Praveen K., Aradhna Krishna, and João L. Assunção (1999), "The Role of Market Expansion on Equilibrium Bundling Strategies," Managerial and Decision Economics, 20, 365-377.
  29. Kopalle, Praveen K., and Donald R. Lehmann (1997), "Alpha Inflation? The Impact of Eliminating Scale Items on Cronbach's Alpha," Organizational Behavior and Human Decision Processes, 70 (June), 189-197.
  30. Kopalle, Praveen K., Ambar G. Rao, and João L. Assunção (1996), "Asymmetric Reference Price Effects and Dynamic Pricing Policies," Marketing Science, 15 (1), 60-85.
  31. Kopalle, Praveen K. and Russell S. Winer (1996), "A Dynamic Model of Reference Price and Expected Quality," Marketing Letters, 7 (1), 41-52.
  32. Kopalle, Praveen K. and Donald R. Lehmann (1995), "The Effects of Advertised and Observed Quality on Expectations About New Product Quality," Journal of Marketing Research, 32 (August), 280-290.
  33. Kopalle, Praveen K. and Donna L. Hoffman (1992), "Generalizing the Sensitivity Conditions in an Overall Index of Product Quality," Journal of Consumer Research, 18 (March), 530-535.


Professor Praveen Kopalle

Tuck School of Business at Dartmouth
100 Tuck Hall
Hanover, NH 03755
Tel: 603-646-3612
Fax: 603-646-9297