Kinshuk Jerath

  • Assistant Professor of Marketing, Tepper School of Business, Carnegie Mellon University
  • email: kinshuk [AT] cmu [DOT] edu
  • office: Posner Hall, 372
  • mailing address: 5000 Forbes Avenue, Tepper School of Business, Carnegie Mellon University, Pittsburgh, PA 15213
  • phone: (412) 268 2215
  • web: http://www.andrew.cmu.edu/~kinshuk

    • Course Information

     I am teaching the following three courses in Spring 2010. Please click on the links below to access course syllabi.

  • 70-381: Marketing I (Semester-long core course for undergraduates) [Syllabus]
  • 70-487 A4: Customer Management Using Probability Models (Undergraduate offering in Mini 4; paired with "70-488 A3: Interactive Marketing" in Mini 3) [Syllabus]
  • 45-924: Customer Management Using Probability Models (MBA offering in Mini 4) [Syllabus]

    • Education
  • Ph.D., Marketing, 2008
  • Wharton School, University of Pennsylvania

  • Bachelor of Technology, Computer Science and Engineering, 2003
  • Indian Institute of Technology Bombay

    • Research

    Research Interests

  • Quantitative Marketing Models
  • Analytical: distribution channels, pricing, salesforce compensation
  • Empirical: customer base analysis, probability models

    • Publications

    1. Jerath, Kinshuk, Serguei Netessine and Senthil Kumar Veeraraghavan (2009), “Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling,” Management Science, forthcoming. [Download]
    2. Jerath, Kinshuk and Z. John Zhang (2009), “Store-Within-a-Store,” Journal of Marketing Research, forthcoming. [Download]
    3. Jerath, Kinshuk, Serguei Netessine and Senthil Kumar Veeraraghavan (2009), “Selling to Strategic Customers: Opaque Selling Strategies,” in Operations Management Models with Consumer-Driven Demand (Eds: Serguei Netessine and Christopher S. Tang), Springer. [Download]
    4. Fader, Peter S., Bruce G.S. Hardie and Kinshuk Jerath (2007), “Estimating CLV Using Aggregated Data: The Tuscan Lifestyles Case Revisited,” Journal of Interactive Marketing, 21(3), 55-71. [Download]
    5. Jerath, Kinshuk and Balaji Padmanabhan (2005), “Query-Driven Conceptual Browsing: A Semi-Automated Approach for Building and Exploring Concepts on the Web,” Proceedings of WITS 2005, 117-122. [Download]

    Papers under Review

    1. Jerath, Kinshuk, Peter S. Fader and Bruce G.S. Hardie, “New Perspectives on Customer “Death” Using a Generalization of the Pareto/NBD Model,” conditionally accepted at Marketing Science. [Download]
    2. Jerath, Kinshuk, Liye Ma, Young-Hoon Park and Kannan Srinivasan, “A "Position Paradox" in Sponsored Search Auctions,” under review at Management Science. [Download]
    3. Tansev Geylani, Kinshuk Jerath and Z. John Zhang, “The Impact of "One-Stop Shoppers" on Competitive Store Brand Strategy,” under review at Management Science. [Download]

    Working Papers

    1. Jerath, Kinshuk, Peter S. Fader and Bruce G.S. Hardie, “Customer-Base Analysis Using Repeated Cross-Sectional Summary (RCSS) Data.” [Download Abstract]
    2. Jerath, Kinshuk, Stephen J. Hoch and Z. John Zhang, “The Pursuit of Retailing Dominance: Market Dominance, Channel Dominance, or Both?” under revision. [Download]
    3. Jerath, Kinshuk, Serguei Netessine and Z. John Zhang, “Can We All Get Along? Incentive Contracts to Bridge the Marketing and Operations Divide,” under revision. [Download]

    Technical Research Notes

  • Fader, Peter S., Bruce G.S. Hardie and Kinshuk Jerath (2007), “Deriving an Expression for P(X(t, t+T) = x) Under the Pareto/NBD Model.” [Download]
  • Fader, Peter S., Bruce G.S. Hardie and Kinshuk Jerath, “Deriving the Likelihood Expression for Holdout Data Under the Pareto/NBD Model.” [Download]

    Grants and Honors

  • Berkman Faculty Development Fund research grant, Carnegie Mellon University (2009)
  • Russell Ackoff Award for Research on Human Decision Processes, Wharton School, University of Pennsylvania (2008)
  • The Mack Center for Technological Innovation research grant, Wharton School, University of Pennsylvania (2007)
  • Jay H. Baker Retailing Initiative research grant, Wharton School, University of Pennsylvania (2005)
  • Doctoral Fellowship, Wharton School, University of Pennsylvania (2003-2007)
  • National Talent Search Scholar, India (1997-2003)


    • Last updated: November 2009.

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