Kalyan  Raman

Professor

Kalyan Raman is a Professor in the Medill IMC department, Courtesy Professor of Marketing in the Kellogg School of Management at Northwestern University, Evanston, IL, and Associate Faculty in the Center for Complex Systems at the University of Michigan, Ann Arbor, MI. He attended graduate school at Purdue University, W. Lafayette, Indiana, and obtained his Ph.D. in Marketing from the University of Texas at Dallas. He holds a M.S. in Statistics and minors in Mathematics and Mathematical Economics. He has published articles in Marketing Science, Management Science, Journal of Marketing Research, Journal of Consumer Research, Marketing Letters, International Journal of Research in Marketing, Automatica, Optimal Control Applications & Methods, Applied Mathematics Letters, European Journal of Operational Research, and other scholarly journals. Kalyan was a finalist for the prestigious William F. O’Dell award in 2008 and in 1999. He is a member of the editorial board of Marketing Science and other leading academic journals. Kalyan specializes in the optimization of marketing decision problems with long-term and uncertain consequences—specifically in the areas of integrated marketing communications and the marketing mix. Multinational companies, major advertising agencies and their media planning affiliates are supporting Kalyan’s research. He is a Visiting Professor at Loughborough University in the UK, the University of Munster, Germany, University of Kiel, Germany, WHU Koblenz, Germany (2000 – 2003) and the Catholic University of Leuven, Belgium in 2001. Kalyan has taught in Loughborough University’s program in Singapore and in executive development and MBA programs at leading business schools in Europe and the USA. He has presented his research at national and international conferences in the United States, Germany, Austria, U.K., Netherlands, France, Belgium, Australia, India, and given invited talks at a number of leading universities all over Europe and the U.K., and at leading Fortune 100 companies in the U.S.A. Prior to joining Northwestern University in Fall 2008, he worked at Loughborough University in the UK, the University of Michigan Flint, University of Florida, AT & T Bell Laboratories in Murray Hill, NJ, and Auburn University.

Education

PhD in Marketing Science at University of Texas at Dallas; MS in Statistics at University of Madras, India

Teaching Philosophy

Office

MTC 3-133

Phone

847-467-0847

Email

k-raman@northwestern.edu

Course Info

IMC Courses:

453 Database Marketing and Anlaysis
461 Media Economics and Technology
Undergraduate Marketing Models

Global Teaching Experience:

Marketing Mix Issues (UG), Advertising (MBA), Consumer Behavior (UG). Loughborough Business School, Loughborough University, UK. Fall 2004-Spring 2008.

Market Development (UG). Loughborough University’s Markeing Program offered in Sinagapore. Fall 2006-Fall 2008.

Modeling Techniques for Business Applications (MBA & Doctoral). European Business School, Oestrich-Winkel, Germany. Summer 2006 onwards.

Decision Theory (Executive MBA). University of Kiel, Germany. Winter 2005 onwards.

Probabilistic Models in Marketing (MBA). WHU Koblenz, Germany. Fall 2000-Fall 2003.

Modeling Techniques in Marketing (Doctoral Seminar). University of Muenster, Germany. Summer 2006.

New Product Development (MBA). Katholieke Universiteit Leuven, Belgium. Fall 2001.

Research

Research Topics:

Integrated Marketing Communications, Marketing Mix Optimization Issues, Sales Force Compensation, Brand Name Recall and Implications For Advertising And Market Structure, Pricing, Diffusion Models, Supply Chain Management, Reference Prices, Customer Relationship Management.

Methodological Expertise:

Mathematical, Stochastic and Econometric modeling in marketing, with special expertise in dynamic optimization (deterministic and stochastic optimal control), Applications of Fuzzy Control and Neuro-Fuzzy systems in Marketing.

Dissertation:

“The Effects of Advertising and Promotions on Reference Prices: A Varying Parameters Approach.” The dissertation was co-chaired by Professor Frank M. Bass and Professor Ram C. Rao.

Selected Peer-reviewed Proceedings:

Srinivasan, Shuba, Kalyan Raman and Prasad A. Naik., ''Managing Corporate and Product Brands,'' Proceedings of the European Marketing Academy Conference (EMAC), Reykjavik, Iceland, May 2007 [CD-ROM].

Jayawardhena, C., Raman, K. and Farrell, A.M., ''Internet Banking Service Quality: An Investigation of Interrelationships,'' Proceedings of the European Marketing Academy Conference (EMAC), Athens, Greece, May 2006 [CD-ROM].

“Quadratic Approximation to Unobservables in Continuous Time Advertising-Sales Models,” with Ram C. Rao in 1994 AMA Educators’ Proceedings, Ravi Achrol and Andrew Mitchell, eds. Chicago: American Marketing Association, 463-468.

Work Experience in Industry:

Researcher in the "Customer Decision Modeling" Group at AT&T Bell Laboratories, Murray Hill, NJ. The group was responsible for developing research design, modeling and estimation for AT&T’s marketing research projects. Worked on modeling, estimation and sampling issues in the 1988 "Reach Out America" pricing project. 

Editorial Board Positions & Reviewing Activity:

Member of Editorial Board for Marketing Science

Member of Editorial Board for Review of Marketing Science

Guest Area Editor for Marketing Science (2006)

Founder Member of Editorial Board for International Quarterly Journal of Marketing

Ad Hoc Reviewer for: Management Science, European Journal of Operational Research, Journal Of Marketing Research, Journal Of Consumer Research, Optimal Control Applications and Methods, Journal of Business and Economic Statistics, Journal Of Retailing, International Journal of Forecasting, International Transactions on Operations Research, IEEE Transactions on Engineeering Management

Awards / Professional Organizations

Winner of Best Teacher Award, WHU Koblenz, Germany in Fall 2000.

Finalist for the 2008 William F. O’Dell award.

Finalist for the 1999 William F. O’Dell award.

Nominated for Research Excellence Award in 1997 and 1996.

Invited presentation of “Finding Choice Alternatives in Memory: Probability Models of Brand Name Recall” at the Advanced Research Techniques Forum, JMR Session, Monterey, CA, in June 1995.

Publications / Presentations

Selected Peer-Reviewed Published Research:

“Boundary Value Problems in Stochastic Optimal Control of Advertising,” Kalyan Raman, Automatica, 2006, Volume 42, Issue 8, August, 1357-1362.

“Planning Marketing-Mix Strategies in the Presence of Interaction Effects,” Naik, Prasad A., Kalyan Raman and Russell S.Winer, Marketing Science, 2005, Vol. 24, No. 1, (Winter), pp. 25-34.
A summary of the key findings and insights of the paper is published on the website for the Association for Consumer Research (ACR) at the URL http://www.acrwebsite.org/topic.asp?artID=389.

“Long-Term Profit Impact of Integrated Marketing Communications Program,” Raman, Kalyan and Prasad A. Naik, Review of Marketing Science, 2004, Vol. 2, Article 8.
This paper is among the most popular and frequently downloaded articles in the Review of Marketing Science.
http://www.bepress.com/romsjournal/topdownloads.html

“Understanding the Impact of Synergy in Multimedia Communications,” Naik, Prasad A. and Kalyan Raman, Journal of Marketing Research, 2003, Vol. 40 (November), pp. 375-388.
LEAD ARTICLE. Finalist for the 2008 William F. O’Dell award. Summarized in Don Schultz (Northwestern University), ‘Two Profs Prove Real Value of Media Integration,’ Marketing News, January 15, 2004, and Steve Hoeffler (UNC Chapel Hill), ‘Notion of Ad Overspending Lessens with Integrated Communications,’ Marketing News, November 24, 2003.

"The Impact of Need Frequency on Service Marketing Strategy," Bridges, Eileen, Katherine B. Ensor and Kalyan Raman, Service Industries Journal, 2003, May, Volume 23 Number 3, 40 - 62.

“Demand Uncertainty and Supplier’s Returns Policies For A Multi-Store Style-Good Retailer,” Mantrala, Murali K. and Kalyan Raman, European Journal Of Operational Research, 115, (1999), 270-284.

“Stochastic Optimal Control of Monopoly Pricing Models with Dynamic Demand and Production Cost,” Raman, Kalyan and Rabikar Chatterjee, Management Science, January (1995), Volume 41, Number 1, 144-162.

“Finding Choice Alternatives in Memory: Probability Models of Brand Name Recall,” Hutchinson, J.W., Kalyan Raman and Murali K. Mantrala, November (1994), Journal of Marketing Research, 441-461.
LEAD ARTICLE. Finalist for the 1999 William F. O’Dell award. Recognized by the American Marketing Association for its scholarly impact and selected for presentation in the Advanced Research Techniques Forum of AMA.

“Inductive Inference And Replications:A Bayesian Perspective," Journal of Consumer Research, Kalyan Raman, March (1994), Vol 20, 633-643.

“Sales Quota Plans: Mechanisms For Adaptive Learning,” Mantrala, Murali K., Kalyan Raman and Ramarao Desiraju, Marketing Letters, 8:4, (1997), 393-405.

“Analysis of a Sales Force Incentive Plan For Accurate Sales Forecasting and Performance," Mantrala, Murali K. and Kalyan Raman, International Journal of Research In Marketing, 7, (1990), 189-202.

“Stochastically Optimal Advertising Policies Under Dynamic Conditions:The Ratio Rule," Kalyan Raman, Optimal Control Applications And Methods, (1990), Vol.11, 283-288.

“Representing Spence’s Integral by Elementary Functions,” Kalyan Raman, Applied Mathematics Letters,” March (1996), Volume 9, No.3, 103-107.

“Using Stochastic Calculus to Model Uncertainty in Dynamic Systems," Jain, Dipak C., and Kalyan Raman, Research in Marketing, (1990), Volume 10, 81-112.

“A General Test of Reference Price Theory in The Presence of Threshold Effects,” Raman, Kalyan and Frank M. Bass, Journal of Economics and Management, 2002, Vol. XLVII, 2, 205-226.

Selected Scholarly Output (Peer-reviewed Book Chapters, Technical Reports, Industry Publications)

“The CRM Process and the Banking Industry: Insights from the Marketing Literature,” with Murali K. Mantrala, Manfred Krafft and Beibei Dong. Forthcoming in Advances in Banking Technology and Management: Impact of ICT and CRM, October 2007, ISR.

“Integrated Marketing Communications in Retailing,” with Prasad A. Naik, in Retailing in the 21st Century – Current and Future Trends, ed. Manfred Krafft and Murali K. Mantrala, p. 381-395, 2006, Springer Publications.
The book was reviewed in Journal of Marketing (January 2007); it is required reading for courses at INSEAD; it is used in executive teaching at Metro’s corporate University; and the first edition was sold out in less than a year.

“Applications of Intelligent Technologies in Retail Marketing,” with Ravi Vadlamani and Murali K. Mantrala, in Retailing in the 21st Century – Current and Future Trends, ed. Manfred Krafft and Murali K. Mantrala, p. 117-131, 2006, Springer Publications.
See previous comment for evidence of impact of the book.
“Optimal Allocation Rules For Customer Relationship Management,” with Madhukar G. Angur, in Customer Relationship Management: Emerging Concepts, Tools and Applications (2000), ed. Jagdish N. Sheth, Atul Parvatiyar and G. Shainesh, p. 153 – 161.

TECHNICAL RESEARCH REPORT: “A Fuzzy Resolution of the Prisoner’s Dilemma,” Center For Study of Complex Systems Technical Report, CSCS-2002-001, University of Michigan Ann Arbor, Ann Arbor, MI 48109, U.S.A.
http://www.pscs.umich.edu/research/techReports.html

INVITED TRADE PUBLICATION: “Complexity Science and Intelligent Automation: Optimizing Supply Chain Management” The Stamping Journal , Volume 15, No. 6, November/December 2003, 42-45.

Selected Scholarly Output (Peer-reviewed Book Chapters, Technical Reports, Industry Publications):

“The CRM Process and the Banking Industry: Insights from the Marketing Literature,” with Murali K. Mantrala, Manfred Krafft and Beibei Dong. Forthcoming in Advances in Banking Technology and Management: Impact of ICT and CRM, October 2007, ISR.

“Integrated Marketing Communications in Retailing,” with Prasad A. Naik, in Retailing in the 21st Century – Current and Future Trends, ed. Manfred Krafft and Murali K. Mantrala, p. 381-395, 2006, Springer Publications.
The book was reviewed in Journal of Marketing (January 2007); it is required reading for courses at INSEAD; it is used in executive teaching at Metro’s corporate University; and the first edition was sold out in less than a year.

“Applications of Intelligent Technologies in Retail Marketing,” with Ravi Vadlamani and Murali K. Mantrala, in Retailing in the 21st Century – Current and Future Trends, ed. Manfred Krafft and Murali K. Mantrala, p. 117-131, 2006, Springer Publications.
See previous comment for evidence of impact of the book.
“Optimal Allocation Rules For Customer Relationship Management,” with Madhukar G. Angur, in Customer Relationship Management: Emerging Concepts, Tools and Applications (2000), ed. Jagdish N. Sheth, Atul Parvatiyar and G. Shainesh, p. 153 – 161.

TECHNICAL RESEARCH REPORT: “A Fuzzy Resolution of the Prisoner’s Dilemma,” Center For Study of Complex Systems Technical Report, CSCS-2002-001, University of Michigan Ann Arbor, Ann Arbor, MI 48109, U.S.A.
http://www.pscs.umich.edu/research/techReports.html

INVITED TRADE PUBLICATION: “Complexity Science and Intelligent Automation: Optimizing Supply Chain Management” The Stamping Journal , Volume 15, No. 6, November/December 2003, 42-45.

Selected Invited Talks:

“Modeling Issues in Integrated Marketing Communications,” Presented at Case Western Reserve University, August 2008, Northwestern University, July 2007.

“Issues in Integrated Marketing Communications,” Presented at University of Wuppertal, Germany (October 2006), Manchester Business School, U.K. (October 2006), University of Bradford, U.K. (December 2006), Humboldt University Berlin, Germany (January 2006), University of Stirling, Scotland (November 2005), University of Nottingham, U.K. (November 2005).

"Publishing your Research in Top Journals." Presented at University of Wuppertal, Germany (October 2006) and University of Bradford, U.K. (December 2006).

“Varying Sales Force Size and Advertising over Business Cycles in an Integrated Marketing Communications Context: A Normative Analysis.” Presented at ‘Enhancing Sales Force Productivity Conference,’ University of Missouri-Columbia (April 2006).

“On and Offline Synergies in Marketing Communications.” Presented at New York University in a one day Workshop on Marketing Communications in Interactive Environments (May 2004).