Dr. V Kumar

A Marketing Legend who has published over 300 scholarly papers , 35 books and received over 20 Lifetime Achievement Awards

Research Expertise

Marketing
Marketing Research
Customer Relationship Management

About

V. Kumar (VK) is the Professor of Marketing, and the Goodman Academic-Industry Partnership Professor, Goodman School of Business, Brock University, ON, Canada. He has held/holds several Distinguished Endowed Faculty Positions in the U.S., and Distinguished Fellowships across universities worldwide, including being the *Chang Jiang Scholar*, HUST, Wuhan, China; and the *Hagler Fellow,* Texas A&M University, USA.  VK has also been honored as a *Legend in Marketing* through the 10-Volume Legends in Marketing series published by Sage Publications with commentaries from scholars worldwide. Professor Kumar has published over 300 papers in scholarly journals including the *Harvard Business Review*, *Sloan Management Review* and the *California Management Review*, and over 30 books including the three most recent – Valuing Customer Engagement, Transformative Marketing (with Phil Kotler) and International Marketing Research; received over 20 Lifetime Achievement Awards including the *Charles Coolidge Parlin Award, the Paul Converse Award, Distinguished Marketing Educator Award* from the Academy of Marketing Science, the *Mahajan Award*, the Robert B. Clarke Award, and the *Churchill Award* for his contributions to diverse areas of marketing; and over 25 Research and Teaching Excellence Awards including the *Don Lehmann Award*, the *Paul Root Award*, the *Robert Buzzell Award*, the *Sheth Award,* and the *Davidson Award*. Professor Kumar has served as the Editor-in-Chief of the *Journal of Marketing* (2014-2018) and serves/served as the Department Editor of *POM*, and as the Consulting Editor of *JIBS*. He also serves on the Editorial Review Board of many scholarly journals in marketing and serves as a senior consultant editor for Elsevier Publishers. Global Fortune 500 firms have implemented many of VK’s ideas and models in multiple areas of marketing and operations, which have resulted in gains of over multi-billion dollars. Dr. Kumar has been inducted into the *Analytics Hall of Fame* for his contributions to marketing analytics practice. Dr. Kumar was awarded the *Gary Lilien Practice Prize Award* for the best implementation of marketing model to solve business problems for a firm by INFORMS/ISMS*.*  VK has mentored over 40 doctoral students across the world.  To honor his commitments to the doctoral student mentorship, the American Marketing Association has instituted the “V. Kumar Doctoral Student Mentorship Award” which is given out to recognize academics in the field of marketing who are productive scholars and who have been instrumental in developing doctoral students in marketing.  VK spends his “free” time visiting business leaders to identify challenging problems to solve. He plays tennis and basketball to relieve his stress arising out of being in academics. Dr. Kumar obtained his B. Tech (Hons.) and M. Tech (with Distinction) degrees from the Indian Institute of Technology, India and his Ph.D. from the University of Texas at Austin. (URL: [www.drvkumar.com](http://www.drvkumar.com/) and [www.vkclv.com](http://www.vkclv.com/) )

Legacy Map

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Publications

Book Reviews : MARKETING RESEARCH, SECOND EDITION by David A. Aaker and George S. Day (New York: John Wiley & Sons, Inc. 731 pages, $27.95)
Journal of the Academy of Marketing Science
1985
David Aaker: Brand Equity Trailblazer
Conversations with Marketing Masters
2012
Customer Experience Management in Retailing: An Organizing Framework
Journal of Retailing
2009
On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing
Journal of Marketing
2000
Customer engagement: the construct, antecedents, and consequences
Journal of the Academy of Marketing Science
2016
Undervalued or Overvalued Customers: Capturing Total Customer Engagement Value
Journal of Service Research
2010
O Projeto Atlas Lingüístico do Brasil (Breve histórico e estágio atual)
O Português do Brasil
2004
The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration
Journal of Marketing
2003
Customer Relationship Management
Wiley International Encyclopedia of Marketing
2010
Measuring Marketing Productivity: Current Knowledge and Future Directions
Journal of Marketing
2004
Seven Power Strategies for Building Customer Loyalty
Measuring Business Excellence
2002
Competitive Advantage through Engagement
Journal of Marketing Research
2016
A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy
Journal of Marketing
2004
Building and sustaining profitable customer loyalty for the 21st century
Journal of Retailing
2004
Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing?
Journal of Marketing
2011
Balancing Acquisition and Retention Resources to Maximize Customer Profitability
Journal of Marketing
2005
Modeling Customer Lifetime Value
Journal of Service Research
2006
Interaction Orientation and Firm Performance
Journal of Marketing
2008
Creating Enduring Customer Value
Journal of Marketing
2016
Who are the multichannel shoppers and how do they perform?: Correlates of multichannel shopping behavior
Journal of Interactive Marketing
2005
Revisiting the Satisfaction–Loyalty Relationship: Empirical Generalizations and Directions for Future Research
Journal of Retailing
2013
Putting one-to-one marketing to work: Personalization, customization, and choice
Marketing Letters
2008
CLV
Journal of Relationship Marketing
2006
Multichannel Shopping: Causes and Consequences
Journal of Marketing
2007
Customer engagement in service
Journal of the Academy of Marketing Science
2017
Measuring the Effect of Retail Store Promotions on Brand and Store Substitution
Journal of Marketing Research
1988
Book Reviews : INTRODUCTION TO MARKETING RESEARCH by David Aaker and George Day (New York: John Wiley & Sons, 1980. 628 pp., $20.95)
Journal of the Academy of Marketing Science
1980
A strategic framework for a profitable business model in the sharing economy
Industrial Marketing Management
2018
Word of Mouth: September-October 2007
Word of Mouth
2007
Marketing Actions and the Value of Customer Assets
Journal of Service Research
2002
Practice Prize Winner—Creating a Measurable Social Media Marketing Strategy: Increasing the Value and ROI of Intangibles and Tangibles for Hokey Pokey
Marketing Science
2013
Evolution of Marketing as a Discipline: What Has Happened and What to Look Out For
Journal of Marketing
2015
Investigating how Word-of-Mouth Conversations about Brands Influence Purchase and Retransmission Intentions
Journal of Marketing Research
2016
Expanding the Role of Marketing: From Customer Equity to Market Capitalization
Journal of Marketing
2009
The Impact of Customer Relationship Management Implementation on Cost and Profit Efficiencies: Evidence from the U.S. Commercial Banking Industry
Journal of Marketing
2009
Are Product Returns a Necessary Evil? Antecedents and Consequences
Journal of Marketing
2009
Increasing the ROI of social media marketing
IEEE Engineering Management Review
2013
A contingency framework for the mode of entry decision
Journal of World Business
1997
Driving Profitability by Encouraging Customer Referrals: Who, When, and How
Journal of Marketing
2010
International Marketing Research
The Handbook of Marketing Research
2006
Thomas C. Stillinger, ed., Critical Essays on Geoffrey Chaucer. (Critical Essays on British Literature.) New York: G. K. Hall; London: Prentice Hall International, 1998. Pp. ix, 275; 1 table. $49.
Speculum
2000
Sales forecasts for existing consumer products and services: Do purchase intentions contribute to accuracy?
International Journal of Forecasting
2000
Retailing Innovations in a Globalizing Retail Market Environment
Journal of Retailing
2011
Antecedents and consequences of relationship intention: Implications for transaction and relationship marketing
Industrial Marketing Management
2003
Putting customers first - nine surefire ways to increase brand loyalty
Strategic Direction
2008
Managing retailer profitability—one customer at a time!
Journal of Retailing
2006
The Effect of Retail Store Environment on Retailer Performance
Journal of Business Research
2000
Conceptualizing the Evolution and Future of Advertising
Journal of Advertising
2016
Future of Retailer Profitability: An Organizing Framework
Journal of Retailing
2017
Customer lifetime value approaches and best practice applications
Journal of Interactive Marketing
2004
Sustainability and branding: An integrated perspective
Industrial Marketing Management
2014
Measuring and maximizing customer equity: a critical analysis
Journal of the Academy of Marketing Science
2007
Sustainability as corporate culture of a brand for superior performance
Journal of World Business
2013
The Construct, Measurement, and Impact of Employee Engagement: a Marketing Perspective
Customer Needs and Solutions
2014
Synergistic effects of social media and traditional marketing on brand sales: capturing the time-varying effects
Journal of the Academy of Marketing Science
2016
Managing Customers for Value
Journal of Service Research
2006
Choosing the Right Metrics to Maximize Profitability and Shareholder Value
Journal of Retailing
2009
Research framework, strategies, and applications of intelligent agent technologies (IATs) in marketing
Journal of the Academy of Marketing Science
2015
Practice Prize Report—The Power of CLV: Managing Customer Lifetime Value at IBM
Marketing Science
2008
Impact of a Late Entrant on the Diffusion of a New Product/Service
Journal of Marketing Research
2000
Cross-buying in retailing: Drivers and consequences
Journal of Retailing
2008
Evaluating the impact of social media activities on human brand sales
International Journal of Research in Marketing
2016
Performance Implications of Adopting a Customer-Focused Sales Campaign
Journal of Marketing
2008
Using a Customer-Level Marketing Strategy to Enhance Firm Performance: A Review of Theoretical and Empirical Evidence
Journal of the Academy of Marketing Science
2005
Learning Effect in Multinational Diffusion of Consumer Durables: An Exploratory Investigation
Journal of the Academy of Marketing Science
1997
An Interactive Multicriteria Approach to Identifying Potential Foreign Markets
Journal of International Marketing
1994
Customer Lifetime Value
The Handbook of Marketing Research
2006
Multinational Diffusion Models: An Alternative Framework
Marketing Science
2002
Getting the Most Out of Your TOC Information
Opflow
2004
Dynamically Managing a Profitable Email Marketing Program
Journal of Marketing Research
2017
Aggregate and disaggregate sector forecasting using consumer confidence measures
International Journal of Forecasting
1995
Book Review: V. Kumar, Profitable Customer Engagement: Concept, Metrics and Strategies
Global Business Review
2014
Data‐driven services marketing in a connected world
Journal of Service Management
2013
Optimal Customer Relationship Management Using Bayesian Decision Theory: An Application for Customer Selection
Journal of Marketing Research
2007
Perceived Risk, Product Returns, and Optimal Resource Allocation: Evidence from a Field Experiment
Journal of Marketing Research
2015
Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context
Journal of Marketing Research
2014
Cross‐National Diffusion Research: What Do We Know and How Certain Are We?
Journal of Product Innovation Management
1998
Marketing Communication Strategies and Consumer Financial Decision Making: The Role of National Culture
Journal of Marketing
2015
Global Customer Engagement
Journal of International Marketing
2018
Social coupons as a marketing strategy: a multifaceted perspective
Journal of the Academy of Marketing Science
2011
Telecommunications demand forecasting—a review
International Journal of Forecasting
2002
The impact of internal and external reference prices on brand choice: The moderating role of contextual variables
Journal of Retailing
1998
A Theory of Customer Valuation: Concepts, Metrics, Strategy, and Implementation
Journal of Marketing
2018
Capturing the Cross-National Learning Effect: An Analysis of an Industrial Technology Diffusion
Journal of the Academy of Marketing Science
1996
Customer Relationship Management in Business Markets
Handbook of Business-to-Business Marketing
2012
A Customer Lifetime Value-Based Approach to Marketing in the Multichannel, Multimedia Retailing Environment
Journal of Interactive Marketing
2010
Make Promises You Can Keep
Design Management Review
2010
Customer Lifetime Value Management: Strategies to Measure and Maximize Customer Profitability
Handbook of Marketing Strategy
2012
Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior
Journal of Marketing Research
2017
Unprofitable Cross-Buying: Evidence from Consumer and Business Markets
Journal of Marketing
2012
Regaining “Lost” Customers: The Predictive Power of First-Lifetime Behavior, the Reason for Defection, and the Nature of the Win-Back Offer
Journal of Marketing
2015

Education

The University of Texas at Austin

Ph.D., Marketing and Statisitcs

Austin, Texas, United States of America

Experience

Brock University

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