Rajiv Lal

Best Publications

• When Competitive Advantage Doesn't Lead to Performance: the Resource-Based View and Stakeholder Bargaining Power

  Rajiv Lal;Miklos Sarvary;Russell W. Coff

  1691
  Citations

• Building Store Loyalty Through Store Brands

  Marcel Corstjens;Rajiv Lal

  1171
  Citations

• Salesforce Compensation Plans: An Agency Theoretic Perspective

  Amiya K. Basu;Rajiv Lal;V. Srinivasan;Richard Staelin

  945
  Citations

• When and How is the Internet Likely to Decrease Price Competition

  Rajiv Lal;Miklos Sarvary

  740
  Citations

• Improving Channel Coordination Through Franchising

  Rajiv Lal

  674
  Citations

• The Effects of Brand Loyalty on Competitive Price Promotional Strategies

  Jagmohan S. Raju;V. Srinivasan;Rajiv Lal

  572
  Citations

• Retail Pricing and Advertising Strategies

  Rajiv Lal;Carmen Matutes

  547
  Citations

• An Approach for Developing an Optimal Discount Pricing Policy

  Rajiv Lal;Richard Staelin

  538
  Citations

• Supermarket Competition: The Case of Every Day Low Pricing

  Rajiv Lal;Ram Rao

  467
  Citations

• Compensation plans for single- and multi-product salesforces: an application of the Holmstrom-Milgrom model

  Rajiv Lal;V. Srinivasan

  365
  Citations

• The Impact of Frequent Shopper Programs in Grocery Retailing

  Rajiv Lal;David E. Bell

  300
  Citations

• Salesforce Compensation Plans in Environments with Asymmetric Information

  Rajiv Lal;Richard Staelin

  240
  Citations

• Price Promotions: Limiting Competitive Encroachment

  Rajiv Lal

  230
  Citations

• Contractual Arrangements in Franchising: An Empirical Investigation:

  Deepak Agrawal;Rajiv Lal

  180
  Citations

• Manufacturer Trade Deals and Retail Price Promotions

  Rajiv Lal

  164
  Citations

• The Inverse Relationship Between Manufacturer and Retailer Margins: A Theory

  Rajiv Lal;Chakravarthi Narasimhan

  153
  Citations

• Technical Note---Delegating Pricing Responsibility to the Salesforce

  Rajiv Lal

  148
  Citations

• Price Promotions and Trade Deals with Multiproduct Retailers

  Rajiv Lal;J. Miguel Villas-Boas

  146
  Citations

• A Theory of Forward Buying, Merchandising, and Trade Deals

  Rajiv Lal;John D. C. Little;J. Miguel Villas-Boas

  142
  Citations

• Relative Explanatory Power of Agency Theory and Transaction Cost Analysis in German Salesforces

  Manfred Krafft;Sönke Albers;Rajiv Lal

  124
  Citations