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Professor K. Sudhir

K. Sudhir

James L. Frank '32 Professor of Private Enterprise and Management, Professor of Marketing & Director, China India Insights (CIIP) Program

K. Sudhir is James L. Frank ’32 Professor of Marketing, Private Enterprise and Management and Founder-Director of the Yale China India Insights Program at the Yale School of Management, where he has been a faculty member since 2001. He is Professor of Economics (by courtesy) at the Yale Economics Department. He leads the academic-industry interface for quantitative marketing at the Yale Center for Customer Insights (YCCI). He has been a Visiting Fellow at various universities around the world including MIT, Toronto, HKUST and INSEAD. He served as Visiting Fellow at Microsoft Research for the year 2020. Professor Sudhir served as Editor-in-Chief of Marketing Science, the premier journal in the field of quantitative marketing from 2016-21. During his term, founded the Frontiers Section at Marketing Science. Previously, he had been an Associate Editor at all of the field’s leading quantitative marketing journals.

Sudhir’s substantive interests include customer relationship management, digital marketing and artificial intelligence, marketing organizations and emerging markets. As a pioneer in the use of structural empirical methods in marketing, he developed fundamental models in the areas of customer management, salesforce management and compensation, organizational buying and marketing channels. His papers use a wide range of methods including machine learning, quasi-experiments, field experiments and game theory. Sudhir’s research has been honored with multiple best paper awards from all of the field’s leading quantitative marketing journals.


  • PhD, Cornell University, 1998
  • MS, Cornell University, 1997
  • MTech, Indian Institute of Technology, 1991
  • BE, Anna University, 1989


Privacy Rights and Data Security: GDPR and Personal Data Driven Markets

K. Sudhir and T. Ke
Management Science,, issue December 2022

A Structural Model of Organizational Buying for B2B Markets: Innovation Diffusion and Market Share Contracts

K. Sudhir and N. Mojir
Journal of Marketing Research, issue May 2022

Optimal Inter-release Time Between Sequentially Released Products

K. Sudhir and J. Luan
Customer Needs and Solutions, issue March 2022

Attribute Sentiment Scoring with Online Text Reviews: Accounting for Language Structure and Attribute Self-Selection

K. Sudhir, I. Chakraborty and M. Kim
Journal of Marketing Research, issue March 2022


  • Winner, John D.C. Little Best Paper Award, Marketing Science, 2010
  • Winner, Frank M. Bass Best Dissertation Paper Award, Marketing Science, 2003
    Winner, Don Lehmann Award, Best Paper based on Doctoral Dissertation, Journal of Marketing Research, 2008, 2021
  • Honorable Mention, Dick Wittink Best Paper Award, Quantitative Marketing and Economics, 2006
  • Honorable Mention, Best Paper Award, International Journal of Research in Marketing, 2001
  • Finalist, INFORMS Long Term Impact Award, 2009 (2 papers), 2010 (2 papers), 2011 (2 papers), 2019, 2020, 2021
  • Finalist, John D.C. Little Best Paper Award, Marketing Science, 2001
    Finalist, Paul Green Best Paper Award, Journal of Marketing Research, 2006
  • Young Scholars Program, Marketing Science Institute, 2003