@article{cho_pekgün_janakiraman_wang_2023, title={The Competitive Effects of Online Reviews on Hotel Demand}, volume={10}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1177/00222429231191449}, DOI={10.1177/00222429231191449}, abstractNote={ The authors examine the effects of a firm’s and its competitors’ online reviews on its demand within the hotel industry. The authors leverage a unique data set of actual bookings from properties of a major hotel chain in six different markets in the United States, supplemented with online reviews garnered from a popular social media platform. The findings indicate that not only a hotel’s own reviews but also its competitors’ reviews have a significant impact on the hotel’s booking performance. The impact of review sentiment is amplified if the focal hotel also charges higher prices or when the volume of reviews is high. The authors establish heterogeneous effects across consumer segments (business vs. leisure travelers) and by the type of review content (objective vs. subjective attributes to assess quality). Specifically, both a hotel’s own reviews and its competitors’ reviews have a larger impact on bookings for business travelers compared with leisure travelers, and for reviews that mainly discuss subjective attributes, for which consumers need to rely on the experiences of others to assess the quality of a hotel prior to their stay. The study provides a set of comprehensive insights on the impact of both own and competitors’ online reviews on a focal hotel’s bookings. }, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Cho, Sanghoon and Pekgün, Pelin and Janakiraman, Ramkumar and Wang, Jian}, year={2023}, month={Oct} }
 @article{janakiraman_park_m. demirezen_kumar_2023, title={The Effects of Health Information Exchange Access on Healthcare Quality and Efficiency: An Empirical Investigation}, volume={69}, ISSN={0025-1909 1526-5501}, url={http://dx.doi.org/10.1287/mnsc.2022.4378}, DOI={10.1287/mnsc.2022.4378}, abstractNote={ Health information exchanges (HIEs) are designed to improve the quality and efficiency of healthcare by facilitating improved information sharing between health entities. This study systematically examines the impact of HIE use in emergency departments (EDs) on the quality and efficiency of medical care. We focus on the length of stay (LOS) and the 30-day readmission rate to capture healthcare efficiency and quality, respectively. We also examine whether the breadth of patient health information and physicians’ experience with the HIE moderates these effects. We leverage a unique panel data that tracks actual HIE access by physicians who practice in a set of hospitals that participate in the focal HIE. The patient-level encounter data set—which involves more than 80,000 ED encounters attended by more than 300 physicians over a 19-month period—comprises detailed medical provider information, patient-level medical information, and various other information related to procedures that were performed. After controlling for a battery of patient-specific, physician-specific, disease-specific, and ED visit-specific variables, our results show that HIE access in information-intensive environments (such as EDs) reduces LOS and 30-day readmission rate. We find that breadth of patient health information and physicians’ HIE experience amplify these benefits. We account for endogeneity issues and perform additional falsification tests and robustness checks. We document that benefits of HIE access are amplified for noninjury, chronic condition, and uncommon diagnoses related patient visits. Based on our results, we offer insights to practitioners and academicians alike on how HIEs can yield better patient-level and provider-level outcomes. }, number={2}, journal={Management Science}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Janakiraman, Ramkumar and Park, Eunho and M. Demirezen, Emre and Kumar, Subodha}, year={2023}, month={Feb}, pages={791–811} }
 @article{kistler_janakiraman_kumar_tiwari_2021, title={The Effect of Operational Process Changes on Preoperative Patient Flow: Evidence from Field Research}, volume={30}, ISSN={1059-1478 1937-5956}, url={http://dx.doi.org/10.1111/poms.13301}, DOI={10.1111/poms.13301}, abstractNote={ We partnered with a leading US academic medical center to empirically examine the impact of operational process changes designed to improve preoperative flow of patients through the perioperative environment. We focus on the implementation of centralized decision‐making and the introduction of an information technology (IT)‐enabled intraoperative prompt, on efficiency, as measured by preoperative patient processing time. We analyze over 33,000 individual surgical cases in a unique field experimental setting to conduct an empirical investigation of the effects of each intervention on patients' time spent in preoperative processing. To identify the causal effect of each process change, we leverage our field experimental research design and cast our analyses in the difference‐in‐differences modeling framework. We compare the preoperative patient processing time of two distinct patient groups, a treatment group that is impacted by the implemented operational changes and a control group that was not impacted by the changes, before and after each process change. Our results suggest a 3.4% reduction in preoperative processing time with only centralized decision‐making in place, yet suggest a 10.8% reduction in preoperative processing time when centralized decision‐making is paired with the IT‐enabled intraoperative prompt. We also find evidence of a complementarity effect between our process changes and surgeon prior process experience. Our study contributes to the healthcare operations literature by demonstrating the benefits of coordinated information flow within the patient supply chain. We offer insights for hospital managers and healthcare operations scholars alike on the role of information coordination in improving preoperative patient flow with minimal impact on existing resources and staff. }, number={6}, journal={Production and Operations Management}, publisher={SAGE Publications}, author={Kistler, Justin T. and Janakiraman, Ramkumar and Kumar, Subodha and Tiwari, Vikram}, year={2021}, month={Jun}, pages={1647–1667} }
 @article{mallipeddi_janakiraman_kumar_gupta_2021, title={The Effects of Social Media Content Created by Human Brands on Engagement: Evidence from Indian General Election 2014}, volume={32}, url={https://doi.org/10.1287/isre.2020.0961}, DOI={10.1287/isre.2020.0961}, abstractNote={ With human brands or individual celebrities in fields ranging from sports to politics increasingly using social media platforms to engage with their audience, it is important to understand the key drivers of online engagement. Using Twitter data from the political domain, we show that positive and negative-toned content receive higher engagement, as measured by retweets, than mixed or neutral toned tweets. However, less popular human brands generate higher social media engagement from positive-toned content compared with more popular human brands. Therefore, we recommend that popular human brands (e.g., popular politicians or chief executive officers) keep their content objective rather than emotional. Furthermore, the tone of related brands (i.e., human brands who belong to the same political party) has a strong reinforcement effect; that is, social media engagement is higher when the tone of the focal human brand and related brands are the same and lower when the tones are different. Therefore, we prescribe that human brands actively coordinate their social media content with related brands to generate higher engagement. From human brands’ perspective, our findings recommend a comprehensive social media strategy, which takes into account the tone of content, tone of related brands’ content, and human brands’ popularity. }, number={1}, journal={Information Systems Research}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Mallipeddi, Rakesh R. and Janakiraman, Ramkumar and Kumar, Subodha and Gupta, Seema}, year={2021}, month={Mar}, pages={212–237} }
 @article{yli-renko_denoo_janakiraman_2020, title={A knowledge-based view of managing dependence on a key customer: Survival and growth outcomes for young firms}, volume={35}, ISSN={0883-9026}, url={http://dx.doi.org/10.1016/j.jbusvent.2020.106045}, DOI={10.1016/j.jbusvent.2020.106045}, abstractNote={Young firms in business-to-business markets often experience a high level of dependence on a key customer, but what are the firm-level effects of such dependence on survival and growth? And what can entrepreneurs do to manage such dependence? Many of the mechanisms suggested by resource dependence studies (such as safeguarding investments, symmetrical dependence, or acquisitions) are not available for young firms with limited resources. In this article, we develop a knowledge-based framework to examine how young firms can utilize congenital, experiential, and interorganizational learning to manage the effects of dependence on firm survival and growth. We test our hypotheses in a sample of young technology-based firms in the UK. First, we find a significant negative effect of key customer dependence on firm survival. Further, we find that experiential knowledge (accumulated as the firm ages) mitigates this negative effect, indicating that dependence is particularly hazardous for the youngest firms. Surprisingly, contrary to our hypothesis, we find that, for surviving firms, dependence has a positive effect on customer portfolio growth, and that this effect is stronger for less experienced, i.e., younger, firms. The effect is also amplified by congenital learning from the top management team's industry experience. Finally, interorganizational learning (facilitated by the relationship quality of the key customer relationship) has a negative moderating effect on the dependence-growth relationship. This indicates an impeding effect on the young firm's ability to acquire other customers. Taken together, our results contribute a more dynamic and nuanced view of young firms' customer relationships, shedding light on two distinct performance outcomes, firm survival and firm growth.}, number={6}, journal={Journal of Business Venturing}, publisher={Elsevier BV}, author={Yli-Renko, Helena and Denoo, Lien and Janakiraman, Ramkumar}, year={2020}, month={Nov}, pages={106045} }
 @article{lim_rishika_janakiraman_kannan_2020, title={Competitive Effects of Front-of-Package Nutrition Labeling Adoption on Nutritional Quality: Evidence from Facts Up Front-Style Labels}, volume={84}, ISSN={["1547-7185"]}, url={https://doi.org/10.1177/0022242920942563}, DOI={10.1177/0022242920942563}, abstractNote={ “Facts Up Front” nutrition labels are a front-of-package (FOP) nutrition labeling system that presents key nutrient information on the front of packaged food and beverage products in an easy-to-read format. The authors conduct a large-scale empirical study to examine the effect of adoption of FOP labeling on products’ nutritional quality. The authors assemble a unique data set on packaged food products in the United States across 44 categories over 16 years. By using a difference-in-differences estimator, the authors find that FOP adoption in a product category leads to an improvement in the nutritional quality of other products in that category. This competitive response is stronger for premium brands and brands with narrower product line breadth as well as for categories involving unhealthy products and those that are more competitive in nature. The authors offer evidence regarding the role of nutrition information salience as the underlying mechanism; they also perform supplementary analyses to rule out potential self-selection issues and conduct a battery of robustness checks and falsification tests. The authors discuss the implications of the findings for public policy makers, consumers, manufacturers, and food retailers. }, number={6}, journal={JOURNAL OF MARKETING}, publisher={SAGE Publications}, author={Lim, Joon Ho and Rishika, Rishika and Janakiraman, Ramkumar and Kannan, P. K.}, year={2020}, month={Nov}, pages={3–21} }
 @article{zheng_dharmasena_capps jr_janakiraman_2018, title={Consumer demand for and effects of tax on sparkling and non-sparkling bottled water in the United States}, volume={8}, ISSN={2044-0839}, url={http://dx.doi.org/10.1108/jadee-09-2017-0089}, DOI={10.1108/jadee-09-2017-0089}, abstractNote={
Purpose
The purpose of this paper is to investigate the factors affecting consumer demand for and the effects on tax on sparkling and non-sparkling bottled water in the USA.
}, number={3}, journal={Journal of Agribusiness in Developing and Emerging Economies}, publisher={Emerald}, author={Zheng, Wen and Dharmasena, Senarath and Capps Jr, Oral and Janakiraman, Ramkumar}, year={2018}, month={Sep}, pages={501–517} }
 @article{park_rishika_janakiraman_houston_yoo_2018, title={Social Dollars in Online Communities: The Effect of Product, User, and Network Characteristics}, volume={82}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1509/jm.16.0271}, DOI={10.1509/jm.16.0271}, abstractNote={ Online communities have experienced burgeoning popularity over the last decade and have become a key platform for users to share information and interests, and to engage in social interactions. Drawing on the social contagion literature, the authors examine the effect of online social connections on users’ product purchases in an online community. They assess how product, user, and network characteristics influence the social contagion effect in users’ spending behavior. The authors use a unique large-scale data set from a popular massively multiplayer online role-playing game community—consisting of users’ detailed gaming activities, their social connections, and their in-game purchases of functional and hedonic products—to examine the impact of gamers’ social networks on their purchase behavior. The analysis, based on a double-hurdle model that captures gamers’ decisions of playing and spending levels, reveals evidence of “social dollars,” whereby social interaction between gamers in the community increases their in-game product purchases. Interestingly, the results indicate that social influence varies across different types of products. Specifically, the effect of a focal user's network ties on his or her spending on hedonic products is greater than the effect of network ties on the focal user's spending on functional products. Furthermore, the authors find that user experience negatively moderates social contagion for functional products, whereas it positively moderates contagion for hedonic products. In addition, dense networks enhance contagion over functional product purchases, whereas they mitigate the social influence effect over hedonic product purchases. The authors perform a series of tests and robustness checks to rule out the effect of confounding factors. They supplement their econometric analyses with dynamic matching techniques and estimate average treatment effects. The results of the study have implications for both theory and practice and help provide insights on how managers can monetize social networks and use social information to increase user engagement in online communities. }, number={1}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Park, Eunho and Rishika, Rishika and Janakiraman, Ramkumar and Houston, Mark B. and Yoo, Byungjoon}, year={2018}, month={Jan}, pages={93–114} }
 @misc{rishika_janakiraman_2018, title={Social media and retailing: a review and directions for futureresearch}, ISBN={9781786430281 9781786430274}, url={http://dx.doi.org/10.4337/9781786430281.00024}, DOI={10.4337/9781786430281.00024}, abstractNote={The explosive growth of the Internet has enabled technological platforms that have created empowered and informed consumers who know what to shop, when to shop and where to shop. Social media platforms have facilitated this evolution by fundamentally transforming the way consumers interact and share information. Consumers are more tech-savvy than ever and motivated towards delving deeper into researching products and prices before making their purchases. For their part, firms are devoting more and more resources into engaging customers in the online retailing environment, redefining the way they connect with their customers. This chapter provides an organizational framework on social media marketing and retailing activities that can help gain deeper insights into social media research, and guide future research into social media marketing-related topics and issues. It describes factors that potentially influence the effectiveness of social media efforts of a firm, and discusses the consequences of these activities.}, journal={Handbook of Research on Retailing}, publisher={Edward Elgar Publishing}, author={Rishika, Rishika and Janakiraman, Ramkumar}, year={2018}, month={Aug} }
 @article{janakiraman_lim_rishika_2018, title={The Effect of a Data Breach Announcement on Customer Behavior: Evidence from a Multichannel Retailer}, volume={82}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1509/jm.16.0124}, DOI={10.1509/jm.16.0124}, abstractNote={ In this study, the authors assess the effects of a data breach announcement (DBA) by a multichannel retailer on customer behavior. They exploit a natural experiment and use individual customer transaction data from the retailer to conduct a detailed and systematic empirical examination of the effects of a DBA on customer spending and channel migration behavior. To identify the effects, the authors compare the change in customer behavior before and after the DBA between a treatment group (customers whose information is breached) and a control group (customers whose information is not breached) using the difference-in-differences modeling framework. They find that although the data breach results in a significant decrease in customer spending, customers of the firm migrate from the breached to the unbreached channels of the retailer. The findings further reflect that customers with a higher retailer patronage are more forgiving because the negative effects of the DBA are lower for customers with a higher level of patronage. The authors propose and empirically test for the role of customer data vulnerability as the behavioral mechanism that drives customer behavior subsequent to a DBA. The authors offer prescriptions for managers on how to engage with customers following DBAs. }, number={2}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Janakiraman, Ramkumar and Lim, Joon Ho and Rishika, Rishika}, year={2018}, month={Mar}, pages={85–105} }
 @article{li_zhang_meng_janakiraman_2017, title={Is peer evaluation of consumer online reviews socially embedded? – An examination combining reviewer’s social network and social identity}, volume={67}, ISSN={0278-4319}, url={http://dx.doi.org/10.1016/j.ijhm.2017.08.003}, DOI={10.1016/j.ijhm.2017.08.003}, abstractNote={In order to encourage users’ engagement as well as crowdsource quality control, a majority of online review websites have started to provide review peer evaluation votes, reviewer credentialing program and social network service. By considering the review text features as well as reviewer’s social identity and social network, this study examined the factors that influence the peer evaluation of hotel online reviews. The empirical results indicate that (1) review sentiment shows negative effect on “funny” and “useful” votes but positive influence on “cool” votes; (2) both the size and composition of a reviewer’s social network influence the peer evaluation votes on the review, while the latter imposes a much stronger effect; (3) reviewer’s expert/elite social identity can mitigate the review negativity bias. Our study suggests that the review voting context matters and peer evaluation votes of online reviews are socially embedded.}, journal={International Journal of Hospitality Management}, publisher={Elsevier BV}, author={Li, Hengyun and Zhang, Ziqiong and Meng, Fang and Janakiraman, Ramkumar}, year={2017}, month={Oct}, pages={143–153} }
 @misc{malhotra_janakiraman_mishra_chung_2017, title={POM and Marketing}, ISBN={9781315687803}, url={http://dx.doi.org/10.4324/9781315687803-20}, DOI={10.4324/9781315687803-20}, journal={The Routledge Companion to Production and Operations Management}, publisher={Routledge}, author={Malhotra, Manoj K. and Janakiraman, Ramkumar and Mishra, Saurabh and Chung, Moonwon}, year={2017}, month={Mar}, pages={374–391} }
 @article{kumar_bezawada_rishika_janakiraman_kannan_2016, title={From Social to Sale: The Effects of Firm-Generated Content in Social Media on Customer Behavior}, volume={80}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1509/jm.14.0249}, DOI={10.1509/jm.14.0249}, abstractNote={ Given the unprecedented reach of social media, firms are increasingly relying on it as a channel for marketing communication. The objective of this study is to examine the effect of firm-generated content (FGC) in social media on three key customer metrics: spending, cross-buying, and customer profitability. The authors further investigate the synergistic effects of FGC with television advertising and e-mail communication. To accomplish their objectives, the authors assemble a novel data set comprising customers’ social media participation data, transaction data, and attitudinal data obtained through surveys. The results indicate that after the authors account for the effects of television advertising and e-mail marketing, FGC has a positive and significant effect on customers’ behavior. The authors show that FGC works synergistically with both television advertising and e-mail marketing and also find that the effect of FGC is greater for more experienced, tech-savvy, and social media–prone customers. They propose and examine the effect of three characteristics of FGC: valence, receptivity, and customer susceptibility. The authors find that whereas all three components of FGC have a positive impact, the effect of FGC receptivity is the largest. The study offers critical managerial insights regarding how to leverage social media for better returns. }, number={1}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Kumar, Ashish and Bezawada, Ram and Rishika, Rishika and Janakiraman, Ramkumar and Kannan, P.K.}, year={2016}, month={Jan}, pages={7–25} }
 @article{mukherji_janakiraman_dutta_rajiv_2016, title={How Direct-to-Consumer Advertising for Prescription Drugs Affects Consumers' Welfare}, volume={57}, ISSN={0021-8499}, url={http://dx.doi.org/10.2501/jar-2016-050}, DOI={10.2501/jar-2016-050}, abstractNote={ABSTRACT In August 1997, the U.S. Food and Drug Administration (FDA) allowed brand-specific advertising on television. A simultaneous rise in direct-to-consumer advertising (DTCA) spending and prescription drug sales has resulted in a heated debate among pharmaceutical firms and medical practitioners, as well as in the U.S. Congress and the popular press. One side claims that DTCA creates demand and higher prices for the advertised brands; the other claims that DTCA increases consumer knowledge. The current study sheds light on the debate with a comparison of consumer welfare before and after the 1997 policy change, using a structural econometric model. The results suggest that DTCA seems to be increasing consumer welfare.}, number={1}, journal={Journal of Advertising Research}, publisher={WARC Limited}, author={Mukherji, Prokriti and Janakiraman, Ramkumar and Dutta, Shantanu and Rajiv, Surendra}, year={2016}, month={Nov}, pages={94–108} }
 @article{edwardson_kash_janakiraman_2016, title={Measuring the Impact of Electronic Health Record Adoption on Charge Capture}, volume={74}, ISSN={1077-5587 1552-6801}, url={http://dx.doi.org/10.1177/1077558716659408}, DOI={10.1177/1077558716659408}, abstractNote={ We examine the impact of electronic health record (EHR) adoption on charge capture—the ability of providers to properly ensure that billable services are accurately recorded and reported for payment. Drawing on billing and practice management data from a large, integrated pediatric primary care network that was previously a paper-based organization, monthly encounter, charge, and collection data were collected from 2008 through 2013. Two-level fixed effects models were built to test the impact of EHR adoption on charge capture. The introduction of the EHR to the pediatric primary care network was independently associated with an $11.09 increase in average per patient charges, an $11.49 increase in average per patient collections, and an improvement in physicians’ charge-to-collection ratios. Despite high initial outlays and operating costs related to EHR adoption, these results suggest organizations may recoup many of these costs over the long term. }, number={5}, journal={Medical Care Research and Review}, publisher={SAGE Publications}, author={Edwardson, Nicholas and Kash, Bita A. and Janakiraman, Ramkumar}, year={2016}, month={Jul}, pages={582–594} }
 @book{kumar_bezawada_rishika_janakiraman_kannan_2016, series={Marketing Science Institute Working Paper Series}, title={The Effects of Firm Generated Content in Social Media on Customer Behavior: An Empirical Examination}, number={16-11116-111}, author={Kumar, Ashish and Bezawada, Ram and Rishika, Rishika and Janakiraman, Ramkumar and Kannan, P.K.}, year={2016}, collection={Marketing Science Institute Working Paper Series} }
 @article{winterich_carter_barone_janakiraman_bezawada_2015, title={Tis better to give than receive? How and when gender and residence‐based segments predict choice of donation‐ versus discount‐based promotions}, volume={25}, ISSN={1057-7408 1532-7663}, url={http://dx.doi.org/10.1016/j.jcps.2014.12.006}, DOI={10.1016/j.jcps.2014.12.006}, abstractNote={Abstract}, number={4}, journal={Journal of Consumer Psychology}, publisher={Wiley}, author={Winterich, Karen Page and Carter, Robert E. and Barone, Michael J. and Janakiraman, Ramkumar and Bezawada, Ram}, year={2015}, month={Jan}, pages={622–634} }
 @article{dong_janakiraman_xie_2014, title={The Effect of Survey Participation on Consumer Behavior: The Moderating Role of Marketing Communication}, volume={33}, ISSN={0732-2399 1526-548X}, url={http://dx.doi.org/10.1287/mksc.2014.0852}, DOI={10.1287/mksc.2014.0852}, abstractNote={ Past research has established that just surveying individuals or measuring consumers' intentions can influence their subsequent behaviors. Building on self-generated validity theory and extant studies on the survey participation effect, we examine the behavioral phenomenon in a setting where consumers repeatedly participate in brand-specific surveys of all competing brands in a product category. We also investigate the existence and magnitude of the survey participation effect at the individual decision maker level while accounting for marketing communication efforts of the focal and competing brands. We test our proposed individual-consumer-level model using unique behavioral panel data with survey participation and marketing communication information. Our results suggest that the survey participation effect exists in a competitive marketplace setting where consumers' intentions toward a focal brand and all the competing brands are measured. We find evidence of a backlash effect wherein survey participation and marketing communication work against each other. We also find that consumers' participation in surveys of competing brands does not positively spill over to their choice of the focal brand. Based on our results, we suggest important implications for coordination between marketing communication efforts and marketing research activities. }, number={4}, journal={Marketing Science}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Dong, Xiaojing and Janakiraman, Ramkumar and Xie, Ying}, year={2014}, month={Jul}, pages={567–585} }
 @article{rishika_kumar_janakiraman_bezawada_2013, title={The Effect of Customers' Social Media Participation on Customer Visit Frequency and Profitability: An Empirical Investigation}, volume={24}, ISSN={1047-7047 1526-5536}, url={http://dx.doi.org/10.1287/isre.1120.0460}, DOI={10.1287/isre.1120.0460}, abstractNote={ In this study we examine the effect of customers' participation in a firm's social media efforts on the intensity of the relationship between the firm and its customers as captured by customers' visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers' social media participation data with individual customer level transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm's social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is greater when there are high levels of activity in the social media site and for customers who exhibit a strong patronage with the firm, buy premium products, and exhibit lower levels of buying focus and deal sensitivity. We find that the above set of results holds for customer profitability as well. We discuss theoretical implications of our results and offer prescriptions for managers on how to engage customers via social media. Our study emphasizes the need for managers to integrate knowledge from customers' transactional relationship with their social media participation to better serve customers and create sustainable business value. }, number={1}, journal={Information Systems Research}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Rishika, Rishika and Kumar, Ashish and Janakiraman, Ramkumar and Bezawada, Ram}, year={2013}, month={Mar}, pages={108–127} }
 @article{grossman_yli-renko_janakiraman_2012, title={Resource Search, Interpersonal Similarity, and Network Tie Valuation in Nascent Entrepreneurs’ Emerging Networks}, volume={38}, ISSN={0149-2063 1557-1211}, url={http://dx.doi.org/10.1177/0149206310383693}, DOI={10.1177/0149206310383693}, abstractNote={This article contributes to the entrepreneurship and network literatures by addressing the fundamental research question of how a new venture’s initial network ties are formed. The authors focus on the broad network search evinced by nascent entrepreneurs at the very earliest stages of venture and network creation and examine some of the instrumental and interpersonal mechanisms driving nascent entrepreneurs’ value attributions about the contacts met during this network search. The authors utilize a unique empirical data set of 1,407 entrepreneur–contact dyads collected during a 6-month period of real-time nascent venture activity. Their results suggest a view of new venture network construction in which the content benefits conferred through anticipated or real resource acquisition form a clear basis for entrepreneurs’ assessments of value, with the process benefits of interpersonal age and gender similarity playing an amplifying role. Contrary to their expectations, the authors did not observe direct interpersonal similarity effects. Their findings shed light on some of the very early decision processes that underlie an entrepreneur’s network search and thus are critical to network formation.}, number={6}, journal={Journal of Management}, publisher={SAGE Publications}, author={Grossman, Elissa B. and Yli-Renko, Helena and Janakiraman, Ramkumar}, year={2012}, pages={1760–1787} }
 @article{janakiraman_parish_berry_2011, title={The Effect of the Work and Physical Environment on Hospital Nurses' Perceptions and Attitudes: Service Quality and Commitment}, volume={18}, ISSN={1068-6967 2575-6222}, url={http://dx.doi.org/10.1080/10686967.2011.11918334}, DOI={10.1080/10686967.2011.11918334}, abstractNote={This study investigates the effect of the physical and work environments of a hospital on nurses' perceptions of and attitudes toward the hospital. Using a unique dataset resulting from a quasi-experiment in which the hospital under study added a new wing to its existing facility, the authors add to the literature by empirically analyzing how physical and work environment factors influence the nurses' perceptions on two key outcome measures: service quality provided by the hospital and the nurses' commitment to the hospital. For the physical environment, they focus on quality of patient areas, safety, and quality of work space. For the work environment, they evaluate supervisor support, communication openness, and teamwork. Analyses of the responses of the nurses prior to and following occupancy of the new facility reveal intriguing findings. The results of the authors' study show that both physical (quality of patient areas, safety, and quality of work spaces) and work environment (supervisor support and communication openness) variables positively affect nurses' perceptions of service quality and commitment. Further, as expected, the effect is more pronounced (positive) for those nurses who moved to the new facility compared to those who continued to work in the existing facility. Based on the authors' results, they offer implications for hospital managers.}, number={4}, journal={Quality Management Journal}, publisher={Informa UK Limited}, author={Janakiraman, Ramkumar and Parish, Janet Turner and Berry, Leonard L.}, year={2011}, month={Jan}, pages={36–49} }
 @article{aron_dutta_janakiraman_pathak_2011, title={The Impact of Automation of Systems on Medical Errors: Evidence from Field Research}, volume={22}, ISSN={1047-7047 1526-5536}, url={http://dx.doi.org/10.1287/isre.1110.0350}, DOI={10.1287/isre.1110.0350}, abstractNote={ We use panel data from multiple wards from two hospitals spanning a three-year period to investigate the impact of automation of the core error prevention functions in hospitals on medical error rates. Although there are studies based on anecdotal evidence and self-reported data on how automation impacts medical errors, no systematic studies exist that are based on actual error rates from hospitals. Further, there is no systematic evidence on how incremental automation over time and across multiple wards impacts the rate of medical errors. The primary objective of our study is to fill this gap in the literature by empirically examining how the automation of core error prevention functions affects two types of medical errors. We draw on the medical informatics literature and principal-agency theory and use a unique panel data set of actual documented medical errors from two major hospitals to analyze the interplay between automation and medical errors. We hypothesize that the automation of the sensing function (recording and observing agent actions) will have the greatest impact on reducing error rates. We show that there are significant complementarities between quality management training imparted to hospital staff and the automation of control systems in reducing interpretative medical errors. We also offer insights to practitioners and theoreticians alike on how the automation of error prevention functions can be combined with training in quality management to yield better outcomes. Our results suggest an optimal implementation path for the automation of error prevention functions in hospitals. }, number={3}, journal={Information Systems Research}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Aron, Ravi and Dutta, Shantanu and Janakiraman, Ramkumar and Pathak, Praveen A.}, year={2011}, month={Sep}, pages={429–446} }
 @article{janakiraman_niraj_2011, title={The Impact of Geographic Proximity on What to Buy, How to Buy, and Where to Buy: Evidence from High-Tech Durable Goods Market*}, volume={42}, ISSN={0011-7315}, url={http://dx.doi.org/10.1111/j.1540-5915.2011.00335.x}, DOI={10.1111/j.1540-5915.2011.00335.x}, abstractNote={Social contagion effects due to geographical proximity refer to the social effects wherein the behavior of an individual varies with the behavior of other individuals who are geographically close. Although the influence of such effects on consumer choices has been established in several contexts, much of the extant studies have focused on its effect on consumers’ decision of whether to buy a new product or adopt a new innovation. There has been no systematic examination of the influence of geographic proximity on other aspects of consumers’ product buying process such as what to buy (i.e., brand choice), how to buy (i.e., the channel), and where to buy (i.e., retailers). Such effects can matter significantly in high-technology and durable goods markets and therefore, it is critical to understand the scope of these on consumers’ choice of retailers and channel as well. Drawing on literatures from word of mouth effects, ecommerce, and consumers’ perception of risk in their purchase process, we develop a set of hypotheses on the effect of geographic proximity on consumers’ choices of what to buy, how to buy, and where to buy. Leveraging a microlevel dataset of purchases of personal computers, we develop brand-, retailer-, and channel-related measures of proximity effects at the individual consumer level and estimate a joint disaggregate model of the three choices that make up a product purchase process to test these hypotheses. Our results indicate a significant contagion effect on each of the three choices. Furthermore, we find evidence of a greater effect of geographic proximity on inexperienced consumers—those who are new to the product category. Our results thus help develop a holistic understanding of the influence of social contagion effects on consumers’ decision making.}, number={4}, journal={Decision Sciences}, publisher={Wiley}, author={Janakiraman, Ramkumar and Niraj, Rakesh}, year={2011}, month={Oct}, pages={889–919} }
 @article{grewal_janakiraman_kalyanam_kannan_ratchford_song_tolerico_2010, title={Strategic Online and Offline Retail Pricing: A Review and Research Agenda}, volume={24}, ISSN={1094-9968 1520-6653}, url={http://dx.doi.org/10.1016/j.intmar.2010.02.007}, DOI={10.1016/j.intmar.2010.02.007}, abstractNote={ In the increasingly complex retailing environment, more and more retailers operate in more than one channel, such as brick-and-mortar, catalogs, and online. Success in this dynamic environment relies on the strategic management and coordination of both online and offline pricing. This article provides an overview of findings from past research in both offline and online domains and presents an organizing framework, as well as an agenda to spur additional research. }, number={2}, journal={Journal of Interactive Marketing}, publisher={SAGE Publications}, author={Grewal, Dhruv and Janakiraman, Ramkumar and Kalyanam, Kirthi and Kannan, P.K. and Ratchford, Brian and Song, Reo and Tolerico, Stephen}, year={2010}, month={May}, pages={138–154} }
 @article{janakiraman_sismeiro_dutta_2009, title={Perception Spillovers across Competing Brands: A Disaggregate Model of how and When}, volume={46}, ISSN={0022-2437 1547-7193}, url={http://dx.doi.org/10.1509/jmkr.46.4.467}, DOI={10.1509/jmkr.46.4.467}, abstractNote={ Drawing on the accessibility–diagnosticity framework and previous literature on branding and order of entry, the authors hypothesize that perception spillovers can also occur across directly competing products that do not share a common brand name. The authors suggest two mechanisms (prior perception spillover and dynamic perception spillover) and one moderating variable (product/brand similarity). To test for spillovers across competing brands, the authors develop a structural Bayesian learning model and estimate it using prescription choice and marketing communication data from a panel of physicians. From their model results, the authors find evidence of prior and dynamic perception spillovers across competing brands only when brands are sufficiently similar. In contrast, they find no evidence of spillover effects across brands that are highly dissimilar. Finally, several policy experiments illustrate the strength and significance of competitive spillovers for product diffusion, and from the results, the authors derive strategic implications for order-of-entry effects and the entry of “me-too” products. }, number={4}, journal={Journal of Marketing Research}, publisher={SAGE Publications}, author={Janakiraman, Ramkumar and Sismeiro, Catarina and Dutta, Shantanu}, year={2009}, month={Aug}, pages={467–481} }
 @article{yli-renko_janakiraman_2008, title={How Customer Portfolio Affects New Product Development in Technology-Based Entrepreneurial Firms}, volume={72}, ISSN={0022-2429 1547-7185}, url={http://dx.doi.org/10.1509/jmkg.72.5.131}, DOI={10.1509/jmkg.72.5.131}, abstractNote={This article focuses on how the customer portfolios of technology-based entrepreneurial firms affect new product development. Drawing on knowledge-based, resource dependence, and relational theories, the authors argue that the impact of a firm's customers on new product development depends on the size and relational embeddedness of the customer portfolio and the extent to which the firm is dependent on one or a few dominant customers for a majority of its revenues. The authors test the research model using longitudinal data on young firms operating in business-to-business markets in six technology-based industries. The results indicate that customer portfolio size has an inverse U-shaped relationship to the number of new products developed and that the more relationally embedded the customer set, the more new products the firm develops. Dependence stemming from revenue concentration has a negative impact on new product output. Furthermore, the authors find that relational embeddedness can compensate for too small of a customer portfolio and can help offset the negative effects of a highly concentrated portfolio. These results make important theoretical and empirical contributions to the new product development literature, helping uncover some of the antecedents of innovative productivity particularly relevant for young, technology-based firms. The results also contribute to the broader discourse on how customers affect new product development.}, number={5}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Yli-Renko, Helena and Janakiraman, Ramkumar}, year={2008}, month={Sep}, pages={131–148} }
 @article{berry_parish_janakiraman_ogburn-russell_couchman_rayburn_grisel_2008, title={Patients' Commitment to Their Primary Physician and Why It Matters}, volume={6}, ISSN={1544-1709 1544-1717}, url={http://dx.doi.org/10.1370/afm.757}, DOI={10.1370/afm.757}, abstractNote={PURPOSE The patient-physician relationship is the cornerstone of health care service delivery. The objectives of this study were to assess the contribution of relationship commitment along with trust to patient-physician relationships and to evaluate the association of commitment and trust with adherence to medical advice and healthy eating behaviors. METHODS To test the proposed model, we developed a questionnaire that included both existing scales and a scale constructed specifically for the study; the questions addressed trust, commitment, adherence to physicians’ medical recommendations, and healthy eating behavior. The questionnaire was given to adult patients in the waiting rooms of 4 large clinics in central Texas. RESULTS A total of 1,008 patients returned questionnaires; 869 patients’ questionnaires were complete and used in the analysis. A 3-stage least squares analysis that tested a system of 4 equations which included relationship commitment yielded a systemwide R2 of 0.71 that was 0.09 higher than a system of equations excluding relationship commitment. Trust and commitment were positively associated with adherence (P <.001 and P = .02, respectively). We also found positive relationships between adherence and commitment and between trust and commitment (P <.001 for each). Adherence and commitment were both associated with healthy eating behavior as well (P <.001 for each). CONCLUSIONS Patients’ trust in their physician and commitment to the relationship offer a more complete understanding of the patient-physician relationship. In addition, trust and commitment favorably influence patients’ health behaviors.}, number={1}, journal={The Annals of Family Medicine}, publisher={Annals of Family Medicine}, author={Berry, L. L. and Parish, J. T. and Janakiraman, R. and Ogburn-Russell, L. and Couchman, G. R. and Rayburn, W. L. and Grisel, J.}, year={2008}, month={Jan}, pages={6–13} }
 @article{janakiraman_dutta_sismeiro_stern_2008, title={Physicians' Persistence and Its Implications for Their Response to Promotion of Prescription Drugs}, volume={54}, ISSN={0025-1909 1526-5501}, url={http://dx.doi.org/10.1287/mnsc.1070.0799}, DOI={10.1287/mnsc.1070.0799}, abstractNote={ Motivated by the medical literature findings that physicians are inertial, we seek to understand (1) whether physicians exhibit structural persistence in drug choice (structural persistence occurs when the drug chosen for a patient depends structurally on the drug previously prescribed by the physician to other patients) and (2) whether persistence, if present, is a physician-specific characteristic or a physician state that can change over time. We further explore the role of promotional tools on persistence and drug choice, and we investigate whether physicians who exhibit persistence respond differently to three forms of sales promotion: one-to-one meetings (detailing), out-of-office meetings, and symposium meetings. }, number={6}, journal={Management Science}, publisher={Institute for Operations Research and the Management Sciences (INFORMS)}, author={Janakiraman, Ramkumar and Dutta, Shantanu and Sismeiro, Catarina and Stern, Philip}, year={2008}, month={Jun}, pages={1080–1093} }