Kissan Joseph


Kissan Joseph
  • Area Director, Marketing and Business Law
  • Crown/Sherr Professor
  • Marketing and Business Law academic area

Contact Info

Capitol Federal Hall, Room 2182
Lawrence

Education

Ph.D. in Marketing (major field) and Econometrics (supporting field), Krannert Graduate School of Management, Purdue University, 1992
M.S. in Physics, Indian Institute of Technology, 1985, New Delhi

Research

Research interests:

  • Pricing
  • Compensation Design
  • Marketing-Finance Interface

Teaching

Teaching interests:

  • Marketing
  • Digital Marketing
  • Sales Force Management
  • Pricing

Selected Publications

Bansal, Naresh, Kissan Joseph, Minghui Ma, and M. Babajide Wintoki (2017), “Do CMO Incentives Matter?  An Empirical Investigation of CMO Compensation and Its Impact on Firm Performance,” Management Science,  63 (6), 1993 – 2015.

Zhang, Zelin, Kissan Joseph and Ramanathan Subramaniam (2015), “Probabilistic Selling Under Quality-Differentiation,” Management Science, 61 (8), 1938 – 1958.   

Joseph, Kissan and Vernon Richardson (2002), “Free Cash Flow, Agency Costs,and the Affordability Method of Advertising Budgeting,” Journal of Marketing, 66 (1), 94 – 107.  

Joseph, Kissan (2001), “On the Optimality of Delegating Pricing Authority to the Sales Force,” Journal of Marketing, 65 (1), 62 – 70.  

Joseph, Kissan and Alex Thevaranjan (1998), "Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective," Marketing Science, 17 (2), 107-123.