Kissan Joseph

Stockton Faculty Fellow
Primary office:
Capitol Federal Hall
Room 4164
University of Kansas

Academic Area



Ph.D., Major Field: Marketing; Supporting Field: Econometrics, Krannert Graduate School of Management, Purdue University, 1992
M.S. Physics, Indian Institute of Technology, New Delhi, 1985



  • Internet Marketing
  • Sales Force Management and Personal Selling
  • Pricing
  • Marketing Research


  • Modeling marketing phenomena in the areas of pricing, compensation of marketing agents, and stock-market response to marketing investments

Current Activities

Work in Progress:

  • CMO Compensation
  • Sales Force Compensation
  • Pricing

Selected Publications

Bansal, Naresh, Kissan Joseph, Minghui Ma, and M. Babajide Wintoki (2016), “Do CMO Incentives Matter?  An Empirical Investigation of CMO Compensation and Its Impact on Firm Performance,” forthcoming Management ScienceDownload

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

Vladimir, Ivanov, Kissan Joseph and M. Babajide Wintoki​ (2013), “Disentangling the Market Value of Customer Satisfaction: Evidence from Market Reaction to the Unanticipated Component of ACSI Announcements,” International Journal of Research in Marketing, 30 (2), 168-178. Download

Joseph, Kissan and M. Babajide Wintoki (2013), Advertising Investments, Information Asymmetry, and Insider Gains; Journal of Empirical Finance, 22 (June) 1-15. Lead Article. Download

Joseph, Kissan, Ramanathan Subramaniam, and Vivek Patil (2013), "The Impact of Consumption Hassle on Pricing Schedules," Managerial and Decision Economics, 31 (1), 1–14. Lead Article. Download

Joseph, Kissan, M. Babajide Wintoki​, and Zelin Zhang (2011), "Forecasting Abnormal Stock Returns and Trading Volume Using Investor Sentiment: Evidence from Online Search," International Journal of Forecasting, 27 (4) 1116–1127.

Mantrala, Murali K., Sonke Albers, Fabio Caldieraro, Ove Jensen, Kissan Joseph, Manfred Krafft, Chakravarthi Narasimhan, Srinath Gopalakrishna, Andris Zoltners, Rajiv Lal, Leonard Lodish (2010), “Sales Force Modeling: State of the Field and Research Agenda, Marketing Letters, 21(3), 255 - 272

Joseph, Kissan and Murali Mantrala (2009) "A Model of the Role of Free Drug Samples in Physicians’ Prescription Decisions," Marketing Letters, 20(1), 15-29. Download

Joseph, Kissan and Alex Thevaranjan (2008), "Investigating Pricing Solutions to Combat Spam: Postage Stamp and Bonded Senders," Journal of Interactive Marketing, 22 (Winter), 21-35. Download

Hansen, Anna-Kristen, Kissan Joseph and Manfred Krafft (2008), "Price-Delegation in Sales Organizations: An Empirical Investigation," Bu R, Business Research Journal of the German Academic Association for Business Research, 1(1), 94-104. Download

Choi, Beomjoon, Kissan Joseph, and Rosen, Dennis (2008), "Why Do Service Providers Employ Their Face-Shots in Marketing Communications?" Seoul Journal of Business, 14 (June), 105-121.

Joseph, Kissan, David N. Laband, and Vivek Patil (2005), "Research Quality and Author Orderings," Southern Economic Journal, 71 (3), 545 - 555.

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.

Thevaranjan, Alex and Kissan Joseph (1999), "Incentives and Job Redesign: The Case of the Personal Selling Function," Managerial and Decision Economics, 20,205-216.

Joseph, Kissan and Alex Thevaranjan, (1999) "Optimal Monitoring in Sales Force Control Systems," Marketing Letters, 10 (2), 161 – 176.

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

Joseph, Kissan and Manohar U. Kalwani (1998), "The Role of Bonus Pay In Salesforce Compensation Plans," Industrial Marketing Management, 27 (2), 147 - 159.

Joseph, Kissan and Manohar U. Kalwani (1995), "The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans," Marketing Letters, 6 (3), 183-197.

Joseph, Kissan and Manohar U. Kalwani (1992), "Do Bonus Payments Help Enhance Salesforce Retention?" Marketing Letters, 3 (4), 331-341.


  • Internet Marketing
  • Sales Force Management and Personal Selling
  • Pricing
  • Marketing Research

Teaching Interests

  • Marketing
  • Digital Marketing
  • Sales Force Management
  • Pricing

Research Interests

  • Pricing
  • Compensation Design
  • Marketing-Finance Interface

Selected Publications

Joseph, K., Subramanium, R., & Patil, V. (2013). The Impact of Consumption Hassle on Pricing Schedules. Managerial and Decision Economics, 34(1), 1-14.

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