Kissan Joseph

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

Contact Info

785-864-7535
Capitol Federal Hall, Room 2182
Lawrence

Personal Links

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.