Faculty Profiles

Joseph, Kissan

Associate Professor, Stockton Faculty Fellow


345 H Summerfield Hall
University of Kansas, School of Business
1300 Sunnyside Avenue
Lawrence, KS 66045-7585

P: (785) 864-7535
kjoseph@ku.edu

Education PhD Major Field: Marketing; Supporting Field: Econometrics Krannert Graduate School of Management, Purdue University M.S. Physics, Indian Institute of Technology, New Delhi, 1985 Curriculum Vitae
Academic Areas Marketing
Interests Teaching: Internet Marketing Sales Force Management and Personal Selling Pricing Marketing Research Research: Design of Compensation Contracts Pricing Advertising Budgeting Pharmaceutical Marketing
Current Activities Working Papers: Choi, Beom Joon, Kissan Joseph, and James Lemieux (2007), “Profitability of Mail-In Rebate Promotions: Time-Inconsistent Preferences or Price-Discrimination?". Download
Selected Publications Joseph, Kissan and Alex Thevaranjan (2008), “Investigating Pricing Solutions to Combat Spam: Postage Stamp and Bonded Senders,” Forthcoming Journal of Interactive Marketing. Download Joseph, Kissan and Murali Mantrala (2008) “A Model of the Role of Free Drug Samples in Physicians’ Prescription Decisions,” Forthcoming Marketing Letters. Download Hansen, Anna-Kristen, Kissan Joseph and Manfred Krafft (2008), "Price-Delegation in Sales Organizations: An Empirical Investigation," Forthcoming Bu R, Business Research Journal of the German Academic Association for Business Research. Download 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.