Sanjay Jain

Sanjay Jain is Professor and O.P. Jindal Distinguished Chair in Marketing at the Naveen Jindal School of Management, University of Texas at Dallas. He has also taught at Texas A&M University, Purdue University and the University of Maryland at College Park.  Sanjay's research interests are in the area of competitive strategy, behavioral industrial organization and experimental game theory.  His research has been published in Journal of Marketing Research, Marketing Letters, Marketing Science and Management Science.  Sanjay's research has been a finalist for the Paul Green Award for the best paper published in the Journal of Marketing Research in 2002 and 2019, John D.C. Little Award in 2008 for the best paper published in Marketing Science or marketing section of Management Science and the INFORMS Society of Marketing Science Long-Term Impact Award in 2011 for a paper published in Marketing Science or Management Science that is viewed to have made a significant long run impact on the field of marketing.  He received the INFORMS Society of Marketing Science Practice Prize Award in 2007.  Sanjay is an Associate Editor for Management Science and Marketing Science and a Senior Editor for Production and Operations Management. He has also previously served as an AE for International Journal of Research in Marketing and Quantitative Marketing and Economics and on the editorial boards of Decision Sciences, Journal of Marketing and Journal of Marketing Research.  He received the Distinguished Service award as a reviewer for Management Science in 2009, 2010 and 2011. He also received the Meritorious Service Award as an AE for Management Science in 2013 and Outstanding Area Editor Award for International Journal of Research in Marketing in 2021.

Publications in Refereed Journals

  1. Miao, Jin and Sanjay Jain, "Designing Loot boxes: Implications for Profits and Welfare," forthcoming Marketing Science

  2. Kun, Qian and Sanjay Jain, "Digital Content Creation: An Analysis of the Impact of Recommendation Systems" forthcoming Management Science

  3. Jain, Sanjay and Haipeng (Allan) Chen, "Sunk Cost Bias and Time Inconsistency: A Strategic Analysis of Pricing Decisions", Management Science April 2023, 69,4, 2383-2400.

  4. Jain, Sanjay and Kun Qian, "Compensating Online Producers: A Theoretical Analysis", Management Science, November 2021, 67,1, 7075-7090.

  5. Jain, Sanjay, "Time Inconsistency and Product Design: An Analysis of Feature Creep" Marketing Science, September-October 2019, 38, 5, 835-851.

  6. Li, Alice, Sanjay Jain and P.K. Kannan, "Optimal Design of Content Samples for Digital Products and Services," Journal of Marketing Research, June 2019, 56, 3, 419-438. Finalist Paul E. Green Award.

  7. Jain, Sanjay and Jiaoyang (Krista) Li, "Pricing and Product Design for Vice Goods: A Strategic Analysis," Marketing Science, July-August 2018, 37, 34, 592-610.

  8. Li, Jiaoyang (Krista) and Sanjay Jain, "Behavior-Based Pricing: An Analysis of the Impact of Peer-Induced Fairness," Management Science, September 2016, 62, 9, 2705-2721.

  9. Amaldoss, Wilfred and Sanjay Jain, "Branding Conspicuous Goods: An Analysis of the Effect of Social Influence and Competition" Management Science, September 2015, 61, 9, 2064–2079.

  10. Jain, Sanjay, "Self Control and Incentives: An Analysis of Multi-Period Quota Plans," Marketing Science, Sept-Oct 2012, 31, 5, 855-869.

  11. Jain, Sanjay "Marketing of Vice Goods: A Strategic Analysis of the Package Size Decision," Marketing Science, Jan-Feb 2012, 31, 1, 36-51, Discussion Paper with Commentaries and Rejoinder.

  12. Amaldoss, Wilfred and Sanjay Jain, "Reference Groups and Product Line Decisions: An Experimental Investigation of Limited Editions and Product Proliferation," Management Science, April 2010, 56, 4, 621-644.

  13. Jain, Sanjay, "Self Control and Optimal Goals: A Theoretical Analysis," Marketing Science, November-December 2009, 28, 6, 1027-1045.

  14. Kannan, P.K., Barbara Pope and Sanjay Jain, "Pricing Digital Product Lines: A Model and Application for the National Academies Press," Marketing Science, July-August 2009, 28, 4, 620-636. Winner of the INFORMS Society for Marketing Science Practice Prize.

  15. Amaldoss, Wilfred, Teck Ho, Aradhna Krishna, Kay-Yut Chen, Preyas Desai, Ganesh Iyer, Sanjay Jain, Noah Lim, John Morgan, Ryan Oprea, Joydeep Srivastava, "Experiments on Strategic Choices and Markets," Marketing Letters, December 2008, 19, 3-4; 417-429.

  16. Amaldoss, Wilfred and Sanjay Jain, "Trading Up: A Strategic Analysis of Reference Group Effects," Marketing Science, September-October 2008, 28, 932-942.

  17. Amaldoss, Wilfred and Sanjay Jain, "Joint Bidding in the Name-Your-Own-Price Channel: A Strategic Analysis," Management Science, October 2008, 54, 10, 1685-1699, Lead Article

  18. Jain, Sanjay, "Digital Piracy: A Competitive Analysis," Marketing Science, July-August 2008, 27, 610-626. Finalist John D.C. Little Award.

  19. Amaldoss, Wilfred and Sanjay Jain, "Conspicuous Consumption and Sophisticated Thinking, Management Science, October 2005, 51, 10, 1449-1466, Lead article.

  20. Amaldoss, Wilfred and Sanjay Jain, "Pricing of Conspicuous Goods: A Competitive Analysis of Social Effects," Journal of Marketing Research, Feb. 2005, 30-42.

  21. Jain, Sanjay and P.K. Kannan, "Pricing of Information Products on Online Servers: Issues, Models and Analysis," Management Science, September 2002, 1123-1142.

  22. Amaldoss, Wilfred and Sanjay Jain, "David vs. Goliath: An Analysis of Asymmetric Mixed Strategy Games and Experimental Evidence," Management Science, August 2002, 972-991. Finalist INFORMS Society of Marketing Science Long-Term Impact Award.

  23. Amaldoss, Wilfred and Sanjay Jain, "An Analysis of the Impact of Social Factors on Purchase Behavior," Review of Marketing Science, 2 (1), 1-44.

  24. Bayus, Barry, Sanjay Jain and Ambar Rao, "Truth or Consequences: An Analysis of Vaporware and New Product Announcements," Journal of Marketing Research, February 2001, 38, 1, 3-13. Lead Article, Finalist Paul E. Green Award.

  25. Jain, Sanjay and Joydeep Srivastava, "An Empirical and Theoretical Analysis of Price Matching Refund Policies," Journal of Marketing Research, August 2000, 351-362.

  26. Bayus, Barry, Sanjay Jain and Ambar Rao, "Too Little, Too Early: Introduction Timing and New Product Performance in the Personal Digital Assistant Industry," Journal of Marketing Research, Feb 1997, 50-63.

  27. Fernandez, Emmanuel, Sanjay Jain, Hau Lee, Ambar Rao and M.R. Rao, "Improving Productivity by Periodic Performance Evaluation: A Bayesian Stochastic Model," Management Science, October 1995, 1669-1678.

Invited Book Chapter

Wilfred Amaldoss and Sanjay Jain, “Strategic Pricing: An Analysis of Social Influences,” Handbook of Pricing Research in Marketing, 397-418, 2009, editor Vithala Rao, Edward Elgar Publishers.

Honors and Awards

Outstanding Area Editor, International Journal of Research in Marketing, 2021

Finalist, Paul E. Green Award for the best article published in Journal of Marketing Research in 2019

Keynote Speaker, IIM Indore-NASMEI Summer Marketing Information Systems Conference, Indore, India, August 2019

Fellow, ISMS Doctoral Consortium, Rome, Italy June 2019, 2020, 2021

Keynote Speaker, Behavioral Operations Management Conference, Nanjing, China, 2016

Management Science Meritorious Service Award, 2013

Invited Presenter, First Invitational Symposium on Marketing and Innovation ECMI-AMA-EMAC, 2014

Finalist, INFORMS Society of Marketing Science Long-Term Impact Award, 2011

Management Science Distinguished Service Award 2009, 2010, 2011

Finalist, John D. C. Little Award for best marketing article in Marketing Science or Management Science 2008

INFORMS Society of Marketing Science Practice Prize Award 2007

Nominated for the Krowe Teaching Award, University of Maryland, College Park, 2006.

Distinguished Teacher, Krannert Graduate School of Management, Purdue University, Spring 2002

Finalist, Paul E. Green Award for the best article published in Journal of Marketing Research in 2001

Courses Taught

Seminar in Analytical Models of Behavioral IO and Marketing -- University of Texas at Dallas

Marketing Core (Masters) -- University of Texas at Dallas

Marketing Core (M.B.A) -- Texas A&M University

High Technology Marketing (M.B.A.) -- University of Maryland at College Park

New Product Marketing (M.B.A.) -- University of Maryland at College Park

Marketing Core (M.B.A.) -- GISMA (Purdue University)

Marketing Research (M.B.A) -- Purdue University

Marketing Research (Undergraduate) -- Purdue University

Seminar in Modeling (Competitive Strategy)-- University of Maryland, Purdue University, University of California at Berkeley

 Dissertation Committees

2022 Kun Qian (Marketing) – Co-Chair

2018 Chenxi Liao (Marketing) – Member

2018 Fereshteh Zihagh (Marketing) - Member

2016 Jiaoyang (Krista) Li (Marketing) - Chair

2016 Joon Ho Lim (Marketing) - Member

2008 Reo Song (Marketing) – Co-Chair

2008 Thomas Dotzel (Marketing) - member

2005 Lan Luo (Marketing) - member

2005 Kartikeya Singh (Economics) - member

 Associate Editor

Marketing Science (2017- present)

Management Science (2011-present)

International Journal of Research in Marketing (2018-2021)

Quantitative Marketing and Economics (2014-2018)

 Editorial Review Board

Journal of Marketing Research (2008-2021)

Decision Sciences (2004-2010)

Journal of Marketing (2007-2008)