P. V. (SUNDAR) BALAKRISHNAN

Doctoral Dissertation:

"A New Analytical Process Model of Two-Party Negotiation in Channels of Distribution." The Wharton School, University of Pennsylvania.

Committee: Josh Eliashberg (Chair), Richard L. Oliver, Arvind Rangaswamy, Colin Camerer, and Jerry Wind..

Refereed Journal Articles

“Power Law and Evolutionary Trends in Stock Markets,” by P.V.(Sundar) Balakrishnan, James M. Miller, and S. Gowri Shankar. Forthcoming in Economics Letters.

“An Investigation of Mating and Population Maintenance Strategies in Hybrid Genetic Heuristics for Product Line Designs,” by P.V. (Sundar) Balakrishnan, Rakesh S. Gupta and Varghese S. Jacob. Computers and Operations Research, 33 (March) 639–659, 2006.

“Development of Hybrid Genetic Algorithms for Product Line Designs,” by P.V. (Sundar) Balakrishnan, Rakesh Gupta and Varghese S. Jacob. IEEE Transactions on Systems, Man and Cybernetics - Part B Cybernetics. 34, 1 (February), pp.468-483, 2004.

“The Impact of Communication Media on Negotiation Outcomes,” by Jill Purdy, Pete Nye and P.V. (Sundar) Balakrishnan. International Journal of Conflict Management, 11 (2), pp 163 – 188, 2000.

“Consumer Rationality and Economic Efficiency: Is the Assumed Link Justified?” by P.V. (Sundar) Balakrishnan, Rajan Nataraajan and Anand Desai. Marketing Management Journal, 10 (Spring/Summer), pg. 1 – 11, 2000 (Lead Article).

“Classifying Strategic Alternatives,” by Rajan Nataraajan, William R. Boulton and P.V. (Sundar) Balakrishnan. American Business Review, 18 (January), pp 55-61, 2000.

“Comparative Performance of The Frequency-Sensitive Competitive Learning Neural Net and K-Means Algorithm for Market Segmentation,” by P.V. (Sundar) Balakrishnan, Martha C. Cooper, Varghese S. Jacob, and Phillip A. Lewis. European Journal of Operational Research, special issue on Neural Networks, 93 (September), 346-257, 1996.

"Genetic Algorithm for Product Design," by P.V. (Sundar) Balakrishnan and Varghese S. Jacob. Management Science, 42 (August), 1105-1117, 1996.

"Triangulation in Decision Support Systems: Algorithms for Product Design," by P.V. (Sundar) Balakrishnan and Varghese S. Jacob. Decision Support Systems, 14, 313-327, 1995.

"An Analytical Process Model Of Two-Party Negotiations," by P.V. (Sundar) Balakrishnan and Josh Eliashberg. Management Science, 41 (February), 226-243, 1995.

"A Maximin Procedure for The Optimal Insertion Timing of Ad Executions," by P.V. (Sundar) Balakrishnan and Nicholas G. Hall. European Journal of Operational Research, 85 (September), 368-382, 1995.

"A Study of the Classification Capabilities of Neural Networks Using Unsupervised Learning: A Comparison with K-Means Clustering," by P.V. (Sundar) Balakrishnan, Martha C. Cooper, Varghese S. Jacob, and Phillip A. Lewis. Psychometrika, 59 (December), 509-525, 1994.

"Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," by Richard L. Oliver, P.V. (Sundar) Balakrishnan and Bruce Barry. Organizational Behavior and Human Decision Processes, 60 (November), 252-275, 1994.

"Efficiency Evaluation of Retail Outlet Networks for Locational Decisions," by P.V. Balakrishnan, James E. Storbeck and Anand Desai. Environment and Planning B: Planning and Design, 21, 477-488, 1994.

"Toward a Theory of Agenda Setting in Negotiations," by P.V. (Sundar) Balakrishnan, Charles Patton and Phillip A. Lewis. Journal of Consumer Research, 19 (4), March, 637-654, 1993.

"Mail Response Rates in Distribution Channels," by Sudhir K. Chawla, P.V. (Sundar) Balakrishnan and Mary F. Smith. Industrial Marketing Management, 21 (4), 1992.

"Mail Survey Response Rates Using a Lottery Prize Giveaway Incentive," by P.V. (Sundar) Balakrishnan, Sudhir K. Chawla, Mary F. Smith and Brian P. Michalski. Journal of Direct Marketing, 6 (Summer), 54-59, 1992.

"McTHRESH: Modeling Maximum Coverage with Threshold Constraints," by P.V. (Sundar) Balakrishnan and James Storbeck. Environment and Planning B: Planning and Design, 18 (October), 459-472, 1991.

"Evaluating Consumer Preference for Private Long-Term Care Insurance," by Tom Noordewier, Diane Rogers and P.V. (Sundar) Balakrishnan. Journal of Health Care Marketing, 9 (December), 1989.

Other Refereed Works:

Book Reviews:

“The 86 Percent Solution: How to Succeed in the Biggest Market Opportunity of the Next 50 Years by Vijay Mahajan and Kamini Banga (Upper Saddle River, NJ: Wharton School Publishing/Pearson Education,” A Review by P.V. (Sundar) Balakrishnan. Journal of Marketing, Vol. 70, Issue 3, 2006, at: http://www.marketingpower.com/content30964.php.

“Marketing Strategy and Uncertainty: A Review of the book by Sharan Jagpal, Oxford University Press” by P.V. (Sundar) Balakrishnan. Journal of Macromarketing, 20 (June), pg. 96 – 98, 2000.

ISBM Working Paper Series:

“Negotiation Agenda Strategies for Bargaining With Buying Teams” by P.V. (Sundar) Balakrishnan and Charles Patton. Institute for the Study of Business Markets, ISBM Report 11-2006, ($750 award)
http://www.smeal.psu.edu/isbm/database/documents/wp06/11-2006.pdf

Conference Proceedings

"A Cluster Analysis of Brand Choice Data Using Neural Networks," by P.V. (Sundar) Balakrishnan, Martha C. Cooper, Varghese S. Jacob, and Phillip A. Lewis. In the Proceedings of the 20th Annual North American IBSCUG Conference: eds. V.S. Jacob and Hasan Pirkul, July 1992.

Papers Under Review/Revision

“Negotiation Agenda Strategies for Bargaining With Buying Teams” by P.V. (Sundar) Balakrishnan and Charles Patton. Under second review at the Journal of Marketing Research.

"Bargaining Concession Rates and Outcomes: The Effects of Dispositional and Situational Factors" by Ben Shaw-Ching Liu and P.V. (Sundar) Balakrishnan. Under revision for resubmission to the Journal of Marketing Research.

"Measuring Bargaining Efficiency: A Critical Examination," by P.V. (Sundar) Balakrishnan and Charles Patton. Under revision for resubmission to the Journal of Marketing Research.

Current Working Papers:

"An Axiomatic Model of Contract Renegotiations," by P.V. (Sundar) Balakrishnan, Rick Vohra, and Juan Camilo Gomez.

"Relationship Continuity in Channels: The Expectation of Future Negotiation Interactions," by P.V. (Sundar) Balakrishnan.

“Dual Objective Market Segmentation: A Genetic Algorithms Based Clustering Methodology”, with Subodha Kumar and Peng Han.

Work In Progress:

"Who Do We Want to Represent Us in Negotiations? The Impact of Cognitive Motivation and Cooperative Prior Interaction on Negotiator Selection."

SOFTWARE:

NEGOTIAT: A Paramorphic Model of Negotiators to mimic varying bargaining styles. This can be used for Sales Negotiation Training and has been used for data collection. The underlying model describing this was published in my 1995 Management Science paper. Has been employed by others in their research.

GENESYS: A GENEtic Algorithm Based Decision Support SYStem for Product Design. With V.S. Jacob. The underlying framework and computational results of this have been described in my 1995 Decision Support Systems and 1996 Management Science papers.

PRODLINE: A Genetic Algorithm Based Decision Support system for PRODuct LINE Designs. With V.S. Jacob and R. Gupta. This is large and flexible program for the PC. A version of this will be made available for academic uses. (A leading software developer has commercialized this research). This inputs in Consumer Utilities and can output Product Line Designs that meet various Managerial Criteria. The research in this stream is ongoing and has been employed in my recent stream of research papers.

CASES:

Cases in International Negotiations (7 sets) with J. Eliashberg and A. Rangaswamy.

Case on Team Negotiation.

PRESENTATIONS:

Numerous research presentations at various conferences including:
INFORMS, ACR, Marketing Science, ORSA/TIMS, and Academy of Management.

Conference Chairs:

ORSA/TIMS Conference, Washington, D.C., April, 1988. Chairperson of Track on Marketing Practice II.

Albert Haring Symposium, Bloomington, IN, April 1990. Faculty Representative and Member of a Panel Discussion on Establishing a Research Career.

ORSA/TIMS Conference, Philadelphia, October, 1990. Chairperson of Marketing Track on Retailing Models.

TIMS/ORSA Conference, Anaheim, November, 1991. Chairperson of session on AI Applications in Business.

AMA Summer Educators' Conference, Boston, August, 1993. Chairperson of session on Further Pricing Research.

TIMS Marketing Science Conference, Tuscon, March, 1994. Chair of session on Negotiation and Cooperation.

AMA Winter Educators’ Conference, Hilton Head, February, 1996. Chair of Session on Methodological Perspectives in Consumer Research.

INFORMS Marketing Science Conference, Berekely, CA, March, 1997. Chair of session on Product Design.

World Marketing Congress, The Academy of Marketing Science Conference, June 24-27, 1997, Kuala Lumpur, Malaysia. Chair of Track on Pricing Strategy.

World Marketing Congress, The Academy of Marketing Science Conference, June, 1999, Malta. Chair of Track on Pricing Strategy.

Other Academic Presentations:

Invited Presentations given at Marketing/Business Departments:

University of Illinois; Pennsylvania State University; Rutgers University; University of Florida; Florida International University; North Carolina State University; International University of Japan, Southern Illinois University, University of Washington, University of California, Riverside.

Presentations to the Industrial Engineering Departments at: The Ohio State University and University of Washington.

Executive Education Programs:

Seminar on "New Methods in Market Research" for the Central Ohio area AMA executives, Feb. 1991.

Seminar on "Optimal Product Design" for the Upgrading Technolgy (UPTECH) Division Management Consultants' Training Program of the State Bank of India, August 1991.

Seminar on "Product Design with Conjoint Analysis," for Central Ohio area AMA executives, April, 1992.

Seminar on "Genetic Algorithms for Product Design Decisions," for the R & D Center of Hakuhodo, Inc. (The second largest Advertising Agency in JAPAN), Tokyo, November 1993.

Seminar on "Artificial Intelligence based Decision Support Systems for Product Line Designs," for the Advanced Research Techniques (A/R/T) Forum of the AMA, Keystone Resort, CO, June 1998.

Softstrat.Com: A UW and Washington Software Association program. Responsible for the marketing topics area and coordinating a major portion of the program. 1999, 2000.

The Management Program: UW Executive Education certificate program. Responsible for working with 50+ executives during the Residential Program at an off-campus resort in providing the marketing content. 1999 to 2001.

ADMIN 510: UW Educational Outreach program. Responsible for the Operations Management module. 1998 to 2006.

Seminars on "Product Designs," “Market Segmentation,” “Customer Satisfaction” etc., to various companies and after dinner speeches for professional organizations, 2002-2006.

Research Proposals Accepted:

"The Effect of Temporal Order, Issue Salience, and Expectancy Disconfirmation on Negotiation Perception," with Richard L. Oliver.

Sponsors: Marketing Science Institute (MSI); and Sears, Roebuck & Co.; 1986 Amount: All Expenses Paid Trip to Sears' In-house Negotiator Training Seminar.

"Empirical Investigation of a New Analytical Process Model of Two-Party Negotiations in Channels of Distribution," with Josh. Eliashberg.

Sponsor: Centre for Risk in Decision Processes, The Wharton School; 1987, Dollar Amount: $1,000

"Optimal Dynamic Repositioning Strategies in the Product Attribute Space."

Sponsor: The Ohio State University; 1988, Dollar Amount:$15,000

"A Study of the Classification Capabilities of Neural Networks for Market Segmentation," with V.S. Jacob.

Sponsor: The Ohio State University, 1991: $1,000.

"A Genetic Algorithm Based Decision Support System for Product Design."

Sponsor: Dean's Summer Research Fellowship, The Ohio State University, 1992; Amount: $12,000

"A Decision Support System for Product Design," with V.S. Jacob.

Sponsor: College of Business, The Ohio State University1993,: $1,000.

"A Study of Genetic Algorithms for Product Line Design," with V.S. Jacob.

Sponsor: The Ohio State University, 1994: $4,100.

"Project ELCO: Developing an Electronic Learning Community”

Sponsor: University of Washington, Bothell, 1997: $10,000.

SERVICE/EXPERIENCE:

Business Administration Program

University of Washington, Bothell

Courses Taught:

BBUS 543: New Product Marketing

BBUS 422: Marketing Management Laboratory

BBUS 429: Marketing Decision Support Systems

BBUS 340: Project & Operations Management

BBUS 320: Marketing Management

BMKTG 440: Business Marketing

BMKTG 460: Marketing Research

BMKTG 490: Models and Expert Systems for Marketing Decision Making

Independent Study Courses Taught:

Database Marketing Systems; Competitive Intelligence; Corporate Buyers & Value-Added-Resellers Relationships, etc.

Internships, Served as Faculty Advisor for students.

Ph.D. Committee (Graduate School Rep):

Ying Zhang (Statistics) Ph. D. completed 1999.

Steve Yang (Economics) Proposal Defense, 2000.

Henry Schmidt, III (Psychology) Ph.D. completed 2001.

Jennifer Allen, (Genome Sciences) Proposal Defense 2003.

Miriam Monica Treggiari (Epidemiology), 2004 - In progress.

Ed Healey (Marketing), 2006 - In progress.

Administrative Service:

Acting Director of Business Administration Program (1998-2000)

Two Year Service Includes all responsibilities associated with the position of managing and running a business school involving both Strategic and Day-to-day operational activities. This included, for instance:

Developing budgets for the Business Program;
Academic Planning;
Hiring faculty &staff;
Coordinating & articulating with feeder institutions;
Worked on numerous initiatives for student recruiting;
Fund raising (from companies such as, Boeing, ICOS, etc.);
Faculty P&T, annual reviews, & merit raises; etc
Development of a Strategic Plan..

AACSB Accreditation process:

Responsible for spearheading the multi-year effort, 1998-2000.

All associated activities Including:

· preparing the completed AACSB Report for the UWB campus;

· developing the spreadsheet templates for data collection and analysis for the UW system.

This effort resulted in the accreditation of the UWB by AACSB in 2001.

Developing & Implementing New Programs for the campus, including:

Joint M.Mgt. and Ph.D. with Molecular and Cellular Biology at UW Seattle, 1999.

Undergraduate Finance Concentration, 1999.

Undergraduate Business Minor

Other Faculty Service:

Chair, MBA Program Review Committee 2003 – 2004.

Chair, Undergraduate Admissions Committee, 2003 – 2004.

Chair, Search Committee for Associate Professor in Accounting, 2006-2007

Chair, Search for Assistant Professor in Managerial Economics, 2005-2006

Chair, Search for Associate Professor in Management, 1996

Chair, Search for Assistant Professors in Marketing, 1995, 1997

Committee Member of Director Search 1996

Committee Member of numerous Faculty Searches

Master’s Curriculum Design Committee

Undergraduate Curriculum Design/Revision Committees

Annual Review (and P&T) Committees, numerous years

Undergraduate Admissions Committees, numerous years

Helped Implement the Admissions Test for Undergraduate Program

AMA Student Chapter: Founding Faculty Advisor

· Student Advisor for the AMA – Exemplary Chapter recognition from AMA. Presented with Certificate of Appreciation by the Students, 1998.

· Faculty Advisor for the Kellogg Case competition – UWB students placed 16^th in the nation.

BETA GAMMA SIGMA (BGS) Student Chapter:

President & Faculty Advisor, 1998-2000; 2002-current.

Campus Level:

Chair of the

· Faculty Affairs Committee;

· Dean’s Medalist Search Committee

Member of

· GFO’s Executive Council;

· Instructional Support & Computer Utilization Committee;

· Honors and Ceremonies Committee;

· Faculty Retreat Planning Committee.

· Worthington Distinguished Faculty Scholarship Award

· Director of Business Program, UWB (Steve Holland) 5 year Review Committee, Member, 2007.

University Level:

Senator, UW Faculty Senate, (2004 – 2006)

Techno M.B.A. (at UW Seattle) Curriculum Design Committee member, 1999.

Chancellor of UWB (Warren Buck’s) 5 year Review Committee, Member, 2004 – 2005.

Graduate School of Business

The University of Chicago

Taught the MBA, and International Executive MBA Programs

at the main Hyde Park Campus, Gleacher Center, and Barcelona:

B37400: Advanced Marketing Strategy

B37800: Marketing Management

Dept. of Marketing

The Ohio State University

Taught at the MBA and Undergraduate Levels:

BA 752: Cases in Marketing Management

BA 807: MBA Marketing Research

BA 758: Undergraduate Marketing Research

Independent Study Courses Taught:

Marketing Research for Non-Profit Organizations

Pre-Test Marketing Forecasting

Mechanisms for Increasing Mail Response Rates

Optimal Control Theory and its Applications to Marketing

Non-Traditional Models of Decision-Making

Design of Conjoint Choice Simulators

Structuring Negotiation Agendas

Ph.D. Dissertation Committee: Mahmood Hajjat

Ph.D. General Exam Committee: Beverly Geiger, School of Education, Graduate School Rep.

Summer Research Opportunities Program (SROP) for Minority Students: Faculty Sponsor for Ms. Iris Lapsley.

Professional Mentor of the University Mentoring Program (UMP) for Undergraduate Minority Students to Increase Retention.

Other Faculty Service:

College Level:

M.B.A. Blue Ribbon Commission

Business Equipment Utilization Committee

Survey of Undergraduate Counselors Performance

Department Level:

Ph.D. Program Committees

Faculty Recruiting Committee

Tenure and Promotion and Fourth Year Review Committees

(for 5 individuals: Served on 4 Research Sub-Committees)

Survey of past Ph.D. graduates for redesign of the program and Re-drafting the Ph.D. program document

The Wharton School

University of Pennsylvania

Helped to organize and run a three-day Seminar on International Negotiations for the Lauder Institute, of the University of Pennsylvania. Gave a talk on "Strategies and Tactics in International Negotiations" in January of 1987 and 1988.

Assumed a wide range of responsibilities, including:

- Teaching the second-half of a course at the graduate level on Operations Research for Financial Decisions (Second Summer Session OR711).

- Teaching or assisted in teaching, the following courses at the graduate and undergraduate levels: Marketing Research, Pricing Policy, Quantitative Methods for Business Decisions, Product Policy and Marketing Management.

- Developing PC based software for instructional purposes.

- Assisted with The Wharton School's Executive Education Program on Industrial Marketing for the Negotiation session.

Other Service:

- One of two student Representative to the Wharton Doctoral Program Policy Committee

- Representative to Penn's Graduate Students Advisory Committee

Dept. Of Industrial Engineering

The University of Texas at Arlington

-Assisted in teaching Operations Research

-Worked on a project to develop an effective management system for inventory control and workforce requirements for Skychef--a subsidiary of American Airlines.

Lakshmi Machine Works, Coimbatore, India

Intern: Engineering Training Program, Summer 1980

AWARDS AND HONORS

University of Washington, Bothell

Best MBA Professor UWB MBA Students, 2004

Distinguished Teaching Award, nominee or finalist 1997, 1998, 2005, 2006, 2007

Business Instructor of the Year Award, by UWB Business Students, 1995.

Outstanding Performance Award, by UWB AMA Chapter 1998.

MARQUIS' Who's Who in America, 2004, 2005, 2007 editions;.

Who's Who in American Education, 2004, 2005, 2006, 2007 editions;.

Who's Who in Finance and Business, 2006-2007;

Who's Who in the West, 1998, 26th edition;

Top 300 Most Prolific Management Scholars (1997 survey: by INFORMS: based on publications over past 10 years).

.Beta Gamma Sigma

The Ohio State University

Dean's Research Professorship

University Large Seed Grants

NCR Corp.: Univ. Stakeholder Partner's Program (the College of Business competition);

May 1990. Awarded an NCR PC 710.

MARQUIS' Who's Who in the MidWest, 23rd, 24th edition;

Who’s Who in America, Special Index, 47th, 48th edition.

The Wharton School, University of Pennsylvania

AMA Doctoral Consortium Fellow (held at the University of Notre Dame).

Graduate Research & Teaching Assistantship, 1983-1987.

The University of Texas at Arlington

Graduated with a grade point average of 4.0 (A=4.0)

Research and Teaching Assistantships, 1981-1983.

Indian Institute of Technology, Delhi

IIT Delhi Alumni Association, Award for the Best Academic Improvement, 1981

PROFESSIONAL SERVICE

Editorial Board Member:

Psychology and Marketing (2000 – Present)

Journal of Product and Brand Management (2004 – Present)

Significant Reviewing:

Ad Hoc Reviewer for Marketing Science.

Identified among Best 59 out of 733 Reviewers During the last Two years in 2006.

Ranked 2^nd among all Reviewers for Fastest Turnaround (> 2 reviews).

Ranked 6^th among all Reviewers for Fastest Turnaround.

Identified among Best 60 out of 560 Reviewers in 2005.

Ranked 3^rd among all Reviewers for Fastest Turnaround.

Ad Hoc Reviewer for Management Science.

Ad Hoc Reviewer for Journal of Marketing Research

Ad Hoc Reviewer for Journal of Marketing

Ad Hoc Reviewer for Journal of Consumer Research

Other Reviewing:

Reviewer for Organizational Science, Information Systems Research, Journal of Retailing, European Journal of Operational Research, Journal of Business Research, Omega, IEEE Transactions Engineering Management.

Reviewer for:

Austrian Science Foundation.

various Professional Conferences, such as AMA, ACR, Academy of Marketing Science;

AMA John Howard Doctoral Dissertation Competition.

Member of Professional Societies:

American Marketing Association (AMA)

Institute for Operations Research and Management Science (INFORMS)

International Association of Conflict Management (IACM)

PERSONAL:

Birthdate:                    October 16, 1959
Marital Status:             Married to Shobana Balakrishnan (Program Manager, Microsoft)
Children:                     Tara and Maya (Twins born Feb. 20, 1994)
                                    Lila (born August 27, 1997).