B.Sc. (Bachelor of Science), Bangalore University, India. 1968. Physics, Mathematics and Chemistry

B.E. (Bachelor of Engineering), Indian Institute of Science, Bangalore, India. 1971. Electronics

M. Tech. (Master of Technology), IIT Madras, India. 1973. Industrial Management (Major-Marketing)

Ph.D. University of Massachusetts, Amherst. 1978. Business Administration (Major-Marketing)

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Marketing. Business and Corporate Strategy. International Marketing. E-Commerce

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Distinguished Professor of Marketing, Texas A&M University (Sept. 2001 to present)

Professor of Marketing, Texas A&M University (Sept. 1990 to August 2001)

Associate Professor of Marketing, Texas A&M University (Sept. 1986 to August 1990)

Assistant Professor of Marketing, Texas A&M University (June 1981 to August 1986)

Assistant Professor of Marketing, State University of New York, Albany (Sept. 1978 to May 1981)

Lecturer in Marketing, Indian Institute of Technology, Madras, India (October 1974 to August 1976)

Ford Chair in Marketing and E-Commerce, Texas A&M University (Jan. 2001 to present)

Guest Professor of Business Administration, Texas A&M University (April 1996 to Dec. 2000)

Foley’s Professor of Retailing and Marketing, Texas A&M University (Sept. 1991 to March 1996)

Honorary Visiting Professor, City University of Hong Kong (May-June 1997)

Shaw Foundation Chair Visiting Professor, Nanyang Business School, Nanyang Technological University, Singapore (July-August 1996)

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Department Head, Department of Marketing, Texas A&M University (August 1996 to June 2006)

Coordinator, Ph.D. Program in Marketing, Texas A&M University (Sept. 1989 to August 1994)

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Editor: Journal of Marketing -- July 1993 to June 1996

Editor: Journal of the Academy of Marketing Science -- June 2000 to May 2003

President: American Marketing Association (AMA) Marketing Strategy Special Interest Group -- July 1998 to June 2000

Vice President for Publications: Academy of Marketing Science (AMS) – June 2004 to Present

Member, Board of Governors of the Academy of Marketing Science (AMS): June 1998 to May 2004

Co-chair: 39th Annual AMA – Sheth Foundation Doctoral Consortium (June 2004, Texas A&M University, College Station, TX)

Co-chair: AMA Faculty Consortium on Electronic Commerce (July 2001, Texas A&M University, College Station, TX)

Conference Program Co-chair: American Marketing Association Marketing Educators’ Annual National Winter Conference (February 1993, Newport Beach, CA)

Conference Program Co-chair: Academy of Marketing Science Marketing Educators’ Annual National Conference (May 1998, Norfolk, VA)

Doctoral Dissertation Competition Co-chair: American Marketing Association Doctoral Dissertation Competition (1997)

Conference Track Chair -- Marketing Planning and Strategy Track: American Marketing Association Marketing Educators' Annual National Summer Conference (August 1990, Washington, DC)

Special Program Chair and Organizer: “One-day Pre-conference Program on Electronic Commerce,” American Marketing Association Marketing Educators’ Annual National Winter Conference (February 2000, San Antonio, TX)

Program Chair: Texas Universities Marketing Faculty Research Colloquium (April 1991, Texas A&M University, College Station, TX)

Program Co-chair: Texas Universities Marketing Faculty Research Colloquium (April 2003, Texas A&M University, College Station, TX)

Consortium Faculty: AMA Doctoral Consortium
1992 - Michigan State University
1993 - University of Illinois
1994 - Santa Clara University
1995 - University of Pennsylvania
1998 - University of Georgia
2001 - University of Miami
2002 - Emory University
2003 - University of Minnesota
2005 – University of Connecticut

Consortium Faculty: AMA Faculty Consortium
June 1996 - Arizona State University: Keynote Address
July 1998 - Michigan State University

Faculty: Ph.D. Project Marketing Doctoral Students Association Annual Conference
2001 – Washington, D.C.
2002 – San Diego, CA
2003 – Chicago, IL
2004 – Boston, MA
2005 – San Francisco, CA

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American Marketing Association Career Contributions to Marketing Strategy Award (Mahajan Award -- American Marketing Association Marketing Strategy Special Interest Group, August 2003)

Academy of Marketing Science Distinguished Marketing Educator Award (May 2003)

Academy of Marketing Science Distinguished Fellow (May 2002)

Texas A&M University Faculty Distinguished Achievement Award for Research (May 1994)

Mays Business School Faculty Distinguished Achievement Award for Research (December 2004)

Mays Business School Faculty Distinguished Achievement Award for Research (September 1990)

Mays Business School Faculty Distinguished Achievement Award for Research (September 1985)

2001 Journal of Marketing Best Paper Award (Maynard Award). Varadarajan, Rajan, Satish Jayachandran and J. Chris White, “Strategic Interdependence in Organizations: Deconglomeration and Marketing Strategy,” Journal of Marketing, January 2001, p. 15-28.

1993 American Marketing Association Services Marketing Special Interest Group Award for Best Services Article Published in a Refereed Journal. Bharadwaj, Sundar G., Rajan Varadarajan, and John Fahy, "Sustainable Competitive Advantage in Service Industries: A Conceptual Model and Research Propositions,” Journal of Marketing, October 1993.

2000 American Marketing Association Marketing Educators’ Annual Winter Conference Best Paper Award – Best Overall Conference Paper Award. Jayachandran, Satish and Rajan Varadarajan, “Does Success Breed Complacency: The Impact of Past Performance on the Competitive Responsiveness of Organizations.” American Marketing Association Award for the best overall paper presented at the 2000 Marketing Educators’ Winter Conference (February 2000)

1992 Academy of Marketing Science Annual Conference Best Paper Award. Bharadwaj, Sundar G., Rajan Varadarajan, and John Fahy, "Sustainable Competitive Advantage in Service Industries: A Conceptual Model and Propositions”. DeLozier Award for the best paper presented at the annual national conference of the Academy of Marketing Science (April 1992)

2004 American Marketing Association Marketing Educators’ Annual Summer Conference Best Paper Award – E-Commerce and Technology Track. Kalaignanam, Kartik and Rajan Varadarajan (2004), “Outsourcing of Customer Relationship Management: Antecedents and Consequences,” in K. L. Bernhardt et al., (Eds.) 2004 AMA Educators’ Conference Proceedings (Chicago: American Marketing Association), August 2004.

2000 American Marketing Association Marketing Educators’ Annual Winter Conference Best Paper Award – Marketing Strategy Track. Jayachandran, Satish and Rajan Varadarajan, “Does Success Breed Complacency: The Impact of Past Performance on the Competitive Responsiveness of Organizations.” American Marketing Association Award for best paper presented in the Marketing Strategy Track at the 2000 Marketing Educators’ Winter Conference (February 2000)

1998 Foundation for Administrative Research Planning Forum Best Paper Award. Varadarajan, Rajan, “Pathways to Corporate Excellence.” Awarded second prize in the Annual Competition for Best Papers in Corporate and Organizational Planning sponsored by the Foundation for Administrative Research (FAR) and the Planning Forum (August 1988)

1993 Outstanding Ad hoc Reviewer Award. Journal of the Academy of Marketing Science

Finalist. Academy of Marketing Science Doctoral Dissertation Competition (May 1979)

Fellow. American Marketing Association Doctoral Consortium (August 1978)

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1. Sundar G. Bharadwaj. Honorable Mention -- 1994 American Marketing Association Doctoral Dissertation Competition

2. J. Chris White. Winner -- 1997 Marketing Science Institute Doctoral Dissertation Proposal Competition

3. J. Chris White. Winner -- 1999 Academy of Marketing Science Doctoral Dissertation Competition

4. Satish Jayachandran. Honorable Mention -- 1997-1998 George S. Day-Journal of Market Focused Management Doctoral Dissertation Proposal Competition

5. Kartik Kalaignanam. Winner – 2006 Product Development Management Association (PDMA) Dissertation Competition
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Ranked 24th out of 922 scholars who had published in the Journal of Marketing, Journal of Marketing Research and Journal of Advertising Research during the period 1990 through 1996 on the basis of average annual citations (Proceedings of the 2003 American Marketing Association Marketing Educators’ Summer Conference, pp. 198 - 203)

Ranked 21st in a list of most productive marketing faculty during the period 1991 to 1998 on the basis of number of articles published in the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Marketing Science, Journal of the Academy of Marketing Science, and Journal of Retailing (Journal of Marketing Education, Vol. 22, No. 2, August 2000, pp. 99-107)

Cited as among the most productive marketing faculty during the period 1990 to 1996 based on number of publications in the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, and Journal of Retailing (Proceedings of the 1997 American Marketing Association Marketing Educators’ Summer Conference, pp. 191-198)

Cited as among the most productive marketing faculty during the period 1989 to 1993 (Proceedings of the 1995 American Marketing Association Marketing Educators’ Winter Conference, pp. 417- 424)

Cited as among the most published marketing faculty in the Journal of Business Research during the period 1985 to 1999 (Journal of Business Research, Vol. 49, No. 3, September 2000, pp. 303 - 314)

Cited as among the most frequent contributors to the Journal of the Academy of Marketing Science during the period 1973 to 1995 (Journal of the Academy of Marketing Science, Fall 1996, pp. 291- 298)

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Editor: Journal of Marketing (July 1993 to June 1996)

Editor: Journal of the Academy of Marketing Science (June 2000 to May 2003)

Consulting Editor: Journal of Marketing (July 2002 to June 2005)

Associate Editor: Journal of Marketing Research

Guest Editor (With Daryl McKee): Special Issue of Journal of Business Research on Competitive Advantage (June 1995)

Editor (With Anil Menon): Enhancing Knowledge Development in Marketing: Insights from the 1989 AMA Summer Marketing Educators' Conference (Chicago, Illinois: American Marketing Association), 1993

Proceedings Editor (With Bernie Jaworski): Enhancing Knowledge Development in Marketing: Proceedings of the1993 AMA Winter Marketing Educators' Conference (Chicago, Illinois: American Marketing Association), 1993

Proceedings Editor: The Marketing Concept: Perspectives and Viewpoints. Proceedings of AMA Co-sponsored Workshop (College Station, Texas: Texas A&M University), 1983

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Texas A&M University, College Station

MKTG 682 Doctoral Seminar on Marketing Strategy Research

MKTG 675 Marketing Strategy (Graduate)

MKTG 649 Marketing Management (Graduate)

MKTG 448 Marketing Problems (Capstone Undergraduate Course)

MKTG 445 Marketing Research (Undergraduate)

MKTG 321 Marketing Principles (Undergraduate)

State University of New York, Albany

BUS 593A Marketing Research (Graduate)

BUS 593B Strategic Market Planning (Graduate)

BUS 593D Product Management (Graduate)

BUS 586 Marketing Management (Graduate)

MKTG 312 Marketing Research (Undergraduate)

MKTG 310 Principles of Marketing (Undergraduate)

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Student Name (Major) Year of Graduation

1. 1. Chair, Anil Menon (Marketing) 1989

2. Chair, Abdul K. Shaikh (Marketing) 1989

3. Chair, Paulette Dubofsky (Marketing) 1993

4. Chair, Sundar G. Bharadwaj (Marketing) 1993

5. Co-chair, Jacquelyn M. Warwick (Marketing) 1993

6. Co-chair, Lisa C. Troy (Marketing) 1997

7. Chair, Jon Christopher White (Marketing) 1998

8. Chair, Satish Jayachandran (Marketing) 1999

9. Co-chair, Lucille Pointer (Marketing) 2000

10. Chair, Pranjal Gupta (Marketing) 2002

11. Chair, Carmina Cavazos (Marketing, Monterey Tech. Mexico) 2004

12. Co-chair, Leona Tam (Marketing) 2005

13. Chair, Paul Dwyer (Marketing) Current

14. Co-chair, Diane Dowdell (Marketing) Current

15. Co-chair, Kartik Kalaignanam (Marketing) Current

16. Co-chair, Sujan Dan (Marketing) Current

17. Co-chair, Mona Srivastava (Marketing) Current

18. Member, Jeffrey K. Sager (Marketing) 1986

19. Member, Terence A. Clark (Marketing) 1987

20. Member, Daryl O. McKee (Marketing) 1987

21. Member, Robert C. Hill (Management) 1988

22. Member, Daniel Rajaratnam (Marketing) 1989

23. Member, James O. Fiet (Management) 1981

24. Member, Charles Tomkovick (Marketing) 1992

25. Member, Sheila I. Cocke (Marketing) 1993

26. External Advisor, John Fahy (Marketing, University of Dublin) 1998

27. Member, Pushkala Raman (Marketing) 2000

28. Member, David H. Henard (Marketing) 2000

29. Member, Michael Kroff (Marketing) 2006

30. Member, Tarun Kushwaha (Marketing) Current

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Publications in Refereed Journals

1. Varadarajan, Rajan (1978), "Intensive Growth Strategies," Business, Volume 28, Number 6, November-December, 4-11.

2. Varadarajan, Rajan and William R. Dillon (1981), "Competitive Position Effects and Market Share: An Exploratory Investigation," Journal of Business Research, Volume 9, Number 1, March, 49-64.

3. Varadarajan, Rajan and William R. Dillon (1982), "Intensive Growth Strategies: A Closer Examination," Journal of Business Research, Volume 10, Number 4, December, 503-522.

4. Varadarajan, Rajan (1983), "The Sustainable Growth Model: A Tool for Evaluating the Financial Feasibility of Market Share Strategies," Strategic Management Journal, Volume 4, Number 4, October-December, 353-367.

5. Varadarajan, Rajan and Leonard L. Berry (1983), "Strategies for Growth in Banking: An Exposition," International Journal of Bank Marketing, Volume 1, Number 1,15-25.

6. Varadarajan, Rajan (1983), "Intensive Growth Strategies: An Extended Classification," California Management Review, Volume XXV, Spring, Number 3, 118-132.

7. Varadarajan, Rajan, Peter S. Rose and James W. Kolari (1983), "Marketing of NOW Accounts: A Strategic Perspective," Journal of Retail Banking, Volume 5, Number 1, Summer, 45-57.

8. Varadarajan, Rajan and Charles M. Futrell (1984), "Factors Influencing Executives' Perceptions of Smallest Meaningful Pay Increases," Industrial Relations, Volume 23, Number 2, Spring, 278-286.

9. Varadarajan, Rajan (1984), "Consumer Responses to Small Business Coupon Promotions," American Journal of Small Business, Volume 9, Number 2, Fall, 17-26.

10. Varadarajan, Rajan (1984), "Marketing in Developing Countries: The New Frontier," Long Range Planning, Volume 17, Number 6, December, 118-126.

11. Varadarajan, Rajan (1985), "Product Effort and Promotion Effort Hypotheses: An Empirical Investigation," Journal of the Academy of Marketing Science, Volume 13, Number 1, Winter, 47-61.

12. Parasuraman, A. and Rajan Varadarajan (1985), "More on Marketing Strategy and Differential Advantage," Journal of Marketing, Volume 49, Number 2, Spring, 124-128.

13. Varadarajan, Rajan (1985), "A Two-Factor Classification of Competitive Strategy Variables," Strategic Management Journal, Volume 6, Number 4, October-December, 357-375.

14. Varadarajan, Rajan (1985), "Vaulting Trade Barriers: The Japanese Approach," Long Range Planning, Volume 18, Number 1, February, 73-79.

15. Charles M. Futrell and Rajan Varadarajan (1985), "Marketing Executives' Perceptions of Equitable Salary Increases," Industrial Marketing Management, Volume 14, Number 1, February, 59-67.

16. Varadarajan, Rajan (1985), "The Sales Promotion Planning Process in Small Retail Businesses: An Exploratory Review," American Journal of Small Business, Volume 9, Number 4, Spring, 23-33.

17. Varadarajan, Rajan (1985), "Coupon Fraud: A $500 Million Dilemma," Business, Volume 35, Number 4, July-September, 23-29.

18. Varadarajan, Rajan (1985), "Joint Sales Promotion: An Emerging Marketing Tool," Business Horizons, Volume 28, Number 5, September-October, 43-49.

19. Varadarajan, Rajan and Daniel Rajaratnam (1986a), "Symbiotic Marketing Revisited," Journal of Marketing, Volume 50, Number 1, January, 7-17.

20. Varadarajan, Rajan (1986), "Horizontal Cooperative Sales Promotion: A Framework for Classification and Additional Perspectives," Journal of Marketing, Volume 50, Number 2, April, 61-73.

21. Varadarajan, Rajan (1986), "Product Diversity and Firm Performance: An Empirical Inquiry," Journal of Marketing, Volume 50, Number 3, July, 43-57.

22. James W. Kolari, Peter S. Rose and Rajan Varadarajan (1986), "The Effect of Deregulation on Depository Institutions: Survey Evidence on NOW Accounts," Journal of Business Research, Volume 14, Number 5, October, 441-457.

23. Varadarajan, Rajan (1986), "Horizontal Cooperative Sales Promotion: An Idea Whose Time Has Come," Journal of Consumer Marketing, Volume 3, Number 1, Winter, 15-33.

24. Varadarajan, Rajan (1986), "Double Couponing: The Prisoner's Dilemma Problem in Food Retailing," Business Forum, Volume 11, Number 1, Winter, 4-7.

25. Varadarajan, Rajan (1986), "Marketing Strategies in Action," Business, Volume 36, Number 1, January-March, 11-23.

26. Daryl O. McKee, Rajan Varadarajan and J. Vassar (1986), "The Marketing Planning Orientation of Hospitals: An Empirical Study," Journal of Health Care Marketing, Volume 6, Number 4, December, 50-60.

27. Varadarajan, Rajan and Vasudevan Ramanujam (1987), "Diversification and Performance: A Reexamination Using a New Two-Dimensional Conceptualization of Diversity in Firms," Academy of Management Journal, Volume 30, Number 2, June, 380-393.

28. Paulette Dubofsky and Rajan Varadarajan (1987), "Diversification and Measures of Performance: Additional Empirical Evidence," Academy of Management Journal, Volume 30, Number 3, September, 597-607.

29. Varadarajan, Rajan and A. Parasuraman (1987), "The Future of Strategic Market Planning: A Survey of U. S. Firms," Business, Volume 37, Number 2, April-June, 21-29.

30. Mark W. Johnston, Rajan Varadarajan, Charles M. Futrell and Jeffrey K. Sager (1987), "The Relationship Between Organizational Commitment, Job Satisfaction and Turnover Among New Salespeople," Journal of Personal Selling and Sales Management, Volume 7, Number 3, November, 29-38.

31. Varadarajan, Rajan and Anil Menon (1988) "Cause-Related Marketing: A Coalignment of Marketing Strategy and Corporate Philanthropy," Journal of Marketing, Volume 52, Number 3, July, 58-74.

32. Parasuraman, A. and Rajan Varadarajan (1988), "Robustness of Ordinal Measures of Competitive Strategy Variables Employed in Strategy Research: A PIMS Data Based Exposition,” Journal of Business Research, Volume 17, August, 101-113.

33. Zeithaml, Valerie, Rajan Varadarajan and Carl Zeithaml (1988), "The Contingency Approach: Its Foundations and Relevance to Theory Building and Research in Marketing," European Journal of Marketing, Volume 22, Number 7, 37-63.

34. Parasuraman, A. and Rajan Varadarajan (1988), "Future Strategic Emphases in Service vs. Goods Businesses," Journal of Services Marketing, Volume 2, Number 4, Fall, 57-66.

35. Sager, Jeffrey K., Rajan Varadarajan and Charles M. Futrell (1988), "Understanding Salesperson Turnover: A Partial Evaluation of Mobley's Turnover Process Model," Journal of Personal Selling and Sales Management, Volume 8, May, 20-35.

36. McKee, Daryl O., Rajan Varadarajan and William M. Pride (1989), "Strategic Adaptability and Market Performance: A Market-Contingent Perspective," Journal of Marketing, Volume 53, Number 3, July, 21-35.

37. Ramanujam, Vasudevan, and Rajan Varadarajan (1989), "Research on Corporate Diversification: A Synthesis," Strategic Management Journal, Volume 10, Number 6, November-December, 523-551.

38. Sager, Jeffrey K., Charles M. Futrell and Rajan Varadarajan (1989), "Exploring Salesperson Turnover: A Causal Model," Journal of Business Research, Volume 18, Number 4, June, 303-326.

39. Varadarajan, Rajan (1990), "Product Portfolio Analysis and Market Share Objectives: An Exposition of Certain Underlying Relationships," Journal of the Academy of Marketing Science, Volume 18, Number 1, Winter, 17-29.

40. McKee, Daryl O., Rajan Varadarajan and J. Vassar (1990), "A Taxonomy of Marketing Planning Styles," Journal of the Academy of Marketing Science, Volume 18, Number 2, Spring, 131-141.

41. Conant, Jeffrey S., Mike P. Mokwa and Rajan Varadarajan (1990), "Strategic Types, Distinctive Marketing Competencies, and Organizational Performance: A Multiple Measures-Based Study," Strategic Management Journal, Volume 11, Number 5, September, 365-383.

42. Varadarajan, Rajan and Vasudevan Ramanujam (1990), "The Corporate Performance Conundrum: A Synthesis of Contemporary Views and an Extension," Journal of Management Studies, Volume 27, Number 5, September, 463-483.

43. Varadarajan, Rajan and P.N. Thirunarayana (1990), "Consumers Attitudes Towards Marketing Practices, Consumerism and Government Regulations: Cross-National Perspectives," European Journal of Marketing, Volume 24, Number 6, 6-23.

44. Varadarajan, Rajan, Sundar G. Bharadwaj and P. N. Thirunarayana (1991), "Attitudes Towards Marketing Practices, Consumerism and Government Regulations: A Study of Managers and Consumers in an Industrializing Country," Journal of International Consumer Marketing, Volume 4, Number 1, 121-157.

45. Varadarajan, Rajan (1991), "Perspectives on Corporate Excellence in Retailing," Journal of Marketing Channels, Volume 1, Number 2, 29-52.

46. McKee, Daryl O., Jefrey S. Conant, Rajan Varadarajan, and Mike P. Mokwa (1992), "Success Producer and Failure Preventer Marketing Skills: A Social Learning Theory Interpretation," Journal of the Academy of Marketing Science, Volume 20, Number 1, Winter, 17-26.

47. Varadarajan, Rajan (1992), "Marketing's Contribution to Strategy: The View from a Different Looking Glass," Journal of the Academy of Marketing Science, Volume 20, Number 4, Fall, 335-343. (Invited Commentary for 20th Anniversary Commemorative Issue)

48. Kerin, Roger A., Rajan Varadarajan and Robert A. Peterson (1992), "First-Mover Advantage: A Synthesis, Conceptual Framework and Research Propositions," Journal of Marketing, Volume 56, Number 4, October, 33-52. (Reprinted in IEEE Transactions: Engineering Management Review, Winter 1993).

49. Menon, Anil and Rajan Varadarajan (1992), "A Model of Marketing Knowledge Use Within Firms," Journal of Marketing, Volume 56, Number 4, October, 53-71.

50. Varadarajan, Rajan, Terry Clark and William M. Pride (1992), "Controlling the Uncontrollable: Managing your Marketing Environment," Sloan Management Review, Volume 33, Number 2, Winter, 39-47.

51. Szymanski, David M., Sundar G. Bharadwaj and Rajan Varadarajan (1993), "An Analysis of the Market Share-Profitability Relationship," Journal of Marketing, Volume 57, Number 3, July, 1-18.

52. Szymanski, David M., Sundar G. Bharadwaj and Rajan Varadarajan (1993), "Standardization vs. Adaptation of International Marketing Strategy: An Empirical Investigation," Journal of Marketing, Volume 57, Number 4, October, 1-17.

53. Bharadwaj, Sundar G., Rajan Varadarajan and John Fahy (1993), "Sustainable Competitive Advantage in Service Industries: A Conceptual Model and Research Propositions," Journal of Marketing, Volume 57, Number 4, October, 83-99. (Winner of the American Marketing Association Services Marketing Special Interest Group Award for the Best Paper on a Topic in Services Published During 1993 in a Refereed Journal)

54. Clark, Terry, Rajan Varadarajan and William M. Pride (1994), "Environmental Management: The Construct and Research Propositions," Journal of Business Research, Volume 29, Number 1, January, 23-38.

55. Varadarajan, Rajan, Sundar G. Bharadwaj and P. N. Thirunarayana (1994), "Executives' Attitudes Towards Consumerism and Marketing: An Exploration of Theoretical and Empirical Linkages in an Industrializing Country," Journal of Business Research, Volume 29, Number 2, February, 83-100.

56. Varadarajan, Rajan and Terry Clark (1994), "Delineating the Scope of Corporate, Business and Marketing Strategy," Journal of Business Research Volume 31, Number 2-3, October-November, 93-105. (Invited Paper for Special Issue on Strategy Evaluation Research)

57. Varadarajan, Rajan and Margaret H. Cunningham (1995), “Strategic Alliances: A Synthesis of Conceptual Foundations,” Journal of the Academy of Marketing Science, Volume 23, Number 4, Fall, 282-296. (Invited Paper for Special Issue on Relationship Marketing) [Reprinted in, “Handbook of Relationship Marketing,” J. Sheth and A. Parvatiyar (Eds.), Sage Publications, 1999, 271-302].

58. Varadarajan, Rajan (1999), "Strategy Content and Process Perspectives Revisited," Journal of the Academy of Marketing Science, Volume 27, Number 1, Winter, 87-99 (Invited Commentary)

59. Varadarajan, Rajan and Satish Jayachandran (1999), "Marketing Strategy: An Assessment of the State of the Field and Outlook," Journal of the Academy of Marketing Science, Volume 27, Number 2, Spring, 120-143 (Invited Paper for Special Issue on the Past, Present and Future of Marketing)

60. Jayachandran, Satish, Javier Gimeno and Rajan Varadarajan (1999), "Theory of Multimarket Competition: A Synthesis and Implications for Marketing Strategy," Journal of Marketing, Volume 63, July, 49-66.

61. Varadarajan, Rajan, Satish Jayachandran, and J. Chris White (2001), “ Strategic Interdependence in Organizations: Deconglomeration and Marketing Strategy,” Journal of Marketing, Volume 65, January 2001, 15-28. [Winner of the 2001 Harold H. Maynard Award – Journal of Marketing Best Paper Award for Significant Contribution to Marketing Theory and Thought].

62. Troy, Lisa C., David M. Szymanski and Rajan Varadarajan (2001), “Generating New Product Ideas: An Initial Investigation of the Role of Market Information and Organizational Characteristics,” Journal of the Academy of Marketing Science, Volume 29, Winter 2001, 89-101.

63. Varadarajan, Rajan and Manjit S. Yadav (2002), “ Marketing Strategy and the Internet: An Organizing Framework,” Journal of the Academy of Marketing Science, Vol. 30, No. 4, Fall (296-312). [Invited Paper for the Academy of Marketing Science – Marketing Science Institute Special Issue on the Marketing to and Serving Customers Through the Internet. Guest Editors: A. Parasuraman and G. Zinkhan].

64. White, J. Chris, Rajan Varadarajan and Peter Dacin, “Market Situation Interpretation and Response: The Role of Cognitive Style, Organizational Culture and Information Use,” Journal of Marketing, Volume 67, July 2003, 63-79.

65. Yadav, Manjit S. and Rajan Varadarajan (2005), “Understanding Product Migration to the Electronic Marketplace: A Conceptual Framework,” Journal of Retailing, Volume 81 (2), 125-140.

66. Yadav, Manjit S. and Rajan Varadarajan (2005), “Interactivity in the Electronic Marketplace: An Exposition of the Concept and Implications for Research,” Journal of the Academy of Marketing Science, Volume 33, Fall 2005, 585-603.

67. Varadarajan, Rajan, Mark P. DeFanti and Paul S. Busch, (2006) “Brand Portfolio, Corporate Image, and Reputation: Managing Brand Deletions,” Journal of the Academy of Marketing Science, Volume 34, Spring, 195-205. [Invited paper for special issue on Corporate Branding, Identity, and Customer Response. Guest Editors: P. Dacin and T. Brown].

68. Jayachandran, Satish and Rajan Varadarajan (2006), “Does Success Diminish Competitive Responsiveness? Reconciling Conflicting Perspectives,” Journal of the Academy of Marketing Science, Volume 34, Summer, 284-294.

69. Bohling, Timothy, Douglas Bowman, Steve LaValle, Vikas Mittal, Das Narayandas, Girish Ramani and Rajan Varadarajan (2007), “CRM Implementation: Effectiveness Issues and Insights,” Journal of Service Research, Invited Paper for Special Issue on Managing Customers for Value (Forthcoming).

Textbook

1. Kerin, Roger A., Vijay Mahajan and Rajan Varadarajan (1990). Contemporary Perspectives on Strategic Market Planning. Boston, MA: Allyn and Bacon Inc.

Editorial Essays

1. Varadarajan, Rajan (1996), “From the Editor: Reflections on Research and Publishing,” Journal of Marketing, 60 (October), 3-6.

2. Varadarajan, Rajan (2003), “From the Editor: Musings on Relevance and Rigor of Scholarly Research in Marketing,” Journal of the Academy of Marketing Science, 31 (Fall), 368-376.

Book Review

1. Varadarajan, Rajan (1989), Book Review of “The PIMS Principles: Linking Strategy to Performance by R. D. Buzzell and B.T. Gale (1987)," Journal of Marketing, Volume 53, Number 2, April, 126-129.

Publications in Textbooks/Handbooks/Readings Book

1. Varadarajan, Rajan, "Marketing and Indian Economic Development," in J. S. Uppal (Ed.) India's Economic Problems: An Analytical Approach, 3rd Edition (New Delhi: Tata-McGraw Hill) 1983, 255-279.

2. Varadarajan, Rajan, "Symbiosis in Sales Promotion," in K. E. Jocz (Ed.) Research on Sales Promotion: Collected Readings (Cambridge, Massachusetts: Marketing Science Institute) July 1984, 106-123.

3. Varadarajan, Rajan, "Implementing Marketing Strategy," in W. D. Guth (Ed.) Handbook of Business Strategy: 1985/1986 Yearbook (New York: Warren, Gorham & Lamont, Inc.) 1985, 13-1 to 13-17.

4. Mahajan, Vijay, Rajan Varadarajan and Roger A. Kerin, "Metamorphosis in Strategic Market Planning," in G. L. Frazier and J. N. Sheth (Eds.) Contemporary Views on Marketing Practice (Lexington, Mass.: Lexington Books) 1987, 67-110.

5. Varadarajan, Rajan and Vasudevan Ramanujam, "Strategic and Organizational Sources of Superior Corporate Performance," in H.E. Glass (Ed.) Handbook of Business Strategy: 1989/1990 Yearbook (New York: Warren, Gorham & Lamont, Inc.) 1989, 17.1-17.16.

6. Varadarajan, Rajan, “Enviropreneurial Marketing,” in J. Heilbrunn (Ed.) AMA Marketing Encyclopedia: Issues and Trends Shaping the Future (Chicago: NTC Business Books) 1995, 17-24.

7. Varadarajan, Rajan and Manjit S. Yadav, “Competitive Strategy in a Global Electronic Marketplace: Extant Strategy Perspectives Revisited,” in S. Jain (Ed.) Handbook of Research in International Marketing (Northampton, MA: Edward Elgar Publishing) 2003, 313-335.

8. Bharadwaj, Sundar G. and Rajan Varadarajan, “ Toward an Integrated Model of Business Performance,” in N. K. Malhotra (Ed.), Review of Marketing Research, Volume 1(Armonk, NY: M. E. Sharpe), 2005, 207-243.

9. 9. Kalaignanam, Kartik and Rajan Varadarajan (2006), “Customers as Co-producers: Implications for Marketing Strategy Effectiveness and Marketing Operations Efficiency,” in R.F. Lusch and S. L. Vargo (Eds.), The Service-Dominant Logic of Marketing (Armonk, NY: M. E. Sharpe), 166-179.

10. Varadarajan, Rajan (2006), “Musings on the Need for Reform in Marketing,” in J. S. Sheth and R. Sisodia (Eds.), Does Marketing Need Reform? (Armonk, NY: M. E. Sharpe), 270-281.

Non-Refereed Publications

1. Varadarajan, Rajan, "Issue of Efficient Coupon Handling and Processing Pits Manufacturers Against Retailers, Coupon Clearinghouses," Marketing News, Volume 18, Number 2, September 28, 1984, 13.

2. Varadarajan, Rajan, Anil Menon, "Cause-Related Marketing: Corporate Philanthropy's New Dimension," Business India, October 20, 1986, 97-98.

3. Varadarajan, Rajan, "Pathways to Corporate Excellence in Retailing," Center for Retailing Studies-Arthur Anderson & Co. Retailing Issues Letter, Volume 2, Number 1, February 1989.

4. Bharadwaj, Sundar G., P. N. Thirunarayana and Rajan Varadarajan, "Attitudes Toward Marketing Practices, Consumerism and Government Regulation: An Exploratory Survey of Consumers in India," Vikalpa: The Journal for Decision-Makers, Volume 16, Number 1, January-March 1991, 15-28.

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1. Arizona State University, Tempe, Arizona

2. Colorado State University, Fort Collins, Colorado

3. Emory University, Atlanta, Georgia

4. Florida State University, Tallahassee

5. Georgia Institute of Technology, Atlanta, Georgia

6. Michigan State University, East-Lansing, Michigan

7. Ohio State University, Columbus, Ohio

8. Southern Illinois University, Carbondale, Illinois.

9. Southern Methodist University, Dallas, Texas

10. University of Alabama, Birmingham, Alabama

11. University of Alabama, Tuscaloosa, Alabama

12. University of Central Florida, Orlando

13. University of Connecticut, Storrs, Connecticut

14. University of Denver, Denver, Colorado

15. University of Houston, Houston, Texas

16. University of Illinois, Urbana-Champaign, Illinois

17. University of Massachusetts, Amherst, Massachusetts

18. University of Massachusetts, Dartmouth, Massachusetts

19. University of Minnesota, Minneapolis, Minnesota

20. University of Mississippi, Oxford, Mississippi

21. University of North Texas, Denton, Texas

22. University of Pittsburgh, Pittsburgh, Pennsylvania

23. University of Southern California, Los Angeles, California

24. University of Tennessee, Knoxville, Tennessee

25. University of Texas, Austin, Texas

26. University of Texas, San Antonio, Texas

27. University of Wisconsin, Madison, Wisconsin

28. Washington State University, Pullman, Washington

29. City University of Hong Kong, Hong Kong

30. Johannes-Gutenberg University of Mainz, Mainz, Germany

31. Indian Institute of Management, Bangalore, India

32. Indian Institute of Science, Bangalore, India

33. Indian Institute of Technology (IIT), Madras, India

34. Instituto Panamericano De Alta Direccion De Empresa (IPADE), Mexico City, Mexico

35. Nanyang Technological University, Singapore

36. Queen's University, Kingston, Canada

37. Universidad De Las Americas (UDLA), Puebla, Mexico

38. Universiti Pertanian Malayasia, Serdang, Malaysia

39. University of Edinburgh, U.K.

40. Vienna University of Economics and Business Administration, Vienna, Austria

41. Vrije Universiteit Amsterdam (Free University of Amsterdam), Amsterdam, Netherlands

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1. Invited Presentation, Texas Universities' Marketing Faculty Research Colloquium, Texas Christian University (Fort Worth, TX. March 1992).

2. Luncheon Address, Consortium on International Marketing Research, Michigan State University (East Lansing, Michigan. June 1993).

3. Keynote Address, Conference on Strategy Evaluation Research, Cosponsored by American Marketing Association, University of Quebec at Montreal, Canada and Tulane University at New Orleans (Val Morin, Canada. October 1993).

4. Invited Presentation, Georgia Universities' Ideas Forum, Emory University (Atlanta, GA. November 1993).

5. Keynote Address, Conference on Joint Ventures in East Asia, Cosponsored by DePaul University, Chicago and University of Thai Chamber of Commerce (Bangkok, Thailand. December 1993).

6. Invited Presentation at Plenary Session, American Marketing Association's 1994 Marketing Educators' Winter Conference (St. Petersburg, FL. February 1994).

7. Invited Presentation, Texas Universities' Marketing Faculty Research Colloquium, Rice University (Houston, TX. April 1994).

8. Luncheon Address, Conference on Building Global Strategic Alliances, Cosponsored by the International Trade Association of Greater Chicago, DePaul University and Illinois State Department of Commerce and Community Affairs (Chicago, IL. May 1994).

9. Invited Presentation at Special Session on Marketing Thought, American Marketing Association’s 1995 Marketing Educators’ Winter Conference (San Diego, CA. February 1995).

10. Invited Presentation at Special Session on New Directions in Marketing Strategy, American Marketing Association’s 1995 Winter Marketing Educators’ Conference (San Diego, CA. February 1995).

11. Keynote Address, The 1995 Symposium on Patronage Behavior and Retail Strategy, Louisiana State University (Baton Rouge, LA. May 1995).

12. Invited Presentation at Special Session on Preparing Marketing Doctoral Students for the 21s Century, American Marketing Association’s 1995 Summer Marketing Educators’ Conference (Washington, DC. August 1995).

13. Invited Presentation at Special Session, American Society for Competitiveness: Conference on U. S. Competitiveness in the Global Marketplace (Dallas, TX. October 1995).

14. Keynote Speaker, “Globalization and the Market Economy: Strategic and Adaptive Corporate Responses to the Challenge of Change,” Second International Conference on Globalization and the Market Economy: The Challenge of Change (New Delhi, India. December 1995).

15. Keynote Address, 26th Annual Albert Haring Symposium for Doctoral Research in Marketing, School of Business, Indiana University (Bloomington, IN. March 1996).

16. Invited Presentation, Texas Universities’ Marketing Faculty Research Colloquium, Baylor University (Waco, TX. April 1996).

17. Invited Address to Executives, “Strategic Alliances for Competitive Advantage,” University of Connecticut Business Round Table (Storrs, CT. April 1996).

18. Keynote Speaker, “Strategic Marketing: Evolution and State of the Field,” AMA Faculty Consortium on Strategic Marketing (Phoenix, AZ. June 1996).

19. Invited Presentation at Special Session, “Reflections of Former JM and JMR Editors,” American Marketing Association’s 1997 Marketing Educators’ Winter Conference (St. Petersburg, FL. February 1997).

20. City University of Hong Kong Public Lecture, “Managerial Innovations and Corporate Upheavals.” (Hong Kong. May 1997).

21. Academy for Management Excellence Invitation Lecture, “Managerial Innovations and Corporate Upheavals.” (Madras, India. June 1997).

22. Invited Presentation at Plenary Session of International Conference on One World, One Market – Vision 20/20,"One World, One Market, One Strategy - Vision 20/20 or Blurred Vision." (New Delhi, India. December 1998).

23. Invited Presentation at Special Session on Strategic Alliances, “Competitive Forces and Industry Profitability: The Moderating Effect of Cooperative Forces,” American Marketing Association’s 1999 Marketing Educators’ Winter Conference (St. Petersburg, FL. February 1999).

24. Invited Presentation at Special Session on Issues and Innovations in Teaching Marketing Strategy, American Marketing Associations’ 1999 Marketing Educators’ Summer Conference (San Francisco, CA. August 1999).

25. Invited Presentation at Plenary Session on E-Commerce, American Marketing Association 2000 Marketing Educators’ Winter Conference (San Antonio, TX. February 2000).

26. Invited Presentation, “Competing in the Electronic Marketplace,” International Conference on Electronic Commerce: ETEC 2000 – Emerging Trends in E-Commerce (Kuala Lumpur, Malaysia. November 2000).

27. Invited Presentation at Special Session on Critical Issues in E-Retailing Research,” American Marketing Association 2001 Marketing Educators’ Winter Conference (Scottsdale, AZ. February 2001).

28. Invited Presentation at Special Session: “International Business and E-Commerce: Issues and Changing Perspectives.” 2001 Conference of the Academy of International Business U.S. Southwest Chapter (New Orleans, LA. March 2001).

29. Invited Presentation: “Competing in the Electronic Marketplace: Perspectives on Market Pioneering Advantage Revisited.” 2001 Texas’ Universities Marketing Faculty Research Colloquium at the University of North Texas (Denton, TX. April 2001).

30. Invited Presentation: “Global Competitive Strategy in a Computer Mediated Interactive Environment.” Conference on the State of the Art of Research in International Marketing, Sponsored by the CIBERs at UCLA, Univ. of Connecticut, Univ. of Memphis, Michigan State Univ., and Univ. of Wisconsin, and the Global Marketing SIG of AMA at the University of Connecticut (Storrs, CT. October 2001).

31. Keynote Address: “Competing in the Electronic Market Environment: Marketing Strategy Drivers and Outcomes.” International Conference on Globalization of Business and Markets: Strategies for the 21st Century. Management Development Institute (Gurgaon, India. December 2001).

32. Public Lecture: “Competing in an Electronic Market Environment.” Madras Management Association (Madras, India. December 2001).

33. Invited Presentation. 8th Annual Sheth Foundation Winter Marketing Camp, “Marketing Strategy and the Internet: An Organizing Framework,” Katz Graduate School of Business, University of Pittsburgh (Seven Springs Mountain Resort, PA. February 2002).

34. Invited Presentation at Special Session on Issues in E-Commerce Research, American Marketing Association 2002 Marketing Educators’ Winter Conference (Austin, TX. February 2002).

35. Invited Presentation, 32nd Annual Albert Haring Symposium for Doctoral Research in Marketing, School of Business, Indiana University (Bloomington, IN. March 2002).

36. Invited Presentation at Special Session on Strategies for Early Career Management, American Marketing Association 2002 Marketing Educators’ Winter Conference (Orlando, FL. February 2003).

37. Invited Presentation at Special Session: “Globalization: Issues and Trends.” 2003 Conference of the Academy of International Business U.S. Southwest Chapter (Houston, TX. March 2003).

38. Invited Presentation at Special Session on Role of Service in an Academic’s Career, American Marketing Association 2003 Marketing Educators’ Summer Conference (Chicago, IL. August 2003).

39. Invited Presentation at Marketing Research Day Organized and Hosted by Vrije Universteit Amsterdam: “Market Pioneering Advantage in the Physical versus the Electronic Marketplace.” (Amsterdam, Netherlands. March 19, 2004).

40. Invited Presentation at Conference on Does Marketing Need Reform, “Is Marketing in Need of Reform? Musings of an Ex Journal Editor and Marketing Strategy Researcher,” (Boston, MA. August 2004).

41. Invited Presentation at 2004 Academy of Marketing Science Cultural Perspective on Marketing Conference, “Business Schools Worldwide: Learning from Each Other,” (Puebla, Mexico. September 2004).

42. Keynote Address at the 2005 Association for Global Business Advancement International Conference, “ From Indus Valley to Deccan Plateau and Beyond: A Perspective on Outsourcing,” (New Delhi, India. January 2005).

43. Invited Presentation at Special Session on the Strategic Value of New Product Introductions, “Innovativeness and Speed to Market in Network Markets: The Role of Strategic Alliances,” (with Sujan Dan and Venky Shankar). American Marketing Association 2005 Marketing Educators’ Winter Conference (San Antonio, TX. February 2005).

44. University of Edinburgh Management School San-Ei Gen Distinguished Lecture, “Comparative Advantage, Competitive Imperative, or Corporate Outrage: A Perspective on Outsourcing,” (Edinburgh, U.K. March 2005).

45. Invited Presentation at Special Session on Outsourcing and Offshoring of CRM Activities, “Managing the CRM Outsourcing Decision: An Integrative Framework,” (with Kartik Kalaignanam), American Marketing Association 2005 Marketing Educators’ Summer Conference (San Francisco, CA. July 2005).

46. Invited Presentation at Special Session on Marketing Strategy: Present and Future, “Marketing Strategy: Fundamental Issues and Foundational Premises,” American Marketing Association 2005 Marketing Educators’ Summer Conference (San Francisco, CA. July 2005).

47. Invited Presentation at Special Session on Marketing Strategy: Present and Future, “Marketing Strategy: Fundamental Issues and Foundational Premises,” 2005 American Marketing Association Marketing Educators’ Summer Conference (San Francisco, CA. July 2005).

48. Invited Presentation, 36th Annual Albert Haring Symposium for Doctoral Research in Marketing, School of Business, Indiana University (Bloomington, IN. March 2006).

49. Keynote Address, Internationalizing Doctoral Education in Business: A Ph. D. Conference, Center for International Business Education and Research (CIBER), University of Connecticut (Storrs, CT. July 2006).

50. Honored Guest Address, 2006 PhD Project Marketing Doctoral Student Association Conference (Chicago, IL. August 2006).

51. Invited Presentation at Special Session on Benchmarking Emerging Issues in Marketing Strategy and Marketing Management, 2006 American Marketing Association Marketing Educators’ Summer Conference (Chicago, IL. August 2006).

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Refereed Papers Presented/ Published in Conference Proceedings

American Marketing Association Marketing Educators’ National Conferences

1. 1. Varadarajan, Rajan, "Intensive Growth Strategies: An Extended Classification," in K. Bernhardt et al., (Eds.) 1981 AMA Educators' Conference Proceedings, August 1981, 89 92.

2. Varadarajan, Rajan, "Market Share Strategy Implications of the Concept of Sustainable Growth," in B.J. Walker et al., (Eds.) 1982 AMA Educators' Conference Proceedings, August 1982, 274 278.

3. Varadarajan, Rajan and Charles M. Futrell, "Marketing Executives' Perceptions of the Relative Importance of Salary Increase Determinants: An Exploratory Investigation," in B.J. Walker et al., (Eds.) 1982 AMA Educators' Conference Proceeding, August 1982, 304 308.

4. Varadarajan, Rajan, "Content of Effective Organizational Strategies: An Analysis of Dun's Review Reports on Best Managed Companies," in P. E. Murphy et al., (Eds.) 1983 AMA Educators' Conference Proceedings, August 1983, 316 319.

5. Shaikh, A. Karim and Rajan Varadarajan, "Measuring Firm Diversity: A Review and Synthesis," in R.W. Belk et al., (Eds.) 1984 AMA Educators' Conference Proceedings, August 1984, 185 189.

6. Varadarajan, Rajan and Mark Johnston, "The Corporate Priorities of the New CEOs of the Eighties: Implications for Marketers," in R. F. Lusch et al., (Eds.) 1985 AMA Educators' Conference Proceedings, August 1985, 282.

7. Varadarajan, Rajan, "Consumers' Behavioral Responses to Coupon Price Promotions: An Empirical Inquiry," in T. A. Shimp et al., (Eds.) 1986 AMA Educators' Conference Proceedings, August 1986, 211.

8. McKee, Daryl O., Rajan Varadarajan and J. Vassar, "Planning Style and Competition: An Exploratory Study among Hospitals," in T. A. Shimp et al., (Eds.) 1986 AMA Educators' Conference Proceedings, August 1986, 256.

9. Varadarajan, Rajan and Anil Menon, "Cause Related Marketing: An Evolving Strategic Marketing Tool," in M. R. Solomon et al., (Eds.) 1987 AMA Educators' Conference Proceedings, August 1987, 172.

10. Sager, Jeffrey K., Charles M. Futrell, Rajan Varadarajan and A. Parasuraman, "A Causal Model of Salesperson Turnover," in M. R. Solomon et al., (Eds.) 1987 AMA Educators' Conference Proceedings, August 1987, 101.

11. McKee, Daryl O., Rajan Varadarajan and William M. Pride, "Market Volatility as a Moderator of Strategic Performance: Balancing the Need for Marketing Efficiency and Adaptive Capacity in Dynamic Environments," in G. Frazier et al., (Eds.) 1988 AMA Educators' Conference Proceedings, August 1988, 39.

12. Menon, Anil and Rajan Varadarajan, "A Model of Organizational and Informational Factors Affecting Utilization of Marketing Knowledge in Firms," in P. Bloom et al., (Eds.) 1989 AMA Educators' Conference Proceedings, August 1989, 94.

13. Varadarajan, Rajan, P. N. Thirunarayana and Sundar G. Bharadwaj, "Attitudes toward Marketing Practices, Consumerism and Government Regulations: A Comparative Study of Marketing and Non-marketing Executives in an Industrializing Country," in S. MacKenzie et al., (Eds.) 1991 AMA Educators' Conference Proceedings, February 1991.

14. Varadarajan, Rajan and Terry Clark, "The Strategy Conundrum and the Marketing Function," in F. R. Dwyer et al., (Eds.) 1991 AMA Educators' Conference Proceeding, August 1991, 117-118.

15. Cunningham, Margaret, H. and Rajan Varadarajan, "The Role of Marketing in International Strategic Alliances," in F. R. Dwyer et al., (Eds.) 1991 AMA Educators' Conference Proceedings, August 1991, 64-65.

16. Szymanski, David M., Sundar G. Bharadwaj and Rajan Varadarajan, "The Relationship between Market Share and Profitability: A Meta-Analysis of PIMS Based Findings," in F. R. Dwyer et al., (Eds.) 1991 AMA Educators' Conference Proceedings, August 1991, 373-375.

17. Szymanski, David M., Sundar G. Bharadwaj and Rajan Varadarajan, "A Cross-National Comparison of the Determinants of Business Performance: Implications for Global Versus Multidomestic Strategies," in R. Leone et al., (Eds.) 1992 AMA Educators' Conference Proceedings, August 1992, 309.

18. Troy, Lisa, David M. Szymanski and Rajan Varadarajan (1997), "Amount of Market Information and the Number of New Product Ideas Generated," in W. M. Pride et al., (Eds.) 1997 AMA Educators' Conference Proceedings, August 1997, 110.

19. Jayachandran, Satish and Rajan Varadarajan (2000), “Does Success Breed Complacency? The Impact of Past Performance on the Competitive Responsiveness of Organizations,” in J. P. Workman et al., (Eds.) 2000 AMA Educators’ Conference Proceedings, February 2000.

20. Kalaignanam, Kartik and Rajan Varadarajan (2003), “Marketing Operations Efficiency and the Internet,” in R. B. Money et al., (Eds.) 2003 AMA Educators’ Conference Proceedings, August 2003.

21. Kushwaha, Tarun and Rajan Varadarajan (2004), “The Connectivity Characteristic of Information Products: Implications for Marketing Strategy,” in K. L. Bernhardt et al., (Eds.) 2004 AMA Educators’ Conference Proceedings, August 2004.

22. Kalaignanam, Kartik and Rajan Varadarajan (2004), “Outsourcing of Customer Relationship Management: Antecedents and Consequences,” in K. L. Bernhardt et al., (Eds.) 2004 AMA Educators’ Conference Proceeding, August 2004

Presentations at Other National and International Conferences and Symposia

1. 1. Varadarajan, Rajan, "A Microanalytic Model of Intensive Growth Strategies," in J. H. Hair et al., (Eds.) Proceedings of the Tenth Annual National Decision Sciences Institute Conference, New Orleans, November 1979, 284.

2. Varadarajan, Rajan, "Models of Intensive Growth Strategies: An Exploratory Study," paper presented at the TIMS/ORSA Joint National Meeting, Washington, D. C., May 1980.

3. Varadarajan, Rajan, "Inter Company Cooperative Sales Promotion: An Overview," paper presented at the Marketing Science Institute Workshop on Integrating Sales Promotion into Marketing Strategy, Welesley, Massachusetts, May 1983.

4. Varadarajan, Rajan, "Product Portfolio Analysis: An Exploration of Certain Intermediate Relationships," in V. T. Dock (Ed.) Proceedings of the Fourteenth Annual National Decision Sciences Institute Conference, San Antonio, November 1983, 441 444.

5. Varadarajan, Rajan, Peter S. Rose and James W. Kolari, "Marketing of NOW Accounts: Some Preliminary Findings and Implications for Marketing Strategy Formulation," in V. T. Dock (Ed.) Proceedings of the Fourteenth Annual National Decision Sciences Institute Conference, San Antonio, November 1983, 345 348.

6. Varadarajan, Rajan and John S. Fraederich, "Firm Diversity and Performance: An Empirical Investigation," paper presented at the 45th Annual Meeting of the Academy of Management, San Diego, August 1985.

7. Varadarajan, Rajan and A. Parasuraman, "Anticipated Changes in Strategic Market Plans: A Survey of U. S Firms," in J. F. Ringuest (Ed.) Proceedings of the Sixteenth Annual National Decision Sciences Institute Conference, Las Vegas, November 1985, 582 584.

8. Sager, Jeffrey K., Rajan Varadarajan and Charles M. Futrell, "An Assessment of Instrument Sensitivity in Salesperson Performance Measurement," in J. F. Rinquest (Ed.) Proceedings of 16th Annual National Decision Sciences Institute Conference, Las Vegas, November 1985, 594 596.

9. Varadarajan, Rajan, "Traits of Corporate Excellence: Cross National Perspectives," paper presented at the American Marketing Association International Marketing Conference, New Delhi, January 1987.

10. Varadarajan, Rajan, "Perspective on Corporate Excellence in Retailing," in W.R. Darden (Ed.) Proceedings of Symposium on Patronage Behavior and Retail Strategy: The Cutting Edge. Baton Rouge, La., May 1989, 251 267.

11. Leigh, James H. and Rajan Varadarajan, "Consumers' Behavioral Responses to Alternative Coupon Price Promotions: A Field Study in a Fast Food Retailing Context," in W.R. Darden et al., (Eds.) Proceedings of Symposium on Patronage and Retail Strategy: The Cutting Edge II. Louisiana State University, Baton Rouge, LA, May 1991.

12. Varadarajan, Rajan and Margaret H. Cunningham, "Strategic Alliances for Global Competitiveness." International Conference on Global Competitiveness: Strategies for the '90s. Co-sponsored by the Academy of Marketing Science and Univ. of Delhi (New Delhi, January 1992).

13. Bharadwaj, Sundar G., John Fahy and Rajan Varadarajan, "Sustainable Competitive Advantage in Service Industries: A Conceptual Model and Propositions." In V. L. Crittenden (Ed.) Proceedings of the Annual Conference of the Academy of Marketing Science, San Diego, April 1992, 441-443 (Winner of the 1992 DeLozier Award for the Best Paper Presented at the Conference).

14. Szymanski, David M., Sundar G. Bharadwaj and Rajan Varadarajan, "Do the Determinants of Business Performance Generalize Across Western Markets? Implications for Multinational Strategies,” Academy of International Business Annual Meeting, Brussels, Belgium, November 1992.

15. Varadarajan, Rajan, Satish Jayachandran and J. Chris White, “Growing by Shrinking: The Logic of Deconglomeration,” Marketing Science Institute – Journal of Marketing Conference on Fundamental Issues in Marketing (Cambridge, MA. June 1998).

16. Varadarajan, Rajan and Manjit S. Yadav, “Marketing Strategy in a Computer-Mediated Interactive Environment: A Conceptual Framework”. Marketing Science Institute – Academy of Marketing Science Conference on Marketing to and Serving Customers through the Internet (Boca Raton, FL. December 2001).

17. Yadav, Manjit S. and Rajan Varadarajan, “Marketing Strategy in a Computer-Mediated Interactive Environment: A Conceptual Framework.” International Conference on Globalization of Business and Markets: Strategies for the 21st Century (Management Development Institute, Gurgaon, India. December 2001).

18. Kushwaha, Tarun and Rajan Varadarajan, “Characteristics of Information Technology Products and Markets: Implications for Competitive Marketing Strategy.” International Conference on Marketing of Technology Oriented Products and Services in a Global Environment (December 2002, Bangalore, India).

19. Dan, Sujan and Rajan Varadarajan, “Network Innovativeness, Size and Customer Utility: Role of Environmental Uncertainty and Alliance Characteristics.” Paper Presented at International Conference on Innovation (December 2004, Bangalore, India).

20. Kalaignanam, Kartik, Rajan Varadarajan and Venky Shankar, “ Valuing Asymmetrical New Product Development Alliances,” Marketing Science Conference (June 2005, Atlanta, GA)

21. Varadarajan, Rajan, “Global Outsourcing of Services: Comparative Advantage, Competitive Advantage and Competitive Imperative Underpinnings.” Paper Presented at International Conference on Global Competitiveness through Outsourcing (July 2006, Bangalore, India).

Working Paper Series

Rajan Varadarajan, Manjit Yadav, and Venkatesh Shankar (2005), “First-Mover Advantage on the Internet: Real or Virtual?” Marketing Science Institute Working Paper Series, 05-001, 3-25.

2. Kalaignanam, Kartik, Venkatesh Shankar and Rajan Varadarajan (2006), "Asymmetric Rajan Varadarajan New Product Development Alliance: Are the Gains Symmetric across the Partners?" Marketing Science Institute Working Paper Series, 06-003

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Teaching Enhancement Grants

1. Incentive Grant from the Center for Teaching Excellence, Texas A&M University: Awarded $1,000 to develop a multi-media resource library for teaching marketing courses (1983). Outcome - Resource library developed. Report submitted to sponsor.

2. Incentive Grant from the Center for Teaching Excellence, Texas A&M University: Awarded $1,000/- to facilitate use of simulation exercises in the teaching of graduate level marketing courses (1988). Outcome - MARKSTRAT, a marketing strategy simulation game used at the MBA level from Summer 1988 to Fall 1995. Report submitted to sponsor.

Competitive Research Grants

1. A Two-Factor Classification of Competitive Strategy Variables: Awarded $2,000 by the Research Foundation of the State University of New York (1980). Outcome - Article published in Strategic Management Journal (1985).

2. Marketing of NOW Accounts: A Strategic Perspective: Awarded $500 by the Mini-Grant Committee, Texas A&M University (1982). Outcomes - Articles published in the Journal of Retail Banking (1983) and Journal of Business Research (1986). Paper presented at the DSI National Conference (1983).

3. Consumers' Behavioral and Affective Responses to Alternative Retail Price Promotions: An Empirical Investigation: Awarded $4218/- in summer salary support by the College of Business Administration Research Committee, Texas A&M University (1984). Outcomes - Two articles published in the American Journal of Small Business (1984, 1985). Paper presented at the AMA National Conference, 1986.

4. Attitudes Toward Marketing Practices, Consumerism and Government Regulations: A Survey of Consumers in an Industrializing Country: Awarded $5457/- in summer salary support by the Center for International Business Studies, College of Business Administration, Texas A&M University (1985). Outcomes - Articles published in the European Journal of Marketing (1990), Journal of International Consumer Marketing (1991), Vikalpa: The Journal for Decision-Makers (1991), and Journal of Business Research (1994). Paper presented at the AMA National Conference (1991).

5. Cause-Related Marketing: An Exploratory Inquiry: Awarded $5675/- in summer salary support by the College of Business Administration Research Committee, Texas A&M University (1986). Outcomes - Paper presented at the AMA National Conference, 1987. Articles published in the Journal of Marketing (1988) and Business India (1986).

6. Vertical Cooperative Sales Promotion: A Study of Practices and Problems: Awarded $6243/- in summer salary support by the College of Business Administration Research Committee, Texas A&M University (1987).

7. International Strategic Business Alliances: An Exploratory Inquiry: Awarded $9005/- in summer salary support by the Center for International Business Studies, College of Business Administration, Texas A&M University (1989). Outcomes - Papers presented at the AMA National Conference (1991) and Academy of Marketing Science International Conference (1992). Article published in the Journal of the Academy of Marketing Science (1995).

8. Product Market Growth and Entry Strategies: Awarded $9005/- in summer salary support by the College of Business Administration Research Committee, Texas A&M University (1989).

Contract Research Grants

1. AT&T Inc., "A Survey of Residential and Commercial Long Distance Telephone Customers in Texas." (Principal Investigator - Dr. R. Malcolm Richards). Grant amount: $190,000/- (1988). Outcome - Report submitted to sponsor.

2. AT&T Inc., "A Survey of Residential and Commercial Long Distance Telephone Customers in Texas." (Principal Investigator - Dr. R. Malcolm Richards). Grant amount: $150,000/-. 1986). Outcome - Report submitted to sponsor.

3. Institute for New Ventures and Technology (INVENT), "Feasibility Studies for New Products," (1984 and 1985). Grant amount: Approx. $11,000/-. Outcome - Report submitted to sponsor.

Doctoral Dissertation Research Grants

1. Varadarajan, Rajan and Anil Menon (1988), "An Empirical Investigation of Organizational and Informational Factors Affecting Utilization of Marketing Research in Firms." Grant from the Strategic Planning Institute, Cambridge, MA.

2. Varadarajan, Rajan and Jacquelyn S. Warwick (1989), "The Contributions of Small Business to Community Service: Business Social Responsibility and Business Self Interest Perspectives." Grant of $17,500/- from the Office of U.S. Small Business Administration, Washington, D.C.

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Conferences, Faculty Consortia and Doctoral Consortia

1. Conference Program Co-chair: Academy of Marketing Science Marketing Educators’ Annual National Conference (May 1998, Norfolk, VA).

2. Conference Program Co-chair: American Marketing Association Marketing Educators’ Annual National Winter Conference (February 1993, Newport Beach, CA).

3. Doctoral Consortium Co-chair: American Marketing Association Doctoral Consortium (June 2004, Texas A&M University, College Station, TX).

4. Faculty Consortium Co-chair: American Marketing Association Faculty Consortium on Electronic Commerce (July 2001, Texas A&M University, College Station, TX).

5. Program Chair and Organizer: “One-day Pre-conference Program on Electronic Commerce,” American Marketing Association Marketing Educators’ Annual National Winter Conference (February 2000, San Antonio, TX).

6. Dissertation Competition Co-chair: American Marketing Association Doctoral Dissertation Competition (1996-1997).

7. Doctoral Consortium Faculty: American Marketing Association Doctoral Consortium (August 1992 - Michigan State University. August 1993 -- University of Illinois. August 1994 -- Santa Clara University. August 1995 - University of Pennsylvania. August 1998 - University of Georgia. June 2001 – University of Miami. June 2002 – Emory University. June 2003 – University of Minnesota).

8. Faculty Consortium Speaker: American Marketing Association Faculty Consortium (June 1996 - Arizona State University; July 1998 - Michigan State University).

9. Ph.D. Project Marketing Doctoral Students Association Annual Conference – Faculty Participant (Washington DC. August 2001. San Diego, CA. August 2002. Chicago, IL. August 2003. Boston, MA. August 2004).

10. Doctoral Symposium Faculty: Southwest Federation of Administrative Disciplines (March 1994-Dallas, TX. March 1995-Houston, TX).

11. Program Chair and Organizer: Texas Universities Marketing Faculty Research Colloquium (Texas A&M University, College Station, TX. April 1991).

12. Program Co-chair and Organizer: Texas Universities Marketing Faculty Research Colloquium (Texas A&M University, College Station, TX. April 2003).

13. Conference Track Chair: Marketing Planning and Strategy Track, American Marketing Association Marketing Educators' Annual National Summer Conference (August 1990, Washington, DC).

14. Conference Track Chair: Marketing Management and Strategy Track, 1987 Southwestern Marketing Association's Annual Conference (March 1987, Houston, TX).

15. Special Session Co-chair and Organizer: "The Role of Marketing in Strategy Formulation at the Corporate, Business Unit and Functional Levels," American Marketing Association Marketing Educators' Annual National Winter Conference (February 1987, San Antonio, TX).

16. Special Session Chair and Presenter: "Marketing Strategy Implementation: Processual and Organizational Contexts for Strategy Delivery," American Marketing Association Marketing Educators' Annual National Summer Conference (August 1992, Chicago, IL).

17. Plenary Session Chair: "Perspectives on Relationship Marketing,” American Marketing Association Marketing Educators’ Annual National Summer Conference (August 1993, Boston, MA).

18. Special Session Chair and Organizer: “The Interactive Future: Competition and Collaboration Between Marketing and Information Technology,” American Marketing Association Marketing Educators’ Annual National Summer Conference (August 1997, Chicago, IL).

19. Special Session Chair and Organizer: “Restructuring Marketing Education for the 21st Century,” American Marketing Association Marketing Educators’ Annual National Summer Conference (August 1997, Chicago, IL).

20. Plenary Session Chair and Organizer: Academy of Marketing Science Marketing Educators’ Annual National Conference (May 1998, Norfolk, VA).

21. Plenary Session Chair and Organizer: “Fundamental Issues and Directions for Marketing”, Academy of Marketing Science Marketing Educators’ Annual National Conference (May 1999, Miami, FL).

22. Special Session Chair and Organizer: “Markets, Market Orientation and Marketing Capabilities”, Academy of Marketing Science Marketing Educators’ Annual National Conference (May 1999, Miami, FL).

23. Participant --1999 Study Tour of Japan. Jointly sponsored by the AACSB and the Japan Institute for Social and Economic Affairs (June 1999).

24. Presenter, Chair and Organizer of Millennium Series Special Session: “Competing in the Electronic Marketplace”, 2000 Society for Marketing Advances Conference (Orlando, FL. November 2000).

25. Presenter, Chair and Organizer of Special Session: “Scholarly Research in International Business: Striving for Relevance and Rigor”. 2000 Academy of International Business Conference (Phoenix, AZ, November 2000).

26. Special Session Co-Chair: “ E-Commerce Themes, Challenges and Perspectives: Highlights of the 2001 AMA Faculty Consortium on E-Commerce”. 2001 American Marketing Association Marketing Educators’ National Summer Conference (Washington, DC August 2001).

27. Special Sessions Organizer: “Series of Three Special Sessions on Doctoral Dissertation Research in E-Commerce, “American Marketing Association Marketing Educators’ Annual National Winter Conference (February 2002, Austin, TX).

28. Special Sessions Organizer and Chair: “Crafting Manuscripts for Journals: Some Guideposts from Outstanding Reviewer Award Recipients”.

• 2003 Academy of Marketing Science Annual Conference (May 2003, Washington, DC).
• 2003 American Marketing Association Marketing Educators’ Annual National Summer Conference (August 2003, Chicago, IL).
• 2003 Ph.D. Project Marketing Doctoral Students Association Annual Conference (August 2003, Chicago, IL).
  

29. Special Sessions Organizer and Chair: “Navigating the Manuscript Review Process: Guideposts from Journal Editors”.

• 2005 American Marketing Association Marketing Educators’ Annual National Winter Conference (February 2005, San Antonio, TX)

• 2005 Academy of Marketing Science Annual Conference (May 2005, Tampa, FL)

• 2006 Academy of Marketing Science Annual Conference (May 2006, San Antonio, TX).
  

29. Blue Ribbon Panel: Selection of Paper for 2005 AMA Marketing Educators’ Annual National Winter Conference Best Paper Award

30. Blue Ribbon Panel: Selection of Paper for 2005 AMA Marketing Educators’ Annual National Summer Conference Best Paper Award

31. Blue Ribbon Panel: Selection of Paper for 2005 Product Development Management Association’s Annual National Summer Conference Best Paper Award

Texas A&M University

1. Chair, Bush Excellence in Public Service Award (2005)

2. Member, Texas A&M University Faculty Distinguished Achievement Award for Research (1995)

3. Member, Bush Excellence in International Research Award (2002)

4. Member, Texas A&M University Faculty Distinguished Achievement Award for Research (2006)

Mays Business School, Texas A&M University

Member, Executive Committee (1996-present)

Member, Ph.D. Graduate Instruction Committee (1989-94)

Member, Promotion and Tenure Committee (1992-94)

Member, Center for International Business Studies Faculty Advisory Council (1988-1994; 2001 to present)

Member, Computer Resources Development Committee (1981-89)

Member, Faculty Advisory Committee (1983-86)

Member, Advisory Board -- Student Chapter of Planning Forum (1986-87)

Member, Faculty Task Force for Establishing Center for Entrepreneurship and New Ventures Management (1986-88)

Member, Faculty Task Force for Establishing Graduate School of Business (1987-88)

Department of Marketing, Texas A&M University

Coordinator, Ph.D. Program in Marketing (Sept. 1989-Aug 1994)

Coordinator, Marketing Department Research Colloquium and Visiting Scholar Lecture Series (Sept. 1989-Aug.1994)

Coordinator, Center for Retailing Studies Research Program ( 1991-1996)

Chair, Ph.D. Program Review Committee (1987-89)

Chair, Marketing 421 Course Development Advisory Committee (1984-86)

Member, Center for Retailing Studies Faculty Advisory Committee (1984-99)

Member, Marketing Faculty Search Committee

Member, International Marketing Faculty Search Committee

Member, Masters Programs Committee (1981-83; 1985-87)

Member, Faculty Advisory Team for Student Groups Participating in the1984 General Motors Inter-University Marketing Competition (1983-84)

Other Universities

External Reviewer, Promotion and Tenure

External Reviewer, New Programs and Initiatives

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