P. K. Kannan

Dean's Chair in Marketing Science

3445 Van Munching Hall
Ph.D. in Management, Purdue University

P. K. Kannan is the Dean’s Chair in Marketing Science at the Robert H. Smith School of Business at the University of Maryland. His research expertise is on marketing modeling, applying statistical,  econometric, machine learning, and AI methods to marketing data. His current research stream focuses on digital marketing - mobile marketing, attribution modeling, media mix modeling, new product/service development and customer relationship management (CRM).

He has received several grants from National Science Foundation (NSF), Mellon Foundation, SAIC, and PricewaterhouseCoopers for his work in this area and research papers have been published in Marketing Science, Management Science, Journal of Marketing Research, Journal of Marketing, and International Journal of Research in Marketing. His research has also won the prestigious John Little Best Paper Award (2008) and the INFORMS Society for Marketing Science Practice Prize Award (2007). His research has also been selected as a finalist for the Paul Green Award twice (2008, 2014) and he has won the AMA/MSI Paul Root Award twice (2014, 2016).

Dr. Kannan is the Editor-in-Chief of the Interntional Journal of Research in Marketing, an Associate Editor for Journal of Marketing Research, and serves on the editorial boards of Marketing Science, Journal of Marketing, Journal of Service Research. Dr. Kannan has served as the Chair for the American Marketing Association SIG on Marketing Research and has chaired the INFORMS Service Science section.

His teaching interests include marketing modeling, digital marketing, customer relationship management, and pricing. He has taught these courses in executive programs for Black & Decker, Home Depot, ARINC, McCormick, and Northrup Grumman. He has corporate experience with Tata Engineering and Ingersoll-Rand and has consulted for companies such as Frito-Lay, Pepsi Co, Giant Food, Black and Decker, SAIC, Fannie Mae, and IBM.

Honors and Awards

  • Distinguished Scholar Teacher, 2018, University of Maryland
  • Finalist, 2019 Sheth Foundation Award, Journal of Marketing
  • Finalist, 2018 AMA/MSI Paul Root Award, Journal of Marketing
  • Winner, 2017 IJRM Best Paper Award
  • Winner, 2016 AMA/MSI Paul Root Award, Journal of Marketing
  • Winner, 2014 AMA/MSI Paul Root Award, Journal of Marketing
  • Finalist, 2014 Paul Green Award, Journal of Marketing Research
  • Winner, Davidson Award, 2014, Journal of Retailing
  • Winner, Outstanding Author Contribution, 2014, Review of Marketing Research
  • Winner, Outstanding Paper Award, 2014, European Business Review
  • Best Reviewer Award, 2013-14, Journal of Marketing
  • AMA Best Innovation, Technology and Interactivity SIG Article, 2012, Journal of Marketing Research
  • Winner, Donald R. Lehmann Award, 2009, Journal of Marketing Research
  • Winner, John D. C. Little Award, 2008, Marketing Science
  • Winner, INFORMS Society of Marketing Science (ISMS) Gary Lilien Practice Prize Award, 2007
  • Finalist, Paul Green Award, 2009, Journal of Marketing Research
  • Harvey Sanders Professorship, Robert H. Smith School of Business, 2004-2008
  • Safeway Fellow, Robert H. Smith School of Business, 1999 – 2004
  • Allan J. Krowe Award for Teaching Excellence, 2001
  • Distinguished Teaching Award, Robert H. Smith School of Business, 2000, 2008, 2012, 2016
  • NSF Grants, 2011-12, 2007-2010, 2002-2005

Selected Publications

“Tournaments to Crowdsource Innovation: The Role of Moderator Feedback and Participation Intensity,” Nuno Camacho, Hyoryung Nam, P. K. Kannan, and Stefan Stremersch, Journal of Marketing, March 2019, Volume: 83 Issue: 2 Pages: 138-157.

“Optimal Design of Free Samples for Digital Products and Services,” Hongshuang Alice Li, Sanjay Jain and P. K. Kannan, Journal of Marketing Research, (forthcoming)

“Selling the Premium in Freemium,” Xian Gu, P. K. Kannan, Liye Ma, Journal of Marketing, November 2018, Volume 82, No.6, p.10-27.

•Finalist for the 2018 AMA/MSI Paul Root Award

“Branded Apps and their Impact on Firm Value: A Design Perspective,” D. Eric Boyd, P. K. Kannan, Rebecca J. Slotegraaf,  Journal of Marketing Research, February 2019, Volume: 56 Issue: 1 Pages: 76-88

“Device Switching in Online Purchasing: Examining the Strategic Contingencies,” Evert deHaan, P. K. Kannan, Peter Verhoef, and Thorsten Wiesel, Journal of Marketing, September 2018, Vol. 82 No. 5, p. 1-19.

“(When) Does Third-Party Recognition for Design Excellence Impact Financial Performance in B2B Markets?” D. Eric Boyd and P. K. Kannan, Journal of Marketing, May 2018, Vol. 82, No. 3, p. 108-123.

“Digital Marketing: A Framework, Review and Research Agenda,” P.K. Kannan and Hongshuang Alice Li, International Journal of Research in Marketing, January 2017, 34, 22-45.

•Winner of the 2017 IJRM Best Paper Award

Hyoryung Nam, Yogesh Joshi, and P. K. Kannan “Harvesting Brand Information from Social Tags,”, Journal of Marketing, July, 2017, Vol. 81, No. 4, 88-108.

Michel Wedel and P. K. Kannan “Marketing Analytics for Data-Rich Environments,” Journal of Marketing, November 2016, Vol. 80, No. 6, pp. 97-121.

Hongshuang (Alice) Li, P. K. Kannan, Siva Vishwanathan, and Abhishek Pani, “Attribution Strategies and the Return on Keyword Investment in Paid Search Advertising,” Marketing Science, Lead Article, November-December 2016, Vol. 35, No. 6, p. 831-848.

Ashish Kumar, R. Bezawada, R. Rishika, R. Janakiraman, and P. K. Kannan, “From Social to Sale: The Effects of Firm Generated Content in Social Media on Customer Behavior,” Journal of Marketing, (forthcoming, 2016).

Hyoryung Nam and P. K. Kannan, “Informational Value of Social Tagging Networks,”Journal of Marketing, Volume 78, Number 4, July 2014, pp. 21 – 40. Winner, 2014 AMA/MSI Paul Root Award.

Hongshuang (Alice) Li and P. K. Kannan, “Attributing Conversions in a Multichannel Online Marketing Environment: An Empirical Model and a Field Experiment,”Journal of Marketing Research, Volume 51, Issue 1 (February) 2014, p.40-56. Finalist for the 2014 Paul Green Award.

Koukova, Nevena, P. K. Kannan, Amna Kirmani, “Multi-Format Digital Products: How Design Attributes Interact with Usage Situations to Determine Choice,” Journal of Marketing Research,Feb 2012, Vol. 49, No. 1, pp. 100-114..

Williams, Nathan, P. K. Kannan, Shapour Azarm (2011), “Retail Channel Structure Impact on Strategic Engineering Product Design,”Management Science, Vol. 57, No. 5, May, pp. 897–914.

Kannan, P. K., Barbara Kline Pope, Sanjay Jain (2009), “Pricing Digital Content Product Lines: A Model and Application for the National Academies Press,”Marketing Science,Lead Article, Vol. 28, No. 4, July-August, (2009) pp. 620-636. Winner of the INFORMS Society of Marketing Science Practice Prize Competition, 2007. The award winning presentation may be seen at this link:

Bezawada, Ram, S. Balachandar, P. K. Kannan and Venky Shankar (2009),“Cross-Category Effects of Aisle and Display Placements: A Spatial Modeling Approach and Insights,”Journal of Marketing. Vol. 73, Iss. 3, p. 99-117.

Luo, Lan, P. K. Kannan, and Brian Ratchford (2008), "Incorporating Subjective Characteristics in Product Design and Evaluations,"Journal of Marketing Research, Vol. 45, Iss. 2, p.182-194. Donald Lehmann Award, 2009, for the best dissertation-based article in JMR or JM.) (Finalist for the Paul Green Award for the year 2008.

Luo, Lan, P. K. Kannan, and Brian Ratchford (2007), "New Product Development under Channel Acceptance,"Marketing Science, Lead Article, Vol. 26, No. 2, p.149-163. Winner of the John D. C. Little Award for the Best Paper in Marketing Science,Management Science for the year 2007.

Jank, Wolfgang and P. K. Kannan (2005), "Understanding Geographical Markets of Online Firms using Spatial Models of Customer Choice,"Marketing Science, Vol. 24, No. 4 (Fall), p. 623-634.

Jain, Sanjay and P. K. Kannan, (2002), "Pricing of Information Products on Online Servers: Issues, Models, and Analysis,"Management Science, Vol. 48, No. 9, September, pp. 1123-1143.

Kannan, P. K. and Susan Sanchez, (1994), "Competitive Market Structures: A Subset Selection Analysis,"Management Science, Vol. 40, No.11, pp. 1484-1499.

McCarthy, Patrick , P. K. Kannan, R. Chandrasekharan, and Gordon Wright, (1992), "Estimating Loyalty and Switching with an Application to the Automobile Market,"Management Science, Vol. 38, No. 10 (October), pp. 1371-1394.

Kannan, P. K. and Gordon P. Wright, (1991), "On Testing Competitive Market Structures",Marketing Science, Vol. 10, No. 4, pp. 338-347.

Kannan, P. K. and Gordon P. Wright, (1991), "Modeling and Testing Structured Markets: A Nested Logit Approach",Marketing Science, Vol. 10, No. 1 (Winter), pp. 58-82.

Robert H. Smith School of Business
Map of Robert H. Smith School of Business
University of Maryland
Robert H. Smith School of Business
Van Munching Hall
College Park MD 20742