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Ganesh Iyer

Edgar F. Kaiser Professor of Business Administration

Phone: (510) 643-4328     Fax: (510) 643-1420

Office Hours: By appointment in F695


Ganesh Iyer is the Edgar F. Kaiser Professor of Business Administration at the Haas School of Business, University of California at Berkeley.  He received his Ph.D. from the University of Toronto and he was previously on the faculty at Olin Business School, Washington University in St. Louis.  He has served as the Associate Dean for Academic Affairs and Chair of Faculty of the Haas School of Business from 2008-2010, and as the Chair of the Haas Marketing Group from 2010-2011. He is currently chair of the Haas School’s Policy and Planning Committee. He is currently a Senior Editor for Marketing Science and has been an Associate Editor for Marketing Science, Management Science, and Quantitative Marketing and Economics.  He is also a member of the board of the Informs Society for Marketing Science and serves as Secretary of the Board.

His research uses economic theory to study marketing strategy problems. His areas of research are the coordination of product distribution, marketing information, Internet strategy, strategic communication, and bounded rationality in marketing strategy.  His research has won the Little Award in 2000 for the best paper published in Management Science and Marketing Science and he has been a finalist for this best paper award on four other occasions (1998, 2003, 2005 and 2012).  Two of his papers have also been finalists for the 2012 Informs Society of Marketing Science Long Term Impact Award.



  • Ph.D., Management, University of Toronto.
  • Masters in Management Studies, University of Bombay.
  • Bachelor of Engineering (Electrical), University of Bombay.



  • Competitive Marketing Strategy
  • Coordination and Contractual Issues in Distribution Channels
  • Internet Strategy
  • Marketing Information
  • Bounded Rationality and Marketing Strategy



  • Marketing, MBA206, EWMBA206
  • Marketing, UGBA106
  • High-Technology Marketing Strategy, MBA 264, EWMBA 264
  • Business-to-Business Marketing, MBA 268
  • Doctoral Seminar, PHDBA 269C, 269D



  • “Multilateral Bargaining and Downstream Competition,” 2013, (with Liang Guo), Marketing Science, 32, 2, 411-430.
  • “Competition in Consumer Shopping Experience,” 2012, (with D. Kuksov), Marketing Science, 31, 6, 913-933.  Finalist, for John D.C. Little Best Paper Award for 2012.
  • “Limited Memory, Categorization and Competition,” 2010, (with Yuxin Chen and Amit Pazgal), Marketing Science, 29, 4, 650-670. PDF File
  • “Information Acquisition and Sharing in Vertical Relationships,” 2010, (with Liang Guo), Marketing Science, 29, 3, 483-506. PDF File
  • “Consumer Feelings and Equilibrium Product Quality,” 2010, (with Dmitri Kuksov), Journal of Economics and Management Strategy, 19, 1, Spring, 137-168. PDF File
  • “Corruptible Advice,” 2009, (with Erik Durbin), American Economic Journal: Microeconomics, 1, 2, August, 220-242. PDF File
  • “Too Close to be Similar: Product and Price Competition in Retail Gasoline Markets,” 2008, (with P.B. Seetharaman), Quantitative Marketing and Economics, 6, 205-234.PDF File
  • “Planned and Actual Betting in Sequential Gambles,” 2008, (with E. Andrade), Journal of Marketing Research, 46, June, 372-383. PDF File
  • “Procurement Bidding with Restrictions,” (with A. Pazgal), 2008, Quantitative Marketing and Economics, 6, 2 177-204. PDF File
  • “Information and Inventory in Distribution Channels,” (with C. Narasimhan and R. Niraj), 2007, Management Science, 53, 10, 1551-1561. PDF File
  • “Job Satisfaction, Job Performance and Effort: A Re-examination using Agency Theory,” (with M. Christen and D. Soberman), 2006, Journal of Marketing, vol. 70, January, pp. 137-150.
  • “The Targeting of Advertising,” (with D. Soberman and J. M. Villas-Boas), 2005, Marketing Science, 24, 3, pp. 461-476., Finalist, for John D.C. Little Best Paper Award for 2005 and Finalist ISMS Long Term Impact Award for 2012.  PDF File
  • "To Price Discriminate or Not: The Choice of Station Type in Retail Gasoline Markets," (with P.B. Seetharaman), 2003, Quantitative Marketing and Economics, v. 1, 2, pp. 155-178. PDF File
  • "Internet Shopping Agents: Virtual Colocation and Competition," (with Amit Pazgal), 2003, Marketing Science, vol. 22, 1, pp. 85-106..Finalist, for John D.C. Little Best Paper Award for 2003 and Finalist ISMS Long Term Impact Award for 2012. PDF File
  • "A Bargaining Theory of Distribution Channels," (with J. Miguel Villas-Boas), 2003, Journal of Marketing Research, v. 40, February, pp. 80-100. PDF File
  • "Referral Infomediaries," (with Yuxin Chen and V. Padmanabhan), 2002, Marketing Science, vol. 21, 4, pp. 23-45. PDF File
  • "Price Competition Under Stockpiling and Flexible Consumption," (with David Bell and V. Padmanabhan), 2002, Journal of Marketing Research, vol. 39, August, pp. 292-303. PDF File
  • "Consumer Addressability and Customized Pricing," (with Yuxin Chen), 2002, Marketing Science, vol. 21, 2, pp. 197-208. PDF File
  • "Markets for Product Modification Information," (with David Soberman), 2000, Marketing Science, vol. 19, 3, pp. 203-225. Winner, John D.C. Little Best Paper Award for 2000, Lead Article. PDF File
  • "Coordinating Channels under Price and Non-Price Competition," 1998, Marketing Science, vol. 17, 4, pp. 338-355. Finalist, for John D.C Little Best Paper Award for 1998. PDF File



  • “Competing for Attention in Social Communication Markets, 2013, (with Zsolt Katona)
  • “Social Responsibility and Product Innovation,” 2013, (with David Soberman)
  • “Negative Advertising and Voter Choice,” 2012, (with H. Che and R. Shanmugam).


My curriculum vita is available here.

SICS-Summer Institute in Competitive Strategy

Last updated on July,2013.

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