Joseph Pancras

Associate Professor


Education/Professional Certification

Ph.D., Marketing, Stern School of Business, New York University, 2005
M.Phil., Marketing, Stern School of Business, New York University, 2002
MBA, Bharathidasan Institute of Management, Trichy, India, 1996
B.E., Electronics & Communication Engineering, PSG College of Technology, Coimbatore, India, 1992

Areas of Expertise

Targeted Marketing in Mobile and Digital Media
Retail Competition
Customer relationship management (CRM) using Digital Marketing and Analytics
Cross-category and cross-media marketing
Competitive Marketing Strategy


Marketing professor Joseph Pancras uses quantitative techniques to study targeted marketing and firm spatial competition in digital contexts such as mobile and online promotions as well as the interaction between digital and traditional marketing promotions. He also studies the effects of poaching and retail competition in the area of online paid search advertising, and firm and distribution channel competition in the context of targeted marketing and customer relationship management. His research has been published in Marketing Science, Journal of Marketing Research, Management Science, Journal of Retailing and Journal of Interactive Marketing. His 2007 paper titled ‘Optimal Marketing Strategies for a Customer Data Intermediary’ won the 2008 Donald Lehmann award for best dissertation-based paper in the Journal of Marketing Research and his 2008 paper titled ‘Cross Buying in Retailing: Drivers and Consequences’ won the 2010 William Davidson award for best paper in the Journal of Retailing.

Dr. Pancras has several years of industry experience in custom marketing research in leading research groups such as Kantar and Taylor Nelson-Sofres, and brings these experiences to bear on his research and teaching.

Featured Publications

  • Social and Spatiotemporal Impacts of Casino Jackpot Events (with Hee Mok Park), Marketing Science (2022), Download Now
  • “Mobile Promotions: A Framework and Research Priorities”, (2016) (with Michelle Andrews , Jody Goehring, Sam Hui and Lance Thornswood), Journal of Interactive Marketing, Volume 34,: Pages 15-24. Download Now.
  • An Empirical Investigation of Retail Expansion and Cannibalization in a Dynamic Environment (2012), (with S. Sriram and V. Kumar), Management Science, November, 2012, Vol. 58, No.11, 2001-2018. Download Now
  • Optimal Marketing Strategies for a Customer Data Intermediary (2007), (with K Sudhir), Journal of Marketing Research, November 2007, Vol. 44, No.4, 560- 578. Download Now
Contact Information
Phone+1 (860) 486-0810
Mailing Address2100 Hillside Road Unit 1041
Office LocationBUSN 328
Office HoursFall 2022 - 11 am to 1 pm EST (Online only)
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