Browsing Working Papers by Author "Sahay, Arvind"
Now showing items 1-9 of 9
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A customer oriented approach to identifying competitive advantage
Sahay, Arvind (2013-11-26)A firm’s ‘competitive advantage’ is considered to arise from certain ‘factors internal to the firm as postulated by the resource based view’ or from ‘external sources and industry structure.’ However, it remains unclear ... -
Does pharmaceutical price regulation result in greater access to essential medicines? study of the impact of drug price control order on sales volume of drugs in india
Sahay, Arvind; Jaikumar, Saravana (Indian Institute of Management Ahmedabad, 2016-02-09)In this paper, we empirically examine whether price regulation of generic essential drugs in India results in social welfare (in terms of increase in sales volume post regulation). In 2013, the Indian government enacted ... -
Effect of overlapping price ranges on price perception: Revisiting the range theory of price perception
Jaikumar, Saravana; Sahay, Arvind (Indian Institute of Management Ahmedabad, 2016-02-09)The context in which a product is seen has an impact on the behavior of consumers. Specifically the impact of the context provided by the most and least extreme values, i.e., the range of stimuli presented has been well ... -
Gold monetization in India as a transformative policy: a mixed method analysis
Narayanan, Priya; Gopalakrishnan, Balagopal; Sahay, Arvind (Indian Institute of Management Ahmedabad, 2017)India is the second largest consumer of gold in the world and gold is a major contributor to the current account deficit. Much of the gold goes out of circulation and is not available to support economic activity. To ... -
Impact of Initial-Trust Image on Shopper Trust and Patronage Intentions
Kaul, Subhashini; Sahay, Arvind; Koshy, Abraham (2009-08-03)The objective of this study is to examine the role of store image in influencing shopper trust and patronage intentions when 1) the store has never been visited and 2) the store has been visited. This study also identifies ... -
Market-Driving Behaviors: A Framework for Developing Theory and Practice
Sahay, Arvind (2013-11-26)Whereas marketing scholars have explored firms’ market-driven behaviors, relatively limited attention has focused on firms’ market-driving behaviors. Early writings on the subject suggest that market-driving behaviors ... -
Role of culture in celebrity endorsement: Brand endorsement by celebrities in Indian context
Abhishek; Sahay, Arvind (2013-11-27)Celebrity endorsement is a big market in India and continues to grow bigger. However, inspite of prevalent use of celebrities for endorsement, not all celebrity endorsements have been successful. The list of unsuccessful ... -
Simultaneous evaluation of pro-self and prosocial bonus schemes: implications for newer management policies towards social betterment
Mukherjee, Sumitava; Sahay, Arvind (Indian Institute of Management, Ahmedabad, 2014)Prosocial bonuses are incentive schemes where people get bonus money to spend on social causes or colleagues that can potentially improve functioning and satisfaction. It is not yet clear how people would evaluate and ... -
Weighted-additive versus reference-dependent models of bundle evaluation: evidence from discount framing on product bundles with surcharges
Sahay, Arvind; Mukherjee, Sumitava (Indian Institute of Management, Ahmedabad, 2014)Attractiveness of product bundles largely depends on how prices are framed. There is considerable disagreement among two contemporary models that posit how product bundles with discounts are evaluated. According to the ...