Marketing Department @ Kelley School of Business

Congratulations to Fahmi Grey on successfully defending his dissertation titled "Channel Control Mechanisms: Exclusivity and Minimum Advertised Price Policies"!????? Fahmi's research offers a deep dive into how manufacturers and retailers strategically manage products and pricing to drive performance and maintain competitiveness. Specifically, he studied: ?? Exclusive Agreements: Fahmi explored how exclusive products (SKUs, product tiers, or sub-brands) influence wholesale sales, trade allowances, and promotional needs. He found that exclusivity often increases sales with fewer promotions but requires higher trade allowances to stimulate demand. Interestingly, retailer-specific factors significantly shape the success of these strategies. ?? Minimum Advertised Price (MAP) Policies: He also examined how MAP policies help stabilize pricing, prevent price erosion, and manage competition. From a manufacturer’s perspective, MAP can reduce wholesale sales and product line variety, while for online retailers, it can reduce price competition, albeit with varying effects across different cases. ? A heartfelt thank you to Fahmi’s dissertation committee — Kusum Ailawadi, Marnik Dekimpe, Kristopher Keller, and Jan-Benedict Steenkamp — for their invaluable guidance and mentorship throughout this journey. Your expertise and support have been instrumental in shaping this remarkable work. And a BIG THANK YOU to his advisor, Katrijn Gielens ??? Congratulations once again, Fahmi!??????Your research provides practical insights that will no doubt benefit both academia and industry. We are thrilled to share that Fahmi is now an Assistant Professor at Indiana University - Kelley School of Business. Feel free to reach out to Fahmi at Kelley to learn more about his impactful research and future endeavors! And connect with us at Marketing at UNC Kenan-Flagler to learn more about research activities at UNC Kenan-Flagler Business School!??? #Congratulations #PhD #Dissertation #Defense

I had the incredible opportunity to visit Skopje, North Macedonia last week to deliver a keynote address at the 5th International Scientific Conference on Economic and Business Trends Shaping the Future. Thank you to Dean Predrag Trpeski and Vice Dean Mijalche Santa from the Faculty of Economics at Ss. Cyril and Methodius University in Skopje / Универзитет ?Св. Кирил и Методи?“ во Скоп?е. Wonderful opportunity to also meet the university's Rector as well as Deans and Vice Deans from several regional business schools. It was a pleasure to engage with several faculty from the Faculty of Economics to discuss their research interests. Aleksandar Naumoski Nikola Levkov Nikolina Palamidovska-Sterjadovska A very special thank you to Mijalche Santa for his hospitality throughout my visit and for introducing me to North Macedonian culture and food. The entire experience was outstanding! Kelley Global Christine Everett Ryan Craven

One of my favorite things is to see students take ownership of a program and blossom into great leaders. I am so proud of Marissa Phillips, Samantha Breitbach, Clare Patterson, Jack Clemens, and Anushka Nair for doing just that with the Consumer Marketing Workshop Indiana University. The organization is less than four years old but has become one of the leading undergraduate programs at Indiana University - Kelley School of Business. These kids are the best! BTW, we just added our strongest class ever!

The Center for Brand Leadership welcomed the team from Pella Corporation to Academy Friday. Keith Mann, Matt Kiernan, and Shelly Cole presented to Kelley MBAs from the Business Marketing Academy and the Consumer Marketing Academy. We learned how brand strategy and innovation are at the core of Pella’s extraordinary growth. Thanks to Pella for supporting the CBL and our Kelley MBAs!

Since we are welcoming Abercrombie & Fitch Co. to class today, check out this The Wall Street Journal article sharing their impressive comeback story. The iconic brand revitalized its market presence by successfully shifting its focus from teens to 20-30 year olds. CMO Carey Collins Krug (she/her) shares key strategies behind the brand's marketing transformation. Worth a read for students interested in retail marketing and brand reinvention! https://lnkd.in/gJwhb_wB

Center for Brand Leadership board member and Kellanova CMO, Julie Bowerman, spoke with CMA and Consumer Marketing Workshop Indiana University student leaders on Friday. More importantly, she and her daughter, Reilly, took in the Hoosiers victory over UM on Saturday with me :) Thanks, Julie, for being a great supporter of the Indiana University - Kelley School of Business!

Yesterday, the Center for Brand Leadership welcomed Jason Horowitz, SVP and the Global Head of Media and Marketing at Mattel, Inc., as our distinguished lecturer to speak with us about marketing growth strategy in a rapidly changing marketplace. Jason specifically talked about Mattel's evolving media strategy and how they are reacting to an increasingly fragmented media landscape. We're extremely grateful for his time, and CBL students are thankful for the Hot Wheels cars, Uno cards, and Barbie pens gifted by Mattel to remember this amazing event!

WELCOMING MY CO-EDITORS FOR JOURNAL OF MARKETING I wrote earlier that the American Marketing Association appointed me as the next Editor-in-Chief of its flagship journal, the Journal of Marketing. My most important, and urgent, task is to appoint co-editors as the workload is such (1,000+ new manuscripts per year) that no person can it do by themselves. I am excited and honored to inform you that my team is complete. Here are my co-editors: Marc Fischer: Professor of Marketing Science?and Analytics at the University of Cologne. Marc’s expertise includes the measurement and management of marketing performance, brand management and the optimization of?marketing mix. Kelly Haws: Anne Marie and Thomas B Walker Chair and Professor of Marketing, Vanderbilt University. Kelly studies consumer behavior, with a particular focus on issues related to consumer welfare and an emphasis on food decision-making and health-related issues and the underlying decision-making processes involved. In addition, she also studies responses to actions taken by firms intended to reward consumers as well as issues related to behavioral pricing. Maura L. Scott Scott: Professor and Edward M. Carson Chair in Services Marketing, Arizona State University. Maura’s research interests include consumer behavior, consumer and societal well-being, public policy, and services marketing. Her research examines how to help improve consumers’ financial, health, and food decisions, particularly among underrepresented, marginalized, and vulnerable populations. Rebecca Slotegraaf: Associate Dean for Research and Neal Gilliatt Chair and Professor of Marketing, Indiana University. Rebecca’s research focuses on understanding when new product introductions, environmental sustainability, and brand strength influence a firm’s financial returns and competitive advantage. All four co-editors have published extensively in our top journals and extensive reviewing experience. I look forward to working with them to push the Journal of Marketing?to even greater heights! If you enjoyed this, share it with others and follow me, Jan-Benedict Steenkamp, for more writing.