Journal of Consumer Research, forthcoming
Online reviews are as important as personal recommendations, and most are written by consumers. But how do reviewers differ from each other, and how are we influenced by them?
Management Science, forthcoming
Firms often struggle with designing the best compensation scheme to incentivize their employees. We ask, what is the optimal evaluation frequency to best motivate salespeople?
Marketing Science, December 2020
Consumers tend to ignore ads on TV but take notice of ads on Facebook. So how should firms cope with competition in targeted advertising?
Management Science, June 2020
This study of a game-theoretic model finds that, surprisingly, sometimes it is actually to the benefit of platforms to allow ad blockers.
Marketing Science, May 2020
When entering a new product market should a firm continue to use an existing brand name or adopt a new one?
Journal of Marketing Research, April 2020
Why have controversial celebrity endorsers proved successful in endorsement campaigns? We take a closer look at our attitudes to the rich and famous
Journal of Marketing, March 2020
In writing contracts, every word matters. Or does it? New research suggests that contracts are often deliberately ambiguous
Journal of Consumer Research, February 2020
When products are presented in a humanized manner, consumers tend to see them as an organic whole, but what effect does this have on our judgment?
Journal of Marketing Research, February 2020
To protect customer privacy and welfare, advocates worldwide are calling for regulations that mandate disclosure of data collection practices. However, do consumers necessarily benefit from such transparency?
Journal of Marketing, 2020
As companies embrace sustainability, they are transforming products and services to reduce negative impacts. But do sustainability claims increase sales?