Selected Working Papers
- Price as a Signal of Wealth, Revisited (with Rafael Becerril Arreola)
- Beyond Zero: Sales Prospecting with a Recommender System for Missing-By-Choice Data (with Saiquan Hu and Yuting Zhu)
2024 Gary L. Lilien ISMS Practice Prize
Productized by Minsheng Life Insurance
2022 ASA Statistics in Marketing Doctoral Research Award Finalist (Yuting Zhu)
2021 Shankar-Spiegel Dissertation Proposal Award Runner-Up (Yuting Zhu)
Publications
- Engagement that Sells: Influencer Video Advertising on TikTok (with Jeremy Yang and Yuhan Zhang)
Marketing Science, forthcoming
Productized through the MIT Technology Licensing Office (Case No. 25019)
2021 JMS China Marketing Science Annual Conference Best Paper Award
2020 MSI Alden G. Clayton Doctoral Dissertation Proposal Award (Jeremy Yang) - Genes and Sales (with Shiyang Gong, Qian Li, and Song Su)
Management Science, 2024, 70(6), 3902-3922
Featured in Juan Martinez, “There Really Is a ‘Sales Gene’,” Harvard Business Review, September–October 2024 - Preference Learning and Demand Forecast (with Xinyu Cao)
Marketing Science, 2021, 40(1), 62-79
2021 John D. C. Little Award
2021 Frank M. Bass Award Finalist - Tweeting as a Marketing Tool— Field Experiment in the TV Industry (with Shiyang Gong, Ping Zhao, and Xuping Jiang)
Journal of Marketing Research, 2017, 54(6), 833-850, lead article - Deadlines in Product Development
Management Science, 2016, 62(11), 3310-3326 - Learning from Experience, Simply (with Song Lin and John Hauser)
Marketing Science, 2015, 34(1), 1-19, lead article
Online Appendix
Media coverage: phys.org
2015 John D. C. Little Award Finalist - Why Do Sales People Spend So Much Time Lobbying for Low Prices? (with Duncan Simester)
Marketing Science, 2014, 33(6), 796-808
Media coverage: INFORMS, phys.org, ComputerWorld
2014 John D. C. Little Award Finalist - Days on Market and Home Sales (with Catherine Tucker and Ting Zhu)
RAND Journal of Economics, 2013, 44(2), 337-360 - (De)marketing to Manage Consumer Quality Inferences (with Jeanine Miklos-Thal)
Journal of Marketing Research, 2013, 50(1), 55-69
Media coverage: Knowledge@Wharton, Carta de Noticias - Consumer Deliberation and Product Line Design (with Liang Guo)
Marketing Science, 2012, 31(6), 995-1007 - Rational Herding in Microloan Markets (with Peng Liu)
Management Science, 2012, 58(5), 892-912
Online Appendix
Media coverage: Federal Reserve Bank of Boston, Boston Herald, Forbes, Financial Times
2022 INFORMS Society for Marketing Science Long Term Impact Award Finalist - How Does Popularity Information Affect Choices? A Field Experiment (with Catherine Tucker)
Management Science, 2011, 57(5), 828-842
Online Appendix - The Perils of Behavior-Based Personalization
Marketing Science, 2011, 30(1), 170-186
2011 John D. C. Little Award Finalist - Why Are Bad Products So Hard to Kill? (with Duncan Simester)
Management Science, 2010, 56(7), 1161-1179 - Growing Two-Sided Networks by Advertising the User Base: A Field Experiment (with Catherine Tucker)
Marketing Science, 2010, 29(5), 805-814 - The Sound of Silence: Observational Learning in the U.S. Kidney Market
Marketing Science, 2010, 29(2), 315-335
Media coverage: Slate
2019 INFORMS Society for Marketing Science Long Term Impact Award
2016, 2017, 2018 INFORMS Society for Marketing Science Long Term Impact Award Finalist
2010 Frank M. Bass Award
2010 John D. C. Little Award Finalist - Designing Pricing Contract for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter? (with Teck-Hua Ho)
Management Science, 2008, 54(4), 686-700
Book Chapters
- Economic Foundations of Marketing Strategy (with J. Miguel Villas-Boas)
In The Routledge Companion to Strategic Marketing, Bodo B. Schlegelmilch and Russell S Winer (Ed.), Routledge, 2021 - Observational Learning: The Sound of Silence
In Encyclopedia of the Sciences of Learning, Norbert M. Seel (Ed.), Springer, 2012
Book available at MIT Libraries