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  • Wharton Marketing: Changing the World of Business - Marketing Department
    world of business PDF Wharton Marketing Changing the World of Business Wharton s Marketing professors the largest most cited and most published marketing faculty in the world specialize in translating their state of the art research into practical tools that managers can use to make better decisions Snack food giant Frito Lay for example needed to know if the billions it spent each year on advertising was working Marriott wanted to launch a new chain of residence hotels but wasn t sure how the market would react to the idea Shell Oil wanted to redefine product offerings based on customers perceptions and needs These are just a handful of the corporations that have improved performance launched new products and refined their pricing and merchandising tactics using the market research tools created by the Wharton Marketing Department Powerful Analytical Tools Indeed Wharton began teaching and researching marketing before the field even existed initiating courses in 1909 in what was then known as merchandising Later Wharton marketing Professor Paul Green created the powerful tool called conjoint analysis a research method that revolutionized 20th century marketing by focusing on what to sell in the future rather than on what appealed to consumers in

    Original URL path: https://marketing.wharton.upenn.edu/ (2014-10-11)
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  • Find An Expert - Marketing Department
    Research Centers Wharton Behavioral Lab Programs Course Schedules Undergraduate Program MBA Program PhD Program Student Awards Events and Calendars Decision Processes Colloquia Department Colloquia Calendars Department Information Staff Doctoral Students Directions Faculty Index Standing Faculty J Scott Armstrong David Bell Jonah Berger Ron Berman Eric Bradlow Keisha M Cutright George Day Jehoshua Eliashberg Peter Fader J Wesley Hutchinson Raghuram Iyengar Barbara E Kahn Barbara Mellers Robert Meyer Cassie Mogilner Jagmohan

    Original URL path: https://marketing.wharton.upenn.edu/faculty/find-an-expert/ (2014-10-11)
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  • Faculty - Marketing Department
    Programs Course Schedules Undergraduate Program MBA Program PhD Program Student Awards Events and Calendars Decision Processes Colloquia Department Colloquia Calendars Department Information Staff Doctoral Students Directions Faculty Index Standing Faculty J Scott Armstrong David Bell Jonah Berger Ron Berman Eric Bradlow Keisha M Cutright George Day Jehoshua Eliashberg Peter Fader J Wesley Hutchinson Raghuram Iyengar Barbara E Kahn Barbara Mellers Robert Meyer Cassie Mogilner Jagmohan Raju Americus Reed David Reibstein Thomas S Robertson Rom Y Schrift Qiaowei Shen Deborah Small Christophe Van den Bulte Patti Williams Jerry Yoram Wind Pinar Yildirim Gal Zauberman Z John Zhang Secondary Affiliated Emeritus Former Faculty Wharton s distinguished marketing faculty are the most published and the most cited among all marketing departments in the world The faculty pages describe our current faculty members research interests and their consulting experience with the world s largest firms Created in 1935 see A Brief History of the Department and currently the third largest department in the Wharton School the Marketing Department now has twenty five standing faculty members Additionally it enlists the help of visitors adjuncts and lecturers and teaching assistants to meet the demands of teaching for the department Chairperson Jagmohan Raju is assisted by five

    Original URL path: https://marketing.wharton.upenn.edu/faculty/ (2014-10-11)
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  • Faculty List - Marketing Department
    Marketing Qiaowei Shen Assistant Professor of Marketing Deborah Small Associate Professor of Marketing and Psychology Christophe Van den Bulte Professor of Marketing Patti Williams Ira A Lipman Associate Professor of Marketing Jerry Yoram Wind Lauder Professor Academic Director The Wharton Fellows Program Director SEI Center for Advanced Studies in Management Professor of Marketing Pinar Yildirim Assistant Professor of Marketing Gal Zauberman Professor of Marketing Professor of Psychology Z John Zhang Murrel J Ades Professor Professor of Marketing Director Penn China Center Secondary Gérard Cachon Fred R Sullivan Professor of Operations and Information Management Department Chair Professor of Marketing Ulrich Doraszelski Professor of Business Economics and Public Policy and Marketing Abba M Krieger Robert Steinberg Professor Professor of Statistics Operations and Information Management and Marketing Uri Simonsohn Associate Professor OPIM Associate Professor of Marketing Affiliated Anthony Adams Lecturer in Marketing Keith Niedermeier Adjunct Associate Professor Director of Undergraduate Marketing Program Dante Pirouz Visiting Assistant Professor of Marketing Jason Riis Visiting Assistant Professor Nancy F Sheridan Lecturer in Marketing Emeritus John Farley C V Starr Distinguished Research Fellow in International Business Stephen Hoch Laura and John J Pomerantz Professor Emeritus of Marketing Leonard Lodish Samuel R Harrell Emeritus Professor Leader and Co founder Global Consulting Practicum Emeritus Professor of Marketing Former Richard Batsell Jesse H Jones Distinguished Associate Professor of Management Rice University Lisa Bolton Associate Professor of Marketing Smeal College of Business Pennsylvania State University Raymond Burke E W Kelley Chair of Business Administration Kelley School of Business Indiana University Bloomington Wayne DeSarbo Smeal Chair Professor of Marketing Smeal College of Business Pennsylvania State University Gary Erickson Professor of Marketing Foster School of Business University of Washington Skander Essegaier Associate Professor of Marketing Koç University Gavan Fitzsimons R David Thomas Professor The Fuqua School of Business Duke University Ronald Frank Professor

    Original URL path: https://marketing.wharton.upenn.edu/faculty/faculty-list/ (2014-10-11)
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  • Faculty Awards - Marketing Department
    article in Journal of Retailing 2005 2007 Barbara E Kahn Finalist for Best Article JCR 2007 David Bell MBA for Executives West Elective Teaching Award 2005 2006 2007 Patti Williams Wharton Excellence In Teaching Award 2007 Patti Williams Fellow Wharton Risk Center 2007 David Reibstein Wharton Class of 2007 Goes above and beyond the call of duty Award 2007 David Reibstein Marketing Metrics 50 Metrics Every Executive Should Master 2006 was named as the Best Business Book Marketing by Strategy Business 2007 Deborah Small Fellow Wharton Risk and Decision Processes Center 2007 Raghuram Iyengar Helen Kardon Moss Anvil Award Finalist 2007 Description Close Finalist Z John Zhang Finalist for the O Dell Award for the Most Impactful JMR Paper Five Years Later 2007 Eric Bradlow Wharton East WEMBA Teaching Award 2007 Lisa Bolton AMA Sheth Foundation Doctoral Consortium Faculty 2007 Description Close AMA Sheth Foundation Doctoral Consortium Faculty Qiaowei Shen AMA Sheth Doctoral Consortium Fellow 2007 Qiaowei Shen Crawford Dissertation Fellowship UC Berkeley 2007 Gal Zauberman Early Career Award for Distinguished Contributions to Consumer Psychology 2007 Description Close Society for Consumer Psychology American Psychological Association Division 23 George Day IBM Award for Best Article published in the Journal of Service Research 2007 Description Close The Path to Customer Centricity with Denise Shah Roland Rust A Parasuraman and Richard Staelin George Day Robert D Buzzell Marketing Science Institute Best Paper Award 2007 Description Close Award for Aligning the Organization with the Market MSI Report 05 110 2006 Eric Bradlow Wharton School MBA Excellence in Teaching Award 2002 2003 2004 2005 2006 2006 Description Close Wharton School MBA Excellence in Teaching Award Eric Bradlow NCME Technical or Scientific Contribution to the Field of Educational Measurement Development of Testlet Response Theory 2006 Peter Fader Paul E Green Award 1997 2006 given annually by the American Marketing Association for the best article published in the Journal of Marketing Research for its potential to contribute significantly to the practice of marketing research 2006 Description Close Goes to the paper published in the Journal of Marketing Research in the previous year that shows or demonstrates the most potential to contribute significantly to the practice of marketing research and research in marketing Robert Meyer Research Grants 1992 Description Close Huntsman Center for Research on Technological Competition 1992 1994 Total Funding 15 000 George Day Frances Winspear Distinguished Scholar University of Victoria Canada 1996 Description Close Frances Winspear Distinguished Scholar University of Victoria Canada Patti Williams Wharton Excellence in Teaching Award 2006 David Bell MBA Core Curriculum Award Above and beyond call of duty 2006 Eric Bradlow Wharton East WEMBA Teaching Award 2006 Eric Bradlow Wharton School MBA Excellence in Teaching Award 2003 2004 2005 2006 2006 Eric Bradlow Goes Above and Beyond the Call of Duty Wharton MBA Teaching Award 2006 Peter Fader Best paper award at the Advanced Research Techniques Forum 2006 Description Close An American Marketing Association conference held in June 2005 Jagmohan Raju Finalist Best Paper Award International Journal of Research in Marketing 2006 Jagmohan Raju Miller Sherrerd MBA Core Course Teaching Award 2006 Barbara E Kahn Elected President of Association of Consumer Research 2006 David Reibstein Awarded the Wharton Excellence in Teaching Award 1982 1983 1985 1986 1987 1988 1993 1999 2006 Description Close 1982 1983 1985 1986 1987 and 1988 1993 1999 2006 Ulrich Doraszelski NSF Grant No SES 0617896 Economic Impacts of Technological Innovations in Product Availability with Julie Mortimer 2006 2009 Ulrich Doraszelski NSF Grant No SES 0615615 Collaborative Research on Dynamic Antitrust Policy Predatory and Limit Pricing in a Model of Learning by Doing and Organizational Forgetting with David Besanko 2006 2008 2005 Lisa Bolton MSI Young Scholar s Program 2005 Description Close MSI Young Scholar s Program Christophe Van den Bulte ERIM Award for Top Academic Article Erasmus University Rotterdam 2005 Lisa Bolton Journal of Consumer Research Outstanding Reviewer Award 2005 David Bell Outstanding Reviewer Award Journal of Retailing 2005 Eric Bradlow Fellow of the American Statistical Association 2005 Description Close Fellow of the American Statistical Association Eric Bradlow First recipient of The K P Chao Professorship 2005 Description Close Named the first recipient of The K P Chao Professorship Deborah Small Social Issues Dissertation Award Finalist Society for the Psychological Study of Social Issues 2005 David Bell MBA for Executives East Elective Teaching Award 2004 2005 Description Close Marketing Strategy Christophe Van den Bulte Elected Member Belgian American Educational Foundation 2005 Eric Bradlow Helen Kardon Moss Anvil Award Finalist 2001 2002 2004 2005 2005 Eric Bradlow Appointed Fellow of the American Statistical Association 2005 Jagmohan Raju WEMBA West MBA Elective Teaching Award 2005 Peter Fader Journal of Interactive Marketing Best Paper Award 2005 Description Close For Capturing Evolving Visit Behavior in Clickstream Data Journal of Interactive Marketing 18 winter 2004 5 19 co authored with Wendy Moe Gal Zauberman MSI Young Scholars Program 2005 Description Close Marketing Science Institute David Reibstein John S Day Distinguished Alumni Academic Service Award 2005 Description Close Purdue University Barbara E Kahn Center of Excellence in Cancer Communication Research CECCR 2005 Description Close Annenberg School University of Pennsylvania 15 000 Barbara E Kahn Wharton SMU Research Center Grant 2005 Description Close With S Varghese and M Lee Retrospective Preference for Variety An Ease of Retrieval Perspective 38 422 22 2004 Eric Bradlow Finalist Paul E Green Award for the best paper in Journal of Marketing Research 2004 Description Close A Learning based Model for Imputing Missing Levels in Partial Conjoint Profiles co authored with Y Hue and T H Ho lead article and discussion paper Vol XLI November 2004 369 38 George Day JM Sheth Foundation Award 2004 Description Close For the best article published in the Journal of Marketing that has made a long term contribution to the field of Marketing Stephen Hoch Faculty representative AMA Doctoral Consortium 1984 1985 1990 1991 1992 1995 1996 1997 1999 2000 2001 2003 2004 2004 David Bell John D C Little Best Paper Award Finalist 2004 Description Close For Creating Win Win Trade Promotions Theory and Empirical Analysis of Scanback Trade Deals Marketing Science 22 1 16 39 with X Dreze Jagmohan Raju WEMBA West Elective Teaching Award 2004 Gérard Cachon Miller Sherrerd teaching award Awarded to the 8 professors with the highest core teaching evaluations 2004 Jerry Yoram Wind Honorary Fellow of the Decade Interdisciplinary Center Herzliya Israel 2004 Raghuram Iyengar Alden G Clayton Doctoral Dissertation Proposal Competition 2004 Description Close Honorable Mention Barbara E Kahn Wharton SMU Research Center Grant 2004 Description Close With M F Luce and S Ramaswami Retail Assortment Variety Issues Conflict Resolution in Store versus Brand Choice 66 000 J Wesley Hutchinson Best Article Award for the Journal of Consumer Research 2000 Description Close For Knowledge Calibration What Consumers Know and What They Think They Know coauthored with Joseph W Alba Gal Zauberman Robert Ferber Award Honorable Mention 2004 Description Close Association of Consumer Research Gal Zauberman Recognition of Excellence in Undergraduate Teaching 2004 Description Close Kenan Flagler Business School The University of North Carolina at Chapel Hill Gérard Cachon MSOM Meritorious Service award 2004 George Day AMA McGraw Hill Irwin Distinguished Marketing Educator 2004 Description Close AMA McGraw Hill Irwin Distinguished Marketing Educator Eric Bradlow Wharton Undergraduate Excellence in Teaching Award 2004 2004 Jagmohan Raju Finalist Frank Bass Award 2004 George Day Fellow of the American Marketing Association Doctoral Consortium 1978 Description Close Every year from 1978 to 2004 except for 1983 1984 and 1997 Jagmohan Raju President Society for Marketing Science INFORMS 2004 Qiaowei Shen Crawford Doctoral Research Fellowship UC Berkeley 2004 2006 2003 Eric Bradlow Wharton School MBA Excellence in Teaching Award 2005 Description Close 2003 2004 2005 Eric Bradlow AERA Outstanding Reviewer 2003 Description Close AERA Outstanding Reviewer Eric Bradlow Wharton West WEMBA Teaching Award 2003 Description Close Wharton West WEMBA Teaching Award Deborah Small Carnegie Mellon Graduate Student Travel Award 2003 Jagmohan Raju Best Core Course Teacher Award Indian School of Business 2003 Z John Zhang Wharton EMBA Electives Teaching Award 2003 Christophe Van den Bulte Marketing Science Institute Young Scholar 2003 Deborah Small APA Science Directorate Dissertation Award 1000 2003 Deborah Small Russell Sage Foundation small research grant for Identifiability 3500 2003 Deborah Small Travel grant Budapest Summer Seminar in Behavioral Economics 2003 Gal Zauberman R J Reynolds Fund Award Junior Faculty Development Award 2004 Description Close The University of North Carolina at Chapel Hill Junior Faculty Development Award Barbara E Kahn Wharton SMU Research Center Grant 2003 Description Close With S RAmaswami Retail and Internet Assortment Variety Issues 33 500 Barbara E Kahn Consortium Faculty AMA Consortium 1992 Description Close 1992 1993 1994 1995 1999 2001 2003 Raghuram Iyengar INFORMS Marketing Science Doctoral Consortium Fellow 2003 Raghuram Iyengar AMA Sheth Foundation Doctoral Consortium Fellow 2003 Jerry Yoram Wind The 2003 Elsevier Science Distinguished Scholar Award of the Society for Marketing Advances 2003 Eric Bradlow AERA Outstanding Reviewer 2003 2002 Eric Bradlow Helen Kardon Moss Anvil Award Finalist 2005 Description Close 2001 2002 2004 2005 Robert Meyer Principle investigator 2002 Description Close SMU Wharton Research Grants 2002 4 3 years Funding 33 000 year Deborah Small Carnegie Mellon Graduate Student Travel Award 2002 Jagmohan Raju Faculty Marshall MBA Graduation Ceremony 2002 Stephen Hoch Best article in the Journal of Retailing 1989 1995 1994 2002 Christophe Van den Bulte Excellence in Teaching Award The Wharton School 2002 Gérard Cachon Tough But I ll Thank You in 5 Years Award given by the Wharton Graduate Students Association 2002 George Day Erskine Fellow University of Canterbury Christchurch New Zealand 2002 Description Close Erskine Fellow University of Canterbury Christchurch New Zealand Barbara E Kahn SCP SHETH Dissertation Proposal Competition winner 2002 Description Close Advisors Barbara Kahn and Mary Frances Luce Candidate Elizabeth Miller Raghuram Iyengar Rudolph Fellow Columbia Business School 2003 Description Close 2002 2003 J Wesley Hutchinson President Association of Consumer Research 2002 2003 2002 David Bell Marketing Science Institute Young Scholars Program 2002 Ulrich Doraszelski EARIE Young Economists Essay Award 2002 2001 Eric Bradlow Invited Speaker and Spokesperson for national mathematics high school honor society 2001 Description Close Invited Speaker and Spokesperson for national mathematics high school honor society George Day Vijay Mahajan Award 2001 Description Close For career contributions to marketing strategy awarded by the American Marketing Association David Bell John D C Little Best Paper Award Finalist 2001 Description Close For Looking for Loss Aversion in Scanner Panel Data The Confounding Effect of Price Response Heterogeneity Marketing Science 19 2 Spring 185 200 with J Lattin Deborah Small NSF Graduate Research Fellowship Honorable Mention 2001 Deborah Small Travel grant 2001 Description Close European Summer Science Days Summer School in the Social and Psychological Foundations of Economic Life Z John Zhang Frank Bass Award for the Best Dissertation Paper 2001 Z John Zhang John Little Award for the Best Paper in Marketing Science 2001 Deborah Small Honorable Mention in Student Poster Award 2001 Description Close Annual Meeting for the Society of Judgment and Decision Making Helping the Victim or Helping A Victim Altruism and Identifiability Patti Williams 2001 Marketing Science Institute Young Scholars Conference 2001 Barbara E Kahn Marketing Science Institute Grant 2003 Description Close With K Grashoff and M F Luce 3200 Stephen Hoch President Association for Consumer Research 2001 2000 J Scott Armstrong SMA JAI Press Distinguished Scholar Award for 2000 2000 Description Close Scott Armstrong was a recipient of this award along with Philip Kotler and Gerald Zaltman in November 2000 in Orlando Jagmohan Raju Wharton Core Course Teaching Award 2000 Jagmohan Raju Wharton Executive MBA Teaching Award 2000 Robert Meyer 2001 John D C Little Award for best paper in an INFORMS Journal 2000 2000 Robert Meyer 2001 Frank Bass Award for best article based on a doctoral dissertation 2001 David Bell Frank M Bass Outstanding Dissertation Award 2000 Description Close For Shopping Behavior and Consumer Preference for Retail Price Format Why Large Basket Shoppers Prefer EDLP Marketing Science 17 1 Winter 66 88 with J Lattin Patti Williams 2000 2006 James G Campbell Jr Memorial Term Assistant Professor 2000 Z John Zhang Eugene Lang Research Fellowship Columbia University 2000 Leonard Lodish Elected member of Cleveland Heights High School Hall of Fame 2000 Leonard Lodish O Dell Award for Best Paper in Journal of Marketing Research 2000 Barbara E Kahn Wharton School Grant 1990 Description Close Summer salary support 1990 2000 Ulrich Doraszelski Dissertation Research Fellowship Center for the Study of Industrial Organization Northwestern University 2000 2001 1999 Lisa Bolton Procter Gamble Marketing Innovation Research Award 1999 Description Close Procter Gamble Marketing Innovation Research Award Jagmohan Raju Wharton Core Course Teaching Award 1999 Gérard Cachon Fuqua School of Business Daimler Chrysler Teaching Award for Innovation and Excellence in an Elective Course 1999 Robert Meyer 1994 Frank Bass Award for best article based on a doctoral dissertation 1999 Description Close Judged after five years Robert Meyer 1994 O Dell Award for best article in Journal of Marketing Research 1999 Description Close Judged after five years Z John Zhang Eugene Lang Research Fellowship Columbia University 1999 Patti Williams 1999 Marketing Science Institute Research Grant with Aimee Drolet 1999 Eric Bradlow Miller Sherrerd MBA Core Teaching Award 2002 Description Close 1999 2000 2001 2002 Leonard Lodish Honorary Doctor of Laws degree Kenyon College 1999 Jehoshua Eliashberg Inaugural Winner of the Carol and Bruce Mallen Prize 1999 Description Close For Published Scholarly Contributions to Motion Picture Industry Studies Lisa Bolton John A Howard AMA Doctoral Dissertation Award 1999 Description Close John A Howard AMA Doctoral Dissertation Award George Day Outstanding Marketing Educator Award 1999 Description Close For contributions to marketing scholarship awarded by the Academy of Marketing Science J Wesley Hutchinson O Dell Award Finalist 1994 Description Close For best article in the Journal of Marketing Research 1992 1994 for Finding Choice Alternatives in Memory Probability Models of Brand Name Recall co authored with Kalyan Raman and Murali Mantrala Barbara E Kahn Nestles Lecturer Lund Institute of Economics 1999 Barbara E Kahn David W Hauck Award for Outstanding Teaching in the Undergraduate Division 1999 Ulrich Doraszelski University Fellowship Northwestern University 1996 1997 1998 Lisa Bolton AMA Doctoral Consortium University of Georgia 1998 Description Close AMA Doctoral Consortium University of Georgia David Bell John D C Little Best Paper Award Finalist 1998 Description Close For Shopping Behavior and Consumer Preference for Retail Price Format Why Large Basket Shoppers Prefer EDLP Marketing Science 17 1 Winter 66 88 with J Lattin Christophe Van den Bulte Honorable Mention John A Howard AMA Doctoral Dissertation Award 1998 Eric Bradlow Wharton MBA Core Curriculum Teaching Award 2001 Description Close 1998 1999 2001 J Scott Armstrong Silver Jubilee Lecturer for the 25th anniversary celebration of the College of Business at Massey University in New Zealand 1998 Description Close The Silver Jubilee Lecturer for the 25th anniversary celebration of the College of Business at Massey University in New Zealand October 1997 His talk was Management Science What Does It Have to Do with Management or Science Marketing Bulletin 9 May 1998 1 15 Gal Zauberman AMA Sheth Foundation Doctoral Consortium Fellow 1998 Barbara E Kahn 2000 William R Davidson Award 1998 Description Close For article in the Journal of Retailing Best Contribution to Theory and Practice in Retail Marketing third prize Huffman and Kahn Variety for Sale Mass Customization or Mass Confusion Barbara E Kahn Earl Dyess Lecturer Texas Christian University 1998 Barbara E Kahn National Science Foundation Grant 1998 Description Close Proposal No SBR 9730182 The Subjective Value of Information in High Stakes Domains An Analysis of Patient Decisions to Obtain Diagnostic Testing with M F Luce 1998 Renewed 1999 2001 Total Amount Funded 315 000 Raghuram Iyengar Dean s List I I T Kanpur 1998 George Day Excellence in Teaching Award 1998 Description Close From the Wharton Graduate Association George Day Finalist Anvil Award 1992 Description Close For teaching excellence at The Wharton School 1992 1997 1998 1997 Eric Bradlow Appointed Research Consultant AT T Bell Laboratories 1997 Description Close Appointed Research Consultant AT T Bell Laboratories Eric Bradlow Finalist American Statistical Association Savage Award Dissertation Prize 1997 Description Close Finalist American Statistical Association Savage Award Dissertation Prize Lisa Bolton Doctoral Internationalization Consortium University of Texas at Austin 1997 Description Close Doctoral Internationalization Consortium University of Texas at Austin Lisa Bolton Dissertation Summer Scholar Tilburg University The Netherlands 1997 Description Close Dissertation Summer Scholar Tilburg University The Netherlands Lisa Bolton Grinter Fellowship University of Florida 1995 1997 1997 Description Close Grinter Fellowship University of Florida Deborah Small Travel grant 1997 Description Close American Psychological Association Summer Science Institute Patti Williams 1997 Procter Gamble Market Innovation Research Fund Recipient 1997 Patti Williams 1997 UCLA Graduate Division Merit Fellowship 1997 Patti Williams 1997 American Marketing Association Doctoral Consortium Fellow 1997 Patti Williams 1997 Center for International Business CIBER Internationalization Marketing Consortium Fellow 1997 George Day Honored with the establishment of the George S Day Doctoral Dissertation Award 1997 Description Close For research on interfunctional issues 1996 Lisa Bolton Social Sciences Humanities Research Council of Canada Doctoral Fellowship 1996 1998 1998 Description Close Social Sciences Humanities Research Council of Canada Doctoral Fellowship J Scott Armstrong Honorary Fellow for Distinguished contributions in forecasting 1996 Description Close One of the first six Honorary Fellows for distinguished contributions to forecasting International Institute of Forecasters 1996 Abba M Krieger David W Hauck Award for Outstanding Teaching in the Undergraduate Division 1996 Abba M Krieger Undergraduate Division Excellence in Teaching Award 1996 Description Close 1991 1995 1996 Christophe Van den Bulte AMA Doctoral Consortium Fellow 1996 Leonard Lodish Received with co authors the first Paul E Green award for the article most likely to impact the practice of marketing in Journal of Marketing Research 1996 Patti Williams 1996 CIBER International Research Grant with Jennifer Aaker 1996 J Wesley Hutchinson Senior Fellow Wharton Financial Institution Center 1995 Description Close 1995 1996 Barbara E Kahn John A Howard Doctoral Dissertation Award 1996 Description Close Advisor Barbara Kahn Candidate Satya Menon George Day Paul D Converse Award 1996 Description Close For outstanding contributions to the development of the science

    Original URL path: https://marketing.wharton.upenn.edu/faculty/faculty-awards/ (2014-10-11)
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  • Faculty in the News - Marketing Department
    be reviled than ignored The Economist 02 24 2011 Jonah Berger The End Of Trends If It s Hot It s Over NPR 02 09 2011 Keith Niedermeier Captcha squiggles give way to ad pitches on security tests USA Today 02 08 2011 Patti Williams Will Fewer Choices Reap Higher Profits for the Girl Scouts Knowlege Wharton Today 02 03 2011 Keisha M Cutright Critics Support U S With Their Wallets Wall Street Journal 02 02 2011 Jonah Berger The Tyranny of Choice BBC 01 11 2011 2010 Keisha M Cutright The Religion of Brand Names Wall Street Journal 12 11 2010 Jonah Berger The Key to Fulfillment Oprah com 12 01 2010 J Scott Armstrong Let s Deal in Science and Facts Wall Street Journal 11 19 2010 Description Close A letter to the editor regarding government spending on global warming policies Jonah Berger Can Negative Publicity Help New York Times 10 30 2010 J Scott Armstrong Polly the Parrot Predicts the Outcome of the U S Midterm Elections Wharton Magazine 10 20 2010 Cassie Mogilner Why We Strive for Money Over Time and Why It s a Mistake TIME Magazine 10 11 2010 Cassie Mogilner Thinking about Time or Money Impacts How We Spend Our Days Scientific American 10 09 2010 J Scott Armstrong Experience Versus Evidence in Advertising Wharton Magazine 09 28 2010 Cassie Mogilner Buying Time The Pursuit of Happiness The Huffington Post 09 15 2010 Cassie Mogilner Strawberry Shortcake s Trendy New Look NPR Marketplace 09 02 2010 Cassie Mogilner The Pursuit of Happiness Buying Time Association for Psychological Science 08 25 2010 Jehoshua Eliashberg Applying Academic Formulae to Scripts NPR 08 17 2010 Jonah Berger Why Elite Shoppers Eschew Logos New York Times 07 26 2010 Cassie Mogilner Seu consumidor quer tempo ou dinheiro Exame 07 19 2010 Jonah Berger Brands and Stores Want Haul Videos Marketplace National Public Radio 07 13 2010 J Scott Armstrong Forecasting Problems for Global Warming Alarmists Environment Climate News 07 01 2010 Jonah Berger Inconspicuous Consumption Subtle Signals of Style Psychology Today 06 01 2010 J Scott Armstrong Interview of the author about Persuasive Advertising Fox News 05 25 2010 Jerry Yoram Wind Wharton s Jerry Wind Predicts the Future of Advertising IESE Insight 05 19 2010 Jonah Berger 5 Reasons Your Fast Car Is More Social Than Your Fast Food Fast Company 05 10 2010 Description Close Hello Jehoshua Eliashberg Americans are seeing fewer and fewer foreign films The Philadelphia Inquirer 05 09 2010 Jonah Berger Applause Please for Early Adopters New York Times 05 09 2010 Jonah Berger The market is bleeding so I m selling Marketplace National Public Radio 05 01 2010 Jehoshua Eliashberg Josh discusses his research FastForward 04 21 2010 Jerry Yoram Wind Future of Advertising Project VMarketing China Magazine 04 01 2010 Description Close Interview in report about The Future of Advertising Project Jehoshua Eliashberg Rodar Avatar Fue Una Decisión Muy Arriesgada El Mundo 03 07 2010 Jonah Berger Will You Be E Mailing This Column It s Awesome New York Times 02 09 2010 Cassie Mogilner Something for the Weekend Financial Times 02 05 2010 Jonah Berger The Feel Good Economy The Globe and Mail 01 28 2010 J Scott Armstrong Scott Armstrong discusses the effectiveness of forecasting principles BBC World Service 01 20 2010 Jehoshua Eliashberg Crunching the Numbers New York Times 01 20 2010 Jehoshua Eliashberg Crunching the Numbers Part 2 New York Times 01 20 2010 Deborah Small Haiti response is boon and challenge for nonprofits The Record 01 18 2010 Gal Zauberman Time Management NPR Radio WHYY Radio Times 01 15 2010 Jerry Yoram Wind New Year New Look for Google for Advertisers Google Agency Ad Solutions Blog 01 13 2010 Description Close Media coverage of Fast Forward http www youtube com user FastForward the Marketing Channel on YouTube co founded with Google Gal Zauberman Where Did the Time Go Do Not Ask the Brain New York Times 01 04 2010 Patti Williams Top Business Trends of 2010 Wharton Work 01 01 2010 2009 Jonah Berger Examining the shifting trends in baby names Philadelphia Inquirer 12 30 2009 Gal Zauberman Carpe Diem Maybe Tomorrow New York Times 12 28 2009 Jonah Berger What Is It About It Gifts NPR Talk of the Nation 12 24 2009 Patti Williams For Avatar An Unprecedented Marketing Push NPR 12 17 2009 Jonah Berger How Do Popular Holiday Gifts Become Popular Washington Post 12 13 2009 Jonah Berger Paper checks Remember those NPR Marketplace 12 02 2009 Jerry Yoram Wind Listing of The Network Challenge Strategy Profit and Risk in an Interlinked World KYW News Radio 1060 11 01 2009 Description Close Listing of The Network Challenge Strategy Profit and Risk in an Interlinked World in KYW News Radio 1060 AM s 10 Books to Read by Marc Kramer November 1 2009 Jerry Yoram Wind World Series a marketing windfall for Philadelphia Philly Com 10 27 2009 Patti Williams Do Ads with High Schock Value Work Marketplace 10 14 2009 Peter Fader Looking at Life as One Big Subscription New York TImes 10 11 2009 Jerry Yoram Wind What s the future of advertising InternetNews com 10 02 2009 Description Close Media coverage of Fast Forward http www youtube com user FastForward the Marketing Channel on YouTube co founded with Google Jerry Yoram Wind YouTube s FastForward Biz Site Off to Slow Start ReadWriteWeb Blog 09 23 2009 Description Close Media coverage of Fast Forward http www youtube com user FastForward the Marketing Channel on YouTube co founded with Google Jerry Yoram Wind Fast Forward Connecting marketers with innovative ideas and other marketers YouTube Biz Blog 09 23 2009 Description Close Media coverage of Fast Forward http www youtube com user FastForward the Marketing Channel on YouTube co founded with Google Patti Williams The Urge to Buy Turns on Ethics Philadelphia Inquirer 09 19 2009 Jerry Yoram Wind Truth in Advertising Penn Gazette 09 01 2009 Description Close Media coverage of Fast Forward http www youtube com user FastForward the Marketing Channel on YouTube co founded with Google Patti Williams Worn Clothes Make the Man Wall Street Journal 08 20 2009 Peter Fader Free For All Profits Can Be Elusive Online NPR 08 19 2009 Deborah Small Opposites that attract Philadelphia Daily News 08 18 2009 Deborah Small I say spend You say no We re in love New York Times 08 15 2009 Jerry Yoram Wind A New Kind of Campaign Changing the World s Perception of Doing Business with Israel Knowledge Wharton 08 13 2009 Description Close Podcast with David Pottruck Deborah Small With spending opposites attract and repel Yahoo Finance 08 12 2009 Jonah Berger Why We Love and Love to Hate Fads Wall Street Journal 08 10 2009 Peter Fader Microsoft and Yahoo Are Linked Up Now What New York TImes 07 29 2009 Jerry Yoram Wind Interview Yoram Jerry Wind Examiner com 07 26 2009 Description Close First Friday Book Synopsis Jehoshua Eliashberg The Best of Times for Hollywood Philadelphia Inquirer 07 21 2009 Patti Williams Hog Futures Down Knowledge Wharton 07 20 2009 Jerry Yoram Wind Tips for Better Networking Skills FOX Business News 07 17 2009 Jonah Berger Don t Blog or Tweet Anything With More Than Half a Million Hits Wired Magazine 07 15 2009 Jonah Berger Berlin Bans Brakeless Bikes Freakonomics Blog 07 02 2009 Jonah Berger Cultural Latency Fast Company 07 01 2009 Jerry Yoram Wind The Network Challenge Strategy Profit and Risk in an Interlinked World Wharton Alumni Newsletter 07 01 2009 Description Close Featured book in Wharton Alumni Newsletter Jerry Yoram Wind Future of Advertising Print TV Online Ads AdvertisingAge 06 01 2009 Description Close ARF Wharton School Study Finds WOM Largely Driven by Paid Media Ads Patti Williams Warmer Fuzzier The Refreshed Logo New York Times 05 31 2009 Jonah Berger American Apparel suit means cheap ads NPR Marketplace 05 18 2009 Jonah Berger Quick Arriving Fads Quick to Flame Out New York Times 05 17 2009 Jehoshua Eliashberg Something for the Weekend Financial Times 05 15 2009 Deborah Small Does More or Less Make You Mean BBC Radio 05 08 2009 Jonah Berger Heather Today Gone Tomorrow Scientific American 05 04 2009 Jonah Berger How Twitter Might Be More Popular and Less Cool San Jose Mercury News 04 24 2009 Cassie Mogilner Marketing Lessons from the Lemonade Stand Inc 04 09 2009 Jerry Yoram Wind Wondering What to Do We Asked the Experts Ad Age 04 06 2009 Cassie Mogilner Does Happiness Have a Price Tag CBS MoneyWatch com 04 01 2009 Cassie Mogilner Why to Tie Marketing to Time Not Money The Wall Street Journal 03 24 2009 Jonah Berger A Slight Deficit Can Actually Be an Edge The New York Times 03 16 2009 J Scott Armstrong Discussion on Global Polar Bear Population BBC Radio 03 16 2009 Peter Fader The Cookie Crumbles By banning online sales are the Girl Scouts failing our daughters Newsweek 03 11 2009 Jonah Berger When Being Down At Halftime Is A Good Thing Wall Street Journal 03 06 2009 Jonah Berger Las Vegas Touts Its Affordability Wall Street Journal 02 04 2009 Patti Williams ITunes The Preferred Plastic Philadelphia Inquirer 02 04 2009 Jerry Yoram Wind An Interview with Wharton Professor Jerry Wind at MPlanet 2009 Marketing Shift Online Marketing Blog 01 28 2009 Description Close Video interview at MPlanet 2009 Conference Peter Fader Professors to Watch Financial Times 01 26 2009 Peter Fader Marketing in a Downturn video Financial Times 01 22 2009 Jonah Berger Frugalness Is The New Chic National Public Radio 01 21 2009 2008 Cassie Mogilner The Way the Brain Buys The Economist 12 18 2008 Jehoshua Eliashberg The Year s Superstar Flops Forbes 12 09 2008 Jonah Berger Psychology Bias at the Ballot Box Nature 11 28 2008 Jonah Berger How to Turn a Herd on Wall Street New York Times 11 09 2008 Jonah Berger Brain Research on Buying Stanford Magazine 11 04 2008 Jonah Berger Warm Your Hands Warm Your Outlook National Geographic News 10 24 2008 Jehoshua Eliashberg The Reliance Spielberg Deal Anil Ambani s Next Blockbuster India Knowledge Wharton 10 02 2008 Jerry Yoram Wind Mindful Strategy Los Angeles Times 10 01 2008 Description Close Interview with LA Times on the financial crisis Jonah Berger Modifying political behavior by manipulating group identification Huffington Post 09 10 2008 Jonah Berger Poll Position Stanford Social Innovation Review 09 01 2008 Jonah Berger Subconscious Decisions Voting in Churches and Buying Designer Labels Scientific American 08 28 2008 Jonah Berger When Images Speak Louder Than Words Huffington Post 08 21 2008 Cassie Mogilner Can t Decide Look for the Label New York Times 07 28 2008 Cassie Mogilner Categories Help Us Make Happier Choices Science Daily 07 17 2008 Jonah Berger Surprising Insights from the Social Sciences Boston Globe 07 13 2008 Jonah Berger Polling Places Surprising Sway Scientific American Mind 07 01 2008 Jonah Berger How Do You Vote Depends on Where You Vote ABC News 06 24 2008 Jonah Berger Too Racy for JC Penney NPR Marketplace 06 24 2008 Jonah Berger Your Polling Place Affects How You Vote NPR All Things Considered 06 23 2008 Jonah Berger Where You Vote Affects How You Vote Nature 06 23 2008 Jonah Berger Voter Decision Affected by Polling Place Study Finds National Geographic 06 23 2008 Jonah Berger Contexts and Product Choice National Public Radio WNYC 05 30 2008 Jonah Berger Subtly but Visibly Swayed by Context New York Times 05 12 2008 Jehoshua Eliashberg Indiana Jones and the inescapable ads Chicago Tribune 05 10 2008 Jehoshua Eliashberg Grand Theft Auto Car Jacks Pop Culture Philadelphia Inquirer 05 08 2008 Jonah Berger Herd on the Street CNBC 04 10 2008 Deborah Small Use your heart and head when giving Financial Times 03 15 2008 J Scott Armstrong Climate panel on the hot seat The Washington Times 03 14 2008 Jerry Yoram Wind A glimmer in Hong Kong s eye Marketplace NPR 02 20 2008 Description Close A 101 carat diamond could fetch millions of dollars in a spring auction in Hong Kong Sally Herships reports Asia s love of luxury and increased wealth has raised the demand for gemstones Cassie Mogilner Care to Know the Motivation Behind that Gift Love The Washington Post 02 11 2008 Eric Bradlow A Statistical Look at Roger Clemens Career New York Times 02 10 2008 Jonah Berger Philly s best cooks Blog 02 06 2008 Jerry Yoram Wind The Power of Impossible Thinking Lady Advisor 02 01 2008 Patti Williams World s most recession proof economy The Super Bowl Espn com 01 28 2008 Jonah Berger If You Like It It Must Be Uncool US News World Report 01 09 2008 Jonah Berger Variety Can Change Your Mind Boston Globe 01 04 2008 Jerry Yoram Wind Las Vegas Fellows Master Class Wharton Work 01 01 2008 Description Close Report on Las Vegas Fellows Master Class 2007 Jehoshua Eliashberg Milking the Bible for Laughs Los Angeles Times 12 26 2007 Jonah Berger Chequebook Frugalista Marketers are reframing ad messages Financial Post 12 12 2007 Jerry Yoram Wind Replacing old Fashioned Infrastructures and the Power of Identity Wharton Alumni Magazine 12 01 2007 Jonah Berger Timeless Object New York Times Consumed 10 28 2007 Peter Fader Why Napster Was the Best Thing To Happen to the Music Industry and They Killed It EMTM Newsletter 10 15 2007 Keith Niedermeier U Penn professors use Facebook to stay in touch with students The New York Times 10 12 2007 Jonah Berger Time to Get Trigger Happy Fast Company 10 01 2007 Jonah Berger Researchers on the hunt for cool Vancouver Sun 09 15 2007 Maria Ana Vitorino NEOS finds a new application in computational economics Argonne National Laboratory News 08 22 2007 Patti Williams Why Do Some People Shop Impulsively Newsweek 08 17 2007 Patti Williams Guilt Won t Stop Impulsive Shoppers Researchers Say CBC 08 09 2007 Jehoshua Eliashberg Can College Professors Help Exhibitors Book Movies BoxOffice com 08 01 2007 Deborah Small Emotion Recognition Software Knows What Makes You Smile Wired Magazine 07 16 2007 Deborah Small What makes us care The Globe and Mail 07 14 2007 Peter Fader Dr Peter S Fader to Receive DMEF s 2007 Robert B Clarke Outstanding Educator Award DMA 07 10 2007 J Scott Armstrong 55 of the Hottest Smartest Most Talked About College Professors See Newsworthy Professors CollegeDegree com 07 07 2007 Peter Fader What Data Mining Can and Can t Do CIO Insight 06 13 2007 Peter Fader The Link Between Ants Actuaries and Customers Actions 1to1 magazine 06 11 2007 Jonah Berger I Think You Behave Science 06 01 2007 Jonah Berger What You See Affects What You Get Sloan Management Review 05 01 2007 Jonah Berger Dancing To The Beat of Their Own Drummer Vancouver Sun 04 26 2007 Deborah Small Who s Coutning Pictures Statistics and Genocide ABC News 03 04 2007 2006 J Scott Armstrong In Praise of Third Place by James Surowiecki The New Yorker The Financial Page 12 12 2006 Jonah Berger Voting Booth Feng Shui New York Times 12 10 2006 Peter Fader The Traveling Salesman and the Grocery Shopper RetailWire 12 06 2006 Jehoshua Eliashberg Can Computers Pick Better Movie Scripts Forbes 12 04 2006 David Reibstein Interview on the Mplanet 2006 Remote Broadcast Marketing Matters Live 11 30 2006 Jehoshua Eliashberg Revenge of the Nerds Part V Can Computer Models Help Select Better Movie Scripts Knowledge Wharton 11 29 2006 Jehoshua Eliashberg Funny Money New York Times 11 12 2006 Jehoshua Eliashberg What s Next for Netflix Knowledge Wharton 11 01 2006 Jehoshua Eliashberg Snyder Adds New Star to His Lineup Cruise The Washington Post 08 29 2006 Jehoshua Eliashberg A Big Star May Not a Profitable Movie Make The New York Times 08 28 2006 Patti Williams Single Question Could Lead to Drug Use ABC News 07 26 2006 Jerry Yoram Wind How to Make the Impossible Possible The Star Online 07 10 2006 Jehoshua Eliashberg Meet Hollywood s Latest Genius Los Angeles Times 07 02 2006 Leonard Lodish A Summary of Fifty Five In Market Experimental Estimates of the Long Term Effect of TV Advertising Knowledge Wharton 05 23 2006 Stephen Hoch New York Times 05 03 2006 Description Close Stephen Hoch Patty and Jay H Baker Professor Professor of Marketing Chairperson Marketing Department Director Jay H Baker Retailing Initiative was quoted in an article about how gas prices affect retail sales A similar article appeared in the Sarasota Herald Tribune 5 8 06 Stephen Hoch BusinessWeek 04 17 2006 Description Close Stephen Hoch Patty and Jay H Baker Professor Professor of Marketing Chairperson Marketing Department Director Jay H Baker Retailing Initiative was quoted in an article about negative consumer mood and how this affects shopping behavior Stephen Hoch The Philadelphia Inquirer 04 17 2006 Description Close Stephen Hoch Patty and Jay H Baker Professor Professor of Marketing was quoted in an article about common traits in fast food product brands Keith Niedermeier Marketing strategies for the teen market Economic Times 03 29 2006 Jehoshua Eliashberg Rent or Buy that DVD Newsweek 03 20 2006 Stephen Hoch The Economic Times 03 15 2006 Description Close Stephen Hoch Patty and Jay H Baker Professor Professor of Marketing was quoted in an article about global customer dissatisfaction trends Similar articles appeared in several other outlets including The Plain Dealer 3 15 06 Investment Dealer s Digest 3 28 06 and Detroit News 3 28 06 Stephen Hoch Wall Street Journal 03 03 2006 Description Close Stephen Hoch Patty and Jay H Baker Professor Professor of Marketing was quoted in an article about overall U S consumer spending trends Stephen Hoch The Shopping Season Is Longer but Is It Better Knowledge Wharton 03 01 2006 Barbara E Kahn Bring on Armani Prada and Other High end Brands Japanese Consumers Still Demand Quality Knowledge

    Original URL path: https://marketing.wharton.upenn.edu/faculty/faculty-in-the-news/ (2014-10-11)
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  • Research - Marketing Department
    Research Center Links Baker Retailing Initiative Wharton Customer Analytics Initiative SEI Center Global Consulting Practicum Fishman Davidson Center for Service and Operations Management Risk Management and Decision Processes Center Mack Institute for Innovation Management Research Research Papers Current research papers of the Wharton Marketing faculty are listed within each faculty member s individual web page A chronological list by year of the entire standing faculty s Publications and Working Papers is also available Our PhD student s papers can be found by visiting their individual web pages Research Centers Programs There are several Research Centers Programs associated with the Marketing Department The Centers web sites have information about programs calls for papers and publications as well as their contact information Participate in Research The Wharton Behavioral Lab conducts research projects for Wharton professors The student and non student population is paid 10 dollars an hour to answer questionnaires The participants individual responses are kept anonymous but aggregate results are reported in a variety of academic and popular publications and contribute to our knowledge about many important business issues If you would like to participate in the studies please click on the lab link above to sign up through the WBL

    Original URL path: https://marketing.wharton.upenn.edu/research/ (2014-10-11)
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  • Research Papers / Publications - Marketing Department
    signals a selfish motive Additionally the authors demonstrate that conspicuous cause marketing products have effects akin to bragging by signaling an impure motive for doing good deeds Finally the authors argue that bragging about prosocial behavior is unique because it undermines the precise information that the braggart is trying to convey generosity In contrast bragging about personal achievements does not affect perceptions of the focal trait conveyed in the brag These findings underscore the strategic considerations inherent in signaling altruism Citation Close Jonathan Z Berman Emma E Levine Alixandra Barasch Deborah Small 2014 The Braggart s Dilemma On the Social Rewards and Penalties of Advertising Prosocial Behavior Journal of Marketing Research forthcoming Yanhao Wei Pinar Yildirim Christophe Van den Bulte Chris Dellarocas Under Review Credit Scoring with Social Network Data Abstract Abstract Close Motivated by the growing practice of using social network data in credit scoring this study analyzes the impact of using network based measures on customer score accuracy and on tie formation among customers We develop a series of models to compare the accuracy of customer scores obtained with and without network data We also investigate how the accuracy of social network based scores changes when individuals can strategically modify their social networks to attain higher credit scores We find that if individuals are motivated to improve their scores they may form fewer ties with more similar partners The impact of such endogenous tie formation on the accuracy of consumer credit scores is ambiguous Scores can become more a ccurate as a result of modifications in social networks but this accuracy improvement may come at the cost of more fragmented social networks The threat of social exclusion in such endogenously formed networks provides incentives to low type members to exert effort that improves everyone s creditworthiness We discuss implications for both managers and public policy Citation Close Yanhao Wei Pinar Yildirim Christophe Van den Bulte Chris Dellarocas Under Review Credit Scoring with Social Network Data Cindy Chan Leaf Van Boven Eduardo B Andrade Dan Ariely 2014 Moral Violations Reduce Oral Consumption Journal of Consumer Psychology Abstract Abstract Close Consumers frequently encounter moral violations in everyday life They watch movies and television shows about crime and deception hear news reports of corporate fraud and tax evasion and hear gossip about cheaters and thieves How does exposure to moral violations influence consumption Because moral violations arouse disgust and because disgust is an evolutionarily important signal of contamination that should provoke a multi modal response we hypothesize that moral violations affect a key behavioral response to disgust reduced oral consumption In three experiments compared with those in control conditions people drank less water and chocolate milk while a watching a film portraying the moral violations of incest b writing about moral violations of cheating or theft and c listening to a report about fraud and manipulation These findings imply that moral disgust influences consumption in ways similar to core disgust and thus provide evidence for the associations between moral violations emotions and consumer behavior Citation Close Cindy Chan Leaf Van Boven Eduardo B Andrade Dan Ariely 2014 Moral Violations Reduce Oral Consumption Journal of Consumer Psychology Hengchen Dai Katherine L Milkman Jason Riis 2014 The Fresh Start Effect Temporal Landmarks Motivate Aspirational Behavior Management Science Forthcoming Abstract Abstract Close The popularity of New Year s resolutions suggests that people are more likely to tackle their goals immediately following salient temporal landmarks If true this little researched phenomenon has the potential to help people overcome important willpower problems that often limit goal attainment Across three archival field studies we provide evidence of a fresh start effect We show that Google searches for the term diet Study 1 gym visits Study 2 and commitments to pursue goals Study 3 all increase following temporal landmarks e g the outset of a new week month year or semester a birthday a holiday We propose that these landmarks demarcate the passage of time creating many new mental accounting periods each year which relegate past imperfections to a previous period induce people to take a big picture view of their lives and thus motivate aspirational behaviors Citation Close Hengchen Dai Katherine L Milkman Jason Riis 2014 The Fresh Start Effect Temporal Landmarks Motivate Aspirational Behavior Management Science Forthcoming Anne N Thorndike Jason Riis Lillian Sonnenberg Doug Levy Work In Progress Peer comparison feedback and financial incentives to promote employees healthy food choices a randomized controlled trial Citation Close Anne N Thorndike Jason Riis Lillian Sonnenberg Doug Levy Work In Progress Peer comparison feedback and financial incentives to promote employees healthy food choices a randomized controlled trial Hengchen Dai Katherine L Milkman Jason Riis Draft Put Your Imperfections Behind You Why and How Meaningful Temporal Landmarks Motivate Aspirational Behavior Abstract Abstract Close Recent field research on the fresh start effect has shown that temporal landmarks e g a birthday the start of the week month year a holiday spur aspirational activities e g dieting exercising Across seven laboratory studies we explore what types of temporal landmarks are most motivating and examine the mechanism underlying increased aspirational behavior We demonstrate that more meaningful landmarks magnify people s virtuous intentions and actual engagement in aspirational behaviors to a larger extent than less psychologically meaningful temporal landmarks We show that this is true for both inherently meaningful landmarks Studies 1a 1b and 5 and otherwise less meaningful landmarks that have been imbued with personal or cultural relevance and thereby with greater meaning Studies 2a 2b 3 and 4 Additionally we propose and show that this strengthened motivation to pursue one s aspirations following more meaningful temporal landmarks originates from a greater psychological disassociation from one s past imperfections Studies 4 and 5 Citation Close Hengchen Dai Katherine L Milkman Jason Riis Draft Put Your Imperfections Behind You Why and How Meaningful Temporal Landmarks Motivate Aspirational Behavior Nell Putnam Farr Jason Riis Under Review Yes I want to enroll yes no response formats increase response rates in marketing communications Citation Close Nell Putnam Farr Jason Riis Under Review Yes I want to enroll yes no response formats increase response rates in marketing communications Bhavya Mohan Pierre Chandon Jason Riis Under Review Don t let that percentage fool you investigating the relationship between percentage errors and ratios Citation Close Bhavya Mohan Pierre Chandon Jason Riis Under Review Don t let that percentage fool you investigating the relationship between percentage errors and ratios T Tessier J Scott Armstrong Working Decomposition of Time Series Forecasts by Current Level and Change Effects on Accuracy Citation Close T Tessier J Scott Armstrong Working Decomposition of Time Series Forecasts by Current Level and Change Effects on Accuracy Kesten C Green J Scott Armstrong Work In Progress Forecasting global climate change A scientific approach Citation Close Kesten C Green J Scott Armstrong Work In Progress Forecasting global climate change A scientific approach Alixandra Barasch Jonah Berger 2014 Broadcasting and Narrowcasting How Audience Size Affects What People Share Journal of Marketing Research Citation Close Alixandra Barasch Jonah Berger 2014 Broadcasting and Narrowcasting How Audience Size Affects What People Share Journal of Marketing Research P Wang Eric Bradlow Ed George 2014 Meta Analyses Using Information Reweighting An Application to Online Advertising Quantitative Marketing and Economics 12 209 233 Citation Close P Wang Eric Bradlow Ed George 2014 Meta Analyses Using Information Reweighting An Application to Online Advertising Quantitative Marketing and Economics 12 209 233 Adam Kapelner Abba M Krieger 2014 Matching on the fly Sequential allocation with higher power and efficiency Biometrics 70 2 378 388 doi 10 1111 biom 12148 Abstract Abstract Close We propose a dynamic allocation procedure that increases power and efficiency when measuring an average treatment effect in fixed sample randomized trials with sequential allocation Subjects arrive iteratively and are either randomized or paired via a matching criterion to a previously randomized subject and administered the alternate treatment We develop estimators for the average treatment effect that combine information from both the matched pairs and unmatched subjects as well as an exact test Simulations illustrate the method s higher efficiency and power over several competing allocation procedures in both simulations and in data from a clinical trial Citation Close Adam Kapelner Abba M Krieger 2014 Matching on the fly Sequential allocation with higher power and efficiency Biometrics 70 2 378 388 doi 10 1111 biom 12148 Cexun Jeffrey Cai Arun Gopalakrishnan Working Competition and Collaboration in Technology Development Abstract Abstract Close We study a technology development dilemma that firms often face does it make sense to collaborate on technology development with a competitor who may also be targeting the same market We introduce a two firm model of R D investment in which each firm s strategy allows for both private and collaborative R D efforts to study the tension between competition and collaboration in a risky market entry setting To accomplish this we employ a framework similar to the contests literature with two novel features we relax the winner takes all assumption of a Tullock style contest and endogenize the interdependence between the firms outcomes by allowing the two dimensional effort space to influence the joint probability distribution of outcomes We find that even when the firms differ in their private R D costs they are better off engaging in some R D collaboration while continuing to expend private effort Further collaboration has an asymmetric effect on the private efforts of firms with differential private R D costs the high cost firm scales back on private effort while the low cost firm increases private effort Perhaps most striking when facing a high cost firm whose only option of entering the contest is to collaborate the low cost firm is still better off collaborating than denying entry into the contest for the high cost firm Overall our findings provide a novel perspective towards understanding cooperative ventures in the context of strategic interactions between competitors Citation Close Cexun Jeffrey Cai Arun Gopalakrishnan Working Competition and Collaboration in Technology Development Valeria Stourm Eric Bax Working Taxes that Increase Profits The Case of Ad Obtrusiveness Citation Close Valeria Stourm Eric Bax Working Taxes that Increase Profits The Case of Ad Obtrusiveness Andreas Graefe J Scott Armstrong A G Cuzan Randall J Jones Forthcoming Accuracy of combined forecasts for the 2012 Presidential Elections The PollyVote Abstract Abstract Close We review the performance of the PollyVote which combined forecasts from polls prediction markets experts judgment and quantitative models for forecasting the two party popular vote shares in the 2012 U S Presidential Elections Throughout the election year the PollyVote provided highly accurate forecasts outperforming each of its components as well as the forecasts from FiveThirtyEight com Gains in accuracy were particularly large early in the campaign when uncertainty about the election outcome is high The results confirm prior research showing that combining is one of the most effective approaches to generating accurate forecasts Citation Close Andreas Graefe J Scott Armstrong A G Cuzan Randall J Jones Forthcoming Accuracy of combined forecasts for the 2012 Presidential Elections The PollyVote Jonathan Z Berman Deborah Small Under Revision Judgments of Virtue in Consumer Behavior Abstract Abstract Close Consumers often use moral language to discuss behavior with little moral relevance For instance ordering fruit salad instead of chocolate cake for dessert is considered virtuous even though most people do not consider it a moral choice We examine decisions between virtue and vice options and show that people judge virtuous behavior differently across intertemporal present self future self and moral self other decisions We argue that for intertemporal decisions self control primarily determines judgments of virtue a person who resists temptation is seen as more virtuous than someone who does not feel tempted by a vice However for moral decisions purity is primary a person who resists temptation is seen as less virtuous than someone who does not feel tempted by a vice We further show that thinking about past failures of purity increases intentions to act morally whereas thinking about past self control failures increases intentions to help the future self Citation Close Jonathan Z Berman Deborah Small Under Revision Judgments of Virtue in Consumer Behavior Vibhanshu Abhishek Peter Fader Kartik Hosanagar Under Revision Media Exposure through the Funnel A Model of Multi Stage Attribution Abstract Abstract Close Consumers are exposed to advertisers across a number of channels As such a conversion or a sale may be the result of a series of ads that were displayed to the consumer This raises the key question of attribution which ads get credit for a conversion and how much credit does each of these ads get This is one of the most important questions facing the advertising industry today Although the issue is well documented current solutions are often simplistic for e g attributing the sale to the most recent ad exposure In this paper we address the problem of attribution by developing a Hidden Markov Model HMM of an individual consumer s behavior based on the concept of a conversion funnel We apply the model to a unique data set from the online campaign for the launch of a car We observe that different ad formats e g display and search ads affect consumers differently based on their states in the decision process Display ads usually have an early impact on the consumer moving him from a disengaged state to an state in which he interacts with the campaign On the other hand search ads have a pronounced effect across all stages Further when the consumer interacts with these ads e g by clicking on them the likelihood of a conversion increases considerably Finally we show that attributing conversions based on the HMM provides fundamentally different insights into ad effectiveness relative to the commonly used approaches for attribution Contrary to the common belief that display ads as are not useful our results show that display ads affect early stages of the conversion process Furthermore we show that only a fraction of online conversions are driven by online ads Citation Close Vibhanshu Abhishek Peter Fader Kartik Hosanagar Under Revision Media Exposure through the Funnel A Model of Multi Stage Attribution Qiaowei Shen Ping Xiao 2014 McDonald s and KFC in China Competitors or Companions Marketing Science Citation Close Qiaowei Shen Ping Xiao 2014 McDonald s and KFC in China Competitors or Companions Marketing Science Arun Gopalakrishnan Raghuram Iyengar Robert Meyer Forthcoming Consumer Dynamic Usage Allocation and Learning under Multi part Tariffs Abstract Abstract Close Multi part tariffs are widely favored within service industries as an efficient means of mapping prices to differential levels of consumer demand Whether they benefit consumers however is far less clear as they pose individuals with a potentially difficult task of dynamically allocating usage over the course of each billing cycle In this paper we explore this welfare issue by examining the ability of individuals to optimally allocate consumption over time in a stylized cellular phone usage task for which there exists a known optimal dynamic utilization policy Actual call behavior over time is modeled using a dynamic choice model that allows decision makers to both discount the future be myopic and be subject to random errors when making call decisions Our analysis provides a half empty half full view of intuitive optimality Participants rapidly learn to exhibit far sightedness yet learning is incomplete with some level of allocation errors persisting even after repeated experience We also find evidence for an asymmetric effect in which participants who are exogenously switched from a low high to high low allowance plan make more fewer errors in the new plan The effect persists even when participants make their own plan choices Finally interventions that provide usage information to help participants eradicate errors have limited effectiveness Citation Close Arun Gopalakrishnan Raghuram Iyengar Robert Meyer Forthcoming Consumer Dynamic Usage Allocation and Learning under Multi part Tariffs Uri Simonsohn Leif D Nelson Joseph Simmons 2014 P Curve A Key to the File Drawer Journal of Experimental Psychology General 143 April 534 547 Citation Close Uri Simonsohn Leif D Nelson Joseph Simmons 2014 P Curve A Key to the File Drawer Journal of Experimental Psychology General 143 April 534 547 Chris Groening Pinar Yildirim Vikas Mittal Pandu Tadikamalla 2014 Hedging Customer Risk CNS Citation Close Chris Groening Pinar Yildirim Vikas Mittal Pandu Tadikamalla 2014 Hedging Customer Risk CNS Pinar Yildirim Work In Progress What Drives Money in Politics Citation Close Pinar Yildirim Work In Progress What Drives Money in Politics Arun Gopalakrishnan Eric Bradlow Peter Fader Under Revision A Cross Cohort Changepoint Model for Customer Base Analysis Abstract Abstract Close We introduce a new methodology that can capture and explain differences across a series of cohorts of new customers in a repeat transaction setting More specifically this new framework which we call a vector changepoint model exploits the underlying regime structure in a sequence of acquired customer cohorts to make predictive statements about new cohorts for which the firm has little or no longitudinal transaction data To accomplish this we develop our model within a Hierarchical Bayesian framework to uncover evidence of regime changes for each cohort level parameter separately thus disentangling potential explanations for cross cohort shifts in aggregate transaction patterns Calibrating the model using multi cohort donation data from a non profit organization we find that holdout predictions for new cohorts using this model have greater accuracy and greater diagnostic value compared to a variety of strong benchmarks Our modeling approach also highlights the perils of pooling data across cohorts without accounting for cross cohort shifts thus enabling managers to quantify their uncertainty about potential regime changes and avoid old data aggregation bias Citation Close Arun Gopalakrishnan Eric Bradlow Peter Fader Under Revision A Cross Cohort Changepoint Model for Customer Base Analysis Andreas Graefe J Scott Armstrong A G Cuzan Randall J Jones 2014 Combining forecasts An application to elections International Journal of Forecasting 30 1 43 54 Abstract Abstract Close We summarize the literature on the effectiveness of combining forecasts by assessing the conditions under which combining is

    Original URL path: https://marketing.wharton.upenn.edu/research/research-listing/ (2014-10-11)
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