Focus on Authors

Abstract

Sönke Albers (“ Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities ”) is a newly appointed professor of marketing and innovation and Dean of Research at Kühne Logistics University in Hamburg, Germany. He holds a Ph.D. in operations research from the University of Hamburg, and his research interests lie in the areas of marketing planning and sales management. He is a fellow of the European Marketing Academy and served as president of the German Academic Association for Business Research, which comprises nearly all 1,800 business professors in Germany, Austria, and Switzerland. Greg M. Allenby (“ Testing Models of Strategic Behavior Characterized by Conditional Likelihoods ”) is the Helen C. Kurtz Chair in Marketing at the Ohio State University. His research deals with developing new insights about consumer behavior from customer data routinely collected by most organizations; these insights are used to develop and improve product development, pricing, promotion, market segmentation, and target marketing activities. He is a fellow of the American Statistical Association, coauthor of Bayesian Statistics and Marketing (Wiley 2005), and coeditor of Quantitative Marketing and Economics. Joep Arts (“ Marketing's Profit Impact: Quantifying Online and Off-line Funnel Progression ”) is an assistant professor in the marketing department, VU University Amsterdam, specializing in research and teaching on innovation diffusion, return on marketing, and word of mouth. He joined the VU University Amsterdam to obtain a Ph.D. in marketing under the supervision of Professor R. T. Frambach; during his Ph.D. work, he was as a visiting scholar at the University of Southern California, where he worked as a managing director for the Center for Global Innovation. In 2007, he cofounded his own company, Oxyme. Randolph E. Bucklin (“ Modeling Indirect Effects of Paid Search Advertising: Which Keywords Lead to More Future Visits? ”) is the Peter W. Mullin Professor at the UCLA Anderson School, where he has been on the faculty since 1988. He holds a Ph.D. in business (marketing), an M.S. in statistics from Stanford University, and an A.B. in economics from Harvard University. His research interests are in the quantitative analysis of customer behavior, and he specializes in models using historical records of customer transactions from scanner and Internet data. Peter J. Danaher (“ Applying a Dynamic Model of Consumer Choice to Guide Brand Development at Jetstar Airways ”) is a professor of marketing and econometrics of the Department of Marketing at Monash University; he was previously the Coles Myer Chair of Marketing and Retailing at the Melbourne Business School in Australia. His primary research interests are media exposure distributions, advertising effectiveness, television audience measurement and behavior, Internet usage behavior, customer satisfaction measurement, forecasting, and sample surveys. He serves on the editorial boards for the Journal of Marketing, the Journal of Marketing Research, Marketing Science, and the Journal of Service Research and is also an area editor for the International Journal of Research in Marketing. Eric (Er) Fang (“ The Impact of Economic Contractions on the Effectiveness of R&D and Advertising: Evidence from U.S. Companies Spanning Three Decades ”) is an assistant professor of marketing and the James F. Towey Faculty Fellow of the College of Business at the University of Illinois at Urbana–Champaign. His research focuses on marketing strategy, innovation, and relationship marketing and has appeared in Marketing Science, the Journal of Marketing, the Journal of Marketing Research, Organization Science, and the Journal of International Business Studies, among others. He received the MSI Young Scholar Award in 2010 and AMA SERVSIG best paper award in 2009. Marc Fischer (“ Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities ”) holds the Chair of Marketing and Market Research at the University of Cologne, Germany. His expertise includes the measurement and management of marketing performance, brand management, and the optimization of the marketing mix. His research appears in journals such as Marketing Science, the Journal of Marketing Research, Quantitative Marketing and Economics, and Interfaces. Monika Frie (“ Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities ”) is the head of Global Business Support at Bayer Schering Pharma. She serves internal clients with expertise in marketing and sales excellence, market research, competitive intelligence, and digital marketing. She obtained her Ph.D. in chemistry at the Leibniz University of Hannover and worked in various national and international positions in research, sales, and marketing. Timothy J. Gilbride (“ Testing Models of Strategic Behavior Characterized by Conditional Likelihoods ”) is an associate professor of marketing in the Mendoza College of Business at the University of Notre Dame. He has an undergraduate degree in economics from the University of Dayton and master's and Ph.D. degrees in marketing from the Ohio State University. His research interests focus on the application of Bayesian statistical methods to investigate marketing problems, particularly in the areas of consumer choice, modeling heterogeneity, and managerial decision models. Kinshuk Jerath (“ A ‘Position Paradox’ in Sponsored Search Auctions ”) is an assistant professor of marketing at the Tepper School of Business at Carnegie Mellon University. He received a B.Tech. degree in computer science and engineering from the Indian Institute of Technology Bombay and a Ph.D. degree in marketing from The Wharton School of the University of Pennsylvania. His research interests are twofold—theoretical models that help to obtain deeper understanding of marketing phenomena, especially phenomena related to retailing, and applied statistical models that support marketing analysts and decision makers. Yuanchun Jiang (“ Optimizing E-tailer Profits and Customer Savings: Pricing Multistage Customized Online Bundles ”) is a Ph.D. student at the Institute of Electronic Commerce, School of Management, Hefei University of Technology. He is currently a visiting Ph.D. student in the Joseph M. Katz Graduate School of Business at the University of Pittsburgh. He has published papers in journals such as Decision Support Systems, Expert Systems with Applications, and Knowledge-Based Systems. Chris F. Kemerer (“ Optimizing E-tailer Profits and Customer Savings: Pricing Multistage Customized Online Bundles ”) is the David M. Roderick Professor of Information Systems and a professor of business administration at the Joseph M. Katz Graduate School of Business, University of Pittsburgh. He received his Ph.D. in systems sciences (information systems) from Carnegie Mellon University. He has published more than 60 papers in journals such as Management Science, Information Systems Research, MIS Quarterly, IEEE Transactions on Software Engineering, Communications of the ACM, and Sloan Management Review. V. Kumar (“ Uncovering Implicit Consumer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities' Variable Annuity Sales ”) is the Richard and Susan Lenny Distinguished Chair Professor of Marketing, executive director of the Center for Excellence in Brand & Customer Management, and director, Ph.D. Program in Marketing, at the J. Mack Robinson College of Business, Georgia State University. He has been recognized with over 25 teaching and research excellence awards, including seven lifetime achievement awards. He has published over 150 articles and books, including Managing Customers for Profit, Customer Lifetime Value: The Path to Profitability, and Customer Relationship Management: A Databased Approach. Yezheng Liu (“ Optimizing E-tailer Profits and Customer Savings: Pricing Multistage Customized Online Bundles ”) is a professor of electronic commerce, School of Management, Hefei University of Technology. He received his Ph.D. in management science and engineering from Hefei University of Technology. He has published papers in journals such as Decision Support Systems, Expert Systems with Applications, Knowledge-Based Systems, and the International Journal of Knowledge and Systems Sciences. Liye Ma (“ A ‘Position Paradox’ in Sponsored Search Auctions ”) is a doctoral candidate at the Tepper School of Business at Carnegie Mellon University. He received a B.Eng. degree in computer science from Tsinghua University and an Sc.M. degree in computer science from Brown University. His research focuses on technology-enabled dynamic marketing interactions, primarily within the context of the Internet and social media, using both theoretical and empirical models. Dina Mayzlin (“ Uninformative Advertising as an Invitation to Search ”) is an associate professor of marketing at the Yale School of Management. Her research focuses on social interactions (such as word of mouth)—in particular, on what roles the firm can play to manage these interactions—and her other interests include issues relating to advertising and sales compensation. Her papers have appeared in Marketing Science and the Journal of Marketing Research and have won the Frank M. Bass Award and the William F. O'Dell Award. Leigh McAlister (“ A Dynamic Model of the Effect of Online Communications on Firm Sales ”) is the Ed and Molly Smith Chair in Business Administration at the McCombs School of Business, University of Texas at Austin. She received her Ph.D. from Stanford University and served on the faculties of University of Washington and the Massachusetts Institute of Technology before joining University of Texas at Austin. Long associated with the Marketing Science Institute, she served there most recently as executive director. Thomas Otter (“ Testing Models of Strategic Behavior Characterized by Conditional Likelihoods ”) is a professor of marketing in the Faculty of Economics and Business Administration at Goethe University, Frankfurt. He received his Ph.D. from the Vienna University of Economics and Business Administration (WU-Wien). His research interests are in the development and application of Bayesian techniques to help conceptualize and solve problems in marketing and marketing research. Young-Hoon Park (“ A ‘Position Paradox’ in Sponsored Search Auctions ”) is the AmorePacific Professor of Management and an associate professor of marketing at the Johnson Graduate School of Management, Cornell University. He received his Ph.D. from the University of Pennsylvania. His research emphasizes the development of methods for improving marketing decisions and has appeared in leading marketing and statistics journals, such as the Journal of Marketing Research, Management Science, Marketing Letters, Marketing Science, and Journal of the Royal Statistical Society: Series A. Koen Pauwels (“ Marketing's Profit Impact: Quantifying Online and Off-line Funnel Progression ”) is an associate professor at Özyeğin University, İstanbul, and at the Tuck School of Business at Dartmouth, where he teaches and researches marketing, statistics, and return on marketing investment. He received his Ph.D. in management from the University of California at Los Angeles, won the European Marketing Academy's 2001 Best Paper Award, and won the 2007 O'Dell Award for the most influential paper in the Journal of Marketing Research. He serves on the editorial boards of the International Journal of Research in Marketing, Journal of Marketing, Journal of Marketing Research, and Marketing Science. Yi Qian (“ No Customer Left Behind: A Distribution-Free Bayesian Approach to Accounting for Missing Xs in Marketing Models ”) is an assistant professor of marketing and the Kraft Research Professor at Kellogg School of Management, Northwestern University. She holds an A.B. in economics, an A.M. in statistics, and a Ph.D. in economics, all from Harvard University. Her current research interests focus on issues relating to brand management against counterfeits, intellectual property rights, causal inference methodology, entrepreneurship in emerging markets, and China. John H. Roberts (“ Applying a Dynamic Model of Consumer Choice to Guide Brand Development at Jetstar Airways ”) is a professor of marketing at the Australian National University and London Business School, as well as an Emeritus Scientia Professor at the University of New South Wales. He has won the American Marketing Association's John Howard, William O'Dell, and ART Forum Best Paper Awards, and he has been a finalist in the John D. C. Little Award three times and ISMS Practice Award twice. He was an intelligence officer in the Royal Australian Air Force, on the executive committee of the Second Australian University Arts Council, Telstra's market planning director, and founder and chairman of Marketing Insights. Ken Roberts (“ Applying a Dynamic Model of Consumer Choice to Guide Brand Development at Jetstar Airways ”) is the managing partner of the Australian research firm Forethought; he is an honorary fellow at Monash and Melbourne Universities and is a former associate professor in marketing research at the Melbourne Business School. He has a B.Bus in marketing and an MBA from the Melbourne Business School. His research focus is on brand measurement and neuromarketing methods for revealing the blend and extent of consumers' nonconscious emotional response to brands and advertising. Oliver J. Rutz (“ Modeling Indirect Effects of Paid Search Advertising: Which Keywords Lead to More Future Visits? ”; “ A Dynamic Model of the Effect of Online Communications on Firm Sales ”) is an assistant professor of marketing at the Foster School of Business, University of Washington, Seattle; he was previously on the faculty of the Yale School of Management from 2007 to 2011. He received his Ph.D. in marketing from the UCLA Anderson School of Management in 2007. He won the 2007 EMAC best dissertation paper award and an honorable mention in the 2007 Alden G. Clayton Doctoral Dissertation Proposal Competition. He is a member of the Handelsblatt-Management-Forum, a bimonthly international academic panel in Germany's leading business and financial newspaper. Denish Shah (“ Uncovering Implicit Consumer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities' Variable Annuity Sales ”) is an assistant professor of marketing and the assistant director of the Center for Excellence in Brand and Customer Management at the J. Mack Robinson College of Business of Georgia State University in Atlanta. His research focuses on issues pertaining to the impact of marketing on firm performance and has been published in journals such as the Journal of Marketing, Marketing Science, the Journal of Retailing, and the Journal of Service Research. Besides academic research, he has executed several research-based consulting projects for Fortune 500 firms. Jennifer Shang (“ Optimizing E-tailer Profits and Customer Savings: Pricing Multistage Customized Online Bundles ”) is an associate professor at the Joseph M. Katz Graduate School of Business, University of Pittsburgh. She received her Ph.D. in operations management from the University of Texas at Austin. She has published nearly 40 papers in journals such as Management Science, the Journal of Marketing, Information Systems Research, the European Journal of Operational Research, and IEEE Transactions on Engineering Management, as well as a popular management science book in China. Jiwoong Shin (“ Uninformative Advertising as an Invitation to Search ”) is an associate professor of marketing at the School of Management, Yale University. He holds an M.S. and B.S. from Seoul National University, as well as a Ph.D. from the Massachusetts Institute of Technology. His current research focuses on analytical modeling of strategic interactions between firms and consumers—in particular, consumer search theory, advertising, pricing strategies, and customer relationship management. Alan Simpson (“ Applying a Dynamic Model of Consumer Choice to Guide Brand Development at Jetstar Airways ”) is the principal consultant and banking and finance portfolio manager within the marketing science team at Forethought, where he has had an integral role in the development of new research methodologies and processes. He holds an honors degree in mathematics from the University of Western Australia and is currently enrolled in Ph.D. studies in statistics at the University of Melbourne. His particular expertise is in the area of market segmentation, with interests in multivariate analysis, linear and nonlinear modeling, and multivariate methods including cluster analysis and principal components analysis, as well as parametric and nonparametric time-series methods. Garrett P. Sonnier (“ A Dynamic Model of the Effect of Online Communications on Firm Sales ”) is an assistant professor of marketing at the McCombs School of Business at the University of Texas at Austin. He received his Ph.D. in marketing from the UCLA Anderson School of Management. His current research interests are in the area of product management, product and brand perceptions, and pricing; his research has been accepted for publication in Quantitative Marketing and Economics, Marketing Science, and the Journal of Marketing Research. Kannan Srinivasan (“ A ‘Position Paradox’ in Sponsored Search Auctions ”) is the Rohet Tolani Distinguished Professor of International Business and H.J. Heinz II Professor of Management, Marketing and Information Systems at the Tepper School of Business at Carnegie Mellon University. He is currently on the advisory board of Marketing Science and is an area editor of Quantitative Marketing and Economics and an associate editor of Management Science. He has published over 50 papers in leading journals such as Management Science, Marketing Science, the Journal of Marketing Research, the Journal of Marketing, the Journal of the American Statistics Association, and the Journal of Business. Jan-Benedict E. M. Steenkamp (“ The Impact of Economic Contractions on the Effectiveness of R&D and Advertising: Evidence from U.S. Companies Spanning Three Decades ”) is the C. Knox Massey Distinguished Professor of Marketing and Marketing Area Chair, Kenan-Flagler Business School, University of North Carolina at Chapel Hill, and executive director of AiMark, which brings together academics, market research companies (GfK and Kantar), and consumer packaged goods (CPG) companies with the mission to be the leader in CPG consumer and market knowledge. His most recent book, Private Label Strategy: How to Meet the Store Brand Challenge (with Nirmalya Kumar; published by Harvard Business School Press), has been translated in simple and complex Chinese, Portuguese, and Polish, with translation rights sold for Spanish and Russian editions as well as an Indian edition by Macmillan. He was awarded the Dr. Hendrik Muller lifetime prize for the behavioral and social sciences, given by the Royal Netherlands Academy of Sciences, and received the Doctor Mercaturae Honoris Causa from Aarhus University. Michael Trusov (“ Modeling Indirect Effects of Paid Search Advertising: Which Keywords Lead to More Future Visits? ”) is an assistant professor of marketing at the Robert H. Smith School of Business at the University of Maryland. He received his Ph.D. degree from the UCLA Anderson School of Management and also holds a master's degree in computer science and a master's degree in business administration. He is a winner of MSI's Alden Clayton Award, a finalist for the Paul Green Award, a winner of the Emerald Management Reviews Citation of Excellence Award, a runner-up for the Paul Root Award, and a finalist for the Harold H. Maynard Award. Nils Wagner (“ Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities ”) is a Ph.D. candidate and research assistant at the Chair of Business Administration with a specialization in marketing and services at the University of Passau, Germany. His research focuses on marketing budget allocation processes. He has studied business administration as well as economics at the University of Kiel, Germany, and the University of Warwick, United Kingdom. Thorsten Wiesel (“ Marketing's Profit Impact: Quantifying Online and Off-line Funnel Progression ”) is an assistant professor in the marketing department, University of Groningen. He finished his Ph.D. at the Chair of Electronic Commerce and the E Finance Lab at the Johann Wolfgang Goethe-University in Frankfurt/Main. During his Ph.D. work, he was a visiting scholar at IESE Business School, Barcelona (Spain), Penn State University, and Goizueta Business School, Emory University. In 2004, he was named an ISBM Business Marketing Doctoral Fellow, and at EMAC 2006, the award for the best paper based on a doctoral dissertation was awarded to him and his coauthors. Hui Xie (“ No Customer Left Behind: A Distribution-Free Bayesian Approach to Accounting for Missing Xs in Marketing Models ”) is an assistant professor of biostatistics at the University of Illinois at Chicago. He holds a B.S. from Peking University, an M.S. from Purdue University, and a Ph.D. from Columbia University. His current research interests include multivariate statistics, missing data methods, and Bayesian methods.