Focus On Authors
Ashwin Aravindakshan (“Managing Blood Donations with Marketing”) is an assistant professor of marketing at the University of California, Davis. He studied aerospace engineering at the Indian Institute of Technology Madras and then completed his Ph.D. in marketing at the University of Maryland, College Park. His research interests focus on understanding the role of marketing communications at both the aggregate and individual levels. He develops new approaches to determine the effectiveness of marketing instruments, and to optimize the budget and allocation of these marketing instruments over time. His research has been published in Management Science, the Journal of Marketing Research, and Marketing Letters, among others.
Sridhar Balasubramanian (“Pricing Information Goods: A Strategic Analysis of the Selling and Pay-Per-Use Mechanisms”) is the Roy and Alice H. Richards Bicentennial Distinguished Scholar and Associate Dean for the fulltime MBA and online MBA@UNC programs at the University of North Carolina’s Kenan-Flagler Business School. He holds a B.Tech degree from the Indian Institute of Technology Kharagpur, an MBA from the Indian Institute of Management Bangalore, and a Ph.D. from Yale University. He pursues an active, interdisciplinary research agenda and has also won numerous teaching awards. He has been recognized by Poets and Quants as one of the “Top 50 Business School Professors in the World.”
Shantanu Bhattacharya (“Pricing Information Goods: A Strategic Analysis of the Selling and Pay-Per-Use Mechanisms”) is a visiting associate professor of operations management at Singapore Management University. He obtained his B.Tech. from the Indian Institute of Technology Mumbai, an MSEE from Louisiana State University, and a Ph.D. in operations management from the University of Texas at Austin. His research interests are in the areas of new product development and sustainability.
Eric T. Bradlow (“Predicting Customer Value Using Clumpiness: From RFM to RFMC” and “Empirically Testable Sources and Implications for Clumpiness”) is the K.P. Chao Professor, professor of marketing statistics and education, Marketing Department Chairperson, Vice-Dean and Director of Wharton Doctoral Programs, and Co-Director of the Wharton Customer Analytics Initiative. He earned his Bachelor’s degree in economics from the Wharton School, his A.M. and Ph.D. in mathematical statistics from Harvard University, and has worked at DuPont and the Educational Testing Service prior to academia. An applied statistician, his work focuses on developing statistical models for consumer behavior with a focus on new data structures from emerging technologies.
Marc Fischer (“Skimming or Penetration? Strategic Dynamic Pricing for New Products”) is a professor of marketing and market research at the University of Cologne and an associate professor of marketing at UTS Business School. His expertise includes the measurement and management of marketing performance, brand management, and the optimization of the marketing mix. His articles have appeared in Marketing Science, Management Science, the Journal of Marketing Research, Quantitative Marketing and Economics, the International Journal of Research in Marketing, and other academic journals. He won the 2009-2010 ISMS-MSI Practice Prize and was a finalist for the 2010 Franz Edelman Award competition on achievements in operations research.
Gerald Häubl (“Erratum to Optimal Reverse-Pricing Mechanisms”) is the Ronald K. Banister Chair in Business and professor of marketing at the University of Alberta School of Business, as well as a research professor in consumer behavior at the University of St. Gallen (Center for Customer Insight). His primary research interests are consumer decision making, search behavior, the construction of preference and value, choice architecture, decision assistance for consumers, and bidding behavior in interactive-pricing markets. His research has been published in journals such as Psychological Science, Psychometrika, the Journal of Experimental Psychology, Information Systems Research, MIS Quarterly, the Journal of Consumer Research, the Journal of Consumer Psychology, the Journal of Marketing Research, the Journal of Marketing, and Marketing Science.
Conor M. Henderson (“Effect of Customer-Centric Structure on Long-Term Financial Performance”) is an assistant professor of marketing at the University of Oregon’s Lundquist College of Business. He received his Ph.D. in marketing from the University of Washington’s Foster School of Business. He remains connected to the University of Washington as an affiliated researcher at their Center for Sales and Marketing Strategy. His research focuses on uncovering and analyzing the trade-offs a firm faces when investing in strategies designed to better enable the firm and its representatives to engage, connect, and develop loyal and profitable customer relationships. His previous research has been published in the Journal of Consumer Psychology,Journal of Personal Selling & Sales Management,and in the Marketing Science Institute Working Paper Series.
Vish V. Krishnan (“Pricing Information Goods: A Strategic Analysis of the Selling and Pay-Per-UseMechanisms”) is the Sheryl and Harvey White Endowed Chaired Professor at the University of California, San Diego’s Rady School of Management. He received his doctorate degree from the Massachusetts Institute of Technology. He specializes on the topics of science and technology-driven innovation and entrepreneurship, new product development, growth strategy, and supply chain/operations management.
Vineet Kumar (“Commentary on Predicting Customer Value Using Clumpiness”) is an assistant professor of business administration in the marketing unit at the Harvard Business School. He received his undergraduate degree from the Indian Institute of Technology, and completed his doctoral studies in the Tepper School at Carnegie Mellon University. His research focus is on understanding the drivers of value in digital and technology products, and strategies that firms should adopt in designing such products.
Ju-Yeon Lee (“Effect of Customer-Centric Structure on Long-Term Financial Performance”) is an assistant professor of marketing at Lehigh University, and an affiliated researcher of the Center of Sales and Marketing Strategy at the University of Washington. She holds a BBA from Yonsei University, and a Ph.D. in marketing from the University of Washington, where she was the recipient of the Evert McCabe Endowed Fellowship. Her research focuses on examining the effects of a firm’s use of its organizational design elements on marketing and financial performance. Her research has appeared in the Journal of the Academy of Marketing Science and the Marketing Science Institute Working Paper Series.She was selected as a finalist for the 2012 Institute for Study of Business Markets Doctoral Dissertation Award Competition.
Puneet Manchanda (“When Harry Bet with Sally: An Empirical Analysis of Multiple Peer Effects in Casino Gambling Behavior”) is the Isadore and Leon Winkelman Professor and professor of marketing at the University of Michigan’s Ross School of Business. He holds a Ph.D. and MPhil in business from Columbia University. His research interests are broad, covering marketing and strategy questions in a wide variety of industries. From a methods point of view, he uses tools from Bayesian econometrics and empirical industrial organization. His recent work has focused on peer effects, digital marketing, services, e-commerce, and platforms.
Robert W. Palmatier (“Effect of Customer-Centric Structure on Long-Term Financial Performance”) is a professor of marketing, and he holds the John C. Narver Chair of Business Administration at the University of Washington’s Foster School of Business; he is also the research director of the University of Washington’s Center for Sales and Marketing Strategy. He earned his Bachelor’s and Master’s degrees in electrical engineering from the Georgia Institute of Technology, as well as an MBA from Georgia State University, a doctoral degree from the University of Missouri, and post-doctoral studies at Kellogg School of Management at Northwestern University. Prior to entering academia, he held various industry positions, including President and Chief Operating Officer of C&K Components and European General Manager and Sales and Marketing Manager at Tyco-Raychem Corporation. His research interests focus on relationship marketing, channels, and marketing strategy. His research has appeared in the Journal of Marketing, Journal of Marketing Research, Marketing Science, Journal of Retailing, Journal of Consumer Psychology, Journal of Academy of Marketing Science, Marketing Letters, and International Journal of Research in Marketing; he has two books, Relationship Marketing and Marketing Channel Strategy, 8th ed.
Hee Mok Park (“When Harry Bet with Sally: An Empirical Analysis of Multiple Peer Effects in Casino Gambling Behavior”) is an assistant professor of marketing at the University of Connecticut’s School of Business. He holds a Ph.D. from the University of Michigan and an MPhil in applied statistics from Yonsei University. His research interests are models of social interaction and peer effects, digital/social media marketing, Bayesian econometrics, and structural models.
Vithala R. Rao (“Comments on Predicting Customer Value Using Clumpiness from RFM to RFMC”) is the Deane Malott Professor of Management and professor of marketing and quantitative methods, Johnson Graduate School of Management, Cornell University. He holds a Ph.D. in applied economics/marketing from the Wharton School of the University of Pennsylvania. He has published more than 130 papers on topics including conjoint analysis and multidimensional scaling, pricing, bundle design, brand equity, market structure, corporate acquisition, and linking branding strategies to financial performance, peer influence, and trade promotions; his current work includes competitive bundling, dynamic attribute trade-offs, and modern retail adoption in emerging markets. He received several awards, including the 2008 Charles Coolidge Parlin Marketing Research Award, presented by the American Marketing Association and the American Marketing Association Foundation, recognizing his “outstanding leadership and sustained impact on advancing the evolving profession of marketing research over an extended period of time.” He was an elected ISMS Fellow in 2012.
Olivier Rubel (“Managing Blood Donations with Marketing”) is an assistant professor of marketing at the Graduate School of Management, University of California, Davis. He is an alumnus of l’Ecole Normale Supérieure de Cachan and is a recipient of the French Agrégation. He obtained his Ph.D. in marketing from HEC Montréal. He develops new stochastic optimal control models to discover rational processes that empower marketing managers to take risks optimally. His papers have been published in marketing and operations research journals, e.g., Marketing Science, Automatica, the European Journal of Operational Research, and Annals of Dynamic Games.
Oliver Rutz (“Managing Blood Donations with Marketing”) is an associate professor of marketing at the Michael G. Foster School of Business, University of Washington. He received his Ph.D. in marketing from UCLA. He was previously on the faculty of the Yale School of Management; in his pre-academia life, he was a consultant for McKinsey & Company. His research focuses on online marketing with an emphasis on paid search management; his work has received multiple awards, including the 2013 Donald R. Lehman Award and the 2012 Paul E. Green Award; in 2013, he was nominated as one of the MSI Young Scholars. His work has appeared in the Journal of Marketing Research, Marketing Science,and Quantitative Marketing and Economics.
Dylan S. Small (“Predicting Customer Value Using Clumpiness: From RFM to RFMC” and “Empirically Testable Sources and Implications for Clumpiness”) is a professor of statistics at the Wharton School of the University of Pennsylvania. He is a fellow of the American Statistical Association. His research focuses on statistical methods for causal inference and longitudinal data.
Martin Spann (“Skimming or Penetration? Strategic Dynamic Pricing for New Products” and “Erratum to Optimal Reverse-Pricing Mechanisms”) is a professor of electronic commerce and digital markets at the School of Management of the Ludwig-Maximilians-University (LMU) in Munich. His research focuses on the impact of information technology on marketing. His current research interests include pricing, auction mechanisms, mobile marketing and location-based services, crowdsourcing of ideas, and social influence via networks. His articles have appeared in Marketing Science, Management Science, the Journal of Marketing, the International Journal of Research in Marketing, Information Systems Research, MIS Quarterly, the Journal of Product Innovation Management, the Journal of Retailing, the Journal of Interactive Marketing, and other journals.
Shrihari Sridhar (“Effect of Customer-Centric Structure on Long-Term Financial Performance”) is an assistant professor of marketing at Pennsylvania State University, and program director (B2B Analytics) for the Institute for Study of Business Markets (ISBM). His research interests lie in building models to assess marketing-mix and marketing strategy effectiveness and determine optimal marketing-mix budgets and allocation. His research spans a broad range of industries, with a special emphasis on media markets. His research has been published in premier academic outlets including the Journal of Marketing Research and Journal of Marketing, and also received national recognition from outlets such as National Public Radio (NPR), Reuters Inc., FOX News, and Booz&co. He was selected as an MSI Young Scholar in 2013 and was the recipient of the 2014 Varadarajan Award for Early Career Contributions to Marketing Strategy Research.
Kannan Srinivasan (“Commentary on Predicting Customer Value Using Clumpiness”) is the H.J. Heinz II Professor of Management, Marketing and Business Technologies at the Tepper School of Business, Carnegie Mellon University. He has published over 70 papers in leading marketing, management, and statistics journals. He is an elected fellow and a past president of the Informs Society of Marketing Science.
Gerard J. Tellis (“Skimming or Penetration? Strategic Dynamic Pricing for New Products”) is a professor of marketing, management, and organization; the Neely Chair of American Enterprise; and the Director of the Center for Global Innovation at the University of Southern California’s Marshall School of Business. He is an expert in advertising, innovation, global market entry, new product growth, quality, and pricing. He has published five books and over 100 papers that have won over 20 awards, including the Frank M. Bass Award, the William F. O’Dell Award, the Harold D. Maynard Award (twice), and the Marketing Science Long-Term Impact Award. He was a distinguished professor of marketing research at Erasmus University Rotterdam; a director of research at the Judge Business School, Cambridge University; a fellow of Sidney Sussex College, Cambridge University; and a fellow of the INFORMS Society of Marketing Science.
Catherine E. Tucker (“The Reach and Persuasiveness of Viral Video Ads”) is the Mark Hyman Jr. Career Development Professor and associate professor of management science at MIT’s Sloan School of Management. She holds a Ph.D. in economics from Stanford University, and a B.A. in politics, philosophy and economics from Oxford University. Her research interests lie in how technology allows firms to use digital data to improve their operations and marketing and in the challenges this poses for regulations designed to promote innovation.
Robert Zeithammer (“Erratum to Optimal Reverse-Pricing Mechanisms”) is an associate professor of marketing at the UCLA Anderson School of Management. His research focuses on interactive pricing mechanisms that involve some form of bidding. He serves on the editorial review board of Marketing Science and as an associate editor at Quantitative Marketing and Economics.
Yao Zhang (“Predicting Customer Value Using Clumpiness: From RFM to RFMC” and “Empirically Testable Sources and Implications for Clumpiness”) is a quantitative researcher at Citadel. He earned his Bachelor’s degree in mathematics from Peking University and his Ph.D. in statistics from the University of Pennsylvania. His research focuses on developing statistical models in finance.
