Press

2019

November-December 2019

Frontiers: Asymmetric Effects of Recreational Cannabis Legalization
Pengyuan Wang, Guiyang Xiong, Jian Yang
   Press Release: New Research Shows Legalized Marijuana a Substitute for Alcohol, But Not Tobacco

Monetizing Online Marketplaces
Hana Choi, Carl F. Mela
   Press Release: New Research Shows Restructuring Online Marketplace Business Models Can Triple Profits

Frontiers: Machines vs. Humans: The Impact of Artificial Intelligence Chatbot Disclosure on Customer Purchases
Xueming Luo, Siliang Tong, Zheng Fang, Zhe Qu
   Press Release: Artificial Intelligence Can Improve Sales by Four Times Compared to Some Human Employees

Frontiers: How Effective Is Third-Party Consumer Profiling? Evidence from Field Studies
Nico Neumann, Catherine E. Tucker, Timothy Whitfield
   Press Release: Researchers Lift the Curtain Behind the “Black Box” of Data Broker Records: New Study Reveals Key Strengths and Weaknesses of Data Records

September-October 2019

Mobile App Introduction and Online and Offline Purchases and Product Returns
Unnati Narang, Venkatesh Shankar
   Press Release: Do Those Retail Apps Increase Customer Engagement and Sales in All Channels? New Research Says ‘Yes’ on Both Sales and Returns

A Salesforce-Driven Model of Consumer Choice
Bicheng Yang, Tat Chan, Raphael Thomadsen
   Press Release: Want to Optimize Sales Performance? New Research Says Reduce Commissions on Sales of Popular Items and Provide Sales Incentives, Not Customer Discounts

Opinion Leaders and Product Variety
Dmitri Kuksov, Chenxi Liao
   Press Release: New Research Says Consumers Trust Influencers Less When There is a Variety of Choices for a Product

Mobile Hailing Technology and Taxi Driving Behaviors
Yanwen Wang, Chunhua Wu, Ting Zhu
   Press Release: New Research Says Consumers Trust Influencers Less When There is a Variety of Choices for a Product

July-August 2019

Skimming from the Bottom: Empirical Evidence of Adverse Selection When Poaching Customers
Przemysław Jeziorski, Elena Krasnokutskaya, Olivia Ceccarini
   Press Release: Insurance Companies: Want to Steal Your Competitors’ Customers? New Research Says It May Cost You

Word of Mouth, Observed Adoptions, and Anime-Watching Decisions: The Role of the Personal vs. the Community Network
Mina Ameri, Elizabeth Honka, Ying Xie
   Press Release: What’s More Powerful, Word-of-Mouth or Following Someone Else’s Lead? New Research Says It’s Word-of-Mouth

May-June 2019

Measuring the Impact of Product Placement with Brand-Related Social Media Conversations and Website Traffic
Beth L. Fossen, David A. Schweidel
   Press Release: Measuring Impact of Product Placement

Competitive Dynamics in the Sharing Economy: An Analysis in the Context of Airbnb and Hotels
Hui Li, Kannan Srinivasan
   Press Release: Airbnb v. Hotels: New Research Sheds Light on How They Can Compete and Benefit in the Sharing Economy

March-April 2019

Social TV, Advertising, and Sales: Are Social Shows Good for Advertisers?
Beth L. Fossen, David A. Schweidel
   Press Release: Does Live Tweeting While Watching TV Distract from the Ads?

A Comparison of Approaches to Advertising Measurement: Evidence from Big Field Experiments at Facebook
Brett R. Gordon, Florian Zettelmeyer, Neha Bhargava, Dan Chapsky
   Press Release: How Measurable Is Online Advertising?

January-February 2019

Identifying Customer Needs from User-Generated Content
Artem Timoshenko, John R. Hauser
   Press Release: Can Machine Learning Deliver Critical Market Insights on Consumer Needs Faster and Cheaper?

Sensor Data and Behavioral Tracking: Does Usage-Based Auto Insurance Benefit Drivers?
Miremad Soleymanian, Charles B. Weinberg, Ting Zhu
   Press Release: When the Insurance Company Monitors Your Driving in Real Time Does It Help?

2018

November-December 2018

Analyzing Bank Overdraft Fees with Big Data
Xiao Liu, Alan Montgomery, Kannan Srinivasan
   Press Release: Can Predictive Analytics Help Banks and Consumers Avoid Overdraft Problems? A New Research Study Says, Yes

A Semantic Approach for Estimating Consumer Content Preferences from Online Search Queries
Jia Liu, Olivier Toubia
   Press Release: How Reliable Are Search Terms for SEO and SEM Results?

September-October 2018

Channels of Impact: User Reviews When Quality Is Dynamic and Managers Respond
Judith A. Chevalier, Yaniv Dover, Dina Mayzlin
   Press Release: Is Responding to Online Reviews Always a Good Thing? New Research Sheds Light on the Downside of Over-Responsiveness

July-August 2018

Two Centuries of Innovations and Stock Market Bubbles
Alina Sorescu, Sorescu M. Sorescu, Will J. Armstrong, Bart Devoldere
   Press Release: A Study of 175 Years of Stock Market Activity Reveals Innovation and Speculation Drives Bubble Activity
   Media: These 2 Things Drive Stock Market Bubbles (Wealth Professional Canada)
   Media: Major Innovations Help Create Bubbles in Their Sectors (Market Business News)

The Power of Rankings: Quantifying the Effect of Rankings on Online Consumer Search and Purchase Decisions
Raluca M. Ursu
   Press Release: Do We Really Buy Those ‘Top-Rated’ Deals When We Shop Online? New Study Says Rankings Matter But How So May Surprise You

May-June 2018

A Border Strategy Analysis of Ad Source and Message Tone in Senatorial Campaigns
Yanwen Wang, Michael Lewis, David A. Schweidel
   Press Release: Does Negative Political Advertising Actually Work? New Study Says ‘Yes,’ But It Depends on Whether You’re a Candidate or a PAC
   Media: Midterm Elections: Negative Campaign Ads (Emory University News Center)
   Media: Professors Research Whether Negative Political Advertising Works (Emory Business)
   Media: Republican Attacks Take Aim at Non-White Congressional Candidates (The Guardian)
   Media: In Greeley’s House District 50, a Clean Campaign Rurns Dirty (Greeley Tribune)

Consumer Choice and Market Outcomes Under Ambiguity in Product Quality
Onesun Steve Yoo, Rakesh Sarin
   Press Release: As Consumers, How Do We Decide What’s “Best” When It’s Not Clear? New Study Reveals Our Personal Predispositions May Drive Choice
   Media: When It Pays Not to Help Your Customers Comparison Shop (UCLA Anderson Review)

March-April 2018

Advertising to Early Trend Propagators: Evidence from Twitter
Anja Lambrecht, Catherine Tucker, Caroline Wiertz
   Press Release: Consumers Who Engage with Trends May Be Less Open to Advertising than Others—New Study Results May Surprise You
   Media: Advertising to Early Trend Propagators (Cass Business School News)

January-February 2018

Some Customers Would Rather Leave Without Saying Goodbye
Eva Ascarza, Oded Netzer, Bruce G. S. Hardie
   Press Release: It’s Not You, It’s Me: How Customers Break Up with Sellers

Super Bowl Ads
Wesley R. Hartmann, Daniel Klapper
   Press Release: Are Super Bowl Ads Worth It? New Research Indicates Sales Benefits Persist Well into the Year During “March Madness,” MLB and NBA Games
   Media: Super Bowl 2018 Data (Marketing Charts)
   Media: Super Bowl LI Ads: What Can You Expect, and Do They Work? (Cleveland.com)
   Media: Study: Super Bowl Advertisers See Sustained Post-Game Sales Boost (Marketing Dive)

Changing Their Tune: How Consumers’ Adoption of Online Streaming Affects Music Consumption and Discovery
Hannes Datta, George Knox, Bart J. Bronnenberg
   Press Release: Racing Past the Billboard: Music Streaming Sites Benefit Indie Singers at the Expense of Top 100 Artists
   Media: “No-Name” Musicians Benefit from Streaming (Pressetext)

2017

November-December 2017

Banning Foreign Pharmacies from Sponsored Search: The Online Consumer Response
Matthew Chesnes, Weijia (Daisy) Dai, Ginger Zhe Jin
   Press Release: Online Sponsored Ad Ban Has Limited Impact on Consumer Access to Foreign Pharmacies
   Media: Online Ad Ban Has Limited Impact on Consumer Access to Foreign Pharmacies (Laboratory Equipment)

Mobile Money in Tanzania
Nicholas Economides, Przemyslaw Jeziorski
   Press Release: The Hidden Cost of Crime: Tanzanians Pay as Much as 7% to Protect Money from Theft

September-October 2017

The Effect of Calorie Posting Regulation on Consumer Opinion: A Flexible Latent Dirichlet Allocation Model with Informative Priors
Dinesh Puranam, Vishal Narayan, Vrinda Kadiyali
   Press Release: Calorie Postings on Menus Spill into Increased Health Mentions in Online Restaurant Reviews
   Media: Nutrition: Restaurant Menu Labeling Has a Surprising Result (Los Angeles Daily News)
   Media: According to a Recent Study/Survey … End-of-October 2017 Edition — Calorie Posting Impact (Modern Restaurant Management)
   Media: Calorie Postings on Menus Result in More Health Mentions in Online Restaurant Reviews, Study Finds (Nutrition Insight)
   Media: Do Calorie Postings on Menus Influence Us to Choose Healthier Restaurants? (Great Taste)
   Media: Commentary on “The Effect of Calorie Posting Regulation on Consumer Opinion” Article (Applied Marketing Science)

Online Reputation Management: Estimating the Impact of Management Responses on Consumer Reviews
Davide Proserpio, Georgios Zervas
   Press Release: Want to Improve Your Business’s Online Ratings? Make Sure to Respond to Reviews
   Media: How to Increase Your Brand’s Online Ratings (Site Pro News)
   Media: Can Responding to Online Reviews Improve Business' Online Reputation? (Post Online Media)

Sunny, Rainy, and Cloudy with a Chance of Mobile Promotion Effectiveness
Chenxi Li, Xueming Luo, Cheng Zhang, Xiaoyi Wang
   Press Release: Sunny, Rainy, or Cloudy: New Study Shows How Weather Can Impact Consumer Purchase Response to Mobile Ads
   Media: The Surprising Connection Between Cloudiness and Clicks (OZY)
   Media: Rainy Weather Dampens Online Shopping (Nexus Media)
   Media: Weather-Based Mind Control: Mobile App Advertisers Check the Weather in Your Area to Decide What Ads Will Influence You the Most (Fight Against Tyranny)
   Media: Weather-Based Mind Control: Mobile App Advertisers Check the Weather in Your Area to Decide What Ads Will Influence You the Most (Natural News)
   Media: The Digital Divide, Are You Ready for Investors?, Mobile Shopping Behaviors and Other Things Entrepreneurs Need to Know (Small Biz Daily)
   Media: How Weather Impacts Response to Mobile Ads (Post Online Media)

July-August 2017

The Effect of Retail Distribution on Sales of Alcoholic Beverages
Richard Friberg, Mark Sanctuary
   Press Release: Gaining Distribution in Small Retail Formats Bring Big Payoffs Even for Major Brands
   Media: Small-Format Stores Can Have Big Impact on Brands (Insights Retail Environments)
   Media: Gaining Distribution in Small Retail Formats Bring Big Payoffs Even for Major Brands (Post Online Media)
   Media: What Can a Study About Sales of Alcoholic Beverages in Sweden Tell Us About Consumer Spending Habits? Quite a Lot, Actually (Culination Magazine)

Why Outlet Stores Exist: Averting Cannibalization in Product Line Extensions
Donald Ngwe
   Press Release: How to Grow a Premium Brand Without Killing Its Cachet? Outlet Stores Can Help
   Media: Outlets vs. Regular Stores: 3 Things to Know This Holiday Shopping Season (Footwear News)
   Media: Without Outlet Stores, Profits Would Decline 23% (Fierce Retail)

May-June 2017

A Dynamic Model of Health Insurance Choices and Healthcare Consumption Decisions
Nitin Mehta, Jian Ni, Kannan Srinivasan, Baohong Sun
   Press Release: More Is Not Better: Generous Health Insurance Plans Encourage Overtreatment, But May Not Improve Health
   Media: Generous Medical Health Insurance Plans Encourage Overtreatment, But Might Not Improve Health (Archy Newsy)
   Media: Moral Hazard Encourages Consumers To Choose More Expensive Treatment Options (MedicalResearch.com)
   Media: Health Insurance Expenditures, Outcomes Examined (Life Science Daily)

Motivation of User-Generated Content: Social Connectedness Moderates the Effects of Monetary Rewards
Yacheng Sun, Xiaojing Dong, Shelby McIntyre
   Press Release: Paying Online Community Members to Write Product Reviews Backfires Badly Among the Socially Influential
   Media: Why Paying Users to Write Reviews of Products Is Probably a Bad Idea (Consumer Affairs)
   Media: Study Finds Paying For Online Reviews Leads To Fewer Reviews (Consumerist)
   Media: Paying Online User Reviews Backfires Badly (Knowledge Science Report)

March-April 2017

Signaling Virtue: Charitable Behavior Under Consumer Elective Pricing 
Minah H. Jung, Leif D. Nelson, Uri Gneezy, Ayelet Gneezy
   Press Release: Charities Beware: When Firms Share Social Responsibility with Customers, Profits Rise but Donations Can Fall

Self-Signaling and Prosocial Behavior: A Cause Marketing Experiment 
Jean-Pierre Dubé, Xueming Luo, Zheng Fang
   Press Release: Cause Marketers Beware: New Study Finds Price Discounts May Backfire When Combined with Large Donations
   Media: How Monetary Incentives Motivate Prosocial Behavior. Or Do They? (Applied Marketing Science)
   Media: Price Discounts May Backfire When Combined with Large Donations (Post Online Media)

January-February 2017

Idea Generation, Creativity, and Prototypicality 
Olivier Toubia, Oded Netzer
   Press Release: Can Big Data Yield Big Ideas? Blend Novel and Familiar, New Study Finds

When Less Is More: Data and Power in Advertising Experiments 
Garrett A. Johnson, Randall A. Lewis, David H. Reiley
   Press Release: Over 80% of Online Ad Effect Is on Offline Sales
   Media: Promoting Your Product Online Ups Offline Sales (The Siasat Daily)
   Media: Web Ads Could Shoot Up 80% of Online & Offline Retail Sales (The Free Press Journal)

2016

November-December 2016

Do Sympathy Biases Induce Charitable Giving? The Effects of Advertising Content 
K. Sudhir, Subroto Roy, Mathew Cherian
   Press Release: Carefully Choosing Your Words in a Fundraising Appeal Can Increase Donations by Over 300 Percent
   Media: Carefully Worded Appeals Make People 300% More Generous, Says Study (Good News Network)
   Media: Carefully Chosen Wording Can Increase Donations by Over 300 Percent (Post Online Media)

Attribution Strategies and Return on Keyword Investment in Paid Search Advertising 
Hongshuang (Alice) Li, P. K. Kannan, Siva Viswanathan, Abhishek Pani
   Press Release: It Pays to Go Beyond the Last Word When Advertising Using Google AdWords

Quantifying Cross and Direct Network Effects in Online Consumer-to-Consumer Platforms 
Junhong Chu, Puneet Manchanda
   Press Release: Sellers 3.5 Times More Influential than Buyers in Driving the Growth of E-commerce Platforms
   Media: E-commerce Platforms Should Focus on Sellers, Not Buyers (POST Online Media)

September-October 2016

Zooming In on Choice: How Do Consumers Search for Cameras Online? 
Bart J. Bronnenberg, Jun B. Kim, Carl F. Mela
   Press Release: Consumers May Search Online for 30 Days, But They Buy Close to What They Searched and Found on the First Day
   Media: Spending Weeks Shopping Around Online May Be a Waste of Time, Research Finds (The Telegraph)

July-August 2016

Minimum Advertised Pricing: Patterns of Violation in Competitive Retail Markets 
Ayelet Israeli, Eric T. Anderson, Anne T. Coughlan
   Press Release: Are There Better Deals Than the "Minimum Advertised Price?" More Often Than You Think
   Media: When Retail Prices Cross the Line (Kellogg Insight)

May-June 2016

A Structured Analysis of Unstructured Big Data by Leveraging Cloud Computing
Xiao Liu, Param Vir Singh, Kannan Srinivasan
  Press Release: Tweets Are Better than Google Trends at Forecasting Ratings of TV Programs

Mining Brand Perceptions from Twitter Social Networks 
Aron Culotta, Jennifer Cutler
   Press Release: Is My Brand Image Green or Healthy? No Need for Costly Surveys, Just Ask Twitter!
   Media: Twitter Can Unveil Brand Image Better (Chandigarh Tribune)
   Media: Twitter Can Unveil Brand Image Better (The Economic Times of India)

March-April 2016

Credit Scoring with Social Network Data 
Yanhao Wei, Pinar Yildirim, Christophe van den Bulte, Chrysanthos Dellarocas
   Press Release: No Credit History? No Problem—If You Have Financially Responsible Facebook Friends
   Media: Friends Don't Let Friends Have Bad Credit (SAS Frontiers)

Mobile Ad Effectiveness: Hyper-Contextual Targeting with Crowdedness 
Michelle Andrews, Xueming Luo, Zheng Fang, Anindya Ghose
   Press Release: In a Maddening Subway Crowd? Escape with Mobile Shopping Immersion 
   Media: Passengers in Crowded Trains Are Good Targets for Mobile Advertising (Media Street)
   Media: Riders on Crowded Subways Twice as Responsive to Mobile Ads (Mobile Marketer)

Can Marketing Campaigns Induce Multichannel Buying and More Profitable Customers? A Field Experiment
Elisa Montaguti, Scott A. Neslin, Sara Valentini
   Press Release: Companies Increase Profits by Creating Multichannel Shoppers
   Media: Incentives Are Not the Way to Drive Multichannel Shopping (RetailWire)
   Media: When Attracting Customers, What Triggers Customers Most? (PYMTS.com)

January-February 2016

The Unintended Consequences of Countermarketing Strategies: How Particular Antismoking Measures May Shift Consumers to More Dangerous Cigarettes
Yanwen Wang, Mike Lewis, Vishal Singh
   Press Release: Increasing Cigarette Taxes May Shift Consumers to More Dangerous Products
   Media: Higher Cigarette Taxes May End Up Doing More Harm Than Good (Deccan Chronicle)
   Media: Why Higher Taxes on Cigarettes Doesn't Help Smokers (dna)

Will a Fat Tax Work?
Romana Khan, Kanishka Misra, Vishal Singh
   Press Release: Battling Obesity Epidemic
   Media: How a Fat Tax Could Work as Intended (Michigan News)
   Media: Guilting The Gluttonous? How A 'Fat Tax' Could Work To Curb Obesity (CBS Detroit)

2015

November-December 2015

Early Adoption of Modern Grocery Retail in an Emerging Market: Evidence from India
Vishal Narayan, Vithala R. Rao, K. Sudhir
   Press Release: Supermarkets/Mom & Pops Battle in Emerging Markets—Upper & Lower Middle Class Are Supermarket Boosters

September-October 2015

The Squeaky Wheel Gets the Grease—An Empirical Analysis of Customer Voice and Firm Intervention on Twitter
Liye Ma, Baohong Sun, Sunder Kekre
   Press Release: Tweeting Responses to Complaints on Social Media Triggers New Complaints
   Media: Why Companies Should Respond When Twitter Rage Spikes (Huffington Post)
   Media: Businesses’ Response to Customer Greivances on Twitter Leads to More Complaints (Techyaya)
   Media: Beware: Social Media Customer Service a Double-Edged Sword (Business News Daily)
   Media: Social Media Warning: Engaging with Customers Leads to More Complaints (Food Navigator)
   Media: Twitter Replies to Customer Grievances Could Trigger More Complaints (IBN Live)

July-August 2015

Untangling Searchable and Experiential Quality Responses to Counterfeits
Yi Qian, Qiang Gong, Yuxin Chen
   Press Release: Counterfeiting Improves Fashion Quality
   Media: Knockoff Appeal: Counterfeits Can Boost Sales of the Real Thing (The Atlantic)
   Media: Savvy Shoppers Suspicious of a Good Deal (The Globe and Mail)

The Impacts of Advertising Assets and R&D Assets on Reducing Bankruptcy Risk
Niket Jindal, Leigh McAlister
   Press Release: Brands, Patents Can Protect Firms from Bankruptcy

The “Peter Pan Syndrome” in Emerging Markets: The Productivity-Transparency Trade-Off in IT Adoption
K. Sudhir, Debabrata Talukdar
   Press Release: Corruption Decreases Technology Adoption in Emerging Markets (Yale Insights)
   Media: Retailers Hit by 'Peter Pan Syndrome' (The Hindu)

May-June 2015

Social Contagion in New Product Trial and Repeat
Raghuram Iyengar, Christophe Van den Bulte, Jae Young Lee
   Press Release: Peer Influence among Physicians Affects Repeat Use of New Prescription Drug
   Media: Physicians Influenced by Peers When It Comes to Prescriptions (Gazette Review)
   Media: How Concerns about Status Affect New Product Adoption (Knowledge@Wharton)

Television Advertising and Online Shopping
Jura Liaukonyte, Thales Teixeira, Kenneth C. Wilbur
   Press Release: Offline TV Ads Prompt Online Purchases by Multitaskers
   Media: TV Ads Drive Online Sales (The Times of India)
   Media: How Offline Ads Drive Traffic to Websites and Boost Sales (Castleford)
   Media: Study Shows How to Open Wallets of Web-Surfing TV Watchers (Cornell Chronicle)
   Media: Offline TV Ads Drive Online Sales (Gizbot)
   Media: Is the Second Screen E-Commerce's Secret Weapon (RetailWire)

Social Dollars: The Economic Impact of Customer Participation in a Firm-Sponsored Online Customer Community
Puneet Manchanda, Grant Packard, Adithya Pattabhiramaiah
   Press Release: Double-Digit Growth for Firms that Create Own Online Communities
   Media: Firms' Own Social Networks Better for Business than Facebook (Michigan News)
   Media: Réseau Social de Marque: Une Opportunité de Croissance à Deux Chiffres (L'Atelier)

March-April 2015

Predicting Customer Value Using Clumpiness: From RFM to RFMC
Yao Zhang, Eric T. Bradlow, Dylan S. Small
   Press Release: Customers Who Binge Consume Are More Valuable
   Media: Are Your Customers 'Clumpy'? What Binge-Buying Means for Marketers (Knowledge@Wharton)

Skimming or Penetration? Strategic Dynamic Pricing for New Products
Martin Spann, Marc Fischer, Gerard J. Tellis
   Press Release: Most Firms Do Not Use Skimming or Penetration Pricing for New Products
   Media: Marketers Defy Theorists' Advice on Pricing Strategies for Consumer Tech Products (Marketing)
   Media: Skimming and Penetration Pricing Strategies a Thing of the Past (Dynamic Business)

January-February 2015

Risk Preferences and Demand Drivers of Extended Warrranties
Pranav Jindal
   Press Release: Selling Extended Warranties through Independent Firms Lowers Price But Leaves Consumers Worse Off
   Media: What You Need to Know about Extended Warranties (Notebook Review)