| Education | |
| PhD |
Management Science (Marketing) |
Massachusetts Institute of Technology (2000) |
| SM |
Management |
Massachusetts Institute of Technology (1989) |
| BS |
Economics |
University of Pennsylvania (1985) |
| | |
| Course | | | Marketing Strategy and Economic Analyses 2010-2011 | | |
| Research Interests | |
- Word of mouth
- Social networks
- Sales management
- Competitive strategy
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| Selected Publications | |
- “In the Eye of the Beholder: An Analysis of the Relative Value of a Top Sales Rep Across Firms and Products,” Marketing Science, 2003, volume 22, issue 2, pp. 161-87
- “Contracting Under Endogenous Risk,” Quantitative Marketing and Economics, 2004, volume 2, pp. 321-345
- With D Mayzlin, “Using On-Line Conversations to Study Word-of-Mouth Communication,” Marketing Science, 2004, volume 23, issue 4, pp. 545-560
- With Y Chen, S Das, C Dellarocas, B Libai, B Pfeiffer, D Mayzlin, S Sen and M Shi, “The Firm’s Management of Social Interactions,” Marketing Letters, 2005, volume 16, no. 3/4, pp. 415-28
- With Ustuner and Tuba, “Better Sales Networks,” Harvard Business Review, Volume 84, Number 7/8, 2006, pp. 102-112
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| Working Papers | |
- “Friend or Foe: The Relationship Between Learning and Incentives” Revising for 2nd Round Review at Journal of Marketing Research
- “Using the Compensation Scheme to Signal the Ease of a Task” (with Dina Mayzlin Resubmission invited at Marketing Science
- “Word-of-Mouth as Self Enhancement” (with Andrea Wojnicki). Under 2nd Round Review at Journal of Marketing Research
- “Dynamics of Online Opinion” (with Jose Silva), Revising for 2nd Round Review at Marketing Science
- “References” Revising for 2nd Round Review at Marketing Science
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| Academic Experience | |
- Associate Professor (with tenure) Robert H Smith School of Business, University of Maryland(2009-present)
- Associate Professor of Business Administration, Harvard Business School, 2005 – 2009
- Assistant Professor of Business Administration, Harvard Business School, 1999 – 2005
| | |
| Other Professional Experience | |
- The Bradley Group, Founder, 1993-1995
- BayBank, Senior Product Manager, 1989-1993
- Home Owners Federal, Manager of Operations Analysis,1985-1987
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| Achievements and Awards | |
- Zenon S and Clotilde Zannetos Prize for best PhD thesis
- Excellence in Research Award, American Marketing Association Sales SIG
- Marketing Science Institute Young Scholar
- Finalist, Frank M. Bass Award
- Finalist, John DC Little Award
- Finalist, INFORMS Society for Marketing Science Long-Term Impact Award
- Winner of the AMA Sales SIG’s 2004 Excellence in Research Award
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