Research Papers / Publications


  • Robert Mislavsky, Berkeley Dietvorst, Uri Simonsohn (Under Review), Critical Condition: People Only Object to Corporate Experiments if They Object to a Condition.
  • Berkeley Dietvorst, Joseph Simmons, Cade Massey (Under Revision), Overcoming Algorithm Aversion: People Will Use Imperfect Algorithms If They Can (Even Slightly) Modify Them.  Abstract
  • Ron Berman, Case Study: United by Blue  Description
  • Yanhao Wei, Pinar Yildirim, Christophe Van den Bulte, Chrysanthos Dellarocas (2016), Credit Scoring with Social Network Data, Marketing Science , 35 (2), 234 - 258.    Abstract  Related Materials
  • Andrew Edward White, Andrea C. Morales, Patti Williams (Under Revision), Apocalypse Now: When and Why Fear Increases Consumer Choice.  
  • Ashish Agarwal, Kartik Hosanagar, Michael B. Smith (Under Revision), Sponsored Search: Do Organic Results Help or Hurt.
  • Keith Niedermeier, Emily Wang, Xiaohan Zhang (2016), The use of social media among business-to-business sales professionals in China: How social media helps create and solidify guanxi relationships between sales professionals and customers, Journal of Research in Interactive Marketing, 10 (1), 33 - 49.  Abstract
  • Rom Y. Schrift, Ran Kivetz, Oded Netzer (2016), Complicating Decisions: The Work Ethic Heuristic and the Construction of Effortful Decisions, Journal of Experimental Psychology: General, forthcoming.
  • J. Scott Armstrong, Rui Du, Kesten C. Green, Andreas Graefe (2016), Predictive Validity of Evidence-Based Persuasion Principles, European Journal of Marketing, 50, 276 - 293.  
  • J. Scott Armstrong, Rui Du, K.C. Green, Andreas Graefe (2016), Persuasion Principles Index, European Journal of Marketing, 50, 317 - 326.  
  • Yupeng Chen, Raghuram Iyengar, Iyengar Garud (Forthcoming), Modeling Multimodal Continuous Heterogeneity in Conjoint Analysis – A Sparse Learning Approach.  
  • Eva Ascarza, Raghuram Iyengar, Martin Schleicher (2016), The perils of proactive churn prevention using plan recommendations: Evidence from A Field Experiment, Journal of Marketing Research, 53 (1), 46 - 60.  
  • David Reibstein, Paul W. Farris, "Marketing's Search for a Common Language". In Accountable Marketing: Linking Marketing Actions to Financial Performance, edited by David Stewart, Craig Gugel, (2016), 45 - 51.
  • Uri Simonsohn, Joseph Simmons, Leif D. Nelson (Under Review), Specification Curve: Descriptive and Inferential Statistics on All Reasonable Specifications.  Abstract
  • Cassie Mogilner, Michael Norton (2016), Time, Money, and Happiness, Current Opinion in Psychology  
  • Jing Peng, Christophe Van den Bulte (Under Revision), Participation vs. Effectiveness of Paid Endorsers in Social Advertising Campaigns: A Field Experiment.    Abstract
  • Jing Peng, Ashish Agarwal, Kartik Hosanagar, Raghuram Iyengar (Under Revision), Network Embeddedness and Content Sharing on Social Media Platforms.    Abstract
  • David Reibstein, ed., Legends in Marketing: George S. Day, Volume 7, Marketing In The Firm And Society (2016).
  • David Reibstein, "Marketing in the Firm Society". In Legends in Marketing: George S. Day, Volume 7, Marketing In The Firm And Society, edited by David Reibstein, (2016).
  • Soumya Sen, Roch A. Guerin, Kartik Hosanagar (Under Revision), Shared or Dedicated Infrastructure? On the Impact of Reprovisioning.  
  • Jae Young Lee, Raghuram Iyengar (Under Review), A Model of Consumer Search for Experience Goods.  
  • Yogesh Joshi, David Reibstein, Z. John Zhang (2016), Turf Wars: Product Line Strategies in Competitve Markets, Marketing Science, 35 (1), 128 - 141.