Tweeting as a Marketing Tool – Field Experiment in the TV Industry (with Shiyang Gong, Ping Zhao, and Xuping Jiang)

Journal of Marketing Research, forthcoming.
Media coverage: Marketing Science Institute

Deadlines in Product Development

Management Science, 2016, 62(11), 3310-3326. 

Learning from Experience, Simply (with Song Lin and John Hauser) 

Marketing Science, 2015, 34(1), 1-19, lead article.
Media coverage: 
Online Appendix 
Finalist, 2015 John D. C. Little Award 

Why Do Sales People Spend So Much Time Lobbying for Low Prices? (with Duncan Simester)

Marketing Science, 2014, 33(6), 796-808. 
Media coverage: INFORMS,, ComputerWorld
Finalist, 2014 John D. C. Little Award

Days on Market and Home Sales (with Catherine Tucker and Ting Zhu)

RAND Journal of Economics, 2013, 44(2), 337-360.

(De)marketing to Manage Consumer Quality Inferences (with Jeanine Miklos-Thal)

Journal of Marketing Research, 2013, 50(1), 55-69.
Media coverage: Knowledge@Wharton, Carta de Noticias, MIT Sloan

Consumer Deliberation and Product Line Design (with Liang Guo)

Marketing Science, 2012, 31(6), 995-1007.

Rational Herding in Microloan Markets (with Peng Liu)

Management Science, 2012, 58(5), 892-912.
Online Appendix
Media coverage: ForbesFinancial TimesFederal Reserve Bank of BostonBoston Herald, MIT Sloan

How Does Popularity Information Affect Choices? A Field Experiment (with Catherine Tucker)

Management Science, 2011, 57(5), 828-842.
Online Appendix

The Perils of Behavior-Based Personalization 

Marketing Science, 2011, 30(1), 170-186.
Finalist, 2011 John D. C. Little Award

Why Are Bad Products So Hard to Kill? (with Duncan Simester)

Management Science, 2010, 56(7), 1161-1179.

Growing Two-Sided Networks by Advertising the User Base: A Field Experiment (with Catherine Tucker)

Marketing Science, 2010, 29(5), 805-814.

The Sound of Silence: Observational Learning in the U.S. Kidney Market

Marketing Science, 2010, 29(2), 315-335.
Media coverage: Slate
Winner, 2010 Frank M. Bass Award
Finalist, 2010 John D. C. Little Award
Finalist, 2016 INFORMS Society for Marketing Science Long Term Impact Award

Designing Pricing Contracts for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter? (with Teck-Hua Ho)

Management Science, 2008, 54(4), 686-700.


Selected Working Papers 

Asymmetric Pricing Policies in Chain Store Competition (with Liang Guo)

Marketing Science, revise & resubmit 

Policy and Inference: The Case of Product Labeling

Media coverage: MIT Sloan


Book Chapters

Observational Learning: The Sound of Silence

Encyclopedia of the Sciences of Learning, Norbert M. Seel (Ed.), Springer, 2012.
Book available at MIT Libraries.