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
Management Science, 2016, 62(11), 3310-3326.
Learning from Experience, Simply (with Song Lin and John Hauser)
Why Do Sales People Spend So Much Time Lobbying for Low Prices? (with Duncan Simester)
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)
Consumer Deliberation and Product Line Design (with Liang Guo)
Marketing Science, 2012, 31(6), 995-1007.
Rational Herding in Microloan Markets (with Peng Liu)
How Does Popularity Information Affect Choices? A Field Experiment (with Catherine Tucker)
Management Science, 2011, 57(5), 828-842.
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.
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
Management Science, 2008, 54(4), 686-700.
Selected Working Papers
Asymmetric Pricing Policies in Chain Store Competition (with Liang Guo)
Marketing Science, revise & resubmit
Media coverage: MIT Sloan