Current Research Topics

Frequency rewards programs, pricing, new products, customer expectations, dynamic models
 

Selected Publications

"Generalizing the Sensitivity Conditions in an Overall Index of Product Quality," Journal of Consumer Research, 18, March 1992; "The Effects of Advertised and Observed Quality on Expectations of New Product Quality," Journal of Marketing Research, 32(3), 1995; "Asymmetric Reference Price Effects and Dynamic Pricing Policies," Marketing Science, 15(1), 1996; "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, 18(3), 1999; "Strategic Management of Expectations: The Role of Disconfirmation Sensitivity and Perfectionism," Journal of Marketing Research, 38(3), 2001; with J. Farley and A. Hayes, "Choosing and Upgrading Financial Services Dealers in the U.S. and U.K.," International Journal of Research in Marketing, 21(4), 2004 (Winner, MSI Competition on Global Marketing); with D. Lehmann, "Setting Quality Expectations When Entering a Market: What Should the Promise Be?" Marketing Science, 25(1), 2004; with K. Ailawadi and S. Neslin, "Predicting Competitive Response to a Major Policy Change: Combining Game-Theoretic and Empirical Analyses," Marketing Science, 24(1), 2005; with D. Hoffman, T. Novak, “The “Right” Consumers for Better Concepts: Identifying and Using Consumers High in Emergent Nature to Further Develop New Product Concepts,” Journal of Marketing Research, forthcoming

Awards

Undergraduate Marketing Professor of the Semester, 1995, 1996, Recognition of Excellence, University of Arizona, 1996; Harvey H. Bundy III Fellowship, Tuck School, 1998; Consortium Faculty, AMA Doctoral Consortium, 2001, 2005, 2009; Outstanding Reviewer, Journal of Retailing, 2003; John D.C. Little Best Paper Award, 2005; finalist, John D.C. Little Best Paper Award, 2006

Professional Activities

Academic positions: Assistant Professor of Marketing, University of Arizona, 1992–96; Tuck School of Business, 1996–present; Bozzone Visiting Scholar, Rensselaer Polytechnic Institute, 2008; Visiting Scholar, Indian School of Business, 2009

Board memberships: Advisory Boards: Be Vocal, Inc., 1999–2007; Aten Works; Director in a Box Ltd.

Editorial positions: Associate Editor, Journal of Retailing; Editorial Board, IIMB Management Review, IJTMKT, International Journal of Electronic Commerce, Journal of Interactive Marketing, Marketing Letters, Marketing Science, Journal of Revenue and Pricing Management; Ad Hoc Reviewer, Journal of Marketing, Journal of Marketing Research, Management Science