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Yuxin Chen
Yuxin Chen

MARKETING
Polk Bros. Professor of Retailing
Professor of Marketing

Print Overview
Yuxin Chen is the Polks Bros. Professor in Retailing at the Kellogg School of Management at Northwestern University. He teaches Marketing Management.

His primary research areas include database marketing, Internet marketing, pricing, retailing,
competitive strategies, structural empirical models, Bayesian econometric methods, and
behavioral economics. His research has appeared in journals such as the Journal of Marketing
Research, Management Science, Marketing Science and Quantitative Marketing and Economics.
He received the Frank M. Bass Dissertation Paper Award for best marketing paper derived from
a PhD thesis published in an INFORMS-sponsored journal and the 2001 John D.C. Little Award
for the best marketing paper published in Marketing Science or Management Science for his
research on targeted marketing.

He currently serves on the editorial boards of the Journal of Marketing Research (Associate
Editor), Management Science (Associate Editor), Marketing Science (Area Editor), and
Quantitative Marketing and Economics (Associate Editor). He was also on the editorial board of
the Journal of Marketing.

Professor Chen received his B.S. in Physics from Fudan University, a MSBA and a Ph.D. in
Marketing from Washington University in St. Louis. He also studied in Computer Science
department in the Graduate School of Zhejiang University.

Areas of Expertise
Database Marketing
High-Tech Marketing
Marketing Research
Marketing Strategy/Planning/Policy
Pricing Strategies
Retail Marketing
Print Vita
Education
PhD, 1999, Marketing, Washington University in St. Louis
MSBA, 1997, Marketing, Washington University in St. Louis
BS, 1992, Physics, Fudan University

Academic Positions
Professor / Polk Brothers Professor in Retailing, Marketing, Kellogg School of Management, Northwestern University, 2009-present
Visiting Professor, Marketing, Cheung Kong Graduate School of Business, 2008-2009
Harold MacDowell Faculty Fellow, Leonard N. Stern School of Business, New York University, 2007-2009
Associate Professor, Marketing, Leonard N. Stern School of Business, New York University, 2003-2009
Visiting Associate Professor, Marketing, Cheung Kong Graduate School of Business (Beijing, China), 2006-2007
Visiting Associate Professor, Marketing, Hong Kong University of Science and Technology, 2004-2004
Assistant Professor, Marketing, Leonard N. Stern School of Business, New York University, 1999-2003

Editorial Positions
Area Editor, Marketing Science
Associate Editor, Journal of Marketing Research
Associate Editor, Management Science
Associate Editor, Quantitative Marketing and Economics

 
Print Research
Research Interests
Competitive Strategies; Retailing, Pricing; Internet Marketing; Database Marketing; Advertising; Structural Empirical Models; Bayesian Econometric Methods; Behavioral Economics

Articles
Chen, Yuxin, Yogesh V. Joshi, Jagmohan S. Raju and Z. John Zhang. 2009. A Theory of Combative Advertising. Marketing Science. 28(1): 1-19.
Chen, Yuxin and Z. John Zhang. 2009. Dynamic Targeted Pricing with Strategic Consumers. International Journal of Industrial Organization. 27(1): 43-50.
Bhardwaj, Pradeep, Yuxin Chen and David Godes. 2008. Buyer-Initiated vs. Seller-Initiated Information Revelation. Management Science. 54(6): 1104-1114.
Chen, Yuxin. 2007. Cross-Market Network Effect with Asymmetric Customer Loyalty: Implications for Competitive Advantage. Marketing Science. 26(1): 52-66.
Villanueva, Julian, Sridhar Balabsuramanian, Pradeep Bhardwaj and Yuxin Chen. 2007. Customer Relationship Management in Competitive Environments: The Positive Implications of a Short-term Focus. Quantitative Marketing and Economics. 5: 99-129.
Chen, Yuxin and Sha Yang. 2007. Estimating Disaggregate Models Using Aggregate Data through Augmentation of Individual Choice. Journal of Marketing Research. 44: 613-321.
He, Chuan and Yuxin Chen. 2006. Managing E-Marketplace A Strategic Analysis of Non-Price Advertising. Marketing Science. 25(2): 175-187.
Chen, Yuxin, Sridhar Moorthy and Z. John Zhang. 2005. Research Note -- Price Discrimination after Purchase: Rebates as State-Dependent Discounts. Management Science. 51(7): 1131-1140.
Chen, Yuxin and K. Sudhir. 2004. When Shopbots Meet Emails: Implications for Price Competition on the Internet. Quantitative Marketing and Economics. 2
Shoemaker, Robert, Debanjan Mitra, Yuxin Chen and Skander Essegaier. 2003. A Comment on Price Endings When Prices Signal Quality. Management Science. 49(12): 1753-1758.
Yang, Sha, Yuxin Chen and Greg Allenby. 2003. Bayesian Analysis of Simultaneous Demand and Supply. Quantitative Marketing and Economics. 1(3): 251-275.
Abstract
Chen, Yuxin and Ganesh Iyer. 2002. Consumer Addressibility and Customized Pricing. Marketing Science. 21(2): 197-208.
Chen, Yuxin, Ganesh Iyer and Paddy Padmanabhan. 2002. Referral Infomediaries. Marketing Science. 21(4): 412-434.
Chen, Yuxin, Chakravarthi Narasimhan and Z. John Zhang. 2001. Consumer Heterogeneity and Competitive Price-Matching Guarantees. Marketing Science. 20(3): 300-314.
Chen, Yuxin, Chakravarthi Narasimhan and Z. John Zhang. 2001. Individual Marketing with Imperfect Targetability. Marketing Science. 20(1): 23-41.
Abstract
Chen, Yuxin, James D. Hess, Z. John Zhang. 1999. Accounting Profits versus Marketing Profits: A Relevant Metric for Category Management. Marketing Science. 18(3): 208-229.
Chen, Yuxin, Sha Yang and Ying Zhao. A Simultaneous Model of Consumer Brand Choice and Negotiated Price. Management Science. 54(3): 538-549.
Book Chapters
Chen, Yuxin. 2009. "Product Line Pricing." edited by Vithala R. Rao, Edward Elgar.

 
Print Teaching
Teaching Interests
Marketing Management; Pricing; Database Marketing; Marketing Research; Branding and Integrated Marketing Communication
Full-Time / Part-Time MBA
Marketing Management (MKTG-430-0)

This course counts toward the following majors: Marketing, Marketing Management

This course takes an analytical approach to the study of marketing problems of business firms and other types of organizations. Attention focuses on the influence of the marketplace and the marketing environment on marketing decision making; the determination of the organization's products, prices, channels and communication strategies; and the organization's system for planning and controlling its marketing effort.