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 and Price Perception
Retail Marketing
  • Recent Media Coverage

    Economist Intelligence Unit: Executive Briefing: When memory serves

    New York Times (also appeared in the International Herald Tribune): Gap, Its U.S. Sales Tepid, Joins the Rush to China

    See all Kellogg in the Media
Print Vita
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

Grants and Awards
Finalist INFORMS Society for Marketing Science Long Term Impact Award, INFORMS, 2011
Distinguished Faculty Speaker, Haring Symposium, Indiana University, 2010
Distinguished Service Award for Outstanding Service as an Associate Editor, Management Science, 2009 and 2010

Editorial Positions
Editorial Board, Journal of Marketing, 2006-2008
Associate 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

Chen, Yuxin and Xinxin Li. Forthcoming. Group Buying Commitment and Sellers' Competitive Advantages. Journal of Economics & Management Strategy.
Li, Xinxin and Yuxin Chen. Forthcoming. Employer-Managed IT Procurement: Product Compatibility, Network Effects and Exclusive Purchase Commitment. Information Systems Research.
Che, Hai, Xinlei (Jack) Chen and Yuxin Chen. Forthcoming. Investigating Effects of Out-of-Stock on Consumer SKU Choice. Journal of Marketing Research.
Chen, Yuxin and Joel Steckel. Forthcoming. Modeling Credit Card 'Share of Wallet': Solving the Incomplete Information Problem. Journal of Marketing Research.
Qian, Yi, Qiang Gong and Yuxin Chen. Forthcoming. Untangling Searchable and Experiental Quality Responses to Counterfeits. Marketing Science.
Lambrecht, Anja, Katja Seim, Naufel Vilcassim, Amar Cheema, Yuxin Chen, Gregory J. Crawford, Kartik Hosanagar, Raghuram Iyengar, Oded Koenigsberg, Robin Lee, Eugenio J. Miravete and Ozge Sabin. Forthcoming. Price Discrimination in Service Industries. Marketing Letters.
Yao, Song, Carl F. Mela, Jeongwen Chiang and Yuxin Chen. 2012. Determining Consumers' Discount Rates With Field Studies. Journal of Marketing Research. 49(6): 822-841.
Chen, Yuxin, Ganesh Iyer and Amit Pazgal. 2010. Limited Memory, Categorization, and Competition. Marketing Science. 29(4): 650-670.
Chen, Yuxin and Z. John Zhang. 2009. Dynamic Targeted Pricing with Strategic Consumers. International Journal of Industrial Organization. 27(1): 43-50.
Chen, Yuxin, Yogesh V. Joshi, Jagmohan S. Raju and Z. John Zhang. 2009. A Theory of Combative Advertising. Marketing Science. 28(1): 1-19.
Bhardwaj, Pradeep, Yuxin Chen and David Godes. 2008. Buyer-Initiated vs. Seller-Initiated Information Revelation. Management Science. 54(6): 1104-1114.
Chen, Yuxin and Jinhong Xie. 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.
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. Individual Marketing with Imperfect Targetability. Marketing Science. 20(1): 23-41.
Chen, Yuxin, Chakravarthi Narasimhan and Z. John Zhang. 2001. Consumer Heterogeneity and Competitive Price-Matching Guarantees. Marketing Science. 20(3): 300-314.
Chen, Yuxin, James D. Hess, Ronald T. Wilcox and 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.
Working Papers
Jing, Bing and Yuxin Chen. Forthcoming. Capacity and Price Promotions: Implications for Referral Alliances, Subcontracting and Priority Services.
Zeng, Xiaohua, Xinlei (Jack) Chen and Yuxin Chen. 2012. Does Mere Connection Lead to Social Interaction in Online Social Networks? An Empirical Investigation on
Balabsuramanian, Sridhar, Pradeep Bhardwaj and Yuxin Chen. 2011. The Strategic Implications of Switching Costs Under Customized Pricing.
Chen, Xinlei (Jack), Yuxin Chen and Ping Xiao. 2012. The Impact of Sampling and Network Topology on the Estimation of Social Inter-Correlations.
Chen, Yuxin and Ozge Turut. Context-Dependent Preferences and Innovation Strategy.
Chen, Yuxin and Tony Haitao Cui. 2012. The Benefit of Uniform Price for Branded Variants.
Chen, Yuxin and Song Yao. 2013. Search with Refinement.
Chen, Xinlei (Jack), Yuxin Chen and Kenneth C. Wilbur. There's No 'I' in 'Team:' Estimating NBA Players' Offensive Production.
Bala, Ram, Pradeep Bhardwaj and Yuxin Chen. 2011. Offering Pharmaceutical Samples: The Role of Physician learning and Insurance Coverage.
Chen, Yuxin, Wenyu Dou and Liyuan Wei. 2011. Understanding Consumer Sequential Search Behavior: The Implications of Search Engine Optimization for Consumer Welfare.
Chen, Yuxin, Oded Koenigsberg and Z. John Zhang. 2010. Pay as You Wish Pricing.
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