Faculty

Nidhi Agrawal
Assistant Professor of Marketing

Research interests:
Understanding consumer psychology with a focus on how consumers may be driven by different goals, different ways of construing events, and different emotional responses. Dr. Agrawal applies this knowledge of consumer psychology to designing effective marketing communications as well as public health messages. Her research has appeared in leading academic journals such as Journal of Consumer Research and Journal of Consumer Psychology.

Representative publications:

• "Motivated Reasoning in Outcome Bias Effects," (with Durairaj Maheswaran) Journal of Consumer Research, 2005.
• "The Effects of Self-Construal and Commitment on Persuasion," (with Durairaj Maheswaran) Journal of Consumer Research, 2005.
• "Motivational and Cultural Variations in Mortality Salience Effects: Contemplations on Terror Management Theory and Consumer Behavior," (with Durairaj Maheswaran) Journal of Consumer Psychology, 2004.

Eric T. Anderson
Hartmarx Research Professorship Chair and Associate Professor of Marketing.

Research interests:
Pricing strategy, promotion strategy, and channel management. Professor Anderson's publications have appeared in leading academic journals such as Journal of Marketing Research, Marketing Science, Management Science, Quantitative Marketing, and Journal of Economic Theory. Recently, he has worked with several direct mail firms conducting field experiments to test economic theories of pricing and promotion.

Representative publications:

• "Marketing Mix Synergies: Coupons and Price Promotions," (with Inseong Song) Journal of Marketing Research, 2004.
• "A Comment On: 'Revisiting Dynamic Duopoly with Consumer Switching Costs'," (with Surendra Rajiv) Journal of Economic Theory, 2004.
• "Does Promotion Depth Affect Long-Run Demand?," (with Duncan Simester) Marketing Science, 2004. Also featured in Sloan Management Review, 2004.
• "Effects of $9 Price Endings on Retail Sales: Evidence from Field Experiments," (with Duncan Simester) Quantitative Marketing and Economics, 2003.
• "Sharing the Wealth: When Should Firms Treat Customers as Partners?" Management Science, 2002.

Robert Blattberg
Polk Brothers Distinguished Professor of Retailing, Professor of Marketing, Director of the Center for Retail Management.

Research interests:
Database marketing, retailing, customer equity, and sales promotion. Professor Blattberg has been honored with John D.C. Little Award, Best Marketing Science and Management Science Paper of Year for "Price-Induced Patterns of Competition" (with Kenneth Wisniewski), 1990, given by the American Marketing Association to recognize outstanding contribution to marketing. Professor Blattberg has written several books and his work has appeared in many leading academic journals.

PhD seminars taught:
Quantitative models in marketing

Representative publications:

• Customer Equity, (with Gary Getz and Jacquelyn Thomas) Harvard Business Press, 2001.
• "Manage Marketing by Consumer Equity Test," (with John Deighton) Harvard Business Review, July-August 1996.
• "How Promotions Work," (with R. Briesch and E. Fox) Marketing Science,1995, fall.
• The Marketing Information Revolution, (with R. Glazer and J. D. C. Little) Cambridge, MA: Harvard Business Press, 1994.
• Sales Promotions: Concepts, Methods and Strategies, (with S. Neslin) Englewood Cliffs, New Jersey: Prentice Hall, 1990.

Galen V. Bodenhausen
Professor of Psychology and Marketing

Research Interests:
Professor Bodenhausen studies a wide variety of issues involved in consumer cognition, including: understanding the origins, nature, and consequences of consumer attitudes, including both explicit and implicit (or automatic) attitudes; the role of identity concerns in judgment and behavior; the influence of prejudice and stereotypes on perception, judgment, memory, and behavior; how moods and other kinds of emotional states influence judgment and preference; and the nature and consequences of materialistic mindsets.

PhD seminars taught:
Theories of Social Psychology

Representative Publications:

• “Categorizing the Social World: Affect, Motivation, and Self-Regulation,” (with Andrew Todd and Andrew Becker) Psychology of Learning and Motivation, 2007.
• “I Like it because I Like Myself: Associative Self-Anchoring and Post-Decisional Change of Implicit Attitudes,” (with Bertram Gawronski and Andrew Becker) Journal of Experimental Social Psychology, 2007.
• “Associative and Propositional Processes in Evaluation: An Integrative Review of Implicit and Explicit Attitude Change,” (with Bertram Gawronski) Psychological Bulletin, 2006.
• “The Role of Stereotypes in Decision-Making Processes,” Medical Decision Making, 2005.
• Foundations of Social Cognition (co-edited with Alan Lambert), 2003.

C. Miguel Brendl
Associate Professor of Marketing

Research Interests:
Representational structure of goals, influence of goals on preferences and decisions, antecedents of automatic evaluations (e.g., priming, conditioning, motivational states, perceptual antecedents), influence of automatic evaluations on deliberate behavior (particularly on decisions), the relation of motivation and feelings in preference formation.

• Brendl, C. Miguel, Amitava Chattopadhyay, Brett W. Pelham, and Mauricio Carvallo (2005), "Name Letter Branding: Valence Transfers when Product Specific Needs are Active," Journal of Consumer Research, 32 (December), 405-415.
• Markman, Arthur B. and C. Miguel Brendl (2005), "Goals, Policies, Preferences, and Actions," in Applying Social Cognition to Consumer-Focused Strategy, ed. Frank R. Kardes, Paul M. Herr, & Jacques Nantel, Mahwah, NJ: Lawrence Erlbaum Associates, 183-200.
• Brendl, C. Miguel, Arthur B. Markman, and Claude Messner (2005), "Indirectly Measuring Evaluations of Several Attitude Objects in Relation to a Neutral Reference Point," Journal of Experimental Social Psychology, 41 (June), 346-368.
• Brendl, C. Miguel, Arthur B. Markman, and Claude Messner (2003), "The Devaluation Effect: Activating a Need Devalues Unrelated Choice Options," Journal of Consumer Research, 29(March), 463-473.

Bobby Calder
Charles H. Kellstadt Distinguished Professor of Marketing
Director of the Center for Cultural Marketing

Prof. Calder's research focuses on the analysis of marketing research, marketing planning, and consumer behavior. His work has covered the health care, food, electronics, and financial services industries. He has published more than 40 articles in leading academic journals and contributed to several books.

Prof. Calder serves on committees for the Marketing Science Institute and the Advertising Research Foundation and is past chairman of the policy board of the Journal of Consumer Research. He is a member of the Association for Consumer Research, American Marketing Association, American Psychological Association, and American Sociological Association.

Gregory S. Carpenter
Chair of Marketing Department,
James Farley/Booz Allen & Hamilton Distinguished Professor of Marketing Strategy.

Research interests:
Competitive marketing strategy, the impact of marketing strategies on firm valuation, the role of consumer learning in creating competitive advantage, and competitive differentiation strategies. Professor Carpenter is the recipient of the Paul E. Green Award and has twice been honored with the William F. O'Dell Award, given by the American Marketing Association to recognize outstanding contribution to marketing. His work has appeared in the Journal of Marketing Research, Management Science, Marketing Science, Psychometrika, and he recently edited Readings on Market Driving Strategies: Towards a New Concept of Competitive Advantage (Addison Wesley, 1997). His research has been featured by Harvard Business Review, Financial Times ( London), and National Public Radio.

PhD seminars taught:
Marketing strategy

Representative publications:

• "Measuring Marketing Productivity: Current Knowledge and Future Directions," (with Rust, Ambler, Kumar and Srivastava) Journal of Marketing, 2004.
• "Creating and Managing Brands," (with Alice Tybout) Kellogg on Marketing, Wiley, New York, 2000.
• "Changing the Rules of the Marketing Game," Financial Times-Mastering Marketing, Fall 1998.
• "Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers," (with Shankar and Krizhnamurthi) Journal of Marketing Research, 1998.
• "Meaningful Brands From Meaningless Differentiation: The Dependence on Irrelevant Attributes," (with Glazer and Nakamoto) Journal of Marketing Research, 1994.

Alexander Chernev
Associate Professor of Marketing

Research interests:
Choice behavior, decision theory, preference formation, and marketing strategy. Professor Chernev's research has been published in leading journals, including the Journal of Marketing Research, Journal of Consumer Research, Journal of Consumer Psychology, and Journal of Personality and Social Psychology. He is on the Editorial Review Board for Journal of Consumer Research, Journal of Marketing, Journal of Consumer Psychology, International Journal of Research in Marketing.
Professor Chernev has received the Early Career Contribution Award, from the Society for Consumer Psychology in 2005, Outstanding Reviewer, Journal of Consumer Research, 2003 and the Kraft Research and McManus Research Chairs.

PhD seminars taught:
Consumer Decison Behavior

Representative publications:

• "Jack of All Trades or Master of One? Compensatory Enhancement and Devaluation Effects in Choice," Journal of Consumer Research, 2007.
• "Differentiation and Parity in Assortment Pricing," Journal of Consumer Research, 2006.
• "Feature Complementarity and Assortment in Choice," Journal of Consumer Research, 2005.
• "Product Assortment and Individual Decision Processes," Journal of Personality and Social Psychology, 2003.
• "The Role of Market Efficiency Intuitions in Consumer Choice: A Case of Compensatory Inferences," (with Gregory Carpenter) Journal of Marketing Research, 2001.

Anne T. Coughlan
Professor of Marketing

Research interests:
Distribution channel management and design, strategic alliances, network marketing, and competitive strategy. Professor Coughlan's work has appeared in leading marketing journals such as Marketing Science, International Journal of Research in Marketing, and Quantitative Marketing and Economics. She recently authored Marketing Channels (with Erin Anderson, Louis W. Stern and Adel I. El-Ansary).

PhD seminars taught:
Quantitative models in marketing

Representative publications:

• "Results on the Standard Error of the Coefficient Alpha Index of Reliability," (with Adam Duhachek and Dawn Iacobucci) Marketing Science, 2005.
• "Strategic segmentation using outlet malls," (with David A. Soberman) International Journal of Research in Marketing, 2005.
• "Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach," (with Sanjog Misra and Chakravarthi Narasimhan) Quantitative Marketing and Economics, 2005.
• "Channel Management: Structure, Governance, and Relationship Management,"(with Erin Anderson) Handbook of Marketing, Sage Publications, 2002.
• "Marketing Channel Design and Management," (with Louis W. Stern) Kellogg on Marketing, Wiley, 2000.

David Gal
Donald. P. Jacobs Scholar of Marketing

Research interests:
Dr. Gal's primary research focuses on the study of judgment and decision making. His work examines the basic psychological principles underlying consumer choice. He has published his work in leading academic journals and presented his work at leading psychology and marketing conferences. Dr. Gal is a Donald P. Jacobs Scholar in Marketing and Teaches New Product and Services Marketing.

Representative publication:

• "A Psychological Law of Inertia and the Illusion of Loss Aversion," Judgment and Decision Making, 2006

Kent Grayson
Associate Professor of Marketing

Research interests:
Trust, authenticity, and deception in marketing. This includes the study of sincerity in services, deceptive advertising, consumer trust, and authentic products and tourist sites. Professor Grayson also studies direct selling, which is sometimes known as " pyramid selling" or " network marketing." His authored and co-authored research articles have been published in a number of journals, including the Journal of Consumer Research, the Journal of Marketing Research, Journal of Consumer Psychology, and Sloan Management Review.

Representative publications:

• "Cognitive and affective trust in service relationships," (with Devon Johnson) Journal of Business Research, 2005.
• "Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings," (with Radan Martinec) Journal of Consumer Research, 2004.
• "Indexicality and the verification function of irreplaceable possessions: A semiotic analysis," (with David Shulman) Journal of Consumer Research, 2000.
• "The dark side of long-term relationships in marketing services," (with Tim Ambler) Journal of Marketing Research, 1999.
• "Marketing and Seduction: Building Exchange Relationships By Managing Social Consensus" Journal of Consumer Research, 1995

Karsten Hansen
Associate Professor of Marketing

Research interests:
Econometrics, panel data models, discrete choice models, data-base marketing. Professor Hansen recently won the 2003-2004 Dennis J. Aigner Award for his paper " The Effect of Schooling and Ability on Achievement Test Scores" to recognize the best article in the Journal of Econometrics on applied econometric research. His work has appeared in Marketing Science, Journal of Marketing Research, Journal of Econometrics, and the International Economic Review.

PhD seminars taught:
Econometrics

Representative publications:

• "Impact of Wal-Mart Supercenter Entry on Consumer Purchase Behavior: An Empirical Investigation," (with Vishal Singh and Robert C. Blattberg) Marketing Science, forthcoming.
• "Understanding Store Brand Purchase Behavior Across Categories," (with Vishal Singh and Pradeep Chintagunta) Marketing Science, forthcoming.
• "Modeling Preferences for Common Attributes in Multi-Category Brand Choice," (with Sachin Gupta and Vishal Singh) Journal of Marketing Research, 2005.
• "The Effect of Schooling and Ability on Achievement Test Scores," (with James J. Heckman and Kathleen Mullen) Journal of Econometrics, 2004.
• "Estimating Distributions of Treatment Effects with an Application to the Returns to Schooling and and Measurement of the Effects of Uncertainty on College Choice" , (with Pedro Carneiro and James J. Heckman) International Economic Review, 2003.

Dipak C. Jain
Dean, Kellogg School of Management
Sandy and Morton Goldman Professor of Entrepreneurial Studies
Professor of Marketing

Dean Jain’s areas of research include the marketing of high-tech products; market segmentation and competitive market structure analysis; cross-cultural issues in global product diffusion; new product diffusion; and forecasting models. He has had more than 50 articles published in leading academic journals.

Philip Kotler
S.C. Johnson & Son Distinguished Professor of International Marketing

Professor Kotler is the author of: Marketing Management: Analysis, Planning, Implementation and Control, the most widely used marketing book in graduate business schools worldwide. Also Principles of Marketing, Marketing Models, Strategic Marketing for Nonprofit Organizations, The New Competition, High Visibility, Social Marketing, Marketing Places, Marketing for Congregations, Marketing for Hospitality and Tourism, The Marketing of Nations, Kotler on Marketing, Building Global Biobrands, Attracting Investors, Ten Deadly Marketing Sins, Marketing Moves, and Marketing Insights from A to Z. He has published over one hundred articles in leading journals, several of which have received best-article awards.

Lakshman Krishnamurthi
A. Montgomery Ward Distinguished Professor of Marketing

Research interests:
Professor Krishnamurthi's research addresses the impact of price and advertising on consumer purchase decisions, particularly in the estimation of price elasticity in brand choice and quantity purchased. He has developed a statistical estimator called the "Equity Estimator" to cope with multicollinearity in regression-type models. He is also interested in applications of conjoint analysis. In the marketing strategy area, he is investigates customer advantage strategies, branding strategies, segmentation strategy, new product strategy, issues related to competitive strategy, and in pioneering advantage. Professor Krishnamurthi's articles have appeared in prominent academic journals, such as Marketing Science, Journal of Marketing Research, Journal of Consumer Research, and International Journal of Research in Marketing. In 2000 he won the Donald Lehmann award for best paper based on a dissertation published in the Journal of Marketing Research. He was the recipient of the Paul Green Award for best paper published in the Journal of Marketing Research (with Shankar and Carpenter). He has also received the John D. C. Little Best Paper Award for an article in Marketing Science (co-authored with Raj), and was a finalist for the William O'Dell Award.

PhD seminars taught:
Multivariate statistics

Representative publications:

• "Customizing Promotions in Online Stores," (with Jie Zhang) Marketing Science, forthcoming.
• "Late Mover Advantage: How Innovative Late Entrants Outsell Pioneers," (with Venkatesh Shankar and Greg Carpenter) Journal of Marketing Research, 1999.
• "Measuring the Dynamic Effects of Promotions on Brand Choice," (with Purushottam Papatla) Journal of Marketing Research, 1996.
• "A Model of Brand Choice and Purchase Quantity Price Sensitivities," (with S. P. Raj) Marketing Science, 1988.
• "The Effect of Advertising on Consumer Price Sensitivity," (with S. P. Raj) Journal of Marketing Research, 1985.

Angela Y. Lee
Mechthild Esser Nemmers Professorship Chair and Professor of Marketing

Research interests:
The role of goals, motivation, memory and emotion on consumer decision making.  Professor Lee is also interested in examining cross cultural similarities and differences in information processing, and conscious and nonconscious influences of memory on judgment and brand choice. Her work has appeared in leading academic journals, including the Journal of Marketing Research, Journal of Consumer Research, and the Journal of Personality and Social Psychology. Her paper titled "I Value Freedom, but We Value Relationships: Self-construal Priming Mirrors Cultural Differences in Judgment" received the 1999 Otto Klineberg Award for best paper on international and intercultural relations.

PhD seminars taught:
Consumer behavior

Representative publications:

• "Effects of Conceptual and Perceptual Fluency on Affective Judgment," (with Aparna Labroo) Journal of Marketing Research, 2004.
• "Bringing the Frame into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion," (with Jennifer L. Aaker) Journal of Personality and Social Psychology, 2004.
• "Effects of Implicit Memory on Memory-Based versus Stimulus-Based Brand Choice," Journal of Marketing Research, 2002.
• "The Mere Exposure Effect: An Uncertainty Reduction Explanation Revisited," Personality and Social Psychology Bulletin, 2001.
• "' I' value Freedom, but 'We' Value Relationships: Self-construal Priming Mirrors Cultural Differences in Judgment," (with Wendi L. Gardner and Shira Gabriel) Psychological Science, 1999.

Vincent Nijs
Assistant Professor of Marketing

Research interests:
Dynamic effects of marketing efforts, category expansion, cross-category demand dependencies, cross-sales effects, and competitive response. Professor Nijs has been honored with the Frank M. Bass Award (2001) for the best paper derived from a PhD thesis as well as the John D.C. Little Award (2002) for the best paper in Marketing Science, given by the American Marketing Association to recognize outstanding contribution to marketing. His work has appeared in Marketing Science, and Applied Stochastic Models in Business and Industry. His current research projects focus on cross-category demand dependencies, drivers of retail pricing, pass-through, targeted marketing, and the intensity and timing of competitive interaction. His research aims to derive empirical generalizations that are of interest to both academics and managers.

Representative publications:

• "Competitive Reactions to Advertising and Promotion Attacks," (with Jan-Benedict Steenkamp, Dominique Hanssens, and Marnik Dekimpe) Marketing Science, 2005.
• "The category-demand effects of price promotions" (with Marnik Dekimpe, Jan-Benedict Steenkamp, and Dominique Hanssens) Marketing Science, 2001. [lead article]
• "Measuring Short- and Long-run Promotional Effectiveness on Scanner Data Using Persistence Modeling," (with Jan-Benedict Steenkamp, Dominique Hanssens, and Marnik Dekimpe) Applied Stochastic Models in Business and Industry, forthcoming.
• "'Rejoinder" to the comment by J-B. Kazmierczak, (with Jan-Benedict Steenkamp, Dominique Hanssens, and Marnik Dekimpe) Applied Stochastic Models in Business and Industry, forthcoming.
• "The Category-Demand Effects of Price Promotions," (with Jan-Benedict Steenkamp, Dominique Hanssens, and Marnik Dekimpe), Marketing Science, 2001.

Yi Qian
Assistant Professor of Marketing

Research Interests:
Professor Qian’s research interests shape around marketing strategies in the context of technology advancement and international trade. She applies this knowledge to propose successful business strategies to secure brand values and Intellectual Property Rights against counterfeits, and to suggest reasonable policies in adopting technology and absorbing foreign direct investments. Prior to joining the Kellogg School, she taught courses on Advanced Econometrics and International Trade and Investments at Harvard University.

• Qian, Yi (2006), “Do National Patent Laws Stimulate Domestic Innovation in a Global Patenting Environment?­a Cross-Country Analysis of Pharmaceutical Patent Protection, 1978-2002” Forthcoming in Review of Economics and Statistics (RESTAT), MIT.

• “The Impacts of Entry by Counterfeiters”
• “Instrumental Variable Estimation in a Bayesian Hierarchical Changepoint Model”
• “Legal Monopoly: Using Propensity Score to Analyze Patents and Antitrust Litigation” with Zorina Khan
• “Do Ethnic Links Pay? -- Effects of FDI of Chinese Origins on Firm Profitability in China” with Yasheng Huang and Li Jin
• “Appropriate Technology, Technology Choice, and Economic Performance in a Developing Country” with Justin Lin, Mingxing Liu, and Pengfei Zhang
• “A Bayesian Approach to Correcting Misclassification Bias in Absence of a Gold Standard” with Boston University Clinical and Epidemiology Research Unit

Derek D. Rucker
Assistant Professor of Marketing

Research interests:
Attitudes, persuasion, and social influence. Dr. Rucker's work aims to better understand how to improve advertising effectiveness by understanding the role of metacognitive processes and emotion in consumer persuasion. He has published papers on these topics in leading journals, including the Journal of Personality and Social Psychology, Psychological Methods, and Journal of Consumer Psychology.

Representative publications:

• "When Resistance is Futile: Consequences of Failed Counterarguing for Attitude Certainty," (with Richard E. Petty) Journal of Personality and Social Psychology, 2004.
• "On the Assignment of Punishment: The Impact of General-Societal Threat and the Moderating Role of Severity," (with Mark Polifroni, Philip E. Tetlock, and Amanda A. Scott) Personality and Social Psychology Bulletin, 2004.
• "An Emotion Specificity Approach to Consumer Decision Making," (with Richard E. Petty) Motivation and Emotion, 2004. *invited article
• "Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies," (with DeSteno, David, Richard E. Petty, Duane T. Wegener, and Julia Braverman) Journal of Personality and Social Psychology, 2004.
• "Effects of Accusations on the Accuser: The Moderating Role of Accuser Culpability," (with Richard E. Petty ) Personality and Social Psychology Bulletin, 2003.

Brian Sternthal
Kraft Professor of Marketing

Research interests:
Consumer information processing and judgments. Of particular interest is an understanding of the process by which consumers acquire and use advertising and other marketing information to make judgments and the communication strategies that are implied by this understanding. Professor Sternthal has published numerous articles in leading journals, such as the Journal of Marketing Research, Journal of Consumer Research, Journal of Consumer Psychology, Psychology & Marketing, Marketing Science, and Psychometrika.

PhD seminars taught:
Consumer information processing

Representative publications:

• "The moderating effect of knowledge and resources on the persuasive impact of analogies," (with M. Roehm) Journal of Consumer Research, 2001.
• "The effects of positive mood on memory," (with A. Lee) Journal of Consumer Research, 1999.
• "The effect of type of elaboration on ad processing and judgment," (with P. Malaviya and J. Kisielius) Journal of Marketing Research, 1996.
• "Ad repetition in a cluttered environment: The influence of type of processing," (with P. Malaviya and J. Meyers-Levy) Psychology & Marketing, 1999.
• "The persuasive impact of message spacing," (with P. Malaviya) Journal of Consumer Psychology, 1997.

Alice Tybout
Harold T. Martin Distinguished Professor of Marketing

Research interests:
Consumer information processing, categorization processes, and philosophy and methods of theory testing. Professor Tybout has edited several books, including Kellogg on Branding (with T. Calkins) in 2005. Her work has also appeared in the Journal of Consumer Research, Journal of Consumer Psychology, and Harvard Business Review.

PhD seminars taught:
Consumer information processing

Representative publications:

• "Brand Positioning," (with Brian Sternthal) Kellogg on Branding, 2005.
• "Brand Extensions," (with Bridgette M. Braig) Kellogg on Branding, 2005.
• "Information Accessibility as a Moderator of Judgments," (with Brian Sternthal, Prashant Malaviya, and Georgios A. Bakamitsos) Journal of Consumer Research, 2005.
• "Three Questions You Need to Ask About Your Brand," (with Kevin Keller and Brian Sternthal) Harvard Business Review, 2002.
• "Similarity and the Moderating Role of Involvement in the Evaluation of Brand Extensions," (with Eyal Maoz) Journal of Consumer Psychology, 2002.