Research

Work in Progress

  1. Revisiting and Reinterpreting Detailing, with Harikesh Nair

  2. The Dynamics of Retail Oligopoly (slides), with Arie Beresteanu, Paul Ellickson and James Reeder, (paper coming soon)

  3. One-pass algorithms for Mixed Marketing Models, with Keunwoo Kim (being revised)

  4. Algorithmic Nudges

Working Papers

  1. Fitting large-scale dynamic discrete choice models with SGD, with Lyle Kim and Panos Toulis (coming soon)

  2. Deep Architectures for Individual Heterogeneity, with Max Farrell and Tengyuan Liang

  3. The Identity Fragmentation Bias, with Tesary Lin

  4. Optimal Targeting with Heterogeneous Treatment Effects, with Gunter Hitsch.

  5. Personalized Pricing and Customer Welfare, with JP Dube, R&R, JPE

  6. Valuing Brand Collaboration: Evidence From a Natural Experiment, with Yewon Kim and Bradley Shapiro, R&R JMR

  7. A Copycat Penalty: Micro Evidence From an Online Crowdsourcing Platform, with Reto Hofstetter and Harikesh Nair, (being revised)

  8. Estimation of Sequential Search Models, with Jae Hyen Chung and Pradeep Chintagunta, R&R, Management Science

Publications

  1. Targeted Undersmoothing: Sensitivity Analysis for Sparse Estimators , with Christian Hansen and Damian Kozbur, forthcoming, Review of Economics and Statistics

  2. Deep Neural Networks for Estimation and Inference with Max H. Farrell and Tengyuan Liang, forthcoming, Econometrica

  3. Distributed Markov Chain Monte Carlo for Bayesian Hierarchical Models, with Federico Bumbaca and Peter Rossi, JMR, December 2020, 57(6), pp. 999–1018

  4. The Effect of Sales Assistance on Purchase Decisions: An analysis using retail video data, with Aditya Jain and Nils Rudi, QME, Sep 2020,
    18(3), pp. 273–303

  5. Selling and Salesforce Management, Invited Chapter, Handbook of the Economics of Marketing.

  6. Exact MCMC for Choices from Menus - Measuring Substitution and Complementarity among Menu Items, with Tetyana Kosyakova, Thomas Otter and Christian Neuerburg, Marketing Science, 2020, 39(2), pp. 427-447

  7. Big Data and Marketing Analytics in Gaming: Combining Empirical Models and Field Experimentation, with Harikesh Nair, William J. Hornbuckle, Ranjan Mishra and Anand Acharya, Marketing Science, Sep-Oct 2017, 36(5), pp. 699-725.

  8. Homogenous Contracts for Heterogeneous Agents: Aligning Salesforce Composition and Compensation with Harikesh Nair and Oystein Daljord, Journal of Marketing Research, April 2016, 53(2), pp. 161-182.

  9. MCMC for Incomplete Information Discrete Games Quantitative Marketing and Economics, 11(1), pp. 117-153, March 2013

  10. Enriching Interactions: Incorporating Revenue and Cost Data into Static Discrete Games, with Paul Ellickson, Quantitative Marketing and Economics, (Lead Article) 10(1), pp. 1-26, 2012 (Winner 2013 Dick Wittink Award for Best Paper in the QME)

  11. Repositioning Dynamics and Pricing Strategy with Paul Ellickson and Harikesh Nair, Journal of Marketing Research,(Lead Article) 49(S), December 2012.

  12. Disentangling Preferences and Learning in Brand Choice Models, with Sangwoo Shin and Dan Horsky Marketing Science, 31(1), Jan/Feb 2012, pp. 115-137

  13. Estimating Discrete Games, with Paul Ellickson, Marketing Science], 30(6), December 2011, pp. 997-1010, (Invited Paper) code, data

  14. A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation with Harikesh Nair Quantitative Marketing and Economics, 9(3) Sep. 2011, pp. 211-225 (Winner 2012 Dick Wittink Award for Best Paper in the QME)

  15. Supermarket Pricing Strategies, with Paul Ellickson Marketing Science, 27:5, September-October 2008, pp. 811-828 (Finalist, Marketing Science Long Term Impact Award,2016)

  16. Discrete Choice Models of Firms’ Strategic Decisions, with others, Marketing Letters, Vol. 19, 3-4, Dec. 2008

  17. Observed and Unobserved Preference Heterogeneity in Brand Choice Models, with Dan Horsky and Paul Nelson, Marketing Science, 25:4, July–August 2006, pp. 322–335 (Finalist, Marketing Science Long Term Impact Award,2016)

  18. Contract Duration: Evidence from Franchising, with Jim Brickley and Larry VanHorn, Journal of Law and Economics, XLIX, April 2006, pp. 173-196 (Winner, International Society of Franchising Best Paper Award 2003)

  19. Generalized Reverse Discrete Choice Models, Quantitative Marketing and Economics, 3:2, 2005, pp. 175-200

  20. Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach, with Anne Coughlan and Chakravarthi Narasimhan Quantitative Marketing and Economics, 3:1, 2005, pp. 5-39

  21. Scheduling Salesforce Training: Theory and Evidence, with Anand Krishnamoorty and Ashutosh Prasad, International Journal of Research in Marketing, 2005, 22, pp. 427-440

  22. Salesforce Design with Experience-based Learning, with Edi Pinker and Rob Shumsky, IIE Transactions, 36, 2004, pp. 941-952

  23. An Empirical Analysis of Software Life Span, with Paul Nelson and Bill Richmond Information Technology and Management, 2006, 7:2, pp. 131-149

  24. Understanding Firm, Physician, Consumer Choice Behavior in the Health Care Industry,Marketing Letters, 16:3/4, 2005, pp. 293–308

  25. How Consumers’ Attitudes toward Direct-to-Consumer Advertising of Prescription Drugs Influence Ad Effectiveness, and Consumer and Physician Behavior, with Michal Herzenstein and Steve Posavac, Marketing Letters, 15:4, 2004, pp. 201-212

  26. On Risk, Convenience and Internet Shopping Behavior, with Amit Bhatnagar and H. Raghav Rao, Communications of the ACM, November 2000, 43(11), 98-105

  27. An Empirical Investigation Into the Validity of Transitivity and Non-Satiety Assumptions in Partial Order Structures: A Note, with S. Divakar and H. Rao IEEE Transactions (SMC-A), November 2000, 30(6),820-824

  28. A Cointegration Analysis of Demand: Implications for Pricing, with M. Trivedi Journal of Pricing Strategy and Practice, v.5.4, October 1997