Curriculum Vitae

EDUCATION

  • PhD (Management), 1978, Sloan School of Management, Massachusetts Institute of Technology
  • BS (Engineering), 1974, Cornell University

ACADEMIC POSITIONS

  • Albert Wesley Frey Professor of Marketing, Amos Tuck School (1998-present)
  • Visiting Scholar, Fuqua School of Business, Duke University (January-June, 2003)
  • Associate Dean of Faculty, Amos Tuck School (1993-1998)
  • Benjamin Ames Kimball Professor of the Science of Administration, Amos Tuck School (1993-1998)
  • Senior Visiting Research Scholar, Yale University School of Management (1989-1990)
  • Professor, Amos Tuck School (1988-1993)
  • Visiting Associate Professor, Sloan School of Management, M.I.T. (January-July, 1984)
  • Associate Professor, Amos Tuck School (1982-1988)
  • Assistant Professor, Amos Tuck School (1978-1982)

HONORS & AWARDS

  • Finalist, 2015 ISMS Long Term Impact Award, “Predicting Competitive Response to a Major Policy Change: Combining Game Theoretic and Empirical Analyses,” Marketing Science (with Kusum Ailawadi and Praveen Kopalle).
  • Winner, 2013, Class of 2011 Award for Teaching Excellence, awarded by the Class of 2013, Tuck School of Business, Dartmouth College.
  • Winner, 2012 MSI/H. Paul Root Award, “The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin,” Journal of Marketing (with Florian Stahl, Mark Heitmann, and Donald R. Lehmann).
  • Consortium Faculty, INFORMS Society for Marketing Science Doctoral Consortium, Ozyegin University, June 2013.Winner, 2012 Robert D. Buzzell MSI Best Paper Award, “The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin” (with Florian Stahl, Mark Heitmann, and Donald R. Lehmann)
  • Top Cited Article Award, 2007-2011, Journal of Interactive Marketing, “Key Issues in Multichannel Customer Management: Current Knowledge and Future Directions” (with Venkatesh Shankar)
  • Overall Best Conference Paper, 2012 AMA Winter Educators’ Conference, “The Impact of Retailers’ Corporate Social Responsibility on Price Fairness Perceptions and Loyalty,” (with Kusum L. Ailawadi, Y. Jackie Luan, and Gail A. Taylor).
  • Fellow, INFORMS Society for Marketing Science, 2011.
  • Finalist, 2011 O’Dell Award, “Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models,” (with Sunil Gupta, Wagner Kamakura, Junxiang Lu, and Charlotte H. Mason), Journal of Marketing Research.
  • Finalist, 2009 Paul Green Award, “Customer Channel Migration” (with Asim Ansari and Carl F. Mela), Journal of Marketing Research.
  • Consortium Faculty, INFORMS Society for Marketing Science Doctoral Consortium, University of Michigan, June 2009.
  • Tuck Overseers Medal, June 2008.
  • Consortium Faculty, INFORMS Society for Marketing Science Doctoral Consortium, University of British Columbia, June 2008.
  • Honorable Mention, 2007 William R. Davidson Award, Journal of Retailing, (with Gail A. Taylor).
  • Winner, 2006 John D. C. Little Award, “Predicting Competitive Response to P&G’s Value Pricing Move: Combining Normative and Empirical Analyses,” published in Marketing Science, (with Kusum Ailawadi and Praveen Kopalle).
  • Consortium Faculty, INFORMS Marketing Society Doctoral Consortium, University of Pittsburgh, June 2006.
  • Consortium Faculty, American Marketing Association Doctoral Consortium, University of Connecticut, August 2005.
  • Consortium Faculty, INFORMS Marketing Society Doctoral Consortium, Emory University, June 2005.
  • Winner, 2003 Harold F. Maynard Award, “Revenue Premium as an Outcome Measure of Brand Equity” (with Kusum Ailawadi and Don Lehmann), Journal of Marketing.
  • Finalist, 2003 O’Dell Award, “The Effect of Promotion on Consumption: Buying More and Consuming It Faster” (with Kusum Ailawadi), Journal of Marketing Research.
  • Co-Winner of Davidson Best Paper Award, Journal of Retailing, “The Role of Retail Promotion in Determining Future Brand Loyalty: It’s Effect on Purchase Event Feedback,”( with Karen Gedenk).
  • Consortium Faculty, American Marketing Association Doctoral Consortium, University of Southern California, August, 1999.
  • Consortium Faculty, American Marketing Association Doctoral Consortium University of Colorado, August, 1996.
  • Finalist, 1994 O’Dell Award, “An Alternative Explanation for Lower Repeat Rates Following Promotion Purchases” (with Robert Shoemaker), Journal of Marketing Research.
  • Outstanding Reviewer: Journal of Marketing Research, 1992-1993.
  • Consortium Faculty, American Marketing Association Doctoral Consortium, Michigan State University, August, 1992.
  • Consortium Faculty, American Marketing Association Doctoral Consortium, Duke University, August, 1985.
  • Best Innovative Experiential Paper, Association for Business, Simulation and Experiential Learning (ABSEL), 1982.

GRANTS

  • “Does Multichannel Produce More Profitable Customers?” (with Elisa Montaguti and Sara Valentini), Field Research Project funded by Marketing Science Institute (MSI)/ Wharton Interactive Media Initiative (WIMI, now the Wharton Customer Analytics Initiative (WCAI)) ($14,000).
  • The Impact of a Combined Mass Media/Clinic Program Upon Smoking Behavior". Coinvestigator. Research was a three-year field experiment funded by the Veteran's Administration ($145,000).
  • Marketing Science Institute: $1000 grant over six-month period to finance research on consumer promotions using supermarket scanner data.

JOURNAL ACTIVITIES

Editorial Boards

  • Marketing Science, Associate Editor, 1991-1994, 1997–Present
  • Journal of Marketing, 1999–Present
  • Journal of Marketing Research, 1991-Present
  • Marketing Letters, 1989-Present
  • Journal of Interactive Marketing, 2009-Present
  • Journal of the Academy of Marketing Science, 2010-present
  • Marketing Science, 1986-1991, 1995-1996
  • Management Science, Assoc. Editor, Marketing, 1987-1991
  • Management Science, Assoc. Editor, Public Sector Applications, 1987-1991
  • Journal of Retailing, 1985-1991
  • Journal of Health Care Marketing, 1983-1991

Ad Hoc Reviewer

  • International Journal of Research in Marketing
  • Journal of Consumer Research
  • Journal of Business
  • Sloan Management Review.

SERVICE TO PROFESSION

  • INFORMS Society for Marketing Science (ISMS) Past-President (2012–2013)
  • INFORMS Society for Marketing Science (ISMS) President (2010-2011)
  • INFORMS Society for Marketing Science (ISMS), President Elect (2008-2009)
  • INFORMS Society for Marketing Science (ISMS) Advisory Board (2006-2008)
  • Academic Trustee, Marketing Science Institute (MSI) (1998-2006)
  • Member, Advisory Council, Association for Consumer Research (ACR) (1997-1999)