Working Papers

These papers are working drafts of research which often appear in final form in academic journals. The published versions may differ from the working versions provided here.

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Pedro M. Gardete, Megan H. Antill
August 2018

The increasing amount of data available to consumers has most likely aided in decision-making. However, it has also created an opportunity for sellers to design the information landscape that consumers navigate. This paper develops a...

Andres Elberg, Pedro M. Gardete, Rosario Macera, Carlos Noton
July 2018

This paper investigates the dynamic effects of price promotions in a retail setting through the use of a large-scale field experiment which involved varying the promotion depths of 170 products across 17 categories in 10...

Kathleen D. Vohs, Jennifer Aaker, Rhia Catapano
April 2018

People seek to spend time in positive experiences, enjoying and savoring. Yet there is no escaping negative experiences, from the mundane (e.g., arguing) to the massive (e.g., death of a child). Might negative experiences confer...

Pedro M. Gardete, Yakov Bart
April 2018

We consider a persuasion setting in which the sender of a message tries to elicit a desired action from a receiver by means of a compelling argument. In order to understand which arguments may indeed...

Unnati Narang, Venkatesh Shankar, Sridhar Narayanan
March 20, 2018

Over half of all shopping journeys start with the mobile channel. In particular, the presence of a branded mobile app significantly influences shopping across channels. However, a majority of app users decrease app usage or...

Reto Hofstetter, Harikesh S. Nair, Sanjog Misra
March 3, 2018

Crowdsourced innovation platforms that enable organizations to outsource ideation to parties external to the firm are proliferating. In many cases, the platforms use open contests that allow the free exchange of ideas with the goal...

Pedro M. Gardete, James M. Lattin
March 2018

In this paper we explore the determinants of profitability for coalition loyalty programs. We consider a setting in which each of two firms competing in one market may form a coalition loyalty program with one...

Donnel A. Briley, Melanie Rudd, Jennifer Aaker
June 2017

Research shows that optimism can positively impact health, but when and why people feel optimistic when confronting health challenges is less clear. Findings from six studies show that the frames people adopt when thinking about...

Aaron M. Garvey, Meg Meloy, Baba Shiv
March 29, 2017

This research explores how the experience of a jilt — the anticipation and subsequent inaccessibility of a highly desirable, aspirant option — influences preference for incumbent and non-incumbent options. We conceptualize jilting as a multi-stage...

Harikesh S. Nair, Sanjog Misra, William J. Hornbuckle IV, Ranjan Mishra, Anand Acharya
February 22, 2017

Efforts on developing, implementing and evaluating a marketing analytics framework at a real-world company are described. The framework uses individual-level transaction data to fit empirical models of consumer response to marketing efforts, and uses these...

Cassie Mogilner, Hal E. Hershfield, Jennifer Aaker
2017

How people think about and use their time has critical implications for happiness and well-being. Extant research on time in the consumer behavior literature reveals a predominantly dichotomized perspective of time between the present and...

Stephan Seiler, Song Yao
2017

We assemble a unique dataset that combines information on supermarket feature advertising with path-tracking data on consumers’ movement within the store as well as purchase information. Using these novel data, we trace out how advertising...

Martin Gaynor, Carol Propper, Stephan Seiler
December 2016

The impacts of choice in public services are controversial.  We exploit a reform in the English National Health Service to assess the impact of relaxing constraints on patient choice. We estimate a demand model that...

Navdeep S. Sahni, S. Christian Wheeler, Pradeep K. Chintanguta
October 23, 2016

In collaboration with three companies selling a diverse set of products, we conduct randomized field experiments in which experimentally tailored email messages are sent to millions of individuals. We find consistently that personalizing the emails,...

Navdeep S. Sahni, Sridhar Narayanan, Kirthi Kalyanam
October 14, 2016

In collaboration with BuildDirect.com, an online seller of home-improvement products, we conduct a large-scale randomized field experiment to study the effects of retargeted advertising – a form of internet advertising in which banner ads are...

Anna Tuchman, Harikesh S. Nair, Pedro M. Gardete
August 19, 2016

We use a new dataset that links the TV ad consumption behavior of a panel of consumers with their product choice behavior to measure the co-determination of demand for products and advertising. Leveraging the variation...

Fabio Pinna, Stephan Seiler
August 3, 2016

We study consumer search behavior in a brick-and-mortar store environment, using a unique data set obtained from radio frequency identification tags, which are attached to supermarket shopping carts. This technology allows us to record consumers’...

Navdeep S. Sahni, Harikesh S. Nair
February 1, 2016

In a large-scale field experiment, we demonstrate that advertising can serve as a signal that enhances consumers’ evaluations of advertised goods. We implement the experiment on a mobile search platform that provides listings and reviews...

Navdeep S. Sahni, Dan Zou, Pradeep Chintagunta
November 25, 2015

The prevalence and widespread usage of email has given businesses a direct and cost effective way of providing consumers with targeted discount offers. While these discounts are expected to increase the demand for the promoted...

Stephan Seiler, Song Yao, Wang Wenbo
November 18, 2015

We leverage a temporary block of the Chinese microblogging platform Sina Weibo due to political events, to estimate the causal effect of online word-of-mouth content on product demand in the context of TV show viewership....