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

Forthcoming in Journal of Consumer Research 

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...

Andres Elberg, Pedro M. Gardete, Rosario Macera, Carlos Noton
June 2017

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...

Pedro M. Gardete, Yakov Bart
May 2017

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

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...

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, 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, S. Christian Wheeler, Pradeep K. Chintanguta
January 30, 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, 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....

Dokyun Lee, Kartik Hosanagar, Harikesh S. Nair
September 2015

We investigate the effect of social media advertising content on customer engagement using a large-scale field study on Facebook. We content-code more than 100,000 unique messages across 800 companies using a combination of Amazon Mechanical...

Oystein Daljord, Sanjog Misra, Harikesh S. Nair
September 2015

Observed contracts in the real-world are often very simple, partly reflecting the constraints faced by contracting firms in making the contracts more complex. We focus on one such rigidity, the constraints faced by firms in...

Bryan Bollinger, Wesley R. Hartmann
April 1, 2015

A fixed cost investment in home automation technology can eliminate consumers’ marginal costs of responding to changing demand conditions. We estimate the welfare effects of a home automation technology using a field experiment run by...

Wesley R. Hartmann, Daniel Klapper
March 2015
We explore the effects of television advertising in the setting of the NFL’s Super Bowl telecast. The Super Bowl is the largest advertising event of the year and is well suited for measurement. The...
Pedro M. Gardete, Liang Guo
January 2015

We consider a model of strategic information transmission where a firm can communicate its quality to consumers through informative advertising. Our main result is that informative advertising claims can be credible even when the firm...

Pedro M. Gardete
December 2014

Much like in other semiconductor environments, DRAM manufacturers face significant demand uncertainty before production and capacity decisions can be implemented. This paper investigates the role of market information in DRAM manufacturing, and the consequences of...