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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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...

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’...

Pedro M. Gardete, Yakov Bart
March 2016

We consider a cheap-talk game in which the persuader is able to collect information about the receiver’s preferences in order to tailor communication and induce a favorable action. We find that the sender prefers not...

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,...

Pedro M. Gardete, Andres Elberg, Rosario Macera, Carlos Noton
January 1, 2016

We investigate whether promotion depth has dynamic effects on subsequent promotion sensitivity. In a large-scale field experiment we vary the promotion depth of top sale products across 17 categories in 12 supermarket stores. During the first...

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...

Navdeep S. Sahni, Dan Zou, Pradeep Chintagunta
November 24, 2014

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

Jordan Etkin, Ioannis Evangelidis, Jennifer Aaker
October 30, 2014
Consumers often feel pressed for time, but why? This research provides a novel answer to this question: subjective perceptions of goal conflict. We show that beyond the number of goals competing for their time, perceived...
Pedro M. Gardete
October 2014

Journal of Marketing Research (Forthcoming)

This paper investigates the in-flight marketplace. It uses detailed data of inflight purchases to understand social effects in purchase behavior, and determine their potential for designing marketing promotions. We find that on...

Brett Gordon, Wesley R. Hartmann
August 2013

Presidential candidates purchase advertising based on each state’s potential to tip the election. The structure of the Electoral College concentrates spending in battleground states, such that a majority of voters are ignored. We estimate an...