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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Wesley R. Hartmann, Brett Gordon
2011

We estimate advertising effects in the context of presidential elections. This setting overcomes many data challenges in previous advertising studies, while arguably providing one of the most interesting empirical settings to study advertising's effects. The...

Sridhar Narayanan, Puneet Manchanda
2011

Gambling and gaming is a very large industry in the United States with about one-third of all adults participating in it on a regular basis. Using novel and unique behavioral data from a panel of...

Sridhar Narayanan
2011

Discrete games of complete information have been used to analyze a variety of contexts such as market entry, technology adoption and peer effects. They are extensions of discrete choice models, where payoffs of each player...

Jennifer Aaker, Emily Garbinsky, Kathleen Vohs
2011

Although a substantial amount of research has examined the constructs of warmth and competence, far less has examined how these constructs develop and what benefits may accrue when warmth and competence are cultivated. Yet there...

Jennifer Aaker, Sepandar Kamvar, Cassie Mogilner
2011

Consumers want to be happy, and marketers are increasingly trying to appeal to consumers pursuit of happiness. However, the results of six studies reveal that what happiness means varies, and consumers choices reflect those differences....

Wesley R. Hartmann, Harikesh S. Nair, Sridhar Narayanan
2011

We discuss how regression discontinuity designs arise naturally in settings where firms target marketing activity at consumers, and discuss how this aspect may be exploited for econometric inference of causal effects of marketing effort. Our...

Scott K. Shriver, V. “Seenu” Srinivasan
2011

We examine a duopoly where one of the firms does not maximize profit, but instead maximizes customer surplus subject to a profit constraint. (Customer surplus for a firm is the sumo f its customers individual...

Harikesh S. Nair, Sanjog Misra
2010

We present an empirical framework to analyze real-world sales-force compensation schemes, and report on a multi-million dollar, multi-year project involving a large contact lens manufacturer at the US, where the model was used to improve...

Michaela Draganska, Daniel Klapper
2010

We show how to use micro-level survey data from a tracking study on brand awareness in conjunction with data on sales and advertising expenditures to improve the specification, estimation, and interpretation of aggregate discrete choice...

Jennifer Aaker, Cassie Mogilner, Melanie Rudd
2010

Although a substantial amount of research has examined the link between money and happiness, far less has examined the link between time and happiness. This paper argues, however, that time plays a critical role in...

Harikesh S. Nair, Pradeep Chintagunta
2010

Marketing researchers have used models of consumer demand to forecast future sales; to describe and test theories of consumer behavior; and to measure the response to marketing interventions. The basic framework typically starts from microfoundations...

Jennifer Aaker, Cassie Mogilner, Kathleen Vohs
2010

Consumers use warmth and competence, two fundamental dimensions that govern social judgments of people, to form perceptions of firms. Three experiments showed that consumers perceive non-profits as being warmer than for-profits, but as less competent....

Baba Shiv, Ab Litt, Senia Maymin, Taly Reich
2010

Under pressure, people often prefer what is familiar, which can seem safer. We show that such familiarity-favoring can lead to choices precisely contrary to the source of felt pressure, thus exacerbating, rather than mitigating, its...

Harikesh S. Nair, Paul Ellickson, Sanjog Misra
2010

We measure the revenue and cost implications to supermarkets of changing their price positioning strategy in oligopolistic downstream retail markets. Our approach formally incorporates the dynamics induced by the repositioning in a model with strategic...

Jennifer Aaker, Sepandar Kamvar, Cassie Mogilner
2010

An examination of emotions reported on 12 million personal blogs along with a series of surveys and laboratory experiments show that the meaning of happiness is not fixed; instead, it systematically shifts over the course...

Wesley R. Hartmann, Harikesh S. Nair
May 11, 2009

We present a demand system for tied goods incorporating dynamics arising from the tied-nature of the products and the stockpiling induced by storability and durability. We accommodate competition across tied good systems and competing downstream retail formats by endogenizing the retail format...

V. “Seenu” Srinivasan, Gordon A. Wyner
2009

Companies constantly seek to enhance customer satisfaction by improving product or service features. Two methods are commonly used to assess customer priorities for product or service features from individual customers: ratings and constant-sum allocation. A...

David Bruce Montgomery, Dick R. Wittink
2009

An experiment was conducted to determine if the decision-making process for choosing between alternative job offers by Stanford MBA's is affected by a task requiring an individual to evaluate hypothetical combinations of a limited number...

Itamar Simonson, Aner Sela
2009

Despite the very long history of research on heritable traits, we still know very little about genetic effects on judgment and choice, including consumer decision making. Building on recent advances in epigenetics, we hypothesize that...

Jennifer Aaker, Sep Kamvar, Cassie Mogilner
2009

An examination of emotions reported on 12 million personal blogs along with the results of three experiments reveal that the meaning of happiness is not fixed; instead, it shifts as people age. Whereas younger people...