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Forthcoming Publications

  • Hoping Grey Goes Green: Air Pollution's Impact on Consumer Automobile Choices (with Charles C. Moul and Wanqing Zhang). Marketing Letters,

Journal Articles

  • What Happens When Manufacturers Perform the Retailing Functions? (2016). (with Tat Chan and Michael Lewis). Production and Operations Management, vol. 25 (8), 1391-1403.
  • Vertical contracts, customer service, and social welfare in a Chinese mobile phone market (2015). (with Charles C. Moul). International Journal of Industrial Organization, vol. 39 (2), 29-43.
  • Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth (2014). (with Tat Chan and Lamar Pierce). Marketing Science, vol. 33 (4), Lead Article.
  • Compensation and Peer Effects in Competing Sales Teams (2014). (with Tat Chan and Lamar Pierce). Management Science, vol. 60 (8), 1965-1984.

Working Papers

  • 1. Examining Salesperson Effort Allocation in Teams: A Randomized Field Experiment (with Noah Lim). | Download |

Other Publications

  • Turning the Retail “Showrooming Effect” into a Value-add (Consulting Report).
  • The Pre-Launch Marketing Strategy of Mobile Apps (Consulting Report).