Page 1

MIB

Marketing and International Business at the Michael G. Foster School of Business

Think differently. Make a difference. It’s the Washington Way.


Marketing and International Business Faculty and staff Tenure-track Faculty

Lecturer-track Faculty

Nidhi Agrawal Abhishek Borah Fabio Caldieraro Mark Forehand Shailendra Pratap Jain Natalie Mizik Robert W. Palmatier Oliver J. Rutz Ann Schlosser Jeffrey D. Shulman Richard Yalch Jonathan Z. Zhang

Leta Beard Andrew Boyer Michael Dimeo Joe Dodson Michael Eguchi Michelle (Mike) Giambattista Thomas Giordano Catherine Goethals Deborah Hagen-Lukens Lee Hochberg Judith Ann Kalitzki Martha Matthews Jack Rhodes James Smith Elizabeth Stearns Daniel Turner Jack Whelan

Administrative Staff Pam Tomaino Carla Andrade

foster.washington.edu/marketing


Message from our Department Chair Greetings from the Department of Marketing and International Business (MIB) at the University of Washington Michael G. Foster School of Business in Seattle! You have in your hands our inaugural brochure, which introduces you to the 12 outstanding research faculty members advancing scholarship at Foster MIB. Each of these researchers brings a curiosity and intellectual energy rarely seen all in one place. Please consider the following: • Their research spans eclectic domains—consumer identity, relationship marketing, social media, online advertising effectiveness, marketing performance, consumer psychology on the internet, branding, B2B marketing, channel issues, pricing, consumer emotions and mindsets, and healthcare marketing. • Eight of these faculty members are on the editorial boards of leading scientific journals in the field. • Four have been recognized as “Marketing Science Institute Young Scholars.” It’s hard to find such a constellation of exceptional and top-notch young researchers in a single marketing department. • Since 2000, the 12 faculty members combined have published close to 100 articles in top-tier journals and five have won awards for their research. • To boot, five are award-winning teachers. This convergence of an all-star faculty makes MIB at Foster special, unique and humbling. As you go through its contents, if you find anything in this brochure that inspires you, please do not hesitate to reach out. Because only through such inspired exchanges can we continue to stretch the boundaries of human potential. Shailendra Pratap Jain

James D. Currie Professor of Marketing Chair, Marketing and International Business


Marketing momentum At the Foster School, the bar for the “very best faculty” is high. The Department of Marketing and International Business is home to 12 professors, nine of them tenured or confirmed to be; and that doesn’t count the world-class lineup of teaching faculty. The marketing department fields a team of faculty who publish in the discipline’s top academic journals, win teaching accolades, and equip students for successful careers in marketing. The impressive breadth and depth of faculty expertise is captured by their research, which spans domains from brand management to marketing strategy and from consumer psychology and behavior to data mining. Educating future marketers The Foster School is the second oldest institution of management education on the West Coast and consistently ranks among the top business schools in the world—for both undergraduate and graduate degrees. U.S. News & World Report’s rankings of the best business schools placed the school 23rd among the 440+ schools surveyed. The Foster School serves more than 2,500 students annually in its undergraduate, MBA and one-year Master’s programs. Additionally, our PhD Program is a research-based program designed to train scholars to be on the cutting edge in their discipline. Award-winning facilities The Foster School boasts new, state-of-the-art facilities that enable collaboration between students, faculty and business leaders. It is headquartered in the award-winning PACCAR Hall on the University of Washington campus in Seattle, and has an Eastside Executive Center in Kirkland. Seattle: the Emerald City Framed by the spectacular Puget Sound and Cascade Mountains, Seattle is a major metropolitan area that combines the best of city living and outdoor adventures, and is home to a thriving business community, from Amazon, Microsoft, Nordstrom and Starbucks, to new start-ups. A diverse population, vibrant arts scene, myriad culinary destinations and lively nightlife make Seattle truly dynamic. Family-oriented neighborhoods, a strong sense of community and passion for education make it a great place to live. The future beckons Dean James Jiambalvo has articulated a vision for Foster to become the best public business school in the United States, and his consequent commitment to securing the very best faculty across academic departments is stronger than ever. We invite you to learn more about the Marketing and International Business Department at foster.washington.edu/marketing.


Our Tenure-Track Faculty Natalie Mizik J. Gary Shansby Associate Professor of Marketing PhD, University of Washington (2002) Specialties: Branding, marketing strategy, myopic management, marketing performance impact Representative research: Mizik, N. (2010), “The Theory and Practice of Myopic Management,” Journal of Marketing Research, 47 (4), 594-611. Mizik, N. and R. Jacobson (2008), “The Financial Value Impact of Perceptual Brand Attributes,” Journal of Marketing Research, 45 (1), 15-32. Editorial boards: Marketing Science, Journal of Marketing, Journal of Marketing Research, Marketing Letters, International Journal of Research in Marketing Awards/Honors: AMA Erin Anderson Award for an Emerging Female Marketing Scholar and Mentor (2012) AMA, Strategy SIG, Varadarajan Award for Early Career Contributions to Marketing Strategy Research (2011)

marketing performance Fabio Caldieraro Assistant Professor of Marketing PhD, Northwestern University (2003) Specialties: Applied game-theory for marketing problems, marketing channels and retailing, independent and strategic selling organizations, consumer learning about brands and product reputations Representative research: Caldieraro, F. and A. T. Coughlan (2009), “Optimal Sales Force Diversification and Group Incentive Payments,” Marketing Science, 28 (6), 1006-1029. [Lead Article]. Cunha Jr., M. V. M. and F. Caldieraro (2009), “Sunk Cost Effects on Behavioral Investments: Theory and Evidence,” Cognitive Science, 33 (1), 105-113.

channel issues


Robert W. Palmatier John C. Narver Endowed Professor in Business Administration PhD, University of Missouri (2005) Specialties: Relationship marketing theory and strategy with an emphasis on customer relationships in the business-to-business, channel, service, retail markets Representative research: Palmatier, R. W., M. B. Houston, R. P. Dant, and D. Grewal (2013), “Relationship Velocity: Toward a Theory of Relationship Dynamics,” Journal of Marketing, 77 (January), 13-30. Fang, E., R. W. Palmatier, and R. Grewal (2011), “Effect of Customer and Innovation Asset Configuration Strategies on Firm Performance,” Journal of Marketing Research, 48 (June), 587-602. Editorial boards: Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business-to-Business Marketing, Area Editor for Journal of Marketing Awards/Honors: Harold H. Maynard Award (2008), Varadarajan Award for Early Contribution to Marketing Strategy Research (2012), and Marketing Science Institute Young Scholar (2007)

relationship marketing Jeffrey D. Shulman Associate Professor in Marketing Michael G. Foster Faculty Fellow PhD, Northwestern University (2006) Specialties: Game theory, pricing, decisions under uncertainty Representative research Shulman, J. and X. Geng (2013), “Add-On Pricing by Asymmetric Firms,” Management Science, 59 (4), 899-917. Shulman, J., A. Coughlan, and R. Savaskan (2009), “Optimal Restocking Fees and Information Provision in an Integrated Supply-Demand Model of Product Returns,” Manufacturing and Service Operations Management, 11 (4), 577-594. Editorial boards: Marketing Science and Senior Editor for Production and Operations Management Journal Awards/Honors: Distinguished Service Award from Management Science (2011, 2012)

pricing


Jonathan Z. Zhang Assistant Professor of Marketing PhD, Columbia University (2011) Specialties: Modeling customer dynamics, pricing, B2B marketing, spatio-temporal models in marketing, customer interdependencies, customer relationship management, Bayesian methods in marketing Representative research: Zhang, J. Z., O. Netzer, and A. Ansari, “Dynamic Targeted Pricing in B2B Settings,” Columbia Business School Research Paper No. 11-5, http://ssrn.com/abstract=1919153. Zhang, J. Z., G. Watson, R. Palmatier, and R. Dant, “Dynamic Relationship Migrations,” University of Washington Working Paper. Awards/Honors: Shankar-Spiegel Dissertation Proposal Award, Direct Marketing Association (2009) Luxury Education Foundation Award, Columbia University (2009)

B2B marketing Oliver J. Rutz Assistant Professor of Marketing PhD, University of California at Los Angeles (2007) Specialties: Paid search advertising, Bayesian dynamics Representative research: Rutz, O. J., R. E. Bucklin, and G. P. Sonnier (2012), “A Latent Instrumental Variables Approach to Modeling Keyword Conversion in Paid Search Advertising,” Journal of Marketing Research, 49 (3), 306-319. Rutz, O. J. and R. E. Bucklin (2011), “From Generic to Branded: A Model of Spillover in Paid Search Advertising,” Journal of Marketing Research, 48 (1), 87-102. Awards/Honors: Marketing Science Institute Young Scholar (2013) Paul E. Green Award, American Marketing Association (2012)

online advertising effectiveness


Abhishek Borah Assistant Professor of Marketing PhD, University of Southern California (2013) Specialties: Social media, internet, innovation, time series, natural language processing, textual mining Representative research: Borah, A. and G. J. Tellis (2013), “Halo Effects in Social Media: Do Recalls of One Brand Hurt or Help Rival Brands,” Working Paper. Borah, A. and G. J. Tellis (2013), “Is All That Twitters Gold? Impact of Twitter versus Alternate Media Metrics on Stock Market Returns,” Working Paper. Awards/Honors: Winner and Principal Investigator of Marketing Science Institute’s “Challenges of Communications and Branding in a Digital Era” Research Competition for article: “Does Offline Brand Advertising Affect Online Brand Conversations?”

social media Ann Schlosser Associate Professor of Marketing Evert McCabe Faculty Fellow PhD, University of Illinois (1997)

Specialties: Consumer behavior, marketing research, internet marketing Representative research: Schlosser, A. E. (2011), “Can Including Pros and Cons Increase the Helpfulness and Persuasiveness of Online Reviews? The Interactive Effects of Ratings and Arguments,” Journal of Consumer Psychology, 21 (July), 226-239. Schlosser, A. E. (2009), “The Effect of Computer-Mediated Communication on Conformity versus Nonconformity: An Impression Management Perspective,” Journal of Consumer Psychology, 19 (July), 374-388. Editorial boards: Journal of Consumer Psychology, Journal of Interactive Marketing Awards/Honors: Most single-authored publications in the 20-year history of the Journal of Consumer Psychology (1992-2012) One of the 50 most prolific scholars in marketing (1982-2006). (In Seggie, Steven H. and David A. Griffith (2009))

consumer psychology on the internet


Nidhi Agrawal Michael G. Foster Associate Professor of Marketing PhD, New York University (2006) Specialties: Consumer behavior, health risks and communication, cross cultural consumer behavior, consumer self-control, emotions and goal-in-information processing and behavior Representative research: Duhachek, A., N. Agrawal, and D. Han (2012), “Guilt Versus Shame: Coping, Fluency, and Framing in the Effectiveness of Responsible Drinking Messages,” Journal of Marketing Research, forthcoming. Wan, W. and N. Agrawal (2011), “Carry Over Effects of Self-Control in Decision-Making: A Construal Level Perspective,” Journal of Consumer Research, 38 (June), 199-214. Editorial board: Journal of Consumer Research Awards/Honors: Marketing Science Institute Young Scholar (2011)

consumer emotions and well-being Mark Forehand Pigott Family Professor of Marketing PhD, Stanford University (1997) Specialties: Identity, implicit cognition, health marketing, brand strategy Representative research: Perkins, A. and M. Forehand (2012), “Implicit Self-Referencing: The Effect of Non-volitional Self-association on Brand and Product Attitude,” Journal of Consumer Research, 39 (1), 142-156. Mercurio, K. and M. Forehand (2011), “An Interpretive Frame Model of Identity Dependent Learning: The Moderating Role of Content – Identity Association,” Journal of Consumer Research, 38 (3), 555-577. Editorial boards: Journal of Consumer Research, Journal of Consumer Psychology Awards/Honors: Cited as one of the most influential projects on Self-Identity and Consumer Behavior in Journal of Consumer Research 39 (February 2012)

consumer identity and health marketing


Shailendra Pratap Jain James D. Currie Professor of Marketing PhD, New York University (1995) Specialties: Branding, advertising, self-regulation, culture, self-construal, implicit theories Representative research: Mathur, P., S. P. Jain, and D. Maheswaran (2012), “Consumers’ Implicit Theories of Personality Influence Their Brand Personality Judgments,” Journal of Consumer Psychology, 22 (4), 545–557. Wiles, M., S. P. Jain, S. Mishra, and C. D. Lindsey (2010), “Stock Market Response to Regulatory Reports of Deceptive Advertising: The Moderating Effect of Omission Bias and Firm Reputation,” Marketing Science, 19 (5), 828-845. Editorial board: Journal of Consumer Psychology Awards/Honors: Graduate Faculty Mentor Award, Foster School of Business (2012) Research Productivity Award, Foster School of Business (2011)

consumer mindsets and branding

PACCAR Award for Teaching Excellence, Foster School of Business (2009)

Richard Yalch Professor of Marketing PhD, Northwestern University (1974) Specialties: Rumors, implicit processing, maximizer-satisficer differences, curiosity, psycholinguistics Representative research: Dimofte, C. and R. F. Yalch (2011), “The Mere Association Effect and Brand Evaluations,” Journal of Consumer Psychology, 21 (1), 24-37. Dimofte, C. and R. F. Yalch (2007), “Consumer Response to Polysemous Brand Slogans,” Journal of Consumer Research, 33 (March), 515-522. Editorial board: Journal of Consumer Psychology Awards/Honors: Named one of the top 100 Academic Researchers in Marketing by Marketing Educator Faculty Fellow for AMA-Sheth Doctoral Consortium (2010, 2011, 2012, 2013)

consumer information processing


Doctoral Program “The PhD Program is at the heart of our research culture at the Marketing and International Business Department at Foster. We are committed to nurturing young scholars in ways that encourage them to develop innovative research programs and identify new effects and methods in their areas of interest. We foster an intellectual environment of independent and responsible research inquiry and effective teaching, resulting in a strong level of research collaboration between our faculty and PhD candidates. Our doctoral candidates participate in several research projects in addition to writing their dissertations. Most of our doctoral candidates accept academic positions at research-oriented universities upon completing the program. Universities hiring our doctoral candidates as faculty members include Boston University, Columbia University, Georgetown University, San Diego State University, University of Oregon, University of Western Ontario (Canada), and Sabanci University (Turkey).� Nidhi Agrawal

Michael G. Foster Associate Professor of Marketing Marketing Doctoral Program Coordinator

Joshua T. Beck

Olga Martin

Area of study:

Area of study:

Area of study:

Strategy as it focuses on customer relationships, brands, marketing investments, firm performance

Consumer loyalty and the effect of romantic relationships on consumer behavior

Consumer behavior with emphasis on emotion, poverty and power

Advisor: Robert W. Palmatier

Shailendra Pratap Jain

Expected graduation:

Expected graduation:

June 2017

Expected graduation:

June 2017

Mentor:

June 2014 Ran (Doris) Du Area of study:

Jane So

Mentor: Nidhi Agrawal

George F. Watson, IV Sokiente (Tari) Dagogo-Jack Area of study:

Area of study:

Channel strategy Advisor:

Quantitative marketing empirical modeling

Self-evaluative motives and self-regulatory behaviors

Robert W. Palmatier

Mentor:

Advisor:

June 2015

Oliver Rutz Expected graduation:

June 2017 Xingbo Li Area of study:

Consumer psychology of hope Advisor:

Shailendra Pratap Jain Expected graduation:

June 2015

Mark Forehand Expected graduation:

June 2015 Deepshikha Priyadarshini Area of study:

Pricing Mentor:

Richard Yalch Expected graduation:

June 2016

Expected graduation:

Kyra Wiggin Area of study:

Effects of curiosity and tolerance for ambiguity on experiential consumption Advisor:

Shailendra Pratap Jain Expected graduation:

March 2015


foster.washington.edu/marketing Department of Marketing and International Business Michael G. Foster School of Business University of Washington 474 Paccar Hall, Box 353226 Seattle, WA 98195-3226 Tel: 206-543-4369 Email: mibdept@uw.edu Think differently. Make a difference. It’s the Washington Way.

Marketing and International Business brochure  

At the University of Washington Foster School of Business, the bar for the “very best faculty” is high. The Department of Marketing and Inte...