| Degrees |
Ph.D.
Economics, Massachusetts Institute of Technology, 1975
A.B. Economics, B.S.E. Electrical Engineering, Princeton, 1971. |
| Positions
Held |
| At
the University of Illinois since 1994. Visiting professor, Washington
University, 1992-94. Professor, North Carolina State University, 1984-94.
Visiting scholar, Massachusetts Institute of Technology, 1991. Deutsche
Bank Chair of Organization and Management, Koblenz School of Corporate
Management-Germany, 1988-89. Associate professor, Claremont McKenna
College, 1982-84. Assistant professor, University of Southern California,
1975-82. |
| Recent
Publications |
|
“Doing
the Right Thing or Doing the Thing Right: Allocating Resources
Between Marketing Research and Manufacturing,” with M.
Lucas, Management Science (forthcoming 2003).
"Direct Marketing, Indirect Profits: A Strategic Analysis of Dual-Channel
Supply Chain Design,” with W.K. Chiang, D. Chhajed, Management
Science, Vol 49 (January 2003). "Accounting
Profits versus Marketing Profits: A Relevant Metric for Category
Management," with
Y. Chen, R. Wilcox, and F. J. Zhang, Marketing Science,
Vol. 18 (September 1999). "Yes, 'Bait and Switch' Really Benefits
Consumers," with
E. Gerstner, Marketing Science, Vol. 17 (Fall 1998). "Dissatisfaction
Management with Opportunistic Consumers," with
W. Chu and E. Gerstner, Journal of Service Research,
Vol. 1 (November 1998). "Modeling Merchandise Returns in Direct
Marketing," with
G. Mayhew, Journal of Direct Marketing, Vol. 11 (Spring
1997). "Controlling Product Returns in Direct Marketing," with
E. Gerstner and W. Chu, Marketing Letters, Vol. 7 (October
1996). "Pull
Promotions and Channel Coordination," with E. Gerstner, Marketing
Science Vol. 14 (Winter 1995). "Costs and Benefits of Hard-Sell," with
W. Chu and E. Gerstner, Journal of Marketing Research,
Vol. 32 (February 1995). "Price Discrimination through a Distribution
Channel: Theory and Evidence," with E. Gerstner and D. Holthausen,
American Economic Review, Vol. 84 (December 1994).
|
| Honors
and Awards |
| Finalist
for the FedEx Excellence in Service Award: "Dissatisfaction Management
with Opportunistic Consumers," 1999. |
| Academic
Service |
| President,
INFORMS College on Marketing, 2000-2002. Secretary-Treasurer, INFORMS
College on Marketing Advisory Board, 1994-present. Editor of TIMS
College on Marketing Newsletter. Area Editor of Marketing Science
and Associate Editor of Journal of Retailing. |
| Teaching
and Research |
|
Teaching and research areas include theoretical marketing models,
pricing and sales promotion, direct marketing, marketing research.
|
Return to: Faculty
Profiles | Business Administration | College
of Business |
