Joint Work with Brett Gordon, Mitchell J. Lovett, and Bowen Luo
Management Science, 2022
Separately identifying the effects of positive versus negative advertising in Presidential campaigns.
Joint Work with Paul B. Ellickson and Wreetabrata Kar
Marketing Science, 2022
Winner - Guy O. and Rosa Lee Mabry Best Paper Award
Studying the component level effects of heterogeneous treatments (emails) through the use of a novel double-machine learning framework that accounts for multiple different treatments.
Joint Work with Daniel Kebede
R&R at Journal of Marketing
How well did the COVID incentive plans in encouraging vaccinations? Was this effect moderated by the incentive time or local level characteristics (political polarization, risk factors, or income)?
Joint Work with Arie Beresteanu, Paul B. Ellickson, and Sanjog Misra
Revise and Resubmit at Management Science
Did Wal-Mart's entry into the grocery channel benefit customers? How did it change the competitive landscape in that market?
Joint Work with Paul B. Ellickson, Wreetabrata Kar, and Guang Zeng
Revise and Resubmit at Journal of Marketing Research
Do contextual embeddings provide a path to development of optimal marketing creatives? Can leveraging double-machine learning provide better guidance than Generative AI's suggestions?
Joint Work with Candace Jens and T. Beau Page
Preparing Submission to Journal of Finance
Causal Forest is a popular choice in the estimation of average and heterogeneous treatment effects. Given its structure, how can a researcher also appropriate control for unobserved variables?
Joint Work with Mohammad S. Rahman
Currently Updating Draft for New Submission to Management Science
COVID-19 accelerated the adoption of digital communication technologies in the realm of personal selling. Are there conversation, product, rep, or customer characteristics that bridge the gap in effectiveness between this new technology and in-person interactions?
Joint Work with Nawar N. Chaker and Johannes Habel
Currently Updating Draft for New Submission to Journal of Marketing Research
Firms collect vast amount of information from their employees on customers. Can this information be leveraged to improve prediction of customer outcomes? Are there employee characteristics that may mitigate predictive accuracy?
Joint Work with Paul Ellickson and Wreetabrata Kar
Finalizing Estimation and Preparing Manuscript
The use of promotions is common in B2B marketing. We compare three common types to see their overall and dynamic performance across customer characteristics and product types to see which one benefits the seller firm the most.
Joint Work with Guang Zeng
Estimation in Progress
Sales managers often proactively move customers between different sales reps based upon the increase or decrease in the customer's performance. What is the effect of these actions?
Joint Work with Murali K. Mantrala
Estimation in Progress
Sales rep burnout is a concern of any organization. Yet, it is unknown how burnout manifests in poor sales performance. We use a novel identification scheme to see how reps perform after a minor sleep disruption.
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