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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 Wreetabrata Kar and Gary L. Lilien

2nd Round Revise and Resubmit at Journal of Marketing Research

What are the consequences of proactive reassignment on customer outcomes? What are the customer or rep characteristics that make this a good idea?

Joint Work with Daniel Kebede

Revise and Resubmit 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

Currently Updating Draft for New Submission

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

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

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 Majedeh Esmizadeh

Finalizing Estimation and Preparing Manuscript

Brands strive to get attention from their customers through social media, often leveraging user generated content. Novelty is shown to increase engagement but understanding the effect on purchase is limited. Is there an optimal level of incongruence that brands should consider?

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.