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Sharmila Chatterjee

Sharmila Chatterjee

Department: Academic Head, Enterprise Management Track Senior Lecturer, Marketing

Contact: (617) 253-8214, schatterjee@mit.edu

Expertise: Franchises; Marketing channels; Sales and sales processes; Trust-based marketing

Vivek Farias

Vivek Farias

Robert N. Noyce Career Development Professor

Department: Associate Professor of Operations Management

Contact: (617) 253-7659, vivekf@mit.edu

Expertise: Airlines; Applied probability; Decision making, decision support; Financial engineering; Mathematical programming; Operations management; Operations research

John Little

John Little

Institute Professor

Department: Professor of Marketing

Contact: (617) 253-3738, jlittle@mit.edu

Expertise: Consumer packaged goods; Database marketing; Electronic commerce; Marketing

David Schmittlein

David Schmittlein

John C Head III Dean

Department: Professor of Marketing

Contact: (617) 253-2804, dschmitt@mit.edu

Expertise: Advertising; Applied mathematics; Applied probability; B-school; Bayesian statistics; Brand management; Branding; Business education; Consumer behavior; Customer relationships and CRM; Database marketing; Education; International marketing; Market research; Marketing; Marketing channels; Marketing strategy; Marketing, international; MBA; Online shopping; Pricing; Product development and design; Product loyalty; Retail; Sampling; Statistics; Stochastic modeling; Web-based marketing

Duncan Simester

Duncan Simester

Nanyang Technological University Professor

Department: Professor of Marketing

Contact: (617) 258-0679, simester@mit.edu

Expertise: Branding; Channels; Competition; Consumer behavior; Consumer measurement; Consumer packaged goods; Database marketing; Marketing; Marketing channels; Marketing strategy; Microeconomics; New Zealand; Online feedback mechanisms; Online shopping; Optimization; Pricing; Product loyalty; Retail; Strategic management

Zeynep Ton

Zeynep Ton

Department: Adjunct Associate Professor of Operations Management

Contact: (617) 715-4838, zton@mit.edu

Karen Zheng

Karen Zheng

Sloan School Career Development Professor

Department: Assistant Professor of Operations Management

Contact: (617) 253-4512, yanchong@mit.edu

Retail industry pricing psychological warfare — Ozalp Ozer

From Fortune China Have you ever been shopping and found a great jacket with a perfect fit? Then you look at the price tag and pause. Should you buy that perfect item now or wait to see if it’s still available during the inevitable end-of-season sale? What if the store told you that it only had a limited number left, or only had two on the rack in your size? In a recent study I conducted with Prof. Karen Zheng, we found that as consumers have become more strategic about purchases, behavioral motives like regret and availability misperception are significant factors and should play a key role in pricing strategy. Regret happens when consumers compare the outcome of a chosen action with that of the unchosen one and realize they would have been better off with the latter. In other words, they may regret buying the jacket now at the … Read More »The post Retail industry pricing psychological warfare — Ozalp Ozer appeared first on MIT Sloan Experts.

Why companies that pay above the minimum wage come out ahead — Zeynep Ton

From Forbes  Nearly one fifth of American workers work in retail and fast food, and they have bad jobs. They earn poverty-level wages, have unpredictable schedules that make it hard to hold on to a second job, and have few opportunities for success and growth. These are not just people who are uneducated or unskilled. In 2010 more than a third of all working adults with jobs that did not pay a living wage had at least some college education or a degree. The conventional wisdom in business is that bad jobs like this are necessary to keep prices low and profits high. If a low-cost retail chain were to pay its cashiers more, then it would either make less money or have to raise its prices. Implicit in this logic is the seemingly self-evident tradeoff between low prices and good jobs. But that is a false tradeoff. Even in … Read More »The post Why companies that pay above the minimum wage come out ahead — Zeynep Ton appeared first on MIT Sloan Experts.

Partnering with Amazon? Think twice fashion retailers — Sharmila C. Chatterjee

From Fortune When I read that Amazon was in talks to partner with big fashion retailers like J. Crew, Abercrombie & Fitch and Neiman Marcus, it got my attention. Despite Amazon’s leadership position in online retail, you typically don’t associate these higher-end clothing retailers with a mainstream site that targets essentially everyone. If we were talking about a partnership between Amazon and Wal-Mart  WMT -0.94%  or even Costco, that would be far less surprising because of their parallels in broad customer bases and emphasis on low prices. But rather than partnering, Wal-Mart is making its own investments to level the playing field with Amazon. So why are fancier retailers like Neiman Marcus considering such a partnership? What are the risks? And do these risks outweigh the possible benefits? I think they do. For starters, look at the recent Amazon-Hachette dispute that followed failed contract negotiations. According to recent reports, Amazon  AMZN -0.53%  raised prices for Hachette books and … Read More »The post Partnering with Amazon? Think twice fashion retailers — Sharmila C. Chatterjee appeared first on MIT Sloan Experts.

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