John Hauser

Kirin Professor of Marketing
Professor of Marketing

Biography | Selected Publications

"Consideration-set Heuristics," Journal of Business Research. Volume 67, Issue 8, August 2014, Pages 1688–1699

"Morphing Banner Advertisements," Urban, Glen L., Guilherme Liberali, Erin MacDonald, Robert Bordley, and John R. Hauser, in Marketing Science, 33, 1 (Jan.-Feb.), 27-46. (2014)

"Self-Reflection and Articulated Consumer Preferences,"Hauser, John R., Songting Dong, and Min Ding, in Journal of Product Innovation Management, 31, 1, 17-32. (2014)

"Competitive Information, Trust, Brand Consideration, and Sales: Two Field Experiments," Liberali, Guilherme, Glen L. Urban, and John R. Hauser, in International Journal for Research in Marketing, 30, 2, 101-113. Download Paper. Technical Appendix. (2013)

Marketing Science: A Strategic Review,” Marketing Science, Chintagunta, Pradeep, Dominique Hanssens, John R. Hauser, Jagmohan Singh Raju, Kannan Srinivasan, and Richard Staelin, 33, 1. Download Paper. (2013)

“Learning from Experience, Simply,”  Lin, Song, Juanjuan Zhang and John R. Hauser (Cambridge, MA: MIT Sloan School of Management), June 1, 2012. 

"New Developments in Product-Line Optimization," Hauser, John R., in Internatinoal Journal on Research in Marketing. Commentary on papers by Michalek, Ebbes, Adigüzel, Feinberg and Papalambros, "Enhancing Marketing with Engineering," and Tsafarakis, Marinakis and Matsatsinis, "Particle Swarm Optimisation for Optimal Product Line Design." (Forthcoming) (2011)

Min Ding, John R. Hauser, Songting Dong, Daria Dzyabura, Zhilin Yang, Chenting Su, Steven P. Gaskin (2011) Unstructured Direct Elicitation of Decision Rules. Journal of Marketing Research: February 2011, Vol. 48, No. 1, pp. 116-127.

"A Marketing Science Perspective on Recognition-Based Heuristics (and the Fast and Frugal Paradigm)," Hauser, John R., in Judgment and Decision Making, 6 (5) 396-408 (2011)

"Active Machine Learning for Consideration Heuristics," Marketing Science, Dzyabura, Daria and John R. Hauser, 30 (5) 801-819 (2011)

“New Developments in Product-Line Optimization,” forthcoming the International Journal on Research in Marketing. Commentary on papers by Michalek, Ebbes, Adigüzel, Feinberg, and Papalambros, “Enhancing Marketing with Engineering,” and Tsafarakis, Marinakis, and Matsatsinis, “Particle Swarm Optimization for Optimal Product Line Design.” Download Paper. (2011)

“Paul E. Green: An Applications’ Guru,” in Vithala Rao, Ed., Paul Green’s Legends Volume: Conjoint Analysis Applications.  Forthcoming. Download Paper. (2011)

“Perspectives on Paul E. Green,” in V. Srinivasan, Ed., Paul Green’s Contributions to Conjoint Analysis – Early Years.  Forthcoming. Download Paper. (2011)

"The Strategic Importance of Accuracy in Conjoint Design," Selove, Matthew & John R. Hauser, Working Paper (July 2011).

"Website Morphing 2.0: Technical and Implementation Advances Combined with the First Field Experiment of Website Morphing," Hauser, John R., Glen R. Urban and Guilhermi Liberali, Working Paper (Cambridge MA: MIT Sloan Schol of Management). (2011)

“How Does Incorporating Price Competition into Market Simulators Affect Product Design Decisions?,” Proceedings of the Sawtooth Software Conference, Newport Beach, CA, Oct 6-8, 2010. Download Paper.

Active Machine Learning for Consideration Heuristics (2010)

"Cognitive Simplicity and Consideration Sets," Hauser, John R., Olivier Toubia, Theodoros Evgeniou, Daria Dzyabura and Rene Befurt, in Journal of Marketing Research, 47, 485-496  (2010)

Does Providing Competitive Information to Your Own Customers Increase Sales? (2010)

How Does Incorporating Price Competition into Market Simulators Affect Product Design Decisions? (2010)

Learning to Construct Decision Rules (2010)

Sleuthing Game (2010)

The House of Quality (2010)

When to Morph (2010)

“A Critical Review of Non-compensatory and Compensatory Models of Consideration-Set Decisions,” 2009 Sawtooth Software Conference Proceedings, Delray, FL, March 23-27, 2009,  207-232. Download Paper.Runner-up, Best Paper at Sawtooth Software Conference, 2009.

“Morph the Web to Build Empathy, Trust, and Sales,” Sloan Management Review, Glen L. Urban, John R. Hauser, Guilherme Liberali, Michael Braun, and Fareena Sultan 50 (4), 53-61 (2009)

“Profile of John D. C. Little,” in Saul I. Gass and Arjang A. Assad eds. Profiles in Operations Research, Download Paper. (2009)

“The Voice of the Customer,” Wiley International Encyclopedia of Marketing.Download Paper. (2009)

"Website Morphing," Hauser, John R., Glen L. Urban, Guilherme Liberali and Michael Braun, 28 (2), 202-224 (2009)

“Comments on ‘Defensive Marketing Strategy," Marketing Science, Hauser, John R. and Steven M. Shugan, 27, 1, 85-87. Download Paper. (2007)

"Editor-in-Chief Search Committee Report: The Digital Future is Here,” Marketing Science, Rangaswamy, Arvind, Jim Cochran, Tülin Erdem, John R. Hauser, and Robert J. Meyer, 27, 1, 1-3.Download Paper. (2007)

"Greedoid-Based Non-compensatory Two-Stage Consideration-then-Choice Inference," Marketing Science, Yee, Michael, Ely Dahan, John Hauser, and James Orlin, 26 (4) 532-549 (2007)

"On Managerial Efficient Designs," Marketing Science, Toubia, Olivier and John R. Hauser, 26 (6) 851-858 (2007)

"Probabilistic Polyhedral Methods for Adaptive Choice-Based Conjoint Analysis: Theory and Application," Marketing Science, Toubia, Olivier, John R. Hauser and Rosanna Garcia, 26 (5) 596-610 (2007)

"Validating Agent-Based Marketing Models Using Conjoint-Analysis," Journal of Business Research, Garcia, Rosanna, Paul Rummel, and John R. Hauser, 60 (8) 848-857 (2007)

"Research on Innovation: A Review and Agenda for Marketing Science," Marketing Science, Hauser, John R., Gerald Tellis, and Abbie Griffin, 25 (6) 687-717 (2006)

“Twenty-Five Years of Eclectic Growth in Marketing Science,” Marketing Science (invited commentary), Hauser, John R., 25, 6, 557-558. Download Paper. (2006)

“Marketing Science – Growth and Evolution,” Marketing Science, Hauser, John R., Greg Allenby, Frederic H. Murphy, Jagmohan Raju, Richard Staelin, and Joel Steckel, 24, 1, 1-2. Download Paper. (2005)

"The Impact of Utility Balance and Endogeneity in Conjoint Analysis," Marketing Science, Hauser, John R. and Olivier Toubia, 24 (3) 498-507 (2005)

"'Listening-In’ to Find and Explore New Combinations of Customer Needs," Journal of Marketing, Glen L. Urban and John R. Hauser, 68, 72-87 (2004)

"Polyhedral Methods for Adaptive Choice-based Conjoint Analysis," Journal of Marketing Research, Toubia, Olivier, John R. Hauser, and Duncan Simester, 41 (1) 116-131 (2004)

"Fast Polyhedral Adaptive Conjoint Estimation," Marketing Science, Toubia, Olivier, Duncan I. Simester, John R. Hauser, and Ely Dahan, 22 (3) 273-303 (2003)

“Marketing Makes a Difference,” Hauser, John R., in Marketing Management, 11 (1), 46-47. (2002)

"Marketing Science: A Strong Franchise with a Bright Future," Marketing Science, Hauser, John R., Scott Carr, Barbara Kahn, James Hess, and Richard Staelin, 21, 1, invited editorial. Download Paper. (2002)

"Product Development in the New Dispersed Environment," invited paper for the Handbook of Marketing, Barton Weitz and Robin Wensley, Eds, Sage Press, 2001.

"Metrics Thermostat," Journal of Product Innovation Management, 18 (3), 134-153 (2001)

"The Virtual Customer", working paper, Cambridge, MA: Center for Innovation in Product Development, MIT, (December). Under review at the Journal of Product Innovation Management. (2000)

“Going Overboard on Platforms,” Hauser, John R., in AMS Voices, 8. (2000)

"Implementing Quality Improvement Programs Designed to Enhance Customer Satisfaction: Quasi-experiments in the United States and Spain," Journal of Marketing Research, Simester, Duncan I, John R. Hauser, Birger Wernerfelt, and Roland Rust, 37 (1) 102-112 (2000)

"Metrics: You Are What You Measure!," European Management Journal, Hauser, John R. and Gerry Katz, 16 (5) 516-52 (1998)

"Research, Development, and Engineering Metrics," Management Science, Hauser, John R., 44 (12) 1670-1689 (1998)

"Metrics to Evaluate R,D&E," Research Technology Management, Hauser, John R. and Florian Zettelmeyer, 40 (4) 32-38 (1997 )

"Side Payments in Marketing," Marketing Science, Hauser, John R., Duncan I. Simester, and Birger Wernerfelt, 16 (3) 246-255 (1997)

“The Problem with Pinball,” Hauser, John R., in AMS Voices, 4. (1997)

"Validation and Lessons from the Field: Applications of Information Acceleration," Journal of Marketing Research, Urban, Glen L., John R. Hauser, William J. Qualls, Bruce D. Weinberg, Jonathan D. Bohlmann and Roberta A. Chicos, 34 (1) 143-153 (1997)

"Integrating Mechanisms for Marketing and R&D," Journal of Product Innovation Management, Griffin, Abbie, and John R. Hauser, 13 (3) 191-215 (1996)

"Internal Customers and Internal Suppliers," Journal of Marketing Research, Hauser, John R., Duncan I. Simester, and Birger Wernerfelt, 33 (3) 268-280 (1996)

"Premarket Forecasting of Really-New Products," Journal of Marketing, Urban, Glen L., Bruce Weinberg and John R. Hauser, 60 (1) 47-60 (1996)

"You Are What You Measure," Hauser, John R., in AMS Voices, 1. (1996)

"Customer Satisfaction Incentives," Marketing Science, Hauser, John R., Duncan I. Simester, and Birger Wernerfelt, 13 (4) 327-350 (1994)

Design and Marketing of New Products, Urban, Glen L. and John Hauser, Englewood Cliffs, N.J., Prentice Hall, Second Edition 1993

"How Consumers Allocate their Time When Searching for Information," Journal of Marketing Research, Hauser, John R., Glen L. Urban, and Bruce Weinberg, 30 (4) 452-466 (1993)

"How Puritan Bennett Used the House of Quality," Sloan Management Review, Hauser, John R., 34 (3) 61-70 (1993)

"The Voice of the Customer," Marketing Science, Griffin, Abbie and John R. Hauser , 12 (1) 1-27 (1993)

"Patterns of Communication Among Marketing, Engineering, and Manufacturing -- A Comparison between Two New Product Teams," Management Science, Griffin, Abbie and John R. Hauser, 38 (3) 360-373 (1992)

"An Evaluation Cost Model of Consideration Sets," Journal of Consumer Research, Hauser, John R. and Birger Wernerfelt, 16, 393-408 (1990)

"Prelaunch Forecasting of New Automobiles: Models and Implementation," Management Science, Urban, Glen. L., John. R. Hauser, and John. H. Roberts, 36 (4) 401-421 (1990)

ENTERPRISE: An Integrating Management Exercise,Scientific Press, 1989

"The Competitive Implications of Relevant-Set/Response Analysis," Journal of Marketing Research, Hauser, John R. and Birger Wernerfelt, 26 (4) 391-405 (1989)

"Competitive Price and Positioning Strategies," Marketing Science, Hauser, John R., 7 (1) 76-91 (1988)

"Implicit Coalitions in a Generalized Prisoner's Dilemma," Journal of Conflict Resolution, Fader, Peter and John R. Hauser, 32 (3) 553-582 (1988)

"The House of Quality," Harvard Business Review (1988)

Applying Marketing Management: Four Simulations, Scientific Press, 1986.

Essentials of New Product Management, Prentice Hall, 1986

"Value Priority Hypotheses for Consumer Budget Plans," Journal of Consumer Research, Hauser, John R. and Glen L. Urban, 12 (4) 446-462 (1986)

"A Measurement Error Approach for Modeling Consumer Risk Preference," Management Science, Eliashberg, Jehoshua and John R. Hauser, 31 (1) 1-25 (1985)

"Application of the `DEFENDER' Consumer Model," Marketing Science, Hauser, John R., and Steven P. Gaskin, 3 (4) 327-351 (1984)

"Consumer Research to Focus R&D Projects," Journal of Product Innovation Management, Hauser, John R., 1 (2) 70-84 (1984)

"Pricing Theory and the Role of Marketing Science," Journal of Business,57, 1, S65-S72. Download Paper. (1984)

"Testing Competitive Market Structures," Marketing Science, Urban, Glen L., P. L. Johnson and John R. Hauser, 3 (2) 83-112 (1984)

"Testing Competitive Market Structures" (1983)

"Defensive Marketing Strategy," Marketing Science, Hauser, John R., and Steven M. Shugan, 2 (4) 319-360 (1983)

"Application Predictive Test, and Strategy Implications of a Dynamic Model of Consumer Response," Marketing Science, Hauser, John R., and Kenneth J. Wisniewski, 1 (2) 143-179 (1982)

"Dynamic Analysis of Consumer Response to Marketing Strategies," Management Science, Hauser, John R., and Kenneth J. Wisniewski, 28 (5) 455-486 (1982)

"A Marketing Audit Using a Conceptual Model of Consumer Behavior: Application and Evaluation," Journal of Marketing, Tybout, Alice M. and John R. Hauser, 45 (3) 81-101 (1981)

"Consumer-Oriented Transportation Service Planning: "Consumer Analysis and Strategies"," Applications of Management Science, Hauser, John R., Frank S. Koppelman and Alice M. Tybout, 1, 91-138 (1981)

"Profit Maximizing Perceptual Positions: An Integrated Theory for the Selection of Product Features and Price," Management Science, Hauser, John R., and Patricia Simmie, 27 (2) 33-56 (1981)

"Comments on 'Econometric Models of Probabilistic Choice Among Products'," Journal of  Business, 53, 3, Part 2, , S31-S34. Download Paper. (1980)

"Intensity Measures of Consumer Preference," Operation Research, Hauser, John R., and Steven M. Shugan, 28 (2) 278-320 (1980)

"Alternative Perceptual Mapping Techniques: Relative Accuracy and Usefulness," Journal of Marketing Research, Hauser, John R., and Frank S. Koppelman, 16 (4) 495-506 (1979)

"Assessment of Attribute Importances and Consumer Utility Functions: von Neumann-Morgenstern Theory Applied to Consumer Behavior," Journal of Consumer Research, Hauser, John R., and Glen L. Urban, 5, 251-262 (1979)

"Destination Choice Behavior for Non-Grocery Shopping Trips," Transportation Research Record, Koppelman, Frank S. and John R. Hauser, 673, 157-165 (1979)

"Consumer Preference Axioms: Behavioral Postulates for Describing and Predicting Stochastic Choice," Management Science,  Hauser, John R. 24 (13) 1331-1341 (1978)

"Testing the Accuracy, Usefulness and Significance of Probabilistic Models: An Information Theoretic Approach," Operations Research, Hauser, John R. 26 (3) 406-421 (1978)

"A Normative Methodology for Modeling Consumer Response to Innovation," Operations Research, Hauser, John R. and Glen L. Urban, 25 (4) 579-619 (1977)

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Contact Information
Office: E62-538
Tel: (617) 253-2929
Fax: (617) 258-7597
Support Staff
Name: Jason Robert Clinkscales
Tel: (617) 253-4936

Research Center(s)

General Expertise
Bayesian statistics; Branding; Consumer behavior; Consumer marketing; Consumer measurement; Consumer products, marketing; Customer satisfaction; Innovation; Market research; Marketing; Positioning; Probability, applied; Product development and design; Product loyalty; Sampling; Statistics; Trust-based marketing; Virtual customer; Web-based marketing