Glen Urban

David Austin Professor in Management, Emeritus
Professor of Marketing, Emeritus
Dean Emeritus; Chairman, MIT Center for Digital Business

Biography | Selected Publications

Website Morphing 2.0: Switching Costs, Partial Exposure, Random Exit, and When to Morph,” Hauser, John R., Guilherme Liberali , and Glen L. Urban, Management Science, 60 ,6, 1594-1616. Download Paper. (2014)

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

Competitive Information, Trust, Brand Consideration and Sales: Two Field Experiments,” Liberali, Guilherme, Glen L. Urban and John Hauser, International Journal of Research in Marketing, 30, 2, 101-13. (2013)

Kotler on Strategic Marketing,” Urban, Glen L., in Legends in Marketing – Phil Kotler (Volume 5), eds. Glen L. Urban, Al Silk, John Roberts and Yoram Wind, Los Angeles, CA.: Sage. (2012)

Legends in Marketing – Phil Kotler (Volume 5), Co-editor with Al Silk, John Roberts and Yoram Wind, Sage, Los Angeles CA. (2012)

“John D. C. Little,” Urban, Glen L. and John Hauser, in Profiles in Operations Research, Arjang Assad and Saul Gass editors, New York, N.Y.: Springer, 659-76. (2011)

“Online Trust: State of Art, New Frontiers, and Research Potential” Urban, Glen, Cinda Amyx and Antonio Lorenzon. Journal of Interactive Marketing, 23 (2), 179-90. (2009)

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

“Website Morphing,” Hauser, John R., Glen L. Urban, Guilherme Liberali, and Michael Braun. Marketing Science., 28, 2, (March-April), 202-224. Lead article with commentaries by Andrew Gelman, John Gittins, and Hal Varian. Includes rejoinder. Download Paper. Download Appendix. Morphing Rejoinder. Morphing Gelman Comment. Morphing Varian Comment. Morphing Gittins Comment. (2009)

“Tools and frameworks for digital business ecosystems” authored with Brynjolfsson, E., Quimby, J., Van Alstyne, M., and Verrill, D., in Coralla, A., Passiante, G., and Prencipe, A. (eds) The Digital Business Ecosystem (EE Publishing, Cheltenham, UK, 2007). pp. 198-216

“Customer Advocacy: The Start of a New Paradigm in Marketing?” Urban, Glen, in Seth and Sisodia (eds) Does Marketing Need Reform? (Armonk, N.Y. Sharpe Inc.) p.119-26, 2006

“Are the Drivers and Role of Online Trust the Same for all Web Sites and Customers?: A Large Scale Exploratory Empirical Study.” Urban, Glen, Iakov Bart, Venky Shankar, and Fareena Sultan. Journal of Marketing Vol 69 (October, 2005) pp. 133-52

Don’t Just Relate – Advocate: A Blueprint for Profits in an Age of Customer Power, Englewood Cliffs, N.J. Prentice Hall. (2005)

Customer Advocacy: A New Era in MarketingJournal of Public Policy and Marketing (Spring, 2005)

Digital Marketing Strategy, Englewood Cliffs, N.J.: Prentice Hall. (2004)

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

“The Era of Customer Advocacy,” MIT Sloan Management Review, v.45 no. 2 (Winter 2004), 77-82

“Consumer Power and the Internet” (with Gagnon, et. Al) in (eds Thomas Kochan and Dick Schmalensee) Management: Inventing and Delivering Its Future (Cambridge MA: MIT Press 2003), pp. 127-160.

“An Autobiographical Essay: When I stop Learning, I will Leave”, Journal of Marketing vol. 42, No. 1 (October 2002), pp. 118-24

“Online Trust: A Stakeholder Perspective, Concepts, Implications, and Future Directions” (with Venkatesh Shankar and Fareena Sultan), Strategic Information Systems, 11 (2002), pp. 325-344. (2002)

Strategies for eBusiness Success, eds. Urban, Glen L. and Erik Brynjolfsson, San Francisco, CA.: Jossey-Bass. (2001)

“Placing Trust at the Center of Your Internet Strategy” (with Fareena Sultan and William Qualls), Sloan Management Review vol.42, No. 1 (Fall 2000) pp. 39-48

"The Roles of Marketing, Product Quality and Price Competition in the Growth and Composition of the U.S. Anti-Ulcer Drug Industry," The Economics of New Goods, Timothy Bresnahan and Robert J. Gordan, eds., Chicago: University of Chicago Press for the National Bureau of Economic Research, (1997) with Ernst R. Berndt, Linda T. Bui, David H. Reiley. (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. Download Paper. (1997)

"Premarket Forecasting of Really-New Products," Journal of Marketing, Urban, Glen L., Bruce Weinberg and John R. Hauser, 60 (1) 47-60. Abstracted in the Journal of Financial Abstracts, 2, 23A, (June) 1995. Download Paper. (1996)

"Information, Marketing, and Pricing in the U.S. Antiulcer Drug Market", AEA Papers and Proceedings, Vol. 85, 2, 100-105, (May 1995), with Ernst R. Berndt, Linda Bui, and David R. Reiley.

"Order of Market Entry: Established Empirical Generalizations, Emerging Empirical Generalizations, and Future Research", Marketing Science, Vol. 14, No. 3, (1995), G212-G221, with William T. Robinson and Gurumurthy Kalyanaram. (1995)

"First-Mover Advantages from Pioneering New Markets: A Survey of Empirical Evidence," Review of Industrial Organization, Vol. 9, 1-23 (1994), with William T. Robinson, and Gurumurthy Kalyanaram. (1994)

"Premarket Forecasting for New Consumer Durable Goods: Modeling Categorization, Elimination, and Consideration Phenomena," Journal of Marketing, Vol. 57 (April 1993), 47-63, with John S. Hulland, and Bruce D. Weinberg.

Design and Marketing of New Products (2nd edition), eds. Urban, Glen L. and John R. Hauser, Englewood Cliffs, N.J.: Prentice Hall. (1993)

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. Download Paper. (1993)

"Pretest Market Forecasting," in J. Eliashberg and G.L. Lilien, eds. Handbook in OR and MS, Vol. 5, Elsevier Science Publishers (1993) pp 315-348. (1993)

"Dynamic Effects of the Order of Entry on Market Share, Trial Penetration, and Repeat Purchases for Frequently Purchased Consumer Goods," Marketing Science Vol. 11, No. 3, (Summer 1992), 235-250, with Gurumurthy Kalyanaram.

Advanced Marketing Strategy: Phenomena, Analysis and Decisions, Urban, Glen L. and Steven H. Star, Englewood Cliffs, N.J.: Prentice Hall. (1991)

Dynamic Effects of the Order of Entry on Market Share, Trial Penetration, and Repeat Purchases for Frequently Puchased Consumer Goods (1990)

Modeling Categorization, Elimination, and Consideration for New Product Forecasting of Consumer Durables (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. Download Paper. (1990)

"Lead User Analysis For the Development of New Industrial Products," Urban, Glen L.,  and Eric von Hippel.  Management Science, Vol. 34, No. 5, (May 1988), pp. 569-582.

"Modeling Multiattribute Utility, Risk, and Belief Dynamics For New Consumer Durable Brand Choice," Management Science, Vol. 34, No. 2, (February 1988), pp. 167-185, with J. Roberts.

Lead User Analysis for the Dev (1988)

Prelaunch Forecasting of New Automobiles: Models and Implementation (1988)

Essentials of New Product Management. Englewood Cliffs, N.J.: Prentice Hall, 1987.

"Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications," Management Science, Vol. 32, No. 6, (June 1986), pp. 645-659, with T. Carter, S. Gaskin and Z. Mucha.

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

Essentials of New Product Management, Urban, Glen L., J.R. Hauser, and N. Dholakia. Prentice Hall, 1986

"Consumer Durables: Actual Budgets Compared to Value Priority Model - Preliminary Results and Managerial Implications," in D. Nyberg, ed. Proceedings of the 1984 ESOMAR Conference (Amsterdam, ESOMAR, 1984), p. 267-86.

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

Reducing the Risk of Failure and Improving the Profitability of New Consumer Products with the ASSESSOR Pre-Test Market Evaluation System (1983)

A Normative Methodology for Modeling Consumer Response to Innovation (1976)

PERCEPTOR: A Model for Product Design (1973)

Applications of Management Science in Marketing, Eds. Montgomery, David B. and Glen L. Urban, Englewood Cliffs, N.J.: Prentice Hall. (1970)

Management Science in Marketing, Montgomery, David B. and Glen L. Urban, Englewood Cliffs, N.J.: Prentice Hall. (1969)


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Research Center(s)

General Expertise
Advertising; Automotive industry; Bayesian statistics; Brand management; Branding; B-school; Consumer marketing; Customer relationships; Customer satisfaction; Customer service; Database marketing; Dot-com; eCommerce; Electronic publishing; International marketing; Internet; Internet privacy issues; Internet strategy; Knowledge management; Lead users; Management of technology; Market research; Marketing; New ventures; Online feedback mechanisms; Online media; Onlne shopping; Positioning; Product loyalty; Statistics; Telecommunications; Trust-based marketing; Web-based marketing; World Wide Web