Professor of Management Science
With expertise in sales and sales processes, Birger Wernerfelt focuses much of his research on comparing alternative selling formats in terms of their profitability and their effect on consumer surplus.
“Sloan PhD students have a great variety of cultural and intellectual backgrounds,” says Wernerfelt. “However, they share a deep curiosity about the workings of organizations and markets, the capacity to work hard, and a tendency to ask foundational questions. Once they are at Sloan, the program challenges and molds them; no one graduates unchanged.”