Marketing

Publications and Working Papers

The Marketing Group faculty are experts in online and offline consumer behavior, market response forecasting, distribution strategy, new product development, and globalization issues. A selection of publications and working papers are listed below. 

For more publications, please visit our collections on the Social Science Research Network and MIT's DSpace.

Sinan Aral

Sinan Aral

David Austin Professor of Management

Featured Publications

"Digital Paywall Design: Implications for Content Demand & Subscriptions."

Aral, Sinan K., and Paramveer S. Dhillon. Management Science. Forthcoming.

"Surfacing Norms to Increase Vaccine Acceptance."

Moehring, Alex, Avinash Collis, Kiran Garimella, M. Amin Rahimian, Sinan K. Aral, and Dean Eckles, MIT Sloan Working Paper 6415-21. Cambridge, MA: MIT Sloan School of Management, June 2021.

The Hype Machine.

Aral, Sinan K. New York, NY: Random House LLC, 2020.

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Rahul Bhui

Rahul Bhui

Class of 1958 Career Development Assistant Professor

Featured Publications

"Resource-Rational Decision Making."

Bhui, Rahul, Lucy Lai, and Samuel J. Gershman. Current Opinion in Behavioral Sciences Vol. 41, (2021): 15-21.

"Structured, Uncertainty-driven Exploration in Real-world Consumer Choice."

Schulz, Eric, Rahul Bhui, Bradley C. Love, Bastien Brier, Michael T. Todd, and Samuel J. Gershman. Proceedings of the National Academy of Sciences Vol. 116, No. 28 (2019): 13903-08. PDF. Supporting Information.

"Decision by Sampling Implements Efficient Coding of Psychoeconomic Functions."

Bhui, Rahul and Samuel J. Gershman. Psychological Review Vol. 125, No. 6 (2018): 985-1001.

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Sharmila C. Chatterjee

Sharmila C. Chatterjee

Academic Head, Enterprise Management Track Senior Lecturer, Marketing

Featured Publications

"Tech Innovations can help Fight COVID—If We do our Part."

Latinovic, Zoran and Sharmila C. Chatterjee. Psychology Today, March 4, 2021.

"3 Reasons why the Workplace can’t Return to Normal after COVID-19."

Latinovic, Zoran and Sharmila C. Chatterjee. Fast Company, June 18, 2020.

"AI’s Communication Upsides."

Latinovic, Zoran and Sharmila C. Chatterjee. MIT Sloan Management Review, April 29, 2020.

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Dean Eckles

Dean Eckles

Mitsubishi Career Development Associate Professor

Featured Publications

"Bias and High-Dimensional Adjustment in Observational Studies of Peer Effects."

Eckles, Dean, and Eytan Bakshy. Journal of the American Statistical Association Vol. 116, No. 534 (2021): 507-517. Supplemental Materials. arXiv Preprint.

"Perverse Consequences of Debunking in a Twitter Field Experiment: Being Corrected for Posting False News Increases Subsequent Sharing of Low Quality, Partisan, and Toxic Content."

Mohsen Mosleh, Cameron Martel, Dean Eckles, and David G. Rand. In Proceedings of the 2021 ACM CHI Virtual Conference on Human Factors in Computing Systems, New York, NY:. Forthcoming.

"Spillover Effects in Experimental Data."

Aronow, Peter M., Dean Eckles, Cyrus Samii, and Stephanie Zonszein. In Cambridge Handbook of Advances in Experimental Political Science, edited by Donald P. Green and James Druckmann, Cambridge, UK: Cambridge University Press. Forthcoming. arXiv Preprint.

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Renee Richardson Gosline

Renee Richardson Gosline

Senior Lecturer and Research Scientist, Marketing

Featured Publications

"Reversing the Placebo: Performance-Branded Experiences Can Undermine Consumer Performance."

Banker, Sachin, Renée Richardson Gosline, and Jeffrey K. Lee. Journal of Consumer Psychology. Forthcoming.

"Can a Girl’s Best Friend Be Born in a Lab? The Role of Ritual in Production Process Conservatism."

Ha, Jae Kyung, Ezra W. Zuckerman Sivan, and Renée Richardson Gosline. In Advances in Group Processes, edited by Edward Lawler and S.R.Thye, 1-27. Bingley, UK: Emerald Publishing Limited, 2018.

"The Power of Consumer Stories in Digital Marketing."

Gosline, Renée Richardson, Jeffrey K. Lee, and Glen Urban. MIT Sloan Management Review, 2017.

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John R. Hauser

John R. Hauser

Kirin Professor of Marketing

Featured Publications

"Leveraging the Power of Images in Predicting Product Return Rates."

​Dzyabura, Daria, Siham El Kihal, John R. Hauser, and Marat Ibragimov, MIT Sloan Working Paper 5856-19. Cambridge, MA: MIT Sloan School of Management, March 2022.

"Artificial Intelligence and User-generated Data are Transforming how Firms come to Understand Customer Needs."

Hauser, John, Chengfeng Mao,and James Li. In Review of Marketing Research, Emerald Group Publishing. Forthcoming. Download Paper.

"Product Aesthetic Design: A Machine Learning Augmentation."

Burnap, Alex, John R. Hauser, and Artem Timoshenko, MIT Sloan Working Paper 5814-19. Cambridge, MA: MIT Sloan School of Management, March 2022.

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John D.C. Little

John D.C. Little

Institute Professor, Emeritus

Featured Publications

"Little's Law as Viewed on Its 50th Anniversary."

Little, John D.C. Operations Research Vol. 59, No. 3 (2011): 536-549.

"A Logit Model of Brand Choice Calibrated on Scanner Data."

Guadagni, Peter M. and John D.C. Little. Marketing Science Vol. 27, No. 1 (2008): 29-48.

"Choice in Interactive Environments."

Steckel, Joel H., Russell S. Winer, Randolph E.Bucklin, Benedict G.C. Dellaert, Xavier Dreze, Gerald Haubl, Sandy D. Jap, John D.C. Little, Tom Meyvis, Alan L. Montgomery and Arvind Rangaswamy. Marketing Letters Vol. 16, No. 3-4 (2005): 309-320.

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Drazen Prelec

Drazen Prelec

Digital Equipment Corp. Leaders for Global Operations Professor of Management

Featured Publications

"What Makes Dynamic Strategic Problems Difficult? Evidence from an Experimental Study."

Rahmandad, Hazhir, Jerker Denrell, and Dražen Prelec. Strategic Management Journal Vol. 42, No. 5 (2021): 865-897.

"Neural Mechanisms of Credit Card Spending."

Banker, Sachin, Derek Dunfield, Alex Huang, and Dražen Prelec. Scientific Reports Vol. 11, (2021): 4070.

"Cheaters, Liars, or Both? A New Classification of Dishonesty Profiles."

Pascual-Ezama, David, Dražen Prelec, Adrián Muñoz, and Beatriz Gil-Gómez de Liaño. Psychological Science Vol. 31, No. 9 (2020): 1097-1106.

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David G. Rand

David G. Rand

Erwin H. Schell Professor

Featured Publications

"Invisible Inequality Leads to Punishing the Poor and Rewarding the Rich."

Hauser, Oliver P., Gordon T. Kraft-Todd, David G. Rand, and Martin A. Nowak. Behavioral Public Policy Vol. 5, No. 3 (2021): 33-53. Download Paper.

"The Role of Inequity Aversion in Microloan Defaults."

Jordan, Matthew R., William T. Dickens, Oliver P. Hauser, and David G. Rand. Behavioural Public Policy Vol. 6, No. 2 (2022): 302-324. Download Paper.

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David C. Schmittlein

David C. Schmittlein

John C Head III Dean

Featured Publications

"A Live Baby or Your Money Back: The Marketing of In Vitro Fertilization Procedures."

Schmittlein, David C. and Donald G. Morrison. Management Science Vol. 49, No. 12 (2003): 1617–1635.

"Cross-National Empirical Generalization of a Supplier Selection and Usage Model for Global Business Services."

Bowman, Douglas, John U. Farley and David C. Schmittlein. Journal of International Business Studies Vol. 31, No. 4 (2000): 667–685.

"The Little Engines That Could: Modeling the Performance of World Wide Web Search Engines."

Bradlow, Eric T. and David C. Schmittlein. Marketing Science Vol. 19, No. 1 (2000): 43-62.

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Duncan Simester

Duncan Simester

NTU Professor of Marketing

Featured Publications

"Belief Disagreement and Portfolio Choice."

Meeuwis, Maarten, Jonathan A. Parker, Antoinette Schoar, and Duncan I. Simester. Journal of Finance. Forthcoming. SSRN Preprint.

"Price Frictions and the Success of New Products."

Aparicio, Diego and Duncan Simester. Marketing Science. Forthcoming.

"The Short and Long-Run Impact of Empowering Customers in Corporate Social Responsibility Initiatives."

​Donnelly, Grant E., Michael I. Norton, and Duncan Simester. Journal of Economic Behavior and Organization Vol. 192, (2021): 616-637.

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Catherine Tucker

Catherine Tucker

Sloan Distinguished Professor of Management

Featured Publications

"How Do Restrictions on Advertising Affect Consumer Search?"

Chiou, Lesley and Catherine Tucker. Management Science Vol. 68, No. 2 (2022): 866-882. SSRN .

"Inequality, Privacy, and Digital Market Design."

Tucker, Catherine. In Fair by Design, edited by Alex Teyteboym and Scott Kominers. Forthcoming.

"Product Quality and Performance in the Internet Age: Evidence from Creationist-Friendly Curriculum."

Sen, Ananya and Catherine Tucker. Journal of Marketing Research Vol. 59, No. 1 (2022): 211–229.

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Glen Urban

Glen Urban

David Austin Professor in Marketing, Emeritus, MIT Sloan School Dean, Emeritus

Featured Publications

"Morphing Theory and Applications."

Liverali, Gui, John R. Hauser, and Glen Urban. In Handbook of Marketing Decision Models, New York, NY: Springer US. Forthcoming.

"Is Deep Learning a Game Changer for Marketing Analytics?"

Urban, Glen, Artem Timoshenko, Paramveer Dhillon, and John R. Hauser. MIT Sloan Management Review, January 2020. Download paper.

From Little's Law to Marketing Science: Essays in Honor of John D.C. Little.

Hauser, John R. and Glen Urban (Eds.). Cambridge, MA: MIT Press, 2016.

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Birger Wernerfelt

Birger Wernerfelt

J.C. Penney Professor of Management

Featured Publications

"Diversified Firms: Existence and Behaviors."

Wernerfelt, Birger. Journal of Institutional Economics. Forthcoming. Download PDF. Download Preprint.

"Internalization of Advertising Services: Testing a Theory of the Firm."

Wernerfelt, Birger, Alvin Silk, and Shuyi Yu. Marketing Science Vol. 40, No. 5 (2021): 946-963. Download Preprint.

"When Does the Underdog Win?"

Wernerfelt, Birger. Strategy Science Vol. 7, No. 1 (2022): 1-9. Download Preprint.

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Juanjuan Zhang

Juanjuan Zhang

John D. C. Little Professor of Marketing

Featured Publications

"Zero to One: Sales Prospecting with Augmented Recommendation."

Hu, Saiquan, Juanjuan Zhang, and Yuting Zhu, MIT Sloan Working Paper 6492-20. Cambridge, MA: MIT Sloan School of Management, January 2022.

"First Law of Motion: Influencer Video Advertising on TikTok."

Yang, Jeremy, Juanjuan Zhang, Yuhan Zhang, MIT Sloan Working Paper 6312-20. Cambridge, MA: MIT Sloan School of Management, March 2021.

"Preference Learning and Demand Forecast."

Cao, Xinyu and Juanjuan Zhang. Marketing Science Vol. 40, No. 1 (2021): 62-79. Download Preprint.

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