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. Their publications and working papers are listed below. 

For more publications, please visit our collections on the Social Science Research Network and MIT's DSpace. You can also subscribe to our Faculty Publications RSS Feed.

Sinan Kayhan Aral

Sinan Kayhan Aral🔗

David Austin Professor of Management

Featured Publications

"Information Technology, Repeated Contracts, and the Number of Suppliers."

Aral, Sinan K., Yannis Bakos, and Erik Brynjolfsson. Management Science Vol. 64, No. 2 (2018): 592-612.

"The Spread of True and False News Online."

Visoughi, Soroush, Deb Roy, and Sinan K. Aral. Science Vol. 359, No. 6380 (2018): 1146-1151.

"Exercise Contagion in a Global Social Network."

Aral, Sinan K., and Christos Nicolaides. Nature Communications Vol. 18, No. 14753 (2017): 1-8.

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Rahul Bhui

Rahul Bhui🔗

Assistant Professor, Marketing

Featured Publications

"Paradoxical Effects of Persuasive Messages."

Bhui, Rahul and Samuel J. Gershman. Decision. Forthcoming.

"Rationally Inattentive Intertemporal Choice."

Gershman, Samuel J., and Rahul Bhui. Nature Communications Vol. 11, No. 3365 (2020): 1-8.

"Work Time and Market Integration in the Original Affluent Society."

Bhui, Rahul, Maciej Chudek, and Joseph Henrich. Proceedings of the National Academy of Sciences Vol. 116, No. 44 (2019): 22100-05.

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Sharmila C. Chatterjee

Sharmila C. Chatterjee🔗

Academic Head, Enterprise Management Track Senior Lecturer, Marketing

Featured Publications

"B2B Relationship Calculus: Quantifying Resource Effects in Service-Dominant Logic."

deLeon, Anthony J., and Sharmila C. Chatterjee. Journal of the Academy of Marketing Science Vol. 45, No. 3 (2017): 402-427.

"The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads."

Sabnis, Gaurav, Sharmila C. Chatterjee, Rajdeep Grewal and Gary L. Lilien. Journal of Marketing Vol. 77, No. 1 (2013): 52-67.

"Manufacturers' Reliance on Channel Intermediaries: Value drivers in the Presence of a Direct Web Channel."

Chung, Chiayin, Sharmila C. Chatterjee and Sanjit Sengupta. Industrial Marketing Management Vol. 41, No. 1 (2012): 40-53.

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Dean Eckles

Dean Eckles🔗

KDD Career Development Professor in Communications and Technology, Mitsubishi Career Development Professor

Featured Publications

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

Eckles, Dean and Eytan Bakshy, Working Paper. 2018.

"Exact p-values for Network Interference."

Athey, Susan, Dean Eckles, and Guido W. Imbens. Journal of the American Statistical Association Vol. 113, No. 521 (2018): 230-240.

"Estimating Peer Effects in Networks with Peer Encouragement Designs."

Eckles, Dean, René F. Kizilcec, and Eytan Bakshy. Proceedings of the National Academy of Sciences Vol. 113, No. 27 (2016): 7316-7322.

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Renee Richardson Gosline

Renee Richardson Gosline🔗

Senior Lecturer and Research Scientist, Marketing

Featured Publications

"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, S.R.Thye, 1-27. Bingley, UK: Emerald Publishing Limited, 2018.

"Chapter 11: From Stranger to Friend: Shaping Consumer-Brand Relationships with Social Media."

Gosline, Renée Richardson. In Strong Brands, Strong Relationships, 161-171. New York, NY: Routledge, 2015.

"Victims or Heroes?: How Media Portrayals of Anti-Gay Bullying Influence Attitudes toward Gays and Support for Gay Rights."

Seth Goldman, Patrick J. Egan and Renée Richardson Gosline. In Proceedings of the 2012 Annual Meeting of the American Political Science Association, New Orleans, LA: August 2012.

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John R. Hauser

John R. Hauser🔗

Kirin Professor of Marketing

Featured Publications

"Paul E. Green: An Applications' Guru."

Hauser, John R. In Paul Green's Legends Volume: Conjoint Analysis Applications, Newbury Park, CA: Sage Publications, Forthcoming.

"Perspectives on Paul E. Green."

Hauser, John R. In Paul Green's Legends Volume: Paul Green's Contributions to Conjoint Analysis, Newbury Park, CA: Sage Publications, Forthcoming.

"Morphing Theory and Applications."

Liverali, Gui, John R. Hauser, and Glen Urban. In Handbook of Marketing Decision Models, edited by Berend Wierenga, Ralf van der Lans, 531-560. New York, NY: Springer US, 2017.

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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.

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Drazen Prelec

Drazen Prelec🔗

Digital Equipment Corp. Leaders for Global Operations Professor of Management

Featured Publications

"A Simple Plug-in Bagging Ensemble Based on Threshold-moving for Classifying Binary and Multiclass Imbalanced Data."

Collell, Guillem, Dražen Prelec, and Kaustubh R.Patil. Neurocomputing Vol. 275, No. 31 (2018): 330-340.

"A Solution to the Single-question Crowd Wisdom Problem."

Prelec, Dražen, H. Sebastian Seung & John McCoy. Nature Vol. 541, No. 7638 (2017): 532-535.

"Peer Effects in Unethical Behavior: Standing or Reputation?"

Pascual-Ezama, David, Derek Dunflied, Beatriz Gil-Gómez de Liaño, and Dražen Prelec. PLoSOne Vol. 10, No. 4 (2015): e0122305.

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David G. Rand

David G. Rand🔗

Erwin H. Schell Professor

Featured Publications

"Fighting Misinformation on Social Media Using Crowdsourced Judgments of News Source Quality."

Pennycook, Gordon and David G. Rand. Proceedings of the National Academy of Sciences of the United States of America Vol. 116, No. 7 (2019): 2521-2526.

"Credibility-Enhancing Displays Promote the Provision of Non-Normative Public Goods."

Kraft-Todd, Gordon T., Bryan Bollinger, Ken Gillingham, Stefan Lamp, and David G. Rand. Nature Vol. 563, (2018): 245-248.

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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.

"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.

"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.

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Duncan Simester

Duncan Simester🔗

NTU Professor of Marketing

Featured Publications

"Why Great New Products Fail."

Simester, Duncan. MIT Sloan Management Review, March 2016.

"The Lost Art of Thinking in Large Organizations."

Simester, Duncan. MIT Sloan Management Review, July 2016.

"Decision Stages and Asymmetries in Regular Retail Price Pass-through."

Mcshane, Blakeley B., Chaoqun Chen, Eric T. Anderson, and Duncan Simester. Marketing Science Vol. 35, No. 4 (2016): 619-639.

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Catherine Tucker

Catherine Tucker🔗

Sloan Distinguished Professor of Management

Featured Publications

"Inequality, Privacy, and Digital Market Design."

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

"Privacy Protection, Personalized Medicine, and Genetic Testing."

Miller, Amalia R., and Catherine Tucker. Management Science Vol. 64, No. 10 (2018): 4648-4668.

"Advertising to Early Trend Propagators: Evidence from Twitter."

Lambrecht, Anja, Catherine Tucker, and Caroline Wiertz. Marketing Science Vol. 37, No. 2 (2018): 177-199.

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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.

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.

"Website Morphing 2.0: Switching Costs, Partial Exposure, Random Exit, and When to Morph."

Hauser, John R., Guilherme Liberali and Glen Urban. Management Science Vol. 60, No. 6 (2014): 1594-1616.

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Birger Wernerfelt

Birger Wernerfelt🔗

J.C. Penney Professor of Management

Featured Publications

Adaptation, Specialization, and the Theory of the Firm: Foundations of the Resource-based View.

Wernerfelt, Birger. Cambridge, MA: Cambridge University Press, 2016.


Wernerfelt, Birger. In Organizational Leadership: New Studies in Strategy, Entrepreneurship, Knowledge, and Methodology, 1-2. Copenhagen, Denmark: Djoef Publishing, 2016.

"The Comparative Advantages of Firms, Markets, and Contracts: A Unified Theory."

Wernerfelt, Birger. Economica Vol. 82, No. 326 (2015): 350-367. Download Paper.

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Juanjuan Zhang

Juanjuan Zhang🔗

John D. C. Little Professor of Marketing

Featured Publications

"Tweeting as a Marketing Tool: A Field Experiment in the TV Industry."

Gong, Shiyang, Juanjuan Zhang, Ping Zhao, and Xuping Jiang. Journal of Marketing Research Vol. 54, No. 6 (2017): 833-850.

"Deadlines in Product Development."

Zhang, Juanjuan. Management Science Vol. 62, No. 11 (2016): 3310-3326.

"Learning from Experience, Simply."

Lin, Song, Juanjuan Zhang, and John R. Hauser. Marketing Science Vol. 34, No. 1 (2015): 1-19. Media. Appendix. Download Paper.

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