FacultyConsentAgendaItem

RequestforAuthorizationtoImplementaNewDegreeProgram

ProgramName&Degree MasterofScienceinMarketing

Requestedby(College/Department) EllerCollege

CIPCode 52.1401

PurposeofProgramToprovidestudentswithacomprehensivefoundationintheprinciplesandpracticesofmarketinganditsroleindevelopingandimplementingsuccessfulbusinessandmarketingstrategies.Graduatingstudentsexpectedtohavedeepconceptualandanalyticalskillsvaluedinawidevarietyofindustrysectors,bothnationallyandinternationally.SomeexceptionalstudentswillpursuedoctoraleducationandacademiccareersinMarketing.

5-yearprojectedannualenrollment

1styear 2ndyear 3rdyear 4thyear 5thyear

4 14 15 20 25

Source(s)ofFundingMostofthecoursesweofferintheprogramandcurrentlyalreadyofferedtoourfull-timeMBAstudents.ThesalariesforthesefacultymembersarealreadycoveredbytheEllerCollegeofManagement.

Wehavethreeadditionalcoursesforwhichwewillofferspecialsectionstothestudentsinourproposedprograms–MKTG552(2credits),MKTG510(2credits),andACCT542(2credits)–atotalof6credits.UnderthenewRCMmodelbeingimplementedwithintheEllerCollege,thesecostswouldbechargedtotheMarketingDepartment.Itisestimatedthatthesegraduatelevelcourseswouldcostabout$8000percreditforanadditionaltotalcostof$48000($8000times6).

ThesourceoffundingforthesesalarieswouldbetherevenuesaccruingtotheDepartmentfromtheRCMmodelforteachingthisgraduateprogram.Inthe2015-16year,theserevenues,netofallcosts,werearound$95000.Withcontinuinggrowthinenrollment,weexpectthattheserevenuesshouldenableustooffsettheadditionalfacultysalariesfortheMSMprogram.

Approvals:

ABORGraduateCouncilCAACProvost’sCouncil

Approved 6-8-2017Approved3-25-2017Approved3-28-2017Approved4-3-2017

Approved 4-3-2017FacultySenateExecutiveCmteFacultySenate

Proposal Initiated 3/14/2017

1

NEW ACADEMIC PROGRAM –REQUEST FORM

I. PROGRAM NAME, DESCRIPTION AND CIP CODE

The Marketing Department already offers a Master’s level program called “Master of Science in Management (with a concentration in Marketing)”. This application is a request to approve a completely independent and stand-alone “Master of Science in Marketing” program starting Fall 2018.

A. PROPOSED PROGRAM NAME AND DEGREE(S) TO BE OFFERED – for PhD programsindicate whether a terminal Master’s degree will also be offered.

Master of Science in Marketing.

Yes, we do plan on offering the Master’s degree as a terminal degree to students who are not able to successfully complete their PhD in Marketing.

B. CIP CODE – go to the National Statistics for Education web site(http://nces.ed.gov/ipeds/cipcode/browse.aspx?y=55) to select an appropriate CIPCode or contact Pam Coonan (621-0950) coonan@email.arizona.edu for assistance.

52.1401

C. DEPARTMENT/UNIT AND COLLEGE – indicate the managing dept/unit and collegefor multi- interdisciplinary programs with multiple participating units/colleges.

Marketing Department, Eller College of Management

Campus and Location Offering – indicate by highlighting in yellow the campus(es) and location(s) where this program will be offered.

UA South Campus UA Main UA Online Sierra Vista Tucson Online Douglas UA Downtown Mesa Distance Campus Pima CC East Phoenix Biomedical Campus Chandler Pinal County Phoenix Paradise Valley Santa Cruz Yuma UA Science and Tech Park

2

II. PURPOSE AND NATURE OF PROGRAM–Please describe the purpose and nature of yourprogram and explain the ways in which it is similar to and different from similarprograms at two public peer institutions. Please use the attached comparison chart toassist you.

The Marketing Department already offers a Master’s level program called “Master of Science in Management (with a concentration in Marketing)”. For a long period of time, the program was just a terminal Master’s degree for students who could not successfully complete their PhDs. Starting academic year 2014-15 we reconfigured the program to students interested in securing a Master’s degree in Marketing and aiming to become marketing professionals in the industry. We have had 3, 14, and 13 students in the first three academic years, i.e. 2014-15, 2015-16, and 2016-17, respectively.

With an increasing need and demand for specialization for a core business function (Marketing), many comparable business schools that offer MBA programs have also started to offer Master of Science in Marketing (MSM) program. To compete with these programs and make the value proposition of our own program more direct and clearer, we seek a stand-alone program that will offer a Master of Science in Marketing (MSM) degree rather than the currently used Master of Science in Management (with a concentration in Marketing) degree. Given that: (a) Our enrollment over the past 3 academic years (2014-15 through 2016-17) has been 30 students and (b) We continue to work towards and expect higher enrollments in future years, we strongly believe that that MSM program is capable of being an independent stand-alone program rather than being a sub-plan within a Master of Science in Management.

The primary goal of the program is to provide students with a comprehensive foundation of the principles and practices of marketing and its role in developing and implementing successful business and marketing strategies. The curriculum, to be offered by renowned and world-class faculty in the Marketing Department, will provide students with a marketing-focused curriculum that provides both conceptual frameworks as well as analytical tools to develop and hone their critical marketing skills in formulating and identifying business and marketing problems and opportunities, understanding customers and incorporating customer insights to make informed marketing decisions, and designing effective marketing plans to improve business performance. We expect students graduating from the program to have deep conceptual and analytical skills that would be valued in a wide variety of industry sectors, both nationally and internationally. In addition, we expect the program to kindle an interest amongst exceptional students to pursue doctoral education and an academic career in Marketing.

Many comparable business schools offer both MBA programs as well as Master of Science in Marketing (MSM) programs. In general, these two types of programs differ along three dimensions:

3

Focus – MSM programs are primarily meant for students who wish to concentrate their studies and be professionals only in Marketing while the emphasis of the MBA program is on a wider range of business courses and careers (e.g., Finance, Accounting, Operations, etc).

Prior Work experience – Usually MBA programs prefer admitting students who have had some work experience after earning an undergraduate degree. MSM programs do not have any such requirements.

Duration – Usually fulltime MBA programs are over two years (with a minimum of 48 credits). In contrast, MSM programs are of shorter durations of 12 or 16 months (with a minimum 30 credits).

Our MSM program is similar, overall, to the one offered at the Mays Business School, Texas A&M University, College Station, Texas. A copy of the course requirements is attached for ready reference. Both programs offer students a choice of 12-month and 16-month options. In addition, there are many content areas and courses that are colon across the two programs and both require students to complete a Summer Internship. However, there are some aspects on which the two programs are different. These include:

1. Credit requirement – The requirement of 36 credits at Texas A&M is slightly higher than ourrequirement of minimum 30 credits.2. Summer Internship credit – Our MSM summer internships are more involved and are for 6credits compared to 3 at Texas A&M.3. Courses – The Texas A&M program offers courses in Services Marketing and in FinancialManagement. We currently do not offer these courses. However, we do offer elective coursesin International Marketing, Relationship Marketing, and Marketing Strategy that are not offeredat Texas A&M.4. Enrollment – Texas A&M currently has larger enrollments with 41 students in the currentyear while we have 13 students. However, we do expect increased enrollments in the future.

Rather than offering an MSM program, some other business schools offer a MS in Business Analytics program with a Marketing Track. The one offered at the Leeds School of Business, University of Colorado Boulder, is a good example. It is a 36-credit, 12-month program that started offering a Marketing Track from May 2016, with less than ten students. The objective of this program is very different from ours. The focus of this program is on developing technical skills in managing big data and statistical modeling for the use of analytics in Direct Marketing, Site Selection and CRM (Customer Relationship Management) Decisions. Graduates of this program may find positions such as Lead Analyst, Data Strategist and Marketing Analyst in industry. Of course, given the nature of the broader subject area (Marketing), there are a few similarities with our program in that 12 credits are obtained in taking four Marketing Courses in Pricing, Market Intelligence, Customer Analytics and Digital Marketing. A copy of the course requirements is attached for ready reference.

4

III. PROGRAM REQUIREMENTS – list the program requirements, including minimum number of credit hours, required courses, and any special requirements, including subspecializations, subplans, theses, internships, etc. Use the comparison chart to explain how your requirements are similar to and different from the two programs at the two public peer institutions to which you compared your program in Section II.

Students will have to complete a minimum of 30 credits (at least 24 credits in graduate coursework in Marketing and 6 credits in the Summer Internship/Masters field project) and maintain a minimum GPA of 3.0 throughout their studies to successfully complete the program. The program may be completed in 12 or 16 months. The 16-month option starts in the Fall of one year (e.g., August 2017) and ends in the Fall of the following year (e.g., December 2018). Students will take graduate coursework in Marketing in the Fall, Spring, and the following Fall semester. In the Summer semester, students will undertake a Professional Internship or complete a Masters field project under the guidance of Marketing Department faculty members. The 12-month option starts in Fall and concludes in August of the following year at the end of the Summer semester. All students are required to take five courses: MKTG 552, 510, 572, and 546 and ACCT 542. The remaining courses are elective courses. The details of the courses currently offered are given below. Note that these students will take most of the elective courses alongside students enrolled in the full time MBA program and some electives alongside students enrolled in both the FTMBA and the EvMBA programs. In case the actual demand is high, we will add additional sections of the respective courses. In the long run, we will modify our course offerings and offer new courses as situations arise.

A. CURRENT COURSES AND EXISTING PROGRAMS -- list current courses and existing university programs which will give strengths to the proposed program. If the courses listed belong to a department that is not a signed party to this implementation request, please obtain the department head’s permission to include the courses in the proposed program and information regarding accessibility to the course(s) for students in the proposed program.

The following courses are all listed in our catalog and are being currently offered by the Marketing Department. MKTG 552: Introductory Statistics for Managers This graduate level course provides an introduction to the basic concepts of probability, common distributions, statistical methods, and data analysis. It is foundation course intended for graduate students and is required of all students in the Master’s Program in Marketing. The goal of course is to ensure that students understand basic principles of statistics and can select

5

appropriate statistical tools and apply them correctly. Topics include descriptive statistics, sampling distributions, estimation, hypothesis testing, inferences on two populations, simple and multiple regression, and logistic regression.

Fall A, 2 units

MKTG 510: Market-Based Management This course is designed as an advanced level introduction to the basic principles and concepts in marketing. The goal is to expose you to these concepts as they are used in a wide variety of settings, including consumer goods firms, manufacturing and service industries, small and large businesses. The course will give you an overview of marketing strategy issues, elements of a market situation analysis (company, customers, and competition) as well as the fundamental elements of the marketing mix – product, price, placement (distribution) and promotion. You will be challenged to apply the principles you learn in class to current and real world marketing issues. As with any class, the knowledge that you take away from the class will be determined in large part by the degree to which you pursue an understanding of the materials covered. This includes reading the assigned materials, asking informed questions, and interacting with your peers as you prepare assignments.

Fall B, 2 units

MKTG 530: Management of Marketing Communications This is a marketing strategy course focusing on branding and brand management which are primarily but not exclusively conveyed through integrated marketing communications, which includes packaging, advertising, web sites, promotions, press releases, corporate facility design and layout, in-facility signage, employee attire, employee pamphlets, corporate policies, corporate communications, and annual reports; ALL firm-authored communication to its various constituents. We will be examining the creation of brands and brand management, evaluating the execution of planned and emergent corporate and marketing communications, and designing integrated, effective, new brand initiatives and communications. Some areas of the content you will be exceedingly familiar with e.g., advertising and corporate culture. Other areas you may be less familiar with e.g., corporate branding initiatives, event promotions, co-branding, product placements, consumption collectives, press releases, and pre-emptive actions designed to head-off potential governmental legislation or favor specific industry standards. We will be examining branding and IMC from many vantages, such as, the production firm, direct and indirect competitors, the advertising agency, marketing consultants, promoters, investors, employees, consumers, government, and society. Our goal is to gain a 360° perspective of branding and marketing communications. Our levels of analysis will shift from individuals to collectives. You will be responsible for conducting primary and secondary research, recognizing branding and communications theories in action, and creating effective brand strategies, corporate communications and marketing campaigns.

3 Units

6

MKTG 542: Relationship Marketing Strategic approaches in customer relationship management to include customer identification, acquisition, development, attrition and retention. Analytical tools are used to explore customer databases, lifetime value of customers, and return on marketing investment.

3 units

MKTG 556: Pricing Strategy and Tactics To create and capture value for their firms, marketers use the 4 Ps of the marketing mix – (1) the product, (2) its promotion, (3) its distribution, and (4) its pricing. The first three elements create value for the customer while the last one captures value for the company. If effective product development, promotion and distribution sow the seeds of business success, effective pricing is the harvest. Although effective pricing can never compensate for poor execution of the first three elements, ineffective pricing can surely prevent those efforts from resulting in financial success. The contemporary business world is replete with examples of companies that create great value for their customers yet fail to capture that value in their earnings. One reason is their failure to integrate their value creating activities with their pricing decisions.

3 units

MKTG 546: Marketing Strategy The key objective of this course in marketing strategy will be the development of a long-term marketing strategy for a company or business organization by focusing on its customers, competitors, and market opportunities. The course provides you an opportunity to broaden your understanding of strategic marketing and to develop skills and gain experience in formulating, implementing and monitoring marketing strategy. This experience will be of value not only to those of you seeking careers in marketing but also to those interested or involved in careers in business consulting, technology management, entrepreneurship, corporate strategy, sales & distribution and human resources management.

3 units

MKTG 559: Product & Innovation Strategy Formulating and implementing strategy for growth; analyzing and influencing market structure; developing, pricing, testing new entries; managing the portfolio.

3 units

MKTG 560: International Marketing This course examines how international business variables affect the marketing process. It examines the mechanics and strategies of international marketing, and discusses issues which shape the environment of international business.

7

3 units

MKTG 572: Marketing Research for Managers This course will provide you with an overview of the issues involved in acquiring, analyzing, and interpreting marketing research data. You should take this class if you intend to interface with marketing research teams or expect to use marketing data in your career. Please note that the course will not provide sufficient depth to prepare you for a career as a marketing research specialist. More specifically, you will gain familiarity with exploratory research (including projective techniques and focus groups), descriptive research (including observational and survey research), and causal research (including experimentation and test marketing). You will also gain skills in the statistical analysis and reporting of quantitative data. The emphasis will be on the interpretation and proper use of these techniques for actual marketing problems such as segmentation, customer analysis, advertising effectiveness, and product design.

3 units

MKTG 555E: Branding for Managers Some of a firm’s most valuable assets are the brands that it has invested in and developed over time. Although manufacturing processes can often be duplicated, strongly held beliefs and attitudes established in consumers’ minds cannot. This MBA elective provides students with insights into how profitable brand strategies can be created. It addresses three important questions: (1) How do you build brand equity? (2) How can brand equity be measured? and (3) How do you capitalize on brand equity to expand your business? Its basic objectives are to provide an understanding of: (1) Important issues in planning and evaluating brand strategies; and (2) Appropriate concepts and techniques to improve the long-term profitability of brand strategies.

3 units

ACCT 542: Introduction to Financial & Managerial Accounting This course provides an introduction to financial and managerial accounting topics. It concentrates on concepts involved in understanding and analyzing external financial statements as well as teaching basic decision making tools for internal financial managers. These would include understanding how accrual based accounting is used to record economic transactions, evaluate financial statements including income statements, balance sheets, and statement of cash flows, analyze a company’s financial position and performance, comprehend the cost behaviors and apply these cost structures to goods and services, and calculate standard costs and compute cost variances for manufacturing and service organizations.

2 units

MKTG 909: Master's Project After two semesters of working with our world renowned faculty and gaining in-depth knowledge about marketing, students will implement what they learned during a summer

8

internship with a local or globally owned company. Internships should be in a position that is marketing focus and in an area that interests the student. Internship positions will be 20 hours a week and students will work from the beginning of summer to the end. Students will receive course credit for the work they complete during their internship. Completing a summer internship is a mandatory part of this program’s curriculum.

International students must register for internship in order to take Curricular Practical Training (CPT).

International students who wish to take an internship must submit required paperwork to the International Students Office (ISPS). For deadline and paperwork information, please visit the ISPS website for the CPT packet you will be required to submit to ISPS.

6 units

B. SPECIAL CONDITIONS FOR ADMISSION TO/DECLARATION OF THIS MAJOR-explain in detail the criteria to join this major, including GPA requirements, completion of courses prior to declaration, application process, interviews, etc. These conditions must be approved by faculty governance to be enforced.

ADMISSION CRITERIA The minimum entrance requirements for the program are:

• A B.S. or B.A. degree from an accredited institution of higher learning. • Minimum GPA: 3.00 • No work experience is required. Lack of work experience would not affect the

admissions decision. • GRE/GMAT score reports are required. These scores should be reported for tests taken

within 5 years of the intended term of enrollment. The minimum GMAT score should be 550.

• TOEFL (minimum score of 85) required for international students if their college education is primarily from a non-English speaking country. The TOEFL scores should be reported for tests taken within 2 years of the intended term of enrollment. International students who are already seeking a degree from an accredited US institution will be exempt from reporting the TOEFL scores.

Applications will be reviewed by the Marketing Department under the supervision of the Department Head. The committee will review the applications for metrics (incoming GPA, GRE/GMAT scores, TOEFL scores), the quality of undergraduate education, and work experience (if any). Applicants that successfully pass this screen might be scheduled for a 30-minute interview via Skype. The admissions committee will them provide a recommendation on whether to admit the applicant or not.

9

ADMISSION DEADLINE

March 31st for International applicants

May 5th for domestic applicants

PROGRAM ADMINISTRATION

The program will be administered by the Marketing Department faculty and staff members.

C. NEW COURSES NEEDED -- list any new courses which must be added to initiate theprogram; include a course prefix, number, title, catalog description and number ofunits for each of these courses.

We already offer all these courses to our current MBA students. We do not foresee new courses being offered in the immediate future.

D. REQUIREMENTS FOR ACCREDITATION -- describe the requirements for accreditationif the program will seek to become accredited. Assess the eligibility of the proposedprogram for accreditation.

Successful accreditation review of Eller College of Management programs by AACSB was completed in 2011.

IV. STUDENT LEARNING OUTCOMES AND ASSESSMENT

This being a new program, your suggestions on how to best address these two items isvery much appreciated!

A. STUDENT OUTCOMES -- describe what students should know, understand, and/orbe able to do at the conclusion of this program of study.

The purpose of the MSM program is to develop students for work in a sector of the marketing profession. A successful graduate is expected to start working in industry and some may decide to join a Ph. D. Program in Marketing for further academic studies. The courses are designed to achieve three major learning outcomes that are assessed while students are in the program. After degree completion, graduates will be periodically surveyed on actual application of knowledge and skills acquired as a MSM student. The longitudinal survey findings will be used to modify course inputs and to design new course offerings to better serve the dynamic marketplace. The major learning outcomes are:

10

Learning Outcome 1: Use and understand statistical methods to analyze data to aid in marketing decision making.

Learning Outcome 2: Understand the basic elements of a marketing mix program and use and apply behavioral, economic, and analytical tools to comprehend business and marketing situations and actions.

Learning Outcome 3: Develop critical conceptual and analytical skills in designing, implementing, and evaluating competitive marketing strategies.

B. STUDENT ASSESSMENT -- provide a plan for assessing intended student outcomeswhile the students are in the program and after they have completed the degree.

Each of the core learning outcomes will be assessed multiple times in a variety of courses. The details for each are provided below.

Learning Outcome 1: Use and understand statistical methods to analyze data to aid in marketing decision making.

Outcome Assessment:

MKTG 552 - Individual outcomes are assessed using tests and assignments. Assignments are designed like case studies to assess students’ ability to identify the variable types, the associated measure and the respective analysis. Tests evaluate their learning of statistical techniques like hypothesis testing and regression models.

MKTG 572 – Students work individually and in teams to formulate marketing research questions, design their own data collection instruments, collect and analyze primary and secondary data, and present research findings. Students are expected to learn and utilize statistical techniques including Chi-Squared analysis, univariate analysis including t-tests and z-tests, and multivariate analysis including regression models like ordinary least squares and logistic regressions.

MKTG 542 – Individually, students complete a variety of predictive analysis assignments. Students learn and are tested on techniques including discriminant analysis, cluster analysis, and conjoint analysis. In addition, student teams complete a Datamining and Data visualization Project on business objective formulation, data requirement and analysis.

MKTG 546 – Students will apply regression and conjoint analysis to cases and a class project to understand differences in market segments, sensitivity of each segment to various product features and marketing actions (e.g., price and advertising), compute a consumer’s willingness-to-pay for a certain set of features, and understand the trade-offs they make between these features.

11

Learning Outcome 2: Understand the basic elements of a marketing mix program and use and apply behavioral, economic, and analytical tools to comprehend business and marketing situations and actions. Outcome Assessment: MKTG 510 – Students are tested individually on exam that covers all the fundamental aspects of marketing including customer value proposition and life-time value, segmentation and positioning, estimating market potential and size, and pricing, promotion, branding, and channel related issues. Mini cases involving different marketing programs are presented and students evaluate whether the programs was executed correctly and whether those was the correct program to execute given the market and business conditions. Students also use output from analytical tools like cluster analysis and conjoint analysis to solve marketing challenges. MKTG 530 – Student teams are evaluated on their ability to conduct primary and secondary research and create effective brand strategies, corporate communications and marketing campaigns. MKTG 559 – Individually assessed through exercises in using data to generate customer preference insights and identify product strategy opportunities. MKTG 556 - Individually assessed via case based problems in (i) using techniques to estimate value to customer, (ii) analyzing role of distribution channels and promotion strategy in communicating value, (iii) applying price customization and optimal bundling strategies for better value capture. MKTG 546 – Assessments are based both individually and as a group. Students are taught multiple concepts which are then assessed using case-based problems. These include (i) understanding and computing the economic value of the product/service to the consumer, (ii) assessing the drivers of customer loyalty and behavior, (iii) assessing the effectiveness of various positioning strategies and how pricing, channels, promotional, branding, and product-related aspects fit with these positioning strategies. Learning Outcome 3: Develop critical conceptual and analytical skills in designing, implementing, and evaluating competitive marketing strategies. Outcome Assessment: MKTG 510 - Individually assessed through written case analyses. MKTG 560 – Student teams use their qualitative and quantitative skills to create and implement a marketing plan with a clear positioning strategy.

12

MKTG 556 – Student teams design and implement their strategy in two competitive simulations – (i) competitive pricing in a direct channel, and (ii) managing channel conflict and competitive pricing dynamics in a dual distribution system. MKTG 546 - In this capstone class, students analyze a variety of full length business cases and are assessed individually and in teams regarding their ability to identify problems and solutions in competitive markets. These assessments include (a) understanding how the economic value of the product/service as well as customer loyalty and behavior fundamentally impact how firms design marketing programs, (b) understanding strategic decisions like where should firms locate themselves in the value-chain to provide the best value to their customers, (c) designing effective positioning strategies to build brands and brand equity in both for-profit as well as not-for-profit sectors, (d) designing effective integrated pricing and channel strategies. V. STATE'S NEED FOR THE PROGRAM

A. HOW DOES THIS PROGRAM FULFILL THE NEEDS OF THE STATE OF ARIZONA AND THE REGION? -- INCLUDE AN EXPLANATION OF THE PROCESS OR SOURCE FOR ARRIVING AT ALL NUMBERS USED IN THIS SECTION

1. IS THERE SUFFICIENT STUDENT DEMAND FOR THE PROGRAM? --. There is increasing interest in specialization within the business school and hence our own program. Last year, we received 51 applications and 13 students joined in August 2016. In addition currently there are 4 non-degree seeking students who, we hope, will become eligible for the program in Spring 2017. 2. What is the anticipated student enrollment for this program? (Please

utilize the following tabular format).

5-YEAR PROJECTED ANNUAL ENROLLMENT 1st Year 2nd Year 3rd Year 4th Year 5th Year

Number of Majors

4 14 15 20 25

3. What is the local, regional and national need for this program? Provide

market analysis data or other tangible evidence of the need for and interest in this program This might include results from surveys of current students, alumni, and/or employers or reference to student enrollments in similar programs in the state or region. Include an assessment of the employment opportunities for graduates of the program during the next three years.

13

There is increasing demand from both industry and academia for more specialized training in marketing. As evidence of this demand, please see below the recent placement record of students graduating from our Master’s program. Graduates of the program at the end of Summer 2016 have found full time positions in industry as follows:

• Shiseido Counter Manager, Dillards in Tucson, AZ • Market Research Analyst, IMS Health in San Francisco, CA • Digital Marketing Operations and Campaign Management Senior Analyst, Accenture • Product Marketing Specialist, Sunquest in Tucson, AZ • Case Manager, Sky Vision Investment Group in San Marino, CA • Freelance Designer, Guerrilla Artist Collective • Marketing Manager, SuperSpace in Los Angeles, CA

In addition, graduates from our program have joined the Doctoral Program in Marketing at The University of Arizona and at University of Texas Arlington. One current student has received offers to join the Doctoral Programs at the University of Texas at Dallas, University of Connecticut, and Texas A&M University.

4. Beginning with the first year in which degrees will be awarded, what is the anticipated number of degrees that will be awarded each year for the first five years? (Please utilize the following tabular format).

PROJECTED DEGREES AWARDED ANNUALLY

1st Year 2nd Year 3rd Year 4th Year 5th Year Number of Degrees

4 14 15 20 25

IV. APPROPRIATENESS FOR THE UNIVERSITY -- Explain how the proposed program is consistent with the University mission and strategic direction statements of the university and why the university is the most appropriate location within the Arizona University System for the program. Please explain how this proposed program is consistent with the College strategic plan. As we stated earlier, the Marketing Department already offers this program under a Master of Science in Management (with a concentration in Marketing) degree. There are at least three important ways in which this program is consistent with the strategic plan and benefits the Eller College and our University:

14

1: Enhance the Department’s ability to support our core FTMBA and other platforms: Marketing electives are critical for further improving and sustaining the quality of our FTMBA and related programs. However, given the small size of our FTMBA program (enrollment are at most 50 students every year), most of our Marketing electives have an average enrollment of around 8-10 students. These low enrollments have two undesired consequences. First, it becomes uneconomical for us to justify even the current set of marketing electives that are essential to sustain a high-quality MBA program; hence it curtails our ability to offer a meaningful set of electives to the FTMBA program. Second, given the discussion-oriented format of many of these elective courses, smaller class sizes reduce the overall experience and learning students get in these electives. Indeed, in discussions with past and current MBA students, we found out that students use smaller class sizes as a signal to infer “program or course” quality and reduces their confidence in what they learn in class. The MSM program is an effective way to increase these class sizes in an economically justifiable manner. Students in this program will take most of the elective courses alongside students enrolled in the FTMBA program and some electives alongside students enrolled in both the FTMBA and the EvMBA programs (e.g., Hybrid courses). Since these courses are already offered, there are no incremental faculty costs to be borne in implementing the program. Further, until demand reaches a tipping point, we do not foresee having separate sections for these electives. Consequently, we will not need additional faculty resources to teach the current set of courses. In addition, we hope that the combined strength of our class sizes from MBA and MSM students will enable us to support more MBA electives (e.g., Digital Marketing and Services Marketing). In essence, the MSM program will have two salutary effects as summarized below.

• Provide students in the FTMBA and related programs with an enhanced and higher quality experience through a deeper and more involved discussion of the issues of interest.

• Improve our ability to offer current electives more consistently as well as offer more electives in the FTMBA as well as other platforms.

2: Provide incremental revenues to the School and the Department by tapping into new sources of demand: We have noted a demand (and are also receiving more applications) amongst not only domestic graduates but also the more affluent students in international markets (e.g., China, India, Korea, Taiwan, Kuwait, etc.) for better quality, content-driven “American-style” graduate education in Marketing. For instance, during their visits to China, our faculty members receive many requests for such programs that are not of the general MBA type but specialized in Marketing. Other peer institutions (e.g., University of Maryland, University of Rochester, New York University, University of Virginia, Oxford University, UCLA, etc.) have started tapping into this market through offering such focused Masters programs. We believe that by offering an integrated program and a compelling set of elective offerings, we can attract some of these students and generate much needed incremental revenues for both the School and the Department that would help support our core mission. We are also confident that the MSM program would not cannibalize enrollment in the FTMBA or other programs in any meaningful way for the following reasons:

• A majority of FTMBA students who have majored with a concentration in Marketing over the past 2-3 years have been from the continental US.

• The program is directed at students who want to focus and specialize in marketing topics. In contrast, the MBA program has a much broader focus and requires students to take a broader

15

set of MBA courses offered (e.g., Finance, Management, MIS, Economics, Business Communications, etc.) and seeks to develop other skills like leadership etc. The only potential exception is a course in Financial Accounting and a course in Entrepreneurship that we could subsequently add at a later date.

• The nature of the MSM program suggests that we do not require the applicants to have any work experience.

• The career choice are likely to be different from typical MBA graduates. In fact, we expect some of the students, upon graduation, to pursue doctoral studies in marketing, both at Eller and other schools.

• In addition to GMAT, we will accept GRE scores for admissions purposes. This will tap into a very different pool of applicants.

In sum, the MSM program will improve the ability of the Marketing Department to improve on both the quality and quantity of our offerings in all our Graduate platforms (FTMBA, EvMBA, OMBA). In its absence, however, and given the current economic environment, we will find it increasingly difficult to financially justify even the current set of marketing electives that are crucial for our high-quality MBA program. 3: Creating and disseminating high quality research is a key mission of UA: As explained in the two foregoing points, the MSM program enables us to have more elective graduate courses with more students per class. This enables our Marketing Department to attract more high quality research faculty. This is consistent with the strategic plan of the Eller College and the mission of our University.

V. EXISTING PROGRAMS WITHIN THE ARIZONA UNIVERSITY SYSTEM

A. Arizona University System -- List all similar programs at the same academic level

(Bachelor's, Master's, Doctoral) currently offered in the Arizona University System. (Please utilize the following tabular format).

Program Name

Degree Type

Number of Students Enrolled

LOCATION

University & Site

PROGRAM ACCREDITATION?

YES/NO Master of Science in Business Analytics (MS-BA)

MS 158 W.P. Carey School of Business, Arizona State University

YES

Curricular Affairs (and the Graduate College for graduate programs) will determine if you are required to complete a comparison chart to discuss the ways in which the proposed program differs from University of Arizona programs.

The Master of Science in Business Analytics program at Arizona State University delivered by the Departments of Information Systems and Supply Chain Management at the W.P. Carey School of Business. It is a 9-month full time day format program for recent college graduates

16

with very strong quantitative backgrounds. For those working full time while attending school, it is also offered in 16-month ONLINE form (where students take 5-week courses one at a time). Students are required to take 9 courses and complete an applied project in teams. Of the 9 courses ONLY ONE is in Marketing Analytics. The other 8 courses are in areas such as Enterprise Analytics, Data Mining, Analytical Decision Making Tools, Data-driven Quality Management,etc. Clearly the emphasis is not on becoming a marketing specialist and hence is very different from our program. Within the University of Arizona, we are not aware of any program that prima facie has much overlap with our MSM program. The School of Retailing and Consumer Sciences only offers undergraduate programs and does not currently offer any graduate level program (https://cals.arizona.edu/fcs/rcsc). The Department of Communications at the University of Arizona, Tucson, offers a Master of Arts in Communication (https://comm.arizona.edu/node/555). In this program, irrespective of whether students choose the thesis or non-thesis option, they are required to complete 34 credits over 2 years with a GPA of 3.0 or higher. The essential focus of the MA program in Communications is to provide in-depth understanding of various theories and forms of communication. Of course, communication is of interest to marketers too and some of these forms of communication are covered, albeit very briefly, in the MKTG 530 (Management of Marketing Communications) course offered in the MSM Program. Apart from this minor overlap and as one can see in the following table that documents all the courses offered in each program, there is virtually nothing in common between the courses in this Communication program and our program. We also secured a letter from Professor Chris Segrin, Department Head of Communications stating that he has reviewed our proposal and that a side-by-side comparison between our program and the MA in Communications has minimal overlap. We have included the letter with this proposal.

MS Marketing MA Communication Required Core Courses

MKTG 552 – Introductory Statistics for Managers (2) ACCT 542 – Introduction to Financial & Managerial Accounting (2) MKTG 510 – Market-Based Management (2) MKTG 572 – Marketing Research for Managers (3) MKTG 546 – Marketing Strategy (3) MKTG 909 – Internship [Master’s Report] (6)

Required Core Courses COMM 500 – Introduction to Graduate Studies in Communication (3) COMM 561 – Research Methodologies I (3) COMM 571 – Research Methodologies II (3) Theory Seminars: COMM 609 – Media (3) COMM 610 – Interpersonal (3) COMM 620 – Social Influence (3) COMM 669 – Health (3)

17

COMM 909 – Master’s Report (2) Elective Courses

MKTG 530 – Management of Marketing Communications (3) MKTG 555E – Branding for Managers (3) MKTG 556 – Pricing Strategy (3) MKTG 559 – Product Strategy (3) MKTG 560 – International Marketing (3)

Elective Courses COMM 503 Theories of Small Group Communication (3) COMM 505 Mass Communication and Children (3) COMM 507 Family Communication (3) COMM 509 Theories of Mass Communication (3) COMM 510 Struggle for the Presidency (3) COMM 511 Communication and Conflict Management (3) COMM 514 Verbal Communication (3) COMM 515 Nonverbal Communication (3) COMM 517A Relational Communication (3) COMM 519 Mass Media Policy and Regulation (3) COMM 520 Communication and the Legal Process (3) COMM 522 Presidential Leadership & Communication (3) COMM 524 Media and Politics in America (3) COMM 528 Communication Research Methods (3) COMM 550 Communication and Cognition (3) COMM 576 Field and Observational Methods (3) COMM 589 Scholarly Communication (3)

In sum, our MSM program has very little overlap with either the MS in Business Analytics program offered at ASU or the MA in Communications program offered by the Department of Communications at the University of Arizona. VI. EXPECTED FACULTY AND RESOURCE REQUIREMENTS

A. FACULTY

1. Current Faculty -- List the name, rank, highest degree, primary department and estimate of the level of involvement of all current faculty members who will participate in the program. If proposed program is at the graduate level, also list the number of master's theses and doctoral

18

dissertations each of these faculty members have directed to completion. Attach a brief vita for each faculty member listed.

The vitae of all faculty members teaching the listed classes and/or mentoring students for their field projects are attached.

2. Additional Faculty -- Describe the additional faculty needed during the next three years for the initiation of the program and list the anticipated schedule for addition of these faculty members.

No additional faculty requirement is currently foreseen.

3. Current Student and Faculty FTEs -- Give the present numbers of Student FTE (identify number by graduate and undergraduate students) and Faculty FTE in the department or unit in which the program will be offered.

Current number of undergraduate degree-seeking students: 428 Current number of full-time graduate degree-seeking students: 11 Current Faculty FTE: 16.5

4. Projected Student and Faculty FTEs -- Give the proposed numbers of Student FTE and Faculty FTE for the next three years in the department or unit in which the program will be offered.

Projected number of undergraduate degree-seeking students: 450 Projected number of graduate degree-seeking students: 25 Projected Faculty FTE: 18.5

B. LIBRARY

1. Acquisitions Needed -- Describe additional library acquisitions needed during the next three years for the successful initiation of the program.

No additional library acquisitions are anticipated.

C. PHYSICAL FACILITIES AND EQUIPMENT

1. Existing Physical Facilities -- Assess the adequacy of the existing physical facilities and equipment available to the proposed program. Include special classrooms, laboratories, physical equipment, computer facilities, etc.

19

Existing physical facilities and equipment are adequate.

2. Additional Facilities Required or Anticipated -- Describe physical facilities and equipment that will be required or are anticipated during the next three years for the proposed program.

D. OTHER SUPPORT

1. Other Support Currently Available -- Include support staff, university and

non-university assistance. Currently we have one joint Program Coordinator for the Department’s existing doctoral program, Master’s Program, and Minor Program. The Master’s Program accounts for about 1/3rd of her work-load.

2. Other Support Needed, Next Three Years -- List additional staff needed and other assistance needed for the next three years.

If the Program enrollment goes beyond 25, we will have to provide additional administrative support for the Program and could require a full-time coordinator. VII. FINANCING

A. SUPPORTING FUNDS FROM OUTSIDE SOURCES --List.

B. BUDGET PROJECTIONS FORM -- Complete the budget projections form describing the current departmental budget and estimating additional costs for the first three years of operation for the proposed program. Please note that these costs for each year are incremental costs, not cumulative costs. Include in this budget the anticipated costs for support for instruction, administration of the program, graduate students, marketing, the support discussed in Section VI-D.2, and any other costs that will be needed.

See attached. We have also included a note to describe how we arrived at our cost projections and how our cost projections overestimate the incremental costs from offering the Masters Program. VIII. OTHER RELEVANT INFORMATION

MAYS BUSINESS SCHOOL TEXAS A&M UNIVERSITY

16-MONTH

MASTER OF SCIENCE IN MARKETING

COURSE REQUIREMENTS

I. *Prerequisites (0-15 hours, depending on previous courses completed):

Graduate Courses Semester Offered TAMU Undergraduate Equivalent

MKTG 621 Survey of Marketing (Fall, Spring, Summer) (MKTG 409/321)

MGMT 655 Survey of Management (Fall, Spring, Summer) (MGMT 309/363)

FINC 635 Financial Management (Fall, Spring, Summer) (FINC 409/341)

ACCT 640 Acctg. Concepts and Procedures (Fall, Spring, Summer) (ACCT 209 or 229)

**STAT 651 Statistics in Research I (Fall, Spring, Summer) (SCMT, STAT 303 or other)

II. Requirements:

Fall semester

1. MKTG 665 Research for Marketing Decisions 3 hrs

2. MKTG 625 Marketing Engineering 3 hrs.

3. MKTG 670 Marketing Leadership 1 hr.

4. MKTG 685 Directed Studies 1 hr.

Take 1 of these 3:

4. MKTG 650 Analyzing Consumer Behavior 3 hrs. or

5. MKTG 656 Branding and Mktg. Communications 3 hrs. or

6. MKTG 671 Product Innovation 3 hrs. 11 hrs.

Spring semester

1. MKTG 673 Services Marketing 3 hrs.

2. MKTG 660 Marketing Consulting 3 hrs.

3. MKTG 670 Marketing Leadership 1 hr.

4. FINC 629 Financial Management I 3 hrs.

5. Business or Statistics elective 3 hrs. 13 hrs.

Summer

MKTG 684 Professional Internship 3 hrs. 3 hrs.

Fall semester

1. MKTG 660 Marketing Consulting 3 hrs.

2. MKTG 635 Marketing Analytics and Pricing 3 hrs.

Take 1 of these 3:

3. MKTG 650 Analyzing Consumer Behavior 3 hrs. or

4. MKTG 656 Branding and Mktg. Communications 3 hrs. or

5. MKTG 671 Product Innovation 3 hrs. 9 hrs.

Total hours required 36 hrs.

*Students will complete all prerequisites before beginning the Requirements. Students who previously

took an undergraduate or graduate equivalent of a required MS-Marketing course may be given

permission to take another marketing course or a course in another field in the place of that course.

**An on-line statistics short course will be required of admitted students the summer before admission.

For additional information, contact: Dr. Stephen W. McDaniel; Director, MS-Marketing Program

201G Wehner Building

Phone: (979) 845-5801

E-Mail: MS-Mktg@mays.tamu.edu

Website: http://marketingmasters.tamu.edu

BUSINESS ANALYTICS

The MS Business Analytics degree focuses on the exciting and fast-growing field of “big data.” Merging developments in marketing and customer analytics with operations research, business analytics, aspects of computer science and statistical methods, the specialization offers a technical, quantitative, and statistically intensive program designed to train specialists in turning “big data” into business decisions. Analytics may be used as input for human decisions or may drive fully automated decisions about why some data pattern is observed, what will happen next, and how a firm can adapt to optimize that outcome.

This twelve-month program includes extensive coursework and an application of materials, preparing students for a range of job opportunities. In addition to the academic coursework, four enrichment seminars in topics ranging from teamwork and leadership to ethics and corporate social responsibility support our commitment to developing the “whole student,” by incorporating professional development into the academic experience.

The experiential project pairs students with clients in industry to work on important practical problems in business analytics. Students work under the supervision of faculty and meet together weekly to discuss progress, jointly work on problems, and to share experiences. This hands-on analytics project management experience prepares graduates to make an immediate meaningful contribution in the workplace.

Semester Courses Credits

Spring Preparation

Admission to the program may recommend or require preparation or refresher courses in statistics, math, business, or online instruction in analytic tools (R, SQL, etc.)

Summer

A Term (6 weeks) Survey of Business Analytics Quantitative Methods or Advanced Statistical Analysis

B Term (6 weeks) Data Systems

Analytics Lab 3 3 3 3

Fall

Data Analytics Advanced Data Systems Marketing Track OR Accounting/Risk Track See Track Alternatives on back

3 3

3

3

Spring

Supervised Business Analytics Project Project Management Marketing Track OR Accounting/Risk Track

3 3

3 3

Total Credits 36

BUSINESS ANALYTICS

Customer analytics uses data from customer behavior to help make key business decisions via predictive analytics and prescriptive analytics. This information is used by businesses for direct marketing, site selection, and customer relationship management. Business analytics focuses on developing new insights and understanding of business performance based on data and statistical methods.

Business analytics makes extensive use of data, statistical and quantitative analysis, explanatory and predictive modeling, and fact-based management to drive decision making.

Leeds Master’s Program in Business Analytics provides optional/suggested paths of study for the applied use of analytic technologies. We provide curriculum tracks in the following disciplines:

Marketing (beginning 2016 – 2017) Accounting/Risk (beginning 2017 – 2018) Decision Science (beginning 2017 – 2018) Health and Life Science (beginning 2018 – 2019)

Marketing Track Curriculum Fall Spring Pricing Customer Analytics Market Intelligence Digital Marketing

Accounting/Risk Track Curriculum Fall Spring Audit & Assurance Advanced Audit Accounting Info Systems Accounting Ethics Advanced Business Law

Supervised Business Analytics Project

Based on an “action learning” model, the course is designed to provide hands-on analytics project management experience, amplified by shared experiences with other students. Exposes students to the multiple facets of business analytics at an executive level and integrates program coursework with this experience. While gaining first-hand experience, students are also adding value to the company by completing a project that draws on the skills gained through course work and educational experiences.

For additional information, please visit our website at www.colorado.edu/business/ms-programs

Or email us at leedsms@colorado.edu

Arizona’s First University – Since 1885

13 March 2017 Mrinal Ghosh Head, Department of Marketing Eller College of Management The University of Arizona 1130 E. Helen Street Tucson, AZ 85721-0108 Dear Dr. Ghosh: Thank you for contacting me about your proposed Masters of Science in Management degree program. We have reviewed your proposal and the side-by-side comparison with the MA in Communication and find minimal overlap. Accordingly, the Communication Department has no objection to your proposal. We wish you the best with this degree program. Sincerely,

Chris Segrin Department Head

Department of Communication

Communication Bldg. #25, Rm 211

College of Social and Behavioral Sciences

1103 E. University Blvd. Tucson, AZ 85712-0025

Tel: (520) 621-1366 Fax: (520) 621-5504

A Note on the Budget Projections for the Master in Science in Marketing Program

We would like to bring to your attention two sets of issues related to the continuing expenditure for the program with special focus on faculty costs (line 38). 1: The full-time MBA (FTMBA) Program at the Eller College of Management is very small (batch size of at most 50); due to this the elective courses offered by the Marketing Department had very few students (often times less than 10). At the same time, however, the MBA students always demanded more electives to have a most comprehensive education and skill-set. Hence, the department offered many electives despite small class sizes. The Masters program was redesigned in 2014-15 with the aim of increasing the class sizes in our electives by having more students in the class-room without increasing the cost of instruction. This is also of immense benefit to the FTMBA students because the in-class discussions enhance their own experience from the program. That has indeed been our plan of action with the Masters students being part of the same courses as the Full-time MBA students. As these courses were already offered (mostly by our tenure-track and/or tenured faculty members), the incremental cost of instruction for the Masters Program in Marketing is negligible (almost $0) for the elective courses in marketing. The only incremental costs borne for the Masters Program are for the core MKTG 510 (Market-Based Management), and the MKTG 552 (Business Statistics for Managers) courses. 2: Most of the faculty in our Program are tenure-track (both untenured and tenured) faculty whose work-load distribution is, on average, 40% towards teaching, 40% towards research, and 20% towards service. To construct the total faculty costs reported on line 38, we assumed that the faculty member’s total salary would be allocated only to teaching-related activities and spread across the number of on-load courses each faculty member teaches in a given year. For example, if a tenure-track faculty member teaches 3 on-load courses in one year (the usual teaching load in the Department) and one of those courses is a course for the Masters program (or joint with the FTMBA program), then we allocated 1/3rd of the faculty member’s total salary to the course. Then, suppose x% of the SCH from the course were due to the Masters students in the course (the remaining being FTMBA students), we allocated x% of that faculty member’s salary from the course to the Masters program. The final number was arrived at by adding it over all the courses that we offer. We could have constructed faculty costs differently. Specifically, given that only 40% of their work-load distribution is for teaching purposes, we could have allocated only 40% of their total salary towards teaching related activities. Note that this way, the cost of instruction for the program would be significantly lower than what we report on line 38. Said otherwise, based on 1 and 2 above, the costs reported on line 38 are high-end estimates of the costs of instruction for the program.

PROJECTED

1st Year 2014 - 2015

2nd Year 2015 - 2016

3rd Year 2016 - 2017

METRICSNet increase in annual college enrollment UGNet increase in college SCH UGNet increase in annual college enrollment Grad 4 14 13 Net increase in college SCH Grad 48 268 300 Number of enrollments being charged a Program Fee 3 14 13 New Sponsored Activity (MTDC) - - - Number of Faculty FTE 8.0 8.0 9.0

FUNDING SOURCESContinuing SourcesUG RCM Revenue (net of cost allocation)Grad RCM Revenue (net of cost allocation) 23,700 140,700 154,000 Program Fee RCM Revenue (net of cost allocation) 16,730 145,000 136,000 F and A Revenues (net of cost allocations)UA Online Revenues Distance Learning RevenuesReallocation from existing College funds (attach description)Other Items (attach description)Total Continuing $ 40,430 $ 285,700 $ 290,000

One-time SourcesCollege fund balancesInstitutional Strategic InvestmentGift FundingOther Items (attach description)Total One-time $ - $ - $ -

TOTAL SOURCES $ 40,430 $ 285,700 $ 290,000

EXPENDITURE ITEMSContinuing ExpendituresFaculty 50,618 156,710 179,708 Other Personnel 12,100 13,333 Employee Related Expense 17,716 54,849 62,898 Graduate Assistantships - Other Graduate Aid - Operations (materials, supplies, phones, etc.)Additional Space Cost Other Items (attach description)Total Continuing $ 68,334 $ 223,659 $ 255,939

One-time ExpendituresConstruction or RenovationStart-up EquipmentReplace EquipmentLibrary ResourcesOther Items (attach description)Total One-time $ - $ - $ -

TOTAL EXPENDITURES $ 68,334 $ 223,659 $ 255,939

Net Projected Fiscal Effect $ (27,904) $ 62,041 $ 34,061

BUDGET PROJECTION FORM

Name of Proposed Program or Unit: ACTUAL

BIKRAM P GHOSH Associate Professor of Marketing Eller College of Management University of Arizona 1130 E. Helen Street, Tucson AZ 520-626-3372 (office) 803-317-8282 (cell) Email: bghosh@email.arizona.edu Academic Background PhD in Marketing, January 2007, Purdue University Master of Arts in Economics, January 2001 - August 2002, Purdue University Employment Associate Professor of Marketing (with tenure), University of Arizona, August 15- Associate Professor of Marketing (with tenure) and Moore School Research Fellow, University of South Carolina, January 2013 – August 15 Assistant Professor of Marketing, University of South Carolina, August 2006 – December 2012 Other Visiting Associate Professor of Marketing, City University of Hong Kong, October – November 2013 Visiting Professor, Nanjing University, June-July 2012 Publications

“Strategic price competition and product bundling”, with Subramanian Balachander, Management Science, 2007, Vol 53(1), 159-168. “Why Bundle Discounts can be a Profitable Alternative to Competing on Price Promotions?” with Subramanian Balachander and Axel Stock, Marketing Science, 2010, Vol 29(4), 624-638

“Advertising effectiveness, Digital Video Recorders and Product Market Competition”, with Axel Stock, Marketing Science, 2010, Vol 29(4), 638-649 “Social Sharing of Information Goods: Implications for Pricing and Profits”, with Michael R. Galbreth and Mikhael Shor, Marketing Science, 2012, Vol 31(4), 603-620 "Competition and Sustainability: the Impact of Consumer Awareness", with Michael R. Galbreth, Decision Sciences, 2013, Vol 44(1), 127-159. - Best paper award, Decision Sciences Journal, 2013. “Bayesian Estimation of a Simultaneous Probit Model Using Error Augmentation: An Application to Multi-buying and Churning Behavior”, with Subramanian Balachander, Quantitative Marketing and Economics, 2013, Vol 11(4), 437-458 “The Competitive Impact of Targeted Television Advertising Using DVR Technology”, with Michael R. Galbreth and Guangzhi Shang, Decision Sciences, 2013, Vol 44(5), 951-971. “Impact of Consumer Attentiveness and Search Costs in Firm Quality Disclosure: A Competitive Analysis”, with Michael R. Galbreth, Management Science, 2013, Vol 59(11), 2604-2621. Working papers and papers under review “Popularity and Quality Asymmetry”, with Michael R. Galbreth Under Review at Management Science. “Optimal Retail Return Policies with Consumer Opportunism” with Guangzhi Shang and Michael R. Galbreth, Under Revision for third review at Productions and Operations Management “User Generated Reviews and Experience Goods” with Pelin Pekgun and Michael R. Galbreth, Under Review at Marketing science “Asymmetric Uncertainty and Endogenous Market Segmentation in Experience Goods”, with Michael R. Galbreth “Framing consumer movements: Social Networks and the Origins of collective actions in the marketplace” with Nicholas Pendarvis, David Crockett and Stacey Mumbower

Conferences and Presentations Reducing Churn and Improving Free Trial Conversion with Real-Time Price Optimization for Sirius XM”, Wharton University of Pennsylvania, January 2013 Impact of Consumer Attentiveness and Search Costs in Firm Quality Disclosure: A Competitive Analysis, Washington University St. Louis, October 2012 Sharing Information Goods with Consumer Networks: Implications for Pricing and Profits, University of Houston, CT Bauer College of Business, March 2011 Sharing Information Goods with Consumer Networks: Implications for Pricing and Profits. NASMEI, Great Lakes Institute of Management, December 2010. “Advertising Effectiveness, Digital Video Recorders and Product Market Competition”, With Axel Stock, 2008, Marketing Science Conference, University of British Columbia, Vacouver, Canada. “Cross Buying Discount and Competition”, with Subramanian Balachander, 2007, Marketing Science Conference, Singapore Management University, Singapore “Cross Buying and Customer Churn Behavior”, with Subramanian Balachander, 2006, Marketing Science Conference, University of Pittsburgh, Pittsburgh “Strategic Price Competition and Product Bundling”, with Subramanian Balachander, 2005, Marketing Science Conference, Emory University, Atlanta “Strategic Price Competition and Product Bundling”, with Subramanian Balachander, 2004, Haring Symposium, Indiana University, Bloomington Teaching Customer Relationship Management and Datamining, (MBAs and undergraduates); Fall 2015. International IMBA, Customer Relationship Management and Datamining (MKTG 708), University of South Carolina, Spring 2010, Spring 2011, Spring 2012, Spring 2013, Spring 2014. Professional MBA, Customer Relationship Management and Datamining (MKTG 708T), University of South Carolina, Summer 2007, Summer 2008, Summer 2009, Spring 2012, Spring 2013, Spring 2014.

Database Marketing, City University of Hong Kong, October – November 2013. International MBA, Pricing Strategy and Analysis, University of South Carolina, Spring 2013. Principles of Marketing, Nanjing University, China, Summer 2012 Pricing Management, Nanjing University, China, Summer 2012 Marketing Strategy (MKTG 465), University of South Carolina, Spring 2007, Spring 2008, Spring 2009, Spring 2010, Fall 2010, Spring 2011. Principles of Marketing (MKTG 350), University of South Carolina, Fall 2006. Principles of Marketing, Purdue University, Fall 2002, Fall 2004, Spring 2005, Fall 2005. Marketing Research, Purdue University, Spring 2006. Service Professional Adhoc Reviewer for Marketing Science, Management Science, Journal of Retailing, Production and Operations Management, Decision Sciences. Student Thesis/Committees PhD

o Helena Allman (2010-2013). Placed at University of West Florida o Nicholas Pendarvis (in progress). o Guangzhi Shang (Management Science, 2014). Placed at Florida State University o Supratim Dasgupta (Economics, 2010-2013). Placed as visiting faculty at the Economics department of Moore school of Business. o Hilmi Atahan Atadil (Hotel, Restaurant and Tourism Management, 2013-) Service to the University of South Carolina o Committee member, EIMBA and GMBA (2013-) o Faculty coordinator for University of South Carolina and SAP University Alliances Program (2011-) o Moore School PMBA committee member (2010-2011) o Member of Moore School Business Analytics taskforce (2013-)

Service to the University of Arizona o Member of doctoral committee o Member of promotion and tenure committee References Wilfred Amaldoss Thomas A. Finch Jr. Professor The Fuqua Business School Duke University Durham, NC, 27708 919-660-1994 wilfred.amaldoss@duke.edu

Anthony Dukes Associate Professor of Marketing Marshall School of Business University of Southern California Los Angeles, CA, 90089-0808 213-740-3846 dukes@marshall.usc.edu Sanjay Jain Professor and J.C. Penney Chair in Marketing and Retailing Studies Mays school of Business Texas A&M University 979.845.8812 sjain@tamu.edu

YONG LIU UNIVERSITY OF ARIZONA

1 OF 11

YONG LIU Eller College of Management Phone: 520-621-9320 Department of Marketing Fax: 520-621-7483 The University of Arizona 1130 E. Helen Street email: yoliu@eller.arizona.edu Tucson, AZ 85721 http://www.u.arizona.edu/~yoliu/ CHRONOLOGY OF EDUCATION

Ph.D. in Business Administration (major field: marketing), November 2002 University of British Columbia, Canada

Master of Engineering (major field: engineering economics), June 1996 Tianjin University, China

Bachelor of Engineering (major fields: engineering economics, computer and application), June 1993 Tianjin University, China

CHRONOLOGY OF EMPLOYMENT

2010-present: Associate Professor of Marketing Gary M. Munsinger Chair in Entrepreneurship & Innovation, Eller Faculty Fellow Eller College of Management University of Arizona

2006-2010: Assistant Professor of Marketing

Eller College of Management University of Arizona

2002-2006: Assistant Professor of Marketing

Martin J. Whitman School of Management Syracuse University, NY

HONORS AND AWARDS

1. The 51st AMA-Sheth Foundation Doctoral Consortium Faculty, University of Notre Dame, 2016. 2. Eller College Dean’s Course Innovation Award, 2016 3. Eller College Dean’s Award for Undergraduate Teaching Excellence, 2015. 4. University of Arizona Honors College Outstanding Thesis Advisor Award, 2015. 5. Executive MBA Faculty Award for Outstanding Module, University of Arizona, 2011. 6. Journal of Retailing Outstanding Reviewer Award, 2012. 7. Journal of Interactive Marketing Best Paper Award Runner-up, 2011. 8. Eller Faculty Fellow, University of Arizona, 2010-2011. 9. Management Science Meritorious Service Award, 2009. 10. Marketing Science Institute (MSI) Young Scholar, 2007. 11. Eller College Student Council Award for Outstanding Commitment and Contribution, 2007,

2008, 2009. 12. Joseph W. Newman Memorial Fund for Research and Professional Development Budget

Supplement, University of Arizona, 2007-08, 2008-09, 2009-10.

YONG LIU UNIVERSITY OF ARIZONA

2 OF 11

13. Recipient, Strategic Faculty Development Fund, Syracuse University, 2005. 14. Ben Ware Research Award, Office of Vice President for Research, Syracuse University, 2005. 15. Fellow, Center for the Study of Popular Television, S.I. Newhouse School of Public

Communications, Syracuse University, 2002-03. 16. Fellow, American Marketing Association Doctoral Consortium, University of Southern

California, Los Angeles, 1999. 17. University Graduate Fellowship & Li Tze Fong Memorial Fellowship, University of British

Columbia, 1999-2000. 18. Entrepreneurship Research Alliance Fellowship, University of British Columbia, 1998. 19. E. D. MacPhee Memorial Fellowship, University of British Columbia, 1997-98.

EDITORIAL BOARD MEMBER

1. Marketing Science: 2016-present, and four previous terms (2011-2015, 2005-2007, 2002-2005). “Best Reviewers (from 1,000+ Reviewers) During Current Editor-in-Chief’s Term” “Best 77 of 904 Reviewers During Current Editor-in-Chief’s Term” “Best Regular and Ad hoc Reviewers” “A Few of the Great Reviewers Out of More Than 600 Reviewers” “A Few of the Most Productive Reviewers.”

2. Journal of Retailing: 2011-present, Associate Editor.

Journal of Retailing Outstanding Reviewer Award, 2012 Among the eleven “AEs and ERB members who excelled in terms of timeliness of their

review, constructive comments and the number of manuscripts reviewed,” in JR Editorial, 2014 (4).

3. Canadian Journal of Administrative Sciences: 2009-2012. Reviewing submissions in marketing

models. RESEARCH INTERESTS

Quantitative models of marketing strategies Innovation and business models Social interactions and new media Marketing strategies for media and cultural products, especially movie marketing Competitive strategies for business and nonprofits Firm strategies during product-harm crisis

TEACHING INTERESTS

Marketing strategy, Innovation & new product strategies, Entrepreneurship and innovation, Business analytics, Media analytics, Entertainment industries marketing, Social media.

PUBLICATIONS

1. Lin, Mingfeng, Yong Liu and Siva Viswanathan (2016), "Effectiveness of Reputation in Contracting for Customized Production: Evidence from Online Labor Markets," forthcoming at Management Science.

YONG LIU UNIVERSITY OF ARIZONA

3 OF 11

2. Liu, Angela, Yong Liu and Ting Luo (2016), “What Drives a Firm’s Choice of Product Recall Remedy? The Impact of Remedy Cost, Product Hazard, and the CEO,” forthcoming at Journal of Marketing.

3. Liu, Yong, Robert E. Lusch, Yubo Chen and Jurui Zhang (forthcoming), “The Emergence of Innovation as a Social Process: Theoretical Exploration and Implications for Entrepreneurship and Innovation,” in S. Nambisan (ed.) Open Innovation, Ecosystems and Entrepreneurship: Issues and Perspectives, World Scientific Publishing.

4. Liu, Y., Mai, E. S., & Yang, J. (2015). Network externalities in online video games: an empirical analysis utilizing online product ratings. Marketing Letters, 26 (4), 679-690.

5. Zhang, Jurui, Yong Liu and Yubo Chen (2015), “Social Learning in Networks of Friends versus Strangers,” Marketing Science, 34 (4), July-August: 573-589.

6. Liu, Angela Xia, Yong Liu and Tridib Mazumdar (2013), “Star Power in the Eye of the Beholder: A Study of the Influence of Stars in the Movie Industry,” Marketing Letters, August, pp. 1-12. Lead article.

7. Chen, Yubo, Yong Liu and Jurui Zhang (2012), “When Do Third-party Product Reviews Affect Firm Value and What Can Firms Do? The Case of Media Critics and Professional Movie Reviews,” Journal of Marketing, 76 (2): 116-134.

8. Liu, Yong, Yubo Chen, Shankar Ganesan and Ronald Hess (2012), “Product-harm Crisis Management and Firm Value,” in S. Bharadwaj and S. Ganesan (ed.) Handbook of Marketing and Finance, Edward Elgar Publishing Co., pp. 293-314.

9. Li, Xiarong, Daniel Zeng, Yong Liu and Yanwu Yang (2011), “Click Fraud and the Adverse Effects on Competition,” IEEE Intelligent Systems, 26 (6): 31-39.

10. Chakravarty, Anindita, Yong Liu, and Tridib Mazumdar (2010), “Differential Influences of Online Word-of-Mouth and Critics’ Reviews on Pre-release Movie Evaluation,” Journal of Interactive Marketing, 24 (3): 185-197.

This paper is a runner-up for the 2011 JIM Best Paper Award.

11. Liu, Yong, Yubo Chen, Robert F. Lusch, Hsinchun Chen, David Zimbra, and Shuo Zeng (2010), “User-Generated Content on Social Media: Predicting New Product Market Success from Online Word-of-Mouth,” Trends & Controversies: Business and Market Intelligence 2.0, IEEE Intelligent Systems, 25 (1): 75-78.

12. Lusch, Robert F., Yong Liu, Yubo Chen (2010), “Evolving Concepts of Markets & Organizations: The New Intelligence and Entrepreneurial Frontier,” Trends & Controversies: Business and Market Intelligence 2.0, IEEE Intelligent Systems, 25 (1): 71-75.

13. Chen, Yubo, Shankar Ganesan, and Yong Liu (2009), “Does a Firm’s Product Recall Strategy Affect Its Financial Value? An Examination of Strategic Alternatives during Product-harm Crises,” Journal of Marketing, 73 (6): 214-226.

14. Zhao, Xuan, Derek Atkins and Yong Liu (2009) “Effects of Distribution Channel Structure in Markets with Vertically Differentiated Products,” Quantitative Marketing and Economics, 7 (4): 377-397.

YONG LIU UNIVERSITY OF ARIZONA

4 OF 11

15. Liu, Yong and Charles Weinberg (2009), “Pricing for Nonprofit Organizations,” in Vithala R.

Rao (ed.) Handbook of Research in Pricing, Edward Elgar Publishing Co., pp. 512-534.

16. Krider, Robert, Tieshan Li, Yong Liu, and Charles Weinberg (2008), “Demand and Distribution Relationships in the Ready-to-Drink Iced Tea Market: A Graphical Approach,” Marketing Letters, 19 (1): 1-12, Lead article.

17. Putler, Daniel, Tieshan Li and Yong Liu (2007), “The Effectiveness of Household Life-Cycle Models in Predicting Household Expenditure Behavior: An Empirical Examination,” Canadian Journal of Administrative Sciences, 24 (4): 284-299.

18. Liu, Yong (2006), “Word-of-Mouth for Movies: Its Dynamics and Impact on Box Office Revenue,” Journal of Marketing, 70 (3): 74-89.

The American Marketing Association lists this paper as the #2 most cited paper published in Journal of Marketing between 2006-2009.

SSRN Top Ten Download in Firm Behavior (Econometrics) and Marketing (New product Development and Product Line Management).

19. Liu, Yong, Daniel Putler, and Charles Weinberg (2006), “The Welfare and Equity Implications of

Competition in Television Broadcasting: The Role of Viewer Tastes,” Journal of Cultural Economics, 30 (2): 127-140.

20. Krider, Robert, Tieshan Li, Yong Liu, and Charles Weinberg (2005), “The Lead-Lag Puzzle of Demand and Distribution: A Graphical Method Applied to Movies,” Marketing Science, 24 (4): 635-645.

21. Liu, Yong, Daniel S. Putler, and Charles B. Weinberg (2004), “Is Having More Channels Really Better? A Model of Competition among Commercial Television Broadcasters,” Marketing Science, 23 (1): 120-133.

22. Liu, Yong and Charles B. Weinberg (2004), “Are Nonprofits ‘Unfair’ Competitors to Businesses? An Analytical Approach,” Journal of Public Policy and Marketing, 23 (1): 65-79.

This paper is selected as a synopsis article by JPPM. COURSES TAUGHT (with course information and teaching evaluation overall ratings) A. Undergraduate Courses

Innovation and Product Management, University of Arizona Elective course (marketing majors), 5.0/5.0

Marketing Research, University of Arizona Required course (marketing majors), 4.7/5.0 Marketing Research for Entrepreneurs, University of Arizona Required course (entrepreneurship majors), 4.3/5.0

B. Graduate/Professional Courses

Customer Value Proposition (Phoenix, AZ), University of Arizona

YONG LIU UNIVERSITY OF ARIZONA

5 OF 11

Executive MBA (core module) 4.8/5.0 Award: Executive MBA Faculty Award for Outstanding Module

Innovation and Product Strategy, University of Arizona MBA (elective course), n/a Marketing of Innovation, University of Arizona Evening MBA (capstone course), n/a Online MBA (core course), n/a Market-Based Innovation and Entrepreneurship, University of Arizona Evening MBA (capstone course), 4.8/5.0 Marketing Management, Syracuse University MBA (core course), 4.4/5.0 Marketing Decision Models and Support Systems, University of Arizona Doctoral seminar in marketing models, 5.0/5.0 Doctoral Seminar in Marketing, Syracuse University Doctoral seminar in marketing models, 4.8/5.0

SERVICE/OUTREACH A. University, College and Department Committees

University of Arizona: Department: Co-Chair, Faculty Recruiting Committee, 2015-2016 Chair, Task Force for Doctoral Seminar Restructuring, 2014-2015 Director, Marketing Doctoral Program, 2013-present Co-Chair (modeling and strategy), Marketing Faculty Recruiting Committee, 2013-2014 Marketing Faculty Annual Evaluation Committee (elected), each year since 2010 Marketing Doctoral Program Committee, each year since 2006 Marketing Faculty Recruiting Committee, 2012-2013 Marketing Department MBA /MS in Marketing/Executive MBA Committee, 2012-2013 Annual Lisle & Roslyn Payne Thinking Forward Research Symposium Committee, 2012-2013 Marketing Department Promotion and Tenure Committee, 2010-2011 Marketing Department Head Search Committee, 2009-2010 Doctoral Minor in Marketing Coordinator, 2007-2013 Department (of Marketing) Head Review Committee, 2008-2009 Organizing Committee, Lisle & Roslyn Payne Thinking Forward Research Symposium, 2007 Undergraduate Program Revision Committee, 2006-2007 College and University: Eller College Research and Doctoral Studies Committee, 2013-present External Member, Eller Department of MIS faculty recruiting committee, 2014-2015

YONG LIU UNIVERSITY OF ARIZONA

6 OF 11

Eller College Task Force on Distance Learning, 2009-2010 McGuire Center of Entrepreneurship Faculty Advisory Group, 2012-present Arizona Assurance Mentor, 2012-2013

Syracuse University:

Doctoral Studies Board, Whitman School of Management, 2005-2006 Faculty Advisor for the Syracuse University Internship Program, annually Member of the Future Professoriate Project, Syracuse University Graduate School, 2005-2006 Coordinator of the School of Management New Faculty Orientation, 2004, 2005 Faculty Advisor for the Hong Kong Culture Organization, 2002-2004

B. Service in the Profession

Reviewer for Major Academic Journals:

1. Journal of Marketing2. Marketing Science3. Management Science4. Journal of Marketing Research5. Journal of Consumer Research6. Journal of Retailing7. Journal of Interactive Marketing8. Marketing Letters9. MIS Quarterly10. Information Systems Research11. Canadian Journal of Administrative Sciences12. Journal of Cultural Economics13. Journal of Economics and Management Strategy

Invited Voting and Reviewing for Major Awards and Foundations:

Hong Kong Research Grants Council Social Science and Humanities Resources Council of Canada (SSHRC) The Research Foundation – Flanders (FWO, Belgium) ISMS John D. C. Little Award ISMS Frank M. Bass Award ISMS Long Term Impact Award Journal of Retailing Davidson Award Shankar-Spiegel Award for Best Dissertation Proposal in Direct/Interactive Marketing Louis Stern Award for Best Article on Marketing Channels and Distribution John A. Howard American Marketing Association Doctoral Dissertation Award

Organizational Roles in Academic Conferences:

Chair of Invited Special Session on Entertainment Analytics, INFORMS 2016 Annual Conference, Nashville, TN, November 2016.

Chair of Program Committee, The 3nd Binhai International Research Forum in Management Science, Tianjin, China, June 2016.

YONG LIU UNIVERSITY OF ARIZONA

7 OF 11

Co-chair (Media & Entertainment Track), American Marketing Association Winter Educator’s Conference, Las Vegas, USA, February 2016. Chair of Program Committee, The 2nd Binhai International Research Forum in Management Science, Tianjin, China, June 2015. Chair of Program Committee, The 1st Binhai International Research Forum in Management Science, Tianjin, China, June 2014. Chair of Program Committee, Research Forum on Marketing, Shanghai University of Finance and Economics, Shanghai, China, June 2013. Chair of Program Committee, Research Forum on Marketing, Shanghai University of Finance and Economics, Shanghai, China, June 2011. Co-chair (Marketing Research and Technology Track), American Marketing Association Summer Educator’s Conference, August 2009. Chair of Program Committee, Research Forum on Marketing, Shanghai University of Finance and Economics, Shanghai, China, June 2009. Conference coordinator, BCRST Annual Marketing Conference (University of Buffalo, Cornell University, University of Rochester, Syracuse University, University of Toronto), May 2005.

MEDIA QUOTES

The Arizona Daily Star, “Word of Mouth, the New Sign,” August 10, 2014. Bloomberg News, “Warner Bros. Said to Pull Some TV Ads for ‘Dark Knight’,” July 20,

2012. The Arizona Daily Star, “Shooting Aftermath Worries Business,” January 30, 2011. The Eller Times, “Thumbs Up: Eller Assistant Professor Yong Liu Studies Movie Marketing,”

October, 2007. The New York Times, “What Counts at the Box Office Is the Buzz,” July 24, 2006. ZDNet, “Yahoo Movies Fan Chatter Helps Box-Office Performance,” Blogs on Digital Micro-

Markets, http://blogs.zdnet.com/micro-markets/?m=20060725. The Word of Mouth Marketing Association, “How Does Buzz Affect a Movie’s Box Office

Take,” July 26, 2006, http://www.womma.org/research/. Tucson Citizen, “Selling Wisdom: Resourceful Experts Tell How to Promote Resources,”

November 1, 2006, http://www.tucsoncitizen.com/ss/business_edge/30934.php. BusinessWeek, Named one of three “Prominent Faculty” at the Martin J. Whitman School of

Management, Syracuse University, in 2006 Undergraduate B-School Profile. The Whitman School ranks #42 nationwide in undergraduate business programs by BusinessWeek.

INVITED/CONFERENCE PRESENTATIONS

“Effectiveness of Reputation in Contracting for Customized Production: Evidence from Online Labor Markets,” Invited Talk, University of North Carolina-Charlotte, March 2016. “Consumer Choice in On-Demand Video Service: The Effects of Previews,” (with Wendy Zhen Chen and Madhu Viswanathan)

YONG LIU UNIVERSITY OF ARIZONA

8 OF 11

Invited Talk, Conference on Big Data, Big Movies: How Algorithms Transform, Berlin, Germany, September 2016.

China India Customer Insight Conference, Yale School of Management/Cheung Kong Graduate School of Business, NYC, September 2015.

“The Effects and Mechanisms of Online Product Reviews”

Invited Speech, The 2nd Conference on Marketing and Internet Economy, Guilin, China, Nov 2015.

Invited Talk, Zhejiang University, Hangzhou, China, June 2015. “The Concentration of Start-ups in Incubators,” (with Weihe Gao), Society of Interdisciplinary Business Research (SIBR) Conference, Hong Kong, October 2015. “The Impact of Social Network on the Success of Innovation: A Study of the Hollywood Movie Industry,” (with Yubo Chen and Jurui Zhang), International Conference on Culture Creative Industry and e-Business, Shanghai, China, September 2014. “Modeling Quality and Price Decisions of Nonprofit Organizations and the Nonprofit / For-profit Competition,” (with Charles B. Weinberg)

Invited Talk, University of Sydney Business School, May 2015 Marketing Dynamics Conference, Tsinghua University, June 2015 University of Arizona-Arizona State University Research Symposium, Tempe, AZ, April

2014. “Advertising Decisions in Anticipation of Word-of-Mouth: Theory and Empirical Analysis,” (with Angela Liu and Zailong Wan),

SIBR 2014 Hong Kong Conference, September 2014. Invited Talk, Tianjin Institute of Technology, December 2013. Invited Talk, East China University of Science and Technology, December 2012.

“Exploring Movie Chatters on the Internet: The Implications for Online Product Reviews for Consumer Behavior and Firm Strategy,” Invited Talk, e-Commerce Workshop, University of Arizona, May 2013. “Social Network in Hollywood and the Market Success of Movies,” (with Yubo Chen and Jurui Zhang), 14th Annual Business and Economics Scholars Workshop in Motion Picture Industry Studies, Los Angeles, CA, November 2012.

“Price and Quality Decisions for Nonprofit Organizations Competing with Businesses: Beyond Information Asymmetry and Quality Preferences,” (with Charles B. Weinberg), University of Washington-University of British Columbia Annual Conference, Seattle, Washington, June 2012.

“The Impact of Social Networks on the Success of Project-Based Innovation,” (with Yubo Chen and Jurui Zhang)

INFORMS International Conference, Beijing, China, June 2012 Invited Talk, North Carolina State University, April 2012

“The Timing of New Product Release and Preannouncement-enabled Learning,” (with Yubo Chen and Liang Zhao) at the INFORMS Marketing Science Conference, Boston University, June 2012.

YONG LIU UNIVERSITY OF ARIZONA

9 OF 11

“The Impact of Social Networks on the Success of Innovation: A Study of the Hollywood Motion Picture Industry,” (with Jurui Zhang and Yubo Chen) at the INFORMS Marketing Science Conference, Boston University, June 2012.

“How Does Media Affect Consumer Adoption of Sustainable Products? Evidence from the Hybrid Vehicle Market,” (with Yubo Chen, Mrinal Ghosh, Liang Zhao) at the 30th University of Houston Doctoral Symposium, Houston, TX, April 2012.

“Advertising Decisions in Anticipation of Word-of-Mouth: Model and Evidence in Movie Marketing,” (with Angela Liu and Zailong Wan), Invited Talk, University of Arizona MIS Department, October 2011.

“Real-time Recommender Systems for Brick-and-Mortar Retailers: A RFID-enabled Shopping Path Approach,” (with Ping Yan and Daniel Zeng), Invited Talk, Tsinghua University, Beijing, China, June 2011.

“Social Learning in a World of Friends versus Connected Strangers: A Theoretical Model with Experiment Evidence,” (with Jurui Zhang and Yubo Chen) at the INFORMS Marketing Science Conference, Rice University, Houston, TX, June 2011.

“Mass Behavior in a World of Friends versus Connected Strangers: A Theoretical Model of Social Learning with Experimental Evidence,” (with Jurui Zhang and Yubo Chen) at the Annual University of Houston Doctoral Symposium, University of Houston, Houston, TX, April 2011.

“Movie Advertising When Word-of-Mouth Counts,” (with Xia Angela Liu and Zailong Wan) at the UCLA/Bruce Mallen Scholars and Practitioners Workshop in Motion Picture Industry Studies, UCLA, November 2010.

“Consumer Decisions and Firm Strategies during Format Wars,” (with Yubo Chen, Robert Lusch, Hsinchun Chen, Shuo Zeng) at the Marketing Science Conference, University of Cologne, June 2010.

“The Elites vs. the Crowds: How Third-party Experts Influence Consumer Opinions in the Marketplace,” (with Yubo Chen, Robert Lusch, Hsinchun Chen, David Zimbra) at the Marketing Science Conference, University of Cologne, June 2010.

“The Impact of Social Networks on the Success of Innovations: Theory and Empirical Evidence from the Hollywood Motion Picture Industry,” at Haring Symposium, Indiana University, Bloomington, IN, April 2010.

“Price and Quality Decisions for Nonprofit Organizations Competing with Businesses,” (with Chuck Weinberg) at the Marketing Science Conference, University of Michigan, 2009.

“Dynamics of Star Power Effects beyond the Opening Week,” (with Angela Liu and Tridib Mazumdar) at the Marketing Science Conference, University of Michigan, 2009

“The Success of New Product Development: A Perspective of Social Networks,” (with Yubo Chen and Jurui Zhang) at the Marketing Science Conference, University of Michigan, 2009.

“Effects of Third-party Reviews of New Product on Firm Value: The Case of Motion Pictures,” (with Yubo Chen and Jurui Zhang) at the Research Forum on Marketing, Shanghai University of Finance and Economics, 2009

YONG LIU UNIVERSITY OF ARIZONA

10 OF 11

“Does a Firm’s Product Recall Strategy Affect Its Financial Value? An Examination of Strategic Alternatives during Product-harm Crises,” (with Yubo Chen and Shankar Ganesan) at the Marketing Strategy Meets Wall Street Conference, Marketing Science Institute and Emory University, February 2009.

“Network Externality and Consumer Evaluation of New Products: Evidence from Online Gaming Industry,” (with Shirley Mai and Jun Yang) at the Marketing Science Conference, Vancouver, Canada, June 2008.

“Sources and Implications of Stardom: A Study of Star Power in the Motion Picture Industry,” (with Angela Liu and Tridib Mazumdar) at the Marketing Science Conference, Vancouver, Canada, June 2008.

“The Roles of Information and Sales Dynamics in the Movie Market,” at the Marketing Science Institute (MSI) 4th Biennial Young Scholars Program, Park City, Utah, January 2007.

“The Persuasiveness of Online Word-of-Mouth: A Study of Pre-release Information about Movies,” (with Anindita Chakravarty and Tridib Mazumdar) at the Marketing Science Conference, Atlanta, June 2005.

“Demand Saturation and the Impact of Promotion and Distribution Strategies: The Case of Movies,” at the Marketing Science Conference, Atlanta, June 2005.

“Word-of-Mouth for Movies: Its Dynamics and Impact on Box Office Revenue” at the Marketing Science Conference, Rotterdam, the Netherlands, June 2004.

“A Model of Price-Quality Heuristic and Informative Advertising,” (with Freddy Lee and Charles B. Weinberg) at the Buffalo-Cornell-Rochester-Syracuse-Toronto (BCRST) Annual Conference, Cornell University, Ithaca, NY, May 2003.

“Should Cable Operators Pay Retransmission Fee For Broadcasting Signals?” (with Daniel S. Putler and Charles B. Weinberg) at the Marketing Science Conference, Edmonton, Canada, June 2002.

“A Model of Monopolistic Behavior When Consumers Use Price-Quality Heuristics,” (with Freddy Lee and Charles B. Weinberg) at the Marketing Science Conference, Edmonton, Canada, June 2002.

“A Model of Product Positioning in Advertising Supported Media Markets,” (with Daniel S. Putler and Charles B. Weinberg) at the University of Washington – University of British Columbia Annual Conference, Seattle, May 2001.

“An Equilibrium Analysis of Price Competition Involving Nonprofit Organizations,” (with Charles B. Weinberg) at the Marketing Science Conference, Los Angeles, June 2000.

“A Conditional, Sequential Model of Household Purchasing Behavior,” (with Daniel S. Putler) at the Marketing Science Conference, Los Angeles, June 2000.

“Toward Solving the Lead/Lag Puzzle of Push versus Pull - A Graphical Approach Applied to Movies,” (with Robert Krider and Charles B. Weinberg) at the Marketing Science Conference, Syracuse, New York, May 1999.

YONG LIU UNIVERSITY OF ARIZONA

11 OF 11

“Household Life-Cycle Theory: An Empirical Examination of ‘Received Wisdom’,” (with Daniel S. Putler) at the Marketing Science Conference, Syracuse University, May 1999.

“Household Life-Cycle Theory: An Empirical Examination of ‘Received Wisdom’,” (with Daniel S. Putler) at the Institute for Operations Research and the Management Sciences Conference, Seattle, 1998.

“Methods of Geodemographic Marketing Analysis,” (with Daniel Putler) at the University of Washington – University of British Columbia Annual Conference, Seattle, April 1999.

GRANTS AND AWARDS

The Wharton School, University of Pennsylvania, Wharton Customer Analytics Initiative (WCAI) Research Opportunity, 2016 Center for Leadership Ethics Research Small Grant Award, University of Arizona, 2016-2017. National Natural Science Foundation of China, Research Grants on Advertising and Word-of-Mouth on the Internet, 2013-2015, 2014-2015. Center for Leadership Ethics Research Small Grant Award, University of Arizona, 2013-2014. McGuire Center for Entrepreneurship Research Small Grant Award (Cross-disciplinary), University of Arizona, 2013-2014. Marketing Science Institute (MSI) Research Award, 2010-2011. Joseph W. Newman Memorial Fund for Research and Professional Development Budget Supplement, University of Arizona, 2007-08, 2008-09, 2009-10. Ben Ware Research Award, Office of the Vice President for Research, Syracuse University, 2005. Earl V. Snyder Innovation Management Center, Syracuse University, 2005-2006. Earl V. Snyder Innovation Management Center and Robert H. Brethen Operations Management Institute, Syracuse University, 2004-2005. Center for the Study of Popular Television, S. I. Newhouse School of Public Communications, Syracuse University, 2002-2003.

1

JESPER H. NIELSEN

Associate Professor of Marketing Phone: (520) 621-4902 (o)

Joseph W. Newman Research Fellow Fax: (520) 621-7483

Eller College of Management e-mail: jesper@arizona.edu

University of Arizona http://u.arizona.edu/~jesper

Tucson, AZ 85721-0108

EDUCATION

Ph.D., Marketing.

University of North Carolina, 2003

M.B.A, Marketing Concentration

University of Baltimore, 1998

B.A., International Marketing Concentration

Towson University, 1997

Undergraduate degree, International Marketing

Aarhus Business College, Denmark, 1993

ACADEMIC POSITIONS

2011 to present Associate Professor of Marketing (with tenure)

University of Arizona, Tucson, AZ

2003 to 2011 Assistant Professor of Marketing,

University of Arizona, Tucson, AZ

1998 to 2003 Research Assistant and Instructor

University of North Carolina, Chapel Hill, NC

HONORS AND AWARDS

Joseph W. Newman Research Fellowship 2013-2015

Full-time MBA Outstanding Faculty Member of the Year Award, 2012

Karl Eller Research Fellowship, 2011-2012

Co-Chair, Society for Consumer Psychology Doctoral Consortium (with Rashmi Adaval,

Las Vegas 2012)

2

Joseph W. Newman Memorial Award, Marketing Department, University of Arizona.

Awarded in 2009 and 2010.

Kenan-Flagler Business School “Excellence in Teaching” award, May 2003

Interdisciplinary award for excellence in teaching. Awarded annually to one Ph.D.

student.

UNC Graduate School Dissertation Completion Fellowship, 2002

2001 AMA-Sheth Foundation Doctoral Consortium Participant

Smith Graduate Research Grant Recipient, UNC-Chapel Hill, October 2000

Runner up, Laurence Short International Student Award, University of Baltimore, 1998.

PUBLICATIONS

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2014), “How Positive Affect

from Childhood Advertising Exposure Creates Biased Product Evaluations in Adults”

Conditionally Accepted at the Journal of Consumer Research.

Shapiro, Stewart A. and Jesper H. Nielsen (2013), “What the Blind Eye Sees: Incidental

Change Detection as a Source of Perceptual Fluency,” Journal of Consumer Research,

39(6), 1202-1218. Equal Authorship.

Reinman, Martin, Wilko Feye, Alan Malter, Spike W.S. Lee, Josh Ackerman, Raquel

Castano, Nitika Garg, Robert Kreuzbauer, Aparna A. Labroo, Angela Y. Lee, Maureen

Morrin, Gergana Y. Nenkov, Jesper H. Nielsen, Maria Perez, Gratiana Pol, Jose Antonio

Rosa, Carolyn Yoon, and Chen-Bo Zhing (2012), “ Embodiment in Judgment and

Decision-Making” Journal of Neuroscience, Psychology, and Economics, 5(2), 104-123.

Boland, Wendy Attaya, Merrie Brucks, and Jesper H. Nielsen (2012), “Constructive

Preferences for Rejected Options: When You Can’t Get What You Want,” Journal of

Consumer Research, 38(5), 872 – 885.

Media mentions include Chicago Tribune

Nielsen, Jesper H., Stewart Shapiro, and Charlotte Mason (2010), “Emotion and

Semantic Onsets: Exploring Orienting Attention Responses in Advertising,” Journal of

Marketing Research, 46(7), December, 1138-1150

Nielsen, Jesper H. and Jennifer Edson Escalas (2010) “Easier Isn’t Always Better: The

Moderating Role of Processing Type on Preference Fluency,” Journal of Consumer

Psychology, 20(3), July, 295-305.

Media mentions include Forbes.com

3

Labroo, Aparna and Jesper H. Nielsen (2010) “Half the Thrill is in the Chase: Twisted

Inferences from Embodied Cognitions,” Journal of Consumer Research, 37 (1), June,

143-158. Equal authorship.

Media mentions include fitness magazine

Nielsen, Jesper H. and Stewart Shapiro (2009), “Coping With Fear Appeals through

Spreading Automatic Suppression,” Journal of Experimental Psychology: Applied, 15

(3), September, 258-274. Equal authorship.

RESEARCH PRESENTED AT PEER REVIEWED CONFERENCES

Lamberton, Cait, Ainslie Schultz, and Jesper Nielsen, “Collaboration’s Costs: Examining

the Self-Regulatory Consequences of Cooperation,” presented at the Society for

Consumer Psychology Conference, San Antonio TX, February 2013.

Shapiro, Stewart and Jesper Nielsen, “Look at Me Now: Automatic Change Detection as

a Moderator of Processing Fluency,” 2011 Association for Consumer Research

conference, St. Louis, MO.

Labroo, Aparna and Jesper Nielsen, “Spreading Activation Model Revisited: From Motor

Action to Habit Spirals,” 2010 Association for Consumer Research conference,

Jacksonville, FL.

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2010), “Long-Term Effects of

Advertising to Children on Judgment in Adulthood,” 2010 Association for Psychological

Science Conference, Boston, MA.

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2010), “Long-Term Effects of

Advertising to Children on Judgment in Adulthood,” 2010 European Association for

Consumer Research, London, England, June.

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2009), “Long-Term Effects of

Advertising to Children on Judgment in Adulthood,” 2009 Marketing and Public Policy

Conference, Washington, D.C., May 2009.

Nielsen, Jesper H. and Joel Huber (2009), “The Effect of Brand Awareness on Intrusive

Advertising,” 2009 Society for Consumer Psychology Conference, San Diego, CA,

February 2009.

Nielsen, Jesper H. and Jennifer Escalas (2009), “Preference Fluency and Transportation:

The Moderating Role of Processing Type,” 2009 Society for Consumer Psychology

Conference, San Diego, CA, February 2009.

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2009), “Long-Term Effects of

Advertising to Children on Judgment in Adulthood,” 2009 Society for Consumer

Psychology Conference, San Diego, CA, February 2009.

Connell, Paul M., Merrie Brucks, and Jesper H. Nielsen (2009), “Long-Term Effects of

Advertising to Children on Judgment in Adulthood,” 2009 Society for Personality and

Social Psychology Conference, Tampa, FL, February 2009.

4

Nielsen, Jesper H. and Stewart A. Shapiro (2008), “Positive Fear Control: How Fear

Appeals Inhibit the Processing of Threat-Relevant Advertising,” 2008 Society for

Consumer Psychology Conference, New Orleans, LA, February 2008.

Nielsen, Jesper H. and Stewart A. Shapiro (2006), “Spreading Fear: How Fear Appeals

Inhibit the Processing of Threat-Relevant Advertising,” Association for Consumer

Research Conference, Orlando, FL, September 2006.

Boland, Wendy A., Merrie L. Brucks, and Jesper Nielsen (2006), “Constructive

Preferences for Rejected Options: When You Can’t Get What You Want,” Association

for Consumer Research Conference, Orlando, FL, September 2006.

Linville, Patricia W., Jesper H. Nielsen, and Steve Hoeffler (2004), “Nonconscious

Priming of Decision Processing Goals: Does Priming Reduce Heuristic Biases,” 2004

Society for Consumer Psychology Conference, San Francisco, Feburary 2004 (Special

Session Chair)

Linville, Patricia W., Jesper H. Nielsen, and Steve Hoeffler (2002), “Non-Conscious

Priming of Decision Processing Goals: Does Priming Reduce Heuristic Biases,” 2003

Duck Conference on Social Cognition, Duck, NC, June 2003

Linville, Patricia W., Jesper H. Nielsen, and Steve Hoeffler (2002), “Non-Conscious

Priming of Decision Processing Goals,” 2002 Behavioral Decision Research in

Management Conference, Chicago, IL, May 2002.

Nielsen, Jesper H. and Charlotte H. Mason (2001), “Cutting Through Clutter: Exploring

the Attention Grabbing Effects of Advertisement Headlines,” 2001 Society for Consumer

Psychology Conference, Scottsdale, Arizona, February 2001.

Nielsen, Jesper H. and Charlotte H. Mason (2000), “Attention Grabbers: An Exploration

of the Automatic Categorization of Advertisement Headlines,” 2000 Association for

Consumer Research Conference, Salt Lake City, Utah, October 2000.

OTHER INVITED PRESENTATIONS AND SYMPOSIA (non-job talks)

“Fluency in Judgment and Decision Making,” Guest Lecture in UA Management

Department Pro-Seminar.

Invited Roundtable Discussant (Embodied Cognition), 2011 Association for Consumer

Research conference, St. Louis, MO.

“Embodied Approach and Twisted Inferences” University of Arizona Department of

Marketing Board of Advisors’ Meeting, March 5 2010

“The Critical Role of Brand Recognition Following Intrusive Advertising,” Invited

presenter at University of Arizona Institute for Behavioral Economics special event on

communication. January 2010.

“Be Careful What You Wish For: The critical role of brand recognition following

intrusive advertising,” University of Arizona Psychology Department, September 2007.

“When Good Brands Do Bad: The Importance of Stimulus Unawareness,” Arizona State

University, December 2005.

5

“Non-Conscious Priming of Decision Processing Goals: Does Priming Reduce Heuristic

Biases?” 2004 Arizona Consortium, Arizona State University West 2004.

“Attention Grabbers: Eliciting Automatic Attention Responses from Pre-attentive Ad

Exposure,” 2002 Haring Symposium, Bloomington, Indiana, March 2002.

PROFESSIONAL SERVICE (EXTERNAL)

2013-present Editorial Review Board, Journal of Retailing

2012 Co-Chair, Society for Consumer Psychology Doctoral Symposium

2011 Program Committee, Asia-Pacific Association for Consumer Research Conference

2011 Program Committee, Society for Consumer Psychology Conference

2010 Program Committee, Society for Consumer Psychology Conference

2008 Co-chair, AMA conference, Consumer Behavior Track

Ad-hoc Reviewer

- Journal of Consumer Research

- Journal of Consumer Psychology

- Journal of Marketing Research

- Journal of Retailing

- Journal of Applied Social Psychology

- Journal of Experimental Psychology: Applied

- Journal of Experimental Social Psychology

- European Marketing Academy Conference

- AMA Summer Marketing Educator’s Conference – CB Track

- Association for Consumer Research Conference

- Society for Consumer Psychology Conference

PROFESSIONAL SERVICE (INTERNAL)

Department

Subject Pool Coordinator (2004-2006, 2007-Present)

IRB Review Committee Chairperson (2004-2006)

Research Committee (2009-present)

Undergraduate Studies Committee (2009-2012 (chair 2011-12))

Doctoral Committee (2005-2007)

Undergraduate Curriculum Revision Committee (2004-05)

Assessment Committee (2005-06, 2007-08, 2011-12 (chair))

6

Task force for Establishing Lisle and Roslyn Payne Outstanding Ph.D. Student Award

(2005)

Organizing Committee for the Lisle and Roslyn Payne Research Symposium (2006)

College

Performance Review Committee for Marketing Department Head Robert Lusch’s five

year review (2008/2009)

MBA Program 7-year Academic Program Review committee member (2010)

Taught “Introduction to Marketing” in ACAP program. (2005-2012)

This week long program provides high school students who are underrepresented in

business classes a hands-on introduction to a business education.

Hosted Eller MBA Fundraising Event. Spring 2009, Spring 2011, Spring 2012

College Undergraduate Studies Committee (2011/2012)

Undergraduate Math Curriculum Task Force (2011/2012)

Dean’s MBA Task Force, 2011/2012

Online MBA Task Force 2013.

University

Faculty mentor: Arizona Assurance Scholars 2009-2012

The Arizona Assurance program extends opportunities for education to low-income

Arizona students by providing financial and other support.

Advising

Dissertation Committee Member (Huimin Xu, Wendy Boland, Paul Connell, Kevin

Newman)

Instructor: experimental design, marketing department research toolbox lecture series

2007-2009, 2011, 2012

Undergraduate Honor’s Thesis Advisor (Ana Alanis, Whitney Freese, Amber Placke,

Paige Sager; Elise Bergeron; Ellie Mendelsohn)

Independent Study Advisor (Justin Hart, Matthew Kennedy, Kevin Wittner, Emily

Coats, Alexandra Adams).

7

TEACHING (single instructor courses)

Marketing Research for Managers (MBA elective), University of Arizona

Average Instructor Rating (5 years) 4.47/5

Marketing Management (Accelerated MBA core), University of Arizona

Average Instructor Rating (2 years) 4.75/5

Marketing Research (undergraduate, required), University of Arizona.

Average Instructor Rating (4 years) 4.44/5

Marketing Strategy (senior capstone, required), University of Arizona.

Average Instructor Rating (5 years) 4.61/5

Marketing Research (elective), UNC

Average Instructor Rating (1 semester) 4.53/5

Introduction to Marketing (post graduate certificate program), UNC

Average Instructor Rating (3 summers) 4.57/5

SCHAU, UPDATED 08/31/16 1

HOPE JENSEN SCHAU

Eller College of Management Phone: 520-626-2976

210L McClelland Hall hschau@eller.arizona.edu

The University of Arizona Twitter: @hopejensenschau

Tucson, AZ 85721 Skype: hope.schau

EDUCATION

University of California, Irvine Irvine, CA

Ph.D. in Business Administration, September 2000

University of California, Irvine Irvine, CA

Master of Arts, Program in Comparative Culture, June 1995

Emphasis in Social and Cultural Theory

University of California, Irvine Irvine, CA Master of Business Administration, June 1992

Concentration in Marketing

California State University, Long Beach Long Beach, CA

Bachelor of Science, May 1990

Majors: Business Administration/Marketing and English/Creative Writing

ACADEMIC EMPLOYMENT

The University of Arizona Tucson, AZ

Eller College of Management, 2005-present

Associate Dean of Eller MBA Programs, 2012-present

Professor of Marketing, 2015-present

Associate Professor of Marketing, 2009-2015

Gary M. Munsinger Chair in Entrepreneurship & Innovation, 2011-present

Susan Bulkeley Butler Fellow, 2009-2011

Assistant Professor of Marketing, 2005-2009

University of Cape Town Cape Town, South Africa

Visiting Scholar, Summer 2013

University of Auckland Auckland, New Zealand Visiting Associate Professor of Marketing, Summer 2009

Temple University Philadelphia, PA Fox School of Business, 2000-2005

Assistant Professor of Marketing

HIGHLIGHTS

Associate Dean of Eller MBA Programs responsible for the launch of the Online MBA program in

September 2013, the campus relocation of the Eller College of Management Phoenix area campus

from Scottsdale to the College of Medicine in Phoenix, and growth 30% growth in enrollment in

Evening MBA and 20% in Executive MBA programs

Emerald Citations of Excellence Award, top 50 most impactful business articles 2013, 2014, 2016

Google Scholar Research Citation Count of 5276

2016 Research Fellowship, Filene Research Institute, Center for Excellence (Oversight of $1 Million

over 4 years), funded by CUNA (Credit Union National Association)

JOURNAL PUBLICATIONS

Schau, Hope Jensen, Yan Dang, and Yulei Zhang (forthcoming), “Learning to Navigate the American

Retail Servicescape: Online Forums as Consumer Acculturation Platforms and Consumer Gift

Systems,” the Journal of Business Research.

SCHAU, UPDATED 08/31/16 2

Mars, Matthew and Hope Jensen Schau (forthcoming), “Institutional Entrepreneurship and the

Negotiation and Blending of the Southern Arizona Local Food System,” Agriculture and Human

Values.

Akaka, Melissa Archpru, Stephen Vargo and Hope Jensen Schau (2015), “The Context of

Experience,” Journal of Services Marketing, 26(2): 206-223.

Epp, Amber, Hope Jensen Schau and Linda L. Price (2014), “The Role of Brands and Mediating

Technologies in Assembling Long-Distance Family Practices,” Journal of Marketing, 78: 81-101.

Russell, Cristel Antonia and Hope Jensen Schau (2014), “When Narrative Brands End: The Impact of

Narrative Closure and Consumption Sociality on Loss Accommodation,” Journal of Consumer

Research, 40: 1039-1062.

Russell, Cristel Antonia, Hope Jensen Schau and David Crocket (2013), “Cultural Diversity in

Television Narratives: Homophilization, Appropriation and Implications for Media Advocacy,”

Journal of Public Policy and Marketing, 32: 119-130.

Thomas, Tandy Chalmers, Linda L. Price and Hope Jensen Schau (2013), “When Differences Unite:

Resource Dependence in Heterogeneous Consumption Communities,” Journal of Consumer

Research 39(5): 1010-1033. * Emerald Citations of Excellence Award, top 50 most impactful business articles 2016

Gilly, Mary C., Mary W. Celsi and Hope Jensen Schau (2012), “‘It Don’t Come Easy’: Predictors of

Seniors’ Internet Adoption and Use,” Journal of Consumer Affairs, V(1): 1-28.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2011), “How to Inspire Value-laden Collaborative

Consumer Generated Content,” Business Horizons, 54(3): 209-217.

Shih, Chuan-Fong (Eric) and Hope Jensen Schau (2011), “To Justify or not to Justify: the Role of

Anticipated Regret in Consumers’ Decisions to Upgrade Technological Innovations,” Journal of

Retailing, 87(2): 242-251.

Schau, Hope Jensen, Albert M. Muñiz Jr. and Eric J. Arnould (2009), “How Brand Community

Practices Create Value,” Journal of Marketing, 73(5): 30-51. * Emerald Citations of Excellence Award, top 50 most impactful business articles 2013, 2014

Schau, Hope Jensen, Mary C. Gilly and Mary F. Wolfinbarger (2009), “Consumer Identity

Renaissance: The Resurgence of Identity-inspired Consumption in Retirement,” Journal of

Consumer Research, 36(August): 255-276.

Kozinets, Robert V., Andrea Hemetsberger and Hope Jensen Schau (2008), “The Wisdom of

Consumer Crowds: Collective Innovation in the Age of Networked Marketing,” Journal of

Macromarketing, 28(4): 339-354. * Shelby Hunt Award for most cited article in the Journal of Macromarketing

Brown, Stephen and Hope Jensen Schau (2008), “Writing Russell Belk: Excess All Areas,”

Marketing Theory, 8(2): 143-165.

Schau, Hope Jensen, Stephanie Dellande and Mary C. Gilly (2007), “Script Subversion: The Impact

of Code Switching on Service Encounters,” Journal of Retailing, 83(1): 65-78. ** this paper won honorable mention in the best paper competition sponsored by the Center for Services Leadership

(CSL), including a cash award and invitation to present the paper at the Compete Through Service Symposium.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2007), “Vigilante Marketing and Consumer-created

Communications,” Journal of Advertising, 36(3): 187-202. * nominated for Best Article of the Year in the Journal of Advertising

Brown, Stephen and Hope Jensen Schau (2007), “Writing Consumer Research The World According

to Belk,” Journal of Consumer Behaviour, 6: 1-20.

Schau, Hope Jensen and Albert M. Muñiz, Jr. (2006), “A Tale of Two Tales: The Apple Newton

Narratives,” Journal of Strategic Marketing, 14(3): 19-33.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2005), “Religiosity in the Abandoned Apple Newton

Brand Community,” Journal of Consumer Research, 31(4): 737-747.

SCHAU, UPDATED 08/31/16 3

Schau, Hope Jensen, Michael F. Smith and Per Ivar Schau (2005), “Consumer Participation in

Healthcare Prevention and Treatment: The Role of Internet Information Networks and

Implications for Pricing,” Industrial Marketing Management, 34: 147-156

Lancioni, Richard, Hope Jensen Schau and Michael F. Smith (2005), “Intraorganizational Influences

on Business-to-Business Pricing Strategies: A Political Economy Perspective,” Industrial

Marketing Management, 34: 123-131.

Ogden, Denise T., James R. Ogden and Hope Jensen Schau (2004), “Ethnicity and Acculturation in

Consumer Purchase Decisions: History and Current Trends,” Academy of Marketing Science

Review.

Lancioni, Richard, Hope Jensen Schau and Michael F. Smith (2004), “The Pricing Enemies Within -

How To Deal With Them?” The Journal of Professional Pricing, 13(4).

http://www.pricingsociety.com/articles/thepricingenemies.htm

Schau, Hope Jensen and Mary C. Gilly (2003), “We Are What We Post? The Presentation of Self in

Personal Webspace,” Journal of Consumer Research, 30(4): 385-404.

Lancioni, Richard, Hope Jensen Schau, and Michael F. Smith (2003), “Internet Impacts on Supply

Chain Management,” Industrial Marketing Management, 32: 173-175.

Lancioni, Richard, Michael F. Smith and Hope Jensen Schau (2003), “Strategic Internet Application

Trends in Supply Chain Management,” Industrial Marketing Management, 32: 211-217.

CHAPTERS AND VOLUMES Schau, Hope Jensen (2016), “Collaborative Marketplace Relationships,” in Michael Solomon and

Tiny Lowery (eds.) Consumer Behavior Series, Routledge.

Akaka, Melissa Archpru, Hope Jensen Schau and Stephen L. Vargo (2013), “The Co-creation of

Value-in-Cultural-Context,” in Research in Consumer Behavior, Russell Belk, Linda Price and

Lisa Peñaloza (eds.) Consumer Culture Theory, in Research in Consumer Behavior series,

Bingley: UK, Emerald Group Publishing Limited, 15: 267-286.

Schau, Hope Jensen (2013), “Once Upon A Time: Preamble to Russell Belk Legends Volume One,”

in Russell W. Belk’s Early Work: Situations, Symbolism, and Critiquing the Dominant Paradigm

Hope Jensen Schau (ed.), Legends in Consumer Behavior series, Thousand Oaks, CA: Sage.

Schau, Hope Jensen and Mary C. Gilly (2013), “From Freeform to Templates: The Evolution of Self-

Presentation in Cyberia,” in Russell Belk and Rosa Llamas (eds.) The Digital Consumer, New

York, NY: Routledge, 72-80.

Muniz, Albert M. Yun Mi Antorini and Hope Jensen Schau (2013), “The Brick Testament:

Religiosity among the Adult Fans of Lego,” in Russell Belk and Rosa Llamas (eds.) The Digital

Consumer, New York, NY: Routledge, 308-316.

Connell, Paul M. and Hope Jensen Schau (2013), “The Symbiosis Model of Identity Augmentation:

Self-Expansion and Self-Extension as Distinct Strategies,” in Russell Belk and Ayalla A. Ruvio

(eds.) Identity and Consumption, New York, NY: Routledge, 97-114.

Buchanan-Oliver, Margo and Hope Jensen Schau (2012), “Consuming Spirituality and the

Spirituality of Consuming Media Narratives: Why Vampirism, Why Twilight, Why Now?” in

Diego Rinallo, Linda Scott and Pauline MacLaran (eds.) Consumption and Spirituality, New

York, NY: Routledge, 81-93.

Schau, Hope Jensen and Margo Buchanan-Oliver (2012), “The Creation of Inspired Lives: Female

Fan Engagement with the Twilight Saga” in Cele C. Otnes and Linda Tuncay-Zayer (eds.)

Gender, Culture and Consumer Behavior, New York, NY: Routledge, 33-62.

Head, Gabriela, Hope Jensen Schau and Katherine Thompson (2012), “Facilitating Collective

Engagement and Collaborative Production through Cultural Marketing,” in Lisa Peñaloza, Nil

Toulouse and Luca M. Visconti (eds.) Marketing Management a Cultural Perspective, Taylor and

Francis Books: London, UK, 194-211.

SCHAU, UPDATED 08/31/16 4

Connell, Paul and Hope Jensen Schau (2012), “Examining Childhood Consumption Relationships,”

in Consumer-Brand Relationships edited by Marc Fetscherin, Mike Breazeale, Susan Fournier,

and T.C. Melewar and published by Routledge.

Belk, Russell W., Kent Grayson, Albert Muñiz Jr., and Hope Jensen Schau (eds.) (2011), Research in

Consumer Behavior, Emerald Books: Bingley, UK, Volume 13.

Schau, Hope Jensen and Albert M. Muñiz Jr. (2007), “Temperance and Religiosity in a Non-

Marginal, Non-Stigmatized Brand Community,” in Bernard Cova, Robert V. Kozinets and Avi

Shankar (eds.) Consumer Tribes: Theory, Practice, and Prospects, Elsevier/Butterworth-

Heinemann, 144-162.

Lanier, Clinton and Hope Jensen Schau (2007), “Culture and Co-Creation: Exploring the Motivation

behind Harry Potter On-Line Fan Fiction,” in Russell Belk and John Sherry (eds.) book in the

Research in Consumer Behavior series, Elsevier/Butterworth-Heinemann, 321-342.

Schau, Hope Jensen (2006), “Consuming Literature,” in Stephen Brown (ed.) Consuming Books: The

Marketing and Consumption of Literature, London, UK: Routledge, 138-145.

Schau, Hope Jensen (2003), “Huntington Beach: The (Re?)Making of Surf City,” in Stephen Brown

and John F. Sherry Jr. (eds.) Time, Space, and the Market: Retroscapes Rising, Armonk, New

York: M. E. Sharpe, 141-157.

Schau, Hope Jensen (2001), “Suburban Soundtracks,” in Stephen Brown and Anthony Patterson

(eds.) Imagining Marketing: Art, Aesthetics and the Avant-Garde, Routledge Interpretive

Marketing Research Series, London, UK: Routledge, 232-239.

Schau, Hope Jensen (1997), Book Review of Arjun Appadurai's Modernity at Large: Cultural

Dimensions of Globalization, in Explorations of Sights and Sounds.

GRANTS 2016 Research Fellowship, Filene Research Institute, Center for Excellence (Oversight of $1 Million

over 4 years), funded by CUNA (Credit Union National Association)

2014 Research Grant, Filene Research Institute for “Collaborative Consumption in Financial

Services”

2013 Research Grant, Filene Research Institute for “From Presence to Purpose: Developing Social

Strategies and Metrics for Credit Unions”

2012 UA Eller, McGuire Entrepreneurship Research Small Grant Awards, for “Entrepreneurship and

the Co-creation of Value in the Evolving Global Boarding Market”

2011 UA Initiative for Development of Online Programs, for “Marketing of Innovation and Social

Media Analytics,” with Linda L. Price

2010 UA Initiative for Development of Online Programs for “Social Media Marketing Strategy,” with

Linda L. Price

2010 Marketing Science Institute, for “Connected Consumers: Technologies as Platforms for Family

Identity,” with Amber Epp and Linda L. Price

2004 Center for International Business Education Research (CIBER), for “Media’s Construction of

Community and Media Convergence across Global Internet Com munities,” with Michael F.

Smith

2003 NSF Center/CRITO, for “Seniors and the Internet: Consuming Technology to Enhance Life and

Family Involvement,” with Mary C. Gilly and Mary Wolfinbarger

2003 NSF Center/CRITO, for “Household Decision Making at a Distance: Enhancing Relationships

Via Technology,” with Mary C. Gilly and Mary Wolfinbarger

REFEREED PROCEEDINGS Schau, Hope Jensen and Albert M. Muñiz, Jr. (2008), “Share the Brand: Communally-embedded

Consumer Generated Content, in Advances in Consumer Research, Angela Y. Lee and Dilip

Soman (eds.) Duluth, MN: Association for Consumer Research, 35, 209-212.

SCHAU, UPDATED 08/31/16 5

Russell, Cristel Antonia and Hope Jensen Schau, (2007), “Until Cancelled Do Us Part: Mourning the

Loss of a Relationship,” in European Advances in Consumer Research, Stefania Borghini and

Mary Ann McGrath and Cele Otnes (eds.), Duluth, MN: Association for Consumer Research, 8,

434-437.

Connell, Paul and Hope Jensen Schau (2007), “Once Upon a Time: Childhood Friendships and Their

Role in the Self-Memory System,” in European Advances in Consumer Research, Stefania

Borghini and Mary Ann McGrath and Cele Otnes (eds.), Duluth, MN: Association for Consumer

Research, 8, 434-437.

Chalmers, Tandy and Hope Jensen Schau (2007), extended abstract “We Love to Hate You:

Discourse between the Distance Running Subculture and the Mainstream Media,” Advances in

Consumer Research, 34.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2007), “The Impact of Market Use of Consumer

Generated Content on a Brand Community,” in Advances in Consumer Research, Gavan

Fitzsimons and Vicki Morwitz (eds.), Duluth, MN, 34, 644-646.

Clinton D. Lanier, Jr., Albert M. Muñiz, Jr., Hope Jensen Schau (2007), "Write and Wrong:

Ownership, Access and Value", in Advances in Consumer Research, Gavan Fitzsimons & Vicki

Morwitz (eds.), Duluth, MN: 34, 697-00.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2006), “Among the Faithful: Religiosity in Brand

Communities,” European Advances in Consumer Research.

Schau, Hope Jensen and Albert M. Muñiz Jr. (2005), “Programmatic Extensions of Consumer Culture

Theory: Consumer Identity Projects, Marketplace Cultures and the Space Between,” in Geeta

Menon and Akshay R. Rao (eds.) Advances in Consumer Research, 32, 129-130.

Russell, Cristel Antonia and Hope Jensen Schau, (2005), “Does Being Glued to the Tube Mean

Sticky Brand Associations? Consumer Television Connectedness and the Enrichment of Brand

Meanings and Associations,” in Geeta Menon and Akshay R. Rao (eds.) Advances in Consumer

Research, 32, 335-338.

Wolfinbarger, Mary Finley and Hope Jensen Schau (2004), “Bonding through Cultural Subversion:

Consumers’ Connectedness with The Simpsons,” in Barbara Kahn and Mary Frances Luce (eds.),

Advances in Consumer Research, 31, 554-557.

Schau, Hope Jensen and Albert M. Muñiz Jr. (2004), “If You Can’t Find It, Create It: An Analysis of

Consumer Engagement with Xena: Warrior Princess and the Creation of Consumer-generated

Subtext” in Barbara Kahn and Mary Frances Luce (eds.), Advances in Consumer Research, 31,

554-557.

Schau, Hope Jensen and Albert M. Muñiz Jr. (2003), “Gender Performance in Personal Webspace,”

in Punam Anand Keller and Dennis W. Rook (eds.), Advances in Consumer Research, 30, 91-93.

Muñiz, Albert M. Jr. and Hope Jensen Schau (2003), “Power and Resistance in the Brand Community

for a Discontinued Product,” in Punam Anand Keller and Dennis W. Rook (eds.), Advances in

Consumer Research, 30, 192-195.

Shih, Eric and Hope Jensen Schau (2003), “Adopting Technological Innovations when New

Introductions are Expected: The Mediating Role of Anticipated Regret,” in Asia Pacific Advances

in Consumer Research, 5, 40.

Brown, Stephen and Hope Jensen Schau (2002), “FCUK [French Connection United Kingdom]

Consumer Research: On Disgust, Revulsion and Other Forms of Offensive Advertising,” in

European Advances in Consumer Research, 5, 61-65.

Schau, Hope Jensen and Albert M. Muñiz Jr. (2002), “Brand Communities and Personal Identities:

Negotiations in Cyberspace,” in Advances in Consumer Research, Vol. 29, 344-349.

Schau, Hope Jensen, Mary F. Wolfinbarger and Albert M. Muñiz Jr. (2001), “Qualitative Research

Perspectives in Computer-Mediated Environments,” in Advances in Consumer Research, 28, 326.

Schau, Hope Jensen (2000), "Consumer Imagination, Identity and Self-Expression," in Stephen J.

Hoch and Robert J. Meyer (eds.), Advances in Consumer Research, Vol. 27, 50-56.

SCHAU, UPDATED 08/31/16 6

Schau, Hope Jensen (1998), "Discourse of Possessions: The Metatheory of Russell W. Belk," in

Joseph W. Alba and J. Wesley Hutchinson (eds.), Advances in Consumer Research, 25, 37-44.

Schau, Hope Jensen and Mary C. Gilly (1997), "Social Conventions of a Fast Food Restaurant: An

Ethnomethodological Analysis," in Merrie Brucks and Debbie MacInnis (eds.) Advances in

Consumer Research, 24, 315-321.

Gilly, Mary C. and Hope Jensen Schau (1997), "A Cross-Cultural Perspective on the Servicescape,"

European AMA Proceedings.

Schau, Hope Jensen and Mary C. Gilly (1997), "Drive-thru Service Encounters: An Examination of

Social Conventions," Basil G. Englis and Anna Olofson (eds.), European Advances in Consumer

Research, 3, 170-175.

PRESENTATIONS Schau, Hope Jensen (2016), “Branding for Growth,” presented to Leaders Edge Eller Executive

Education, Phoenix, Arizona (August 12).

Schau, Hope Jensen (2016), “Social Media for Growth,” presented to Leaders Edge Eller Executive

Education, Phoenix, Arizona (August 12).

Schau, Hope Jensen (2016), “Engaging Innovation and Inspiring Creative Solutions,” presented to the

Arizona Judicial Conference, Tucson, Arizona (June 22).

Schau, Hope Jensen, Mary C. Gilly and Mary W. Celsi (2016), “Somewhere Out There: The Power of

Brands to Signify Safety and Represent Home during Risk-Filled Separations,” presented to

Simon Fraser University Symposium, Vancouver, Canada (June 17).

Schau, Hope Jensen (2016), “Millennials, Money & Markets: Credit Union Opportunities to Win This

Segment,” presented to CUNA Lending Council CLO in Boston, MA (April 26).

Schau, Hope Jensen, Mary C. Gilly and Mary W. Celsi (2016), “Somewhere Out There: The Power of

Brands to Signify Safety and Represent Home during Risk-Filled Separations,” presented to C4

Research Community, Chicago (April 1).

Schau, Hope Jensen (2016), “When We Make Magic: Collaborative Innovation and Value Creation,”

presented at the American Marketing Association, Las Vegas (February 27).

Schau, Hope Jensen (2016), “Doing Netnography: Research Examples,” presented in the

Netnorgaphy Pre-conference Workshop for the American Marketing Association, Las Vegas

(February 26).

Schau, Hope Jensen (2016), “Be Entrepreneurial: Focus on Your Niche and Create Buzz with

Affinity Marketing,” presented at the Education Credit Union Conference, Phoenix, AZ

(February 15).

Schau, Hope Jensen (2016), “Enhancing Consumer Lives through Ubiquitous Wearable Medical

Technologies,” presented at the Internet of Everything Track at Hawaii International Conference

on Systems Science (HICSS), Kauai, HI (January 8).

DuFault, Beth Leavenworth, Hope Jensen Schau, Mandy Dang and Gavin Zhang (2015), “Maven 2.0:

The Newly Assembled Interactive Ex-Pat Market Maven,” presented at the Association for

Consumer Research Conference, New Orleans (October 2).

Connell, Paul and Hope Jensen Schau (2015), “Practice Interrupted: When Fatal Disruptions and

Irreconcilable Distortions Erode Mutual Understanding and Destroy Social Order,” presented at

the Association for Consumer Research Conference, New Orleans (October 2).

Schau, Hope Jensen (2015), “Preparing for 2020: Member Experience and Engagement Strategies,”

presented to the Baxter Credit Union Board of Directors’ Meeting in Park City, Utah (August 24).

Schau, Hope Jensen (2015), “Share This Loan: How Collective Financing Can Benefit Members and

Credit Unions Alike,” presented at the National Credit Union CEOs Leadership Conference in

Las Vegas, Nevada, (August 8).

Schau, Hope Jensen (2015), “The Ghosts of Dead Brands,” presented at the Boston Brand

Relationships Conference, Boston, MA (May 22).

SCHAU, UPDATED 08/31/16 7

Schau, Hope Jensen (2015), “Enhancing Consumer Lives through Ubiquitous Wearable Technology,”

presented at the Academy of Marketing Science, Doctoral Consortium, Denver, CO (May 15).

Schau, Hope Jensen (2015), “The Collaborative Access Economy,” presented at the Academy of

Marketing Science, Doctoral Consortium, Denver, CO (May 15).

Schau, Hope Jensen (2015), “Collaborative Consumption: Implications for Financial Services,”

presented at Gamechangers: A Research Symposium, hosted by Filene and Credit Union Central

of Canada, Banff, Canada.

Schau, Hope Jensen (2015), “Enhancing Consumer Lives through Ubiquitous Wearable Technology,”

presented at Eller Faculty Research Salon, Tucson, AZ (April 30).

Schau, Hope Jensen (2015), “Social Media Marketing and Messaging,” presented to the McGuire

Center for Entrepreneurship, University of Arizona, Tucson, AZ (February 19).

Schau, Hope Jensen, Melissa Archpu Akaka and Stephen Vargo (2015), “User Innovation in the

Surfing Industry: An Exploration of Marketplace Role Fluidity,” presented at the American

Marketing Association Winter Educators’ Conference, San Antonio, TX (February 14).

Schau, Hope Jensen and Matthew Mars (2015), “Crops to Crafts: Negotiating Authenticity in

Farmers’ Markets,” presented at the American Marketing Association Winter Educators’

Conference, San Antonio, TX (February 14).

Schau, Hope Jensen (2015), “When We Make Magic: Collaborative Innovation and Value Creation,”

presented at the Beedie Innovation Conference, Simon Fraser University, Vancouver, Canada

(January 19).

Schau, Hope Jensen (2015), “Wearable Enabled Collaborative Innovation,” in the Electronic

Marketing Track at Hawaii International Conference on Systems Science (HICSS) Kauai, HI

(January 7).

Schau, Hope Jensen (2014), “Collective and Collaborative Consumption: Implications for Financial

Institutions,” presented to Filene Research Institute’s big.bright.minds hosted by Uniersity of

Arizona, Tucson, AZ (November 11).

Schau, Hope Jensen (2014), “Social Media for the Public Sector,” presented to the Southern Arizona

Leadership, Tucson, AZ (September 17).

Schau, Hope Jensen (2014), “Yep, There’s Research on That! Emerging Research in Social Media

Engagement and Implications for Organizations,” presented as part of the Learn to Leverage

Social Media series at The University of Arizona, Division of Human Resources, Tucson, AZ

(July 30).

Schau, Hope Jensen, Mary C. Gilly and Mary Celsi (2014), “Brands and the Representation of Family

Identities during Intense Risk-filled Separations,” presented at the Consumer Culture Theory

Conference, Helsinki, Finland (June 28).

DuFault, Beth, Linda Price, Hope Jensen Schau and John Schouten (2014), “Family Collectivity

Formation in the Neonatal Intensive Cate Unit: The Role of Medical Equipment and Language as

System Actors,” presented at the Consumer Culture Theory Conference, Helsinki, Finland (June

28).

Schau, Hope Jensen (2014), “Inbound Marketing: Best Practices in Proactive Campaigns,” presented

at the Changing Behavior: Deep Dive into Consumer Insights, Aalto University, Helsinki,

Finland (June 26).

Schau, Hope Jensen (2014), Panel Facilitator, “Rituals, Practices and Assemblages in CCT,” featuring

Linda Price, Linda Scott, Guliz Ger, Dennis Rook and Eileen Fischer, presented at the American

Marketing Association Winter Educator Conference in Orlando, FL (February 22).

Akaka, Melissa Archpru, Hope Jensen Schau and Stephen Vargo (2014), “The Context of

Experience,” presented at the American Marketing Association Winter Educator Conference in

Orlando, FL (February 23).

Schau, Hope Jensen (2014), “How to Build Your Business in the World of Social Media,” presented

to Proservice Conference sponsored by Elite Auto, Costa Mesa, CA (January 29).

SCHAU, UPDATED 08/31/16 8

Schau, Hope Jensen (2014), “When Narrative Brands End: The Impact of Narrative Closure and

Consumption Sociality on Loss Accommodation,” presented to the University of Southern

California’s Annenberg School for Communications and Journalism, Los Angeles, CA (January

21).

Schau, Hope Jensen (2014), “Social Media Marketing,” presented to Energize your Enterprise

Tucson, AZ (January 17).

Schau, Hope Jensen (2014), “Co-creating a Media Brand,” presented in the “Consumer Generated

Content and Intellectual Property – Rethinking Strategies When the Customer Creates the Value”

session, in the Electronic Marketing Track at Hawaii International Conference on Systems

Science (HICSS) Waikoloa, HI (January 8).

Schau, Hope Jensen (2013), “Harnessing the Power of Social Media for the Public Relations

Professional,” presented to the Public Relations Society of America (PRSA), Southern Arizona

Chapter, Tucson, AZ (November 26).

Russell, Cristel and Hope Jensen Schau (2013), “Stigma and Accommodation to Consumption Loss,”

presented at the Association for Consumer Research Conference, Chicago, IL (October 5).

Schau, Hope Jensen, Mary C. Gilly and Mary W. Celsi (2013), “Somewhere Out There: The Power of

Brands to Act as Virtual Proxies Signifying Safety and Representing Home during Intense Risk-

filled Separations,” presented at the Association for Consumer Research Conference, Chicago, IL

(October 4).

Moisio, Risto, Mariam Beruchashvili and Hope Jensen Schau (2013), “All Wrinkles are Not Equal:

Identity Myths and Identity Threats in Facial Self-Care,” Consumer Culture Theory Conference,

Working Paper (June 14).

Akaka, Melissa Archpru, Hope Jensen Schau, Stephen L. Vargo and Robin Canniford (2013), “The

Divergence of Local Institutions in Global Market Cultures,” presented at the Consumer Culture

Theory Conference (June 14).

Russell, Cristel and Hope Jensen Schau (2013), “When Media Brands End: ‘Leaving’ and ‘Staying’

in the Wake of Production Cessation,” presented at the Consumer Culture Theory Conference

(June 14).

Akaka, Melissa Archpru, Hope Jensen Schau and Stephen L. Vargo (2013), “User Innovation and

Symbolic Adaptation: Surfing as a Maker Movement,” presented at the Consumer Culture Theory

Conference (June 16).

Schau, Hope Jensen (2013), “Best Practices in Proactive Marketing Campaigns,” presented to

Ventana Medical Systems (June 11).

Schau, Hope Jensen (2013), “Measuring Brand Strength in Social Media,” presented at the

International Symposium on Measuring Credit Union Performance, Filene Institute, (May 10).

Schau, Hope Jensen (2013), “Engaging Youth through Social Media: Its Impact and Importance for

the Church,” presented at Foothills Church (April 30).

Schau, Hope Jensen (2013), “New Forms of Advertising and the Digital Revolution,” presented at the

University Museum of Art, Andy Burgess, ‘Paper City,’ Exhibit (April 11).

Schau, Hope Jensen (2013), “Consumer Reactions to Brand Discontinuation: Coping with Loss of

Evolving Brand Narratives,” co-authored with Cristel Russell, presented at the ING Global

Colloquium, University of Connecticut, (April 5).

Schau, Hope Jensen (2013), “Where Social Meets Financial: How Social Media Intersect with

Financial Services,” presented to the Financial Executives and Affiliates of Tucson (FEAT)

(March 27).

Schau, Hope Jensen (2013), “The Intergenerational Transfer of Consumption Practices (ITCP): The

Role of Family Dynamics within the Family Network,” co-authored with Paul Connell, presented

to the School of Management, University of Bath (March 20).

Schau, Hope Jensen (2013), “Consumer Reactions to Brand Discontinuation: Coping with Loss of

Evolving Brand Narratives,” co-authored with Cristel Russell, presented to the Cass Business

School, City University of London (March 14).

SCHAU, UPDATED 08/31/16 9

Schau, Hope Jensen (2013), “When Goliath Relies on David: User Innovation and Particularized

Entrepreneurship in the Board Sport Industry,” co-authored with Melissa Archpru Akaka,

presented to the UCI Anthropology in Markets Conference (March 7).

Schau, Hope Jensen (2013), “When Goliath Relies on David: User Innovation and Particularized

Entrepreneurship in the Board Sport Industry,” co-authored with Melissa Archpru Akaka,

presented to the Friends of the McGuire Center, Eller College of Management, University of

Arizona (March 5).

Schau, Hope Jensen (2013), “How, When and Why Social Media Work,” presented to Sigma Chi

Alumni Lunch (February 20).

Schau, Hope Jensen (2013), “Media Success Stories: How When and Why Social Media Work,”

presented to CREW (Corporate Real Estate Women) (February 14).

Schau, Hope Jensen (2013), “Social Movement or Market Network: Consumer Activism and Bank

Transfer Day,” Hawaii International Conference on Systems Science (HICSS) (January 8).

Schau, Hope Jensen (2012), “Consumer Reactions to Brand Discontinuation: Coping with

Consumption Loss,” co-authored with Cristel Antonia Russell, presented to Beedie School of

Business, Simon Fraser University (October 2).

Schau, Hope Jensen, Yan Dang and Yulei Zhang (2012), “Learning the Language of the Market:

Contextual Influence and the Use of Code Switching in Online Consumer Acculturation

Platforms,” Association for Consumer Research (October 5).

Connell, Paul M. and Hope Jensen Schau (2012), “The Influence of Gendered Intra-family Coalitions

on Intergenerational Transfer,” Association for Consumer Research (October 5).

Russell, Cristel Antonia, Hope Jensen Schau and David Crockett (2012), “Gender and Family

Identification in Television Narratives: Homophilization and Appropriation,” Association for

Consumer Research (October 5).

Schau, Hope Jensen (2012), “Overview of Social Media,” University of Arizona Marketing

Communications (August 22).

Schau, Hope Jensen (2012), “ROI and Effective Engagement in Social Media,” Filene Institute

Membership Luncheon & Annual Meeting 2012 (June 18).

Schau, Hope Jensen, Cristel Antonia Russell and David Crockett (2012), “The Impact of Media

Narratives on Consumer Identity Projects,” Marketing and Public Policy Conference (June 8).

Buchanan- Oliver, Margo and Hope Jensen Schau (2012), “Brand Pathologies: ‘Monstrous’

Consumer Relationships and the Media Brand Twilight,” Consumer Brand Relationship

Conference (June 5).

Schau, Hope Jensen (2012), “The Power of Social Media,” UA Eller Alumni (May 17).

Schau, Hope Jensen (2012), “How Social Technologies Impact Retail Consumer Behavior,” APAS –

Associação Paulista De Supermercados, Sao Paulo, Brazil (May 8).

Schau, Hope Jensen (2012), “How Social Technologies Impact Consumer Behavior,” presented at the

NAWMBA Networking Event, University of Arizona, Eller College (April 19).

Schau, Hope Jensen (2012), “Consumer Reactions to Brand Discontinuation,” (co-authored with

Cristel Antonia Russell) University of Melbourne (March 16).

Schau, Hope Jensen (2012), “How Social Media Impacts Consumer Behavior,” Eller College of

Management’s JTED event (January 26).

Schau, Hope Jensen (2012), “Consumer Reactions to Brand Discontinuation,” (co-authored with

Cristel Antonia Russell), Shidler College of Business, University of Hawai’i (January 20).

Schau, Hope Jensen (2011), “Watch Your Language: How Consumers Respond to Brands in Digital

Media,” Digital Branding Colloquium, sponsored by the Filene Research Institute.

Schau, Hope Jensen (2011), “How Social Media Impacts Consumer Behavior” keynote address , 4th

Congresso Latino-Americano de Varejo, [4th Congress of Latin American Retail], CLAV 2011,

Fundacao Getullio Vargas, Sao Paulo Brazil.

Thomas, Tandy Chalmers, Hope Jensen Schau and Linda L. Price (2011), “Consumption Community

Dimensions,” Association for Consumer Research Conference, (October 14).

SCHAU, UPDATED 08/31/16 10

Connell, Paul, Hope Jensen Schau and Linda L. Price (2011), “Intergenerational Transfer of

Consumption Practices within Families,” Association for Consumer Research Conference,

(October 14).

Epp, Amber, Hope Jensen Schau and Linda L. Price (2011), “Connected Coalitions: Preserving Brand

Loyalty across Distances,” Association for Consumer Research Conference, (October 14).

Connell, Paul, Hope Jensen Schau and Linda L. Price (2011), “The Role of Identity Interplay in

Intergenerational Transfer of Consumption Practices within Families,” Consumer Culture Theory

Conference, Northwestern University (July 10).

Schau, Hope Jensen (2011), “The Business of Marketing in Social Media,” American Advertising

Association meeting (April 7).

Schau, Hope Jensen (2010), “Behind the Screen: Social Media and Its Impact on Consumers and

Commerce,” Sigma Chi Alumni Meeting (November 30).

Thomas, Tandy Chalmers, Hope Jensen Schau and Linda L. Price (2010), “The Consumption

Implications of Contested Community,” working paper, Queen’s University, Kingston, Ontario,

Canada, European Association for Consumer Research Meetings (June).

Schau, Hope Jensen, Albert M. Muñiz Jr. (2010), “Collaborative Brand Narratives: Interweaving

Personal and Collective Ideals in the Practice of Collective Brand-oriented Storytelling,”

European Association for Consumer Research Meetings (June).

Connell, Paul and Hope Jensen Schau (2010), “Consumer Identity Augmentation: The Symbiotic

Relationship between Self-Extension and Self-Expansion,” European Association for Consumer

Research Meetings (June).

Schau, Hope Jensen (2010), “Touchstone Feminism: Using Brands to Open Discursive Spaces,”

Gender Conference (June).

Lusch, Robert, Daniel Zeng and Hope Jensen Schau (2010), “Markets as Conversations: Making the

Invisible Hand Visible,” Marketing Science Conference (June).

Schau, Hope Jensen (2010), “Managing Brand Withdrawal to Leverage Value in Residual Consumer-

Brand Relationships,” California State University, Long Beach (March 17).

Schau, Hope Jensen (2010), “Harnessing the Power of Social Media,” College of Business

Administration Notable Speaker Series (March 16).

Schau, Hope Jensen (2010), “Viral Tales: Cases of Marketing Fueled by Buzz,” Tucson American

Marketing Association (March 11).

Schau, Hope Jensen (2010), “Social Media Trends and Metrics,” TNS Global (February 11).

Schau, Hope Jensen (2010), “Web and Social Media Communications Strategies,” Easter Seals Blake

Foundation (January 21).

Schau, Hope Jensen (2009), “Marketing with Social Media: The Good, The Bad and The Ugly,”

Tucson Metropolitan Chamber of Commerce’s Good Morning Tucson (December 4).

Russell, Cristel Antonia and Hope Jensen Schau (2009), “The Ties that Bind: Consumer Engagement

and Transference with a Human Brand,” Association for Consumer Research Conference

(October 23).

Schau, Hope Jensen and Katherine Thompson (2009), “Betwixt and Between: Liminality and

Feminism in the Twilight Brand Community,” Association for Consumer Research Conference

(October 23).

Connell, Paul M and Hope Jensen Schau (2009), “Consumer Identity Augmentation: The Symbiotic

Relationship between Self-Extension and Self-Expansion,” Association for Consumer Research

Conference (October 24).

Schau, Hope Jensen, Katherine Thompson and Albert M. Muñiz Jr. (2009), “Fanning the Flames of

Consumer Engagement: Inspiring and Nurturing Communally-embedded Consumer Generated

Content,” Association for Consumer Research Conference (October 24).

Schau, Hope Jensen (2009), “Consumer Identity Renaissance: The Resurgence of Identity-inspired

Consumption in Retirement,” Qualitative Research Group, The University of Auckland, New

Zealand (August 4).

SCHAU, UPDATED 08/31/16 11

Schau, Hope Jensen (2009), “How Brand Community Practices Create Value,” Marketing

Department, The University of Auckland, New Zealand (July 30).

Schau, Hope Jensen and Katherine Thompson (2009), “Feminism and the Tension between

Independence and Collectivism in a Female-dominated Brand Community,” Consumer Culture

Theory Conference (June 12).

Schau, Hope Jensen (2009), “Long-term Data Collection,” Qualitative Data Analysis Workshop,

Stephen M. Ross School of Business, University of Michigan, Ann Arbor (June 9).

Zeng, Daniel, Hope Jensen Schau and Robert Lusch (2009), “How Critical Events Trigger Social

Production: Mapping the Trajectory of Market Discourse with Social Bookmarking,” Hawaii

International Conference on System Sciences (January 5).

Russell, Cristel Antonia and Hope Jensen Schau (2008), “Consumption Bereavement: How

Consumers Experience the Anticipated End of Brand Production,” Eller College of Management,

University of Arizona (June 3).

Schau, Hope Jensen, Albert M. Muñiz, Jr. and Eric Arnould (2008), “Attractors, Enablers and

Practices of Consumer Value Creation in Brand Communities,” American Marketing Association

Winter Educator’s Conference February 16, 2008.

Schau, Hope Jensen, Albert M. Muñiz, Jr. and Eric Arnould (2007), “Attractors, Enablers and

Practices of Consumer Value Creation in Brand Communities,” Boston University/Marketing

Science Institute Conference on Brand Community December 7, 2007.

Schau, Hope Jensen and Albert M. Muñiz, Jr. (2007), “Share the Brand: Communally-embedded

Consumer Generated Content,” Association for Consumer Research Conference (October 27).

Russell, Cristel, Dale Russell and Hope Jensen Schau (2007), “Mixed Alcohol Messages in

Television Series: Product Placement Meet Edutainment,” Association for Consumer Research

Conference (October 26).

Schau, Hope Jensen, Albert M. Muñiz, Jr. and Eric Arnould (2007), “Attractors, Enablers and

Practices of Consumer Value Creation in Brand Communities,” Association for Consumer

Research Special Pre-Conference on Online Consumer Behavior (October 25).

Connell, Paul and Hope Jensen Schau (2007), “Once Upon a Time: Childhood Consumption

Referents in the Self-Memory System,” European Association for Consumer Research (July).

Russell, Cristel and Hope Jensen Schau (2007), “Until Cancelled Do Us Part: Mourning the Loss of a

Relationship,” European Association for Consumer Research (July).

Schau, Hope Jensen (2007), “Research Constituents: Communicating with the Varied Audiences of

Scholarship,” Consumer Culture Theory Conference, York University, Qualitative Research

Workshop with Markus Giesler & David Crockett (May).

Schau, Hope Jensen (2006) (in collaboration with Markus Giesler), “Researching Consumer Techno-

Culture (CTC),” Association for Consumer Research Doctoral Consortium, (October).

Muñiz, Albert M. Jr. and Hope Jensen Schau (2006), “The Impact of Marketer Use of Consumer

Generated Content on a Brand Community,” Association for Consumer Research North

American Conference (October).

Chalmers, Tandy and Hope Jensen Schau (2006), “We Love to Hate You: Discourse between the

Distance Running Subculture and Mainstream Media,” Association for Consumer Research North

American Conference (October).

Lanier, Clinton, Hope Jensen Schau and Albert M. Muñiz (2006), “Write and Wrong: Ownership,

Access, and Meaning in Consumer Co-Created Online Fan Fiction,” Association for Consumer

Research North American Conference (October).

Lanier, Clinton and Hope Jensen Schau (2006), “Culture and Co-Creation: Exploring the Motivation

behind Harry Potter Online Fan Fiction,” Consumer Culture Theory Conference (August 3).

Schau, Hope Jensen (2005) (based on research co-authored with Albert Muñiz), “Technology

Enriched Experience: Consumer Co-production and the Impact of New Media on Marketplace

Relationships,” University of Arizona (March 4).

SCHAU, UPDATED 08/31/16 12

Schau, Hope Jensen (2005) (based on research co-authored with Albert Muñiz, and including research

with Mike Smith and Alex Stein), “Technology Enriched Experience: The Impact of New Media

on Marketplace Relationships,” University of Virginia (February 18).

Schau, Hope Jensen and Albert Muñiz (2004), “Programmatic Extensions of Consumer Culture

Theory: Consumer Identity Projects, Marketplace Cultures and the Space Between,” Association

for Consumer Research North American Conference (October).

Russell, Cristel Antonia and Hope Jensen Schau (2004), “Does Being Glued to the Tube Mean Sticky

Brand Associations? Consumer Television Connectedness and the Enrichment of Brand

Meanings and Associations,” Association for Consumer Research North American Conference

(October).

Schau, Hope Jensen (2004) (based on research co-authored with Albert Muñiz), “When the Consumer

Becomes the Marketer: The Abandoned Apple Newton Brand Community,” University of

Nebraska’s Visiting Scholar Series 2004-2005 (September 10).

Schau, Hope Jensen (2004) (based on research co-authored with Albert Muñiz), “If You Can’t Find

It, Create It: An Analysis of Consumer Engagement with Xena: Warrior Princess,” Northwestern

University (May 15).

Schau, Hope Jensen and Michael F. Smith (2004), “New Media Marketing Intelligence:

Manifestations of Brand Community Online,” Temple University, Fox School of Business, The

Irwin L. Gross eBusiness Institute (eBI) Conference entitled, Smarter Business: Integrating

Technology to Create Value.

Schau, Hope Jensen and Mary C. Gilly (2003), “We Are What We Post? The Presentation of Self in

Personal Webspace,” UCI/UCLA/USC Colloquium.

Wolfinbarger, Mary, Hope Jensen Schau and Mary C. Gilly (2003), “Seniors and the Internet:

Consuming Technology to Enhance Life and Family Involvement,” HOIT (Home Office

Informatics and Technology) Conference.

Schau, Hope Jensen (2003), “Technology as Tool: Netnography and Beyond,” Temple University,

Qualitative Research Symposium.

Schau, Hope Jensen (2003), “Communities and Identities Online,” Temple University, Qualitative

Research Symposium.

Schau, Hope Jensen and Michael F. Smith (2002), “Speed Kills: Rapid, Rich Communication and

Brand Communities,” Temple University, Fox School of Business, The Irwin L. Gross eBusiness

Institute (eBI) Conference entitled, “Cyberdeviance” in the Digital Economy: Ethical, Legal, and

Economic Implications.

Schau, Hope Jensen (2002), “The Many Faces of Online Research,” co-panelists Michael Solomon,

Basil Englis, and Paula Harveston, Society of Marketing Advances Conference.

Schau, Hope Jensen (1998), “Virtual and Corporeal Experience: Imagination in a Global Order,”

Terrains: Landscapes/Bodyscapes Conference at SUNY Stony Brook.

Schau, Hope Jensen (1997), “Multicultural Education and Its Impact on Generation X,” National

Association for Ethnic Studies Conference.

Schau, Hope Jensen (1997), “Language and the Construction of Social Identities and Relations,”

National Association for Ethnic Studies Conference.

Venkatesh, Alladi, Susan J. Knight and Hope Jensen Schau (1997), “A Conceptualization of

Consumer Behavior in Virtual Space: An Analysis of Four Models,” Association for Consumer

Research Conference.

PROFESSIONAL SERVICE

Editorial Review Board

Journal of Consumer Research, 2011-present

Consumption Markets and Culture, 2012-present

Journal of the Academy of Marketing Science, 2015-present

Ad Hoc Reviewer

SCHAU, UPDATED 08/31/16 13

Journal of Marketing, 2007-present

Marketing Science, 2009-present

European Journal of Marketing, 2014- present

Journal of Consumer Psychology, 2012-present

Journal of International Business Studies, 2006-present

Journal of the Academy of Marketing Science, 2006-present

Journal of Advertising, 2003-present

Journal of the Association for Consumer Research, 2015-present

Journal of Computer-Mediated Communication, 2004-present

Journal of Consumer Culture, 2006-present

Advances in Consumer Research, 1998-present

Journal of Consumer Research, 2004-2011

Consumption Markets and Culture, 2006-2011

Industrial Marketing Management, 2002-2004

Consumer Culture Theory Conference 2006-2009

Co-Chair (with Cait Lamberton), Association for Consumer Research Doctoral Consortium 2016

Chair, Sidney Levy Dissertation Award Jury 2016

Associate Editor, Association for Consumer Research Conference 2010, 2015, 2016

Roundtable Organizer, Association for Consumer Research Conference 2012

Working Papers Co-Chair, Association for Consumer Research Conference 2014

Program Committee

Association for Consumer Research North American Conference, 2005, 2007, 2012, 2013, 2014

Association for Consumer Research Asia Pacific Conference 2012

Consumer Culture Theory Conference 2010, 2013, 2014, 2017

Conference Co-Chair (with Kent Grayson Northwestern University and Albert M. Muñiz Jr. De Paul

University), Consumer Culture Theory Conference 2011

Consumer Culture Theory Track Chair, American Marketing Association Winter Educator

Conference 2014

Member

Association for Consumer Research

American Marketing Association

Consumer Culture Theory Consortium

Fellow, Filene Research Institute, 2012-present

Fellow, Institute for Brands & Brand Relationships, 2015-present

COLLEGE AND UNIVERSITY SERVICE

Associate Dean, Eller MBA Programs (overseeing four platforms) 2012-present

Eller College Dean’s Search Committee 2015

McGuire Academic Director Search Committee 2015

Graduate College Associate Dean Search Committee 2013

Faculty Advisor for AdCats, Student-run Advertising Agency, University of Arizona, 2011-present

Faculty Advisor for the Arizona Surfers, University of Arizona Surf Club, 2011-present

Marketing Department Annual Review Committee 2010, 2015, 2016

Faculty Recruiting Committee 2007-2011

Undergraduate Programs Committee 2006-2011

University of Arizona, Eller College of Management Exhibitor and Recruiter for The PhD Project and

AMA DocNet 2009, 2010

Faculty Advisor for the MBA Marketing Club, 2013-2014

Marketing Department PhD Committee 2011-2012

Faculty Advisor for Entrepreneurship Club, University of Arizona, 2009-2010

Faculty Mentor, Arizona Assurance Scholars Program 2009-2014

SCHAU, UPDATED 08/31/16 14

Eller College Assessment Committee 2005-2008

HONORS AND AWARDS

Emerald Citations of Excellence Award, top 50 most impactful business articles 2013, 2014, 2016

Association for Consumer Research, Faculty Fellow, ACR Doctoral Consortium, 2011, 2015, 2016

Academy of Marketing Science, Faculty Fellow, AMS Doctoral Consortium, 2015

Shelby Hunt Award for most cited article in the Journal of Macromarketing 2012

Outstanding Reviewer, Journal of Consumer Research 2012, 2015

Alpha Kappa Psi, Annual Professor and Alumni Appreciation Brunch 2012

Academic Leadership Institute 2012-2013

Eller Student Council, Eller Undergraduate Faculty Member of the Year Small Class 2010

University of Arizona, Eller College of Management, Dean’s Award for Teaching Excellence 2009

Chi Omega Teacher Appreciation Dinner, Fall 2009, 2010, Spring 2011

University of Arizona, Mortar Board National Senior Honor Society, Faculty Appreciation Tea,

Spring 2009

University of Arizona, Eller College BPA Student Council’s Faculty Appreciation Award, Fall 2005,

Spring 2007, Fall 2007, Spring 2012

University of Arizona Alumni Teacher Appreciation Breakfast Spring 2008

Temple University, Adrisani-Frank Undergraduate Teaching Award, 2004

Temple University, Untenured Faculty Summer Research Fellowship, 2004

Temple University, Untenured Faculty Summer Research Fellowship, 2003

Temple University, Marketing Faculty, Outstanding Teaching Award, 2002

Temple University, Marketing Faculty, Outstanding Research Award, 2001

Sheth - AMA Doctoral Consortium Fellow, 1999

University of California, Irvine, University of California Regents Dissertation Fellowship, 1999

University of California, Irvine, Ray Watson Doctoral Fellowship (single authored research

competition), 1999

Cultural Dimensions of Business Research III, Odense, Denmark, 1998

University of California, Irvine, University of California Regents Fellowship, 1992-1999

Beta Gamma Sigma, Business Honors Society

California State University, Long Beach, Outstanding Thesis Award, University Scholars Program,

May 1990

California State University, Long Beach Outstanding Sophomore Scholarship, University Scholars

Program, CSULB, May 1989

TEACHING EXPERIENCE Undergraduate at University of Arizona

Integrated Marketing Communications: average rating 4.6/5

Buyer Behavior: average rating 4.5/5

Graduate at University of Arizona

Social Media Marketing: average rating 4.7/5

Branding and Integrated Marketing Communications: average 4.5/5

Management of Marketing Communications: average rating 4.4/5

Marketing Management: average rating 4.0/5

Undergraduate at Temple University

Electronic Commerce: average rating 4.8/5

Marketing Research: average rating 4.8/5

Consumer Behavior: average rating 4.7/5

Graduate at Temple University

Marketing Strategy: average rating 4.6/5

Electronic Commerce: average rating 4.7/5

SCHAU, UPDATED 08/31/16 15

DOCTORAL STUDENT MENTORING

Dissertation Chair

Beth Leavenworth DuFault, “And There Were Jazz Clubs…Navigating Community Change with

Consumption Lifelines,” 2016 University of Arizona

Dissertation Co-Chair (with Merrie Brucks)

Paul Connell, “Perspectives on Childhood Consumption Memories,” 2008 University of Arizona

Dissertation Committee Member

Karen Robson, “Creative Consumers: Implications for Intellectual Property Management and

Consumer Behaviour,” 2016, Simon Fraser University, Marketing

Melissa Archpru Akaka, “Structures, Systems and Surfing: Value Co-creation in a Global Market

Culture,” 2012, University of Hawaii, Marketing

Yan (Mandy) Dang, “Theory-Informed Design and Evaluation of Web-Based Knowledge

Management Systems,” 2011, University of Arizona, MIS

Tandy Chalmers Thomas, “The Social Context of Advertising: Authenticity, Social Identity, and

Reflected Appraisals,” 2009 University of Arizona, Marketing

Michelle Weinberger, “Cultural Knowledge and Resources: Three Studies on the Role of Cultural

Knowledge in Consumption,” 2009 University of Arizona, Marketing

Denise T. Ogden, “Ethnicity and Acculturation on Consumer Purchase Decisions: The Hispanic

Consumer and the United States Do-It-Yourself (DIY) Paint Segment,” 2002 Temple

University, Marketing

Opponent

Leah Schneider, York University (2016)

Adam Mills, Simon Fraser University (2016)

Linda Lee, Royal Institute of Technology (KTH) (2016)

Edward Boon, Royal Institute of Technology (KTH) (2015)

Henri Weijo, Aalto University (2014)

Christofer Laurell, Stockholm Business School (2014)

MBA EXPERIENTIAL LEARNING

2015 Faculty Advisor, Eller MBA Consulting Project: Entropy

2015 Faculty Advisor, Eller MBA Consulting Project: Intuit: Mint.com

2014 Faculty Advisor, Eller MBA Consulting Project: Microsoft: Social Dens

2013 Faculty Advisor, Eller MBA Consulting Project: Holualoa Companies: creating a social media

strategy for residential properties

2013 Faculty Advisor, Eller MBA Consulting Project: Microsoft: defining social collaboration within

organizations

2013 Faculty Advisor, Eller MBA Consulting Project: Watermark: analyzing flexible pricing plans

and recommending a pricing option

2012 Faculty Advisor, Eller MBA Consulting Project: Ventana Medical: anticipating the future of

oncologists and pathologists information access

2012 Faculty Advisor, Eller MBA Consulting Project: Microsoft: mapping social media strategies for

potential MS clients

2011 Faculty Advisor, Eller MBA Consulting Project: Ventana Medical: creating an engagement plan

for professional customers using social media

GRADUATE STUDENT MENTORING

Master of Marketing Theses Advisor, Eller College, University of Arizona

Ignacio Luri 2015, “Brand Codes”

Ricky Triana 2016, “MBA Case Competitions”

SCHAU, UPDATED 08/31/16 16

UNDERGRADUATE STUDENT MENTORING

Honors Theses Advisor, Eller College, University of Arizona

Molly Vaughan 2016, “The Success of Wearables”

Audrey Arbogast 2015, “The Good, the Bad, & the Ugly: Crisis Management across Industries”

Amanda Watts 2015, “Revitalization of the Cereal Category: Applying Brand Revival

Techniques to Increase Sales of General Mills’ Cereals”

Andrew Pieper 2014, “Reality Television’s Role in Promoting Tourism”

Alexandra Laudick 2014, “Fan Farewell: Social Media Engagement during the Final Season”

Marisa Alsalam 2013, “Fashion Branding: Strategies for Individual and Collective Brand

Engagement”

Nicholas Lenhart 2013, “Enduring Social Engagement: A Case Study on Commercial

Applications for Enduring Social Engagement Strategies and Brand Community Growth”

Kathleen Sumiko Murray 2013, “Online Communication among University Freshmen: A Case

Study on the University of Arizona’s Freshman Engagement Tools”

Amanda Regele 2013, “Effects of Online Media Applications on Fitness Compliance”

Katie Kahler 2012, “Spanish Speakers Learning the US Marketplace: A Study of Online Forum

Use by Spanish and Mexican Travelers”

Courtney Triphan 2012, “The Ties that Bind: Event Planning and the Creation of Community”

Meah Benage 2011, “Thesis Story: An Examination of Nexon’s Brand Extension of Maplestory

into the Social and Mobile Gaming Platforms”

Genna Dreier 2011, “Enhancing Engagement and Building Community within a Medically-

Oriented Non-Profit”

Monique Rios 2011, “Facebook in Financial Services: A Case Study on Vanguard’s Use of

Facebook as a Marketing Tool”

Shannon Timms 2011, “Effective Facebook Strategies: A Case Study”

Katherine Thompson 2009, “Collective Consumption and Consumer-Generated Content in a

Female-Dominated Brand Community”

Evan Tyler Ortiz 2008, “The Value of Celebrity Athlete Endorsements”

SUNDARESAN RAM

ADJUNCT LECTURER ELLER SCHOOL OF BUSINESS

UNIVERSITY OF ARIZONA

CURRICULUM VITAE

ramsun@email.arizona.edu

EDUCATION October 1985 University of Illinois at Urbana-Champaign Degree: Ph.D. Area of Study: Marketing and Strategic Management Dissertation Title: Marketing Strategies to Overcome Consumer Resistance to Innovations Dissertation Chair: Jagdish N. Sheth Honors: Awarded the Best Dissertation Proposal by the Marketing Science Institute April 1980 Indian Institute of Management, Calcutta Degree: M.B.A. Area of Study: Marketing July 1978 Indian Institute of Technology, Madras Degree: B.A. Area of Study: Metallurgical Engineering

AREAS OF EXPERTISE (Courses offered at the MBA level, Executive MBA level, and Executive training/ Consulting): International Marketing International Marketing Research Services Marketing Global Product Development Telecom Marketing

ACADEMIC TEACHING EXPERIENCE 2014 - present Adjunct Lecturer of Marketing Eller School of Business University of Arizona

1992 - 2014 Associate Professor of Marketing World Business Department Thunderbird School of Global Management

1991 - 1992 Visiting Assistant Professor Anderson Graduate School of Management University of California (Irvine) 1990 - 1991 Visiting Assistant Professor Anderson Graduate School of Management University of California (Los Angeles) 1985 - 1990 Assistant Professor Department of Marketing College of BPA University of Arizona 1982 - 1985 Research Fellow Department of Marketing University of Illinois at Urbana-Champaign 1983 - 1985 Teaching Assistant College of Commerce and Business Administration University of Illinois at Urbana-Champaign

Honors and Awards Teaching Awards: 16 time Recipient of the Outstanding Professor Award, Department of World Business, Thunderbird; Also nominated for the award on several other occasions. Most Valuable Professor, Executive MBA class, 2004 Oustanding Professor, Spring 2004. Exec EMBA – Asia Program 1984-92: Appeared on Dean's List of Excellent Teachers at University of Illinois (2 times), University of Arizona (11 times between 1985-90), and University of California, Irvine (2 times). Research Awards: January 1990: Nominee, Best Paper Award, 23rd Hawaii International Conference on System Sciences. August 1985: Winner of the Marketing Science Institute Doctoral Dissertation Proposal Contest. April 1985: Representative of University of Illinois at the Haring Research Symposium, Bloomington, Indiana. March 1985: Recipient of University of Illinois Graduate College Doctoral Dissertation Grant. 1982-84: Walter H. Stellner Fellow, University of Illinois. 1982-83: University of Illinois College of Commerce Fellowship for outstanding academic achievement.

RESEARCH PUBLICATIONS Refereed Journals Note: *denotes lead article "The Impact of Organizational and Environmental Variables on Strategic Market Orientation: An Empirical Investigation,"

Journal of Global Marketing, 2000, 13 (3), 111-126 (with Bodo Schlegelmilch). "Validation of Expert Systems for Innovation Management: Issues, Methodology, and Empirical Assessment," Journal of

Product Innovation Management, 13 (1), Jan. 1996, 53-68 (with Sudha Ram). "Design and Validation of a Knowledge-Based System for Screening Product Innovations,” IEEE Transactions on

Systems, Man and Cybernetics, 26 (2), Mar. 1996, 213-221. (with Sudha Ram). “Screening Products for international markets: an expert systems application,” The New Review of Applied Expert

Systems, 2, 1996, 19-32 (with Sudha Ram). "Innovativeness in Product Usage: A Comparison of Early Adopters and Early Majority," Psychology & Marketing, 11 (1),

Jan.-Feb. 1994, 57-67. (With Hyung-Shik Jung). "How Product Usage Influences Consumer Satisfaction," Marketing Letters, Nov. 1991, 2(4), 403-411 (with Hyung-Shik

Jung). "Forced Adoption of Innovations in Organizations: Consequences and Implications," Journal of Product Innovation

Management," 1991, 8(2), 117-26 (with Hyung-Shik Jung). "Clearing the Hurdles to Technological Innovation," Product and Process Innovation, Mar.-Apr. 1991, 10-19. (with Jagdish

N. Sheth). *"Hurdling the Barriers to Technological Innovations," R&D Strategist, Fall 1990, 1 (1), 4-14. (with Jagdish N. Sheth). "Evaluating Financial Service Innovations: An Expert Systems Application," IEEE Expert, 1990, 5(4), 20-28 (with Sudha

Ram). "The Conceptualization and Measurement of Product Usage," Journal of Academy of Marketing Science, Winter 1990, 18

(1), 67-76. (with Hyung-Shik Jung). "Expert Systems: An Emerging Technology for Selecting New Product Winners," Journal of Product Innovation

Management, 1989, 6(2), 89-98 (with Sudha Ram). "Successful Innovation Using Strategies to Reduce Consumer Resistance to Innovations: An Empirical Test", Journal of

Product Innovation Management, 1989, 6(1), 20-34. *"Consumer Resistance to Innovations: The Marketing Problem and Its Solutions", Journal of Consumer Marketing, 1989,

6(2), 5-14 (with Jagdish N. Sheth). "INNOVATOR: An Expert System for New Product Launch Decisions", Applied Artificial Intelligence: An International

Journal, 1988, 2, 129-148 (with Sudha Ram).

Refereed Conference Proceedings "The impact of virtual teams on Global Product Development: A Conceptual Framework," Proceedings of the Global Business and Technology Association Conference, July 2003, Budapest (with Anne Stringfellow). "Technophobia: Scale Development and Cross-cultural Validation," 1995 AIB Annual Meeting, Nov. 14-18, Seoul (with

Bodo Schlegelmilch). "What Makes the Global Product Development Cycle Different?" Fourth World Business Congress, Jul. 13-16, 1995,

Istanbul (with John Zerio). "Market Orientation of U.S. Companies: The Role of Environmental and Organizational Antecedents," 24th European

Marketing Academy Conference, May 1994, Paris. "A Picture is Worth a Thousand Words: Adapting Business Education to Meet Cross-Cultural Differences", 11th

International Conference on New Concepts in Higher Education, Dec. 5-9, 1993, Phoenix (with John Zerio). "Screening products for International Markets: An Expert Systems Application", 23rd European Marketing Academy

Conference, May 1993, Maastricht, Holland, 795-804. "Screening Innovations in the Telecommunications Industry: An Expert Systems Approach", 23rd Hawaii International

Conference on Systems Sciences, 1990, Honolulu, HI (with Sudha Ram), Nominated for Best Paper Award. "Does Innovativeness in Purchase Extend to Consumption: A Comparison of Early Adopters and Early Majority",

American Marketing Association Summer Educators Conference Proceedings, 1989, Chicago, IL (with Hyung-Shik Jung).

"The Link Between Involvement, Use Innovativeness and Product Usage", in Thomas Srull, ed., Advances in Consumer

Research, 16, Association for Consumer Research, 1989, Honolulu, HI (with Hyung-Shik Jung). "The Marketing Variables that Affect Success Rates of New Product Ventures", in AMA Symposium on Research

Activities in the Marketing/Entrepreneurship Interface, 1989, Chicago, IL (with Sandra J. Forbes). "Marketer-Controlled Strategies to Reduce Consumer Resistance to Innovations: An Experimental Investigation", in G.L.

Frazier and C. Ingene, eds., American Marketing Association Summer Educators Conference Proceedings, 1988 San Francisco, CA.

"The Market(ing) Barriers to New Product Ventures: The Case of the Entrepreneur", in Gerald E. Hills, ed., AMA

Symposium on Research Activities in the Marketing/Entrepreneurship Interface, 1988, San Francisco, CA (with Jagdish N. Sheth).

"An Expert System for Screening Innovations in the Financial Services Industry", XV International Research Seminar in

Marketing, 1988, La Londe Les Maures, France (with Sudha Ram). "How Does Variety Seeking Affect Product Usage?", in J.M. Hawes and G.B. Glisan eds., Developments in Marketing

Science, 10, 85-89, 1987, Bal Harbor, FL (with Hyung-Shik Jung). "A Model of Innovation Resistance", in P. Anderson and M. Wallendorf, eds., Advances in Consumer Research, 14, 208-

212, Association for Consumer Research, 1986, Toronto, Canada.

Technical Reports "A Knowledge-Based Approach for Screening Product Innovations", Marketing Science Institute Report No. 93-107, May

1993, Cambridge, MA. Chapters In Books "Global Product Development," in Thunderbird on Global Business Strategy, ed. Robert E. Grosse, 2000, John Wiley &

Sons, Inc., pp. 153-166.

"Breaking the Barriers to Technological Innovations", in Customer-Driven Marketing: Lessons from Entrepreneurial Technology Companies, ed. Raymond W. Smilor, 1989, MA: Lexington Books Inc., 57-78. (with Jagdish N. Sheth).

Books "Bringing Innovation to Market: How to Break Corporate and Customer Barriers", 1987, New York: John Wiley and Sons

Inc. (with Jagdish N. Sheth), Reviewed by Everett Rogers in Journal of Marketing, 53(2), 1989. OTHER RESEARCH ACTIVITIES Conference Presentations "Effective Leapfrogging for Hi-Tech Market Leadership," Global Business and Technology Association Conference, Moscow, June 2006. "Ownership, Marketing Orientation and Export Performance of Malaysian Firms: An Empirical Investigation," presented at

The Global Business and Technology Association Conference, Apri.1-4, Jamaica (with Osman B. Mohamad & Zafar U. Ahmed, November 2001

"Can Virtual Teams shrink the product development cycle?" Global Business Development Institute Conference, January 2004, Chennai. "Global Telecommunications: Strategic Alternatives for the Next Millennium," presented at The Global Business and

Technology Association Conference, Apr. 1-4, 1999, Jamaica.

Telecommunications Strategy in Emerging Economics," presented at Globalization, the International Firm and Emerging Economies, May 27-31, 1998, Izmir, Turkey.

“Global Telecommunications: An International Market View,” Universal Wireless Communications Seminar, Barcelona, Spain, Oct. 29, 1996.

“Dimensionality of Technophobia: A Preliminary Investigation,” in Restructuring for Global Production, Service Needs and

Markets: Business Strategy and Policy Development for a Global Economy, The Fifth Annual World Business Congress, Jul. 17-21, 1996, Bermuda (with Bodo Schlegelmilch).

"The Impact of Technophobia on the Usage of Technology Based Service: A Cross-Cultural Comparison," NFORMS 33rd

International Meeting, June 25-28, 1995, Singapore (with Bodo Schlegelmilch). Designing an Expert System for Screening Innovations," Measuring the Value of Information: Marketing Science Institute

Special Conference, Dec. 2-3, 1992, Las Colinas, TX (with Sudha Ram).

"Screening New Products Using Expert Systems", presented at Workshop on Expert Systems in Marketing, August 4,

1990, Washington D.C. (with Sudha Ram). "Screening Innovations in the Telecommunications Industry," ORSA/TIMS Marketing Science Conference, 1990, Urbana-

Champaign, IL. "Design of an Expert System for Screening New Products", presented at ORSA/TIMS National Meeting, 1989,

Vancouver, Canada (with Sudha Ram). "INNOVATOR: An Expert System for Screening New Products", presented at the ORSA/TIMS Marketing Science

Conference, 1988, Seattle, WA. "Disaggregating the Model of Innovation Diffusion: When Imitation Varies with Individual Resistance", presented at the

ORSA/TIMS Marketing Science Conference 1988, Seattle, WA. "Consumer Resistance to Innovations", Albert Haring Symposium, 1985, Bloomington, IN Marketing Science Institute Doctoral Dissertation proposal winners’ session, AMA Educators Conference, August 1985,

Washington, D.C. Business Experience 1981-1982: Executive Assistant to Vice-President, Blue Star Ltd., Madras, India.

Responsible for the Consumer New Product division in the Southern Region. 1980-1981: Sales Engineer, Grindwell Norton Ltd., New Delhi, India (Subsidiary of Norton Ltd. USA).

Responsible for managing the Regional Distribution Network.

PROFESSIONAL ACTIVITIES Service At Thunderbird, The American Graduate School of International Management

Group Coordinator, Marketing, 1994-96.

Chair, AIB Western Regional Conference, May 1995.

Member, WB Research Committee, 1995-1999.

Member, WB Curriculum Committee, 1994-95.

Chair, Far East Committee

Internship Advisor

Recruiting Activities, EMIM Program

Member, PERCOM Committee (2000-02)

Member, Curriculum Advisory Committee (2006-present)

Faculty Advisor, India Club

Marketing Research Advisor, InterAd Teams

Madhu Viswanathan

University of Arizona

McClelland Hall 320L

Tucson, Arizona

(520) 621-2885 | madhu@email.arizona.edu

Education

Ph.D. in Business Administration (Major: Marketing; Minor: Economics), June 2012 University of Minnesota, Carlson School of Business, Minneapolis, MN

B.E (Hons.) Mechanical Engineering, June 2002

Birla Institute of Technology and Science, Pilani, India.

Employment

Assistant Professor, University of Arizona, Eller School of Management, 2012-present.

Working Papers

1. Viswanathan Madhu, “Economic Impact of Category Captaincy: An Examination of

Assortments and Prices”

2. Viswanathan Madhu, Prokriti Mukherji, Om Narasimhan and Rajesh Chandy, “The Big

Picture: Exploring the Performance Impact of being at the Technological Frontier”,

Preparing for Resubmission to Management Science

3. Viswanathan Madhu, Tony Cui, Mrinal Ghosh and George John, “Loss-Averse

Reference Dependent Contract Choices: Evidence from Sales Force Compensation”

4. Viswanathan Madhu, Ranjan Banerjee and Om Narasimhan, “Studying the Switching

Behavior of Electricians: Assessing the Impact of Loyalty Programs”

5. Viswanathan Madhu, Xiaolin Li, Om Narasimhan and George John “Is Cash King? A

Field Experiment on Mental Accounting in a Salesforce”

6. Viswanathan Madhu, Sunil Kishore, Raghu Rao, Joon Ro, “Understanding Input- vs.

Output-based Incentives with Free-riding Concerns: A Quasi-Experimental Approach”

Conference Presentations

“Is Cash King? A Field Experiment on Mental Accounting in a Salesforce”, Speaker

Series, U Kansas, November 2013

“Is Cash King? A Field Experiment on Mental Accounting in a Salesforce”, MIS Speaker

Series, U Arizona, September 2013

“Is Cash King? A Field Experiment on Mental Accounting in a Salesforce”, Seminar,

Stanford, April 2013

“Is Cash King? A Field Experiment on Mental Accounting in a Salesforce”, UA – ASU

conference, April 2013

“Studying the Switching Behavior of Electricians: Assessing the Impact of Loyalty

Programs,” Marketing Science Conference, Rice University, June 2011

“The Big Picture: Exploring the Performance Impact of being at the Technological

Frontier,” Marketing Science Conference, University of Cologne, June 2010

“Loss-Averse Reference Dependent Contract Choices: Evidence from Sales Force

Compensation,” Marketing Science Conference, University of Michigan, June 2009

“The Big Picture: Exploring the Performance Impact of being at the Technological

Frontier,” Marketing Science Conference, U Texas - Dallas, February 2009

Honors and Awards

ISBM Doctoral Consortium Representative, Harvard Business School, 2010

Haring Symposium Representative, Indiana University, 2009

Doctoral Internationalization Consortium in Marketing Representative, U Texas - Austin,

2008

Henrickson Fellowship, University of Minnesota, 2008

Teaching Experience

Teaching Assistant, Marketing Strategy – Executive MBA Course, Carlson School of

Management, Fall 2011.

Instructor, Marketing Research – Undergraduate Course, Carlson School of

Management, Fall 2010.

Teaching Assistant, Principles of Marketing – Undergraduate Course (76 students),

Carlson School of Management, Fall 2009.

Teaching Assistant, Marketing Research – MBA Course, Carlson School of

Management,

Spring 2009, 2010

Teaching Assistant, Buyer Behavior – Undergraduate Course, Carlson School of

Management, Spring 2010

TIRTHANKAR ROY

Office

The University of Arizona

Room 320V, McClelland Hall

Eller College of Management

1130 E. Helen Street

P.O. Box 210108

Tucson, AZ 85721-0108

Phone: (520) 626 2295

E-mail: royt1@email.arizona.edu

Education

Ph.D. Anderson School at UCLA, 1999

Area: Marketing

M.Stat. Indian Statistical Institute, Calcutta, India, 1981

Specialization: Quantitative Economics

B.Stat.(Hons.) Indian Statistical Institute, Calcutta, India, 1980

Concentration: Statistics, Mathematics, Economics

Academic Appointments

Spring 2014 – Present Senior Lecturer of Marketing

Eller College of Management

The University of Arizona, Tucson

Fall 2011 – Fall 2013 Visiting Assistant Professor of Marketing

Olin Business School

Washington University in St. Louis

Fall 2003 – Spring 2011 Assistant Professor of Marketing

College of Business

Iowa State University

Fall 1999 – Spring 2003 Assistant Professor of Marketing

Ross School of Business

University of Michigan – Ann Arbor

Fall 1997 – Spring 1999 Lecturer in Marketing

Ross School of Business

University of Michigan – Ann Arbor

Teaching Experience

1. Ross School of Business, University of Michigan – Ann Arbor

Taught at all three Degree Program levels – Ph.D., MBA and BBA

Ph.D. - Game theoretic modeling in marketing (MKT 699)

MBA - Pricing Strategies and Tactics (MKT 608)

Developed this new class as an elective for advanced full time MBA and evening MBA

students

BBA – Marketing Management (MKT 300)

A required Core class for all Business Majors

2. College of Business, Iowa State University

Taught BBA and MBA classes

MBA – Strategic Marketing Management (MKT 540)

An elective class for second year full time MBA students

BBA - Capstone Marketing Strategy class (MKT 443)

A required class for all graduating Marketing Seniors

Involved teaching several cases and the online use of PharmaSim, a Brand Management

Simulation

Nominated by Marketing Department Chair in three consecutive years 2007, 2008 and

2009 for Dean’s Advisory Council Teaching Award, College of Business, ISU.

3. Olin Business School, Washington University in St. Louis

Taught BSBA, MBA and PMBA (evening) classes

BSBA – Marketing Strategy (B55 MKT 480)

An elective class taken primarily by graduating Marketing Seniors and by students with

other majors too

MBA – Business to Business Marketing I (B65 MKT 500J)

An elective class taken primarily by second year MBA students and by other Specialized

Masters Program students too

PMBA – Business to Business Marketing I (B65 MKT 500J)

and Business to Business Marketing II (Sales Management - B65 MKT 500K)

Elective classes taken primarily by PMBA students and by some MBA and other

Specialized Masters Program students too

Marketing Management (B65 MKT 5503)

Required Core class taken by PMBA students

4. Eller College of Management, The University of Arizona, Tucson

Taught Undergraduate and Graduate level classes

Evening MBA – Marketing Strategy (MKTG 555E)

Fulltime MBA & Masters students – Pricing Strategy and Tactics (MKTG 556)

Undergraduate – Introduction to Marketing (MKTG 361)

International Marketing Management (MKTG 456)

Special Topics in Marketing – Pricing (MKTG 460)

Publications

1. Michael J. Barone and Tirthankar Roy (2010), “Does Exclusivity Always Pay Off?

Exclusive Price Promotions and Consumer Response,” Journal of Marketing, 74 (March),

121-132.

2. Michael J. Barone and Tirthankar Roy (2010), “The effect of deal exclusivity on

consumer response to targeted price promotions: A social identification perspective,”

Journal of Consumer Psychology, 20 (1), 78-89.

3. C. Rungie, G. Laurent, F.D. Riley, Donald G. Morrison and Tirthankar Roy (2005),

“Measuring and Modeling the (Limited) Consistency of Free Choice Attitude Questions”,

International Journal of Research in Marketing, 22 (3), 309-318.

4. S. R. Chakravarty and Tirthankar Roy (1985), “Measurement of Fuzziness: A General

Approach,” Theory and Decision, 19, 163-69.

Papers under Review

1. Thomas E. DeCarlo, Tirthankar Roy and Michael J. Barone, “Sales Manager

Experience and the Use of Performance Trends in Decision Making”.

Status: Conditionally accepted at European Journal of Marketing.

Papers to be submitted

1. Tirthankar Roy, Sourav Ray and Mrinal Ghosh, “A Governance-Based Perspective on

Bundling Equipment Sales and Technical Consulting Services in Industrial Markets”.

Being prepared for submission to Organization Science.

2. Tirthankar Roy and Mrinal Ghosh, “Customer Addressability Advantage as a Strategic

Asset”. Being prepared for journal submission.

3. Lu Tai, Mrinal Ghosh and Tirthankar Roy, “Product Warranties as Reputation

Mechanisms: An Investigation in Business-to-Business Markets”.

4. Tirthankar Roy, “Profitable Design of Reward Programs”.

5. Thomas E. DeCarlo, Tirthankar Roy and R. Kenneth Teas, “Profitable reward

programs in heterogeneous markets: Which customer segments to target and how?”

6. Donald G. Morrison and Tirthankar Roy, “What does the polarization index really

measure?”

7. Randolph E. Bucklin and Tirthankar Roy, “Bounds for category average price

elasticity”.

Research-in-progress

1. Michael J. Barone and Tirthankar Roy, “Managerial tradeoffs in exclusive deals”.

2. Tirthankar Roy and Atanu R. Sinha, “Do consumers choose the ‘Right Loyalty

Rewards’?”

3. Mrinal Ghosh and Tirthankar Roy, “Reputation Mechanisms and Competitive

Equilibrium in the Market for Medical Services”.

Service/Outreach

A. Ad-hoc reviewer for Journals

1. Journal of Marketing

2. Journal of Retailing

B. Serving as Member of various Committees as needed by Marketing Department, Eller

College of Management, The University of Arizona, Tucson - Currently member of

“Undergraduate and Assessment Committee”

C. Served as Member of University and College of Business Committees, Iowa State

University

Computation Advisory Committee, College of Business

Chair, Curriculum Committee, College of Business

Member, Faculty Senate Curriculum Committee, ISU

Emergency Response Committee, College of Business

Marketing Department Liaison for ISU Library

Subject Pool coordinator for Marketing Department

MRINAL GHOSH

(short vitae)

Office Address

Department of Marketing

Eller College of Management

University of Arizona

1130 E Helen Street, 320P McClelland Hall

Tucson, AZ 85721

Ph: (520) 626 7353 (Office); (520) 237 4212 (Cell)

Email: mghosh@email.arizona.edu OR mghoshmktg@gmail.com

Educational Background

Ph.D. Business Administration (Major Field: Marketing)

University of Minnesota – Twin Cities, 1997.

Thesis Title: Creating and Claiming Value in Cooperative Inter-Firm

Relationships: Theory and Evidence

Advisor: Professor George John

Department of Marketing, University of Minnesota – Twin

Cities.

B.Eng. Bachelor of Engineering (Major Field: Mechanical Engineering)

University of Bombay, 1988.

Thesis Title: The Design of Rolling Contact Screw Jack

Advisor: Professor D. K. Chawla

Department of Mechanical Engineering

Sardar Patel College of Engineering, University of Bombay.

Academic Appointments

July 2013 to date: Department Head, Marketing

Soldwedel Professor of Marketing

University of Arizona

July 2009 – June 2013: Associate Professor of Marketing (with tenure)

W. “H” and Callie Clark Fellow

University of Arizona

June 2007 – June 2009: Associate Professor of Marketing

W. “H” and Callie Clark Fellow

University of Arizona

August 1998 – May 2007: Assistant Professor in Marketing

University of Michigan – Ann Arbor

2

September 1997 August 1998: Lecturer in Marketing

University of Michigan – Ann Arbor

Other Work Experience

1990 – 1992: Marketing Engineer

Thermax Limited, Mumbai, India.

1988 – 1990: Sales & Service Engineer

Tata Engineering and Locomotive Company Ltd,

Mumbai, India.

Academic Honors and Awards

1. Recipient of the 2013 Louis W. Stern Award for an outstanding article “Strategic Fit in

Industrial Alliances: An Empirical Test of Governance Value Analysis (JMR, 2005)” that

has made significant contribution to the marketing and channels of distribution literature.

2. Invited to participate in Research Symposium in honor of Oliver E. Williamson, 2009

Nobel laureate in Economics, held at the Norwegian BI School of Management, Oslo,

Norway, December 2009. Participants were selected based on having made a ‘real

contribution to Transaction Cost Economics’.

3. Faculty Representative, 28th Haring Faculty & Doctoral Symposium, Indiana University,

April 1998.

4. Carlson School of Management, University of Minnesota, Doctoral Dissertation Fellowship,

1995-1996.

5. Honorable Mention, Institute for the Study of Business Markets’ Doctoral Dissertation

Competition, 1996.

6. Discussant, 25th Haring Faculty & Doctoral Symposium, Indiana University, March 1995.

7. Honors student, Mechanical Engineering, University of Bombay, 1988.

Service/Outreach

National Professional Service

1. Editorial Review Board: Journal of Marketing (April 2011 onwards)

2. Reviewer for Journal of Marketing, Journal of Marketing Research, Marketing Science,

Management Science, Organization Science, Academy of Management Review, Journal

of Operations Management, Journal of Retailing, International Journal of Research in

Marketing, Industrial and Corporate Change, Journal of the Academy of Marketing

Science and Journal of Supply Chain Management.

3. Referee for the Institute for the Study of Business Markets doctoral dissertation award

(2008 onwards)

4. Referee for the American Marketing Association (Winter) Conference 2010 onwards.

5. Referee for the AMA’S Inter-Organization SIG Lifetime Achievement Award.

3

6. External reviewer on three promotion decisions to Full Professors, two promotion &

tenure decisions to Associate Professors, and three contract renewal decisions.

University of Arizona/Eller College of Management Service

1. Chair, MIS Department Head Search Committee February 2016 onwards

2. University of Arizona Heads Steering Committee July 2014 onwards

3. Eller College Department Heads Council/Committee July 2013 onwards

4. Eller College Leadership Council August 2011 onwards

5. Member, Research and Doctoral Studies Committee: August 2010 – August 2013

6. Faculty Advisor (MBA Field Projects) August 2011 – May 2015

7. Graduate Programs Committee (MBA): August 2007 – August 2009

Department of Marketing Service

1. Department Head July 2013 onwards

2. Chair, Doctoral Studies Committee: August 2010 – July 2013

3. Member, Faculty recruiting committee: 2010, 2011, and 2012

4. Member, Faculty Evaluations committee: August 2009 – July 2013

5. Member, Promotion & Tenure committee 2010-2013

6. Member, Doctoral Studies Committee: August 2009 – July 2013

7. Coordinator of the Research Seminar Series 2009-2011

8. Coordinator of Lisle and Roslyn Payne Research Symposium 2009-2010

Doctoral Committee Chair/Co-chair

1: Zhen (Richard) Tang (chair); Department of Marketing, Eller College of Management,

University of Arizona, 2015 – present.

2: Shan Yu (chair); Department of Marketing, Eller College of Management, University of

Arizona, 2012 – present.

(Initial faculty position: Rensselaer Polytechnic Institute)

3: Kellilynn M. Frias (co-chair – Professor Robert Lusch); Department of Marketing, Eller

College of Management, University of Arizona, 2008 – 2011.

Recipient of the 2010 Kauffman Dissertation Fellowship Award for Research in

Entrepreneurship and Innovation.

Recipient of the 2011 ISBM (Institute for the Study of Business Markets) Doctoral

Dissertation Award.

(Initial faculty position: Texas Tech University)

4: Desmond Ho Fu Lo (co-chair – Professor Francine Lafontaine); Department of Marketing,

Ross School of Business, University of Michigan, 2004 – 2008.

(Initial faculty position: Santa Clara University)

4

5: Lopo Rego (co-chair – Professor Eugene Anderson); Department of Marketing, Ross

School of Business, University of Michigan, 1998 – 2000

(Initial faculty position: University of Iowa)

(Current position: Indiana University – Bloomington (with tenure))

Research Publications

Book Chapters

1. “Choosing Value-Chain Locations in Marketing Channels: Integrating Service-Dominant

Logic and Product-Form Strategy Perspectives,” Mrinal Ghosh, Kelli Frias, and Robert

Lusch, in Handbook of Research on Distribution Channels, Rajiv Dant and Chuck Ingene

(Eds.), Edward Elgar Publishing, 2017.

2. “A Transaction Cost Approach to Channel Design with Application to Multi-Channels

Settings,” George John, Madhu Viswanathan, and Mrinal Ghosh, in Handbook of Research

on Distribution Channels, Rajiv Dant and Chuck Ingene (Eds.), Edward Elgar Publishing,

2017.

3. “Progress and Prospects for Governance Value Analysis in Marketing: When Porter Meets

Williamson,” Mrinal Ghosh and George John, in ISBM B2B Handbook, Chapter 4, Gary

Lilien and Rajdeep Grewal (Eds.), 2012.

4. “Product Distribution Choices in China: A Transaction Cost Perspective,” Louisa Ha, Mrinal

Ghosh, Rajeev Batra, and Jie Zhang, in Marketing Issues in Transitional Economies, Rajeev

Batra (Ed.), Norwell, MA: Kluwer Academic Publishing, 1999.

Refereed Journal Articles

1. “Price Delegation and Performance Pay: Evidence from Industrial Sales Forces,” Desmond

Lo, Wouter Dessein, Mrinal Ghosh, and Francine Lafontaine, Journal of Law, Economics,

and Organization, forthcoming.

2. “Pricing Formats for Branded Components in Industrial Markets: An Integration of

Transaction Cost Economics and the Resource-Based View,” Desmond Lo, Kellilynn M.

Frias, and Mrinal Ghosh, Organization Science, 2012, Vol. 23, No. 5 (September-October),

1282-1297.

3. “The Incentive and Selection Roles of Sales Force Compensation Contracts,” Desmond Lo,

Mrinal Ghosh, and Francine Lafontaine, Journal of Marketing Research, 2011, Vol. 43

(August), 781-798.

4. “Transaction Costs, Opportunism, and Governance: Contextual Considerations,” Aric

Rindfleisch, Kersi Antia, Janet Bercowitz, James Brown, Joseph Cannon, Stephen Carson,

Mrinal Ghosh, Susan Helper, Diana Robertson, and Kenneth Wathne, Marketing Letters,

2010, Vol. 21, No. 3 (September), 211-222.

5

5. “Contract Specificity and its Performance Implications,” Erik Mooi and Mrinal Ghosh,

Journal of Marketing, 2010, Vol. 74 (March), 105-120.

6. “When Should Original Equipment Manufacturers Use Branded Component Contracts with

Suppliers?” Mrinal Ghosh and George John, Journal of Marketing Research, 2009, Vol. 41

(October), 597-611.

7. “Customizing Complex Products: When Should the Vendor Take Control?” Mrinal Ghosh,

Shantanu Dutta, and Stefan Stremersch, Journal of Marketing Research, 2006, Vol. 38

(November), 664-679.

8. “Strategic Fit in Industrial Alliances: An Empirical Test of Governance Value Analysis,”

Mrinal Ghosh and George John, Journal of Marketing Research, 2005, Vol. 37 (August),

346-357.

9. “Experimental Evidence for Agency Models of Salesforce Compensation,” Mrinal Ghosh

and George John, Marketing Science, 2000, Vol. 19, No. 4, 348-365.

10. “Governance Value Analysis and Marketing Strategy,” Mrinal Ghosh and George John,

Journal of Marketing, Vol. 63 (Special Issue 1999), 131-145.

11. “Durability Versus Concentration as an Explanation for Price Inflexibility,” Elizabeth M.

Caucutt, Mrinal Ghosh, and Christina M. L. Kelton, Review of Industrial Organization,

January 1999, Vol. 14, 27-50.

12. “Robustness of the Relationship Between Price Variability and Inflation for United States

Manufacturing,” Elizabeth M. Caucutt, Mrinal Ghosh, and Christina M. L. Kelton, Applied

Economics, 1998, Vol. 30, 513-519.

13. “Pricing Behavior in United States Manufacturing Industries: A Statistical Study using

Disaggregated Data,” Elizabeth M. Caucutt, Mrinal Ghosh, and Christina M. L. Kelton,

Review of Industrial Organization, December 1994, Vol. 9, 745-772.

Work-In-Progress

Articles under Review

1. “Media Effects on the Adoption of Sustainable Products: Evidence from the Hybrid Car

Market,” Yubo Chen, Mrinal Ghosh, Yong Liu, and Liang Zhao, under preparation for 4th

round of review at Journal of Marketing Research.

2. “Reconciling Power and Efficiency Theories of Marketing Channel Governance,” Stephen

Carson and Mrinal Ghosh, under preparation for 2nd round of review at Journal of

Marketing.

6

3. “Coordination and Economic Rents in Distribution Channels,” Desmond Lo and Mrinal

Ghosh, under 2nd round of reviews at Journal of Retailing.

4. “Product Form Strategy: Selling Systems versus Components in Industrial Markets,”

Mrinal Ghosh, Shantanu Dutta, and Kellilynn M. Frias, under review at Journal of

Marketing Research.

5. “Contracting to Dis-incentivize,” Desmond Lo, Giorgio Zanarone, and Mrinal Ghosh, under

review at Journal of Marketing Research.

6. “Governance Deviations, (Mis)-matched Decision Logics, and Exchange Performance:

Evidence from Repeat Buyer-Supplier Interactions,” Erik Mooi, Kersi Antia, and Mrinal

Ghosh, under review at Marketing Science.

7. “Money-Back Guarantees and Service Quality: The Marketing of In-Vitro Fertilization,”

Shan Yu, Mrinal Ghosh, and Madhu Viswanathan, under preparation for Journal of

Marketing Research.

8. “How do Influence Strategies Work? Going Beyond Dyadic Relationships to Examine the

Moderating Role of Institutional Profile and Mediating Role of Commitment,” Gao, Weihe,

Mrinal Ghosh, and Liping Qian, under review at the Journal of Business Research.

Selected Work-in-Progress

1. “Pricing Formats as Governance Devices: The Role of Leasing in Complex Industrial

Markets,” Mrinal Ghosh, under preparation for Marketing Science.

2. “Product-Form Strategies in High-Technology Entrepreneurial Markets,” Kellilynn M.

Frias, Mrinal Ghosh, and Robert Lusch, under preparation for Organization Science

3. “Marketing of Technology through Licensing Agreements: A Cross-National

Investigation,” Shan Yu, Mrinal Ghosh, Chae Un Lim, and George John, under preparation

for Journal of Marketing Research.

4. “Endogeneity in Strategy and Inter-Organizational Research: The Problem, its Implications,

and Possible Solutions,” Jon B. Sande and Mrinal Ghosh, reject and resubmit to Journal of

Marketing Research.

5. “A Governance-Based Perspective on Bundling Equipment Sales and Technical Consulting

Services in Industrial Markets” Mrinal Ghosh, Tirthankar Roy, and Sourav Ray, under

preparation for Organization Science.

6. “Salesperson Decision Authority, Salesperson Characteristics, and Productivity,” Desmond

Lo, Zhen Tang, Mrinal Ghosh, and Arti Gandhi, under preparation for Journal of

Marketing.

7

7. “Digital Goods and Quality Competition,” Peng Wang, Yong Liu, and Mrinal Ghosh, under

preparation for Marketing Science.

Teaching

Graduate Courses Taught

1. Doctoral Seminar in Research Methods (University of Arizona), 2014 – present.

2. Doctoral Seminar in Inter-Organizational Relationships and Strategy (University of Arizona),

2007 – present.

3. Doctoral Seminar in Inter-Organizational Relationships (University of Michigan), 2004 –

2007.

4. Marketing Core (multiple sections of Full-time MBA – University of Arizona), 2011 – 2013.

5. Marketing Strategy (multiple sections of Full-time MBA, Evening MBA and Online MBA –

University of Arizona), 2008 – present.

6. Strategies in Business-to-Business Marketing (multiple sections of Full-time and Evening

MBA – University of Michigan), 2005 – 2007.

7. Marketing Strategy (multiple sections of Full-time and Evening MBA – University of

Michigan), 2000 – 2007.

8. Distribution Strategies (multiple sections of Full-time and Evening MBA – University of

Michigan), 1999 – 2007.

Under-Graduate Courses Taught

1. Marketing Capstone Course (multiple sections of BBA – University of Arizona), 2007-2011.

2. Marketing Research (multiple sections of BBA – University of Arizona), 2009.

3. Marketing Principles (multiple sections of BBA – University of Michigan), 1997 – 1999.

Professional Association Memberships

1. Member: American Marketing Association

2. Member: INFORMS College on Marketing

3. Member: International Society of New Institutional Economics

1

MARTIN REIMANN

University of Arizona

Eller College of Management, Department of Marketing Tucson, Arizona 85721

reimann@arizona.edu | (408) 813-8449 (cell) https://marketing.eller.arizona.edu/people/martin-reimann

Citizenships: German (born) and American (naturalized)

ACADEMIC POSITIONS 2013-present Assistant Professor of Marketing (tenure track), University of Arizona

Assistant Professor in the Cognitive Science Program (by courtesy), University of Arizona 2007-2008 Postdoctoral Fellow, Stanford University EDUCATION 2008-2013 Ph.D., Psychology (Brain & Cognition), University of Southern California

Advisors: Antoine Bechara (chair), Debbie MacInnis, Mike E. Dawson, John Monterosso, and Wendy Wood

2008-2011 M.A., Psychology, University of Southern California

2005-2009 Dr. habil., Marketing, Technische Universität Bergakademie Freiberg Advisors: Margit Enke and Christian Homburg 2003-2005 Dr. rer. pol., Marketing, Technische Universität Bergakademie Freiberg Advisor: Margit Enke

2001-2003 Diplom-Kaufmann, HHL—Leipzig Graduate School of Management 1999-2001 Vordiplom, Universität Passau RESEARCH INTERESTS Experience theory (aesthetics in packaging design, food portion size, happiness); Close relationships (trust in interpersonal relationships, consumer-brand relationships); Neurophysiological explanations of consumer behavior; Methods (behavioral experiments, psychometrics, fMRI, response accuracy, data triangulation)

2

MANUSCRIPTS UNDER REVIEW OR IN REVISION 33 Reimann, Martin, Sandra Nuñez, and Raquel Castaño, “Brands as Band-Aids: How close brand

relationships ease physical and psychological pain experiences,” Journal of Consumer Research, under 2nd round of reviews.

32 Reimann, Martin, MacInnis, Deborah, Valerie Folkes, Gratiana Pol, and Adriana Uhalde,

“Differentiating brand betrayal from brand dissatisfaction,” Journal of Consumer Psychology, under 1st round of review.

31 Reimann, Martin, Oliver Schilke, and Karen S. Cook, “Distrust is sociable, trust is heritable?,”

Proceedings of the National Academy of Sciences, under 1st round of reviews. 30 Pol, Gratiana, Martin Reimann, and C.W. Park, “The motivational power of beauty: How visually

attractive products drive behavioral effort in consumers,” Journal of Consumer Research, revision invited for 2nd round of reviews.

29 Reimann, Martin, David Flores, and Raquel Castaño, “Save desserts for last? Order effects in

food choice,” Journal of Marketing Research, revision invited for 2nd round of reviews. 28 Wiggin, Kyra, Shailendra P. Jain, and Martin Reimann, “Curiosity tempts indulgence,” Journal

of Consumer Research, revision invited for 2nd round of reviews. 27 Reimann, Martin and Kristen Lane (2016), “Can children still be happy if 160 calories are cut out

of the Happy Meal? Reinforcing effects of toys on portion choices,” PLoS ONE, revision invited for 2nd round of reviews.

REFEREED JOURNAL PUBLICATIONS (1,214 citations and h-index of 16 as per Google Scholar, August 2016) 26 Martin, Jolie, Martin Reimann, and Michael I. Norton (2016), “Experience theory, or how

desserts are like losses,” Journal of Experimental Psychology: General, forthcoming. 25 Schilke, Oliver, Martin Reimann, and Karen S. Cook (2016), “Reply to Wu and Wilkes: Power,

whether situational or durable, decreases both relational and generalized trust,” Proceedings of the National Academy of Sciences, 113 (11), E1418.

24 Reimann, Martin, Deborah MacInnis, and Antoine Bechara (2016), “Can smaller meals make

you happy? Behavioral, neurophysiological, and psychological insights into motivating smaller portion choice,” Journal of the Association for Consumer Research, 1 (1), 71-91. ~ Cited 6 times (Google Scholar, August 2016) ~ Media: Arizona Daily Star, Daily Mail, Irish Examiner, Mashable, NBC Today Show, The Independent

3

23 Reimann, Martin, Antoine Bechara, and Deborah MacInnis (2015), “Leveraging the Happy Meal effect: Substituting food with modest non-food incentives decreases portion size choice,” Journal of Experimental Psychology: Applied, 21 (3), 276-286. ~ Cited 2 times (Google Scholar, August 2016) ~ Media: Arizona Daily Star, Boston Globe, BYU Radio, KJZZ Radio, National Affairs, National Public Radio, Science

World Report

22 Schilke, Oliver, Martin Reimann, and Karen S. Cook (2015), “Power decreases trust in social

exchange,” Proceedings of the National Academy of Sciences, 112 (42), 12950-12955. ~ Cited 11 times (Google Scholar, August 2016)

21 Schaefer, Michael, Franziska Rumpel, Abdolkarim Sadrieh, Martin Reimann, and Claudia Denke

(2015), “Personal involvement is related to increased search motivation and associated with activity in left BA44—a pilot study,” Frontiers in Human Neuroscience, 9 (142), 1-8.

20 Reimann, Martin, Gergana Y. Nenkov, Deborah MacInnis, and Maureen Morrin (2014), “The

role of hope in financial risk seeking,” Journal of Experimental Psychology: Applied, 20 (4), 349-364. ~ Cited 3 times (Google Scholar, August 2016)

19 Marin, Alex, Martin Reimann, and Raquel Castaño (2013), “Metaphors and creativity: Direct,

moderating, and mediating effects,” Journal of Consumer Psychology, 24 (2), 290-297. ~ Cited 5 times (Google Scholar, August 2016) ~ Media: Fast Company

18 Schilke, Oliver, Martin Reimann, and Karen S. Cook (2013), “Effect of relationship experience

on trust recovery following a breach,” Proceedings of the National Academy of Sciences, 110 (38), 15236-15241. ~ Cited 13 times (Google Scholar, August 2016) ~ Media: futurity.com, Lifehacker.com.au Australia, Docwhisperer.ca Canada, naturaltherapyforall.com,

medicalnewstoday.com

17 Kemper, Jan, Oliver Schilke, Martin Reimann, Xuyi Wang, and Malte Brettel (2013),

“Competition-motivated corporate social responsibility: When corporate social responsibility increases the effect of marketing on firm performance,” Journal of Business Research, 66 (10), 1954-1963. ~ Cited 34 times (Google Scholar, August 2016)

16 Lehmann, Sebastian and Martin Reimann (2012), “Neural correlates of time versus money in

product evaluation,” Frontiers in Psychology, 3 (372), 1-20.

15 Homburg, Christian, Martin Klarmann, Martin Reimann, and Oliver Schilke* (2012), “What drives

key informant accuracy?,” Journal of Marketing Research, 49 (4), 594-608. *Authors are listed in alphabetical order ~ Awarded Best Paper in Research Methods by the 2009 American Marketing Association Winter Conference ~ Cited 76 times (Google Scholar, August 2016)

4

14 Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2012), “Novel

versus familiar brands: An analysis of neurophysiology, response latency, and choice,” Marketing Letters, 23 (3), 745-759. ~ Cited 15 times (Google Scholar, August 2016)

13 Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2012), “How

we relate to brands: Psychological and neurophysiological insights into consumer-brand relationships,” Journal of Consumer Psychology, 22 (1), 128-142. ~ Awarded Best Paper in Consumer Psychology and Behavior by the 2012 American Marketing Association Summer

Conference ~ Cited 69 times (Google Scholar, August 2016)

12 Reimann, Martin, Wilko Feye, Alan J. Malter, Joshua M. Ackerman, Raquel Castaño, Nikita

Garg, Robert Kreuzbauer, Aparna A. Labroo, Angela Y. Lee, Maureen Morrin, Gergana Y. Nenkov, Jesper H. Nielsen, Maria Eugenia Perez, Gratiana Pol, José A. Rosa, Carolyn Yoon, and Chen-Bo Zhong (2012), “Embodiment in judgment and choice,” Journal of Neuroscience, Psychology, and Economics, 5 (2), 104-123. ~ Cited 28 times (Google Scholar, August 2016)

11 Levin, Irwin P., Gui Xue, Joshua A. Weller, Martin Reimann, Marco Lauriola, and Antoine

Bechara (2012), “A neuropsychological approach to understanding risk-taking for potential gains and losses,” Frontiers in Neuroscience, 6 (15), 1-11. ~ Cited 32 times (Google Scholar, August 2016)

10 Reimann, Martin and Philip G. Zimbardo (2011), “The dark side of social encounters: Prospects

for a neuroscience of human evil,” Journal of Neuroscience, Psychology, and Economics, 4 (3), 174-180. ~ Cited 10 times (Google Scholar, August 2016)

9 Reimann, Martin, Oliver Schilke, Bernd Weber, Carolin Neuhaus, and Judith L. Zaichkowsky

(2011), “Functional magnetic resonance imaging in consumer research: A review and application,” Psychology & Marketing, 28 (6), 608-637. ~ Honored with the William R. Darden Award by the Academy of Marketing Science ~ Cited 52 times (Google Scholar, August 2016)

8 Reimann, Martin, Judith L. Zaichkowsky, Carolin Neuhaus, Thomas Bender, and Bernd Weber

(2010), “Aesthetic package design: A behavioral, neural, and psychological investigation,” Journal of Consumer Psychology, 20 (4), 431-441. ~ Cited 144 times (Google Scholar, August 2016) ~ Honored with the Park Award for the Best Article appearing in Vol. 20 (2010) of the Journal of Consumer

Psychology ~ Selected as Best Article for the Year 2010 for the Special Virtual Issue “Celebrating 20 Years” of the Journal of

Consumer Psychology ~ Honored with the JCP/Park Young Contributor Award by the Society for Consumer Psychology ~ #3 most cited JCP article since 2010 (JCP/Scopus, August 2015)

5

7 Reimann, Martin and Antoine Bechara (2010), “The somatic marker framework as a neurological theory of decision-making: Review, conceptual comparisons, and future neuroeconomics research,” Journal of Economic Psychology, 31 (5), 767-776. ~ Cited 88 times (Google Scholar, August 2016)

6 Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2010), “Customer relationship

management and firm performance: The mediating role of business strategy,” Journal of the Academy of Marketing Science, 38 (3), 326-346. ~ Cited 129 times (Google Scholar, August 2016) ~ Awarded Best Paper in Customer Relationships by the 2008 American Marketing Association Winter Conference

5 Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2010), “Toward an understanding of

industry commoditization: Its nature and role in marketing competition,” International Journal of Research in Marketing, 27 (2), 188-197. ~ Cited 77 times (Google Scholar, August 2016) ~ Awarded Best Paper in Marketing Strategy by the 2009 American Marketing Association Summer Conference ~ Media: The Huffington Post

4 Schilke, Oliver, Martin Reimann, and Jacquelyn Thomas (2009), “When does standardization of

international marketing strategy matter to firm performance?,” Journal of International Marketing, 17 (4), 24-46. ~ Cited 111 times (Google Scholar, August 2016)

3 Homburg, Christian, Oliver Schilke, and Martin Reimann (2009), “Triangulation von

Umfragedaten in der Marketing- und Managementforschung,” Die Betriebswirtschaft, 69 (2), 173-193. [English translation: “Triangulation of survey data in marketing and management research”] ~ Cited 32 times (Google Scholar, August 2016)

2 Reimann, Martin, Ulrich Lünemann, and Richard B. Chase (2008), “Uncertainty avoidance as a

moderator of the relationship between perceived service quality and customer satisfaction,” Journal of Service Research, 11 (1), 63-73. ~ Cited 103 times (Google Scholar, August 2016)

1 Schilke, Oliver and Martin Reimann (2007), “Neuroo ̈konomie: Grundverständnis, Methoden

und betriebswirtschaftliche Anwendungsfelder,” Journal für Betriebswirtschaft, 57 (3), 247-262. [English translation: “Neuroeconomics: Basics, methods, and application in management research”] ~ Cited 39 times (Google Scholar, August 2016)

INVITED AND NON-REFEREED PUBLICATIONS 7 Reimann, Martin and Clark Cao (2016), “Aesthetics: Antecedents, underlying processes, and

behavioral consequences,” in Cathrine Jansson-Boyd and Magdalena Zawisza (eds.), The International Handbook of Consumer Psychology, Taylor & Francis, forthcoming.

6

6 Reimann, Martin (2016), “Neuroaesthetics in marketing: The role of dopaminergic reward in processing aesthetic package design,” in Moran Cerf and Manuel Garcia (eds.), Consumer Neuroscience, MIT Press, forthcoming.

5 Reimann, Martin and Oliver Schilke (2014), “Commoditization,” in: Cary L. Cooper (ed.),

Encyclopedia of Management, 3rd Edition, Volume 9: Marketing, Wiley & Sons, 80. 4 Martinez, Israel, Raquel Castaño, Claudia Quintanilla, and Martin Reimann (2012),

“Nonconscious processes in consumer behavior: A review of prior literature and implications for marketing,” in: Steven S. Posavac (ed.), Cracking the Code: Leveraging Consumer Psychology to Drive Profitability, M. E. Sharpe, 257-277.

3 Reimann, Martin and Oliver Schilke (2010), “Product differentiation by aesthetic and creative

design: A psychological and neural framework of design thinking,” in: Hasso Plattner, Christoph Meinel, and Larry Leifer (eds.), Design Thinking: Understand – Improve – Apply, Springer, 45-58. ~ Cited 14 times (Google Scholar, August 2016)

2 Hult, G. Tomas M., Martin Reimann, and Oliver Schilke (2009), “Worldwide faculty perceptions

of marketing journals: Rankings, trends, comparisons, and segmentations,” Global Edge Business Review, 3 (3), 1-10. ~ Cited 75 times (Google Scholar, August 2016)

1 Reimann, Martin and Arthur Aron (2009), “Self-expansion motivation and inclusion of close

brands in self: Towards a theory of brand relationships,” in: Joseph Priester, Deborah MacInnis, and C. W. Park (eds.), Handbook of Brand Relationships, M. E. Sharpe, 65-81. ~ Cited 46 times (Google Scholar, August 2016)

HONORS & AWARDS 2013 Young Leader, Atlantik-Brücke 2013 Outstanding Contribution to the Journal of Consumer Psychology Award 2013 Consumer Behavior Rising Star Award, American Marketing Association 2008-2013 Graduate Merit & Research Fellow, University of Southern California 2012 Best Paper Award, American Marketing Association 2011 JCP/Park Young Contributor Award, Society for Consumer Psychology 2011 M. Wayne Delozier Award, Academy of Marketing Science 2009 Best Paper Award, American Marketing Association 2008 William R. Darden Award, Academy of Marketing Science 2008 Best Paper Award, American Marketing Association 2001-2003 Graduate Merit Fellow, HHL—Leipzig Graduate School of Management 2001-2003 Graduate Merit Fellow, Konrad-Adenauer-Stiftung

7

GRANTS 2016 Research Grant, Marketing Science Institute, $9,800, with Mike Norton, role: PI. 2016 Research Grant, Eller College, University of Arizona, $2,000, with Oliver Schilke, role:

Co-PI. 2016 Research Grant, Center for Leadership Ethics, University of Arizona, $4,000, role: PI. 2016 Research Grant, Board of the Association for Consumer Research, $2,250, role: PI. 2015 Research Grant, Center for Management Innovations in Health Care, University of

Arizona, $5,500, role: PI. 2015 Research Grant, Eller College, University of Arizona, $2,500, with Oliver Schilke, role:

Co-PI. 2014 Research Grant, Center for Leadership Ethics, University of Arizona, $2,000, role: PI. 2010-2012 Standard Research Grant, Social Sciences and Humanities Research Council of

Canada, $166,000, with Michel Laroche, role: collaborator. 2011 Research Grant, Board of the Association for Consumer Research, $1,200, role: PI. 2008-2010 Research Grant, Stanford University/Hasso Platter Foundation Design Thinking

Research Program, $230,000, with Oliver Schilke, Brian Knutson, Roderick Kramer, and Larry Leifer, role: Co-PI.

2008-2009 Research Grant, Google & WPP Marketing Research Fund, $55,000, with Antoine Bechara, role: PI.

INVITED PRESENTATIONS 2016 Columbia Business School, Research on Emotions and Decisions Lab 2015 University of Arizona, Psychology Department & Cognitive Science Colloquium 2015 Yale University, Yale School of Management, Center for Consumer Insights 2015 Cornell University, Food & Brand Lab 2015 EGADE Business School, Mexico, Marketing Department 2014 German Graduate School of Management, Germany, Marketing Department 2014 EGADE Business School, Mexico, Marketing Department 2013 Karlsruhe Institute of Technology (KIT), Germany, Marketing Department 2013 Temple University, Fox School of Business, Marketing Department 2013 EGADE Business School, Mexico, Marketing Department 2012 University of Arizona, Eller College of Management, Marketing Department 2012 Texas A&M University, Mays Business School, Marketing Department 2012 University of Washington, Foster School of Business, Marketing Department 2012 Yale University, Yale School of Management, Center for Consumer Insights 2012 EGADE Business School, Mexico, Marketing Department 2011 Temple University, Fox School of Business, Marketing Department 2009 UC Berkeley, Haas School of Business, Marketing Department 2009 Otto von Guericke Universität Magdeburg, Germany, Marketing Department 2009 Westfälische Wilhelms-Universität Münster, Germany, Marketing Department 2009 Universität Bayreuth, Germany, Marketing Department 2009 University of Southern California, Department of Psychology

8

2007 Stanford University, Department of Psychology, SPAN Lab 2005 EGADE Business School, Mexico, Marketing Department

CHAIRED SYMPOSIA AND SPECIAL SESSIONS

5 Reimann, Martin, William Hedgcock, and Adam Craig (2016), “Consumer neuroscience:Conceptual, methodological, and substantive opportunities for collaboration at the interface of consumer research and functional neuroimaging,” Pre-Conference Workshop and Roundtable Meeting, Association for Consumer Research Annual Conference, Berlin, Germany, October 27-29, 2016. Participants: Maarten Boksem, Raquel Castaño, Moran Cerf, Angelika Dimoka, Ming Hsu, Hilke Plassmann, Akshay Rao, Ale Smidts, and Carolyn Yoon.

4 Reimann, Martin and Ossama Elshiewy (2016), Contemporary issues in consumer food choice,Association for Consumer Research Annual Conference, Berlin, Germany, October 27-30, 2016. Participants: Yasemin Boztug, Tim Doering, Steffen Jahn, and Kristen Lane.

3 Reimann, Martin (2013), “Transformatory consumer neuroscience,” Association for ConsumerResearch Annual Conference, Chicago, Illinois, October 3-6, 2013. Participants: Brian K. Koestner, William Hedgcock, Kameko Halfmann, Natalie L. Denburg, Li Ju, Laurette Dubé, Ming Hsu, Deborah MacInnis, and Antoine Bechara.

2 Reimann, Martin (2011), “Embodiment in consumer judgment and decision-making:Behavioral, psychological, and neural perspectives,” Association for Consumer Research Annual Conference, St. Louis, Missouri, October 13-16, 2011. Participants: Joshua M. Ackerman, Raquel Castaño, Nitika Garg, Robert Kreuzbauer, Aparna A. Labroo, Angela Y. Lee, Spike W. S. Lee, Alan J. Malter, Maureen Morrin, Gergana Y. Nenkov, Jesper H. Nielsen, Gratiana Pol, José Antonio Rosa, Carolyn Yoon, Judith Zaichkowsky, and Chen-Bo Zhong.

1 Reimann, Martin and Oliver Schilke (2009), “Decision neuroscience symposium,” AmericanPsychological Association 117th Annual Convention, Toronto, Canada, August 6-9, 2009, in co-sponsorship with the Society for Consumer Psychology (APA Division 23).

REFEREED CONFERENCE PRESENTATIONS (SELECTION)

35 Wu, Xiaoxuan (Farrah), Martin Reimann, Maureen Morrin, and Angelika Dimoka (2016), “Whatyou smell is what you see? (or do you see what you smell?) The effect of ambient scent on stimulus ambiguity in product aesthetics,” Association for Consumer Research Annual Conference, Berlin, Germany, October 27-30, 2016.

34 Reimann, Martin and Kristen Lane (2016), “Can children still be happy if 160 calories are cut outof the Happy Meal?,” Association for Consumer Research Annual Conference, Berlin, Germany, October 27-30, 2016.

9

33 Reimann, Martin and Kristen Lane (2016), “Can children still be happy if 160 calories are cut outof the Happy Meal?,” American Psychological Association 124th Annual Convention, Denver, Colorado, August 4-7, 2016, in co-sponsorship with the Summer Conference of the Society for Consumer Psychology (APA Division 23).

32 Reimann, Martin, David Flores, and Raquel Castaño (2016), “Save dessert for last? The effect offood presentation order on food choice and caloric intake,” Society for Consumer Psychology Annual Conference, St. Pete Beach, Florida, Florida 25-27, 2016.

31 Martin, Jolie, Martin Reimann, Michael I. Norton (2015), Risk preferences for experiences, orhow desserts are like losses,” Association for Consumer Research Annual Conference, New Orleans, Louisiana, October 1-4, 2015.

30 Reimann, Martin, Sandra Núñez, and Raquel Castaño (2015), Can beloved brands reducepain?,” Association for Consumer Research Annual Conference, New Orleans, Louisiana, October 1-4, 2015.

29 Wiggin, Kyra, Shailendra P. Jain, and Martin Reimann (2014), “Curiosity tempts: The influenceof curiosity and lay theories about willpower on self-control,” Association for Consumer Research Annual Conference, Baltimore, Maryland, October 23-26, 2014.

28 Flores, David, Martin Reimann, and Raquel Castaño (2014), “Save dessert for last? The effect offood presentation order on food choice and caloric intake,” Association for Consumer Research Annual Conference, Baltimore, Maryland, October 23-26, 2014.

27 Schilke, Oliver, Martin Reimann, and Karen S. Cook (2014), “Effect of relationship experienceon trust recovery following a breach,” 62nd Annual Nebraska Symposium on Motivation, Lincoln, Nebraska, April 24-25, 2014.

26 Reimann, Martin, Deborah MacInnis, and Antoine Bechara (2013), “Reward substitution,”Association for Consumer Research Annual Conference, Chicago, Illinois, October 3-6, 2013.

25 Reimann, Martin, Deborah MacInnis, and Antoine Bechara (2013), “Reward substitution,” 3rd

Interdisciplinary Decision Neuroscience Symposium, Philadelphia, Pennsylvania, May 3-5, 2013.

24 Pol, Gratiana, C. W. Park, and Martin Reimann (2013), “The motivational power of beauty: Howvisually attractive products drive behavioral effort in consumers,” Anthropology of Markets & Consumption Conference, Irvine, California, March 7-9, 2013.

23 Pol, Gratiana, C. W. Park, and Martin Reimann (2012), “Humor versus aesthetics in productdesign: Their impact on ownership pride,” Association for Consumer Research Annual Conference, Vancouver, British Columbia, October 4-7, 2012.

10

22 Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2012), “How close brands are included in the self: Psychological and neural processes,” American Marketing Association Summer Educators’ Conference, Chicago, Illinois, August 17-19, 2012. ~ Awarded Best Paper on Consumer Psychology and Behavior

21 Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2011),

“Psychological and neurophysiological investigations of close consumer-brand relationships,” Association for Consumer Research Annual Conference, St. Louis, Missouri, October 13-16, 2011.

20 Reimann, Martin, Judith L. Zaichkowsky, and Antoine Bechara (2011), “Disentangling affect and

memory in consumer choice,” American Marketing Association Summer Educators’ Conference, San Francisco, California, August 5-7, 2011.

19 Kemper, Jan, Martin Reimann, Oliver Schilke, Andreas Engelen, Xuyi Wang, and Malte Brettel

(2011), “Competition-motivated sustainability: When corporate social responsibility increases marketing’s effect on firm performance,” Academy of Marketing Science Annual Conference, Coral Gables, Florida, May 24-27, 2011. ~ Honored with the M. Wayne Delozier Award for Best Conference Paper

18 Martin, Jolie, Martin Reimann, and Michael I. Norton (2011), “Reversals in risk preferences for

experiences and money,” Society for Consumer Psychology Annual Conference, Atlanta, Georgia, February, 24-26, 2011.

17 Reimann, Martin, Judith L. Zaichkowsky, Carolin Neuhaus, Thomas Bender, and Bernd Weber

(2011), “Toward an understanding of the behavioral, psychological, and neural mechanisms underlying aesthetic package design,” American Marketing Association Winter Educators’ Conference, Austin, Texas, February 18-21, 2011.

16 Reimann, Martin, Gergana Y. Nenkov, Deborah MacInnis, Maureen Morrin, and Antoine

Bechara (2010), “Dissociating positive emotions and their differential impact on consumer financial risk-taking: A functional magnetic resonance imaging study, Association for Consumer Research Annual Conference, Jacksonville, Florida, October 7-10, 2010.

15 Schilke, Oliver, Martin Reimann, and Jacquelyn Thomas (2010), “The moderating effect of

organizational characteristics on the standardization-performance relationship,” American Marketing Association Winter Educators’ Conference, New Orleans, Louisiana, February 19-22, 2010.

14 Reimann, Martin, Florian Becker, Raquel Castaño, Maria Eugenia Perez, and Arthur Aron (2010),

“Why we love brands or not: An empirical test of self-expansion motivation and inclusion of brands in self,” American Marketing Association Winter Educators’ Conference, New Orleans, Louisiana, February 19-22, 2010.

11

13 Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2009), “Toward an understanding of industry commoditization: Its nature and role in marketing competition,” American Marketing Association Summer Educators’ Conference, Chicago, Illinois, August 7-10, 2009. ~ Awarded Best Paper on Marketing Strategy

12 Aron, Arthur and Martin Reimann (2009), “How self-expansion theory helps explain sustainable

brand relationships,” American Marketing Association Summer Educators’ Conference, Chicago, Illinois, August 7-10, 2009.

11 Homburg, Christian, Oliver Schilke, Martin Reimann, and Martin Klarmann (2009),

“Triangulation of survey data in marketing and management research: Concepts, findings, and guidelines,” American Marketing Association Winter Educators’ Conference, Tampa, Florida, February 20-23, 2009. ~ Awarded Best Paper on Research Methods

10 Reimann, Martin, Richard Peterson, and Brian Knutson (2009), “Personality and performance on

the stock market: The mediating role of consumers’ financial risk taking,” American Marketing Association Winter Educators’ Conference, Tampa, Florida, February 20-23, 2009.

9 Aron, Arthur and Martin Reimann (2009), “A self-expansion theory of object ownership,”

Society for Personality and Social Psychology Annual Conference, Tampa, Florida, February, 5-7, 2009.

8 Reimann, Martin, Carolin Neuhaus, Margit Enke, Thomas Bender, and Bernd Weber (2008),

“What really matters when differentiating: A neuroscientific approach,” Association for Consumer Research Annual Conference, San Francisco, California, October 23-26, 2008.

7 Reimann, Martin, Andreas Aholt, Carolin Neuhaus, Oliver Schilke, Thorsten Teichert, and Bernd

Weber (2008), “Neuroscience in marketing and consumer research: Using functional magnetic resonance imaging,” Association for Consumer Research Annual Conference, San Francisco, California, October 23-26, 2008.

6 Reimann, Martin, Andreas Aholt, Carolin Neuhaus, Oliver Schilke, Thorsten Teichert, and Bernd

Weber (2008), “Applications of functional magnetic resonance imaging to marketing and consumer research: A review,” American Marketing Association Summer Educators’ Conference, San Diego, California, August 8-11, 2008.

5 Reimann, Martin, Andreas Aholt, Carolin Neuhaus, Oliver Schilke, Thorsten Teichert, and Bernd

Weber (2008), “Applying neuroscience to marketing and consumer research: A review of functional magnetic resonance imaging studies,” Academy of Marketing Science Annual Conference, Vancouver, British Columbia, May 28-31, 2008. ~ Honored with the William R. Darden Award

12

4 Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2008), “What role does customer relationship management play in marketing strategy?,” American Marketing Association Winter Educators’ Conference, Austin, Texas, February 15-18, 2008. ~ Awarded Best Paper on Customer Relationships

3 Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2007), “Fighting commoditization:

Dimensions, performance impact, and moderators of marketing strategy in commodity environments,” Academy of Marketing Science Annual Conference, Coral Gable, Florida, May 23-26, 2007.

2 Enke, Margit, Anja Geigenmüller, and Martin Reimann (2005), “Chinese branding: An empirical

investigation of the relationship between method of translation and brand evaluation,” American Marketing Association Summer Educators’ Conference, San Francisco, California, July 29-August 1, 2005.

1 Reimann, Martin and Ulrich Lünemann (2005), “Marketing six sigma: Zero defects in

intercultural service quality,” American Marketing Association Winter Educators’ Conference, San Antonio, Texas, February 11-14, 2005.

TEACHING INTERESTS Consumer behavior Marketing research Entrepreneurial marketing Product development Consumer neuroscience / neuromarketing TEACHING EXPERIENCE (SELECTION) University of Arizona, Eller College of Management, Department of Marketing Product design (PhD level), designed and lead entire doctoral seminar University of Arizona, Eller College of Management, Department of Marketing Marketing policies and operations (undergraduate level), designed and lead entire course (4.3 / 5.0) ACADEMIC ADVISING Doctoral dissertation advisor/committee member:

Kristen Lane, University of Arizona (expected 2020) Clark Cao, University of Arizona (expected 2017) Sandra Nuñez, EGADE Business School, Mexico (2016) Dr. Kyra Wiggin, University of Washington (2015) Dr. David Flores, EGADE Business School, Mexico (2014) Dr. Lutz-Ulrich Haack, Otto von Guericke Universität Magdeburg, Germany (2013)

13

Dr. Alex Marin, EGADE Business School, Mexico (2013) Dr. Israel Martinez, EGADE Business School, Mexico (2012)

Honor thesis advisor: Ellie Mendelsohn, University of Arizona (2014)

ACADEMIC SERVICE

Journal founder and editor: Journal of Neuroscience, Psychology, and Economics (founded 2007; edited 2007-2010)

Special issue editor: Frontiers in Psychology (2012/2013)

Advisory board member: Society for Consumer Psychology (2012/2013)

Reviewer (2005-present): Business & Society Cerebral Cortex Cognition and Emotion Elsevier EMAC McKinsey Marketing Dissertation Award Emotion European Journal of Marketing Frontiers in Psychology Human Brain Mapping Innovation: Management, Policy & Practice International Journal of Research in Marketing Journal of Behavioral Decision Making Journal of Cognitive Neuroscience Journal of Consumer Psychology Journal of Consumer Research Journal of Intelligence Community Research and Development Journal of International Marketing Journal of Marketing Research Journal of Neuroscience, Psychology, and Economics Journal of the Academy of Marketing Science Journal of the Association for Consumer Research Marketing Letters MIS Quarterly Nature Neuroscience Neuroscience & Biobehavioral Reviews Neuroscience Letters

14

Proceedings of the National Academy of Sciences (PNAS) Research Grant Council (RGC) of Hong Kong, China

Conference program committee (2005-present):

Association for Consumer Research Annual Conference NeuroPsychoEconomics Conference

Conference reviewer (2010-present):

Academy of Marketing Science Annual Conferences American Marketing Association Summer/Winter Conferences Association for Consumer Research Annual Conferences Society for Consumer Psychology Annual Conferences

DEPARTMENT-LEVEL SERVICE 2015-present Co-chair, Research Symposium and Research Seminar Series Committee,

University of Arizona, Marketing Department 2015 Panel Moderator, Thinking Forward Conference, University of Arizona, Marketing

Department 2014-2015 Member, Faculty Recruiting Committee, University of Arizona, Marketing

Department 2014 Panel Moderator, Thinking Forward Conference, University of Arizona, Marketing

Department 2013-2015 Subject Pool Director, University of Arizona, Marketing Department 2013-2015 Member, Institutional Review Board (IRB) Committee, University of Arizona,

Marketing Department 2013-2015 Member, Doctoral Program Committee, University of Arizona, Marketing

Department 2013-2015 Undergraduate Minor Advisor, University of Arizona, Marketing Department PROFESSIONAL AFFILIATIONS American Marketing Association American Psychological Association Association for Consumer Research Association for NeuroPsychoEconomics Association for Psychological Science Marketing Science Institute Society for Consumer Psychology

15

PRACTICAL EXPERIENCE

Linde AG (general manager, business development of hydrogen fueling stations, 2004-2007) DaimlerChrysler AG (specialist, public relations of fuel cell vehicles, 2000-2004) Dr. Ing. h.c. F. Porsche AG (intern, public relations, 2000) Henkell & Söhnlein Sektkellereien KG (intern, business administration, 1999) Bundeswehr (army corporal, 1998-1999) Landtag von Baden-Württemberg (public relations manager for Rosely Schweizer MdL, 1996-2001)

REFERENCES

Michael I. Norton Harvard Business School

Phone: (617) 496-4593 E-mail: mnorton@hbs.edu

Debbie MacInnis University of Southern California

Phone: (213) 740-5039 E-mail: macinnis@marshall.usc.edu

Antoine Bechara University of Southern California

Phone: (213) 740-1601 E-mail: bechara@usc.edu

Judy Zaichkowsky Simon Fraser University Phone: (778) 782- 6620

E-mail: zaichkow@sfu.ca

Christian Homburg Universität Mannheim

Phone: +49 (621) 181-1555 E-mail: prof.homburg@bwl.uni-mannheim.de

Karen Cook Stanford University

Phone: (650) 723-1194 Email: kcook@stanford.edu