Marketing and International Business at the Michael G. Foster school oF Business

Think differently. Make a difference.

It’s the Washington Way.

MIB

Tenure-track Faculty

Nidhi AgrawalAbhishek BorahFabio CaldieraroMark ForehandShailendra Pratap JainNatalie MizikRobert W. PalmatierOliver J. RutzAnn SchlosserJeffrey D. ShulmanRichard YalchJonathan Z. Zhang

Administrative Staff

Pam TomainoCarla Andrade

MArkeTIng And InTernATIonAl BuSIneSS FAculTy And STAFF

lecturer-track Faculty

Leta BeardAndrew BoyerMichael DimeoJoe DodsonMichael EguchiMichelle (Mike) GiambattistaThomas GiordanoCatherine GoethalsDeborah Hagen-LukensLee HochbergJudith Ann KalitzkiMartha MatthewsJack RhodesJames SmithElizabeth StearnsDaniel TurnerJack Whelan

foster.washington.edu/marketing

Message from our Department Chair Greetings from the Department of Marketing and International Business (MIB) at the University of Washington Michael G. Foster School of Business in Seattle! You have in your hands our inaugural brochure, which introduces you to the 12 outstanding research faculty members advancing scholarship at Foster MIB. Each of these researchers brings a curiosity and intellectual energy rarely seen all in one place. Please consider the following:

• Theirresearchspanseclecticdomains—consumeridentity,relationshipmarketing,socialmedia, online advertising effectiveness, marketing performance, consumer psychology on the internet, branding, B2B marketing, channel issues, pricing, consumer emotions and mindsets, and healthcare marketing.

• Eightofthesefacultymembersareontheeditorialboardsofleadingscientificjournalsinthefield.

• Fourhavebeenrecognizedas“MarketingScienceInstituteYoungScholars.”It’shardtofindsuchaconstellation of exceptional and top-notch young researchers in a single marketing department.

• Since2000,the12facultymemberscombinedhavepublishedcloseto100articlesintop-tierjournalsandfivehavewonawardsfortheirresearch.

• Toboot,fiveareaward-winningteachers.

Thisconvergenceofanall-starfacultymakesMIBatFosterspecial,uniqueandhumbling.Asyougothroughitscontents,ifyoufindanythinginthisbrochurethatinspiresyou,pleasedonothesitatetoreach out. Because only through such inspired exchanges can we continue to stretch the boundaries of human potential.

ShailenDra PrataP Jain

James D. Currie Professor of MarketingChair, Marketing and International Business

Marketing momentum At the Foster School, the bar for the “very best faculty” is high. The Department of Marketing and International Business is home to 12 professors, nine of them tenured or confirmed to be; and that doesn’t count the world-class lineup of teaching faculty.

The marketing department fields a team of faculty who publish in the discipline’s top academic journals, win teaching accolades, and equip students for successful careers in marketing. The impressive breadth and depth of faculty expertise is captured by their research, which spans domains from brand management to marketing strategy and from consumer psychology and behavior to data mining.

educating future marketers The Foster School is the second oldest institution of management education on the West Coast and consistently ranks among the top business schools in the world—for both undergraduate and graduate degrees. U.S. News & World Report’s rankings of the best business schools placed the school 23rd among the 440+ schools surveyed. The Foster School serves more than 2,500 students annually in its undergraduate, MBA and one-year Master’s programs. Additionally, our PhD Program is a research-based program designed to train scholars to be on the cutting edge in their discipline.

award-winning facilities The Foster School boasts new, state-of-the-art facilities that enable collaboration between students, faculty and business leaders. It is headquartered in the award-winning PACCAR Hall on the University of Washington campus in Seattle, and has an Eastside Executive Center in Kirkland.

Seattle: the emerald CityFramed by the spectacular Puget Sound and Cascade Mountains, Seattle is a major metropolitan area that combines the best of city living and outdoor adventures, and is home to a thriving business community, from Amazon, Microsoft, Nordstrom and Starbucks, to new start-ups. A diverse population, vibrant arts scene, myriad culinary destinations and lively nightlife make Seattle truly dynamic. Family-oriented neighborhoods, a strong sense of community and passion for education make it a great place to live.

the future beckonsDean James Jiambalvo has articulated a vision for Foster to become the best public business school in the United States, and his consequent commitment to securing the very best faculty across academic departments is stronger than ever. We invite you to learn more about the Marketing and International Business Department at foster.washington.edu/marketing.

natalie Mizik

J. Gary Shansby Associate Professor of MarketingPhD, University of Washington (2002)

Specialties: Branding, marketing strategy, myopic management, marketing performance impact

representative research:Mizik,N.(2010),“TheTheoryandPracticeofMyopicManagement,” Journal of Marketing Research, 47 (4), 594-611.

Mizik,N.andR.Jacobson(2008),“TheFinancialValueImpactof PerceptualBrandAttributes,”Journal of Marketing Research, 45 (1), 15-32.

editorial boards: Marketing Science, Journal of Marketing, Journal of Marketing Research, Marketing Letters, International Journal of Research in Marketing

awards/honors: AMAErinAndersonAwardforanEmergingFemaleMarketingScholarand Mentor(2012)

AMA,StrategySIG,VaradarajanAwardforEarlyCareerContributionsto MarketingStrategyResearch(2011)

marketing performance

Our tenure-track Faculty

FabiO CalDierarO

Assistant Professor of MarketingPhD, Northwestern University (2003)

Specialties: Appliedgame-theoryformarketingproblems,marketingchannelsandretailing,independentandstrategicsellingorganizations,consumerlearningabout brands and product reputations

representative research:Caldieraro,F.andA.T.Coughlan(2009),“OptimalSalesForceDiversificationandGroupIncentivePayments,”Marketing Science,28(6),1006-1029. [LeadArticle].

CunhaJr.,M.V.M.andF.Caldieraro(2009),“SunkCostEffectsonBehavioralInvestments:TheoryandEvidence,”Cognitive Science,33(1),105-113.

channel issues

online advertising effectiveness

relationship marketing

rObert W. PalMatier

John C. Narver Endowed Professor in Business AdministrationPhD, University of Missouri (2005)

Specialties: Relationshipmarketingtheoryandstrategywithanemphasisoncustomerrelationships in the business-to-business, channel, service, retail markets

representative research:Palmatier,R.W.,M.B.Houston,R.P.Dant,andD.Grewal(2013),“RelationshipVelocity:TowardaTheoryofRelationshipDynamics,” Journal of Marketing,77(January),13-30.

Fang,E.,R.W.Palmatier,andR.Grewal(2011),“EffectofCustomer andInnovationAssetConfigurationStrategiesonFirmPerformance,”Journal of Marketing Research,48(June),587-602.

editorial boards: Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business-to-Business Marketing, AreaEditorforJournal of Marketing

awards/honors: HaroldH.MaynardAward(2008),VaradarajanAwardforEarlyContributiontoMarketingStrategyResearch(2012),andMarketingScienceInstituteYoungScholar(2007)

JeFFrey D. ShulMan

Associate Professor in MarketingMichael G. Foster Faculty FellowPhD, Northwestern University (2006)

Specialties: Game theory, pricing, decisions under uncertainty

representative researchShulman,J.andX.Geng(2013),“Add-OnPricingbyAsymmetricFirms,” Management Science,59(4),899-917.

Shulman,J.,A.Coughlan,andR.Savaskan(2009),“OptimalRestockingFees and Information Provision in an Integrated Supply-Demand Model of Product Returns,”Manufacturing and Service Operations Management, 11 (4), 577-594.

editorial boards: Marketing Science and Senior Editor for Production and Operations Management Journal

awards/honors: DistinguishedServiceAwardfromManagement Science(2011,2012)

pricing

Oliver J. rutz

Assistant Professor of MarketingPhD, University of California at Los Angeles (2007)

Specialties: Paid search advertising, Bayesian dynamics

representative research:Rutz,O.J.,R.E.Bucklin,andG.P.Sonnier(2012),“ALatentInstrumentalVariablesApproachtoModelingKeywordConversioninPaidSearchAdvertising,”Journal of Marketing Research,49(3),306-319.

Rutz,O.J.andR.E.Bucklin(2011),“FromGenerictoBranded:AModel ofSpilloverinPaidSearchAdvertising,”Journal of Marketing Research, 48(1),87-102.

awards/honors:MarketingScienceInstituteYoungScholar(2013)

PaulE.GreenAward,AmericanMarketingAssociation(2012)

JOnathan z. zhang

Assistant Professor of MarketingPhD, Columbia University (2011)

Specialties: Modeling customer dynamics, pricing, B2B marketing, spatio-temporal models in marketing, customer interdependencies, customer relationship management, Bayesian methods in marketing

representative research:Zhang,J.Z.,O.Netzer,andA.Ansari,“DynamicTargetedPricingin B2BSettings,”Columbia Business School Research Paper No. 11-5, http://ssrn.com/abstract=1919153.

Zhang,J.Z.,G.Watson,R.Palmatier,andR.Dant,“DynamicRelationshipMigrations,” University of Washington Working Paper.

awards/honors: Shankar-SpiegelDissertationProposalAward,DirectMarketingAssociation(2009)

LuxuryEducationFoundationAward,ColumbiaUniversity(2009)

online advertising effectiveness

b2b marketing

consumer identity and health marketing

ann SChlOSSer

Associate Professor of MarketingEvert McCabe Faculty FellowPhD, University of Illinois (1997)

Specialties: Consumerbehavior,marketingresearch,internetmarketing

representative research:Schlosser,A.E.(2011),“CanIncludingProsandConsIncreasetheHelpfulnessandPersuasivenessofOnlineReviews?TheInteractiveEffectsofRatingsandArguments,” Journal of Consumer Psychology,21(July),226-239.

Schlosser,A.E.(2009),“TheEffectofComputer-MediatedCommunicationonConformityversusNonconformity:AnImpressionManagementPerspective,”Journal of Consumer Psychology,19(July),374-388.

editorial boards: Journal of Consumer Psychology, Journal of Interactive Marketing

awards/honors: Mostsingle-authoredpublicationsinthe20-yearhistoryofthe Journal of Consumer Psychology(1992-2012)

Oneofthe50mostprolificscholarsinmarketing(1982-2006).(InSeggie,StevenH.andDavidA.Griffith(2009))

abhiShek bOrah

Assistant Professor of MarketingPhD, University of Southern California (2013)

Specialties: Social media, internet, innovation, time series, natural language processing, textual mining

representative research:Borah,A.andG.J.Tellis(2013),“HaloEffectsinSocialMedia:DoRecallsofOneBrandHurtorHelpRivalBrands,”Working Paper.

Borah,A.andG.J.Tellis(2013),“IsAllThatTwittersGold?ImpactofTwitterversusAlternateMediaMetricsonStockMarketReturns,”Working Paper.

awards/honors: WinnerandPrincipalInvestigatorofMarketingScienceInstitute’s“ChallengesofCommunicationsandBrandinginaDigitalEra”ResearchCompetitionforarticle:“DoesOfflineBrandAdvertisingAffectOnlineBrandConversations?”

social media

consumer psychology on the internet

Mark FOrehanD

Pigott Family Professor of MarketingPhD, Stanford University (1997)

Specialties: Identity, implicit cognition, health marketing, brand strategy

representative research:Perkins,A.andM.Forehand(2012),“ImplicitSelf-Referencing:TheEffect ofNon-volitionalSelf-associationonBrandandProductAttitude,” Journal of Consumer Research, 39 (1), 142-156.

Mercurio,K.andM.Forehand(2011),“AnInterpretiveFrameModelofIdentityDependentLearning:TheModeratingRoleofContent–IdentityAssociation,”Journal of Consumer Research,38(3),555-577.

editorial boards: Journal of Consumer Research, Journal of Consumer Psychology

awards/honors:CitedasoneofthemostinfluentialprojectsonSelf-Identityand ConsumerBehaviorinJournal of Consumer Research39(February2012)

niDhi agraWal

Michael G. Foster Associate Professor of MarketingPhD, New York University (2006)

Specialties: Consumerbehavior,healthrisksandcommunication,crossculturalconsumerbehavior, consumer self-control, emotions and goal-in-information processing and behavior

representative research:Duhachek,A.,N.Agrawal,andD.Han(2012),“GuiltVersusShame:Coping,Fluency,andFramingintheEffectivenessofResponsibleDrinkingMessages,”Journal of Marketing Research, forthcoming.

Wan,W.andN.Agrawal(2011),“CarryOverEffectsofSelf-ControlinDecision-Making:AConstrualLevelPerspective,”Journal of Consumer Research,38(June),199-214.

editorial board: Journal of Consumer Research

awards/honors: MarketingScienceInstituteYoungScholar(2011)

consumer identity and health marketing

consumer emotions and well-being

riCharD yalCh

Professor of MarketingPhD, Northwestern University (1974)

Specialties: Rumors,implicitprocessing,maximizer-satisficerdifferences,curiosity,psycholinguistics

representative research:Dimofte,C.andR.F.Yalch(2011),“TheMereAssociationEffectand BrandEvaluations,”Journal of Consumer Psychology, 21 (1), 24-37.

Dimofte,C.andR.F.Yalch(2007),“ConsumerResponsetoPolysemous BrandSlogans,”Journal of Consumer Research, 33 (March), 515-522.

editorial board:Journal of Consumer Psychology

awards/honors:Namedoneofthetop100AcademicResearchersinMarketingbyMarketing Educator

FacultyFellowforAMA-ShethDoctoralConsortium(2010,2011,2012,2013)

ShailenDra PrataP Jain

James D. Currie Professor of MarketingPhD, New York University (1995)

Specialties: Branding, advertising, self-regulation, culture, self-construal, implicit theories

representative research:Mathur,P.,S.P.Jain,andD.Maheswaran(2012),“Consumers’ImplicitTheoriesofPersonalityInfluenceTheirBrandPersonalityJudgments,” Journal of Consumer Psychology,22(4),545–557.

Wiles,M.,S.P.Jain,S.Mishra,andC.D.Lindsey(2010),“StockMarketResponsetoRegulatoryReportsofDeceptiveAdvertising:TheModeratingEffectofOmissionBiasandFirmReputation,”Marketing Science, 19 (5), 828-845.

editorial board: Journal of Consumer Psychology

awards/honors: GraduateFacultyMentorAward,FosterSchoolofBusiness(2012)

ResearchProductivityAward,FosterSchoolofBusiness(2011)

PACCARAwardforTeachingExcellence,FosterSchoolofBusiness(2009)consumer mindsets and branding

consumer information processing

“The PhD Program is at the heart of our research culture at the Marketing and International Business Department at Foster. We are committed to nurturing young scholars in ways that encourage them to develop innovative research programs and identify new effects and methods in their areas of interest. We foster an intellectual environment of independent and responsible research inquiry and effective teaching, resulting in a strong level of research collaboration between our faculty and PhD candidates. Our doctoral candidates participate in several research projects in addition to writing their dissertations. Most of our doctoral candidates accept academic positions at research-oriented universities upon completing the program. Universities hiring our doctoral candidates as faculty members include Boston University, Columbia University, Georgetown University, San Diego State University, University of Oregon, University of Western Ontario (Canada), and Sabanci University (Turkey).”

nIdhI AgrAWAl

Michael G. Foster Associate Professor of MarketingMarketing Doctoral Program Coordinator

JoShuA T. Beck

Area of study: Strategy as it focuses on customer relationships, brands, marketing investments, firm performance

Advisor: Robert W. Palmatier

expected graduation: June 2014

rAn (dorIS) du

Area of study: Quantitative marketing - empirical modeling

Mentor: Oliver Rutz

expected graduation: June 2017

XIngBo lI

Area of study: Consumer psychology of hope

Advisor: Shailendra Pratap Jain

expected graduation: June 2015

olgA MArTIn

Area of study: Consumer loyalty and the effect of romantic relationships on consumer behavior

Mentor: Shailendra Pratap Jain

expected graduation: June 2017

SokIenTe (TArI) dAgogo-JAck

Area of study: Self-evaluative motives and self-regulatory behaviors

Advisor: Mark Forehand

expected graduation: June 2015

deepShIkhA prIyAdArShInI

Area of study: Pricing

Mentor: Richard Yalch

expected graduation: June 2016

JAne So

Area of study: Consumer behavior with emphasis on emotion, poverty and power

Mentor: Nidhi Agrawal

expected graduation: June 2017

george F. WATSon, IV

Area of study: Channel strategy

Advisor: Robert W. Palmatier

expected graduation: June 2015

kyrA WIggIn

Area of study: Effects of curiosity and tolerance for ambiguity on experiential consumption

Advisor: Shailendra Pratap Jain

expected graduation: March 2015

doctoral program

Think differently. Make a difference.

It’s the Washington Way.

foster.washington.edu/marketing

Department of Marketing and international BusinessMichael G. Foster school of Businessuniversity of Washington474 Paccar hall, Box 353226seattle, Wa 98195-3226

tel: 206-543-4369 email: mibdept@uw.edu