The Marketplace for Consumer Attention
Antitrust laws were first established during the Industrial Revolution to combat the unethical consolidation of market power.
Antitrust laws were first established during the Industrial Revolution to combat the unethical consolidation of market power.
In 2020, pre-checked boxes to make recurring weekly donations increased political contributions by $43 million, but many of those donations seemed unintentional.
Columbia Business School Research Suggests Companies Can Reduce Consumer Regret by Promoting Both Highly Rated Products and Newer Products
Columbia Business School Students Produce a Single Report Ranking Each Commercial and Find Tech and Mobile Companies Dominated the Competition
We study multi-period sales-force incentive contracting where salespeople can engage in effort gaming, a phenomenon that has extensive empirical support. Focusing on a repeated moral hazard scenario with two independent periods and a risk-neutral agent with limited liability, we conduct a theoretical investigation to understand which effort profiles the firm can expect under the optimal contract.
Although diffusion models have been successfully used to predict the adoption patterns of new products and technologies, little research has examined the psychological processes underlying the individual consumers adoption decision. This study uses the knowledge transfer paradigm, studied often in the context of analogies, to demonstrate that both existing knowledge and innovation continuity are major factors influencing the consumers adoption process. In two experiments, the authors demonstrate that the relationship between expertise and adoption is relatively complex.
We examine how choice bracketing affects expected value maximization in experience-based choice. Experience-based choices are a series of individual choices made sequentially, for which feedback follows each choice, and are thus naturally bracketed narrowly. Previous research broadly bracketed multiple experience-based choices for decision makers by aggregating the choices (such that each choice pertained to multiple individual choices) or by reducing feedback frequency.
The authors propose that purchasing luxury can be a unique means to engage in sustainable consumption because high-end products are particularly durable. Six studies examine the sustainability of high-end products, investigate consumer decision making when considering high-end versus ordinary goods, and identify effective marketing strategies to emphasize product durability, an important and valued dimension of sustainable consumption.
Human enhancement products allow consumers to radically enhance their mental abilities. Focusing on cognitive enhancements, we introduce and study a novel factor dehumanization (i.e., denying a person emotional ability and likening them to a robot) which plays a key role in consumers' reluctance to use enhancement products. In study 1, consumers who enhance their mental abilities beyond normal levels were dehumanized, whereas consumers who use the same products to restore lost abilities were not.
Sheena S. Iyengar is the inaugural S.T. Lee Professor of Business in the Management Division at Columbia Business School, and a world expert on choice and decision-making. Her book The Art of Choosing received the Financial Times and Goldman Sachs Business Book of the Year 2010 award, and was ranked #3 on the Amazon.com Best Business and Investing Books of 2010. Her research is regularly cited in the New York Times, Wall Street Journal, and The Economist as well as in popular books, such as Malcolm Gladwell’s Blink and Aziz Ansari’s Modern Romance.
Sheena S. Iyengar is the inaugural S.T. Lee Professor of Business in the Management Division at Columbia Business School, and a world expert on choice and decision-making. Her book The Art of Choosing received the Financial Times and Goldman Sachs Business Book of the Year 2010 award, and was ranked #3 on the Amazon.com Best Business and Investing Books of 2010. Her research is regularly cited in the New York Times, Wall Street Journal, and The Economist as well as in popular books, such as Malcolm Gladwell’s Blink and Aziz Ansari’s Modern Romance.
Olivier Toubia is the Glaubinger Professor of Business at Columbia Business School. His research focuses on various aspects of innovation, including preference measurement and idea generation. Specifically, he combines methods from social sciences and data science, in order to study human processes such as motivation, choice, and creativity. He currently serves as the Editor-in-Chief at the journal Marketing Science. He teaches a course on Foundations of Innovation and the core marketing course. He received his MS in Operations Research and PhD in Marketing from MIT.
Vicki Morwitz is the Bruce Greenwald Professor of Business and Professor of Marketing at Columbia University's Graduate School of Business. Professor Morwitz earned a B.S in applied mathematics and computer science from Rutgers University, an M.S. in operations research from Polytechnic Institute of New York (now NYU’s Tandon School), and an M.A. in statistics and a Ph.D. in marketing from the Wharton School at the University of Pennsylvania. Prior to joining Columbia, she served on the faculty of the Stern School at NYU for 28 years.
Mark A. Cohen has been in the retail business since his graduation from Columbia University in 1971. (MBA '71, BS Electrical Engineering '69) He has over 20 years experience in president/chairman, chief executive officer level positions. Most recently he was Chairman/CEO of Sears Canada Inc, Chief Marketing Officer and President of Softlines of Sears Roebuck & Co., Chairman/CEO of Bradlees Inc., and Chairman/CEO of Lazarus Department Stores. He has also held positions with Abraham & Strauss, The Gap, Lord Taylor, Mervyn's and Goldsmith's Department Stores.
Mark A. Cohen has been in the retail business since his graduation from Columbia University in 1971. (MBA '71, BS Electrical Engineering '69) He has over 20 years experience in president/chairman, chief executive officer level positions. Most recently he was Chairman/CEO of Sears Canada Inc, Chief Marketing Officer and President of Softlines of Sears Roebuck & Co., Chairman/CEO of Bradlees Inc., and Chairman/CEO of Lazarus Department Stores. He has also held positions with Abraham & Strauss, The Gap, Lord Taylor, Mervyn's and Goldsmith's Department Stores.
Kristen Lane is interested in motivation, identity, and misinformation. Her research focuses on the social- and identity-based processes that drive how people choose to read and share information and on the cognitive and behavioral consequences of online socializing spaces. Her findings help marketers and policy makers design better information environments (e.g., social media) to reduce the spread of misleading or deceptive information.
Before joining Columbia, Kristen Lane received a Ph.D. in Marketing from the University of Arizona Eller College of Management.
Professor Selden teaches debt markets and lectures on shareholder value creation for business groups around the world. A recipient of grants from the National Science Foundation and the Center for Operations Research and Econometrics, Selden has analyzed models of portfolio allocation and preference determination. His current research focuses on linking sales and marketing efforts to a corporation’s share price. He is also applying his findings to Executive Education programs.
Yuval Ariav is a founder and an investor who specializes in Fintech and AI with over 20 years of experience operating large, complex, cross-geo operations in both startup and corporate environments. He is the first investor in several breakout companies in the areas of financial technology, AI, and Deep Tech. Yuval is also the Founder of Fundbox, one of the fastest-growing Fintech startups to emerge in recent years, and was its founding CTO and the head of its operations office in Tel Aviv.
Farah is an Adjunct Assistant Professor of Business at Columbia Business School. She teaches an a Product Management course with a focus on AI and Data products. Farah is also a founder at Dioptra, a legal tech startup backed by YCombinator.
Before that, she held different ML and PM roles at Spotify, Argo, and ZS Associates. She received her MS in Operations Research from Columbia Engineering School and another MS in Engineering from Centrale Nantes.
Paul Canetti is an entrepreneur, educator, and futurist. He is an Adjunct Assistant Professor of Business at Columbia Business School in the marketing department. He sits on the Strategic Advisory Board of Riverside Acceleration Capital. He is also the host of the podcast Tech News for MBAs and writes about technology at his website, Hypothetically Great.
Vicki Morwitz is the Bruce Greenwald Professor of Business and Professor of Marketing at Columbia University's Graduate School of Business. Professor Morwitz earned a B.S in applied mathematics and computer science from Rutgers University, an M.S. in operations research from Polytechnic Institute of New York (now NYU’s Tandon School), and an M.A. in statistics and a Ph.D. in marketing from the Wharton School at the University of Pennsylvania. Prior to joining Columbia, she served on the faculty of the Stern School at NYU for 28 years.
Dante Donati is a faculty member in the Marketing Division at Columbia Business School. His research covers a variety of empirical topics in Marketing and Economics, including measuring the effects of ICTs on economic, political and social outcomes, methodological work to conduct surveys and experiments on social media, as well as large-scale randomized experiments on the effectiveness of social and behavior change communication campaigns.
Professor Schmitt is Robert D. Calkins Professor of International Business at Columbia Business School. He researches, teaches, and advises corporations on branding, innovation, creative strategy, and customer experience.
Professor Martinez is a Senior Lecturer at Columbia Business School. He combines teaching and research with extensive global experience doing strategy consulting, with particular expertise in emerging markets. He gives the Catching Growth Waves in Emerging Markets course in both the MBA and EMBA programs and the Defining and Developing wining Strategic Capabilities course to the MBAs. He has also given the EMBA immersion course on Opportunities in India and led the Global Immersion Program to Brazil for several years.
With nearly 90 academic publications, over 50 students, half a dozen patents, and nearly 10 million online followers, Moran Cerf is one of the leaders in the research and applications of neuroscience in business.
Cerf holds a PhD in neuroscience (Caltech), an MA in Philosophy, and a BSc in Physics (Tel-Aviv University. He has taught leadership and marketing at NYU and the Kellogg School of Management, where he was a professor of neuroscience and business for nearly a decade.
Kinshuk Jerath is the Arthur F. Burns Chair of Free and Competitive Enterprise, Professor of Business in the Marketing division at Columbia Business School. He is also the Chair of the Marketing Division. His research is in technology-enabled marketing, primarily in online advertising, online and offline retailing, sales force management and customer management. His research has appeared in top-tier marketing and operations management journals, such as Marketing Science, Journal of Marketing Research, Management Science and Operations Research.
Professor Netzer's expertise centers on one of the major business challenges of the data-rich environment: developing quantitative methods that leverage data to gain a deeper understanding of customer behavior and guide firms' decisions. He focuses primarily on building statistical and econometric models to measure consumer preferences and understand how customer choices change over time, and across contexts. Most notably, he has developed a framework for managing firms' customer bases through dynamic segmentation.