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.
Michael is a Founder & General Partner at Bowery Capital based in New York. The firm invests in the next generation of b2b market leaders with a particular emphasis on digital transformation and legacy replacement cycles. Prior to Bowery Capital, Brown was a Co-Founder and General Partner at AOL Ventures. Before AOL Ventures, Brown worked for the investment arm of Richard Branson’s Virgin Group. He began his career at Morgan Stanley as an equity research analyst.
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.
Hortense Fong uses machine learning, econometric, and experimental methods to study how emotions impact consumer behavior. A distinguishing feature of her interests involves going beyond ML’s use in prediction to study how to incorporate domain-specific theoretic and managerial knowledge into ML systems and make them more interpretable. She also has a broader interest in questions at the interface of marketing and society (e.g., fairness).
Professor Ran Kivetz is a tenured professor at Columbia University Business School, where he holds the Philip H. Geier endowed chair. Professor Kivetz is a leading expert in the areas of behavioral economics, decision-making, marketing, customer behavior, incentives, and innovation. His experience in these fields includes over twenty years of research, management, consulting, and teaching. His latest research explores political science and political psychology through the lens of behavioral economics and decision research.
Elizabeth Friedman is a faculty member at Columbia’s Graduate School of Business. She researches consumer decision making. Her research explores why consumers are often reluctant to buy certain items even when the items provide value, how consumers’ active goals can affect their decision process, and how small changes to the choice context can affect what consumers consider and the resulting choices they make.
Professor Hulbert teaches the elective Strategic Marketing Planning, serves as faculty director of the School’s executive education program on marketing management and is a consultant to major corporations around the world. His research studies strategy, planning and organization. He is working on a theory of marketing organization and the evolution of the brand management system and is also writing a book on integrated marketing to be published in 2001.
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.
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.
Rajeev Kohli is the Ira Leon Rennert Professor of Business at Columbia Business School. His research interests are in mathematical models of non-compensatory choice, product design and recommendation systems. He has published papers in leading journals in marketing, operations research, discrete mathematics and mathematical psychology. He has also served on the editorial boards of leading journals including Management Science and Operations Research.
Professor Ansari's research addresses customer relationship management, e-commerce personalization and targeting, social network modeling, and Bayesian models of consumer actions. He is currently working on the use of machine learning methods for Big-Data settings in marketing. Prior to joining Columbia, Professor Ansari was at the University of British Columbia, Canada. He has several publications in leading journals in marketing and allied fields.
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.
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.