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Faculty Achievements

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Recent Achievements

Hari Sridhar has been invited to be on the ERB for both the Journal of Retailing & Journal of Marketing, effective Jan 2015. (December 2014)

Duncan Fong has been appointed to a three year term as a member of the Finance Committee, for the American Statistical Association. (July 2014)

Gary L. Lilien, Distinguished Research Professor of Management Science at the Smeal College of Business, Pennsylvania State University,  earns the IOSIG’s Lifetime Achievement Award in 2014. (June 2014)

The Marketing Strategy SIG is delighted to announce that Prof. Shrihari (Hari) Sridhar is the winner of the 2014 Varadarajan Award for Early Career Contributions to Marketing Strategy Research. (May 2014)

The American Marketing Association (AMA) and the American Marketing Association Foundation (AMAF) proudly announce the 2014 Charles Coolidge Parlin Marketing Research Award Recipient: Dr. Wayne S. DeSarbo. (May 2014)

Karen Winterich has now joined the ranks of Associate Professor of Marketing. (May 2014)

Jennifer Chang Coupland has been promoted to Clinical Professor of Marketing. (May 2014)

            In the News

            Why retailers bet you'll buy the extended warranty (January 2015) Professor Pranav Jindal wondered why so many consumers buy extended warranties and conducted a study to find out. His work has turned up some interesting observations. 

            The Atlantic - How Diet Pill Ads Fuel Obesity (November 2014) Study author Lisa Bolton, a marketing professor at Penn State, characterized the findings as a "boomerang effect" psychological phenomenon that causes opposite reactions.

            Daily Times (Pakistan) Cleanliness really is next to godliness, (November 2014). Next time you need to make an important decision, research co-authored by Associate Professor of Marketing Karen Winterich suggests you should think 'clean' thoughts.

            Professor: ALS challenge brings new possibilities to nonprofit marketing, (September 2014). The ALS Association has raised more than $115 million in donations since July 29 when the challenge began. Karen Winterich, associate professor of marketing in the Smeal College of Business whose research focuses on examining the effects of cultural and moral identities on charitable giving and brand evaluations, said the challenge was a huge success.

            Vox, (July 2014) Research from Karen Winterich is cited in this article on charity and the social safety net: "Several studies have found that people with a high moral identity – that is, who think of themselves as moral – tend to also give more money. Saerom Lee, assistant professor of marketing at the University of Texas-San Antonio; [Winterich]; and William Ross, professor of marketing at the University of Connecticut, set out to see whether moral identity always increases charitable giving, and if not, what might get in the way." (A new study on charity has important lessons for the social safety net)

            Harvard Business Review, (July 2014) Recent research from Karen Winterich, associate professor of marketing, is featured: "People in cultures that are relatively accepting of inequality in power or wealth are less likely to give to the needy, according to research by [Winterich] and Yinlong Zhang, of the University of Texas at San Antonio." (Robin Hood Rankings)

            The Street, (May 2014) Recent research from Karen Winterich, assistant professor of marketing, is highlighted in this article at TheStreet.com: "'I've done a lot of research on charitable donations…but my colleague (study co-author Yinglong [sic] Zhang) didn't readily agree that what I thought would occur in the U.S. would be the same in China, so we thought there may be differences across culture…'" (U.S. Tops Charitable Giving Rankings Despite Rich-Poor Divide)

            ScienceCodex, (April 2014) Recent research from Karen Winterich, assistant professor of marketing, is summarized in this article. "According to a new study in the Journal of Consumer Research, people who live in countries that promote equality in power and wealth are more likely to donate money than those who live in societies that expect and accept inequality." (Charitable donation discrepancies: Why are some countries more generous than others?)

            UPI.com, (April 2014) This article summarizes recent research from Min Ding, Smeal Professor of Marketing and Innovation. "The study…found screening faces when designing ads could transform the current subjective process into a scientific one and increase the number of purchasers by as much as 15 percent, and an average of 8 percent." (Certain facial factors can increase sales by 15 percent)

            Crain's Detroit Business, (April 2014) This article on Major League Baseball promotions used to boost attendance cites research from Wayne DeSarbo, Smeal Chaired Distinguished Professor of Marketing: "'Promotions typically help losing teams more than winning teams. You'll find promotion is not as effective (in Detroit) in drawing fans to the ballpark as in Pittsburgh,' said Wayne DeSarbo, executive director at the Center for Sports Business and Research at Penn State University. He has specifically studied MLB ballpark promotions in Detroit and for the Pittsburgh Pirates." (Tiger talent beats nods: Bobbleheads a fan favorite, but good team a better draw)

            'Green' scale helps predict how consumers buy environmentally friendly products (April 2014) How do consumers decide when faced with the option of buying a traditional product or a competing product that is marketed as "green?"  Penn State Smeal College of Business faculty member Karen Winterich and her colleagues set out to develop a scale of "green consumption values" to help predict which consumers will prefer to purchase environmentally friendly products.

            Customer experience the topic of recent B2B marketing-focused meeting (March 2014) Key themes that emerged from the Institute for the Study of Business Markets' (ISBM) recent winter meeting included managing customer experience and the importance of pricing, according to Ralph Oliva. Oliva serves as executive director of the ISBM, a research center in the Penn State Smeal College of Business focused on the practice of business-to-business marketing.

            The Week, (February 2014) An article on baseball promotions and merchandise quotes Wayne DeSarbo, executive director of the Center for Sports Business and Research. "Though cheap plastic dolls and other promotional kitsch certainly don't account for the entirety of that trend, they've at least had some role in bolstering baseball's robust health. Game-day promotions 'are one of the most effective tools that MLB management can utilize to impact game attendance,' said [DeSarbo]." (Has baseball reached peak bobblehead?)

            Super Bowl ads prompt discussion in Penn State Smeal MBA marketing course, (February 2014)  Ralph Oliva, professor of marketing and executive director of the Institute for the Study of Business Markets, uses the Super Bowl as a teachable moment in his Integrated Strategic Communications class for Penn State Smeal MBA students. In class the Monday following the big game, he and his students spent time analyzing the previous night's commercials—some of the most highly sought-after spots in television advertising.

            Puget Sound Business Journal, (February 2014)Wayne DeSarbo, Smeal Distinguished Professor of Marketing, is consulted in an article about the business aspects of a team going to the Super Bowl: "In the money game of pro sports, a lot hinges on people's expectations. DeSarbo said that if a team generally performs well but doesn't win the big game, franchise sponsors are usually happy. But the fans, not so much." (Super Bowl could prove super value for Seahawks)

            Recent research from Penn State Smeal College of Business Marketing Professor Meg Meloy, along with colleagues from Georgetown University, examines how individuals distort information to make decisions. (February 2014)

            Recent Publications

            Gopalakrishna, Srinath, Jason Garrett, Murali K. Mantrala and Shrihari Sridhar (2014), “Assessing Sales Contest Effectiveness: The Role of Salesperson and Sales District Characteristics,” forthcoming, Marketing Letters. (December 2014)

            Lisa Bolton's paper, "How Does Corporate Social Responsibility Affect Consumer Response to Service Failure in Buyer-Seller Relationships?" with Anna S. Mattila has been accepted in the Journal of Retailing. (October 2014).

            Ding co-authors book on modern China. (September 2014) "The Chinese Way," a newly released book from Penn State Smeal College of Business professor of marketing and innovation Min Ding and Jie Xu of Fudan University, explores modern-day Chinese culture from multiple angles, providing a deeper understanding of a complex society that is critically important to business in a globalized world.

            Karen Winterich's paper, "Friends and Family: How In-Group Focused Promotions Can Increase Purchase" with Vikas Mittal and Vanitha Swaminathn has been accepted at Customer Needs and Solutions. (August 2014)

            Gary Lilien’s paper,  “Do Retailers Benefit from Deploying Customer Analytics?” with Frank Germann, Lars Fiedler and Matthias Kraus, has been accepted for publication in the Journal of Retailing, (August 2014)

              "Economic Valuation of Product Features" by Greg M. Allenby, Jeff Brazell, John R. Howell and Peter E. Rossi has been accepted at QME. (July 2014)

              Pranav Jindal's paper titled "Risk Preferences and Demand Drivers of Extended Warranties" has been accepted at Marketing Science. (July 2014)

              "How Customer-Centric Structures Affect Firm Performance" by Ju-Yeon Lee, Shrihari Sridhar, Conor Henderson and Robert Palmatier has been accepted in Marketing Science. (July 2014)

              "Protect Thyself: How Affective Self-Protection Increases Self-Interested, Unethical Behavior" by Karen Winterich, Vikas Mittal and Andrea C. Morales has been accepted at Organizational Behavior and Human Decision Processes. (July 2014)

              Pranav Jindal’s “The Joint Identification of Utility and Discount Functions From Stated Choice Data: An Application to Durable Goods Adoption” was accepted at QME.(July 2014)

              This paper has been accepted for publication in Journal of Business Ethics "Disgusted or Happy, It's Not So Bad: Emotional Mini-Max in Unethical Judgments by Karen Paper Winterich, Andrea C. Morales and Vikas Mittal. (June 2014)

              Meg Meloy's paper based on last year's Choice Symposium was accepted in Marketing Letters. "Consumer Substitution Decisions: An Integrative Framework" by Hamilton, Rebecca W., Debora V. Thompson et. al. (May 2014)

              The following paper has been accepted in the Journal of Law and Economics "Valuation of Patented Product Features" by Greg M. Allenby, Jeff Brazell, John R. Howell, Peter E. Rossi. (April 2014)

              The following paper has been accepted at JCR, "Accepting Inequality Deters Responsibility: How Power Decreases Charitable Behavior" by Karen Page Winterich and Yinlong Zhang. (April 2014)