BA, Sociology and Psychology, Brandeis University
MBA, Stanford University
PhD, Marketing, Stanford University
At Haas since 1989
1997 - present, Professor, Haas School of Business
1992 - 1997, Associate Professor, Haas School of Business
1989 - 1992, Assistant Professor and Northern Telecom Scholar, Haas School of Business
1982 - 1989, Associate Professor, Graduate School of Business, Columbia University
1974 - 1977, Founder and Partner, ETL, Inc., Boston/New York
1971 - 1973, Independent Communications Consultant, Boston
External Service and Assignments
- UCLA Anderson School of Management
- Yale School of Organization and Management
- Co-Editor, Journal of Interactive Marketing
- Associate editor, Journal of Management Science
- Member, editorial board of Journal of Marketing Research, Marketing Letters, California Management Review, and Journal of Market-Focused Management
- Reviewer, California Management Review, Journal of Consumer Research, Journal of Marketing, and Marketing Science
- Consultant, Arthur Andersen, AT&T, Bay Networks, Deere & Company, Equitable Life Assurance, Hewlett Packard, IBM, Intel, Mitsubishi Industries, Motorola, Pacific Bell, Pacific Gas & Electric, Time, Inc., Visa, and Wells Fargo
- Consultant of new ventures, MicroUnity Systems, Mips, MicroMed Technologies, Oaysis, and Telegroup
- Founder, ETL, Inc., a communications company specializing in innovative applications of video technology
Current Research and Interests
- High-technology marketing
- Information-intensive marketing
- Consumer and managerial decision making
- E-business, E-commerce
- Marketing strategy
- Knowledge management
Selected Papers and Publications
- "Smart vs. Dumb Service Strategies: A Framework for E-Business Intensity." in Rust, Roland T. and P.K. Kannan (eds.), E-Service, Armonk, NY: M.E. Sharpe, 2001.
- "Smart Services: Competitive Advantage Through Information-Intensive Strategies." in Handbook of Services Marketing and Management, eds. T. Swartz and D. Iacobucci, London: Sage Publications, 2000.
- "Market Driving Strategies: Toward a New Concept of Competitive Advantage," with G. Carpenter and K. Nakamoto in D. Iacobucci and L. Krishnamurthi (eds.), Kellogg on Marketing. New York: Wiley, 2000.
- "Customer Knowledge Management: The INFOVALUE Methodology," NYU Conference: Management of Intangible Assets Proceedings, 2000.
- "Winning in Smart Markets," Sloan Management Review (1999).
- "Measuring the Knower: Towards a Theory of Knowledge Equity." California Management Review 40, no. 3 (Spring 1998): 175-194. Abstract
- "Similarity in Context: Cognitive Representation and Violation of Preference and Perceptual Invariance in Consumer Choice." Organizational Behavior & Human Decision Processes 67, no. 3 (Sep 1996): 280-293. Abstract
- Marketing Organization and Management, BA 206
- High Technology Marketing Management, BA 264
- Competitive Strategies for Service Businesses
Honors and Awards
- Earl F. Cheit Award for Excellence in Teaching, Full-Time MBA Program, 2010
- Earl F. Cheit Award for Excellence in Teaching, Evening MBA Program, 1989
- Earl F. Cheit Award for Excellence in Teaching, Full-Time MBA Program, 1996
- Harold Maynard award for best paper, Journal of Marketing, 1992
- Schwabacher Fellowship, Haas School of Business, 1990
- Robert Ferber Award, Association of Consumer Research and Journal of Consumer Research for best interdisciplinary article in consumer behavior based on a doctoral dissertation
Maintained by Haas School Marketing and Communications Office.
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