PhD, Management (Applied Economics), Massachusetts Institute of Technology (MIT)
MBA, INSEAD, Fontainebleau, France.
MS, Economics, New University of Lisbon, Portugal.
Licenciatura, Economics, Universidade Católica Portuguesa, Lisbon.
At Haas since 1991
2011- present, Chair, Marketing Group, Haas School of Business
2005 - present, J. Gary Shansby Professor of Marketing Strategy, Haas School of Business
2001 - present, Professor of Business Administration, Haas School of Business
2006 - 2009, Director, PhD Program
1997 - 2001, Associate Professor, Haas School of Business
1994 - 1995, Visiting Assistant Professor, Universidade Católica Portuguesa, Lisbon
1991 - 1997, Assistant Professor, Haas School of Business
External Service and Assignments
- Department Editor, Management Science
- Associate Editor, Marketing Science, Quantitative Marketing and Economics
- Editorial Board: Journal of Marketing Research, International Journal of Research in Marketing
- Member: American Economic Association, American Marketing Association, Econometric Society, and INFORMS
Current Research and Interests
- Competitive strategy
- Customer relationship management
- Internet strategies
- Organization design
Selected Papers and Publications
- "Optimal Search for Product Information" (with Fernando Branco and Monic Sun), forthcoming, Management Science.
- "Strategic Entry Before Demand Takes Off" (with Qiaowei Shen), Management Science, 2010, 1259-1272.
- "When More Alternatives Lead to Less Choice" (with Dmitri Kuksov), Marketing Science, 2010, 507-524.
- "Product Variety and Endogenous Pricing with Evaluation Costs.” Management Science, 2009, 1338-1346.
- "Endogeneity and Individual Consumer Choice," with Dmitri Kuksov. Journal of Marketing Research (2008): 702-714.
- "Behavior-Based Price Discrimination and Customer Recognition," with Drew Fudenberg, inHandbook on Economics and Information Systems, 377-436. Elsevier, 2006.
- "Price Cycles in Markets with Customer Recognition." RAND Journal of Economics 35, no.3 (Autumn 2004): 486-501.
- "Consumer Learning, Brand Loyalty, and Competition." Marketing Science 23 (2004): 134-145.
- "Dynamic Competition with Customer Recognition." RAND Journal of Economics 30 (Winter 1999): 604-631.
- "Endogeneity in Brand Choice Models," with Russell S. Winer. Management Science 45 (1999): 1324-1338. ISMS Long Term Impact Award, 2009.
- "Comparative Statics of Fixed Points." Journal of Economic Theory 73, no. 1 (March 1997): 183-1998.
- "Predicting Advertising Pulsing Policies in an Oligopoly: A Model and Empirical Test."Marketing Science 12 (1993): 88-102. (Finalist for the John D.C. Little Best Paper Award, 1993.)
- Marketing Strategy, MBA/PhD
Honors and Awards
- 2011 ISMS Long-Term Impact Award for paper published in the 5-year period 2001-2006, for article "Communications Strategies and Product Line Design" (Marketing Science, 2004), Finalist.
- 2010 ISMS Long-Term Impact Award for paper published in the 5-year period 2000-2005, for article "Consumer Learning, Brand Loyalty, and Competition" (Marketing Science, 2004), Finalist
- 2009 ISMS Long Term Impact Award for paper published in the 5-year period 1999-2003, for article “Endogeneity in Brand Choice Models” (Management Science, 1999), Winner
- Nomination and Honorable Mention for the Earl F. Cheit Outstanding Teaching Award, 2007
- Finalist for 2005 John D.C. Little Best Paper Award for articles "Bertrand Supertraps" and "The Targeting of Advertising"
- Earl F. Cheit Outstanding Teaching Award, 2003
- Finalist for the Earl F. Cheit Outstanding Teaching Award, 2002
- Grant from the Instituto de Formação Bancária, Lisbon, Portugal, 1994
- Finalist for the 1993 John D. C. Little Best Paper Award for paper "Predicting Advertising Pulsing Policies in an Oligopoly: A Model and Empirical Test," 1994
- National Science Foundation grant for project "Endogeneity in Brand Choice Models," 1993
- Prize Robert Schuman for the dissertation "On Promotions and Advertising Policies: A Strategic Approach," presented at MIT, 1991
- MIT PhD student fellowship, 1987-1991
- PhD program scholarship from the Calouste Gulbenkian Foundation, 1987
- Prize awarded by the Portuguese Association of Automobile Dealerships for the M.Sc. dissertation on the automobile trade regulation in Portugal, 1987
- Prize awarded by the Banco Português do Atlântico to the best student graduating in Economics in the Universidade Católica Portuguesa, 1984
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