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Photo of Navid Mojir

Unit: Marketing

Contact:

(617) 495-1016

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Areas of Interest

  • business marketing
  • innovation
  • marketing

Industries

  • financial services
  • health care
  • retailing
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Navid Mojir

Assistant Professor of Business Administration

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Navid Mojir is an assistant professor of business administration in the Marketing Unit, teaching the Marketing course in the MBA required curriculum.

An empirical modeler, Professor Mojir has research interests in three broad areas: buyer behavior in B2B markets with an emphasis on health markets, response to advertising in B2B markets, and consumer search in offline and online markets. His current research is focused on developing a model for organizational buying behavior to study innovation adoption in medical device markets. 

Professor Mojir received his PhD in management from Yale School of Management, where he also received an M.Phil. and an MA. He holds an MBA from the University of Tehran, a B.Sc. in civil engineering, and a B.Sc. in applied mathematics. Professor Mojir’s dissertation won the Alden G. Clayton Doctoral Dissertation Proposal Competition Award, the INFORMS Society for Marketing Science Doctoral Dissertation Proposal Competition Award, and the Institute for the Study of Business Markets (ISBM) Doctoral Support Award. He is also a member of the Edward A. Bouchet Graduate Honor Society. 

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Publications Research Summary Awards & Honors

Journal Articles

  1. Article | Management Science | Forthcoming

    A Model of Multi-Pass Search: Price Search Across Stores and Time

    Navid Mojir and K. Sudhir

    In retail settings with price promotions, consumers often search across stores and time. However, the search literature typically only models one pass search across stores, ignoring revisits to stores; the choice literature using scanner data has modeled search across time but not search across stores in the same model. We develop a multi-pass search model that jointly endogenizes search in both dimensions; our model nests a finite horizon model of search across stores within an infinite horizon model of inter-temporal search. We apply our model to milk purchases at grocery stores; hence the model also accounts for repeat purchases across time, inventory holding by households, and grocery basket effects. We note that the special case without these additional features can be used to study one-time purchases with repeat store visits as in the case of durable goods and online shopping. We formulate the empirical model as a mathematical program with equilibrium constraints (MPEC) and estimate it, allowing for latent class heterogeneity using an iterative E-M algorithm. In contrast to extant research, we find that omitting the temporal dimension underestimates price elasticity. We attribute this difference to the relative frequency of household stockouts and purchase frequency in the milk category. Interestingly, increasing the promotional frequency (while reducing its depth to maintain the mean and variance of prices across all stores) can increase loyalty to the household’s preferred store.

    Citation:

    Mojir, Navid, and K. Sudhir. "A Model of Multi-Pass Search: Price Search Across Stores and Time." Management Science (forthcoming).  View Details
    CiteView DetailsSSRN Related

Working Papers

  1. Working Paper | 2019

    A Structural Model of Organizational Buying: Innovation Adoption under Share of Wallet Price Contracts

    Navid Mojir and K. Sudhir

    Citation:

    Mojir, Navid, and K. Sudhir. "A Structural Model of Organizational Buying: Innovation Adoption under Share of Wallet Price Contracts." Working Paper, August 2019.  View Details
    CiteView Details Related

Cases and Teaching Materials

  1. Case | HBS Case Collection | September 2019 (Revised October 2019)

    Aura Biosciences: Bringing a Breakthrough Drug to Market

    Robert J. Dolan and Navid Mojir

    Citation:

    Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 520-032, September 2019. (Revised October 2019.)  View Details
    CiteView DetailsEducatorsPurchase Related
  2. Case | HBS Case Collection | November 2018

    Aura Biosciences: Bringing a Breakthrough Drug to Market

    Robert J. Dolan and Navid Mojir

    Citation:

    Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 519-042, November 2018.  View Details
    CiteView DetailsEducators Related
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