Navid Mojir

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. 

Journal Articles

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

Working Papers

• 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

Cases and Teaching Materials

• Mojir, Navid, and V. Kasturi Rangan. "Dell Technologies: Bringing the Cloud to the Ground." Harvard Business School Case 521-036, November 2020. (Revised March 2021.) View Details
• 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
• Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 519-042, November 2018. View Details

Research Summary

Overview

In exploring buyer behavior in B2B markets, Professor Mojir worked with a large medical device company to assemble a unique multi-year panel dataset on contracting by hospital administrators and product usage by surgeons at over 200 hospitals. He uses these data to answer questions about how share-of-wallet contracts—where a seller gives discounts to a buyer based on the seller’s share of the buyer’s total purchase in a category—affect the rate of innovation adoption among hospitals. He finds that the impact of share-of-wallet contracts depends on the nature of innovation and initial market share of the innovator. While these contracts slow down innovation adoption for minor innovations from smaller players, they speed up the adoption process for major innovations. The impact of these contracts on innovations from market leaders is limited.

Advertising and sales response in B2B markets is another research interest of Professor Mojir. Might advertising lure unsophisticated individual investors into investments that they do not fully understand? In an ongoing project, he tries to answer this question using a difference-in-difference strategy taking advantage of a natural experiment, the 2012 JOBS Act. In assessing whether advertising has a greater impact on individual investors relative to “rational” institutional investors, he finds support for the hypothesis that advertising draws unsophisticated individual investors more than institutional ones.

In recent years, there has been a significant revival of interest in marketing in empirical models of consumer search. Intrigued by consumer search in offline and online markets, Professor Mojir has developed a spatiotemporal search model, using grocery purchase data. An important substantive finding is that in the presence of search cost, increasing promotional frequency can increase customers’ loyalty to their preferred store. Professor Mojir intends to adapt his framework to answer new substantive questions around search.

Awards & Honors

Winner of the 2016 Alden G. Clayton Doctoral Dissertation Proposal Competition from the Marketing Science Institute.

Winner of the 2016 INFORMS Society for Marketing Science (ISMS) Doctoral Dissertation Proposal Competition.

Winner of the 2015 Institute for the Study of Business Markets (ISBM) Doctoral Support Award.

Member of the Edward A. Bouchet Graduate Honor Society at Yale University.

Areas of Interest

• business marketing
• innovation
• marketing
Industries
• financial services
• health care
• retailing