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  • October 2021
  • Article

Confidence and Central Tendency in Perceptual Judgment
By: Yang Xiang, Thomas Graeber, Benjamin Enke and Samuel Gershman
This paper theoretically and empirically investigates the role of Bayesian noisy cognition in perceptual judgment, focusing on the central tendency effect: the well-known empirical regularity that perceptual judgments are biased towards the center of the...  View Details
Keywords: Visual Perception; Bayesian Modeling; Perception; Judgments
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  • August 2021
  • Article

Multiple Imputation Using Gaussian Copulas
By: F.M. Hollenbach, I. Bojinov, S. Minhas, N.W. Metternich, M.D. Ward and A. Volfovsky
Missing observations are pervasive throughout empirical research, especially in the social sciences. Despite multiple approaches to dealing adequately with missing data, many scholars still fail to address this vital issue. In this paper, we present a simple-to-use...  View Details
Keywords: Missing Data; Bayesian Statistics; Imputation; Categorical Data; Estimation
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  • 2021
  • Working Paper

Bayesian Signatures of Confidence and Central Tendency in Perceptual Judgment
By: Thomas Graeber, Yang Xiang, Benjamin Enke and Samuel Gershman
This paper theoretically and empirically investigates the role of Bayesian noisy cognition in perceptual judgment, focusing on the central tendency effect: the well-known empirical regularity that perceptual judgments are biased towards the center of the...  View Details
Keywords: Visual Perception; Bayesian Modeling; Perception; Judgments
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  • 2019
  • Working Paper

Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
By: Doug J. Chung, Kyoungwon Seo and Reo Song
This study examines the effect of technology stores—company-owned Apple and Microsoft retail stores—on mall configuration. We formulate a structural model that considers the endogenous location decisions of retail stores, taking into account both market characteristics...  View Details
Keywords: Apple Store; New Anchor Store; Discrete Game; Complete Information; Multiple Equilibria; GPGPU Technology; Simulator; Bayesian Estimation; Shopping Mall; Spillover
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  • June 2018
  • Article

Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged
By: Clarence Lee, Elie Ofek and Thomas Steenburgh
We study how digital service firms can develop an active customer base, focusing on two questions. First, how does the way that customers use the service postadoption to meet their own needs (personal usage) and to interact with one another (social usage) vary across...  View Details
Keywords: Customer Engagement; Adoption Routes; Word-of-Mouth; Digital Marketing; Bayesian Estimation; Customers; Communication; Consumer Behavior; Marketing; Online Technology; Data and Data Sets
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  • August 2017
  • Article

Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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  • Article

Learning from Potentially Biased Statistics: Household Inflation Perceptions and Expectations in Argentina
By: Alberto Cavallo, Guillermo Cruces and Ricardo Perez-Truglia
When forming expectations, households may be influenced by perceived bias in the information they receive. In this paper, we study how individuals learn from potentially biased statistics using data from both a natural experiment and a survey experiment during a...  View Details
Keywords: Inflation Expectations; Bayesian Estimation; Inflation and Deflation; Information; Household; Behavior; Argentina
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  • 2015
  • Working Paper

Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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  • 2013
  • Dissertation

Designing Freemium: A Model of Consumer Usage, Upgrade, and Referral Dynamics
By: Clarence Lee, Vineet Kumar and Sunil Gupta
Abstract. Over the past decade "freemium" (free + premium) has become the dominant business model among internet start-ups for its ability to acquire and monetize a large install-base with limited marketing resources. Freemium is a hybrid strategy where a firm offers...  View Details
Keywords: Discrete-Continuous Choice Dynamic Structural Models; Bayesian Estimation; Word-of-Mouth; Digital Services; Freemium; Entrepreneurship; Business Model; Motivation and Incentives; Marketing Strategy; Internet; Consumer Behavior; Marketing Reference Programs; Business Startups
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  • May 2011
  • Article

Overconfidence by Bayesian Rational Agents
By: Eric J. Van den Steen
This paper derives two mechanisms through which Bayesian-rational individuals with differing priors will tend to be relatively overconfident about their estimates and predictions, in the sense of overestimating the precision of these estimates. The intuition behind one...  View Details
Keywords: Decision Choices and Conditions; Forecasting and Prediction; Knowledge Acquisition; Risk Management; Prejudice and Bias
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  • 2010
  • Working Paper

Overconfidence by Bayesian Rational Agents
By: Eric Van den Steen
This paper derives two mechanisms through which Bayesian-rational individuals with differing priors will tend to be relatively overconfident about their estimates and predictions, in the sense of overestimating the precision of these estimates. The intuition behind one...  View Details
Keywords: Risk and Uncertainty; Measurement and Metrics; Game Theory; Forecasting and Prediction
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  • 2009
  • Working Paper

Do Friends Influence Purchases in a Social Network?
By: Raghuram Iyengar, Sangman Han and Sunil Gupta

Social networks, such as Facebook and Myspace have witnessed a rapid growth in their membership. Some of these businesses have tried an advertising-based model with very limited success. However, these businesses have not fully explored the power of their members to...  View Details

Keywords: Marketing; Network Effects; Sales; Power and Influence; Social and Collaborative Networks; Web Sites; South Korea
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  • November 2007
  • Background Note

Bayesian Estimation & Black-Litterman
By: Joshua D. Coval and Erik Stafford
Describes a practical method for asset allocation that is more robust to estimation errors than the traditional implementation of mean-variance optimization with sample means and covariances. The Bayesian inspired Black-Litterman model is described after introducing...  View Details
Keywords: Asset Management; Investment Portfolio; Mathematical Methods
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  • Forthcoming
  • Article

Estimating the Effectiveness of Permanent Price Reductions for Competing Products Using Multivariate Bayesian Structural Time Series Models
By: Fiammetta Menchetti and Iavor Bojinov
Researchers regularly use synthetic control methods for estimating causal effects when a sub-set of units receive a single persistent treatment, and the rest are unaffected by the change. In many applications, however, units not assigned to treatment are nevertheless...  View Details
Keywords: Causal Inference; Partial Interference; Synthetic Controls; Bayesian Structural Time Series; Mathematical Methods
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  • Teaching Interest

Marketing Models Doctoral Seminar
By: Doug J. Chung

This course is a doctoral level course on Quantitative Marketing. We will cover methodological as well as substantive topics this semester. Methodological topics include: Choice models, Entry and Exit models, Dynamic structural models, Bayesian estimation methods...  View Details

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