ISMS Newsletter, Dec 14, 2015
NEWS ITEMS
Marketing
Science
“Accepted from
Nov 15 to Dec 14
but not
published”
papers
Call for
Nominations
ISMS Marketing
Science Fellows
2016
ISMS Press
Release
Rajdeep Grewal
Named JMR
Editor-in-Chief
Designate
& Upcoming
Conferences
Call for Papers
38th ISMS
Marketing Science
Conference (2016)
Shanghai
Marketing Science “Accepted but not published”
papers
Thanks to Marketing Science Editor-in-Chief Preyas Desai, we will be able
to update ISMS members each month regarding the “accepted but not
published” papers at Marketing Science. Below is the list of papers
accepted during the period from Nov 15 to Dec 14, 2015:
Accepted 11/28/15 – To Share or Not to Share: Demand Forecast Sharing in a
Distribution Channel
By: Baojun Jiang, Lin Tian, Yifan Xu, and Fuqiang Zhang
Accepted 11/28/15 – Attribution Strategies and Return on Keyword Investment
in Paid Search Advertising
By: Hongshuang (Alice) Li, Pallassana (P.K.) Kannan, Siva Viswanathan, and
Abhishek Pani
Accepted 12/5/15 – Do Sympathy Biases Induce Charitable Giving? The Effects of
Advertising Content
By: K. Sudhir, Subroto Roy, and Mathew Cherian
Call for Nominations
ISMS Marketing Science Fellows 2016
The ISMS Fellows selection committee would like to solicit nominations for the 2015 ISMS
Fellows award. Nominations should be emailed to Brian T. Ratchford
(btr051000@utdallas.edu), who is the current chair of the selection committee. Please use
the subject heading Fellows Nomination. The deadline for submissions is January 15, 2016.
The ISMS Fellow Award recognizes cumulative long term contribution to the mission of
ISMS. The mission of ISMS is “…to foster the development, dissemination, and
implementation of knowledge, basic and applied research, and science and technologies
that improve the understanding and practice of marketing.” While the ISMS Fellow award
recognizes past accomplishments and is an honor, it is also meant to encourage
responsibility. ISMS Fellows are expected to provide leadership and support for the ISMS
community.
A nominee for the Fellow Award must have been a full member or retired member of ISMS
or the TIMS Marketing College for at least 12 years cumulative. The selection committee will
verify this once a person has been nominated. The selection committee will examine four
categories when deciding on the awardees.
A. Research – Includes impact through quality and quantity of published work in INFORMS
journals, and recognition through ISMS/INFORMS awards (e.g., Bass, Little, and other
INFORMS awards).
B. Education – Includes activities that had significant impact on the growth and
development of education such as published books and monographs, and chairing doctoral
dissertations.
C. Service – Includes significant work over an extended period of time on behalf of ISMS.
Examples include senior editorial responsibilities in INFORMS journals (such as Editor-inChief of Marketing Science, marketing departmental editor of Management Science, area
editor of Marketing Science) organizing the Marketing Science Conference and other ISMS
and INFORMS conferences, and holding office in ISMS and INFORMS.
D. Practice – Includes substantial application of OR/MS to significant practical problems
within an organization of any type (e.g. academic, for-profit, nonprofit, governmental,
military, health care), over an extended period of time, that have had a major impact
internal and/or external to the organization. The ISMS Practice Prize and the Edelman Award
will be duly recognized.
Contributions in all four categories will be evaluated in a compensatory way. Truly
outstanding contributions in one category will also suffice. With rare exception, the
nominee’s contributions should extend over a period of years and not be limited to a single
result. Except for very rare cases, because the award recipient is named an ISMS Fellow,
some service to ISMS is a prerequisite for all nominees.
Nomination letters should be accompanied by the nominee’s current vita as well as
significant detail supporting the nomination. For example, for research this additional
information might include indications of impact such as follow-on work, use in doctoral
seminars, impact on the practice of marketing, etc. (The committee will do a citation analysis
of the publications in the vita.) For education, it would be helpful to list doctoral students as
well as any publications that have a strong educational content. For practice it would be
useful to get someone within the organization to comment on the impact of the application.
Service contributions should be self-evident, but it would still be useful to list them. Please
limit the nomination letter to three pages or less. This page constraint does not include the
current vita or the supporting information.
The 2016 ISMS Marketing Science Fellows will be announced at the 37 th Marketing
Science Conference in Shanghai on Friday, June 17, 2016.
____________________________________________________________________________
ISMS FELLOWS
Inaugural Fellows 2008
Frank M. Bass
John Hauser
Gary Lilien
John D.C. Little David B. Montgomery
Donald Morrison
Steven Shugan
Richard Staelin
Charles Weinberg
Russell Winer
Fellows 2009
Donald Lehmann Seenu Srinivasan
Glen L. Urban
Fellows 2010
Josh Eliashberg Dominique Hanssens
Roland Rust
Fellows 2011
Scott Neslin
Gerard Tellis
Fellows 2012
Vithala Rao
Michel Wedel
Fellows 2013
Brian Ratchford
Kannan Srinivasan
Fellows 2014
Gregory Allenby
Chakravarti Narasimhan
Fellows 2015
Pradeep Chintagunta
ISMS Press Release
Small price differences are highly effective in shifting demand from
high to low calorie alternatives, new study finds.
By Gerard J. Tellis
Small price differences at the point of purchase can be highly effective in shifting consumer demand from
high to low calorie alternatives, according to a study forthcoming in Marketing Science. Low income
consumers, who disproportionately suffer the consequences of obesity, are particularly responsive to such
small price differences across products. Such differences are important because they mimic a “fat tax.”
The results are based on a large scale field study analyzing six years of sales data from over 1700
supermarkets across the US. The paper titled “Will a Fat Tax Work?” is authored by Professors Romana
Khan at Northwestern University, Kanishka Misra at University of Michigan, and Vishal Singh at New
York University.
The research exploits a peculiar pricing pattern of milk in the US, whereby relative prices for milk across
fat content – whole, 2%, 1% and skim – vary depending on where you live and which store you happen to
patronize. At some stores, prices are equal across all fat content (e.g. Boston); whilst at others, prices
decrease with fat content so that whole milk is most expensive and skim is the cheapest option (e.g., San
Diego).
“The question that comes to mind is whether these different price structures have an impact on people's
choices. To put it simply, do people switch to lower fat milk for a price difference as small as 15 cents per
gallon?” said Romana Khan, co-author on the study. “The answer to this question is of interest because it
relates to the hotly debated issue of whether a ‘fat’ or ‘sugar’ tax can be an effective mechanism to curb
obesity.”
The study finds that in markets where milk prices are equal across fat alternatives, people tend to choose
whole milk over lower calorie alternatives particularly in low income zip codes: at equal prices across fat
content, the market share of whole milk is 52% in lower income areas compared to 25% in higher income
areas. What happens in markets where whole milk is priced at a premium? Although the average price
difference for a gallon of milk is just 14 cents (5%), it causes a significant shift in market share away
from whole milk to lower-fat options. This shift to the lower calorie options is significantly more
pronounced in the low-income neighborhoods. Besides income, the analysis accounts for other factors
such as the age profile, racial mix, and educational attainment of the local customer base.
A critical factor in the analysis is that the prevailing price structure—whether prices across fat content are
the same or not — is determined by the chain’s policy at the regional level and does not vary with local
demographics or competition. “This provides us with a quasi-experimental setup to analyze how small
price differences impact people’s choices,” said Kanishka Misra. “Studies addressing similar questions
are often conducted with small, non-representative populations, often university students. What
distinguishes our work is the real world field setting covering sales across the US and observed over a
long time period — mimicking what a potential ‘fat-tax’ would look like and what the long term
consumer choices would be,” added Misra.
“Our results have significant implications for health experts and policy makers, since interventions in the
form of taxes on high calories foods are highly contentious,” according to Vishal Singh of New York
University. “The general perception is that these taxes need to be substantial, at least 20% and often as
high as 50%, to have a meaningful impact. This would be highly regressive since low-income consumers
spend a greater proportion of their disposable income on food. Here, we have compelling field-based
evidence that such taxes don’t need to be high to be effective,” noted Singh. The study finds large shifts
in demand toward the lower-calorie option are achieved with a price difference of just 5-10%.
Consumers respond to small price incentives; and more importantly, low income consumers who are at
higher risk for obesity are particularly responsive
The authors also examine the welfare implications of a fat-tax and the inherent trade-offs for different
segments of society from such interventions: while there are economic losses from taxes to some
segments, the health benefits from shifting to the lower calorie option outweighs these costs. The
recommendation of the paper is a selective taxation mechanism designed to induce substitution within a
narrowly defined product category (e.g., baked versus fried chips), rather than to discourage consumption
of the category as a whole. This has the additional advantage of mitigating the regressive nature of food
taxes since some options within a narrowly defined product category can be made less expensive.
Importantly, these taxes should be imposed as an excise tax so that they are reflected in the shelf price at
the point-of-purchase, rather than imposed as a post-purchase sales tax where they become less salient in
the decision process.
The authors of the study are members of ISMS, the INFORMS Society for Marketing Science. ISMS is a
group of scholars focused on describing, explaining, and predicting market phenomena at the interface of
firms and consumers. This press release was prepared by the authors with the assistance of Gerard J.
Tellis, VP of External Affairs of ISMS.
Rajdeep Grewal Named Journal of Marketing Research Editor-inChief Designate
The American Marketing Association is pleased to announce the selection of Dr. Rajdeep
Grewal as Editor-in-Chief designate of the Journal of Marketing Research. Dr. Grewal, whose
four-year term begins on July 1, 2016, is the Townsend Family Distinguished Professor of
Marketing at the University of North Carolina Kenan-Flagler Business School.
Dr. Grewal’s research has been published in leading journals including the Journal of Marketing
Research, Journal of Marketing, Marketing Science, Management Science, and Strategic
Management Journal. He is currently a Co-Editor of the Journal of Marketing Research and an
Area Editor for the Journal of Marketing. His research uses quantitative methods to theoretically
and empirically examine a variety phenomenon such as social networks and interactions,
competitive strategy, and the role of marketing within an organization.
Upcoming Conferences
Call For Paper
Yale Customer Insights Conference
Deadline 31 Jan
The Yale Center for Customer Insights will hold its 11th annual Customer Insights Conference on May
6-7, 2016 at the Yale School of Management in New Haven, Connecticut.
Send abstracts (in PDF format) to ycci@som.yale.edu by January 31, 2016.
Abstracts are invited on research pertaining to:






Innovations in product design or services
Customer experience and branding
Digital/Mobile marketing
Social Media
Customer analytics
Behavioral Economics
One presenter's registration fee, travel, and two nights of hotel expenses will be paid by Yale
University. In Addition to academic speakers, the program will include leading practitioners in
marketing, insights, innovation, and design across various industries. The conference will begin with a
reception on Thursday evening, May 5th, and will end midday on Saturday, May 7th.
SUBMISSION REQUIREMENTS

All empirical papers (behavioral, quantitative, and managerial) are encouraged for all tracks.




Submitted abstracts should be one to two pages in length, and double-sided in .pdf format.
Include the title of the paper, names, affiliations, and email addresses of each author.
Due to the volume of submissions, we cannot accept papers authored/presented by doctoral
students.
Please specify who will be presenting at the conference.
More information can be found here.
Abstracts (in .pdf format) should be sent to ycci@som.yale.edu by January 31, 2016.
REVIEW COMMITTEE
Vineet Kumar, Nathan Novemsky, Jiwoong Shin, Taly Reich, and Subrata Sen (Yale School of
Management)
Call for Papers
INFORMS SOCIETY FOR MARKETING SCIENCE (ISMS)
38th ISMS Marketing Science Conference (2016)
Shanghai International Convention Center & Oriental Riverside
Hotel
http://www.fdsm.fudan.edu.cn/marketingscience2016/
Hosted by: Fudan University School of Management
Organizing Committee: Xiongwen Lu (co-chair), Min Ding (co-chair), Qingyun Jiang, Yimin Sun
The ISMS Marketing Science Conference is an annual event that brings together leading marketing
scholars, practitioners and policy makers with a shared interest in rigorous scientific research on
marketing problems. The conference falls under the auspices of the INFORMS Society for Marketing
Science (ISMS) sub-branch.
The Fudan University School of Management faculty invites you to submit abstracts of your research
papers, present your work, and actively participate in the conference, which is an important forum for
presenting cutting-edge research and intellectual exchange on marketing problems. The conference
begins at 8:00 a.m. on Thursday, June 16, 2016, and closes at 3:00 p.m. on Saturday, June 18,
2016. Multiple concurrent sessions are planned during the conference days. The evenings will involve a
welcome reception on Thursday (June 16) and a Gala Dinner (and performance) on Friday (June 17) at
the Shanghai International Convention Center & Oriental Riverside Hotel.
The conference will be held at the Shanghai International Convention Center & Oriental Riverside Hotel,
located in the center of the financial district, right across the Huangpu River from the famous Bund area.
Please see the short video produced to introduce you to the conference and venue on YouTube:
https://www.youtube.com/watch?v=WzJVUlyYL6I (or if you can not access YouTube, here is an
alternative link: http://v.youku.com/v_show/id_XMTMxNTIzMjA2NA==.html?from=y1.7-1.2)
We welcome submissions addressing a broad range of marketing science topics from both theoretical and
empirical perspectives. Whereas traditional topics are welcome as always, we particularly encourage
submissions addressing research at the interface of marketing with other disciplines (e.g., computer
science, operations, innovation and entrepreneurship). We also encourage research that addresses
marketing applications in areas of substantial impact to practice (broadly defined), in all parts of the
world.
Conference Submissions
Submissions will be accepted in one of three categories (1) Abstracts only; (2) Abstracts plus working
paper; and (3) Special Session proposals.
Abstract Only Submissions
Abstracts should not exceed 1800 characters (about 250 words), and should clearly define the marketing
topic, the contribution of the research, and indicate the presenting author. An author may be the primary
presenter for only a single paper during the entire conference. However, you may be a co-author on other
contributed abstracts. As the presenting author, you are responsible for making the formal presentation of
the work at the meeting. We encourage your co-authors to attend the meeting as well as the presentation.
Abstract-only submissions may be made starting December 1, 2015 until February 5, 2016. Only one
submission per presenter will be accepted. Abstracts will be reviewed and acceptance e-mails will be sent
to presenting authors on March 1, 2016. Conference registration will open on December 1, 2015. The
presenting author of an accepted abstract must register for the conference and pay the registration fee no
later than March 13, 2016.
Before proceeding to submission, please make sure you have the following information ready:


Contact information for yourself and any co-authors (full name, affiliation, e-mail
address and mailing address.
Paper title and abstract
Your submission will not be accepted without the required information. Please also note:



Your e-mail address is the key for entry into the system and is used to avoid scheduling
conflicts. It is critical that you use only one e-mail address if you enter multiple
submissions. You will receive an e-mail confirming that we received your online
submission.
Use the COMMENTS field for any requests (e.g., if you need an acceptance letter for
budgetary reasons or to apply for a visa, or if you have scheduling requests).
After submission, you may return to your abstract to make changes or additions.
To submit your abstract at the conference website please click below:
http://www.fdsm.fudan.edu.cn/marketingscience2016/
Abstract-Plus-Working-Paper Submissions
This category was introduced in 2014. Given the positive response, we will continue with it in
2016. Here, the authors may submit not only an abstract (see above) but also upload an associated
working paper. Working papers will be available to conference attendees via the online schedule when it
is published. Authors may update the working paper at any time prior to the conference so that readers
have the most current version. Presentations scheduled in the “Abstract-Plus-Working Paper” category
will have 40 minutes (twice the time for a typical presentation slot) to allow time for detailed questions
and comments.
Capacity limitations limit the number of available presentation slots in this category. Available slots will
be allocated to presenters on a “first-come first-served” basis by submission date. Submissions not
receiving the available slots will be re-classified into the Abstract-only category.
Abstract-Plus-Working-Paper submissions may be made starting December 1, 2015 until February 5,
2016. Presenting authors will be notified of acceptance by March 1, 2016. Conference registration will
open on December 1, 2015. The presenting author of an abstract-plus working paper submission must
register for the conference no later than March 13, 2016.
Before proceeding to submission, please make sure you have the following information ready:



Contact information for yourself and any co-authors (full name, affiliation, e-mail
address and mailing address.
Paper title and abstract
Copy of working paper
Your submission will not be accepted without the required information. Please also note:




Your e-mail address is the key for entry into the system and is used to avoid scheduling
conflicts. It is critical that you use only one e-mail address if you enter multiple
submissions. You will receive an e-mail confirming that we received your online
submission.
Please upload your working paper in the space allocated for an Extended Abstract.
Use the COMMENTS field for any requests (e.g., if you need an acceptance letter for
budgetary reasons or to apply for a visa, or if you have scheduling requests).
After submission, you may return to your abstract to make changes or additions.
To submit your abstract-plus-working-paper at the conference website please click below:
http://www.fdsm.fudan.edu.cn/marketingscience2016/
Special Session Proposal Submissions
Participants are strongly encouraged to organize their own special sessions. This would enable a set of
papers on a related topic to be readily presented in one session. Special session proposals should include:




Title of session;
Name, organization and e-mail address of the session chair;
Statement summarizing the session’s theme (no more than 500 words)
Contact information for all the authors.
Each session proposal should include 4- 5 abstracts. Each abstract included in the proposal should not
exceed 1800 characters (about 250 words) and should clearly define the marketing topic, the contribution
of the research, and indicate the presenting author. An author may be the primary presenter for only a
single paper during the entire conference. However, you may be a co-author on other contributed
abstracts. As the presenting author, you are responsible for making the formal presentation of the work at
the meeting. We encourage your co-authors to attend the meeting as well as the presentation.
To submit your special session proposal, please e-mail the session proposal document consisting of the
items above to Ellen Tralongo (Ellen.Tralongo@INFORMS.org). Ellen will respond to your e-mail with
an invitation that contains instructions to upload session information. Once these proposals have been
uploaded, they will be reviewed by the Program Committee. The number of available presentation slots
in category is limited. Available slots will be allocated to qualifying proposals on a “first-come, firstserved” basis by submission date. Abstracts from those submissions that cannot be accommodated in this
category will be re-classified as Abstract-only submissions.
Special session proposal submissions may be made starting December 1, 2015 until January 20,
2016. Presenting authors will be notified of acceptance by February 5, 2016. Conference registration will
open on December 1, 2015. All presenting authors of an accepted special session proposal must register
for the conference no later than March 13, 2016.
ISMS Doctoral Consortium
The ISMS Doctoral Consortium will precede the main conference on Wednesday, June 15,
2016. Detailed information on the consortium (timing, registration process and lodging information) is
available on the conference website. Although formal registration for the consortium will open on
December 1, 2015, individuals interested in participating in the doctoral consortium should check the
conference website for details.
Overview of Deadlines
December 11, 2015
Submissions open for abstract, abstract plus working paper and Special
Session proposals
December 11, 2015
Conference Registration opens
January 20, 2016
Last Date for submitting Special Session proposals
February 5, 2016
Acceptance Notification for Special Session proposals
February 5, 2016
Last date for submitting abstracts and abstract plus working paper
March 1, 2016
Acceptance Notification for abstracts/abstracts plus working paper
March 13, 2016
Last date for presenter registration and Early Registration Rate
March 31, 2016
Last date for Hotel Guaranteed Conference Rate
May 1, 2016
Online post of Presentation Schedule
June 15, 2016
ISMS Doctoral Consortium Date
June 16-18, 2016
Conference
Contacts
For questions about the program or technology problems, please contact:
By e-mail: Ellen.Tralongo@INFORMS.org; By telephone: 1-800-4INFORMS or 1-44-757-3500 ext. 592
Be sure to spell your last name and leave your phone number and message very clearly.
For questions about staying and traveling in Shanghai and China, please contact Icey Han at
hanbing@fudan.edu.cn
For questions about the conference in general, please contact Min Ding at minding@psu.edu.
To stop receiving emails from this community, please email to
Xueming.Luo@temple.edu
Vice President of E-Communications ISMS
Charles Gilliland Distinguished Chair Professor of Marketing
Professor of Strategy and Professor of MIS
Founder/Director of Global Center for Big Data in Mobile Analytics
www.fox.temple.edu/gbm
Fox School of Business, Temple University, Philadelphia, PA 19122
http://www.fox.temple.edu/mcm_people/xueming-luo/