M.Sc., Management (Information Systems and Decision Sciences), Federal University of Rio Grande do Sul, Brazil, 1996.
B.Sc., Computer Science, Pontifical Catholic University of Rio Grande do Sul, Brazil, 1990.
September 2008 to December 2013 – Assistant Professor of Marketing – Foster School of Business, University of Washington.
September 2003 to August 2008 – Assistant Professor of Marketing – Leavey School of Business, Santa Clara University.
PUBLICATIONS: SELECTED ARTICLES
(Articles posted with appropriate permissions from the copyrights holders)
“Harmful Upward Line Extensions: Can the Launch of Premium Products Result in Competitive Disadvantages?,” with Ling-Jing Kao and Marcus Cunha, Jr., Journal of Marketing, 79 (6), 2015.
“Voluntary Quality Disclosure under Price-Signaling Competition,” with Dongsoo Shin and Andrew E. Stivers, Managerial and Decision Economics, 32 (8), 2011.
“On the Observability of Purely Behavioral Sunk-Cost Effects: Theoretical and Empirical Support for the BISC Model,” with Marcus V. M. da Cunha Jr., Cognitive Science, 34 (8), 2010.
“Sales Force Modeling: State of the Field and Research Agenda,” with M. K. Mantrala, S. Albers, O. Jensen, K. Joseph, M. Krafft, C. Narasimhan, S. Gopalakrishna, A. Zoltners, R. Lal, and L. Lodish, Marketing Letters, 21 (3), 2010.
“Optimal Sales Force Diversification and Group Incentive Payments,” with Anne T. Coughlan, Marketing Science, 28 (6), 2009 [Lead Article].
“Sunk Cost Effects on Behavioral Investments: Theory and Evidence,” with Marcus V. M. da Cunha Jr., Cognitive Science, 33 (1), 2009.
“Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations,” with Anne T. Coughlan, Marketing Science, 26 (1), 2007.
Business to Business Marketing (Undergraduate and MBA)
Competitive Marketing Strategy (MBA)
Foundations of Marketing (Undergraduate)
Marketing Analytics (Undergraduate and MBA)
Marketing Strategy and Models (MSc and PhD)
SERVICES TO PROFESSION
INVITED PRESENTATIONS AND LECTURES
SELECTED PRESENTATIONS AT CONFERENCES/COLLOQUIA