​Job Market Paper

"Zero to One: Sales Prospecting with Augmented Recommendation" (with Saiquan Hu, Juanjuan Zhang)

Helping new salespeople succeed is critical in sales force management. We develop a recommender system to help new salespeople identify customers with better conversion potential. One challenge is how to deal with salesperson-customer combinations that have no historical sales records. These instances are treated as missing observations in standard recommender systems. We instead consider the possibility that sales records are absent because previous salespeople were unwilling or unable to sell to certain types of customers. We develop a parsimonious model to capture these endogenously absent sales records and embed the model into a neural network structure to form an augmented recommender system. We validate our method using sales force transaction data from a large insurance company. Our method outperforms popular industry benchmarks in prediction accuracy and recommendation quality.

Publications

"Cheap Talk on Freelance Platforms" (with Tony Ke)
Management Science, ​forthcoming
"How Do Successful Scholars Get Their Best Research Ideas? An Exploration" (with Cathy Cao, Xinyu Cao, Matthew Cashman, Madhav Kumar, Artem Timoshenko, Jeremy Yang, Shuyi Yu, Jerry Zhang, and Birger Wernerfelt)
Marketing Letters, 30.3 (2019) 221-232.

​Working Papers

"Group Search Strategy"  (with Xinyu Cao)
Marketing Science, ​invited for resubmission
"​Dynamic Marketing Policies: Constructing Markov States for Reinforcement Learning"  (with Duncan Simester, Jonathan Parker and Antoinette Schoar)    Appendix

​Work in Progress

"Algorithm Awareness in Repeated Marketing Campaigns: A Field Experiment" (with Shuyi Yu)