SICS

SUMMER INSTITUTE IN COMPETITIVE STRATEGY

Haas School of Business

University of California, Berkeley

Co-Sponsored by

IMIO, Institute for Management, Innovation, and Organization,

University of California, Berkeley

ISMS, INFORMS Society for Marketing Science

MSI, Marketing Science Institute

Teradata Center for Customer Relationship Management at

Duke University

Program

(all presentations are in room C210, Haas School of Business)

Sunday, June 22, 2003

6:30-8:30pm Reception, Faculty Club

Monday, June 23

10:30-10:35am

Welcome

10:35-noon

“Products vs. Advertising: Media Competition and the Relative Source of Firm Profits”

David Godes (Harvard University), Elie Ofek (Harvard University), and Miklos Sarvary (INSEAD)

Discussant: Subrata Sen (Yale University)

1:30-3:00pm

“All-units Discounts in Retail Contracts”

Sreya Kolay (University of Rochester), Janusz Ordover (New York University), and Greg Shaffer (University of Rochester)

Discussant: Dmitri Kuksov (University of California, Berkeley)

3:30-5:00pm

"The Competitive Effects of Product Line Composition”

Michaela Draganska (Stanford University) and Michael Mazzeo (Northwestern University)

Discussant: Dominique M. Hanssens (UCLA)

Tuesday, June 24

10:30-noon

“Surprise and Secrets as Competitive Tools”

Steven Shugan (University of Florida), and Jinhong Xie (University of Florida)

Discussant: Chakravarthi Narasimhan (Washington University, St. Louis)

1:30-3:00pm

“A General Theory of Pass-Through in Channels with Category Management and Retail Competition”

Sridhar Moorthy (University of Toronto)

Discussant: Pradeep Bhardwaj (UCLA)

3:30-5:00pm

“The Influence of Social Networks on the Effectiveness of Promotional Strategies ”

Dina Mayzlin (Yale University)

Discussant: Charles Weinberg (University of British Columbia)

Wednesday, June 25, “CRM day”, sponsored by the Teradata Center for Customer Relationship Management at Duke University

10:30-noon

“The Impact of Frequent Shopper Programs in Grocery Retailing”

David Bell (Harvard University), and Rajiv Lal (Harvard University)

Discussant: Naufel Vilcassim (London Business School)

1:30-3:00pm

“’Let Me Talk to My Manager’: The Costs and Benefits of Haggling”

Preyas Desai (Duke University) and Debu Purohit (Duke University)

Discussant: Miklos Sarvary (INSEAD)

3:30-5:00pm

“The Design and Implications of Customer Recommendation Programs”

Yuxin Chen (New York University) and Mengze Shi (University of Toronto)

Discussant: Rajeev Tyagi (University of California, Irvine)

6:00pm

Conference dinner

Thursday, June 26

10:30-noon

“Robust Incentive Contracts”

Birger Wernerfelt (MIT)

Discussant: Gerard Tellis (University of Southern California)

1:30-3:00pm

“The Role of Strategic Pricing by Retailers in the Success of Store Brands”

Sergio Meza (New York University), and K. Sudhir (Yale University)

Discussant: James M. Lattin (Stanford University)

3:30-5:00pm

“A Structural Model of Locational Competition among Gasoline Retailers in Singapore: An Empirical Analysis”

Tat Y. Chan (Washington University, St. Louis), V. Padmanabhan (INSEAD), and P.B. Seetharaman (Washington University, St. Louis)

Discussant: Mark Bergen (University of Minnesota)

Friday, June 27

10:30-noon

“Effect of Loyalty Card Programs on Supermarket Prices”

Nanda Kumar (University of Texas, Dallas), and Ram C. Rao (University of Texas, Dallas)

Discussant: Oded Koenigsberg (Columbia University)

1:30-3:00pm

“An Empirical Model of Advertising Dynamics”

Jean-Pierre Dube (University of Chicago), Guenter J. Hitsch (University of Chicago), and Puneet Manchanda (University of Chicago)

Discussant: Gary Erickson (University of Washington)

3:30-5:00pm

“Increasing Compatibility as a Competitive Tool”

Amit Pazgal (Washington University, St. Louis) and David Soberman (INSEAD)

Discussant: Vithala Rao (Cornell University)