Koen H. Pauwels

Associate Professor of Business Administration

E-Mail: koen.h.pauwels@tuck.dartmouth.edu
Phone: 603 646 1097

BS, Economische Hogeschool Limburg, 1993; MS, Institut d’Administration et de Gestion, Université Catholique de Louvain, 1994; PhD, University of California, Los Angeles, 2001

Areas of expertise

Marketing, statistics

Current research topics

Return on marketing investment, marketing dashboards, long-term marketing effect, performance turnaround strategies, pricing and promotions, product innovation and firm value

Selected Publications

With S. Srinivasan, D.M. Hanssens, and M. Dekimpe, "Who Benefits from Price Promotions?" Harvard Business Review, September, 2002; with D.M. Hanssens and S. Siddarth, "The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice and Purchase Quantity," Journal of Marketing Research, November 2002; with S. Srinivasan, "Who Benefits from Store Brand Entry?" Marketing Science, 23(3), 2004; with J. Silva-Risso, S. Srinivasan, and D.M. Hanssens, "New Products, Sales Promotions and Firm Value: The Case of the Automobile Industry," Journal of Marketing, 68, October 2004; with D.M. Hanssens, "Performance Regimes and Marketing Policy Shifts," Marketing Science, May–June 2007; "How Retailer and Competitor Decisions Drive the Long-Term Effectiveness of Manufacturer Promotions for Fast-Moving Consumer Goods," Journal of Retailing, forthcoming; with S. Srinivasan and V. Nijs, "Dynamic Drivers of Retail Prices and Retailer Profits," Marketing Science, forthcoming

Working Papers

With J. Silva-Risso, S. Srinivasan, and D.M. Hanssens, "Product Innovations, Marketing Investments, and Stock Returns"; with M. Trusov and R. Bucklin, "Estimating the Dynamic Effects of Online Word-of-Mouth on Member Growth of Internet Social Networks"

Awards

Best Paper, European Marketing Academy Conference, 2001; Finalist, 2003 Paul E. Green Award for Best Paper in Journal of Marketing Research; William F. O’Dell Award for most significant long-term contribution to marketing theory, methodology, or practice, Journal of Marketing Research, 2007

Professional Activities

Academic positions: Teaching and Research Assistant, Limburg University Center, 1995–97; Teaching and Research Assistant, Anderson Graduate School of Management, UCLA, 1997–2001; Tuck School of Business, 2001–present; Honorary Professor, University of Groningen, 2008–present

Nonacademic positions: Manager, Business Ccl Telework, IGL, 1994–95

Editorial positions: Editorial Board, International Journal of Research in Marketing, Journal of Marketing, Marketing Science; Ad Hoc Reviewer, International Journal of Forecasting, Journal of Advertising, Journal of Marketing Research, Journal of Retailing, Management Science, Statistica Neerlandica