Professor Holbrook did a series of studies on music, mostly to understand the role music plays in shaping the way most of us think and feel about nonmusical things.
Target marketing efforts in networks — online and off — by identifying and predicting how multiple relationships form.
A light touch can go a long way. Professor Jonathan Levav finds that a mere pat on the back makes people feel more secure — and increases the likelihood that they will take financial risks.
Donald Lehmann discusses Managing Customers as Investments, a new book in which he explains how to calculate and apply customer lifetime value.
Change need not be difficult or expensive, says Professor Eric Johnson. It is as simple as looking at how an organization utilizes its default settings.
The economic downturn has done what even David Beckham could not: transform professional soccer into an American institution. A lesson in the dangers of co-branding.
Will a new bubble form in 2010? What will happen to the retail market? Faculty members share their predictions for the year ahead.
What exactly is a social enterprise? And how are we delivering on our bold idea for social change?
Since 1995, more than 45,000 Americans have died waiting for organ transplants. If more people signed up as organ donors and followed through on their pledge, how many lives would it save?
Everyone has his or her own choices for the top marketers of 2007, so I don’;t expect you to agree with me.
Forecast how much customers will use a service and whether they will renew a contract by considering underlying motivation.
A viral marketing campaign, like OfficeMax's Elf Yourself program, can do great things for brand recognition. But how well does that translate into direct sales? Adjunct professor Ava Seave blogs about how to set the right expectations for viral marketing.
Why did subprime mortgage borrowers make the choices they did? In her new book, The Art of Choosing, Professor Sheena Iyengar examines how we make choices.
Professor Stephan Meier's research looks at the ways individuals behave with financial products. How can firms better help consumers make decisions?
Small changes in pricing by time and location can have a dramatic impact on your bottom line.
Super Bowl ads don’t quite make it to the new world of networking sites, user content and interactive media.
Insights about the role of memory and attention in decision making may help us make wiser choices — putting future considerations ahead of immediate gratifications.
Businesses can profit by getting connected to their competitors, according to research by Professor Olivier Toubia.
What does the financial crisis mean for the retail sector? Professor Mark Cohen, a moderator at today's Retail and Luxury Goods Conference, discusses the rapidly changing landscape.
Immediate gain or long-term planning? New research shows what part of your brain is responsible for making executive decisions.
Michelin’s PAX Run-Flat tire was a big-bet innovation, intended to overturn the industry in the same way that their introduction of steel-belted radial tires did nearly 60 years ago. What went wrong?
It's imperative that marketers realize that social media is the business strategy - not just a part of the business strategy.
From the Archive, June 2005: You can sometimes improve your product's market share by adding competition. A study of consumer behavior challenges conventional wisdom about product placement.
The answer to the question of who will win the election may lie partly in whether voters are looking for honesty or competence. And one clue to how candidates are perceived is the shape of their face.
New research from Olivier Toubia shows why people use Twitter and points to how firms should capitalize on the social media platform.
Create successful anti-obesity campaigns by employing targeted, not broad, messages.
Build an iPhone app or create a pay wall? Three professors share their thoughts on how the print industry might change its business model.
There is no shortage of Asian brands that are known globally and more will be coming soon.
Measuring marketing ROI need not be elusive. Don Sexton explains how firms can measure and increase the marketing contribution to the bottom line.
At the BRITE conference, a panel of faculty members discussed research collaborations that bridge practice and theory.
Individual incentives based on impact yield more and better ideas in group settings.
Word-of-mouth promotions can significantly outperform conventional campaigns, and online and offline interactions are both important for success.
A new orientation lecture about the financial crisis was created this year to give students an overview of the causes and key issues of the crisis.
Does anyone recall who sponsored the Olympics — and do you remember correctly? As companies spend millions of dollars to sponsor sporting events, it's time to ask if sponsors are getting their money's worth.
New research from Professor Brett Gordon shows that competition between Intel and AMD stifled, rather than fostered, Intel's innovation. How so?
Coax consumers toward higher quality by offering a dense set of choices.
To combat the high cost of textbooks, Professor Noel Capon is allowing students to pay what they wish for the online version of his new marketing text.
New research reveals how labels trigger cognitive and emotional processes underlying decision making.
How did the Indian Premier League become a worldwide phenomenon? Professor Rajeev Kohli's case study on the cricket league was the focus of the School's inaugural case competition, which concluded last night. Read more about the case.
We are in the midst of a huge shift towards “cloud computing” — where we store our files and software on the web rather than on our personal desktop machines.
Noel Capon talks about how firms can retain and grow their most valued customers by shifting from country-based account management to global account management.
What could be a better basis for determining your firm’s degree of customer orientation than the behavior of your CEO?
A model uses game theory to predict how changes to the electoral system could shift campaign strategies and ad spending — and alter election results.
Delivering the dream of space travel has always been the exclusive province of government agencies, and primarily the privilege of professional astronauts. With Virgin Galactic, Richard Branson is trying to change that.
Ordinary people may have better taste in culture and the arts than their choices in consumption suggest.
Findings on value creation and regulatory fit offer far-ranging implications for management, marketing and even mental health.
New research from Natalie Mizik dismantles the notion that the stock market undervalues firms that earn high marks from consumers.
Politicians and marketers take note: when it comes to persuading people who have ambivalent attitudes, more is more.
Is Citi Field a well-placed marketing spend? In challenging economic times, don't underestimate the importance of customer perception. What else do marketers need to consider?
From the Archive: Businesses can profit by getting connected to competitors.
After 35 years, Professor Morris Holbrook is retiring from teaching. We spoke with him about the evolution of research on consumer behavior and what the science owes to "evil German scientists."
What do brand managers need to know about viral marketing? New research from Professor Olivier Toubia featured in the current issue of Columbia Ideas at Work demonstrates the power of viral programs.
For effective crisis communications, firms need to consider their spokesperson’s facial features.
From the Archive: Negotiators who rely on their feelings often come out ahead.
Use text mining and network analysis to capture and interpret an ocean of online data — listening in on consumers without asking a single question.
Even when the options aren't so different, categorizing similar products can make choosing easier for undecided consumers.
Giving consumers too many options early in a build-to-order transaction may trigger decision-making meltdowns — which can boost or erode product sales.
Differences in our perception of our present identity versus our future identity influence the trade-offs we make, offering direction for better decision making.
Offering last-minute deals is not always a sound pricing tactic for airlines, but under some circumstances, economy carriers may want to offer such bargains.
A product's revenue premium is a more accurate measure of brand equity than its price premium.
When it comes to life's biggest decisions, we make our choices harder than they may really be.
What was once a small desert city along the gulf coast is quickly becoming a large metropolis with miles of skyline and hundreds of man-made islands emerging from the Arabian Gulf.
A method for designing products that appeals to two groups with very different perspectives.
How much content should a news organization give away?
Anticipate the future structure of your industry, Coca-Cola's CEO Muhtar Kent advised students in a recent lecture at the School.
Unilever’s Dove brand has garnered much goodwill for its 4-year “Campaign for Real Beauty.” But it turns out that the refreshingly atypical beauties from its print campaign may have been airbrushed.
An Executive Education trip to the Frick Collection provides an extraordinary learning opportunity in symbolic versus direct communication.
Chinese consumers judge brand names in other languages by the sound and meaning of the names’ Chinese equivalents.
Antitrust laws aim to protect consumers and spur innovation by fostering competition, but in some industries ingenuity thrives under monopolists.
We urgently need a name for our new IDC initiative. It should capture the uniqueness of the IDC brand and be fitting of an MBA student-run pro bono consulting group.
By implementing a consistent value proposition ("The Change We Need"), Barack Obama has created a clear advantage for himself over John McCain.
Our feelings about the ways we get money influence how -- and sometimes even when -- we spend it.
Can retailers prompt customers to splurge by cultivating relaxation?
New research from Professor Leonard Lee shows that decisions made with emotional processing tend to be more consistent. Certain attributes can elicit those kinds of gut decisions.
The right price for the right customer in the right market at the right time is your company's greatest source of value.
Experts may boast intimate knowledge about the specific details of a new product, but that may not always be what consumers want.
Placing greater trust in one's feelings can help us forecast future events.
The film's success mirrors many of the trends that are driving Indian advertising and branding. What are they? Professor Gita Johar shares what panelists discussed at the recent Branding in India and China symposium.
Traditional market research methods may not give you the information you need to set the right price.
A new method for designing market-research experiments reduces costs and yields more precise results.
Just what is the difference between a widget and an app?
After the first flight arrived at BA’s new Terminal 5 at Heathrow, everything went downhill.
Superstition can prompt consumers to forgo their most-liked products in favor of new or less-favored brands.
Decisions based on emotions are more consistent — and might be more satisfying — than those based on deliberation.
What can firms learn from Google’s Buzz launch? Professor Eric Johnson shares his insight on how to use defaults more strategically.
A simple set of related rules can help doctors diagnose breast cancer using a less invasive type of biopsy.
Professor William Duggan, author of "Strategic Intuition", and Naif Al-Mutawa '03 are speakers at the inaugural TEDxEast event today. Watch live streaming video from the event.
Coach chairman and CEO Lew Frankfort ’69 is going on the offensive, opening nearly 30 stores in China (with plans for 50 more) and introducing more high- and low-end styles. Will this dilute the brand?
When it comes to movies, can critics and the average moviegoer ever agree? Research by Professor Morris Holbrook suggests that in the absence of a major marketing blitz, they often do.
Many people have contributed to FedEx’s success, but few are aware of the role played by someone who was not even employed by the company.
Corporate social responsibility, says Ray Fisman, can help companies earn consumers' trust, and perhaps even higher profits.
A taxonomy of new web-based business models shows how healthy profits can be made even when aspects of an offering are available for free.
Pulling off bold strategies that change markets requires leadership through every step of strategy development, planning and implementation.
Noel Capon looks at how companies succeed in a new world where an oversupply of goods and services means an undersupply of customers.
Seemingly minor situational cues can prompt greater customer engagement and commitment, enhancing satisfaction and loyalty.
What will be the impact of lab-made diamonds on the diamond market?
Facebook users sent a strong message to the company in November: don’t share our online buying information. But how valuable is this information among friends?
During spring break we traveled to Ghana with the mission of developing a marketing strategy that would increase tourism and investment in Kumasi, Ghana’s second largest city.
Almost thirty years ago, Morris Holbrook and his colleagues stirred up a sea change in consumer research, tabling the old rationalist model and exploring the emotional side of consumer behavior.
To profitably manage their customer base, firms need to capture and analyze the dynamics of customer relationships, over time.
Don Sexton explains the complex yet measurable relationship between a company's branding efforts and its shareholder value.
Bernd Schmitt, who delivered the closing remarks at the Innovative Marketing Conference at Columbia Business School on June 8–9, discusses whether there is a new foundation for marketing.
Their popularity with low-income buyers may not be the only reason single-serve packages sell so well.
Can research from management science and marketing help explain - and possibly treat - depression and anxiety?
The ongoing battle for the Democratic nomination illustrates the three keys to brand success today: a great experience, consistent messaging and an emotional appeal.
New research from Professor Ray Fisman and his colleagues shows that linking a product with a charity donation is an effective way to boost sales.
Find the best tradeoff between customer service capacity and pricing by calculating the extent to which long lines affect sales and revenue.
In the future, global companies will do more and more business with other global companies. G2G is a different game from B2B. Noel Capon explains how to make the shift.
During Sirius Satellite Radio’s bid to acquire XM Satellite Radio it claimed that its real competition was not from XM but all the other options — hi-def radio, MP3 players, cellphones and backseat DVDs — that consumers have for incorporating audio and media into their drive time.
When I think of the challenges that the Red Cross is facing, they are not dissimilar to what I’ve seen at for-profit organizations.
As participants in incentive systems perceive that they are getting closer to their goal, they intensify their efforts.
In her new book, Sheena Iyengar offers strategies for managing choices in an era of seemingly boundless options.
Pinpointing your location on a Google map is only the beginning.
In an April 23 talk with students sponsored by the Sports Business Association and led by Matthew Hill '09, NFL Commissioner Roger Goodell discussed many of the major issues currently facing the National Football League.
Rebranding initiatives are becoming more common among nonprofits — particularly educational institutions — as they increasingly adopt marketing strategies that previously were used only in the for-profit world.
Consumers’ goals for what to buy and how much to spend become increasingly concrete as they navigate the shopping process.
Factoring in consumer behavior and consumption rates can help firms optimize their multipart pricing schemes.
Strategic Marketing Management is an intensive and comprehensive program designed for executives who want to develop a more strategic and disciplined...
In times of economic uncertainty, strategic accounts are a company's most valuable asset. The ways in which they are identified, nurtured, and...
Ad Age features a study led by Prof. Sexton and David Rogers, Executive Director, Center on Global Brand Leadership that was presented at the BRITE ’12 conference. Read more...
Research by Profs. Ansari and Koenigsberg predicts how multiple, distinct types of relationships form in social networks. Read more...
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Oded Netzer, the Philip H. Geier Jr. Associate Professor in the Marketing Division, has received the 2012 George S. Eccles Research Fund award.
The Society of Consumer Psychology has recognized Professor Eric Johnson with the Distinguished Scientific Achievement Award.
Columbia Business School’s BRITE conference launches the 2012 BRITE–NYAMA Marketing Measurement in Transition Study Read more...
At Columbia Business Schoolâ??s annual BRITE conference March 5 (http://briteconference.com), Columbia Business Schoolâ??s Center on Global Brand Leadership and the New York American Marketing Association (NYAMA) unveiled the first BRITEâ??NYAMA Marketing Measurement in Transition Study. The study surveyed senior marketing executives from large corporations in order to gain a better understanding of changing practices in the following areas: data collection and usage, marketing measurement and ROI, and the integration of digital and traditional marketing. Read more...
The article features research by Profs. Lee and Pham that finds higher trust in an individual’s feelings may result in more accurate predictions about a variety of future events. Read more...
Study reveals that individuals who trust their feelings are consistently able to predict future events more accurately than people who do not trust their feelings — a finding called the emotional oracle effect Read more...
The article discusses The Design & Marketing of Luxury Products, a joint Master Class offered by Columbia Business School and Parsons The New School for Design. The course is co-taught by Prof. Maisonrouge. Read more...
Prof. Cohen discusses the problems facing Sears in 2012. Read more...
Study reveals how marketers can target their efforts in networks — online and off — by identifying and predicting how multiple relationships form. Read more...
The article features a study by Prof. Pham that finds relaxed shoppers are willing to pay up to 15% more for goods than those who are less relaxed. Read more...
Study questions the widely–used methods by which lay moral judgments are evaluated; results found individuals who are least prone to moral errors also possess a set of prototypically immoral psychological characteristics Read more...
Prof. Brett Gordon weighs in on Netflix’s decision to separate its DVD and streaming services. The below link will connect you to BloombergBusinessWeek’s pick–up of the original AP article. Read more...
Model depicts that detailing, relationships between sales representatives and medical doctors, is an extremely effective long–term marketing tool, while sampling has a stronger, short–term effect Read more...
Study by Prof. Sheena Iyengar finds that for high-end items, price can serve as a signal for quality, pertinent in a consumer’s decision–making process. Read more...
Study examines how the quality of a good and the assortment of choices available influences consumers Read more...
Professor Bernd Schmitt, Faculty Director of the Center on Global Brand Leadership at Columbia Business School, has begun a two-year visiting position at Nanyang Technological University (NTU) to head the brand new national Institute on Asian Consumer Insight (ACI) in Singapore, which will give vital insights into Asian consumers and establish Singapore as a pan-Asian consumer research hub. Read more...
Report explains how relaxation increases monetary valuations of products and services Read more...
Chicago Tribune discusses a study by Profs. Ran Kivetz and Oded Netzer that provides evidence on how consumers complicate choice when confronted with big decisions. Prof. Netzer explains that way of thinking can hurt consumers as “due diligence can be costly, especially if it’s a fake due diligence.” Read more...
Research provides empirical evidence of “complicating choice” and the “effort compatibility principle” when making complex decisions Read more...
In Jonathan Knee’s article for The Atlantic, he points out that Netflix’s success in a struggling media market comes from its role as an aggregator, with strong economies of scale and customer captivity. Read more...
The Columbia Business School community can now purchase School-branded merchandise through a newly launched website, Columbia Business School Gear.
Read more...
Prof. Toubia is highlighted in the Financial Times' Lexicon column, where he discusses terms and trends related to marketing. Read more...
Three Columbia Business School faculty members have received inaugural 2010 Dean’s awards for teaching in an elective. Read more...
Professor Elke Weber speaks about her research. The title of her talk is "Mindful Judgment and Decision Making: The Case Against Mindless Economics". Read more...
Professors Eric Johnson and Elke Weber's research on the impact of labels triggering cognitive and emotional processes underlying decision making was mentioned in Crain's Insider. Read more...
The Lang Center Welcomes the Incoming Columbia Community Business Program Class Read more...
David Rogers, Director, Center on Global Brand Leadership discusses the appeal of pop-up stores, such as Pop Tarts new venture in New York City. Read more...
David Rogers, Executive Director, Columbia Business School's Center on Global Brand Leadership, talks about the rise of pop-up stores, such as Pop Tarts new venture in Times Square, New York. Read more...
Prof. Ran Kivetz discusses research that explains schizophrenic consumer behavior during a long recession - mainly, occasional splurges despite cutbacks in spending. Read more...
New courses in social media and related subjects at Columbia Business School was covered by BloombergBusinessWeek. Read more...
THE Harmony Institute wants to change your mind â?? at the movies. In the last few weeks, a little-noticed nonprofit with big ideas about the persuasive power of movies and television shows quietly began an initiative aimed at getting filmmakers and others to use the insights and techniques of behavioral psychology in delivering social and political messages through their work. Read more...
Professor Eric Johnson's ideas for improving retirement income are featured in this New York Times article. Read more...
Prof. Jonathan Levav's research is featured in Reuters. Read more...
A new case study, authored by Professor Bernd Schmitt, examines Samsung's launch of the 2View camera: the first point-and-shoot camera with a display screen on both sides. Schmitt explores both the customer insights that led to this innovation as well as how the 2View is emblematic of Samsung's drive to transform itself from a purely engineering-driven company to a consumer-driven company as well. Read more...
Center for Decision Sciences co-founder Professor Eric Johnson was recently featured in a CBS Public Offering article discussing how Google Buzz's rushed launch woes could have been avoided. Read more...
Johar to work closely with School's new Cross-Disciplinary Areas (CDAs), which integrate research and teaching across academic divisions, the University and the practitioner community. Read more...
Professor Michael Morris's research on how language impacts behavior, particularly stock market metaphors and investor confidence, is highlighted in the February 2010 issue of Eureka, the Times of London's monthly science magazine. Read more...
There is a saying that tigers cannot change their stripes, but in 2006, Payless ShoeSource learned the hard way that it had to change its own stripes. A new case study authored by Professor Michel Tuan Pham of Columbia Business School explains how premium brand adidas proved in court that discount retailer Payless was confusing shoppers with two- and four-stripe â??knock-offsâ? of adidasâ?? signature three-stripe sneaker. In the groundbreaking ruling, Payless was found guilty of both trademark infringement and dilution, and adidas was awarded over $300 million in restitution by the jury. Read more...
There is a saying that tigers cannot change their stripes, but in 2006, Payless ShoeSource learned the hard way that it had to change its own stripes. A new case study authored by Professor Michel Tuan Pham of Columbia Business School explains how premium brand adidas proved in court that discount retailer Payless was confusing shoppers with two- and four-stripe "knock-offs" of adidas' signature three-stripe sneaker. In the groundbreaking ruling, Payless was found guilty of both trademark infringement and dilution, and adidas was awarded over $300 million in restitution by the jury. Read more...
David Rogers, Executive Director of the Center on Global Brand Leadership at Columbia Business School, was given the prestigious "Brand Leadership Award" at the 18th annual World Brand Congress held on November 4th & 5th in Mumbai India. Rogers also served as Keynote Speaker at the event, which had the theme "Brands - Recharge, Innovate, Re-engage in Today's Times."Â Read more...
A new case study co-authored by Professor Bernd Schmitt examines how Wegelin & Co., a Swiss bank that has reached star status within its region and industry, faces difficult expansion decisions as it looks towards the future. Read more...
Corporate Social Responsibility (CSR) initiatives which at one time helped companies to differentiate themselves are now expected practices, and distinguishing a company through "green initiatives" is a particularly high hurdle. A new case study co-authored by Columbia Professor Bernd Schmitt examines how these familiar challenges are impacting the Yuhan-Kimberly Corporation (Y-K), and what strategies the company is considering in response. Read more...
An article discusses a study co-authored by Prof. Leonard Lee on warehouse stores and consumer behavior. Read more...
An article features recent research by Prof. Ran Kivetz that suggests people are happier in the long run if they permit themselves the occasional indulgence. Read more...
Prof. Sheena Iyengar says consumers might try breaking options into categories to facilitate decision making. Read more...
The two-day event brought together leaders in business, technology, media and marketing to discuss how technology and innovation are transforming the ways that companies build and sustain brands. Read more...
A speaker at the BRITE 09' conference, put on by the Center on Global Brand Leadership at Columbia Business School, presented a method for generating innovative ideas. Read more...
MBA students report on their social enterprise summer internships Read more...
“The core is essential to preparing our students to analyze, decide and lead in an increasingly complex and global business environment,” said Dean Glenn Hubbard. Read more...
He will be responsible for developing Columbia Business School’s comprehensive strategic marketing and communications plan. Read more...
Indulgence has long-term benefits, according to new research co-authored by Professor Ran Kivetz . Read more...
Professor Gita Johar finds that when it comes to choosing a spokesperson to deal with a crisis situation, companies should consider face shape. Read more...
Voters may perceive Barack Obama as more honest than his rival Hillary Clinton, though she may appear more competent, says Professor Gita Johar. Read more...
The School’s new Web site offers a clean, consistent design and integrated access to our community’s publications, news, events and more. Read more...
In this article about mobile phone design, Professor Rita Gunther McGrath comments: "There is an awful lot of pressure to keep the wheels turning instead of putting money into new innovation and development." Read more...
The Center on Global Brand Leadership at Columbia Business School will host the 2008 BRITE conference on branding, innovation, and technology. The conference will take place February 7-8, 2008 at Columbia University in New York City. Read more...
On May 21st, 2007 the Center on Global Brand Leadership and AIGA, with support from a grant by the Center for International Business Education and Research, presented a special symposium, "Branding in India," as part of World Trade Week 2007. Read more...
September 12: CJEB cosponsored a WEAI Brown Bag Lecture titled "Sustainability of Public Debt: Evidence from Pre-World War II Japan" by Professor Masato Shizume, Professor, Kobe University. Read more...
The Brand Research Center of Shanghai Jiaotong University is the first of its kind in China ever established by an academic institution. Read more...
Professor Leonard Lee's research on beer cited in NY Times Read more...
Professor Gita Johar's research on advertising cited in NY Times Read more...
Columbia Marketing Faculty Honored Read more...
Professor Gita Johar discusses the effectiveness of corporate sponsorship of arts and culture Read more...
In two recent studies by Professors Ray Fisman and Ran Kivetz — touted in the New York Times Magazine as “ingenious” — the common thread is a sense of guilt, or the lack thereof. Read more...
Don Lehmann, the George E. Warren Professor of Business in the Marketing Division, was awarded the 2006 Berry-AMA Book Prize by the American Marketing Association Foundation. Read more...
Professor Johnson Shows Power of Default Options in FT Op-Ed Read more...
Bernd Schmitt, the Robert D. Calkins Professor of International Business in the Marketing Division, led an online video lecture series on FT.com. Read more...
While it’s clear that default options save time, they also hold sway over billions of dollars and thousands of lives. Read more...
Brand Revolution in the Age of Consumerism: An Olympic Feat for China at the Sir Gordon Wu Distinguished Speaker Forum Read more...
YOU'RE ON!: Creating Sizzling Soundbites Read more...
Leading marketing practitioners and experts gathered on campus for a series of cutting-edge panels and discussions hosted by the School’s Center on Global Brand Leadership and media company Corante. Read more...
Professor Ran Kivetz has been awarded the 2005 Journal of Consumer Research Ferber Best Paper Award for "Promotion Reactance: The Role of Effort-Reward Congruity" Read more...
Professor Ran Kivetz has been awarded the 2005 Journal of Consumer Research Ferber Best Paper Award Read more...
Professor Alan Kane appointed Dean of the Business School at the Fashion Institute of Technology Read more...
The annual Chief Sales Executive Forum co-hosted by the Columbia Business School Marketing Division, The Alexander Group (sales management consultants), and Sales and Marketing Management Magazine will be held in Palm Beach Read more...
The Churchill Award for lifetime achievement in the academic study of marketing is given each year by the AMA Market Research Special Interest Group to honor Dr. Gilbert A. Churchill. Read more...
Summer internship profile, by Beth Robinowitz '07, Bottom Line. Read more...
