 
Education:
Ph.D.
in Marketing, The Wharton School, University
of Pennsylvania.
M.A.
in Statistics, The Wharton
School, University of Pennsylvania.
M.B.A., University of Chile.
Industrial Engineer, University of Chile.
B.Sc. in Industrial Engineering, University of Chile.
My
main research interests in one sentence:
Development of theory-driven (i.e.,
structural) methodologies to learn about consumer and firm behavior from
limited, incomplete or aggregate information.
Methodological and application areas
related to my research:
Bayesian Methods,
Economics and Econometrics:
Bayesian econometrics, missing data problems, structural estimation, direct
utility models, empirical industrial organization, stochastic dynamic
programming, mathematical programming with equilibrium constraints (MPEC),
game theory, signaling.
Marketing: retailing, promotions,
marketing/operations management interface, market entry, customer
relationship management, word of mouth, customer expectation management,
consumer response to out of stocks and waiting times, product line
competition, store choice.
Articles Published in Refereed
Journals:
Leopoldo Arias-Bolzmann, Orkun Sak, Andrés
Musalem, Len Lodish (2003), "Wine Pricing: the Influence of Country of
Origin, Variety, and Wine Magazine Ratings", International Journal of Wine
Marketing, 15 (2): 47-57, link to
journal.
Andrés Musalem, Eric T. Bradlow and
Jagmohan S. Raju (2008), "Who's Got The Coupon: Estimating Consumer
Preferences and Coupon Usage from Aggregate Information" - Full
Text – Technical
Appendix, Journal of Marketing Research, 45 (December): 715-730.
Andrés Musalem, Eric T. Bradlow and
Jagmohan S. Raju (2009), "Bayesian Estimation of Random-Coefficients
Choice Models using Aggregate Data" - Full Text
– Technical Appendix,
Journal
of Applied Econometrics, 24 (3): 490-516.
Andrés Musalem and Yogesh Joshi
(2009), "How Much Should You Invest In Each Customer Relationship"
- Full Text,
Marketing
Science, 28 (3): 555-565.
Andrés Musalem, Marcelo Olivares,
Eric Bradlow, Christian Terwiesch and Daniel Corsten (2010), “Structural
Estimation of the Effect of Out-of-Stocks” – Full
Text, Management Science, 56
(7): 1180-1197.
Submitted Papers:
Yina Lu, Marcelo Olivares, Andrés
Musalem and Ariel Schilkrut, “Measuring The effect of waiting time on
customer purchases” – Full Text,
being revised for second-round review at Management Science.
Yogesh Joshi and Andrés Musalem,
"Under-promising and over-delivering: strategic implications of
word-of-mouth" - Full Text, under first round review at Marketing
Science.
SSRN: Author
Page
Work In Progress:
“When Demand Projections Are Too Optimistic:
A Structural Model Of Product Line And Pricing Decisions,” with Woochoel
Shin.
“How
new entrants affect incumbent retailers' pricing policy,” with Carl Mela and
Huihui Wang.
“A
Direct Utility Multiple-Choice-Quantity Model with Interdependent Choice
Utilities: An application to the Chilean TV advertising industry,” with Anita
Elberse, Kenneth Wilbur and Patricio del Sol.
“An Ecological-Inference model for drawing
conclusions about individuals from aggregate data,” with Wagner Kamakura.
Op-Eds and Media Mentions:
“Comentarios
en línea ayudan a decidir el 83% de las compras en internet,” El
Mercurio, September 11th, 2011, Santiago, Chile. (Translation: “Online
opinions help decide 83% of internet purchases”).
“Dispersos y
diversos: cómo son los segmentos C3 y D que conforman la clientela de La
Polar,” El
Mercurio, June 19th, 2011, Santiago, Chile. (Translation: “Scattered and
diverse: how are the C3 and D segments that integrate La Polar’s customer
base characterized?”).
“Las
tácticas que está usando el comercio para aumentar sus ventas,” El
Mercurio, June 5th, 2011, Santiago, Chile. (Translation: “The tactics being used in retail to
increase sales”).
“El modelo
de la española Zara que cambió la forma de vender de las multitiendas,” El
Mercurio, May 22nd, 2011, Santiago, Chile. (Translation: “Spanish Zara’s model that changed
department stores’ sales approach”).
“Supercenters
pull sales from local supermarkets,” Charlotte
Observer, February 16th, 2010, Charlotte, NC.
“Guerra de
supermercados se desata ahora en el negocio de las tiendas de conveniencia,” El
Mercurio, February 13rd, 2010, Santiago, Chile. (Translation: “Supermarket war is
now unleashed in the convenience store business”).
“Farmacias:
¿compensación o estrategia de marketing?,” with Ricardo Montoya, Revista
Poder, August 1, 2009, Santiago, Chile. (Translation: “Pharmacies:
compensation or marketing strategy?”).
“¿Cuánto
bajan los precios cuando Wal-Mart entra en un Mercado?,” with Ricardo
Montoya, La
Tercera, January 23rd, 2009, Santiago, Chile. (Translation: “How much do prices
drop when Wal-Mart enters a market?”).
“La
Revolución de las Nuevas Tecnologías en el Marketing,” El
Mercurio, June 21st, 2008, Santiago, Chile.(Translation: “The Revolution
of New Technologies in Marketing”).
Industry Projects:
Optimization/Auctions: Use of mathematical modeling to
assign contracts in a combinational auction for the supply of eyeglasses for
the Chilean School System (with Rafael Epstein, Gabriel Weintraub and Jaime
Catalán 2001).
ECR/Category
Management:
Documentation of the implementation and results of the first Category
Management projects in the Chilean Supermarket Industry (with Máximo Bosch,
Cristián Espinoza, Cristián Paz and Martín Vega 1999-2000).
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Hobbies: tennis, drums and guitar.
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