 
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.
Main Research Interests:
There
are multiple situations in which we would like to have more information about
consumers or our competitors. For example, are all consumers loyal to a
particular brand? Are all of them sensitive to price promotions? What if the
product they intend to buy is not available? Will they switch to a different
brand? Answering these questions, would normally
require detailed information on the behavior of different consumers across
different purchase occasions and a characterization of the shopping
environment faced by a consumer in each of those purchase occasions.
This
information, however, is not always available. Consequently, my research is
focused on developing tools that enable us to learn how consumers react to
different marketing variables (prices, promotions, distribution and product
features) when we only have very limited information about their behavior.
What
about competitors? If we introduce a new product in the market, will this be
matched by our competitors by introducing similar products or by lowering
prices on existing products? As in the case of consumers, answering this
question would normally require having observed the competitive behavior of
firms under similar circumstances, information which may not exist or that
might be sometimes difficult to collect or obtain. In my research, I try to
use limited information about the behavior of companies in different markets
to answer these questions.
The
tools developed in my research are the result of combining different
marketing and economic theories of consumer and firm behavior with recent
advances in the fields of Bayesian statistics (e.g., Markov chain Monte Carlo
simulation, data augmentation) and econometrics (e.g., mathematical
programming with equilibrium constraints).
The basic principle behind these methods relies on using the limited
available information to place constraints on the unknown consumer or firm
behavior.
Methodological and application areas related to my
research:
·
Bayesian Methods, Econometrics and
Stochastic Models:
Bayesian statistics, missing data problems, Markov chain Monte Carlo (MCMC)
methods, structural estimation, ecological inference, empirical industrial
organization, stochastic dynamic programming and mathematical programming
with equilibrium constraints (MPEC).
·
Marketing: retailing, sales promotion,
category management, pricing, customer relationship management, consumer
response to out-of-stocks, choice modeling, product line competition.
Published Articles and Working Papers:
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, “Structural Estimation
of the Effect of Out-of-Stocks” – Full Text
(under second-round review at Management
Science).
SSRN: Author
Page
Work In Progress:
“A
structural model of product line and pricing decisions,” with Woochoel Shin.
“An
Ecological-Inference model for drawing conclusions about individuals from
aggregate data,” with Wagner Kamakura.
“How
Wal-Mart's entry affects retailers' pricing policy,” with Carl Mela and
Heamin Kim.
Op-Eds:
“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).
_______________________________________________________
Hobbies: tennis, drums and guitar.
_
_
_
_
_
_______________________________________________________
GATE: Global Academic Travel Experience - South America
SAN PEDRO DE ATACAMA – CHILE
SAN CARLOS DE
BARILOCHE-ARGENTINA
ESTANCIAS PATAGÓNICAS-ARGENTINA
|
