Management Science, Fudan University, Shanghai, China
Operation Management, Hong Kong Polytechnic University
Pricing, Trust, B2B Salesforce Incentives
Zuhui Xiao is a doctoral candidate in quantitative marketing at the Carlson School of Management, University of Minnesota. Her research interests are centered on understanding marketing decisions that respond to more realistic behavioral descriptions of consumer preferences and decisions. Her current portfolio of work includes class pricing strategies, trust-based investments in principal-agent ties, competition with boundedly rational consumers (or marketers), and firms engaging salesperson who buffer and broker ties with accounts. Methodologically, she uses a mix of analytical modeling and laboratory experiments to study these issues.
Her current dissertation work includes two essays on firms’ strategies for consumers/agents who have reference-dependent preference, using Koszegi and Rabin (2006, QJE)’s framework where the reference payoffs are determined endogenously by the economic environment.