Jeffrey D. Shulman

Associate Professor
Michael G. Foster Fellow
Marketing Department

Foster School of Business
University of Washington
Paccar Hall Box 353226,
Seattle, WA 98195-3200, USA

Email: jshulman@uw.edu

Office: Paccar 552

Tel: 1-206-221-4804

Fax: 1-206-543-7472

Last Updated July 2017

 

EDUCATION

Ph.D. in Marketing (June 2006); M.S. in Marketing (June 2004)
Kellogg School of Management, Northwestern University, Evanston, Illinois

B.A. in Economics (with honors), June 2001
Northwestern University, Evanston, Illinois

EMPLOYMENT

2016 to present - Marion B. Ingersoll Associate Professor in Marketing
2012 to 2016 – Michael G. Foster Faculty Fellow, Associate Professor in Marketing
2011 to 2012 – Michael G. Foster Faculty Fellow, Assistant Professor in Marketing
2006 to 2011 – Assistant Professor in Marketing
     Foster School of Business, University of Washington

EDITORIAL APPOINTMENTS

  • Associate Editor, Quantitative Marketing and Economics, beginning Fall 2017
  • Associate Editor, Decision Sciences, beginning Fall 2017
  • Senior Editor, Production and Operations Management 2013-present
  • Editorial Review Board member for Marketing Science, 2011-present
  • Distinguished Service Award, Management Science, 2011, 2012, 2013, 2014, and 2016

RESEARCH INTERESTS

Pricing, Product Returns, Decisions Under Limited Information, Marketing-Operations Interface

PUBLICATIONS

  1. Caldieraro, F., Z. Zhang, M. Cunha, J. Shulman (2017) "An Empirical Examination of Strategic Information Transmission in Peer-to-Peer Lending Markets" Journal of Marketing, forthcoming.
  2. Fazli, A., J. Shulman (2017) "Implications of Market Spillovers" Management Science, forthcoming.
  3. Fazli, A., A. Sayedi, J. Shulman (2017) "The Effects of Autoscaling in Cloud Computing" Management Science, forthcoming.Download Technical Appendix.
  4. Sayedi, A., J. Shulman (2017) "Strategic Compliments in Sales" Quantitative Marketing & Economics 15(1) 57-84.
  5. Shulman, J., M. Cunha, J. Saint Clair (2015) "Consumer Uncertainty and Purchase Decision Reversals: Theory and Evidence" Marketing Science, 34(4) 590-605.
  6. Geng, X., J. Shulman (2015) "How Costs and Heterogeneous Consumer Price Sensitivity Interact with Add-On Pricing" Production & Operations Management Journal, 24(12) 1870-1882.
  7. Shulman, J. (2014) " "Product Diversion to a Direct Competitor," Marketing Science, 33(3) 422-436.
  8. Shulman, J., X. Geng. (2013) “Add-On Pricing by Asymmetric Firms," Management Science, 59(4) 899-917.
  9. Shulman, J., A. Coughlan, and R. Savaskan (2011) “Managing Consumer Returns in a Competitive EnvironmentManagement Science, 57 (2) 347-362.
  10. Cunha, M. and J. Shulman (2011) “Assimilation and Contrast in Price Evaluations,Journal of Consumer Research, 37 (5) 822-835.
  11. Shulman, J., A. Coughlan, and R. Savaskan (2010) “Optimal Reverse Channel Structure for Consumer Product Returns,Marketing Science, 29 (6) 1071-1085. Download Technical Appendix.
  12. Shulman, J., A. Coughlan, and R. Savaskan (2009) “Optimal Restocking Fees and Information Provision in an Integrated Supply-Demand Model of Product Returns,” Manufacturing and Service Operations Management, 11(4) 577-594. Download Technical Appendix.
  13. Shulman, J. and A. Coughlan (2007) “Used Goods, Not Used Bads: Profitable Secondary Market Sales for a Durable Goods Channel,Quantitative Marketing and Economics, 5 (2) 191-210. Download Technical Appendix

WORKING PAPERS AND PAPERS UNDER REVIEW

  1. "On the Profitability of Stacked Discounts: Identifying Revenue and Cost Effects of Discount Framing" with Necati Ertekin and Allan Chen
  2. "Does it Pay to Shroud In-App Purchase Prices" with Xianjun Geng

CHAPTERS AND CASES

RESEARCH SEMINARS

  • "Autoscaling in Cloud Computing and Market Entry"
    presented at Stanford GSB, April 2017
    presented at Washington University in St. Louis, March 2017
    presented at Kellogg School of Management doctoral seminar, April 2016
    presented at Texas A&M, January 2016,
  • "Regulating Illicit Markets with a Cross-Tariff"
    presented at the University of Minnesota Marketing Camp, April 2015
    presented at Emory University, April 2015
  • “The Roles of Costs and Heterogeneous Price Sensitivity in Add-On Pricing” presented at University of Miami, November 2013.
  • “Product Diversion to a Direct Competitor” presented at Haas School of Business, University of California at Berkeley. August 2013.
  • “The Impact of Hidden Add-On Fees and Consumer Bounded Rationality” presented at Kenan-Flagler Business School, University of North Carolina, Chapel Hill. January 2011.
  • “Assimilation and Contrast in Price Evaluations” presented in the Kellogg Attitudes Motivation and Processing series at the Kellogg School of Management, Northwestern University, April 2009.
  • Durable Goods, Secondary Markets, and Product Returns: An Inside Look at the Research Process,”  Kellogg School of Management’s Marketing Models doctoral seminar, Northwestern University, Evanston, IL.  June 1, 2006 and April 28, 2008.

HONORS AND AWARDS

  • Outstanding Senior Editor, Production and Operations Management, 2015
  • Distinguished Service Award, Management Science, 2011, 2012, 2013, 2014, 2016, and 2017
  • Top 20 Reviewer, International Journal of Industrial Organization, 2015
  • AMA-Sheth Doctoral Consortium Faculty Fellow, 2014
  • Undergraduate Faculty of the Year, Marketing & International Business, 2012
  • Editorial Review Board of Marketing Science (January 2011 to present).
  • Dean’s Junior Faculty Research Award, 2010.
  • Meritorious Service Award, Management Science, 2010 and 2015.
  • Instructor of the Quarter, Winter 2008 (chosen by Undergraduate Business Council)
  • Nominated for Undergraduate Business Council’s Instructor of the Quarter, Winter 2007
  • AMA Doctoral Consortium Fellow, Texas A&M College Station TX, June 2004

CONFERENCE PRESENTATIONS

  • “Implications of a Negative Market Spillover” Marketing Science Conference, Los Angeles, CA, June 2017
  • “Implications of a Negative Market Spillover” POMS Annual Meeting, Seattle, WA, MAy 2017
  • “Implications of a Negative Market Spillover” UW/UBC annual marketing conference, University of British Colubmia, Vancouver, BC. February 2017
  • “The Effects of Autoscaling in Cloud Computing on Entrepreneurship.” INFORMS International Meeting, Honolulu, HI, June 2016.
  • “The Effects of Autoscaling in Cloud Computing on Entrepreneurship.” UW Marketing Camp, Seattle, WA. May 2016
  • "Economics of Compliments" Summer Institute for Competitive Strategy Conference (SICS) hosted by Haas School of Business, University of California, Berkeley, CA. July 2014.
  • "Economics of Compliments" Marketing Science Conference, Emory University, Atlanta, GA. June 2014.
  • “The Roles of Costs and Heterogeneous Price Sensitivity in Add-On Pricing” MSOM Conference, Seattle, WA. June 2014
  • “Product Diversion to a Direct Competitor” Marketing Science Conference, Boston University, Boston, MA. June 2012.
  • “The Impact of Hidden Add-On Fees and Consumer Bounded Rationality” Marketing Science Conference,Rice University, Houston, TX. June 2011.
  • “The Prisoner’s Dilemma of Hidden Service Fees” UW/UBC annual marketing conference, University of Washington, Seattle, WA. June 2010.
  • “Optimal Reverse Channel Structure for Consumer Product Returns,” Summer Institute for Competitive Strategy Conference (SICS) hosted by Haas School of Business, University of California, Berkeley, CA. July 2009.
  • “Optimal Reverse Channel Structure for Consumer Product Returns,” Marketing Science Conference, University of British Columbia, Vancouver, BC. June 2008.
  • “Optimal Reverse Channel Structure for Consumer Product Returns,” UW/UBC annual marketing conference, University of Washington, Seattle, WA. May 2008.
  • “Managing Consumer Returns in a Competitive Environment,” UW/UBC annual marketing conference, University of British Columbia, Vancouver, BC. May 2007.
  • “Optimal Return Policies and Information Provision” Informs Annual Meeting, Pittsburgh, PA. November 2006.
  • “The Double Whammy: Restrictive Returns Policies and Limited Information in a Competitive Environment,” Marketing Science Conference, University of Pittsburgh, Pittsburgh, PA. June 2006.
  • “Optimal Product Returns Policies and Product Variety with Consumer Education,” Marketing Science Conference, Emory University, Atlanta, GA. June 2005.
  • “Applying Marketing Principles to New Course and Curriculum Development,” 14th Annual Lilly Conference on College Teaching, Miami University, Oxford, OH. November, 2004.
  • “Channel-Coordination for Durable Goods with Imperfect Secondary Markets,” Marketing Science Conference, Erasmus University, Rotterdam, Netherlands, June, 2004.

TEACHING EXPERIENCE

Associate Professor, Marketing Department, University of Washington
     Pricing Strategies and Tactics, MKTG 415 and 515, 2012-2015
Marketing Concepts, MKTG 301, 2012-present.
Instructor, ISBM Ph.D. Seminar Series, Penn State University (offered electronically)
     Analytical Models in Business-to-Business Marketing, Spring 2011.
Assistant Professor, Marketing Department, University of Washington
     Marketing Concepts, MKTG 301, 2007-2012.
     Pricing Strategies and Tactics, MKTG 415 and 515, 2010-2012
Adjunct Lecturer, Business Institutions Program, Northwestern University
     Marketing Management, BUS INST 239-0, Winter 2005.
Instructor for TEK (Technology Education @ Kellogg) Classes, Kellogg School of Management
     Analyzing Large Datasets in Excel, Winter 2004- 2006.
     Creating Macros and Functions in Excel, 2004.
Instructor, Executive MBA Program, Kellogg School of Management
     Introduction to Excel Workshop, 2004, 2005.
Co-Lecturer, Business Institutions Program, Northwestern University
     Marketing Management, BUS INST 239-0, Spring 2004.

NOTABLE SERVICE ROLES

Launch committee member for MS in Entrepreneurship program, 2015-2016.
Marketing-Operations Interface Track Chair, POMS Conference 2017
Marketing-Operations Interface Track Chair, M&SOM Conference 2014
Urban@UW Steering Committee member 2016-present
External Program Reviewer, Northwestern University, Business Institutions Program, October 2008.
Reviewer for Operations Research
Reviewer for Management Science
Reviewer for Manufacturing and Service Operations Management
Reviewer for Decision Sciences
Reviewer for Journal of Industrial Ecology
Reviewer for IIE Transactions
Reviewer for European Journal of Operational Research
Reveiwer for International Journal of Industrial Organization
Reveiwer for Quantitative Marketing and Economics
Producer and host of Seattle Growth Podcast