Rotman School of Management

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Mengze Shi

Mengze Shi

    Mengze Shi

    Professor of Marketing  

    Degrees: PhD, MSIA, Carnegie Mellon University
    MBA, University of International Business and Economics, Beijing
    BSc, Fudan University, Shanghai, China
    Email: Send an email to Mengze Shi


    Mengze Shi is a Professor of Marketing at Rotman. His research is focused on incentives, specifically how people respond to incentives and how companies should design incentive programs. He has investigated a wide range of consumer incentive programs, including loyalty rewards, sweepstakes, group buying, discounts, and direct mails, as well as incentives for sales agents such as commissions and sales contests. His work has covered such industries as airlines, wireless communications, gasoline retailing and mailing catalogs.

    Academic Positions

    from 2001  Assistant, Associate, and Full Professor of Marketing; Rotman School of Management
    1997-2001  Assistant Professor of Marketing; Hong Kong University of Science and Technology

    Selected Publications - Papers

    • Threshold Effects in Online Group Buying; with Wu, J. and M. Hu; Management Science, Forthcoming; Issue: 9; 2015
    • Product and price decisions in crowdfunding; with M. Hu and X. Li; Marketing Science; Issue: 3; 2015
    • Money Talks: Intrinsic and Extrinsic Incentives for WOM referrals.; with A. Wojnicki; Journal of Advertising Research; Issue: March; 2014
    • Sequential and Simultaneous Group Buying Mechanism; with Hu and Wu; Management Science; Issue: 12; 2013
    • Channel Management with Gray Markets; with M. Pavlin and M. Hu; Manufacturing & Service Operational Management,; Issue: 2; 2013
    • Strategic Relationship between Endogenous and Exogenous Switching Costs; M. Shi; Quantitative Marketing and Economics; Issue: 2; 2012
    • Consumer Value-maximizing Sweepstakes & Contests: A Theoretical and Experimental Investigation; with A. Kalra; JMR; Issue: April; 2010
    • Empirically Investigating the Value of a Brand Alliance in Professional Team Sports; with Yupin Yang and Avi Goldfarb; Marketing Science; Issue: November; 2009
    • Price competition with reduced consumer switching costs: the case of wireless number portability in cellular phone industry; with J. Chiang and B. Rhee; Management Science; Issue: 52; 2006
    • A B2B Bargaining Model for a First-time Interaction under Asymmetric Beliefs on Supply Reliability; with H. Gurnani; Management Science; Issue: 6; 2006
    • Managing Capacity through Reward Programs; with B. Kim and K. Srinivasan; Management Science; Issue: 4; 2004
    • Salesforce compensation scheme and consumer inference; with Ajay Kalra and Kannan Srinivasan; Management Science; Issue: May; 2003
    • Virtual Progress: The Effect of Path Characteristics on Perceptions of Progress and Choice Behavior; with D. Soman; Management Science; Issue: 9; 2003
    • Reward Programs and TAcit Collusion; with Byung-Do Kim and Kannan Srinivasan; Marketing Science; Issue: Spring; 2001
    • Designing Optimal Sales Contests: A Theoretical Perspective; with Ajay Kalra; Marketing Science; Issue: Spring; 2001
    • Optimal Mailing of Catalogs: A New Methodology Using Estimable Structural Dynamic Programming Models; with Fusun Gonul; Management Science; Issue: September; 1998

    Honors and Awards

    2013, 2012, 2006  Excellence in Teaching Award; Rotman School of Management
    2003  Roger Martin and Nancy Lang Awards for Excellence in Research; Rotman School of Management
    2016, 2015, 2014  Distinguished/Meritorious Service Award; Management Science

    Research and Teaching Interests

    Mengze's research focuses on incentives and motivation mechanisms in sales and marketing. He is best known for his research in customer relationship programs and sales force management. In recent years he has found interests in emerging online platforms like group buying and crowdfunding. He has also extended his interest in sales force management to the management of marketing, service, and new product management teams. Mengze has taught a range of marketing courses including new product development, marketing research, marketing data analysis, and sales and channel management.  

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