Mengze Shi is Associate 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.
|from 2004 ||Associate Professor of Marketing; Rotman School of Management
|Spring 2008 ||Visiting Associate Professor of Marketing; Cheung Kong School of Business, Beijing
|Fall 2007 ||Visiting Associate Professor of Marketing; Carnegie Mellon University
|2001-2004 ||Assistant 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; Wu, J., Shi, M., Hu, M.; Management Science, Forthcoming; 2014
- Product and price decisions in crowdfunding; with M. Hu and X. Li; Marketing Science; 2014
- Sequential and Simultaneous Group Buying Mechanism; with Hu and Wu; Management Science; 2013
- Strategic Relationship between Endogenous and Exogenous Switching Costs; M. Shi; Quantitative Marketing and Economics; 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
- Salesforce compensation scheme and consumer inference; with Ajay Kalra and Kannan Srinivasan; Management Science; Issue: May; 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
|2003 ||Roger Martin and Nancy Lang Awards for Excellence in Research; Rotman School of Management
Research and Teaching Interests
Have taught sales and distribution channel strategy, marketing research, marketing data analysis, and PhD seminars.
Recent research focuses on design of incentive programs: incentives for customers (loyalty programs, referral rewards, sweepstakes, group buying, network discounts, direct mailing), incentives in sales management (commissions, sales contest, recognition, pay caps), and incentives in service management (mystery shoppers, bonus, contests).
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