Rotman School of Management

Main Content

Mengze Shi

Mengze Shi

Professor of Marketing/PhD Program Coordinator

Degrees:

PhD, MSIA, Carnegie Mellon University
MBA, University of International Business and Economics, Beijing
BSc, Fudan University, Shanghai, China

Phone:

(416) 946-7963

Bio

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 a wide range of industries.

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

  • Managing Consumer Deliberations in Decentralized Distribution Channel

    with X. Li and D. Li

    Marketing Science

    2018

  • Is a Monogamous Relationship always Better? Loyalty Programs and Consumer Responses to Demotion from Elite Memberships

    with P. Agarwal

    Journal of Association for Consumer Research

    2018

  • The Impact of Tie Strength Dynamics on Dyad Calling Behavior

    with Yang and Chiang

    Journal of Interactive Marketing

    2018

  • Spillover Effects of Marketing Expertise on Market Performance of Domestic Firms and MNEs in Emerging Markets

    with Lu and Pattnaik

    Managerial Decision

    2016

  • Product and price decisions in crowdfunding

    with M. Hu and X. Li

    Marketing Science

    Issue:3

    2015

  • Threshold Effects in Online Group Buying

    with Wu, J. and M. Hu

    Management Science, Forthcoming

    Issue:9

    2015

  • Money Talks: Intrinsic and Extrinsic Incentives for WOM referrals.

    with A. Wojnicki

    Journal of Advertising Research

    Issue:March

    2014

  • Channel Management with Gray Markets

    with M. Pavlin and M. Hu

    Manufacturing & Service Operational Management

    Issue:2

    2013

  • Sequential and Simultaneous Group Buying Mechanism

    with Hu and Wu

    Management Science

    Issue:12

    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

  • A B2B Bargaining Model for a First-time Interaction under Asymmetric Beliefs on Supply Reliability

    with H. Gurnani

    Management Science

    Issue:6

    2006

  • 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

  • Managing Capacity through Reward Programs

    with B. Kim and K. Srinivasan

    Management Science

    Issue:4

    2004

  • Social Network-based Discriminatory Pricing

    Marketing Letters

    2003

  • 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

  • Designing Optimal Sales Contests: A Theoretical Perspective

    with Ajay Kalra

    Marketing Science

    Issue:Spring

    2001

  • Reward Programs and TAcit Collusion

    with Byung-Do Kim and Kannan Srinivasan

    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

Selected Publications - Books and Chapters

  • Online group buying and crowdfunding: Two cases of all-or-nothing mechanisms

    with M. Hu and J. Wu

    Springer

    Issue:Sharing Economy

  • Manage customer value through incentives

    University of Toronto Press

    Issue:Chapter 11 in Flux, edited by Soman and Soberman

    2013

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.

Honors and Awards

  • 2013, 2012, 2006

    Excellence in Teaching Award, Rotman School of Management

  • 2017, 2016, 2015, 2014

    Distinguished/Meritorious Service Award, Management Science

  • 2003

    Roger Martin and Nancy Lang Awards for Excellence in Research, Rotman School of Management

Academic / Professional Service

  • Present

    Editorial board, Marketing Science, Informs

© Rotman School of ManagementAASCB