Shibo Li

Shibo Li
Indiana University Bloomington | IUB · Kelley School of Business

PhD in Industrial Administration (Marketing)

About

33
Publications
32,451
Reads
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1,318
Citations
Introduction
I am John R. Gibbs Professor of Marketing at the Kelley School of Business, Indiana University. My research interests are consumer dynamics, marketing analytics, CRM, digital marketing, interactive marketing, and signaling models. My research has appeared in Marketing Science, Journal of Marketing Research, Journal of Marketing, Information Systems Research, Journal of the Academy of Marketing Science, Journal of Interactive Marketing, and Business Horizons.
Additional affiliations
August 2017 - present
Indiana University Bloomington
Position
  • Professor
April 2016 - present
Indiana University Bloomington
Position
  • Professor
July 2011 - April 2016
Indiana University Bloomington
Position
  • Assoiate Professor of Marketing
Education
July 1998 - June 2003
Carnegie Mellon University
Field of study
  • Marketing
July 1998 - June 2000
Carnegie Mellon University
Field of study
  • Marketing
September 1995 - July 1998
Peking University
Field of study
  • Economics

Publications

Publications (33)
Preprint
Full-text available
Research on consumer in-store shopping behavior does not account for the existence of different types of display locations (e.g. storefront, store rear, secondary, front end cap, rear end cap, and shelf displays). This article focuses on accounting for and understanding the impact of various displays on consumer purchase behavior based on the Stimu...
Article
Full-text available
Research on consumer in-store shopping behavior does not account for the existence of different types of display locations (e.g. storefront, store rear, secondary, front end cap, rear end cap, and shelf displays). This article focuses on accounting for and understanding the impact of various displays on consumer purchase behavior based on the Stimu...
Article
Digitization has provided entrepreneurs direct access to consumers in cultural industries while offering intermediaries an alternative to critics' reviews when deciding whether to invest in creative products. Using data from the Chinese online self-publishing industry, we examine whether and how intermediaries use popular acclaim when deciding to i...
Article
Full-text available
During the COVID-19 pandemic, different nations have adopted a variety of response strategies to fight and contain the new coronavirus. Such national response strategies can be classified into three categories based on their underlying philosophy: strict control with unlimited resources, relentless contribution with limited resources, and rough rat...
Article
Full-text available
Digital goods are increasingly produced by average individuals in a serialized fashion. However, it is unclear whether users engage in herding in the consumption and purchase of such digital goods and what the moderators of the herding effect are. Thus, we propose a simultaneous equations model based on herding theory to theoretically examine users...
Article
Full-text available
In many retail contexts, social interaction plays an important role in the shopping process. We propose a three-stage dynamic linear model that captures the influence of group discussion on shopper behavior within a hierarchical Bayes framework. The model is tested using a video tracking and transaction dataset from a specialty apparel store. The r...
Article
Full-text available
Bucket-based price discrimination is a unique price format that involves monthly subscription fees and instantaneous quotas (the number of rental products that can be checked out). We propose an empirical model in which consumers make dynamic purchase decisions under consumption uncertainty, accounting for the constraints imposed by the instantaneo...
Article
Full-text available
Many e-commerce websites struggle to turn visitors into real buyers. Understanding online users' real-time intent and dynamic shopping cart choices may have important implications in this realm. This study presents an individual-level, dynamic model with concurrent optimal page adaptation that learns users' real-time, unobserved intent from their o...
Article
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Researchers from diverse disciplines have exam-ined the many factors that contribute to the influence of published research papers. Such influence dynamics are in essence a marketing of science issue. In this paper, we propose that in addition to known established, overt drivers of influ-ence such as journal, article, author, and Matthew effects, a...
Article
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This research investigates how the social elements of a retail store visit affect shoppers' product interaction and purchase likelihood. The research uses a bivariate model of the shopping process, implemented in a hierarchical Bayes framework, which models the customer and contextual factors driving product touch and purchase simultaneously. A uni...
Article
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Although prior literature has examined reactions to drastic negative news, we examine the situation in which decision makers receive contradictory information about products and they have to decide whether to persist with or abandon product usage. We investigate physician reactions to conflicting information concerning the cardiovascular risk of Av...
Article
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Firms are challenged to improve the effectiveness of cross-selling campaigns. The authors propose a customer-response model that recognizes the evolvement of customer demand for various products; the possible multifaceted roles of cross-selling solicitations for promotion, advertising, and education; and customer heterogeneous preference for commun...
Article
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As service centers become crucial corporate assets for increasing customer relationships and profits, it is imperative to understand customer reactions to service allocations. Using customer call history from a DSL service, the authors empirically investigate how customers' onshore and offshore experiences affect service duration and customer reten...
Article
Full-text available
Internet auction companies have developed innovative tools that enable sellers to reveal more information about their credibility and product quality to avoid the "lemons" problem. On the basis of signaling and auction theories, the authors propose a typology of Internet auction quality and credibility indicators, adopt and modify Park and Bradlow'...
Article
Full-text available
Internet auction companies have developed innovative tools that enable sellers to reveal more information about their credibility and product quality to avoid the “lemons” problem. On the basis of signaling and auction theories, the authors propose a typology of Internet auction quality and credibility indicators, adopt and modify Park and Bradlow'...
Article
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irms frequently position themselves as specialists. An implication of specialization is that the firm has for- gone alternative opportunities. In the context of effort-intensive categories, we show that a firm can signal quality to consumers by specializing. In the model, a firm must decide to provide one service offering or to mar- ket two service...
Article
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Customer Relationship Management (CRM) is about introducing the right product to the right customer at the right time through the right channel to satisfy the customer's evolving demands; however, most existing CRM practice and academic research focuses on methods to select the most profitable customers for a scheduled CRM intervention. In this art...
Article
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Ever since the 1990s, the role of call centers has been transformed from simply dealing with customer inquiries to performing integrated marketing functions. Firms are starting to view contemporary call centers as preferred and prevalent channels to acquire and retain customers, enhance customer relationship and grow long-term revenue, rather than...
Article
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The separation of buyers from sellers introduces severe information asymmetry on the product quality in internet auction. Based on signaling theory, the authors use eBay as an example to examine how the innovative tools introduced by eBay serve as quality indicators that allow sellers to reveal more information about their products. It is the first...
Article
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Customers have predictable lifecycles. As a result of these lifecycles, business's that sell multiple products or services frequently observe that certain items are generally purchased before others. This predictable phenomenon provides opportunities for businesses to cross-sell additional products and services to existing customers. Our paper pres...
Article
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The online retail sector has been growing steadily. As online retail matures, the emphasis has shifted from building the infrastructure to making it profitable. One of the major hurdles to profitability is online shopping cart abandonment. Too often, e-shoppers intending to buy online end up ditching their virtual shopping carts after filling them....
Article
Full-text available
Clickstream data provide information about the sequence of pages or the path viewed by users as they navigate a website. We show how path information can be categorized and modeled using a dynamic multinomial probit model of Web browsing. We estimate this model using data from a major online bookseller. Our results show that the memory component of...
Article
Full-text available
corresponding author is Alan L. Montgomery. The authors wish to thank Comscore Media Metrix for their generous contribution of data without which this research would not have been possible. Additionally, we would like to thank Brett Gordon for his help with perl scripting, and Randy Bucklin for his comments.
Article
Full-text available
Shibo Li (sli@andrew. cmu. edu) is a Ph. D. Candidate and Alan L. Montgomery (e-mail: alan. montgomery@cmu. edu) is an Associate Professor at the Graduate School of Industrial Administration, Carnegie Mellon University, 5000 Forbes Ave., Pittsburgh, PA 15213.John C. Liechty (jcl12@psu. edu) is an Assistant Professor of Marketing and Statistics at t...