Thomas J. Steenburgh

University of Virginia - Darden Graduate School of Business

Professor

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

SCHOLARLY PAPERS

36

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5,615

CITATIONS
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Top 13,784

in Total Papers Citations

27

Scholarly Papers (36)

1.

An Investigation of Earnings Management through Marketing Actions

AAA 2007 Financial Accounting & Reporting Section (FARS) Meeting Papers, Harvard Business School Working Paper No. 08-073
Number of pages: 59 Posted: 15 Sep 2006 Last Revised: 16 Jul 2010
Craig J. Chapman and Thomas J. Steenburgh
Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business
Downloads 1,119 (16,887)
Citation 5

Abstract:

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Real Earnings Management, Marketing Promotions

2.

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Harvard Business School Marketing Unit Working Paper No. 13-066
Number of pages: 44 Posted: 19 Oct 2009 Last Revised: 14 Aug 2013
Doug Chung, Thomas J. Steenburgh and K. Sudhir
Harvard Business School - Marketing Unit, University of Virginia - Darden Graduate School of Business and Yale School of Management
Downloads 830 (26,243)
Citation 12

Abstract:

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Sales force compensation, bonuses, quotas, dynamic structural models, two step estimation, discount factors

3.

Motivating Salespeople: What Really Works

Harvard Business Review, Vol. 90, No. 7/8, 2012
Number of pages: 7 Posted: 18 Sep 2012
Thomas J. Steenburgh and Michael Ahearne
University of Virginia - Darden Graduate School of Business and University of Houston - C.T. Bauer College of Business
Downloads 705 (32,938)

Abstract:

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compensation, motivation, salesperson performance

4.
Downloads 568 ( 43,794)

Real Earnings Management in Sales

Journal of Accounting Research, Vol. 54, No. 5, 2016
Number of pages: 34 Posted: 16 Jul 2016 Last Revised: 24 Nov 2016
Michael Ahearne, Jeffrey Boichuk, Craig J. Chapman and Thomas J. Steenburgh
University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business
Downloads 568 (43,208)

Abstract:

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financial accounting, disclosure, incentives, transparency, earnings management

Real Earnings Management in Sales

Journal of Accounting Research, Vol. 54, No. 5, 2016, Darden Business School Working Paper No. 2960189
Posted: 29 Apr 2017
Michael Ahearne, Jeffrey Boichuk, Craig J. Chapman and Thomas J. Steenburgh
University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business

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financial accounting; disclosure; incentives; transparency; earnings management

5.

Crafting Integrated Multichannel Retailing Strategies

Harvard Business School Marketing Unit Working Paper No. 09-125
Number of pages: 37 Posted: 08 Jan 2010 Last Revised: 19 Sep 2012
University of Maryland - Robert H. Smith School of Business, University of Virginia - Darden School of Business, University of North Carolina Kenan-Flagler Business School, JCPenney, University of Virginia - Darden Graduate School of Business and University of Florida - Warrington College of Business Administration
Downloads 526 (48,285)
Citation 2

Abstract:

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multichannel marketing

6.

Effort or Timing: The Effect of Lump-Sum Bonuses

Quantitative Marketing and Economics, Vol. 6, No. 3, pp. 235-256, September 2008, Harvard Business School Marketing Unit Research Paper No. 05-03
Number of pages: 22 Posted: 17 Feb 2005 Last Revised: 09 Nov 2008
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business
Downloads 374 (73,356)
Citation 4

Abstract:

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compensation methods, salesforce

7.

'How to Project Customer Retention' Revisited: The Role of Duration Dependence

Number of pages: 35 Posted: 18 Jan 2018
Peter Fader, Bruce Hardie, Yuzhou Liu, Joseph P Davin and Thomas J. Steenburgh
University of Pennsylvania - Marketing Department, London Business School, New York University (NYU) - Leonard N. Stern School of Business, Harvard University, Harvard Business School, Students and University of Virginia - Darden Graduate School of Business
Downloads 314 (89,551)

Abstract:

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beta-geometric (BG) distribution, beta-discrete-Weibull (BdW) distribution, retention rate dynamics

8.

Substitution Patterns of the Random Coefficients Logit

Harvard Business School Marketing Unit Working Paper No. 10-053
Number of pages: 52 Posted: 13 Jan 2010 Last Revised: 02 Sep 2013
Thomas J. Steenburgh and Andrew Ainslie
University of Virginia - Darden Graduate School of Business and University of Rochester - Simon Business School
Downloads 311 (90,538)
Citation 1

Abstract:

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9.

Earnings Management Practices in Sales and Strategic Accounts Survey Report

Darden Business School Working Paper No. 2324325
Number of pages: 44 Posted: 12 Sep 2013 Last Revised: 18 Nov 2013
Michael Ahearne, Jeffrey Boichuk, Craig J. Chapman and Thomas J. Steenburgh
University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business
Downloads 213 (133,910)

Abstract:

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earnings management, strategic account management, sales force incentives

10.

The Cross Attributes Flexible Substitution Logit: Uncovering Category Expansion and Share Impacts of Marketing Instruments

Liu, Q., Steenburgh, T. J., and Gupta, S. (2015). The Cross Attributes Flexible Substitution Logit: Uncovering Category Expansion and Share Impacts of Marketing Instruments. Marketing Science, vol. 34 (1), 144-159. , Darden Business School Working Paper No. 1923329, Harvard Business School Marketing Unit Working Paper No. 12-012
Number of pages: 44 Posted: 06 Sep 2011 Last Revised: 30 Nov 2015
Qiang Liu, Thomas J. Steenburgh and Sachin Gupta
Purdue University - Krannert School of Management, University of Virginia - Darden Graduate School of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 210 (135,682)
Citation 1

Abstract:

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Choice Models, Invariant Proportion of Substitution, Random Coefficient Logit, Generalized Extreme Value, Spillover

11.

Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged

Darden Business School Working Paper No. 2767138
Number of pages: 47 Posted: 20 Apr 2016 Last Revised: 21 Jan 2017
Clarence Lee, Elie Ofek and Thomas J. Steenburgh
Cornell University - Samuel Curtis Johnson Graduate School of Management, Harvard Business School - Marketing Unit and University of Virginia - Darden Graduate School of Business
Downloads 203 (140,790)

Abstract:

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Customer engagement, Adoption routes, Hidden Markov models, Search, Word-of-Mouth, Digital media, Bayesian Estimation

12.

The Invariant Proportion of Substitution Property (IPS) of Discrete-Choice Models

Marketing Science, Vol. 22, No. 2, pp. 300-307, March-April 2008
Number of pages: 26 Posted: 17 Feb 2005 Last Revised: 01 Apr 2009
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business
Downloads 157 (176,413)
Citation 2

Abstract:

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discrete-choice models, econometric models, individual choice behavior, IIA

13.

The Similarity Effect: A Consequence of Rational Choice

Darden Business School Working Paper No. 2273091
Number of pages: 10 Posted: 03 Jun 2013 Last Revised: 17 May 2014
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business
Downloads 79 (288,754)

Abstract:

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Context-Dependent Decision Making, Context Effects, Clone Effect, Independence from Irrelevant Alternatives (IIA), Rational Decision Making, Similarity Effect

14.

Pricing the Epipen: This is Going to Sting

Darden Case No. UVA-M-0915
Number of pages: 9 Posted: 30 May 2017 Last Revised: 12 Jan 2018
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business
Downloads 3 (585,605)
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Abstract:

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pricing, price discrimination, willingness to pay, fairness, Mylan, Bresch, EpiPen, autoinjector, consumer backlash, public controversy

15.

Globalgiving

Darden Case No. UVA-M-0938
Number of pages: 17 Posted: 30 May 2017 Last Revised: 18 Dec 2017
Lalin Anik, Thomas J. Steenburgh and Laura Steenburgh
University of Virginia - Darden School of Business, University of Virginia - Darden Graduate School of Business and affiliation not provided to SSRN
Downloads 2 (594,267)
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Abstract:

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charity, nonprofit, video, nonprofit management, crowdfunding, donor retention, field experiments, new business solutions, behavioral economics

16.

Progressive Insurance: Making Pay as You Drive a Snap for Consumers

Darden Case No. UVA-M-0873
Number of pages: 21 Posted: 30 May 2017
Paul Farris, Sylvie Thompson and Thomas J. Steenburgh
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden Graduate School of Business
Downloads 1 (605,632)
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Abstract:

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advertising strategy, pricing strategy, branding, marketing communications, brand strategy, brand management, Progressive Insurance, Snapshot, B to C, Rate Sucker, Flo, marketing budget, marketing forecast

17.

Better World Books

Harvard Business School Marketing Unit case no. 511-057
Posted: 19 Mar 2012
Michael I. Norton, Fiona Wilson, Jill Avery and Thomas J. Steenburgh
Harvard Business School - Marketing Unit, affiliation not provided to SSRN, Harvard Business School and University of Virginia - Darden Graduate School of Business

Abstract:

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18.

HubSpot: Lower Churn Though Greater CHI

Harvard Business School Accounting & Management Unit Case No. 110-052
Posted: 28 Feb 2012
University of Notre Dame - Department of Accountancy, University of Virginia - Darden Graduate School of Business, Harvard Business School and Harvard Business School

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19.

EMC2: Delivering Customer Centricity

Harvard Business School Marketing Unit Case No. 511-124
Posted: 28 Feb 2012
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

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20.

Serious Materials

Harvard Business School Marketing Unit Case No. 511-111
Posted: 01 Feb 2012
Thomas J. Steenburgh and Elizabeth A. Kind
University of Virginia - Darden Graduate School of Business and Harvard Business School, California Research Center

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21.

Pitch Your Project!

Harvard Business School Marketing Unit Case No. 511-116
Posted: 27 Jan 2012
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business

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22.

Marketing Analysis Toolkit: Customer Lifetime Value Analysis

HBS Case No. 511-029, Harvard Business School Marketing Unit
Posted: 19 Aug 2010
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

Abstract:

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23.

Marketing Analysis Toolkit: Pricing and Profitability Analysis

HBS Case No. 511-028, Harvard Business School Marketing Unit
Posted: 19 Aug 2010
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

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24.

Marketing Analysis Toolkit: Situation Analysis

HBS Case No. 510-079, Harvard Business School Marketing Unit
Posted: 06 Mar 2010
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

Abstract:

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25.

Marketing Analysis Toolkit: Breakeven Analysis

HBS Case No. 510-080, Harvard Business School Marketing Unit
Posted: 06 Mar 2010
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

Abstract:

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26.

Marketing Analysis Toolkit: Market Size and Market Share Analysis

HBS Case No. 510-081, Harvard Business School Marketing Unit
Posted: 06 Mar 2010
Thomas J. Steenburgh and Jill Avery
University of Virginia - Darden Graduate School of Business and Harvard Business School

Abstract:

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27.

Nanosolar, Inc.

HBS Case No. 510-037, Harvard Business School Marketing Unit
Posted: 20 Nov 2009
Thomas J. Steenburgh and Alison Berkley Wagonfeld
University of Virginia - Darden Graduate School of Business and Harvard Business School

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28.

Verne Global: Building a Green Data Center in Iceland

HBS Case No. 509-063, Harvard Business School Marketing Unit
Posted: 20 Oct 2009
Thomas J. Steenburgh and Nnamdi D. Okike
University of Virginia - Darden Graduate School of Business and Harvard Business School

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29.

Calera Corporation

HBS Case No. 810-030, Harvard Business School Entrepreneurial Management, Harvard Business School Marketing Unit
Posted: 20 Oct 2009
Joseph B. Lassiter, Thomas J. Steenburgh and Lauren Barley
affiliation not provided to SSRN, University of Virginia - Darden Graduate School of Business and affiliation not provided to SSRN

Abstract:

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30.

Planned Parenthood Federation of America in 2008

HBS Case No. 309-104, Harvard Business School General Management Unit, Harvard Business School Marketing Unit
Posted: 20 Oct 2009
Harvard Business School, University of Virginia - Darden Graduate School of Business, Harvard Business School and Harvard Business School

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31.

Hubspot: Inbound Marketing and Web 2.0

HBS Case No. 509-049, Harvard Business School Marketing Unit
Posted: 20 Oct 2009
Thomas J. Steenburgh, Jill Avery and Naseem Dahod
University of Virginia - Darden Graduate School of Business, Harvard Business School and Harvard Business School

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32.

The RUM Paradox

Posted: 01 Apr 2009
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business

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random utility models, RUM, independence from irrelevant alternatives, IIA, rationality, choice theory, similarity critique

33.

Allocating Marketing Resources

MARKETING MIX DECISIONS: NEW PERSPECTIVES AND PRACTICES, Roger A. Kerin and Rob O'Regan, eds., American Marketing Association, Chicago, IL, 2008, Harvard Business School Marketing Research Paper No. 08-069
Posted: 12 Feb 2008 Last Revised: 21 Jun 2008
Sunil Gupta and Thomas J. Steenburgh
Harvard Business School and University of Virginia - Darden Graduate School of Business

Abstract:

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market research, demand estimation, economic impact analysis

34.

Massively Categorical Variables: Revealing the Information in Zip Codes

Marketing Science, Vol. 22, No. 1, pp. 40-57, Winter 2003
Posted: 08 Feb 2007
Thomas J. Steenburgh, Andrew Ainslie and Peder Hans Engebretson
University of Virginia - Darden Graduate School of Business, University of Rochester - Simon Business School and ClearInfo

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direct marketing, categorical variables, decision theory

35.

Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time

Harvard Business School Marketing Research Paper No. 07-043
Posted: 07 Feb 2007 Last Revised: 19 Jun 2014
Jill Avery, Thomas J. Steenburgh, John Deighton and Mary Caravella
Harvard Business School, University of Virginia - Darden Graduate School of Business, Harvard Business School - Marketing Unit and University of Connecticut - Department of Marketing

Abstract:

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multichannel retailing, channels of distribution, channel management, channel migration, direct marketing, e-commerce, retail stores

36.

Measuring Consumer and Competitive Impact with Elasticity Decompositions

Journal of Marketing Research, Vol. 44, No. 4, pp. 636-646, November 2007
Posted: 08 Sep 2006 Last Revised: 11 Dec 2007
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business

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elasticity decompositions, demand models