Thomas J. Steenburgh

University of Virginia - Darden Graduate School of Business

Professor

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

  • University of Virginia - Darden Graduate School of Business

SCHOLARLY PAPERS

37

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SSRN CITATIONS
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Top 11,546

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108

CROSSREF CITATIONS

34

Scholarly Papers (37)

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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 1,188 (35,024)
Citation 13

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 950 (48,175)
Citation 53

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

3.

Real Earnings Management in Sales

Journal of Accounting Research, Vol. 54, No. 5, 2016
Number of pages: 34 Posted: 16 Jul 2016 Last Revised: 16 Dec 2019
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 708 (71,649)
Citation 7

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financial accounting, disclosure, incentives, transparency, earnings management

4.

'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 694 (73,549)
Citation 13

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

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
Jie Zhang, Paul Farris, Tarun Kushwaha, John Irvin, Thomas J. Steenburgh and Barton A. Weitz
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 648 (80,050)
Citation 12

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 432 (131,540)
Citation 8

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compensation methods, salesforce

7.

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 355 (164,127)
Citation 3

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8.

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 331 (176,978)
Citation 2

Abstract:

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earnings management, strategic account management, sales force incentives

9.

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
Eisengard AI, Harvard Business School - Marketing Unit and University of Virginia - Darden Graduate School of Business
Downloads 284 (207,951)
Citation 6

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

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
Mitchell E. Daniels, Jr School of Business, Purdue University, University of Virginia - Darden Graduate School of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 278 (212,501)
Citation 9

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

11.

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 179 (324,228)

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

12.

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 144 (387,549)

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

13.

Managing Laggards: The Importance of a Deep Sales Bench

Journal of Marketing Research, 56 (4), 652-665 (2019)
Number of pages: 41 Posted: 11 Jul 2019
Jeffrey Boichuk, Raghu Bommaraju, Michael Ahearne, Florian Kraus and Thomas J. Steenburgh
University of Virginia - McIntire School of Commerce, Bharath University, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business
Downloads 124 (435,361)

Abstract:

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Advice networks, Incentives, Matching methods, Punishments, Sales force

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: 10 Nov 2021
Thomas J. Steenburgh
University of Virginia - Darden Graduate School of Business
Downloads 59 (686,827)
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pricing, price discrimination, willingness to pay, fairness, Mylan, Bresch, EpiPen, autoinjector, consumer backlash, public controversy

15.

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 6 (1,139,988)
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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

16.

Globalgiving

Darden Case No. UVA-M-0938
Number of pages: 17 Posted: 30 May 2017 Last Revised: 10 Nov 2021
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 5 (1,150,951)
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charity, nonprofit, video, nonprofit management, crowdfunding, donor retention, field experiments, new business solutions, behavioral economics

17.

Motivating Salespeople: What Really Works

Harvard Business Review, Vol. 90, No. 7/8, 2012
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

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compensation, motivation, salesperson performance

18.

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

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19.

HubSpot: Lower Churn Though Greater CHI

Harvard Business School Accounting & Management Unit Case No. 110-052
Posted: 28 Feb 2012
Francisco de Asis Martinez-Jerez, Thomas J. Steenburgh, Jill Avery and Lisa Brem
Cornell University, University of Virginia - Darden Graduate School of Business, Harvard Business School and Harvard University - Business School (HBS)

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20.

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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21.

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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22.

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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23.

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

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24.

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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25.

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

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26.

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

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27.

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

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28.

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 University - Business School (HBS)

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29.

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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30.

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

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31.

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
Allen Grossman, Thomas J. Steenburgh, Lauren Susan Mehler and Matthew Benjamin Oppenheimer
Harvard University - Business School (HBS), University of Virginia - Darden Graduate School of Business, Harvard Business School and Harvard Business School

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32.

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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33.

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

34.

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 University - Business School (HBS) and University of Virginia - Darden Graduate School of Business

Abstract:

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market research, demand estimation, economic impact analysis

35.

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

36.

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

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

37.

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