Assistant Professor of Marketing
PhD, Northwestern University, 2003
MS, Federal University of Rio Grande do Sul (UFRGS), Brazil, 1996
BS, Pontifical Catholic University of Rio Grande do Sul (PUCRS), Brazil, 1990
Phone: |
206-616-7464 |
Mailing Address: |
Fax: |
206-543-7472 |
Michael G. Foster School of Business |
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339 Mackenzie Hall
cfabio@u.washington.edu
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Marketing and International Business Department
Box 353200
Seattle, WA 98195-3200 |
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Specialties
Business-to-business marketing, product recommendations, sales force incentives
Positions Held
At the University of Washington since 2008
Assistant Professor of Marketing, Leavey School of Business, Santa Clara University (2003-2008)
Selected Publications
- "Optimal Sales Force Diversification and Group Incentive Payments," with Anne T. Coughlan, Marketing Science, forthcoming.
- "Sales Force Modeling: State of the Field and Research Agenda," with M. K. Mantrala, S. Albers, O. Jensen, K. Joseph, M. Krafft, C. Narasimhan, S. Gopalakrishna, A. Zoltners, R. Lal, and L. Lodish, Marketing Letters, forthcoming.
- "Sunk Cost Effects on Behavioral Investments: Theory and Evidence," with Marcus V. M. da Cunha Jr., Cognitive Science, Vol. 33, No. 1, 2009, pp. 105-113.
- "Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations," with Anne T. Coughlan, Marketing Science,Vol. 26, No. 1, 2007, pp. 31-51.
Working Papers
"Consumers’ Extraction of Hidden Information on Product Recommendations," with Marcus V. M.
- da Cunha Jr.
"Voluntary Quality Disclosure under Price-Signaling Competition," with Dongsoo Shin and Andrew E.
- Stivers.
Current Research
Product recommendations, consumer learning of product information, sales force incentives and allocation, signaling in oligopolistic environments
Honors and Awards
Honorable Mention, ISBM’s Business Marketing Doctoral Support Award Competition (200)
Haring Symposium Fellow (2001)
Honorable Mention, ISBM’s Business Marketing Doctoral Support Award Competition (2000)
Academic Service
Ad hoc reviewer for:
- Management Science
- Marketing Science
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