- Faculty CV

Faculty CV

KORAY COSGUNER

Associate Professor of Marketing

John Rau Kelley School of Business Faculty Fellow

Home:

3115 S Mulberry Ln, Bloomington, IN 47401 Phone: (812) 778-0074

E-mail: kcosgun@iu.edu

Office:

Kelley School of Business Indiana University

1309 E. Tenth Street

Bloomington, IN 47405

Professional Experience

Associate Professor of Marketing (with Tenure)

KelleySchoolof Business, Indiana University, Bloomington, IN

John Rau Kelley School of Business Faculty Fellow

KelleySchoolof Business, Indiana University, Bloomington, IN

Assistant Professor of Marketing

KelleySchoolof Business, Indiana University, Bloomington, IN

Robinson College of Business, Georgia State University, Atlanta, GA

2024 –

2025 –

2018 – 2024

2013 – 2018

Educational Background

Ph.D. in Marketing, Washington University in St. Louis

M.A. in Economics, Koc University

B.S. in Industrial Engineering, Bilkent University

2008 – 2013

2006 – 2008

1999 – 2004

Research Interests

Topics Studied: Empirical Industrial Organization, Switching and Staying Costs, Reference Price Effect, Decoy Effect, Static and Dynamic Pricing, Retail Distribution, Firm Competition, New Product Diffusion, Trade Promotions, E-mail Marketing, Emerging Markets, Product Packaging, Local Economy

Methods Used: Causal Inference Models, Static and Dynamic Structural Models, Choice Models, Count Models, Hazard Models, Diffusion Models, Hidden Markov Models, Copula Models, Game Theory

Publications (UTD Listed Journals)

1. Koray Cosguner and Seethu Seetharaman (2022) – Equal Authorship, “Dynamic Pricing for New Products Using a Utility-Based Generalization of the Bass Diffusion Model,” Management Science 68(3): 1904-1922.

2. Wu Chunhua and Koray Cosguner (2020), “Profiting from the Decoy Effect: A Case Study of an Online Diamond Retailer,” Marketing Science 39(5): 974-995.

3. Sharma Amalesh, V. Kumar, and Koray Cosguner (2019) – Equal Authorship, “Modeling Emerging Market Firms’ Competitive Retail Distribution Strategies,” Journal of Marketing Research 56(3): 439-458.

4. Cosguner Koray, Tat Y. Chan, and Seethu Seetharaman (2018), “Dynamic Pricing in a Distribution

Channel in the Presence of Switching Costs,” Management Science 64(3): 1212-1229.

5. Zhang Xi, V. Kumar, and Koray Cosguner (2017) – Equal Authorship, “Dynamically Managing a Profitable Email Marketing Program,” Journal of Marketing Research 54(6): 851-866.

- Winner of the Best Paper Award, Digital Marketing Track at 2015 Summer AMA.

- Click Here for the practitioner piece published at AMA Scholarly Insights based on this article. - Click Here for the practitioner piece published by AMA mentioning this article.

6. Cosguner Koray, Tat Y. Chan, and Seethu Seetharaman (2017), “Behavioral Price Discrimination in the Presence of Switching Costs,” Marketing Science 36(3):426-435.

- Click Here for the practitioner piece written by Marketing Science Ambassador Ciju Nair based on this article.

Publications (Specialized Marketing Journals)

1. Sharma Amalesh, Koray Cosguner, Tarun Sharma, Manoj Motiani (2021), “Channel Intermediaries and Manufacturer Performance: An Exploratory Investigation in an Emerging Market,” Journal of Retailing 97(4): 639-657.

Working Papers

1. Never Judge a Book by its Cover? Assessing the Impact of Package Changes in the CPG Industry (with Pradeep Chintagunta, Baris Depecik, and Vivek Astvansh) – Invited for Third-Round Review at Journal of Marketing Research.

2. The Diminishing Local Lens: A Causal Study on Newspaper Closures and Their Economic Consequences through Brand Nationalization (with Alok Saboo and Ritesh Adhyapak) – Invited for the Second-Round Review at Management Information Systems Quarterly.

3. Dynamic Price Competition in Variety Seeking Markets: Unexpected Welfare Outcomes (with Seethu Seetharaman, Tat Y. Chan, and Taylor Bentley) – Reject and Resubmit at Quantitative Marketing and Economics.

4. The Mindless Artist: How Do People Evaluate Art Made By A Machine? (Ezgi Ozgen, Baris Depecik, and Jeff Inman) – In Preperation to Submit to Journal of Marketing.

5. Identifying Unobserved Similarity: Estimating a Flexible EBA Model with Standard Marketing Data and Showing Its Pricing Implications (with Seethu Seetharaman and Taylor Bentley) – Will Be Submitted in Fall 2025.

Work in Progress (at Advanced Stage)

1. Optimal Discount Strategies at the Retail Format Level: Role of Salesperson Effectiveness (with Amalesh Sharma and Baris Depecik) – Will Be Submitted in Spring 2026.

2. Dynamic Price Competition in the Presence of Reference Price Effects (with Dong Wook Chae) – Will

Be Submitted in Spring 2026.

3. How do NFL Sponsorship Deals Affect Sales? (with Baris Depecik and Gerrit van Bruggen) – Will Be Submitted in Fall 2026.

Work in Progress (at Early Stage)

1. The Effect of Shopping Cart Items on Consumer Purchase Funnel – A Structural Econometric Analysis

(with Young-Hoon Park and Jialie Chen)

2. Markups of Auto Loans Amid the 2008 Recession (with Cheng He)

Teaching Experience

Pricing (MBA), IU (6.4/7.0)

Marketing Analytics (Undergraduate), IU (6.7/7.0)

2024

2019-2023

Winner of the IU Trustees Teaching Award (2024)

Empirical Modeling of Consumer & Firm Decisions (Ph.D.), IU (7.0/7.0)

Marketing Research (Undergraduate), GSU (4.9/5.0)

Direct Marketing (Undergraduate), GSU (4.0/5.0)

Structural Modeling (Ph.D.), GSU (5.0/5.0)

Lecture on Modeling Dynamic Pricing Games (Ph.D.), Wash U

2022

2013-2018

2014

2013, 2015

2012, 2022

Invited Seminar Presentations

Yale University

Carnegie Mellon University

Rice University

Emory University

Johns Hopkins University

Georgia State University

University of Alberta

HEC Paris

Koc University

Sabanci University

Ozyegin University

Temple University

University of Southern California

Dartmouth College

University of Pittsburgh

Indiana University

2012

2012, 2022

2012

2016

2017

ADA University 2021

Southern Methodist University 2022

Imperial College London (Keynote Speaker) 2024

Conference Presentations/Participations

MISQ Special Issue Workshop

Winter AMA Conference (Chair of “Big Data, AI, and ML Insights” Track)

Winter AMA Conference (Chair of “AI, Models, and Methods” Track)

Summer AMA Conference

Marketing Dynamics Conference

INFORMS Conference

21st International Business Congress (Distinguished Speaker)

Mittelstaedt & Gentry Doctoral Symposium (IU’s Faculty Representative)

Frontiers in Empirical Marketing Conference

Marketing Science Conference

Georgia Research Symposium

Haring Symposium

2024

2023

2017, 2023

2022

2018, 2019

2011, 2014, 2017, 2022

2016-2018

2018-2024

Awards and Honors

Winner of the IU Trustees Teaching Award

Best Paper Award, Digital Marketing Track at 2015 Summer AMA, Chicago, IL

AMA Sheth Foundation Doctoral Consortium Fellow

Hubert C. Moog Scholar, Washington University in St. Louis

Doctoral Fellowship, Ph.D. Program, Washington University in St. Louis

Full Scholarship, M.A. Program, Koc University

Full Scholarship, B.S. Program, Bilkent University

2024

2015

2012

2008-2013

2006-2008

1999-2004

Industry Experience

Finance, Business Analyst, Turkcell Headquarters, Turkey

IT, Business Analyst, Turkcell Headquarters, Turkey

August, 2004- December, 2005

January, 2006- June, 2006

Programming Skills

R, Mathematica (Fluent), Matlab, Stata, SPSS, SAS (Proficient)

Memberships

AMA, INFORMS

Journal Refereeing

Marketing Science

Management Science

Journal of Marketing Research

Journal of Marketing

International Journal of Research in Marketing

Product and Operations Management

Information Systems Research

Journal of the American Statistical Association

Journal of Business Research

PLOS One

Thesis Committees & Student Mentoring

Amalesh Sharma (Committee Member at GSU), Assistant Professor at Texas A&M, College Station, TX

Bahadir Orhan Dogan (Outside Committee Member), Assistant Professor at U of Oklahoma, OK

Xi (Alan) Zhang (Committee Member at GSU), Head of Growth Analytics & Marketing Ops at Cisco

Angeliki Christodoulopoulou (Committee Member at GSU), Assistant Professor at Cal State, LA, CA

Jingcun Cao (Committee Member at IU), Assistant Professor at The U of Hong Kong, Hong Kong

Ezgi Ozgen (Outside Committee Member at Koc Uni.), Assistant Professor at Sabanci Uni., Turkey

Dong Wook Chae (Third Year Mentor at IU)

Personal Information

Interests: Swimming, grilling, gardening, hiking, movies, gaming

Family: Married to Angela and have two sons, Yusuf and Hakan.

Citizenship: American, Turkish

References

Tat Y. Chan

Philip L. Siteman Professor of Marketing

Olin Business School, Washington University, St. Louis, MO, 63130 Phone: (314) 935-6096

E-Mail: chan@wustl.edu

P.B. (Seethu) Seetharaman

W. Patrick McGinnis Professor of Marketing

Olin Business School, Washington University, St. Louis, MO, 63130 Phone: (314) 935-3574

E-Mail: seethu@wustl.edu

Chakravarthi Narasimhan

Philip L. Siteman Professor (Emeritus) of Marketing

Olin Business School, Washington University, St. Louis, MO, 63130 Phone: (314) 935-6313

E-Mail: narasimhan@wustl.edu