Paola Mallucci holds a Ph.D. in marketing from the University of Minnesota in Minneapolis and holds an MS in marketing from Universita’ Bocconi in Milan, Italy. In Italy, Mallucci also worked for Procter and Gamble as an assistant brand manager. Her teaching interests are in the area of channel management, marketing research, and marketing management. In her work, she investigates how social preferences, such as social pressure and fairness, can affect important marketing decisions, such as product pricing in channels and corporate social responsibility actions.
Selected Accepted Journal Articles
Mallucci, P. & Cui, T. & Raju, J. & Zhang, Z. Social Preferences and Distribution Channels. Book
Selected Submitted Journal Articles
Mallucci, P. & Cui, T. & Wu, D. (2015). Power and Fairness: The Effect of Power on Perceptions of Fairness. Management Science
Mallucci, P. & John, G. & Cui, T. (2016). Pricing Cause Marketing Products.
Mallucci, P. & Cui, T. & Zhang, Z. Competitive Implications of Haggling.
Firms in auto and furniture industries commonly post their prices, but also allow consumers to haggle on final purchase prices. Using a Bertrand duopoly/Nash bargaining model, we investigate how haggling can mitigate price competition between firms when firms are competing for both hagglers and non-hagglers. Our analysis shows that this dual pricing mechanism can incentivize the competing firms to collude tacitly if the number of hagglers in the market is sufficiently large. Therefore, haggling facilitates not only price discrimination as recognized previously in the literature, but also price collusion. Three incentive-aligned experiments support this prediction.
Mallucci, P. & Narasimhan, O. & John, G. Contractual Choices and their Consequences in a Time Inconsisten World.
In this paper we seek to isolate the effects of time inconsistent preferences on the gap between planned, expected and realized consumption of investment goods. Using data on participation in trips in a hiking program over multiple years, we show that subscribers did not participate in sufficient trips to make subscription a lower cost option than the pay-per-trip option. We attribute this behavior to time inconsistent preferences, and rule out alternative explanations including unobserved preferences for on format over another, and/or cognitive heuristics that bias decision-making. Using stated preference data from a discrete choice conjoint study, we add to the robustness of our results and further rule out unobserved preferences and/or willingness to pay for commitment as alternative explanations. Finally, unlike the theoretical equilibrium contrac proposed for investment goods, we suggest that both subscriptions and per-per-use options can co-exist in the field.
Marketing Colloquia Series ( 2011 ) Fairness Ideals in Distribution Channels
Student Sustainability Symposium ( 2011 ) The Cost of Social Pressure on Sustainability Marketing Initiatives
Marketing Science ( 2011 ) Pricing Format Choices and Time Inconsistency in the Field
Multi-Disciplinary Academic Research Summit ( 2011 ) Unpacking Consumer and Corporate Motives for Corporate Social Responsibility
Haring Symposium ( 2011 ) Bounded Rationality and Fairness Ideals in Distribution Channels
CLEACC-ACME PhD Colloquia ( 2011 ) Fairness in Vertical Channel Relations - An experimental investigation
INFORMS Annual Meeting ( 2010 ) Competitive Implications of Haggling -- A Theoretical and Experimental Investigation
Marketing Science ( 2010 ) Quantal Response Equilibrium in a Fair-Channel -- An Experimental Investigation
INFORMS Annual Meeting ( 2009 ) Quantal Response Equilibrium in a fair Channel