Stephen J. Hoch Faculty Profile

Stephen J. Hoch
Patty and Jay H. Baker Professor; Professor of Marketing
Director, Jay H. Baker Retailing Initiative

PhD, Northwestern University, 1983; MBA, University of California, Los Angeles, 1976; BA, Stanford University, 1974

Research Areas
Retail merchandising, assortment, pricing, and promotion strategy; decision support systems and the psychology of forecasting; psychology of self-control; consumer behavior and learning; private label products

Recent Consulting
Extensive work with leading consumer packaged goods manufacturers and supermarket chains focusing on retail strategy and the use of point-of-sale data to improve pricing and merchandising tactics

Current Projects
Determinants of successful private label programs; variety of assortments; pattern matching and expert judgment; loyalty programs; key drivers of retail store traffic; cherry-picking.

Academic Positions Held
Wharton: 1995-present (named Patty and Jay H. Baker Professor, 2005; Director, Jay H. Baker Retail Initiative, 2003-present; Chairperson, Marketing Department, 2000-2006; named John J. Pomerantz Professor of Marketing, 1996-2005; Director, Batrev Retailing Initiative.) Previous appointment: University of Chicago

Other Positions
National Sales and Marketing Manager, Walt Disney Music Co., 1976-79; Director, Micro-Marketing Project, University of Chicago, 1990-95

Career and Recent Professional Awards; Teaching Awards
Alpha Kappa Psi Award for Advancement of Marketing Practice, Journal of Marketing, 1990, 1995; Best Paper Award, Journal of Retailing, 1995, 2002.

Professional Leadership 2003-2007
Associate Editor, Management Science, 1991-present; Editorial Board, Journal of Consumer Research, 1987-present, Journal of Consumer Psychology, 1991-present, Journal of Marketing, 1996-present, Journal of Retailing, 1996-present, Journal of Marketing Research, 2001-present; President, Association for Consumer Research, 2002-2003

Representative Publications
Wharton on Making Decisions S. Hoch and H. Kunreuther, eds., New York: Wiley, forthcoming 2001.

(with B. Wansink and R. Kent)
"An Anchoring and Adjustment Model of Purchase Quality Decisions." Journal of Marketing Research 35.1 (1998).

(with S. Dhar and N. Kumar)
"Effective Category Management Depends on the Role of the Category." Journal of Retailing (2001).

(with E. Bradlow & B. Wansink)
"The Variety of an Assortment." Marketing Science (1999).

(with W.S. Sayman and J. Raju)
"Positioning of Store Brands." Marketing Science (2002). "Product Experience Is Seductive." Journal of Consumer Research (2002).