PhD Tor. MA York BA Nankai
H70 - Abercrombie Building
The University of Sydney
NSW 2006 Australia
|Telephone||+61 2 9036 5260|
|Fax||+61 2 9351 6732|
Dr Steven Lu is the co-director of Consumer Insights Research Group at the University of Sydney Business School. He obtained his PhD in Marketing from the University of Toronto, and MA in Economics from York University. His research interests are in three areas: 1) Big Data Analytics: this stream of research aims at extracting invaluable information from companies’ big data. 2) Multichannel Consumer Behavior and Insights: this stream of research examines the behavior of multichannel consumers and relevant marketing strategy. 3) Sales Force Management: this stream of research examines how sales people learn from on the job activities and the impact of salespeople ‘learning by doing’ on their turnover.
He has published in several internationally acclaimed journals such as Marketing Science, Statistical Science, Annals of Tourism Research, Journal of Business Research, Journal of Interactive Marketing, International Journal of Production Research, and Customer Needs and Solutions. He has served on the editorial board of Marketing Science. Dr Lu was the recipient of the prestigious 2009 Australia New Zealand Marketing Academy (ANZMAC) Emerging Researcher of the Year Award. His paper on the economic impact of sports events has been selected as Highly Commended Paper in the 2016 Emerald Literati Network Awards for Excellence.
He is a recipient of the SSHRC (Social Science and Humanities Research Council, Canada) grant for 2016-2019 (as a co-investigator).
He has taught several subjects including marketing research, new product development and marketing principles. He has been a ‘Teaching Star’ of the Marketing Discipline and consistently received recognitions from the Dean and Associate Dean (L&T) for outstanding teaching performance. He has been nominated for Wayne Lonergan Teaching Award and received the Dean's Citation Award for Teaching in 2016.
Info-Europa, The Illawarra Mercury, Border Mail, Newcastle Herald, Warrnambool Standard and Burnie Advocate
Info-Europa, The Illawarra Mercury, Border Mail, Newcastle Herald, Warrnambool Standard and Burnie Advocate published an article by Dr Steven Lu and Professor Donnel Briley about how companies analyse big data to target specific customers’ needs.
The Sydney Morning Herald, WA Today
The Sydney Morning Herald and WA Today published an article by Professor Donnel Briley and Dr Steven Lu about how companies analyse big data to target specific customers’ needs.
Lu S, Voola R and Akter S 2016 'Salespeople’s Learning by Doing and Pricing Strategy' in Pricing and the Sales Force, ed. Andreas Hinterhuber & Stephan M Liozu, Routledge, Oxon, United Kingdom, pp. 59-74
Chronis E, Lu S and Miller R 2015 'Social Media, Customer Relationship Management, and Consumers’ Organic Food Purchase Behavior' in Strategic Customer Relationship Management in the Age of Social Media, ed. Amir Khanlari, IGI Global, Hershey, United States, pp. 198-215
Lu S, Yang Y and Akter S 2015 'The Impact of Consumer Search Behavior on Search Advertising in the Hotel Industry' in Emerging Innovative Marketing Strategies in the Tourism Industry, IGI Global
Lu S, Pattnaik C and Shi M 2015 'Impact of Marketing Expertise Spillover on Performance of Domestic Firms and MNEs', 57th Annual Meeting of the Academy of International Business AIB 2015, Bengaluru, India, 30th June 2015
Bonfrer A, Lu S and Voola R 2015 'Exploring the Relationship between Salespeople Turnover and Performance: A Dynamic Model', 12th Marketing Dynamics Conference, Tsinghua University, Beijing, China, 13th June 2015
Chronis E, Lu S and Miller R 2014 'The Impact of Social Customer Relationship Management on Consumers’ Organic Food Purchase Behaviour', Australian & New Zealand Marketing Academy Conference ANZMAC 2014, Brisbane, Australia, 3rd December 2014
Raswant A and Lu S 2014 'Ethical Perplexity - Social Media and Corporate Social Responsibility', 4th Annual Australasian Business Ethics Network ABEN Conference, Sydney, Australia, 2nd December 2014
Fee A, Gray SJ and Lu S 2013 'Developing cognitive complexity from the expatriate experience: Evidence from a longitudinal field study', International Journal of Cross Cultural Management, vol.13:3, pp. 299-318
Lu S and Xiao J 2013 'The Impact of Item-Based Reward Promotions on Consumer Purchase Behavior', Annual Conference of China Marketing Science, Tsinghua University, Beijing, China, 18th August 2013
Lu S, Yuksel U and Yang Y 2013 'Adding Clicks: Understanding the Impact of Adding an Internet Channel on the Direct and Indirect Channels', 35th INFORMS Society for Marketing Science ISMS Marketing Science Conference, Istanbul, Turkey, 13th July 2013
Li E, Lu S and Talebian M 2013 'Online versus Bricks-and-Mortar Retailing: A Comparison of Price, Assortment, and Delivery Time', 26th European Conference on Operational Research EURO MMXIII, Rome, Italy, 4th July 2013
Lu S and Xiao J 2013 'The Cross-Category Effects of Reward Point Promotions: An Empirical Analysis', Proceedings of the International Conference on Marketing Studies ICMS 2013, Hong Kong, (China), 8th September 2013
Yuksel U, Lu S and Cimenbicer S 2012 'Does Mortality Salience Affect on Discount-Seeking Behavior: The Role of Liking and Customer Value', Business and Social Science Research Conference, Paris, France, 28th December 2012
Lu S, Yang Y and Yuksel U 2012 'The Adoption of Online Distribution Channels and Its Impact on Hotel’s Marketing Strategies: A Longitudinal Study', 34th ISMS Marketing Science Conference, Boston, United States, 9th June 2012
Lu S and Xiao J 2012 'The Impact of Loyalty Programs on Customer Loyalty: An Empirical Analysis', Proceedings of the Australian & New Zealand Marketing Academy Conference ANZMAC 2012 - "Sharing the Cup of Knowledge", Adelaide, Australia, 5th December 2012
Lu S and Voola R 2011 'Investigating Salespeople Turnover in a Dynamic Structural Framework', 33rd INFORMS Marketing Science Conference 2011, Houston, United States, 11th June 2011
Lu S and Shi M 2011 'Network and Switching Cost Effects in Frequency Reward Programs', Proceedings of the Australian & New Zealand Marketing Academy Conference ANZMAC 2011 - "Marketing in the Age of Consumerism: Jekyll or Hyde?", Perth, Australia, 30th November 2011
Fee A, Lu S and Gray SJ 2010 'Do expatriates become more cognitively complex? Evidence from a longitudinal field study', Academy of Management Annual Meeting 2010 - "Dare to Care: Passion and Compassion in Management Practice and Research", Montreal, Canada, 10th August 2010
Fee A, Lu S and Gray SJ 2010 'Cultural bumps on the side of the head: A longitudinal panel study of expatriate cognitive changes', Academy of International Business AIB Annual Meeting 2010 - "International Business in Tough Times", Rio de Janeiro, Brazil, 29th June 2010
Goldfarb A, Lu S and Moorthy S 2009 'Measuring Brand Value in an Equilibrium Framework', Marketing Science, vol.28:1, pp. 69-86
Lu S and Xiao J 2009 'Loyalty programs and retail chain management', 2009 INFORMS Marketing Science Conference, Ann Arbor, United States, 6th June 2009
Fee A, Lu S and Gray SJ 2009 'Change Your Mind? A Longitudinal Study of Expatriates’ Cognitive Changes', 23rd Australian and New Zealand Academy of Management Conference ANZAM 2009- "Sustainability Management and Marketing", Melbourne, Australia, 4th December 2009
Lu S and Voola R 2008 'Estimating the Impact of Individual-Level Salespeople Learning on Performance', Proceedings of the 2008 American Marketing Association (AMA) Summer Marketing Educators' Conference - "Unleashing the Power of Marketing to Transform Consumers, Organizations, Markets, and Society", San Diego, United States, 11th August 2008
Lu S and Moorthy S 2007 'Coupons versus rebates', Marketing Science, vol.26:1, pp. 67-82
Li X, Lu S and Miller R 2007 'An Empirical Test of the Differences between Distressed and Sociopathic Compulsive Consumers using Clinical Data of Problem Gamblers', Transformational Marketing, Association for Consumer Research, Tuck Business School, Dartmouth University, 1st January 2007-31st December 2007
Lu S, Li X and Miller R 2007 'Self- Medication versus Pleasure Seeking Compulsive Consumption: Different Motivations Lead to Different Behavioral Consequences', Advances in Consumer Research: Association for Consumer Research, 1st January 2007-31st December 2007
Lu S, Voola R and Bhambore S 2007 'Salespeople's Learning: A Bayesian Learning Structural Approach', Australia and New Zealand Marketing Academy Conference ANZMAC 2007, Dunedin, New Zealand, 5th December 2007
Goldfarb A and Lu S 2006 'Household-specific regressions using clickstream data', Statistical Science, vol.21:2, pp. 247-255
Goldfarb A, Moorthy S and Lu S 2005 'Measuring brand equity in an equilibrium framework: A structural approach', Quantitative Marketing and Economics 3rd Annual Conference, University of Chicago, United States, 22nd October 2005
Lu S 2004 'Consumer intertemporal and brand choice dynamics with reference point', Marketing Science Conference, Rotterdam, Netherlands, 26th June 2004
Lu S and Moorthy S 2003 'Coupons versus rebates', Marketing Science Conference, Maryland, United States, 1st - 30th June 2003
- Branding and advertising
- Consumer learning
- Internet/interactive marketing
- Pharmaceutical marketing