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Steven Lu

Steven Lu

PhD Tor. MA York BA Nankai
Senior Lecturer

Rm 503
H69 - Economics and Business Building
The University of Sydney
NSW 2006 Australia

Telephone +61 2 9036 5260
Fax +61 2 9351 6732
steven.lu@sydney.edu.au


Bio

Dr Steven Lu obtained his PhD in Marketing from the University of Toronto, and MA in Economics from York University. His research interests are quantitative marketing, applied econometrics, consumer choice modelling and Bayesian statistics. He has published in Marketing Science and Statistical Science.

Dr Lu was awarded the 2009 ANZMAC Emerging Researcher of the Year Award.

Publications

2015

2
Book Section/s

Lu S, Voola R and Akter S 2015 Forthcoming 'Salespeople’s Learning by Doing and Pricing Strategy' in Pricing and the Sales Force, ed. Andreas Hinterhuber & Stephan M Liozu, Routledge

Chronis E, Lu S and Miller R 2015 Forthcoming 'Social Media and Customer Relationship Management' in Strategic Customer Relationship Management in the Age of Social Media, ed. Amir Khanlari, IGI Global, Hershey, United States

4
Journal Article/s

Lu S and Yang Y 2015 Forthcoming 'A Longitudinal Study of the Impact of the Sydney Olympics on Real Estate Markets', International Journal of Event and Festival Management

Li E, Lu S and Talebian M 2015 'Online versus Bricks-and-Mortar Retailing: A Comparison of Price, Assortment, and Delivery Time', International Journal of Production Research

2014

2
Book Section/s

Lu S, Yang Y and Akter S 2014 Forthcoming 'The Impact of Consumer Search Behavior on Search Advertising in the Hotel Industry' in Emerging Innovative Marketing Strategies in the Tourism Industry, IGI Global

5
Conference Paper/s

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

2013

4
Journal Article/s

Li X, Lu S and Miller R 2013 'Self-Medication and Pleasure Seeking as Dichotomous Motivations underlying Behavioral Disorders', Journal of Business Research, vol.66:9, pp. 1598-1604 Link

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 Link

5
Conference Paper/s

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

6
Conference Proceeding/s

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

2012

5
Conference Paper/s

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

6
Conference Proceeding/s

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

2011

5
Conference Paper/s

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

6
Conference Proceeding/s

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

2010

5
Conference Paper/s

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

2009

4
Journal Article/s

Goldfarb A, Lu S and Moorthy S 2009 'Measuring Brand Value in an Equilibrium Framework', Marketing Science, vol.28:1, pp. 69-86

5
Conference Paper/s

Lu S and Xiao J 2009 'Loyalty programs and retail chain management', 2009 INFORMS Marketing Science Conference, Ann Arbor, United States, 6th June 2009

Lu S and Voola R 2009 'Investigating Salespeople's learning by doing in a Bayesian Learning Structural Framework', 2009 Marketing Dynamics Conference, Hamilton, New Zealand, 6th January 2009 Link

6
Conference Proceeding/s

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

2008

5
Conference Paper/s

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

2007

4
Journal Article/s

Lu S and Moorthy S 2007 'Coupons versus rebates', Marketing Science, vol.26:1, pp. 67-82

5
Conference Paper/s

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

6
Conference Proceeding/s

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

2006

4
Journal Article/s

Goldfarb A and Lu S 2006 'Household-specific regressions using clickstream data', Statistical Science, vol.21:2, pp. 247-255

2005

5
Conference Paper/s

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

2004

5
Conference Paper/s

Lu S 2004 'Consumer intertemporal and brand choice dynamics with reference point', Marketing Science Conference, Rotterdam, Netherlands, 26th June 2004

2003

5
Conference Paper/s

Lu S and Moorthy S 2003 'Coupons versus rebates', Marketing Science Conference, Maryland, United States, 1st - 30th June 2003

Research Expertise

  • Branding and advertising
  • Consumer learning
  • Internet/interactive marketing
  • Pharmaceutical marketing

Recent Units Taught