Compare courses
Register

Videos

Harikesh Nair: Building Better Employee Incentives with Big Data

Biography

Stanford Graduate School of Business
The Jonathan B. Lovelace Professor of Marketing

Research Statement

Harikesh Nair is interested in marketing analytics and computational social science. His research brings together social science theory, statistical tools and Marketing data to better understand consumer behavior and to improve the strategic marketing decisions of firms. This work speaks to the challenges and opportunities firms face as they transition to a world where Marketing becomes a data-oriented, algorithmically-driven business function.

Research Interests

  • Marketing analytics, workplace analytics, dynamic decision contexts, network effects, social interactions, empirical industrial organization, pricing, advertising, empirical agency, technology markets

Bio

Harikesh Nair is the Jonathan B. Lovelace Professor of Marketing at Stanford GSB. His research is in marketing analytics and computational social science. His research brings together social science theory, statistical tools and Marketing data to better understand consumer behavior and to improve the strategic marketing decisions of firms. This work speaks to the challenges and opportunities firms face as they transition to a world where Marketing becomes a data-oriented, algorithmically-driven business function.

His recent research covers pricing, workplace analytics, quantitative incentive design, social media and social interactions, advertising, network effects, diffusion of technologies and empirical industrial organization, especially in contexts in which marketing activities have dynamic implications for the behavior of consumers and firms.

His research has been published in leading marketing journals such as “Journal of Marketing Research”, “Management Science”, “Marketing Science”, and “Quantitative Marketing and Economics”, and written up in popular-press outlets like “CNBC”, “The Economist”, “Financial Times”, “US News” and the “Wall St. Journal”. This research has been recognized with awards from the Quantitative Marketing & Economics Journal, the American Marketing Association Foundation, the Swiss Academy of Marketing Science, and the U.S. Council for University Transportation Centers.

Prof. Nair received his PhD in Business from the Graduate School of Business at the University of Chicago. Prior to that, he received his MS in Transportation Engineering from the University of Texas at Austin, and his B.Tech in Engineering from the Indian Institute of Technology (IIT) at Madras, India. He has been at Stanford since 2005, and teaches classes on Data and Decisions, Pricing and Monetization in the Stanford MBA program; on empirical analysis of dynamic decision contexts in the GSB PhD program; and on Marketing and Pricing in the GSB executive education and custom education programs. Prof. Nair serves as an area editor at Operations Research and associate editor at Management Science and Quantitative Marketing and Economics.

At the GSB, Nair was the Fletcher Jones Faculty Scholar from 2007-2008, the Spence Faculty Scholar from 2011-12 and the Louise and Claude Rosenberg Faculty Scholar from 2009-2010 and 2012-13. In 2014, “Poets&Quants,” a magazine focused on Business schools, voted him one of the “40 Most Outstanding B-School Profs Under 40 in the World”.

Academic Degrees

  • PhD in Business, University of Chicago, 2005
  • MS Transportation Engineering, University of Texas at Austin, 2000
  • BTech Civil Engineering, Indian Institute of Technology, Madras, India, 1998

Academic Appointments

  • At Stanford University since 2005

Awards and Honors

  • PhD Faculty Distinguished Service Award, Stanford GSB, 2016
  • Dick Wittink Best Article Award, QME Journal, 2008 and 2012
  • John A. Howard AMA Doctoral Dissertation Award, American Marketing Association Foundation, 2006
  • Sanford J. Grossman Fellowship in honor of Arnold Zellner, University of Chicago Booth School of Business, 2004-05

Teaching

Degree Courses

2016-17

MKTG 373: Monetization

This course examines the fundamental issues of creating a strategy for monetization and revenue growth within an organization. Students learn about setting an organization''s business model design, aligning various functional areas within the...

MKTG 534: The Travel and Airline Industry

This class will provide an overview of the travel and hospitality industry focusing on strategy, business models, institutions and innovations. Issues we will cover include pricing and yield management, service quality assessment and loyalty and...

Executive Education & Other Non-Degree Programs

  • Innovative Marketing for Strategic Advantage Transform your organization’s marketing and drive customer-centric innovation in this comprehensive, immersive learning experience.
  • People, Culture, and Performance: Strategies from Silicon Valley Gain a competitive advantage using Silicon Valley models and mindsets to recruit, retain, and inspire people for performance and growth.

Other Teaching

Stanford Ignite

Stanford go-to-market

In the Media

Using Data Tools to Spur Sales Staff

Wall St. Journal, November 5, 2014

Should Retailers Rethink Everyday Low Pricing

Progressive Grocer, December 11, 2011

Online Social Networks Can Increase Ad Revenue by Stimulating Content

Forbes India, April 20, 2011

Eliminating Sales Quotas May Stimulate Profits

CNBC, November 30, 2009

Why Sales Quotas Can Hurt Your Profitability

CBS News, November 19, 2009

Social networks impact the drugs physicians prescribe

The Economist, April 17, 2007

Be Careful What You Ask for

US News & World Report, December 16, 1996

Insights by Stanford Business

writtenCan Ad-Skipping Be Good for Advertisers?

July 13, 2018

TV sponsors will soon know when you click away, and that’s valuable information.

writtenDisguised “Native” Ads Don’t Fool Us Anymore

January 8, 2018

Online shoppers are savvy enough to discern sponsored listings from organic content — but the ads still work.

writtenIn Searches, Those Paid Ads Pay Off

April 28, 2016

One study shows how native ads attract more business.

writtenThe Recommended List by Stanford GSB Professors

April 30, 2015

Those in the know share where to go to learn more about reward and related topics.

writtenHarikesh Nair: Human Resources’ Big Data Moment

September 17, 2014

A marketing professor explains how workplace analytics can transform how companies hire, evaluate, motivate, and retain employees.

writtenHarikesh Nair: “The Promise of the Big Data Revolution”

March 3, 2014

A marketing professor uses analytics to help improve the bottom line at a Las Vegas gaming company.

writtenEveryday Low Pricing May Not Be the Best Strategy for Supermarkets

December 17, 2011

New research looks at supermarkets’ “everyday low pricing.”

writtenOnline Social Networks Can Increase Ad Revenue by Stimulating Content

November 1, 2011

To increase revenue, social networking sites need to give their most active users reason to post more information and make more friends.

writtenEliminating Sales Quotas May Stimulate Profits

September 1, 2011

A professor of marketing says eliminating sales quotas boosts company profits.

writtenHarikesh Nair: Social Networks Impact the Drugs Physicians Prescribe

October 1, 2010

Research shows that the drugs your physician prescribes may well depend on the behavior of an opinion leader in his or her social network.

Show more

Read about executive education

Cases

Ad Technology: Display Advertising and the Growth of Programmatic | M356 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Data Monetization and Consumer Tracking | M358 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Qihoo 360: A Subversive Tiger in the Internet Jungle | M355 Harikesh Nair, Sheila Melvin2015

eBay’s “Connected Technologies”: Innovating Customer Engagement in the Retail Industry | M349 Harikesh Nair, David Hoyt2014

Ad Technology: Display Advertising and the Growth of Programmatic | M356 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Data Monetization and Consumer Tracking | M358 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Qihoo 360: A Subversive Tiger in the Internet Jungle | M355 Harikesh Nair, Sheila Melvin2015

eBay’s “Connected Technologies”: Innovating Customer Engagement in the Retail Industry | M349 Harikesh Nair, David Hoyt2014

Ad Technology: Display Advertising and the Growth of Programmatic | M356 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Data Monetization and Consumer Tracking | M358 Harikesh Nair, Allan Thygesen, Jaclyn Foroughi2015

Qihoo 360: A Subversive Tiger in the Internet Jungle | M355 Harikesh Nair, Sheila Melvin2015

eBay’s “Connected Technologies”: Innovating Customer Engagement in the Retail Industry | M349 Harikesh Nair, David Hoyt2014

Show more

Other experts

Teaching Fall 2017 Digital Literacy for Decision Makers (MBA) Summer 2017 Digital Literacy for Decision Makers (MBA) Fall 2016 Digital Literacy for Decision Makers (MBA)
Expertise Regions Afghanistan India Pakistan Topics Ethnic Conflict Intelligence Strategic and Security Issues Terrorism U.S. Congress and Foreign Policy Languages German Hindi Background and Education Walter Andersen serves as Senior Adjunct Professor of South Asia Studies. He is a...
Expertise Regions China East Asia Latin America Middle East South Asia Topics Culture, Religion and Politics Globalization Rural Development Languages Arabic Chinese Hindi Spanish Background and Education Professor Webb has been based in Nanjing since 2008.  Previously, he was Lectu...