Yael Karlinsky

Yael Karlinsky Shichor is an Assistant Professor of Marketing at the D’Amore-McKim School of Business at Northeastern University. Yael holds a PhD in Marketing from Columbia Business School, an M.Sc. in Information Management from Tel Aviv University, and a B.Sc. in Information Systems from the Technion Institute of Technology, Israel. Prior to joining Northeastern University, Yael was a Visiting Postdoctoral Research Fellow at Stern School of Business at New York University.

Yael’s research bridges marketing science and behavioral decision theory. She uses statistical modeling and machine learning to study topics in Business to Business (B2B) marketing, digital marketing and the intersection between information technologies and marketing. Specifically, her research focuses on automation of decision making and its application to marketing (e.g. B2B pricing), as well as on the psychological aspects of using automation and artificial intelligence (AI) models.

Yael’s work has won multiple awards including the Institute for the Study of Business Markets Doctoral award and the ISMS Doctoral Dissertation Award, and was a finalist in the ISMS/MSI/EMAC Marketing Science Practice Prize. Yael has taught Managing Information in Organizations, an information systems graduate class, and is now teaching Marketing Research.

PUBLICATIONS

• Karlinsky-Shichor, Yael and Moshe Zviran. “Factors Influencing Perceived Benefit and User Satisfaction in Knowledge Management Systems,” Information Systems Management, 2016, 33(1), 55-73.

WORKING PAPERS

• “Automating the B2B Salesperson Pricing Decisions: Can Machines Replace Humans and When?” with Oded Netzer. Revise and Resubmit at Marketing Science [SSRN]

• Finalist, the 2018 ISMS/MSI/EMAC Gary Lilien Marketing Science Practice Prize

• Winner, 2017 Vithala R. and Saroj V. Rao ISMS Doctoral Dissertation Award

• Winner of the 2016 Institute for the Study of Business Markets Doctoral Support Award Competition

• Awarded the 2015 Deming Center Doctoral Fellowship

RESEARCH INTERESTS

• Automation
• Machine learning
• Field experiments
• Bridging behavioral decision theory and marketing science
• Digital marketing

HONORS AND AWARDS

• Finalist, the 2018 ISMS/MSI/EMAC Gary Lilien Marketing Science Practice Prize

• Winner, 2017 Vithala R. and Saroj V. Rao ISMS Doctoral Dissertation Award ($5,000)

• 2017 INFORMS Doctoral Consortium Fellow, University of South California, Los Angeles, California

• 2017 University of Houston Doctoral Symposium, Department Representative

• Winner, 2016 Institute for the Study of Business Markets Doctoral Support Award Competition ($5,000)

• 2015-2016 Paul and Sandra Montrone Doctoral Fellow ($16,000)

• 2015 Deming Center Doctoral Fellow ($10,000)

• Graduate Student Fellowship, Columbia Business School, 2012-2017