Department of Marketing

Assistant Professor

Office

C318 Benson Hall

630 S. Lumpkin St.

Athens, GA, 30602

Email Address

Workhuachen@uga.edu

Documents

Vita

Sites

Personal Website

Biography

Hua Chen received his PhD in Marketing from the Bauer College of Business, University of Houston and joins UGA from his position as Assistant Professor of Marketing at the College of Business Administration, University of Mississippi. His research employs behavioral economics and experimental economics to examine questions facing marketing and sales managers. Currently, his research focuses on how to design optimal incentives for salespeople. His research work has appeared in the Journal of Marketing Research and Management Science.

Education

PhD, Marketing, Bauer College of Business, University of Houston, 2012

Prior Professional Positions

University of Mississippi, Assistant Professor, 2012 to 2016

Awards

Young Scholar, Marketing Science Institute (MSI), 2017

Outstanding Published Paper, School of Business Administration, University of Mississippi, 2015

Areas of Expertise

Sales management
Incentive Design

Research Interests

Sales management
behavioral economics
B-to-B Marketing
Experimental Economics

Selected Publications

Journal Articles

Chen, Hua and Noah Lim. 2016. How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis. Journal Of Marketing Research, forthcoming (equal authorship).
Lim, Noah and Hua Chen. 2014. When Do Group Incentives for Salespeople Work?. Journal Of Marketing Research, 51(3):320-334 (equal authorship).
Chen, Hua and Noah Lim. 2013. Should Managers Use Team-based Contests?. Management Science, 59(12):2823-2836.
Chen, Hua, Sung H. Ham, and Noah Lim. 2011. Designing Asymmetric Multi-Person Tournaments: An Experimental Study.Management Science, 57(5):864-883 (equal authorship).