Hua Chen

Assistant Professor
- Office
-
C318 Benson Hall630 S. Lumpkin St.Athens, GA, 30602
- Email Address
- Workhuachen@uga.edu
- Documents
- Vita
- Sites
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
- 2016. How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis. Journal Of Marketing Research, forthcoming (equal authorship).
- 2014. When Do Group Incentives for Salespeople Work?. Journal Of Marketing Research, 51(3):320-334 (equal authorship).
- 2013. Should Managers Use Team-based Contests?. Management Science, 59(12):2823-2836.
- 2011. Designing Asymmetric Multi-Person Tournaments: An Experimental Study.Management Science, 57(5):864-883 (equal authorship).