University of California, Berkeley, Haas School of Business
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Faculty and Executive Leadership Directory

 
Lisa Cain

Lisa Cain

Lecturer
Haas Marketing Group
510-642-6353
Email: click on the envelope icon below for full email address
Academic Status: On duty
Office Hours: F 9:30 - 11:30, F494
Academic Group Homepage: http://groups.haas.berkeley.edu/marketing/
Curriculum Vitae (in PDF format, Acrobat Reader required)


Education

MBA, University of Delaware

MS, Marketing, The Wharton School, University of Pennsylvania

Ph.D., Marketing, The Wharton School, University of Pennsylvania

 

Positions Held

At Haas since 1999 (Except for Fall 2002)
Fall 1999 - present Visiting Lecturer, Haas School of Business

Fall 2002 Adjunct Faculty, Mills College, Oakland

Spring 1999 Lecturer, The Wharton School, University of Pennsylvania

 

Current Research and Interests

  • Using econometric and experimental methods to study sales force performance
  • Implementation issues associated with more sophisticated methodologies

 

Selected Papers and Publications

  • "Effects of Considering Uncontrollable Factors in Sales Force Performance Evaluation" (with Cynthia Huffman) Psychology & Marketing, September 2000.

 

Working Papers

  • "Who's #1? Accounting for Heterogeneity in Sales Force Performance Evaluation" (with Eric Bradlow and Leonard Lodish) under review at Marketing Science.
  • "How Self-evaluation in Salesforce Performance Appraisal influences Motivation" (with Cynthia Huffman).

 

Teaching

  • BA 106 Marketing

 

Honors and Awards

  • GE Foundation Fellowship, 1995-1997
  • Delegate, AMA Doctoral Consortium, University of Georgia, 1998

More Info


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