Hua Chen

Associate Professor of Marketing

Terry College of Business

University of Georgia

CV

Education

Ph.D. in Marketing, C.T. Bauer College of Business, University of Houston, Houston, TX, 2012

M.S. in Management Science, Northern Jiaotong University, Beijing, China, 2002

B.S. in Marketing, Renmin University of China, Beijing, China, 1999

Research Interests

Sales Management, B-to-B Marketing, Behavioral Economics, Experimental Economics

Teaching Interests

Marketing Strategy, Personal Selling, Marketing Research, Marketing Management

Publications

• Chen, Hua and Kevin Chung (2021), “Increasing Team Performance by Sharing Success,” Journal of Marketing Research, 58(4), 662-685.

• Li, Jia, Noah Lim, and Hua Chen (2020), "Examining Salesperson Effort Allocation in Teams: A Randomized Field Experiment," Marketing Science, 39 (6), 1122-1141.

• Chen, Hua and Noah Lim (2017), "How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis," Journal of Marketing Research, 54 (1), 44-60. (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 Multiperson Tournaments: An Experimental Study,” Management Science, 57 (5), 864-883. (equal authorship)