Prof. Mengze SHI

Prof. Mengze SHI

Chair Professor, Yuk-Shee Chan Professor of Business

Academic qualification

  • PhD, MS  Carnegie Mellon University
  • MA  University of International Business and Economics, Beijing
  • BS  Fudan University


  • Assistant Professor, Associate Professor, Professor, University of Toronto (2001 - 22)
  • Assistant Professor, Hong Kong University of Science and Technology (1997 - 01)


  • Sales and marketing innovation
  • Incentives and motivation
  • Customer relationship management


  • P. Landry and Mengze Shi. 2023. The Implications of Behavior-based Servicing on Competition. January. Quarterly Journal of Economics and Management. January.
  • Y. Bao, Mengze Shi, and A. Kalra, “Designing Product Development Contracts in the Presence of Managerial Lobbying,” Management Science, 68(9), September 2022, pp. 6797–6818.
  • Hossain, T., Shi, M., and R. Waiser. 2019. Measuring Rank-based Utility in Contest: The effect of disclosure schemes. Journal of Marketing Research. December. 981-994.
  • Li, X., Shi, M., and X. Wang. 2019. Video Mining: Measuring Visual Information Using Automatic Methods. International Journal of Research in Marketing. June. 216-231.
  • Li, Xi, Li, Y. and M. Shi. 2019. Managing Consumer Deliberations in Decentralized Distribution Channel. Marketing Science. Jan-Feb.
  • Agarwal, P. and M. Shi. 2018. Is a Monogamous Relationship always Better? Loyalty Programs and Consumer Responses to Demotion from Elite Memberships. Journal of Association for Consumer Research, 3(2), April.
  • Shi, M., B. Yang, and J. Chiang. 2018. The Impact of Tie Strength Dynamics on Dyad Calling Behavior. Journal of Interactive Marketing, May, 2018.
  • Lu, S., Pattnaik, C., and M. Shi. 2016. Spillover Effects of Marketing Expertise on Market Performance of Domestic Firms and MNEs in Emerging Markets. Managerial Decision.
  • Hu, M., Li, X., and M. Shi. 2015. Product and Pricing Decisions for Crowdfunding. Marketing Science, 34 (3), 331-345.
  • Wu, J., Shi, M., and M. Hu. 2015. Threshold Effects in Online Group-buying Diffusion. Management Science, September, 61 (9), 2025-2040.
  • Shi, M. and A. C. Wojnicki. 2014. Money Talks: Intrinsic and Extrinsic Incentives for WOM Referrals. Journal of Advertising Research, March.
  • Hu, M., Shi, M., and J. Wu. 2013. Sequential and Simultaneous Group Buying Mechanism. Management Science, December.
  • Shi, M. 2013. Strategic Relationship between Endogenous and Exogenous Switching Costs. Quantitative Marketing and Economics, Vol. 11, Issue 2, 205-320.
  • Hu, M., Pavlin, M., and M. Shi. 2013. Channel Management with Gray Markets. Manufacturing & Service Operational Management, 15 (2), 250-262.
  • Yang, Y. and M. Shi. 2011. Rise and Fall of Superstars: Investigating the Evolution of Athlete Brands in NBA. International Journal of Research in Marketing, September.
  • Kalra, A. and M. Shi. 2010. Customer Value-maximizing Sweepstakes & Contests: A Theoretical and Experimental Investigation. Journal of Marketing Research, April.
  • Yang, Yupin, Mengze Shi, and Avi Goldfarb. 2009. Empirically Investigating the Value of a Brand Alliance in Professional Team Sports. November-December, Marketing Science.
  • Gurnani, H. and M. Shi. 2006. A B2B Bargaining Model for a First-time Interaction under Asymmetric Beliefs on Supply Reliability. June, Management Science.
  • M. Shi, J. Chiang and B. Rhee. 2006. Price Competition with Reduced Consumer Switching Costs: The Case of Wireless Number Portability in the Cellular Phone Industry. Management Science, Vol. 52, No.1, 27-38.
  • Fruchter, G., Ram Rao, and M. Shi. 2006. Dynamic Network-based Pricing Strategies. Journal of Optimization Theory and Applications, Vol. 128, March.
  • Shi, M. with D. Godes and others. 2005. Firm’s management of social effect. Marketing Letters, December, 415-428.
  • Soman, D., M. Shi, and X. Li, 2005. Multi-medium Reward Programs, Advances in Consumer Research, 2005.
  • Kim, B., M. Shi, and K. Srinivasan. 2004. Managing Capacity through Reward Programs. Management Science, Vol. 50, No. 4, 503-520.
  • Shi, M. 2003. Social Network-based Discriminatory Pricing. Marketing Letters, Vol. 14, No. 4, 239-256.
  • Soman, D. and M. Shi. 2003. Virtual Progress: The Effect of Path Characteristics on Perceptions of Progress and Choice Behavior. Management Science, Vol. 49, No. 9, 1229-1251.
  • Kalra, A., M. Shi, and K. Srinivasan. 2003. Salesforce Compensation Scheme and Consumer Inference. Management Science, Vol. 49, No. 5, 655-672.
  • Kim, B., M. Shi, and K. Srinivasan. 2001. Reward Programs and Tacit Price Collusion. Marketing Science, Vol. 20, No.2, 99-120.
  • Kalra, A. and M. Shi. 2001. Designing Optimal Sales Contest: A Theoretical Perspective. Marketing Science, Vol. 20, No.2, 170-193.
  • Gonul, F., B. Kim, and M. Shi. 2000. Mailing Smarter to Catalog Customers. Journal of Interactive Marketing, Vol. 14, No. 2, 2-16.
  • Gonul, F. and M. Shi. 1998. Optimal Mailing of Catalogs: A New Methodology Using Estimable Structural Dynamic Programming Models. Management Science, Vol. 44, No. 9, 1249-1262.


  • “Online group buying and crowdfunding: Two cases of all-or-nothing mechanisms,” with Ming Hu and Jiahua Wu. 2019. Springer Series in Supply Chain Management.
  • “Manage customer value through incentives,” Chapter 11, in book “Flux”, edited by Soman and Soberman, University of Toronto Press, 2013.


  • Associate Editor: Management Science.

  • Associate Editor: Marketing Science.

  • Associate Editor (Marketing): Quarterly Journal of Economics and Management (经济管理学刊)