CURRICULUM VITAE Farhad Sadeh

Transcription

1 CURRICULUM VITAE Farhad Sadeh Ph.D. Candidate (ABD), Marketing DeGroote School of Business- McMaster University Address: 1280 Main St. W, Degroote School of Business, McMaster University, Hamilton, ON Contact: Cell No: (+1) Status: U.S. Permanent Resident (Green Card), Canadian Permanent Resident (PR Card) EDUCATION Present Ph.D. Business Administration, Marketing, McMaster University. Completing degree by June M.Sc. International Marketing, Sharif University of Technology B.Sc. Industrial Engineering, Isfahan University of Technology. RESEARCH OVERVIEW Research Interests: Marketing Strategy, Marketing Metrics, Marketing-Finance Interface, Marketing Analytics, Business-to-Business Marketing, Marketing Channels, Retailing. Research Method: Empirical modeling of archival/secondary data (including panel data econometrics, event study, meta-analysis). DISSERTATION Chair: Manish Kacker Committee: Sourav Ray, Ruhai Wu, William Allender Title: Three Essays on Voluntary Disclosure of Performance Metrics in Marketing Channels. (See appendix for abstracts) PEER-REVIEWED PUBLICATIONS Sadeh, F., and Kacker, M. (2017). Quality Signaling through Ex-Ante Voluntary Information Disclosure in Entrepreneurial Networks: Evidence from Franchising. Small Business Economics: An Entrepreneurship Journal (In Press). doi: /s (Journal 2016 impact factor: 2.421; 4th ranked Entrepreneurship and Innovation journal at Google Scholar.) (See appendix for abstract) Sadeh, F., and Kacker, M. (2017). The Relationship between Initial and Ongoing Fees in Franchising: A Meta-Analysis, In F. Hoy, R. Perrigot and A. Terry (Eds.), The Handbook of Research on Franchising: Edward Elgar. (In Press) (See appendix for abstract) Hibbard, J., Kacker, M., and Sadeh F. (2017). Performance Impact of Distribution Expansion: A Review and Research Agenda. in R. Dant, C. A. Ingene, J. R. Brown (Eds.), The Handbook of Research on Distribution Channels: Edward Elgar. (Forthcoming) (See appendix for abstract) Farhad Sadeh- C.V. Page 1 of 8

2 Miremadi, A., Fotoohi, H., Sadeh, F., Tabrizi, F., and Javidigholipourmashhad, K. (2011). The Possible Effects of Need for Uniqueness s Dimensions on Luxury Brands: Case of Iran and UAE. International Journal of Marketing Studies, 3(3), p WORKING PAPERS Brand Equity and Channel Governance with M. Kayed, M. Kacker, and R. Wu. Status: Under revision for submission to Journal of Marketing Research by September Performance Implications of Organizational Signaling and Screening: Evidence from Franchising with M. Kacker Status: Working draft under revision. Targeted for submission to Journal of Marketing by October (See appendix for abstract) Analytics as a strategic capability in online retailing in P. Messinger (Ed.), Monograph on Retail Analytics. Status: Chapter proposal is accepted. RESEARCH IN PROGRESS Performance Implications of Voluntary Disclosure of Performance Metrics During B2B Contractual Relationship Formation, with M. Kacker and R. Srinivasan. Status: Conceptualization and data preparation in progress. Target: Journal of Marketing Research. (See appendix for abstract) Consequences of Marketing Channel Expansion: Evidence from Event Study with M. Kacker and A. Sadovnikova. Status: Events are collected, data cleaning and conceptualization in progress. Target: Journal of the Academy of Marketing Science. A Model of Generating Sustained Competitive Advantages by Investment in Resources with S. Ray. Status: Conceptualization and research design in place. Target: Journal of Marketing Research. GRANTS AND SCHOLARSHIPS Co-investigator, research grant from the CPA/DeGroote Centre for the Promotion of Accounting Education and Research for the project entitled, Antecedents and Consequences of Voluntary Disclosure of Financial Information: Evidence from Franchising ( ). Social Sciences and Humanities Research Council (SSHRC) of Canada, Doctoral Fellowship (Nation-wide competition). Fellow, ISBM Ph.D. Camp, The Institute for the Study of Business Markets PhD Student Camp for Research 2016, Emory University, Goizueta Business School, Atlanta, GA. Travel Award for Participation in The 4 th Canadian Empirical & Theoretical Symposium on Marketing Strategy, May 2016, Alberta, Canada. The 2015 competitive conference travel grant from The Franchise and Dealer Management Initiative (FDMI) research workgroup based at McMaster University. The Ontario Graduate Scholarship Award for the year The Gray/Vinall Ontario Graduate Scholarship for the year McMaster University Summer Research Scholarship for the years 2014 and Page 2 of 8

3 McMaster Graduate Scholarship Award for the years DeGroote School of Business Entrance Scholarship for the academic year AWARDS Finalist, the Empirical & Theoretical Symposium on Marketing Strategy poster competition, May 2016, Alberta, Canada. The Best Graduate Student Paper Award in The 29th Annual ISoF (International Society of Franchising) conference, CONFERENCE PRESENTATIONS Sadeh, F., and Kacker, M. (2017). Performance Implications of Organizational Signaling and Screening to Distribution Channels: Evidence from Franchising. The 2017 Summer Marketing Educators Conference (Summer AMA), August 2017, San Francisco, CA. Sadeh, F., and Kacker, M. (2017). Performance Implications of Organizational Signaling and Screening: Evidence from Franchising. The 31st Annual International Society of Franchising Conference, June 2017, Atlanta, GA. Sadeh, F., and Kacker, M. (2017). Implications of Voluntary Information Disclosure to Prospective Channel Partners for Firm Performance: Evidence from Franchising. The 2017 Conference of the Administrative Sciences Association of Canada (ASAC), May 29 - June 1, 2017, Montréal, Québec, Canada. Sadeh, F., and Kacker, M. (2017). Performance Implications of Organizational Signaling and Screening During B2B Relationship Formation (Poster). The Canadian Empirical & Theoretical Symposium on Marketing Strategy, May 2017, Montréal, Québec, Canada. Kayed, M., Kacker, M., Wu, R., and Sadeh F. (2017). Brand Equity and Vertical Integration: How Does Brand Equity Influence Channel Structure? The 7th annual Theory + Practice in Marketing (TPM) Conference, May 2017, Charlottesville, VA. Sadeh, F., and Kacker, M. (2016). Why Firms Make Ex-Ante Voluntary Information Disclosures in Take It or Leave It Contracts in Distribution Channels. The 2016 Summer Marketing Educators Conference (Summer AMA), August 2016, Atlanta, GA. Sadeh, F., and Kacker, M. (2016). Ex-Ante Voluntary Information Disclosures in Business Markets: Evidence from Franchising. The ISBM 2016 Academic Conference, August 2016, Atlanta, GA. Sadeh, F., and Kacker, M. (2016). How Franchisors Derive Economic Profit from Their Revenue Sharing Contracts: A Meta-Analysis. The 30th Annual International Society of Franchising Conference, June 2016, Groningen, The Netherlands. Sadeh, F., and Kacker, M. (2016). Why do Firms Make Ex-Ante Voluntary Information Disclosures for Take It or Leave It Contracts in Distribution Channels? (Poster). The Canadian Empirical & Theoretical Symposium on Marketing Strategy, May 2016, Alberta, Canada. (Awarded as Finalist in Poster Competition) Sadeh, F., and Kacker, M. (2015). Ex-ante Voluntary Information Disclosure in "Take It or Leave It" Vertical Contracts: Evidence from Franchising. The International Conference on Economics and Management of Networks, December 2015, Cape Town, South Africa. Page 3 of 8

4 Sadeh, F., and Kacker, M. (2015). How franchisors derive economic profit from their revenue sharing contracts?: A Meta-Analysis. The International Conference on Economics and Management of Networks, December 2015, Cape Town, South Africa. Sadeh, F., and Kacker, M. (2015). Insights from Agency and Institutional Theories on Ex-ante Voluntary Information Disclosure: Evidence from a Multi-Sector Study in Franchising (Poster). The Canadian Empirical & Theoretical Symposium on Marketing Strategy, University of Toronto, Canada. Sadeh, F., and Kacker, M. (2015). A Multi-Sector Examination of Antecedents of Voluntary Information Disclosure by Franchisors. The 29th Annual International Society of Franchising conference, Oviedo, Spain. (Received the Best Graduate Student Paper Award) COURSEWORK Doctoral Courses: Marketing Seminars: Marketing Foundations Marketing Models and Modeling Inter-Organizational Research in Marketing Special Topics in Marketing Strategy Management Theory Method Courses: Research Methods and Design Applied Multivariate Statistics Economics Courses: Econometrics I Econometrics II Microeconomics I Microeconomics II * Industrial Organization * Game Theory and Decision Analysis * Other Academic Courses and Workshops: TEACHING Theory Construction Workshop by Professor Ajay Kohli Academic Writing Workshop by Professor Gary Lilien Essential Skills in Teaching and Learning (I) & (II) Peer-Evaluated Teaching Experience Principles and Practices of University Teaching Self-directed Study on the Scholarship of Teaching and Learning Essential Academic Writing Skills Interests: Introduction to Marketing, Marketing Analytics, Marketing Research, Digital Marketing, Marketing Strategy, B2B Marketing, and Retailing. Philosophy: Engage students through real-world examples, in-class activities and case-based learning and linking class concepts to students experiences. Experience as Instructor: Introduction to Marketing 2MA3, Spring 2016, McMaster University. Evaluation: 8.87/10 (Mean) Experience as Teaching Assistant: * Audit Page 4 of 8

5 Undergraduate: Consumer Behavior, Applied Marketing Management (Case-Based Course), Marketing Research, Introduction to Marketing. MBA: Marketing Management, Innovation and New Products, Service Marketing, Marketing Concepts and Applications. Training and Certificates: Certificate of Successful Completion of Teaching and Learning Foundations. Certificate of Successful Completion of Teaching and Learning Scholar. ACADEMIC SERVICE Ad hoc reviewer for: Both delivered by the McMaster Institute for Innovation and Excellence in Teaching and Learning (MIIETL) and the School of Graduate Studies. Entrepreneurship Theory and Practice (2017) California Management Review (2013) Summer Marketing Educators Conference (Summer AMA 2016) 30th Annual International Society of Franchising Conference (2016) Session Chair in the 14th International Business Research Conference, April 2011, Dubai. McMaster Graduate Student Association (GSA), Business Faculty Representative ( ). Served as Adjudicator for the Mary Keyes, Non-Academic and Therese Quigley awards (2015). MEMBERSHIPS Member of the American Marketing Association (AMA) Member of the Administrative Sciences Association of Canada (ASAC) SOFTWARE SKILLS Proficient in STATA, IBM SPSS and AMOS Familiar with Mathematica, HLM Package, R Programming INDUSTRY EXPERIENCE Brand Manager-Entekhab Industrial Group. (A leading multi-brand home appliance producer) CEO-Atiray co. (ICT Management Consulting- Start up) Total Quality Management (TQM) Specialist - Mobarakeh Steel Co. SELECTED PROFESSIONAL LICENSES AND CERTIFICATES Certified Lead Auditor of The ISO9000:2000 from EAQA- UK Certified Internal Auditor of The OHSAS18001:1999 (Occupational Health and Safety Assessment Series) from DNV (Det Norske Veritas) Page 5 of 8

6 Certified Assessor of the European Foundation for Quality Management (EFQM) from the Institute for Productivity and HR Development REFERENCES Manish Kacker, PhD Associate Professor and Area Chair, Marketing DeGroote School of Business, McMaster University 1280 Main St. W, Hamilton, ON, Canada, L8S 4M x mkacker@mcmaster.ca Sourav Ray, PhD Research Director - Marketing Analytics, MiSCAN Associate Professor, Marketing DeGroote School of Business, McMaster University 1280 Main St. W, Hamilton, ON, Canada, L8S 4M x sray@mcmaster.ca Ruhai Wu, PhD Associate Professor, Marketing DeGroote School of Business, McMaster University 1280 Main St. W, Hamilton, ON, Canada, L8S 4M x wuruhai@mcmaster.ca William J. Allender, PhD Assistant Professor, Marketing DeGroote School of Business, McMaster University 1280 Main St. W, Hamilton, ON, Canada, L8S 4M x allendw@mcmaster.ca Page 6 of 8

7 Appendix Dissertation Abstracts Essay 1: Quality Signaling through Ex-Ante Voluntary Information Disclosure in Entrepreneurial Networks: Evidence from Franchising This paper examines antecedents of ex-ante voluntary information disclosures for standardized contracts in entrepreneurial networks. Entrepreneurs (e.g., franchisors) may make such disclosures to prospective business partners in order to signal profitability of partnering, attract financial and managerial resources, and develop their entrepreneurial networks. In practice, only a fraction of franchisors make financial performance representations (FPRs), an ex-ante voluntary information disclosure to prospective franchisees. We address gaps in the signaling, voluntary information disclosure, franchising, entrepreneurship, and small- and medium-enterprise (SME) literatures. We draw on signaling theory to develop a theoretical framework and investigate factors that influence a franchisor s disclosure decision. We evaluate hypotheses from our theoretical framework through econometric analyses of multi-sector panel data for the US franchising industry. We estimate a logit model and use lagged independent variables to address our dichotomous independent variable and potential endogeneity, respectively. Our results support the view that firms signal their quality through FPRs to attract potential business partners and expand their entrepreneurial networks. Beyond the extant literature, we find that rigorous partner qualification is another driver of voluntary information disclosure in franchising. Our findings also provide empirical support for the complementary role played by multiple quality signaling mechanisms used by franchisors and yield public policy implications for franchising. Essay 2: Performance Implications of Organizational Signaling and Screening to Distribution Channels: Evidence from Franchising This study examines the performance consequences of organizational signaling and screening during business to business relationship formation stage. Firms may disclose information to prospective channel partners to signal the profitability of the partnership, attract financial and managerial resources and develop their distribution networks. Also, they may screen low-quality prospective partners and prevent them from joining their channels in order to decrease ex-post transaction costs such as monitoring (to mitigate opportunism), conflict management and contract enforcement. We build a theoretical framework (grounded in agency and transaction cost theories) to hypothesize direct and interactive effects of signaling and screening mechanisms (given a potential double-sided adverse selection problem) on firm performance. We empirically assess the predictions from our theoretical framework through econometric analyses of multi-sector panel data from the U.S. and Canada franchising industry. The results shed light on the direct effects of signaling and screening and demonstrate the interactive and synergistic positive effect of these two mechanisms on the firm performance. This study makes contributions to scholarly literatures on marketing channels, signaling, transaction cost theory, voluntary information disclosure and franchising and has managerial implications for organizations (including sharing economy firms) that need to attract and work with high quality partners to develop their marketing channel and expand their market coverage. Essay 3: Performance Implications of Voluntary Disclosure of Performance Metrics During B2B Contractual Relationship Formation This study attempts to reconcile conflicting views of investors, analysts, regulators and managers on the performance consequences of voluntary disclosure of a firm s performance metrics to prospective channel partners. Voluntary financial and marketing disclosures have been advocated for by investors and public policy makers because such disclosures mitigate the adverse selection problems between the firm and the other stakeholders (e.g., prospective channel partners and investors). Managers are, however somewhat skeptical about the disclosures outcomes because of its cost (i.e., ex-ante costs of collecting, Page 7 of 8

8 processing and disseminating the information, ex-post costs of conflicts and litigations, competitve position and proprietary costs). In the absence of comprehensive regulation, voluntary disclosure documents are subject to significant variation amongst firms, but can also vary over time within an individual firm. Through a detailed content analysis of disclosure documents and scrutiny of the different components that comprise them, we explore the impact of disclosure strategies on stock market performance outcomes. Using disclosure documents of a sample of publicly traded retail chains in the U.S. and their stock market performance, we empirically assess the hypotheses. This study sheds light on the performance consequences of voluntary disclosure of performance metrics and provides a novel context within which to investigate whether and how financial markets look at a firm s disclosure behavior in dealing with its prospective channel partners. Further, it contributes to marketing metrics, B2B relationship formation, voluntary information disclosure and marketing-finance interface literatures. Selected Abstracts for Other Research Projects The relationship between initial and ongoing fees in franchising: A meta-analysis Mechanisms and rationales for revenue sharing have been the subject of many theoretical and empirical studies on contracting. Franchisors typically derive economic profits (for the rights they grant to franchisees) through revenue sharing contracts. Franchising is a popular form of retailing in a wide range of product and service markets, plays a significant role in many developed economies and is a rapidly growing form of retailing in a number of emerging markets therefore it is a suitable context for research on revenue sharing contracts. There is an extensive body of research that examines factors influencing the fee structure of franchise contracts and the relationship between the different components (fixed initial fees and ongoing fees that are typically expressed as a percentage of franchisee revenues) of this fee structure. There are two competing perspectives on the latter one school of thought views the fixed and ongoing fees as being negatively related, since they are considered as twin parts of a mechanism deployed by a franchisor to share risk and extract franchisee profits, ensuring that franchisees just receive a normal profit on their investment; the other school of thought (based on arguments drawn from property rights theory, a combination of signaling, screening and transaction cost theory, brand effects rationales, allocation of channel functions and the implementation of the equity principle, and the existence of positive franchisee rents) posits that the two components are not related or positively related. The divergence in these perspectives calls for a comprehensive empirical examination of the relationship between initial and ongoing fees in franchise contracts. However, to the best of our knowledge, there is no integrative quantitative review or meta-analysis on this topic. In this chapter, we conduct a metaanalysis to aggregate results from empirical studies, synthesize insights from prior research and test our hypotheses. Results from our meta-analysis (based on 26 studies with different samples and a total sample size of 22,676) reveal a small but significant positive correlation between royalty rates and franchise fees. Performance Impact of Distribution Expansion: A Review and Research Agenda The emergence of new technologies, shifting consumer needs and growth in competition have made the expansion of distribution a business imperative for many firms. In this chapter, we review the empirical marketing literature on the performance consequences of distribution expansion and offer an agenda for future research. In doing so, we consider two dimensions of distribution expansion increases in the intensity of distribution in extant channels and the addition of a new distribution channel. Further, we organize our review of the literature around three approaches towards measuring organizational performance factual measures of operational performance, perceptual measures of performance and factual, forward-looking measures of firm value. We note some common patterns as well as variations in the distribution expansion firm performance relationship across the dimensions of distribution expansion and types of performance measures. These insights form the basis for our agenda for future research on this increasingly important substantive topic. Page 8 of 8