Uzma Khan

Associate Professor, Marketing

Contact Info

UzmaKhan

Associate Professor of Marketing

Academic Area:

Marketing

Research Statement

Professor Khan's research interests fall in the area of behavioral judgment and decision-making. She uses psychological and economic principles to explain how consumers form preferences in order to understand and predict their behavior and to recommend successful managerial strategies. Her primary focus is on sequential and inter-temporal decision-making. She studies shopping behavior, self-regulation, and how consumers form perceptions of risk in financial and health domains.

Bio

Uzma Khan is an Associate Professor of Marketing at the Graduate School of Business, Stanford University. Prior to joining Stanford, she served as an Assistant Professor of Marketing at Carnegie Mellon University where she held the Frank and Helen Risch Professorship in Business Chair and taught undergraduate and PhD level courses in Marketing.

Professor Khan received her PhD in Marketing from Yale University in 2005.

Professor Khan has consulted for clients in Airline, Education and High-tech industries. Professor Khan teaches Strategic Services Marketing in the Stanford MBA program. She has published both in leading Marketing and Psychology journals. Her research has won several awards including the prestigious American Marketing Association’s John A. Howard Dissertation award, and the SCP-SHETH Doctoral Dissertation Award. Professor Khan received the Young Scholar Award from Marketing Science Institute in 2011 recognizing her as likely leader of the next generation of marketing academics.

Prof. Khan serves on Editorial Review Boards of Journal of Marketing Research and Journal of Consumer Psychology.

Academic Degrees

PhD in Marketing, Yale University, 2005
MPhil, Yale University, 2005
MA, Yale University, 2005

Academic Appointments

At Stanford University since 2007
Assistant Professor in Marketing, Carnegie Mellon University, 2005-2007

Awards and Honors

Top 10 Reviewers Award, Journal of Consumer Psychology, 2011
Marketing Science Institute’s Young Scholar, 2011
Ormond Family Faculty Scholar 2010-2011, Stanford Graduate School of Business
Hillel Einhorn New Investigator Award (honorable mention), Society of Judgment & Decision Making, 2009
Frank A. and Helen E. Risch Faculty Development Professorship in Business Chair, Carnegie Mellon University, 2006, 2007
John A. Howard/AMA Doctoral Dissertation Award, Yale University, School of Management, 2005
SCP-SHETH Doctoral Dissertation Award (honorable mention), Yale University, School of Management, 2004
WhiteBox Advisors Doctoral Fellow, International Center for Finance, Yale University, School of Management, 2004
AMA Doctoral Consortium Fellow, Yale University, School of Management, 2002
Graduate Fellowship, Yale University, School of Management, 2000
Gold Medal (ranked first in Economic department), University of Peshawar, 1997
Roll of Honor and Faculty Record (ranked first in the Faculty of Arts), University of Peshawar, 1997
Prince of Wales Scholarship, United World College of Atlantic, U.K., 1990

Publications

Journal Articles

The Effect of Self-Control on the Construction of Risk Perceptions

Jayson S. Jia, Uzma Khan, Ab Litt. Management Science. April 17, 2015, Vol. 61, Issue 9, Pages 2259-2280.

Consumer Substitution Decisions: An Integrative Framework

Rebecca W. Hamilton, Zachary G. Arens, Simon J. Blanchard, Gerald Häubl, P. K. Kannan, Uzma Khan, Donald R. Lehmann, Margaret G. Meloy, Neal J. Roese, Manoj Thomas. Marketing Letters. September 2014, Vol. 25, Issue 3, Pages 305-317.

Comparing Apples to Apples or Apples to Oranges: The Role of Mental Representation in Choice Difficulty

Eunice Kim Cho, Uzma Khan, Ravi Dhar. Journal of Marketing Research. August 2013, Vol. 50, Issue 4, Pages 505-516.

Inviting Questions

Uzma Khan, Zakary Tormala. Journal of Consumer Psychology. July 2012, Vol. 22, Issue 3, Pages 408-417.

Making the Price of Indulgence Right

Uzma Khan, Ravi Dhar. Sloan Management Review. March 2011.

When Tradeoffs Matter: The Effect of Choice Construal on Context Effects

Uzma Khan, Meng Zhu, Ajay Kalra. Journal of Marketing Research. February 2011, Vol. 48, Issue 1, Pages 62-71.

Price Framing Effects on Purchase of Hedonic and Utilitarian Bundles

Uzma Khan, Ravi Dhar. Journal of Marketing Research. December 2010, Vol. 47, Issue 6, Pages 1090-1099.

Lusting While Loathing: Parallel Counter-Driving of Wanting and Liking

A. Litt, Uzma Khan, Baba Shiv. Psychological Science. January 2010, Vol. 21, Issue 1, Pages 118-125.

The Shopping Momentum Effect

Ravi Dhar, Joel Huber, Uzma Khan. Journal of Marketing Research. August 2007, Vol. 44, Issue 3, Pages 370-378.

Where There Is a Way, Is There A Will? The Effect of Future Choices on Current Preferences

Uzma Khan, Ravi Dhar. Journal of Experimental Psychology-General. May 2007, Vol. 136, Issue 2, Pages 277-288.

Licensing Effect in Consumer Choice

Uzma Khan, Ravi Dhar. Journal of Marketing Research. May 2006, Vol. 43, Issue 2, Pages 259-266.

A New Look at Constructed Choice Processes

Dale Griffin, Wendy Liu, Uzma Khan. Marketing Letters. December 2005, Vol. 16, Issue 3, Pages 321-333.

Book Chapters

A Behavioral Decision Theory Perspective on Hedonic and Utilitarian Choice

Uzma Khan, Ravi Dhar, Klaus Wertenbroch. Inside Consumption: Frontiers of Research on Consumer Motives, Goals, and Desires. Routledge, 2005, Pages 144-165.

Other Publications

Comparing Apples to Apples or Apples to Oranges: Choice Difficulty in Home Buying

Eunice Kim Cho, Uzma Khan, Ravi Dhar. Keller Center Research Report. September 2013, Vol. 6, Issue 3, Pages 505-516.

Defend Your Research: The More People Want Something, the Less They’ll Like It

Uzma Khan. Harvard Business Review. June 2010.

Giving Consumers License to Enjoy Luxury

Uzma Khan, Ravi Dhar, Svenja Schmidt. Sloan Management Review. April 2010.

Courses Taught

Degree Courses

2015-16

MKTG 554: Branding in the Digital Era

A strong brand is the most valuable and irreplaceable asset for a firm. Apple, Google, Coca Cola, Nike, VISA, McDonalds, and Disney, are a few prominent examples of legendary brands. Many companies recognize that the investment they make in the...

MKTG 642: Behavioral Research in Marketing II: Consumer Behavior

This PhD seminar provides coverage of the major research carried out in consumer research both in marketing and psychology. A vast set of topic will be covered including conscious and non-conscious consumer goals, motivations, emotions, attention...

2014-15

MKTG 249: MSx: Marketing

Every business has two kinds of problems: 1) Not having customers and 2) everything else. Marketing addresses the first problem. With increased access to information and fast-changing technology the role of marketing has broadened significantly....

MKTG 642: Behavioral Research in Marketing II: Consumer Behavior

This PhD seminar provides coverage of the major research carried out in consumer research both in marketing and psychology. A vast set of topics will be covered including conscious and non-conscious consumer goals, motivations, emotions,...

MKTG 695: Directed Research

This course is designed to prepare new marketing PhD students for conducting rigorous, independent research. In this course, the student will work closely with a faculty member in collaborative research activities and will become familiar with...