Name
LO, Desmond (Ho-Fu)
Position and Affiliated Institution
Associate Professor, William T. Cleary Endowed Professor, & Department Chair, Marketing Department, Santa Clara University
Degree
PhD in Business Administration
Education and Academic Employment
| Education: | |
| 2008 | Ph.D., Business Administration, University of Michigan, Ann Arbor |
| 1997 | M.A., Economics, University of California, Santa Barbara |
| 1993 | B.A., Economics, Chinese University of Hong Kong |
| Academic Employment: | |
| 2022-Present | William T. Cleary Endowed Professor, Santa Clara University |
| 2018- | Chair, Marketing Department, Santa Clara University |
| 2017- | Associate Professor of Marketing, Santa Clara University |
| 2008-2017 | Assistant Professor of Marketing, Santa Clara University |
Research Topic
The Role of Effort and Compensation in Business and Management
Fields of Research Interests
Organizational Governance in Distribution Channels; Business Marketing; Salesforce Management; Contracting; Organizational Economics.
Academic Publications
- “Price Delegation and Performance Pay: Evidence from Industrial Sales Force,” Desmond Lo, Wouter Dessein, Mrinal Ghosh, and Francine Lafontaine (2016), Journal of Law, Economics, and Organization, 32(3), 508-544.
- “The Strategic Use of Early Bird Discounts for Dealers,” Desmond Lo and Stephen Salant (2016), Quantitative Marketing and Economics, 14(2), 97-127.
- Contracting to (Dis)incentivize? An Integrative Transaction-cost Approach on How Contracts Govern Specific Investments,” Desmond Lo, Giorgio Zanarone, and Mrinal Ghosh (2022), Strategic Management Journal, 43(8), 1528-1555.
- Coordination and Organization Design: Theory and Micro-Evidence,” Wouter Dessein, Desmond Lo, and Chieko Minami (2022), American Economic Journal: Microeconomics, 14(4), 804-843.
- Managing with Style? Micro-evidence on the Allocation of Managerial Attention,” Desmond Lo, Francisco Brahm, Wouter Dessein, and Chieko Minami (2022), Management Science, 68(11), 8261-8285.
Other Interests, Hobbies, etc.
History, Aviation, Table Tennis, Soccer, Parenting, Cats
Affiliated Academic Organizations
Society for Institutional and Organizational Economics, American Economic Society, European Marketing Academy
Awards
University of Michigan
- Dykstra Award for Excellence in Teaching and Research, Ross School of Business, 2007
- John Olin Center for Law and Economics, Student Fellow, Law School, 2006
Santa Clara University
- Extraordinary Faculty Performance, Leavey School of Business, 2019-2010
- University Faculty Senate Recognition Award, 2014
- Sustainability Research Grant ($25,000), 2016
Ministry of Science and Innovation, Spain
- Research Grant, 2011-13, “The Determinants of Institutional Performance: Organizations, Contracts, and Legal Institutions,” principal investigator, Benito Arruñada, University of Pompeu Fabra
- Research Grant, 2015-17, “Organizational and Institutional Challenges: Innovation and Governance,” principal investigator, Benito Arruñada, University of Pompeu Fabra
Japan Society for the Promotion of Science (JSPS), Japan
- International Fellowship for Research in Japan, July-August 2023, hosted by Hideo Owan, Waseda University
Kobe University, Japan
- Strategic International Collaborative Research Grant, 2022, jointly with Chieko Minami
HP
https://www.scu.edu/business/marketing/faculty/lo/
