The Science of Selling

PhD in Marketing Science or Consumer Behavior
At Olin, the marketing discipline is distinguished by a demand for innovative ideas, critical thinking and an emphasis on quantitative abilities.
PhD students in marketing typically choose one of the two areas of study: Marketing Science and Consumer Behavior. Some choose to analyze the intersection of the two areas seeking to improve understanding and predict marketing phenomena.
Marketing Science
Marketing Science focuses on the quantitative—economic fundamentals that include microeconomic theory and econometrics. Using this methodology, you examine mathematical modeling of buyer-seller interactions, consumer choices, purchase behavior, resource allocation, components of the marketing mix and new product development.
The methods below help you determine the best way to allocate marketing resources.
- Conduct empirical tests on the implications of these models
- Quantify the effectiveness of different strategies
- Explore the profit implications of using alternative strategies
In Marketing Science, we conduct empirical tests on the implications of these models, quantify the effectiveness of different strategies and explore the profit implications of using alternative strategies. We identify important drivers that should govern strategic decisions and, consequently, the allocation of marketing resources.
Consumer Behavior
Consumer Behavior concentrates on psychology fundamentals and understanding how people make decisions, including cognitive psychology, social psychology and behavioral decision theory. These areas provide a strong foundation as you study and research consumer judgment and decision-making, cognition, culture, emotions, motivation, individual differences, perception and social influence.
Faculty members work on a variety of topics related to judgment and decision-making. Current and recent research topics include biases in judgment and choice, choice assortments, prosocial behavior, financial decision making, branding, intertemporal choice, morality and consumption, preferences for natural products, gift giving and metacognition.
Marketing Faculty and Research
Olin’s marketing faculty pursue research focused on building frameworks and models to understand and evaluate marketing strategies and their impact on customers, consumers and competitors. This research provides decision makers the ability to think beyond current practices and offers answers to significant "what if" questions.
Research papers by faculty members have recently been published in well-respected journals such as:
- Marketing Science
- Journal of Consumer Research
- Journal of Marketing Research
- Journal of Marketing
- Marketing Letters
Read about collaborative research by Marketing faculty and PhD students.

Olin Doctoral Series | PhD Marketing
At WashU Olin, marketing is distinguished by a demand for innovative ideas, critical thinking and a strong emphasis on quantitative abilities.
Center for Analytics and Business Insights
The Center for Analytics and Business Insights is a hub for research and ideas, with opportunities for faculty, students and companies to collaborate.
Read more about CABIConsumer Behavior Curriculum
Marketing Science Curriculum
Full-Time Marketing Faculty Members
Meet the professors who will be your mentors and research collaborators. See more in our faculty directory.


Contact Us
Doctoral Programs
Campus Box 1133-124-05
One Brookings Drive
St. Louis, MO 63130-4899
Office Hours:
Monday–Friday 9:00 a.m. to 5:00 p.m.