NATIONAL BUREAU OF ECONOMIC RESEARCH
NATIONAL BUREAU OF ECONOMIC RESEARCH
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Death of the Salesman, But Not the Sales Force: How Interested Promotion Skews Scientific Valuation

Pierre Azoulay, J. Michael Wahlen, Ezra W. Zuckerman Sivan

NBER Working Paper No. 24591
Issued in May 2018, Revised in September 2019

---- Acknowledgments ----

Previously circulated as “Death of the Salesman, but not the Sales Force: Reputational Entrepreneurship and the Valuation of Scientific Achievement.” All authors contributed equally. Azoulay acknowledges the financial support of the National Science Foundation through its SciSIP Program (Award SBE-1735413). The results presented in the article leverage data provided by the Association of American Medical Colleges (“AAMC”). The views expressed herein are those of the authors and do not necessarily reflect the position or policy of the AAMC. The National Institutes of Health partially supports the AAMC Faculty Roster under contract 75N94019C00007, and the authors express their appreciation to Dr. Hershel Alexander (AAMC Director of Data Operations and Services) for his support in providing access to the AAMC Faculty Roster data. We thank Angela Lu, Freda Lynn, Cat Turco, and Arnout van de Rijt, as well as seminar audiences at MIT, Columbia University, University of Pennsylvania, and USC Marshall for useful discussions. The views expressed herein are those of the authors and do not necessarily reflect the views of the National Bureau of Economic Research.

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