NATIONAL BUREAU OF ECONOMIC RESEARCH
NATIONAL BUREAU OF ECONOMIC RESEARCH
loading...

Ezra W. Zuckerman Sivan

Massachusetts Institute of Technology

E-Mail: EmailAddress: hidden: you can email any NBER-related person as first underscore last at nber dot org
Institutional Affiliation: Massachusetts Institute of Technology

NBER Working Papers and Publications

May 2018Death of the Salesman, but not the Sales Force: Reputational Entrepreneurship and the Valuation of Scientific Achievement
with Pierre Azoulay, J. Michael Wahlen: w24591
Using citations as a measure of valuation and death as a shock that affects efforts to "sell" scientific work but not the quality of the work itself, we estimate the importance of "reputational entrepreneurship" on the valuation of life scientists' research. Insofar as reputational entrepreneurship is impactful, it is unclear whether the most effective reputational entrepreneurs are those selling their own work ("salesman") or those promoting the work of others (the "sales force"). While the salesman has more incentive to promote her work, the sales force is larger and may be seen as more credible. We find that by commemorating the death of a scientist, the sales force boosts the valuation of the deceased's work relative to what the salesman could have done had she remained alive. This sug...
 
Publications
Activities
Meetings
NBER Videos
Themes
Data
People
About

National Bureau of Economic Research, 1050 Massachusetts Ave., Cambridge, MA 02138; 617-868-3900; email: info@nber.org

Contact Us