ÖNCÜLER Ayse

Ayse Öncüler is a Professor of Marketing at ESSEC. She received her Masters and PhD from the Wharton School, University of Pennsylvania. She served as the academic director of the Executive MBA programme, Phd coordinator for the marketing track and the department chair. Her academic research focuses on decision-making under uncertainty, covering a variety of applications from managerial investments to consumer behavior. Her work has been published in leading academic journals such as Management Science, Journal of Behavioral Decision-Making, Journal of Risk and Uncertainty and Journal of Economic Psychology and has been reviewed in media outlets such as the Financial Times and CFO Europe. Ayse teaches managerial decision-making and negotiations modules in the Executive Education and MBA programs, as well as in company-specific workshops. She has done consulting and teaching for companies from various sectors, including manufacturing, pharmaceuticals, hotel management, aerospace, energy, public sector, banking and financial services.   

• 2000 : Ph.D. in Decision Sciences (Wharton School, United States of America)
• 2000 : Ph.D. in Decision Sciences (Wharton School, United States of America)
• 1997 : M.A. in Managerial Science and Applied Economics (Wharton School, United States of America)
• 1997 : M.A. in Managerial Science and Applied Economics (Wharton School, United States of America)
• 1993 : B.A. in Economics (Honors) (Bogazici University, Turkey)
• 1993 : B.A. in Economics (Honors) (Bogazici University, Turkey)

Full-time academic appointments

• 2010 - Present : Professor (ESSEC Business School, France)
• 2010 - Present : Professor (ESSEC Business School, France)
• 2008 - 2010 : Associate Professor (ESSEC Business School, France)
• 2008 - 2010 : Associate Professor (ESSEC Business School, France)

Other Academic Appointments

• 1998 - 2008 : Assistant Professor of Decision Sciences (INSEAD, France)
• 1998 - 2008 : Assistant Professor of Decision Sciences (INSEAD, France)
• 2020 - 2025 : Department head Marketing (ESSEC Business School, France)
• 2020 - 2025 : Department head Marketing (ESSEC Business School, France)
• 2016 - 2020 : PhD Programme Coordinator,Marketing department (ESSEC Business School, France)
• 2016 - 2020 : PhD Programme Coordinator,Marketing department (ESSEC Business School, France)
• 2013 - 2015 : Academic Director, ESSEC-Mannheim Executive MBA Programme (ESSEC Business School, France)
• 2013 - 2015 : Academic Director, ESSEC-Mannheim Executive MBA Programme (ESSEC Business School, France)
• 2009 - 2013 : PhD Programme Coordinator, Marketing department (ESSEC Business School, France)
• 2009 - 2013 : PhD Programme Coordinator, Marketing department (ESSEC Business School, France)

• DUHAYLONGSOD, J.B., PAPIER, F. and ÖNCÜLER, A. (2023). Reference-Dependent Preferences in Flat Penalty Service-Level Contracts. Journal of Operations Management, In press.
• ABDELLAOUI, M., DIECIDUE, E., KEMEL, E. and ÖNCÜLER, A. (2022). Temporal Risk: Utility vs. Probability Weighting. Management Science, In press.
• LIU, Y., HEATH, T. and ÖNCÜLER, A. (2020). The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal. Management Science, 66(8), pp. 3754–3770.
• FERECATU, A. and ÖNCÜLER, A. (2016). Heterogeneous Risk and Time Preferences. Journal of Risk and Uncertainty, 53(1), pp. 1-28.
• LIU, Y. and ÖNCÜLER, A. (2015). Ambiguity Attitudes Over Time. Journal of Behavioral Decision Making, 30(1), pp. 80-88.
• ONAY, S., LA-ORNUAL, D. and ÖNCÜLER, A. (2013). The Effect of Temporal Distance on Attitudes Toward Imprecise Probabilities and Imprecise Outcomes. Journal of Behavioral Decision Making, 26(4), pp. 362-374.
• ABDELLAOUI, M., DIECIDUE, E. and ÖNCÜLER, A. (2011). Risk Preferences at Different Time Periods: An Experimental Investigation. Management Science, 57(5), pp. 975-987.
• SAYMAN, S. and ÖNCÜLER, A. (2009). An Investigation of Time Inconsistency. Management Science, 55(3), pp. 470-482.
• ÖNCÜLER, A. and ONAY, S. (2009). How Do We Evaluate Future Gambles? Experimental Evidence on Path Dependency in Risky Intertemporal Choice. Journal of Behavioral Decision Making, 22(3), pp. 280-300.
• ÖNÇÜLER, A. and ONAY, S. (2007). Intemporal choice under timing risk: An Experimental Approach. Journal of Risk and Uncertainty, 34(2), pp. 99-121.
• SAYMAN, S. and ÖNÇÜLER, A. (2005). Effects of study design characteristics on the WTA–WTP disparity: A meta analytical framework. Journal of Economic Psychology, 26(2), pp. 289-312.
• ÖNÇÜLER, A. and CROSON, R. (2005). Rent-Seeking for a Risky Rent: A Model and Experimental Investigation. Journal of Theoretical Politics, 17(4), pp. 403-429.
• LOCH, C., HUBERMAN, B. and ÖNÇÜLER, A. (2004). Status as a Valued Resource. Social Psychology Quarterly, 67, pp. 103-114.
• KUNREUTHER, H., ÖNÇÜLER, A. and SLOVIC, P. (1998). Time Insensitivity for Protective Investments. Journal of Risk and Uncertainty, 16(3), pp. 279-299.

• ÖNCÜLER, A. (2018). Complexité des conflits territoriaux : des oppositions binaires à l’acceptation des paradoxes de tout simplisme. In: Complexité et organisations : faire face aux défis de demain. 1st ed. Eyrolles, pp. 173-186.
• ÖNCÜLER, A. (2010). How Do We Manage An Uncertain Future? Ambiguity Today Is Not Ambiguity. In: The Irrational Economist: Making Decisions in a Dangerous World. 1st ed. Public Affairs Books, pp. 107-115.
• ÖNCÜLER, A. (2009). Limiter la myopie des managers. In: Le leadership responsable. Un allié sûr contre la crise. 1st ed. Gualino. Lextenso éditions, pp. 141-148.
• ÖNÇÜLER, A. (2001). A Behavioral Perspective of Risk Mitigation Investment. In: Mitigation and Financing of Seismic Risks. 1st ed. Dordrecht: Kluwer Academic Publishers, pp. 101-127.

• SAYMAN, S. and ÖNCÜLER, A. (2020). Reward Choices in Multi-Level Loyalty Programs. In: Association for Consumer Research. Paris: Advances in Consumer Research, pp. 112-114.
• ÖNÇÜLER, A. (2006). Discounting Behavior with Short Front-End Delays. In: IAREP-SABE. Paris: International Association for Research in Economic Psychology (IAREP).
• ÖNÇÜLER, A. (2002). Turkish Homeowners' Willingness-to-Pay for Earthquake Mitigation Measures. In: IIASA. Laxenburg: International Institute for Applied Systems Analysis (IIASA).

• PAPIER, F., DUHAYLONGSOD, J.B. and ONCULER, A. (2021). The Impact of Incentives on Consensus Forecasting in Sales and Operations Planning has been accepted. In: 2021 Manufacturing and Service Operations Management Conference. Virtual.
• ÖNCÜLER, A., ABDELLAOUI, M., DIECIDUE, E. and KEMEL, E. (2020). Temporal Risk Resolution: Utility Versus Probability Weighting Approaches. In: INFORMS 2020 Virtual Annual Meeting.
• ÖNCÜLER, A. (2020). Reward Choice in Multi-Level Loyalty Programs. In: 2020 Association for Consumer Research (ACR) Conference.
• TALEBI, A., PROKOPEC, S. and ÖNCÜLER, A. (2019). Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in decision-making. In: 2019 ISMS Marketing Science Conference.
• LIU, Y., ÖNCÜLER, A. and HEATH, T.B. (2019). The Future Ambiguity Effect. In: 2019 INFORMS Advances in Decision Analysis.
• LIU, Y., HEATH, T.B. and ÖNCÜLER, A. (2019). The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal. In: 2019 Subjective Probability, Utility, and Decision Making (SPUDM).
• TALEBI, A., PROKOPEC, S. and ÖNCÜLER, A. (2019). Delaying the Resolution of Uncertainty: The Role of Discomfort and Excitement in Decision-making. In: 48th European Marketing Academy Conference (EMAC).
• TALEBI, A., PROKOPEC, S. and ÖNCÜLER, A. (2018). Pain of Loss: How Losing in a Promotional Competition Influences Consumer Attitude. In: Association for Consumer Research (ACR) North Advances 2018.
• ÖNCÜLER, A. and LIU, Y. (2016). When Two Negatives Make an Intertemporal Choice Positive. In: 7th International Conference French Experimental Economics Association (ASFEE).
• LIU, Y. and ÖNCÜLER, A. (2013). Ambiguity Attitudes Over Time. In: 35th ISMS Marketing Science Conference.
• LIU, Y. and ÖNCÜLER, A. (2013). Ambiguity Attitudes Over Time. In: 24th Subjective Probability, Utility, and Decision Making Conference.
• LIU, Y. and ÖNCÜLER, A. (2012). Ambiguity Attitudes Over Time. In: 11th TIBER Symposium on Psychology and Economics.
• LIU, Y. and ÖNCÜLER, A. (2012). Ambiguity Attitudes Over Time. In: Economic Science Association European Conference 2012.
• FERECATU, A. and ÖNCÜLER, A. (2012). Individual Differences in Risk and Time Preferences. In: 2012 INFORMS Marketing Science Conference.

• ÖNCÜLER, A. (2012). How Time Affects Our Decisions About Risk. ESSEC Knowledge.
• ÖNÇÜLER, A. (2004). Strategies for Weathering the Corporate Storm. Financial Times.