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Crisis Centre
Salma Karray

Salma Karray
MSc, PhD

Professor

Associate Dean, Research

Marketing

Faculty of Business and Information Technology

Contact information

Business and Information Technology Building - Room 4032
North Oshawa
2000 Simcoe Street North
Oshawa, ON L1H 7K4

905.721.8668 ext. 2832

salma.karray@uoit.ca
google.scholar.com


Research topics

  • operations research and marketing interface
  • supply chain management
  • retailing and channel management
  • marketing mix effectiveness
  • marketing decision models
  • movie marketing
  • marketing analytics
  • applications of artificial intelligence in business

Background

Dr. Salma Karray is an Associate Professor and Associate Dean, Research at the faculty of Business and Information Technology. She received her Bachelor of Commerce (Honours) from IHEC in Tunisia, and both her MSc and PhD in Business Administration from HEC Montreal in Canada. An expert in quantitative analysis of business strategies with a focus on marketing and supply chain management, Dr. Karray uses advanced optimization and data analytics techniques to help businesses improve their performance and strive in a competitive environment. Her research includes developing advanced mathematical models to determine the best strategies for pricing, promotion, distribution and advertising. She is also researching co-operation strategies, i.e. agreements between companies who may be competing and collaborating simultaneously, and loyalty programs design (reward expiry and redemption policies). Her research also explores the return on investment of marketing decisions for movies such as promotional tie-ins and trailer advertising. Recently, her research has expanded to include artificial intelligence applications to marketing and consumer studies.

Dr. Karray has collaborated with national and international researchers and students from different fields and backgrounds in business, engineering, mathematics and computer science. Her research has been published in leading journals in the field of management science and operations research such as OMEGA, the International Journal of Management Science, the European Journal of Operational Research and the International Journal of Production Economics and in Business such as the Journal of Business Research and the International Journal of Advertising Research.

Dr. Karray has received several awards from the National Sciences and Research Council of Canada (NSERC), the Quebec Funds for Research on Society and Culture (FQRSC), and MITACS to enhance student research opportunities globally. Appointed Adjunct Professor at the University of Waterloo and at Ryerson University, she works with graduate and undergraduate students at these universities and at the University of Ontario Institute of Technology. She has been invited on several occasions to present her research at national and international universities and conferences.

Dr. Karray is an active reviewer for many leading journals in her field and for tri-council funding agencies (SSHRC and NSERC). She is a member of many professional societies including the Institute for Marketing Science, The Institute for Operations Research and the Management Sciences (INFORMS), the American Marketing Association, the Canadian Operational Research society (CORS) and the Production and operations Management Society (POMS).

In the classroom, Dr. Karray teaches her students to develop rigorous marketing strategies that rely on science rather than solely on intuition to improve business outcomes. She teaches marketing strategy, marketing research and marketing channels courses.

Education

  • Doctor of Philosophy (PhD) HEC Montreal, Quebec
  • Master of Science (MSc) HEC Montreal, Quebec, (Honours Roll)
  • Bachelor of Commerce (Honours) Institut des Hautes Etudes Commerciales (IHEC) Carthage, Tunisia

Involvement

  • Peer-reviewed journal publications
    • Pietro De Giovanni, Salma Karray and Guiomar Martín-Herrán (Accepted). Vendor management inventory with consignment contracts and the benefits of cooperative advertising, European Journal of Operational Research.
    • Salma Karray and Simon Pierre Sigué (2018). Offline retailers expanding online to compete with manufacturers: Strategies and channel power. Industrial Marketing Management, 71, 203-214.
    • Salma Karray and Simon Pierre Sigué (2018). Informational and/or transactional websites: Strategic choices in a distribution channel. Electronic Commerce Research and Applications, 27, 11-22.
    • Amirhossein Bazargan, Salma Karray and Saeed Zolfaghari (2018). 'Buy n times, get one free' loyalty cards: Are they profitable for competing firms? A game theoretic analysis, European Journal of Operational Research, 265 (2), 621-630.
    • Salma Karray and Simon Pierre Sigué (2017). Joint advertising of complementary products sold through an independent retailer. International Journal of Production Research, DOI: 10.1080/00207543.2017.1399224.
    • Amirhossein Bazargan, Salma Karray and Saeed Zolfaghari (2017). Modeling reward expiry for loyalty programs in a competitive market. International Journal of Production Economics, 193, 352-364.
    • Salma Karray, Guiomar Martín-Herrán and Georges Zaccour (2017). Assessing the profitability of cooperative advertising programs in competing channels. International Journal of Production Economics, 187, 142–158.
    • Punya Chatterjee, Salma Karray and Simon Pierre Sigué (2017). Cooperative advertising programs: Are accrual constraints necessary? International Journal of Transactions in Operational Research, DOI:10.1111/itor.12431.
    • Salma Karray, Guiomar Martín-Herrán and Simon Pierre Sigué (2017). Cooperative advertising for competing manufacturers: The impact of long-term promotional effects. International Journal of Production Economics, 184, 21-32.
    • Salma Karray and Lidia Debernitz (2017). The effectiveness of movie trailer advertising. International Journal of Advertising, 36(2), 368-392.
    • Salma Karray and Simon Pierre Sigué (2016). Should companies jointly promote their complementary products when they compete in other product categories? European Journal of Operational Research, 255(2), 620-630.
    • Salma Karray and Chirag Surti (2016). Channel coordination with quantity discounts and/or cooperative advertising. International Journal of Production Research, 54(17), 5317-5335.
    • Salma Karray and Simon Pierre Sigué (2015). A game-theoretic model for co-promotions: choosing a complementary versus an independent product ally. Omega, the International Journal of Management Science, 54, 84-100.
    • Salma Karray (2015). Cooperative promotions in the distribution channel. Omega, the International Journal of Management Science, 51, 49-58.
    • Salma Karray and Saman Amin (2015). Cooperative advertising in a supply chain with retail competition. International Journal of Production Research, 53(1), 88-105.
    • Salma Karray (2015). Modeling brand advertising with heterogeneous consumer response; channel implications. Annals of Operations Research, 233(1), 181-199.
    • Salma Karray (2013). Periodicity of pricing and marketing efforts in a distribution channel. European Journal of Operational Research, 228(3), 635-647.
    • Salma Karray (2011). Effectiveness of retail joint promotions under different channel structures. European Journal of Operational Research, 210(3), 745-751.
    • Salma Karray and Guiomar Martín-Herrán (2009). A dynamic model for advertising and pricing competition between national and store brands. European Journal of Operational Research, 193(2), 451-467.
    • Salma Karray and Guiomar Martín-Herrán (2008). Investigating the relationship between advertising and pricing in a channel with private label offering: a theoretic model. Review of Marketing Science, 6, 1.
    • Simon Pierre Sigué and Salma Karray (2007). Price competition during and after promotions. Canadian Journal of Administrative Sciences, 24(2), 80-93.
    • Salma Karray and Georges Zaccour (2007). Effectiveness of coop advertising programs in competitive distribution channels. International Game Theory Review, 9(2), 151-167.
    • Salma Karray and Georges Zaccour (2006). Could co-op advertising be a manufacturer's counterstrategy to store brands? Journal of Business Research, 59(9), 1008-1015.
  • Book chapters and conference papers
    • Salma Karray and Simon-Pierre Sigué (2018). Informational or/and transactional websites: Strategic choices in a distribution channel, AMA winter educator conference.
    • Salma Karray, Kamal Smimou and Bharat L. Sud (2015). Tie-in promotions in the motion picture industry: An empirical study. In: Kubacki K. (eds) Ideas in Marketing: Finding the New and Polishing the Old. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham.
    • Salma Karray and Simon-Pierre Sigué (2014). A game-theoretic model for co-promotions: choosing a complementary versus an independent product ally, Administrative Sciences Association of Canada (ASAC) Conference.
    • Chirag Surti and Salma Karray (2014). Dual coordination in supply chains, Eighteenth International Working Seminars on Production Economics Proceedings.
    • Salma Karray (2013). Modeling brand advertising with heterogeneous consumer response; channel implications, POMS Conference Proceedings, Denver (USA).
    • Lidia Debernitz and Salma Karray (2012). Effect of trailer advertising on the financial performance of the associated movie; an event study, European Marketing Conference.
    • Salma Karray (2009). Joint promotions in channels, Third Workshop on Game Theory in Marketing Conference Proceedings (CD-ROM), Montreal (Canada).
    • Simon-Pierre Sigué and Salma Karray (2006). Pricing and Sales Promotion Dynamic Competition in a Duopoly, Extended Abstract, Administrative Sciences Association of Canada (ASAC) Conference Proceedings.
    • Salma Karray and Georges Zaccour (2005). A differential game of advertising for national and store brands, in Dynamic Games: Theory and Applications, Kluwer Academic Publishers.
  • Selected invited seminars
    • Research seminar series, Group for Research in Decision Analysis (GERAD), Canada, 2016.
    • Production and Operations Management Conference (special session), USA, 2015.
    • American Marketing Association summer Conference (special session), USA, 2014.
    • Marketing seminar series, McMaster University, Canada, 2013.
    • Management sciences seminar series, University of Waterloo, Canada, 2012.
    • Marketing Science Conference (special session), Germany, 2010.
    • Workshop on Game Theory in Marketing Channels, HEC Montreal, Canada, 2009.
    • INFORMS Young Researcher Connection, INFORMS Practice Conference, USA, 2008.
    • International Society in Dynamic Games Workshop, Spain, 2005.
    • Game Theory in Marketing Workshop, HEC Montreal, Canada, 2005.
    • University of Valladolid, Spain, 2005.
    • Marketing Science Doctoral Consortium, The Netherlands, 2004.
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