Publications
- Neslin, Scott A., Thomas P. Novak, Kenneth R. Baker, and Donna L. Hoffman (forthcoming), "An Optimal Contact Model for Maximizing Online Panel Response Rates," Management Science
- Neslin, Scott A. and Harald van Heerde (2009), "Promotion Dynamics," Foundations and Trends® in Marketing: Vol. 3: No 4, pp 177-268
- Neslin, Scott A. and Venkatesh Shankar (2009), "Key Issues in Multichannel Customer Management: Current Knowledge and Future Directions," Journal of Interactive Marketing, 23, 70-81
- Van Heerde, Harald J. and Scott A. Neslin (2008), "Sales Promotion Models" , in Handbook of Marketing Decision Models, (Berend Wierenga, ed.), New York: Springer
- Konus, Umut, Peter C. Verhoef, and Scott A. Neslin (2008), "Multichannel Shopper Segments and Their Covariates," Journal of Retailing, 84 (4), 398-413
- Arora, Neeraj, Xavier Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh Joshi, V. Kumar, Nicholas Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri Syam, Jacquelyn Thomas, and Z. John Zhang (2008), "Putting One-to-One Marketing to Work: Personalization, Customization and Choice," Marketing Letters, 19 (3/4), 305-321
- Ansari, Asim, Carl Mela, and Scott A. Neslin (2008), "Customer Chanel Migration," Journal of Marketing Research, 45 (1), 60-76
- Verhoef, Peter C., Scott A. Neslin, and Björn Vroomen (2007), "Multichannel Customer Management: Understanding the Research-Shopper Phenomenon," International Journal of Research in Marketing, 24 (2), 129-148
- Ailawadi, Kusum, Karen Gedenk, Christian Lutzky, and Scott A. Neslin (2007), "Decomposition of the Sales Impact of Promotion-Induced Stockpiling," Journal of Marketing Research, 44 (3), 450-467
- Gedenk, Karen, Scott A. Neslin, and Kusum L. Ailawadi (2006), "Sales Promotion," in Retailing in the 21st Century, Manfred Krafft and Murali K. Mantrala (eds), Berlin: Springer
- Neslin, Scott A., Dhruv Grewal, Robert Leghorn, Venkatesh Shankar, Marije L. Teerling, Jacquelyn S. Thomas, and Peter C. Verhoef (2006), "Challenges and Opportunities in Multichannel Customer Management," Journal of Service Marketing, 9 (2), 95-112
- Neslin, Scott A., Sunil Gupta, Wagner Kamakura, Junxiang Lu, and Charlotte H. Mason (2006), "Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models," Journal of Marketing Research, 43 (2), 204-211
- Kamakura, Wagner, Asim Ansari, Anand Bodapati, Pete Fader, Raghuram Iyengar, Prasad Naik, Scott Neslin, Baohong Sun, Peter C. Verhoef, Michel Wedel, and Ron Wilcox (2005), "Choice Models and Customer Relationship Management," Marketing Letters, 16 (3/4), 279-291.
- Taylor, Gail Ayala and Scott A. Neslin (2005), "The Current and Future Sales Impact of a Retail Frequency Reward Program," Journal of Retailing, 81 (4), 293-305
- Ailawadi, Kusum, Praveen K. Kopalle, and Scott A. Neslin (2005),
"Predicting Competitive Response to a Major Policy Change: Combining
Game Theoretic and Empirical Analyses," Marketing Science, 24 (1), 12-24
Winner, John D.C. Little Best Paper Award
- Macé, Sandrine and Scott A. Neslin (2004), "The Determinants
of Pre- and Post-Promotion Dips in Sales of Frequently Purchased Goods,"
Journal of Marketing Research, 41 (3) 339-350
- Ailawadi, Kusum, Donald R. Lehmann, and Scott A. Neslin (2003), "Revenue
Premium as an Outcome Measure of Brand Equity," Journal of Marketing,
67 (4) 1-17
Winner, Harold F. Maynard Award, Journal of Marketing
- Kopalle, Praveen K. and Scott A. Neslin (2003), "The Economic Viability
of Frequency Reward Programs in a Strategic Competitive Environment,"
Review of Marketing Science, Volume 1
- Baohong Sun, Scott A. Neslin, and Kannan Srinivasan (2003), "Measuring
the Impact of Promotions on Brand Switching When Consumers Are Forward-Looking,"
Journal of Marketing Research, 40 (4) 389-405
- Neslin, Scott A. (2002), "Sales Promotion," in Handbook of Marketing,
edited by Barton A. Weitz and Robin Wensley, London: Sage Publications
- Knott, Aaron, Andrew Hayes, and Scott A. Neslin (2002), "Next-Product-to-Buy
Models for Cross-Selling Applications," forthcoming Journal of Interactive
Marketing
- Ailawadi, Kusum L., Donald R. Lehmann, and Scott A. Neslin (2001),
"Market Response to a Major Policy Change in the Marketing Mix: Learning
from Procter & Gamble's Value Pricing Strategy", Journal of
Marketing, 65 (1) 44-61
- Ailawadi, Kusum L., Scott A. Neslin, and Karen Gedenk (2001), "Pursuing
the Value-Conscious Consumer: Store Brands Versus National Brand Promotions,"
Journal of Marketing, 65 (1) 71-89
- Gedenk, Karen and Scott A. Neslin (2000), "Die Wirkung von Preis-
und Nicht-Preis-Promotions auf die Markenloyalität" (The Effect
of Price and Non-Price Promotions on Brand Loyalty), Schmalenbachs
Zeitschrift für betriebswirtschaftliche Forschung (Schmalenback
Business Review), 52 (June) 370-392
- Gedenk, Karen and Scott A. Neslin (1999), "The Role of Retail Promotion
in Determining Future Brand Loyalty: Its Effect on Purchase Event Feedback,"
Journal of Retailing 75 (4) 433-459
Co-Winner, Davidson Best Paper Award, Journal of Retailling
- Ailawadi, Kusum, Karen Gedenk, and Scott A. Neslin (1999), "Heterogeneity
and Purchase Event Feedback in Choice Models: An Empirical Analysis
with Implications for Model Building," International Journal of
Research in Marketing 16, 177-198
- Wedel, Michel, Wagner Kamakura, Neeraj Arora, Albert Bemmaor, Jeongwen
Chiang, Terry Elrod, Rich Johnson, Peter Lenk, Scott A. Neslin and Carsten
Stig Poulsen (1999), "Discrete and Continuous Representations of Unobserved
Heterogeneity in Choice Modeling," Marketing Letters, 10 (August)
219-232
- Ailawadi, Kusum and Scott A. Neslin (1998), "The Effect of Promotion
on Consumption: Buying More and Consuming It Faster,"
Journal of Marketing Research, 35 (August) 390-398
Finalist for the 2003 O'Dell Award
- Narasimhan, Chakravarthi, Scott A. Neslin and Subrata K. Sen (1996),
"Promotional Elasticities and Category Characteristics,"
Journal of Marketing, 60 (April) 17-30
- Neslin, Scott A. and Linda Schneider Stone (1996), "Consumer Inventory
Sensitivity and the Postpromotion Dip," Marketing Letters,
7 (January), 77-94
Translated into French, adapted and published in Décisions
Marketing, 12 (September-December), 31-38
- Neslin, Scott A., Stephen Powell and Linda Schneider Stone (1995),
"The Effects of Retailer and Consumer Response on Optimal Advertising
and Trade Promotion Strategies," Management Science, 41 (May)
749-766
- Neslin, Scott A., Greg Allenby, Andrew Ehrenberg, Steve Hoch, Gilles
Laurent, Robert Leone, John Little, Leonard Lodish, Robert Shoemaker,
and Dick Wittick (1994), "A Research Agenda for Making Scanner Data
More Useful to Managers," Marketing Letters, 5 (October) 395-412
- Deighton, John, Caroline Henderson and Scott A. Neslin (1994), "The
Effects of Advertising on Brand Switching and Repeat Purchasing," Journal
of Marketing Research, 31 (February) 28-43
- LeBoutillier, John, Susanna Shore LeBoutillier and Scott A. Neslin
(1994), "A Replication and Extension of the Dickson and Sawyer Price
Awareness Study," Marketing Letters, 5 (January) 31-42
- Blattberg, Robert C. and Scott A. Neslin (1993), "Sales Promotion
Models," in Jehoshua Eliashberg and Gary Lilien (eds.) Handbooks
in Operations Research and Management Science: Marketing Models,
Amsterdam: North-Holland 553-609
Translated along with the entire volume and published in Japanese
- Neslin, Scott A. (1990), "A Market Response Model for Coupon
Promotions," Marketing Science, 9 (Spring), 125-145
- Blattberg, Robert C. and Scott A. Neslin (1989), "Sales Promotion:
The Long and the Short of It," Marketing Letters, 1 (1),
81-97
- Neslin, Scott A. and Robert W. Shoemaker (1989), "An Alternative
Explanation for Lower Repeat Rates Following Promotion Purchases,"
Journal of Marketing Research, 26 (May), 205-213
Finalist for the 1994 O'Dell Award
- Dhebar, Anirudh, Scott A. Neslin and John A. Quelch (1987), "Developing
Models for Retailer Sales Promotions: An Application to Automobile Dealerships,"
Journal of Retailing, 63 (Winter), 333-364
- Quelch, John A, Scott A. Neslin and Lois B. Olson (1987), "Opportunities
and Risks of Durable Goods Promotion," Sloan Management Review,
28 (Winter), 27-38
- Neslin, Scott A. and Darral G. Clarke (1987), "Relating the Brand
Use Profile of Coupon Redeemers to Brand and Coupon Characteristics,"
Journal of Advertising Research, 27 (February/March,) 23-32
- Neslin, Scott A. and Leonard Greenhalgh (1986), "The Ability of
Nash's Theory of Cooperative Games to Predict the Outcomes of Buyer-Seller
Negotiations: A Dyad-Level Test," Management Science,
32 (April), 480-498
- Mogielnicki, R. Peter, Scott A. Neslin, Dominic Balestra, John R. Corson,
Jennie Dulac, and Edward Gillie (1986), "Tailored Media Can Enhance
the Success of Smoking Cessation Clinics," Journal of Behavioural
Medicine, 9 (2), 141-161
- Neslin, Scott A., Caroline Henderson, and John Quelch (1985), "Consumer
Promotions and the Acceleration of Product Purchases," Marketing
Science, 4 (Spring) 147-165
Translated into French and published in Recherche et Applications
en Marketing (1987) 2 (1), 17-42
- Greenhalgh, Leonard, Scott A. Neslin, and Roderick Gilkey (1985), "The
Effects of Preferences, Situational Power, and Personality on the Outcomes
of Buyer-Seller Negotiations," Academy of Management Journal,
28 (March), 9-33
- Ghosh, Avijit, Scott A. Neslin, and Robert W. Shoemaker (1984), "A
Comparison of Market Share Models and Estimation Procedures," Journal
of Marketing Research, 21 (May), 202-210
- Greenhalgh, Leonard and Scott A. Neslin (1983), "Determining
Outcomes of Negotiations: An Empirical Assessment," in Max H. Bazerman
and Roy J. Lewicki (eds.) Negotiating in Organizations, Beverly
Hills, California: Sage Publications, Inc. 114-134
- Neslin, Scott A. and Robert W. Shoemaker (1983), "A Model for
Evaluating the Profitability of Coupon Promotions," Marketing
Science, 2 (Fall), 361-388
- Greenhalgh, Leonard and Scott A. Neslin (1983), "Nash's Theory
of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller
Negotiations: An Experiment in Media Purchasing," Journal of
Marketing Research, 20 (November), 368-79
- Neslin, Scott A. (1983), "Designing New Outpatient Health Services:
Linking Service Features to Subjective Consumer Perceptions," Journal
of Health Care Marketing, 3 (Summer), 8-21
- Assmus, Gert and Scott A.. Neslin (1983), "Consumer Response to
Optimistic and Pessimistic Estimates of Product Performance," Journal
of Advertising Research, 23 (June/July), 53-58
- Neslin, Scott A and Gert Assmus (1983), "Consumer Response to
Information That Presents a Range of Possible Performance Levels for
a New Product: The Case of Solar Water Heaters," Journal of
Consumer Affairs, 17 (Summer) 81-106
- Neslin, Scott A. and Robert W. Shoemaker (1983), "Using a Natural
Experiment to Estimate Price Elasticity: The 1974 Sugar Shortage and
the Ready-to-Eat Cereal Market," Journal of Marketing,
47 (Winter), 44-57
- Ghosh, Aviji , Scott A. Neslin and Robert W. Shoemaker (1983), "Are
There Associations Between Price Elasticity and Brand Characteristics?"
Educators Proceedings Chicago: American Marketing Association,
226-230
- Greenhalgh, Leonard and Scott A. Neslin (1982),"The Value of
Conjoint Analysis in Enhancing Experiential Learning," Proceedings:
Developments in Business Simulation and Experiential Exercises,
Vol. 9, (David J. Fritzsche and Lee A. Graf, eds.) Association for Business
Simulation and Experiential Learning (ABSEL), 1-4
Winner of the Best Innovative Experiential Paper award
at the 1982 ABSEL Conference held in Phoenix, Arizona. The paper
was published in the Journal of Experiential Learning and Simulation
(1982), 3-4, 173-179
- Greenhalgh, Leonard and Scott A. Neslin (1982), "The Use of Simulation
to Test Theories of Bargaining in a Business Context," Proceedings:
Developments in Business Simulation and Experiential Exercises,
Vol. 9, (David J. Fritzche and Lee A. Graf, eds.), Association for Business
Simulation and Experiential Learning (ABSEL) 12-15
- Neslin, Scott A. (1981), "Linking Product Features to Perceptions:
Self-Stated Versus Statistically Revealed Importance Weights,"
Journal of Marketing Researc, 18 (February 80-86).
The above-mentioned article was selected for inclusion in the Marketing
Abstracts section of the Journal of Marketing, Fall 1981
(Vol. 45, No. 4)
- Greenhalgh, Leonard and Scott A. Neslin (1981), "Conjoint Analysis
of Negotiator Preferences," Journal of Conflict Resolution
Vol. 25, No. 2 (June) 301-27
- Neslin, Scott A. and Robert W. Shoemaker (1981), "A Framework
for Evaluating the Profitability of Coupon Promotions," in Kenneth
Bernhardt et al (eds.) The Changing Marketing Environment: New Theories
and Applications, Series No. 47, Chicago: American Marketing Association,
313-316
- Neslin, Scott A. (1978,) "Linking Features to Perceptions: Applications
of Graded Paired Comparisons," in Subash Jain (ed.) Research
Frontiers in Marketing: Dialogue and Directions, Series No. 43,
Chicago: American Marketing Association, 6-11
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