Scott A. Neslin

ALBERT WESLEY FREY PROFESSOR OF MARKETING

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
CONTACT

Tuck School of Business at Dartmouth
100 Tuck Hall
Hanover, NH 03755
Tel: 603-646-2841
Fax: 603-646-1308
scott.a.neslin@dartmouth.edu