Scott Neslin

Albert Wesley Frey Professor of Marketing

About

Scott A. Neslin has been at the Tuck School since completing his PhD in 1978 at the Sloan School of Management, MIT. He has served as a Visiting Scholar at the School of Management, Yale University (1989-90) and the Teradata/Duke CRM Center located at the Fuqua School of Management, Duke University (2002), and the Graduate School of Business, Columbia University (2009-2010).

Professor Neslin's expertise includes database marketing, sales promotion, and marketing mix models. He has researched the application of predictive modeling for cross-selling and identifying customer “churners," evaluated the effectiveness of loyalty programs, and examined the determinants of customer channel migration and "research shopping". He has investigated the impact of promotion on consumer stockpiling, brand loyalty, and consumption, as well as the role of advertising in reinforcing brand loyalty.

He has published several articles on these topics in journals such as Marketing Science, Journal of Marketing Research, Journal of Marketing, and Journal of Interactive Marketing. He is co-author with Professor Robert C. Blattberg of the book, Sales Promotion: Concepts, Methods, and Strategies; co-author with Robert C. Blattberg and Byung-Do Kim of the book Database Marketing: Analyzing and Managing Customers, and author of the monograph Sales Promotion. He is an Associate Editor for Marketing Science, and on the editorial boards of the Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, and Marketing Letters.

Highlights

Books and Publications  //


Learn more

Who You Know and How You Shop  //


New research from Scott Neslin shows how social contagion influences purchasing behavior. Read the article

Prescription for Health and Profits  //


Scott Neslin examines patient compliance and persistence in pharmaceuticals and finds valuable lessons for marketing and public policy. Read more

Contact

E-Mail

Phone

603-646-2841

Degree

  • PhD, Massachusetts Institute of Technology, 1978
  • BS, Cornell University, 1974