Research & Publications

PUBLICATIONS (Books and Monographs)

  • Winer, Russell, S., and Scott A. Neslin (Eds.) 2014, The History of Marketing Science, Hackensack, NJ, World Scientific Publishing Col, Pte. Ltd., and Hanover, MA, now publishers Inc.
  • Coussement, Kristof, Koen W. De Bock, and Scott A. Neslin (Eds.) (2013), Advanced Database Marketing: Innovative Methodologies and Applications for Managing Customer Relationships, Gower Publishing.
  • Blattberg, Robert C., Byung-Do Kim, and Scott A. Neslin (2008), Database Marketing: Analyzing and Managing Customers, New York: Springer Science+Business Media, LLC, International Series in Quantitative Marketing.
  • Neslin, Scott A., (2002) Sales Promotion, Cambridge MA: Marketing Science Institute.
  • Blattberg, Robert C., and Scott A. Neslin (1990) Sales Promotion: Concepts, Methods, and Strategies, Englewood Cliffs, NJ: Prentice-Hall.

PUBLICATIONS (Chapters, Comments, etc.)

  • Van Heerde, Harald J., and Scott A. Neslin, “Sales Promotion Models” (forthcoming), in Handbook of Marketing Decision Models, 2nd Edition (Berend Wierenga, Ed.), New York: Springer.
  • Luo, Anita, Donald R. Lehmann, and Scott A. Neslin (2015), “Co-Managing Brand Equity and Customer Equity”, in Handbook of Research on Customer Equity in Marketing, V. Kumar and Denish Shah (eds.), pp. 363-381, Cheltenham, UK: Edward Elgar Publishing.
  • Neslin, Scott A., (2014), “Customer Relationship Management,” in The History of Marketing Science, Russell S. Winer and Scott A. Neslin (Eds.), pp. 289-318, Hackensack, NJ: World Scientific Publishing Col, Pte. Ltd.
  • Neslin, Scott A., (2013), “Dynamic Customer Optimization Models,” in Kristof Coussement, Koen W. De Bock, and Scott A. Neslin (Eds.), Advanced Database Marketing: Innovative Methodologies and Applications for Managing Customer Relationships, Surrey, England: Gower Publishing.
  • Neslin, Scott A., (2011), “On Estimating Current-Customer Equity Using Company Summary Data: Comment,” Journal of Interactive Marketing, 25 (1), 15-17.
  • Neslin, Scott A., and Harald van Heerde (2009), “Promotion Dynamics,” Foundation and Trends ® in Marketing, Vol. 3: No. 4, pp. 177-268.
  • Van Heerde, Harald J., and Scott A. Neslin, “Sales Promotion Models” (2008), in Handbook of Marketing Decision Models, (Berend Wierenga, Ed.), New York: Springer.
  • 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. (2002), “Sales Promotion,” in Handbook of Marketing, Barton A. Weitz and Robin Wensley (Eds), London: Sage Publications.
  • 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.
  • 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.

PUBLICATIONS (Articles)

  • Montaguti, Elisa, Scott A. Neslin, and Sara Valentini (2015), “Can Marketing Campaigns Produce Multichannel Buying and More Profitable Customers? A Field Experiment,” Marketing Science, 35 (2), 201-217.
  • Pauwels, Koen and Scott A. Neslin (2015), “Building with Bricks and Mortar:  The Revenue Impact of Opening Physical Stores in a Multichannel Environment,” forthcoming Journal of Retailing.
  • Bilgicer, Tolga, Kamel Jedidi, Donald R. Lehmann, and Scott A. Neslin (2015), “Social Influence and Customer Adoption of New Sales Channels,” forthcoming Journal of Retailing.
  • Bilgicer, Tolga, Kamel Jedidi, Donald R. Lehmann, and Scott A. Neslin (2015), “The Long-term Effect of Multichannel Usage on Sales,” Customer Needs and Solutions, 2 (1), 41-56.
  • Neslin, Scott A., Kinshuk Jerath, Anand Bodapati, Eric T. Bradlow, John Deighton, Sonja Gensler, Leonard Lee, Elisa Montaguti, Rahul Telang, Raj Venkatesan, Peter C. Verhoef, and Z. John Zhang (2014), “The Interrelationships between Brand and Channel Choice,” Marketing Letters, 25 (3), 319-330.
  • Dinner, Isaac M., Harald J. van Heerde, and Scott A. Neslin (2014), “Driving Online and Offline Sales: The Cross-channel Effects of Traditional, Online Display, and Paid Search Advertising,” Journal of Marketing Research, 50 (5), 527-545. 
  • Ailawadi, Kusum L., Scott A. Neslin, Gail A. Taylor, and Y. Jackie Luan (2014), “Does Retailer CSR Enhance Behavioral Loyalty? A Case for Benefit Segmentation,” International Journal of Research in Marketing. 30 (2), 156-167.
  • Ailawadi, Kusum L., Karen Gedenk, Tobias Langer, Yu Ma, and Scott A. Neslin (2014), “Consumer Response to Uncertain Promotions: An Empirical Analysis of Conditional Rebates,” International Journal of Research in Marketing, 31 (1), 94-106.
  • Konus, Umut, Peter C. Verhoef, and Scott A. Neslin (2014), “The Effect of Search Channel Elimination on Purchase Incidence, Order Size and Channel Choice,” International Journal of Research in Marketing, 31 (1), 49-64.
  • Neslin, Scott A., Gail Ayala Taylor, Kimberly D. Grantham, and Kimberly R. McNeil (2013), “Overcoming the ‘Recency Trap’ in Customer Relationship Management,” Journal of the Academy of Marketing Science, 41 (3), 320-337.
  • Ni, Jian, Scott A. Neslin, and Baohong Sun (2012), “Database Submission – The ISMS Durable Goods Data Sets,” Marketing Science, 31 (6), 1008-1013.
  • Stahl, Florian, Mark Heitmann, Donald R. Lehmann, and Scott A. Neslin (2012), “The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin,” Journal of Marketing, 76 (4), 44-63. Winner: 2012 Robert D. Buzzell MSI Best Paper Award.
  • Kopalle, Praveen K., Yacheng Sun, Scott A. Neslin, Baohong Sun, and Vanitha Swaminathan (2012), “The Joint Impact of Frequency Reward and Customer Tier Components of Loyalty Programs,”Marketing Science, 31 (2), 216-235.
  • Valentini, Sara, Elisa Montaguti, and Scott A. Neslin (2011), “Decision Process Evolution in Customer Channel Choice,” Journal of Marketing, 75 (6), 72-86.
  • Neslin, Scott A., Thomas P. Novak, Kenneth R. Baker, and Donna L. Hoffman (2009), “An Optimal Contact Model for Maximizing Online Panel Response Rates,” Management Science, 55 (5), 727-737.
  • Blattberg, Robert C., Edward C. Malthouse, and Scott A. Neslin (2009), “Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions,” Journal of Interactive Marketing, 23 (2), 157-168.
  • Neslin, Scott A., and Venkatesh Shankar (2009), “Key Issues in Multichannel Customer Management: Current Knowledge and Future Directions,” Journal of Interactive Marketing, 23 (1), 70-81. Top Cited Paper Award 2007-2011, Journal of Interactive Marketing.
  • 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. Finalist, Paul E. Green Award, Journal of Marketing Research.
  • 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.
  • 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. Finalist, William O’Dell Award, Journal of Marketing Research.
  • 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.
  • Knott, Aaron, Andrew Hayes, and Scott A. Neslin (2002), “Next-Product-to-Buy Models for Cross-Selling Applications,” Journal of Interactive Marketing, 16 (3), 59-75.
  • 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-Winnner, 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.
  • 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, 1994 O’Dell Award. Journal of Marketing Research.
  • 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., 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., 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.
  • 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, Avijit , 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, "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 Research 18 (February 80-86). 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.

Working Papers

  • Chang, Chun-wei, Jonathan Z. Zhang, and Scott A. Neslin (2016), “The Dynamic Impact of Buying “Fit Products” on Customer Learning and Profitability in a Multichannel Setting,” Working Paper, Tuck School of Business, Dartmouth College.
  • Gensler, Sonja, Scott A. Neslin, and Peter C. Verhoef (2016), “The Showrooming Phenomenon: It’s More Than Just about Price,” Working Paper, Tuck School of Business, Dartmouth College.
  • Dinner, Isaac, Harald J. van Heerde, and Scott A. Neslin (2015), “Creating Customer Engagement via Mobile Apps: How App Usage Drives Purchase Behavior,” Working Paper, Tuck School of Business, Dartmouth College.
  • Dover, Yaniv, and Scott A. Neslin (2015), “Amplifying the Impact of Digital Advertising: The Role of Published Sales Rankings,” Working Paper, Tuck School of Business, Dartmouth College.
  • Luan, Y. Jackie, and Scott A. Neslin (2010), “The Development and Impact of Consumer Word of Mouth in New Product Diffusion,” Working Paper, Tuck School of Business, Dartmouth College.
  • Neslin, Scott A., Edward E. Rhoads, and Paul Wolfson (2009), “A Model and Empirical Analysis of Patient Compliance and Persistence in Pharmaceuticals,” Working Paper, Tuck School of Business, Dartmouth College.

SELECTED WORK IN PROGRESS

  • With Edlira Shehu and Dominik Papies, “Free Shipping and Product Returns”
  • With Elisa Montaguti and Sara Valentini, “The Multichannel Deal Prone Consumer”
  • With Kusum Ailawadi and Amir Bhattacharya, “Corporate Social Responsibility: A Field Test”