Scott Neslin

Tuck School of Business at Dartmouth

Albert Wesley Frey Professor of Marketing

Hanover, NH 03755

United States

SCHOLARLY PAPERS

24

DOWNLOADS
Rank 3,080

SSRN RANKINGS

Top 3,080

in Total Papers Downloads

9,476

CITATIONS
Rank 10,902

SSRN RANKINGS

Top 10,902

in Total Papers Citations

38

Scholarly Papers (24)

1.

Measuring the Impact of Promotions on Brand Switching Under Rational Consumer Behavior

Tuck School of Business Working Paper No. 02-10
Number of pages: 47 Posted: 06 May 2002
Baohong Sun, Scott Neslin and Kannan Srinivasan
Carnegie Mellon University - David A. Tepper School of Business, Tuck School of Business at Dartmouth and Carnegie Mellon University
Downloads 2,234 (3,990)
Citation 3

Abstract:

Sales Promotion, Choice Models, Market Response

2.

Driving Online and Offline Sales: The Cross-Channel Effects of Digital Versus Traditional Advertising

Tuck School of Business Working Paper No. 2012-103
Number of pages: 50 Posted: 07 Nov 2011 Last Revised: 19 Aug 2014
University of North Carolina - Chapel Hill, Massey University - Dept of Communication, Journalism & Marketing and Tuck School of Business at Dartmouth
Downloads 779 (14,060)
Citation 1

Abstract:

advertising elasticity, search advertising, banner advertising, multi-channel, cross effects, bayesian methods, dynamic linear model, return on investment

3.

Putting One-to-One Marketing to Work: Personalization, Customization and Choice

Marketing Letters, 2008
Number of pages: 25 Posted: 14 Apr 2008 Last Revised: 04 Apr 2012
University of Wisconsin - Madison - Department of Marketing, University of Pennsylvania - The Wharton School, New York University (NYU) - Leonard N. Stern School of Business, University of Houston, University of Pennsylvania - Marketing Department, New York University (NYU) - Department of Information, Operations, and Management Sciences, University of Maryland - Department of Marketing, Georgia State University, University of Connecticut School of Business, Tuck School of Business at Dartmouth, City University of New York, CUNY Baruch College, Zicklin School of Business, Guanghua School of Management, University of Houston - C.T. Bauer College of Business, Northwestern University - Integrated Marketing Communications Program and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 734 (23,427)
Citation 9

Abstract:

one-to-one marketing, CRM, customization, choice

4.

Understanding Competition Between Retailers and Manufacturers: An Integrated Analysis of Store Brand and National Brand Deal Usage

Tuck Business School Working Paper No. 03-16
Number of pages: 22 Posted: 06 May 2003
Kusum L. Ailawadi, Karen Gedenk and Scott Neslin
Tuck School of Business at Dartmouth, University of Cologne and Tuck School of Business at Dartmouth
Downloads 703 (25,490)

Abstract:

Store Brands, National Brands, Deal Proneness, Sales Promotion, Retailing

5.

The Development and Impact of Consumer Word of Mouth in New Product Diffusion

Tuck School of Business Working Paper No. 2009-65
Number of pages: 43 Posted: 27 Aug 2009
Y. Jackie Luan and Scott Neslin
Tuck School of Business at Dartmouth and Tuck School of Business at Dartmouth
Downloads 619 (27,092)
Citation 2

Abstract:

word of mouth, learning models, durable goods diffusion, advertising, publicity, video games

6.

The Economic Viability of Frequency Reward Programs in a Strategic Competitive Environment

Tuck School of Business at Dartmouth Working Paper No. 01-02
Number of pages: 54 Posted: 11 Apr 2001
Praveen K. Kopalle and Scott Neslin
Tuck School of Business at Dartmouth and Tuck School of Business at Dartmouth
Downloads 592 (29,736)
Citation 5

Abstract:

7.

Do Marketing Campaigns Produce Multichannel Buying and More Profitable Customers? A Field Experiment

Number of pages: 44 Posted: 06 Sep 2012 Last Revised: 21 Aug 2013
Elisa Montaguti, Scott Neslin and Sara Valentini
University of Bologna - Department of Management, Tuck School of Business at Dartmouth and University of Bologna - Department of Management
Downloads 512 (34,667)

Abstract:

Multichannel marketing, field experiment, CRM

8.

Key Issues in Multichannel Customer Management: Current Knowledge and Future Directions

Journal of Interactive Marketing, Vol. 23, pp. 70-81, 2009, Mays Business School Research Paper
Number of pages: 12 Posted: 17 May 2012
Scott Neslin and Venkatesh Shankar
Tuck School of Business at Dartmouth and Texas A&M University - Mays Business School
Downloads 479 (29,566)
Citation 6

Abstract:

Customer relationship management, Marketing channels, Customer value, Database marketing

9.

Predicting Competitive Response to P&G's Value Pricing Move: Combining Normative and Empirical Analyses

Tuck School of Business Working Paper No. 03-04
Number of pages: 40 Posted: 14 Apr 2003
Tuck School of Business at Dartmouth, Tuck School of Business at Dartmouth and Tuck School of Business at Dartmouth
Downloads 385 (57,601)

Abstract:

10.

Channel Design, Coordination and Performance: Future Research Directions

Marketing Letter, Forthcoming, Tuck School of Business Working Paper No. 2010-80
Number of pages: 16 Posted: 14 May 2010 Last Revised: 18 Jun 2013
affiliation not provided to SSRN, affiliation not provided to SSRN, University of Southern California - Marshall School of Business, Pembroke Consulting, affiliation not provided to SSRN, Tuck School of Business at Dartmouth, Pennsylvania State University - Department of Marketing, University of Missouri at Columbia - Department of Marketing and University of Oklahoma - Division of Marketing
Downloads 243 (93,221)

Abstract:

Channels of distribution, customer relationship management, multiple channels and multi-level effects

11.

Choice Models and Customer Relationship Management

Kamakura, Wagner A., Mela, Carl F., Ansari, Asim, Bodapati, Anand V., Fader, Peter, Iyengar, Raghuram, Naik, Prasad A. , Neslin, Scott, Sun, Baohong, Verhoef, Peter C., Wedel, Michel and Wilcox, Ronald T., Choice Models and Customer Relationship Management (2005). Marketing Letters 16:3/4, 279-291
Number of pages: 13 Posted: 12 Feb 2014
Rice University, Duke University - Fuqua School of Business, Columbia Business School - Marketing, University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department, University of California, Davis, Tuck School of Business at Dartmouth, Carnegie Mellon University - David A. Tepper School of Business, University of Groningen - Department of Marketing & Marketing Research, University of Maryland - Robert H. Smith School of Business, Marketing Department and University of Virginia - Darden School of Business
Downloads 71 (222,458)
Citation 2

Abstract:

customer relationship management, direct marketing

12.

Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models

Kamakura, Wagner A., Neslin, Scott, Gupta, Sunil and Mason, Charlotte, Defection Detection: Measuring And Understanding the Predictive Accuracy Of Customer Churn Models, Journal of Marketing Research, Vol. XLIII (May 2006), 204–211,
Number of pages: 9 Posted: 12 Feb 2014
Tuck School of Business at Dartmouth, Harvard Business School, Rice University, Comercia Bank and University of North Carolina (UNC) at Chapel Hill - Marketing Area
Downloads 69 (206,214)
Citation 7

Abstract:

13.

The ISMS Durable Goods Datasets

Number of pages: 27 Posted: 14 May 2012
Jian Ni, Scott Neslin and Baohong Sun
Johns Hopkins University, Tuck School of Business at Dartmouth and Carnegie Mellon University - David A. Tepper School of Business
Downloads 44 (312,363)

Abstract:

retailer, durable goods, panel data, product adoption, holiday promotion, sales forecasting

14.

Amplifying the Impact of Digital Advertising: The Role of Published Sales Rankings

Tuck School of Business Working Paper No. 2642476
Number of pages: 48 Posted: 13 Aug 2015 Last Revised: 22 Sep 2015
Yaniv Dover and Scott Neslin
Hebrew University of Jerusalem - Jerusalem School of Business Administration and Tuck School of Business at Dartmouth
Downloads 37 (122,342)

Abstract:

social learning, sales rankings, digital advertising, digital marketing

15.

The Effect of Search Channel Elimination on Purchase Incidence, Order Size and Channel Choice

International Journal of Research in Marketing, Vol. 31, Issue 1 (2014), Forthcoming
Number of pages: 58 Posted: 29 Sep 2013
Umut Konus, Scott Neslin and Peter C. Verhoef
University of Amsterdam Business School, Tuck School of Business at Dartmouth and University of Groningen - Department of Marketing & Marketing Research
Downloads 27 (348,872)

Abstract:

multichannel, customer relationship management, Internet, catalog shopping, retailing, panel data analysis

16.

Discrete and Continuous Representations of Unobserved Heterogeneity in Choice Modeling

Marketing Letters 10:3 (1999): 219-232
Number of pages: 15 Posted: 15 Feb 2014
University of Maryland - Robert H. Smith School of Business, Marketing Department, Rice University, University of Wisconsin - Madison - Department of Marketing, ESSEC Business School, Hong Kong University of Science & Technology (HKUST) - Department of Marketing, affiliation not provided to SSRN, Sawtooth Software, University of Michigan, Stephen M. Ross School of Business, Tuck School of Business at Dartmouth and Aalborg University - Faculty of Social Sciences
Downloads 12 (445,526)
Citation 3

Abstract:

Mixing Distributions, Multinomial Logit, Multinomial Probit, Markov-Chain Monte Carlo, Simulated Likelihood

17.

In Pursuit of Enhanced Customer Retention Management

Tuck School of Business Working Paper No. 2903548, Columbia Business School Research Paper No. 17-16
Number of pages: 46 Posted: 23 Jan 2017
Columbia Business School - Marketing, Tuck School of Business at Dartmouth, Columbia Business School - Marketing, Electronic Arts, University of Pennsylvania - Marketing Department, Harvard Business School, London Business School, Tilburg University, Interdisciplinary Center (IDC) Herzliyah - Adelson School of Entrepreneuship, Duke University, New York University and University of Pennsylvania - The Wharton School
Downloads 0 (172,421)

Abstract:

18.

Free Shipping and Product Returns

Tuck School of Business Working Paper No. 2864019
Number of pages: 49 Posted: 04 Nov 2016
Edlira Shehu, Dominik Papies and Scott Neslin
University of Southern Denmank, University of Tuebingen - Faculty of Economics and Social Sciences and Tuck School of Business at Dartmouth
Downloads 0 (339,127)

Abstract:

19.

The Dynamic Impact of Buying 'Fit Products' on Customer Learning and Profitability in Multichannel Settings

Tuck School of Business Working Paper No. 2759679
Number of pages: 51 Posted: 07 Apr 2016
Chun-wei Chang, Jonathan Z. Zhang and Scott Neslin
Governors State University, University of Washington - Michael G. Foster School of Business and Tuck School of Business at Dartmouth
Downloads 0 (252,031)

Abstract:

product fit, customer relationship management, multi-channel shopping, hidden Markov model, learning model

20.

Creating Customer Engagement Via Mobile Apps: How App Usage Drives Purchase Behavior

Tuck School of Business Working Paper No. 2669817
Number of pages: 48 Posted: 07 Oct 2015
University of North Carolina - Chapel Hill, Massey University - Dept of Communication, Journalism & Marketing and Tuck School of Business at Dartmouth
Downloads 0 (40,686)

Abstract:

mobile apps, app usage, online advertising, dynamic models

21.

Database Submission — The ISMS Durable Goods Data Sets

Marketing Science, Vol. 31, No. 6, pp. 1008-1013, 2012, DOI: 10.1287/mksc.1120.0726
Posted: 29 Jan 2013
Jian Ni, Scott Neslin and Baohong Sun
Johns Hopkins University, Tuck School of Business at Dartmouth and Independent

Abstract:

retailer, durable goods, panel data, product adoption, holiday promotion, sales forecasting

22.

The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs

Marketing Science, Vol. 31, No. 2, 2012; pp. 216-235; DOI: 10.1287/mksc.1110.0687, Tuck School of Business Working Paper No. 2013-111
Posted: 24 Oct 2012
Tuck School of Business at Dartmouth, affiliation not provided to SSRN, Tuck School of Business at Dartmouth, Independent and University of Pittsburgh

Abstract:

loyalty program, customer tier programs, frequency reward, database marketing, segmentation

23.

Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin

Journal of Marketing, Vol. 76, No. 4, pp. 44-63
Posted: 12 Oct 2012
University of Mannheim - Department of Business Administration and Marketing, University of Hamburg, Columbia Business School - Marketing and Tuck School of Business at Dartmouth

Abstract:

brand equity, marketing mix, return on marketing, marketing strategy, customer lifetime value

24.

A Product-Market-Based Measure of Brand Equity

Marketing Science Institute Working Paper, Report No. 02-102
Posted: 30 Aug 2002
Tuck School of Business at Dartmouth, Columbia Business School - Marketing and Tuck School of Business at Dartmouth

Abstract: