Scott Neslin

Dartmouth College - Tuck School of Business

Albert Wesley Frey Professor of Marketing

Hanover, NH 03755

United States

SCHOLARLY PAPERS

25

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13,271

SSRN CITATIONS
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Top 9,411

in Total Papers Citations

32

CROSSREF CITATIONS

89

Scholarly Papers (25)

1.

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

Number of pages: 47 Posted: 06 May 2002
Baohong Sun, Scott Neslin and Kannan Srinivasan
Carnegie Mellon University - David A. Tepper School of Business, Dartmouth College - Tuck School of Business and Carnegie Mellon University
Downloads 2,556 (5,412)
Citation 3

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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
Indeed, Massey University - Dept of Communication, Journalism & Marketing and Dartmouth College - Tuck School of Business
Downloads 1,797 (9,730)
Citation 6

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

3.

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
Indeed, Massey University - Dept of Communication, Journalism & Marketing and Dartmouth College - Tuck School of Business
Downloads 1,648 (11,240)
Citation 6

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mobile apps, app usage, online advertising, dynamic models

4.

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, Dartmouth College - Tuck School of Business, University of Nebraska - Lincoln, 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 940 (26,265)
Citation 7

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

5.

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
Dartmouth College - Tuck School of Business and Texas A&M University - Mays Business School
Downloads 914 (27,388)
Citation 4

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

6.

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
Independent and Dartmouth College - Tuck School of Business
Downloads 799 (33,091)
Citation 8

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

7.

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

Number of pages: 22 Posted: 06 May 2003
Kusum L. Ailawadi, Karen Gedenk and Scott Neslin
Dartmouth College - Tuck School of Business, University of Cologne and Dartmouth College - Tuck School of Business
Downloads 793 (33,404)
Citation 5

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

8.

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

Number of pages: 54 Posted: 11 Apr 2001
Praveen K. Kopalle and Scott Neslin
Dartmouth College - Tuck School of Business and Dartmouth College - Tuck School of Business
Downloads 732 (37,243)
Citation 5

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9.

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, Dartmouth College - Tuck School of Business and University of Bologna - Department of Management
Downloads 664 (42,478)
Citation 4

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Multichannel marketing, field experiment, CRM

10.

In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

Tuck School of Business Working Paper No. 2903548, Columbia Business School Research Paper No. 17-16
Number of pages: 46 Posted: 23 Jan 2017 Last Revised: 05 Apr 2017
Harvard Business School, Dartmouth College - Tuck School of Business, Columbia Business School - Marketing, Electronic Arts, University of Pennsylvania - Marketing Department, Harvard University - Business School (HBS), London Business School, Rotterdam School of Management, Erasmus University Rotterdam, Interdisciplinary Center (IDC) Herzliyah - Adelson School of Entrepreneuship, Duke University, New York University and Kelley School of Business, Indiana University
Downloads 643 (44,384)
Citation 5

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11.

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

Number of pages: 40 Posted: 14 Apr 2003
Dartmouth College - Tuck School of Business, Dartmouth College - Tuck School of Business and Dartmouth College - Tuck School of Business
Downloads 399 (80,432)

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12.

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, Dartmouth College - Tuck School of Business, Pennsylvania State University - Department of Marketing, University of Missouri at Columbia - Department of Marketing and University of Oklahoma - Division of Marketing
Downloads 271 (123,423)

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

13.

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 Dartmouth College - Tuck School of Business
Downloads 268 (124,935)
Citation 1

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social learning, sales rankings, digital advertising, digital marketing

14.

Free Shipping and Product Returns

Tuck School of Business Working Paper No. 2864019, Edlira Shehu; Dominik Papies; Scott Neslin (2020), Free Shipping Promotions and Product Returns, Journal of Marketing Research, https://doi.org/10.1177/0022243720921812.
Number of pages: 86 Posted: 04 Nov 2016 Last Revised: 15 May 2020
Edlira Shehu, Dominik Papies and Scott Neslin
Copenhagen Business School, University of Tuebingen - Faculty of Economics and Social Sciences and Dartmouth College - Tuck School of Business
Downloads 234 (143,308)
Citation 3

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free shipping, product returns, ecommerce, promotions

15.

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 Dartmouth College - Tuck School of Business
Downloads 168 (194,195)
Citation 1

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

16.

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
Dartmouth College - Tuck School of Business, Harvard University - Business School (HBS), Rice University, Comercia Bank and University of North Carolina (UNC) at Chapel Hill - Marketing Area
Downloads 148 (215,999)
Citation 6

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17.

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, Dartmouth College - Tuck School of Business, 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 129 (240,880)

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customer relationship management, direct marketing

18.

The ISMS Durable Goods Datasets

Number of pages: 27 Posted: 14 May 2012
Jian Ni, Scott Neslin and Baohong Sun
Johns Hopkins University - Carey Business School, Dartmouth College - Tuck School of Business and Carnegie Mellon University - David A. Tepper School of Business
Downloads 73 (350,364)
Citation 1

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

19.

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, Dartmouth College - Tuck School of Business and University of Groningen - Department of Marketing & Marketing Research
Downloads 57 (398,071)

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

20.

Refocusing Loyalty Programs in the Era of Big Data: A Societal Lens Paradigm

Stourm, Valeria, Scott Neslin, Eric T. Bradlow, Els Breugelmans, So Yeon Chun, Pedro Gardete, P.K. Kannan, Praveen Kopalle, Young-Hoon Park, David Restrepo Amariles, Raphael Thomadsen, Yuping Liu-Thompkins, Rajkumar Venkatesan (2020) Marketing Letters, published online June 2, 2020.
Number of pages: 16 Posted: 01 Jul 2020 Last Revised: 31 Jul 2020
HEC Paris, Dartmouth College - Tuck School of Business, University of Pennsylvania - Marketing Department, KU Leuven @ Antwerp, INSEAD, Nova School of Business and Economics, University of Maryland - Robert H. Smith School of Business, Dartmouth College - Tuck School of Business, Cornell University - Samuel Curtis Johnson Graduate School of Management, HEC Paris - Tax & Law, Olin School - Washington University in St. Louis, Old Dominion University and University of Virginia - Darden School of Business
Downloads 21 (561,278)

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Loyalty programs; Inequality; Privacy; Sustainability; Big data

21.

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, Dartmouth College - Tuck School of Business and Aalborg University - Faculty of Social Sciences
Downloads 17 (587,028)
Citation 3

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

22.

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 - Carey Business School, Dartmouth College - Tuck School of Business and Cheung Kong Graduate School of Business (New York)

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

23.

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
Dartmouth College - Tuck School of Business, Independent, Dartmouth College - Tuck School of Business, Cheung Kong Graduate School of Business (New York) and University of Pittsburgh

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

24.

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
Mannheim Business School, University of Hamburg, Columbia Business School - Marketing and Dartmouth College - Tuck School of Business

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

25.

A Product-Market-Based Measure of Brand Equity

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

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