Scott Neslin
#166,360
Most Influential Person Now
American economists
Scott Neslin's AcademicInfluence.com Rankings
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Economics
Scott Neslin's Degrees
- PhD Economics University of Chicago
- Bachelors Economics University of California, Berkeley
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Why Is Scott Neslin Influential?
(Suggest an Edit or Addition)According to Wikipedia, Scott Neslin is an American economist, currently the Albert Wesley Frey Professor at Tuck School of Business, Dartmouth College.
Scott Neslin's Published Works
Number of citations in a given year to any of this author's works
Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author
Published Works
- Pursuing the Value-Conscious Consumer: Store Brands versus National Brand Promotions (2001) (1020)
- Challenges and Opportunities in Multichannel Customer Management (2006) (992)
- Revenue Premium as an Outcome Measure of Brand Equity (2003) (986)
- Sales Promotion: Concepts, Methods, and Strategies (1990) (865)
- Multichannel customer management: Understanding the research-shopper phenomenon (2007) (865)
- Customer Channel Migration (2008) (595)
- Key Issues in Multichannel Customer Management: Current Knowledge and Future Directions (2009) (557)
- Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn Models (2006) (527)
- Multichannel Shopper Segments and Their Covariates (2008) (523)
- Consumer Promotions and the Acceleration of Product Purchases (1985) (414)
- Putting one-to-one marketing to work: Personalization, customization, and choice (2008) (370)
- The Effect of Promotion on Consumption: Buying More and Consuming it Faster (1998) (355)
- Promotional Elasticities and Category Characteristics (1996) (349)
- The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin (2012) (311)
- Database Marketing: Analyzing and Managing Customers (2008) (304)
- The Effects of Advertising on Brand Switching and Repeat Purchasing (1994) (284)
- The Current and Future Sales Impact of a Retail Frequency Reward Program (2005) (264)
- Building with Bricks and Mortar: The Revenue Impact of Opening Physical Stores (2015) (244)
- Driving Online and Offline Sales: The Cross-Channel Effects of Traditional, Online Display, and Paid Search Advertising (2013) (227)
- The role of retail promotion in determining future brand loyalty: its effect on purchase event feedback (1999) (219)
- Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble's Value Pricing Strategy (2001) (210)
- The Showrooming Phenomenon: It's More than Just about Price (2017) (196)
- Sales Promotion (2002) (189)
- Measuring the Impact of Promotions on Brand Switching When Consumers Are Forward Looking (2003) (186)
- Sales promotion: The long and the short of it (1989) (180)
- An Alternative Explanation for Lower Repeat Rates after Promotion Purchases (1989) (178)
- Choice Models and Customer Relationship Management (2005) (178)
- Does retailer CSR enhance behavioral loyalty? A case for benefit segmentation (2014) (174)
- Next-product-to-buy models for cross-selling applications (2002) (172)
- Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions (2009) (171)
- Decision Process Evolution in Customer Channel Choice (2011) (147)
- A Market Response Model for Coupon Promotions (1990) (141)
- The Determinants of Pre- and Postpromotion Dips in Sales of Frequently Purchased Goods (2004) (139)
- The Economic Viability of Frequency Reward Programs in a Strategic Competitive Environment (2001) (136)
- The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs (2012) (132)
- Discrete and Continuous Representations of Unobserved Heterogeneity in Choice Modeling (1999) (123)
- A Comparison of Market Share Models and Estimation Procedures (1984) (122)
- Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing (1983) (121)
- The Effects Of Negotiator Preferences, Situational Power, And Negotiator Personality On Outcomes Of Business Negotiations (1985) (121)
- Decomposition of the Sales Impact of Promotion-Induced Stockpiling (2007) (118)
- Heterogeneity and purchase event feedback in choice models: An empirical analysis with implications for model building (1999) (113)
- Linking Product Features to Perceptions: Self-Stated versus Statistically Revealed Importance Weights (1981) (105)
- A Model for Evaluating the Profitability of Coupon Promotions (1983) (102)
- Sales Promotion Models (2008) (100)
- The interrelationships between brand and channel choice (2014) (100)
- In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions (2017) (91)
- The effects of retailer and consumer response on optimal manufacturer advertising and trade promotion strategies (1995) (84)
- The Effect of Search Channel Elimination on Purchase Incidence, Order Size and Channel Choice (2013) (70)
- Consumer inventory sensitivity and the postpromotion dip (1996) (70)
- Social Contagion and Customer Adoption of New Sales Channels (2015) (69)
- A replication and extension of the Dickson and Sawyer price-awareness study (1994) (69)
- Predicting Competitive Response to a Major Policy Change: Combining Game-Theoretic and Empirical Analyses (2005) (62)
- Engaging the unengaged customer: The value of a retailer mobile app (2019) (62)
- Can Marketing Campaigns Induce Multichannel Buying and More Profitable Customers? A Field Experiment (2016) (60)
- Consumer response to uncertain promotions: : An empirical analysis of conditional rebates (2014) (49)
- Measuring the Impact of Promotions on Brand Switching Under Rational Consumer Behavior (2002) (48)
- Channel design, coordination, and performance: Future research directions (2009) (48)
- Overcoming the “recency trap” in customer relationship management (2013) (45)
- Using a Natural Experiment to Estimate Price Elasticity: The 1974 Sugar Shortage and the Ready-to-Eat Cereal Market (1983) (43)
- Defection Detection : Improving Predictive Accuracy of Customer Churn Models (2004) (37)
- Driving Online and Offline Sales: The Cross-Channel Effects of Digital Versus Traditional Advertising (2011) (33)
- The past, present, and future of brand research (2020) (31)
- Creating Customer Engagement Via Mobile Apps: How App Usage Drives Purchase Behavior (2015) (31)
- Identifying omnichannel deal prone segments, their antecedents, and their consequences (2020) (28)
- The Ability of Nash's Theory of Cooperative Games to Predict the Outcomes of Buyer-Seller Negotiations: A Dyad-Level Test (1986) (27)
- A product-market-based measure of brand equity (2002) (27)
- Why Database Marketing (2008) (27)
- Multichannel Customer Management (2008) (26)
- The History of Marketing Science (2014) (26)
- An Optimal Contact Model for Maximizing Online Panel Response Rates (2009) (25)
- Database Submission - The ISMS Durable Goods Data Sets (2012) (24)
- A research agenda for making scanner data more useful to managers (1994) (24)
- The Development and Impact of Consumer Word of Mouth in New Product Diffusion (2009) (21)
- Conjoint Analysis of Negotiator Preferences (1981) (21)
- Free Shipping Promotions and Product Returns (2020) (21)
- Designing new outpatient health services: linking service features to subjective consumer perceptions. (1983) (20)
- Opportunities and Risks of Durable Goods Promotion (1987) (19)
- Advanced Database Marketing: Innovative Methodologies and Applications for Managing Customer Relationships (2013) (19)
- The omnichannel continuum: Integrating online and offline channels along the customer journey (2022) (18)
- Discrete and continuous representation of heterogeneity (1999) (18)
- A Dynamic Structural Model of the Impact of Loyalty Programs on Customer Behavior (2009) (17)
- The Impact of Retailers ’ Corporate Social Responsibility on Price Fairness (2011) (17)
- Chapter 12 Sales promotion models (1993) (15)
- Developing Models for Planning Retailer Sales Promotions: An Application to Automobile Dealerships (1987) (14)
- A Model and Empirical Analysis of Patient Compliance and Persistence in Pharmaceuticals (2010) (14)
- Are there associations between price elasticity and brand characteristics [Ready-to-eat food cereal brands, level of market share, average price, average advertising share, level of sugar and stage in the brand life cycle, quality; USA]. (1983) (13)
- Do Marketing Campaigns Produce Multichannel Buying and More Profitable Customers? A Field Experiment (2013) (11)
- Understanding Competition Between Retailers and Manufacturers: An Integrated Analysis of Store Brand and National Brand Deal Usage (2003) (10)
- Tailored media can enhance the success of smoking cessation clinics (1986) (9)
- The Revenue Impact of Opening Physical Stores in a Multichannel Environment (2009) (9)
- Test Design and Analysis (2008) (7)
- How Physical Stores Enhance Customer Value: The Importance of Product Inspection Depth (2021) (7)
- Refocusing loyalty programs in the era of big data: a societal lens paradigm (2020) (7)
- The Long-Term Effect of Multichannel Usage on Sales (2015) (6)
- Free Shipping and Product Returns (2016) (5)
- The History of Marketing Science: Beginnings (2014) (4)
- Statistical Issues in Predictive Modeling (2008) (4)
- Co-managing brand equity and customer equity (2015) (3)
- The design and marketing of new educational programs (1976) (3)
- Choice Models and Customer Relationship Management Summary Paper for the Sixth Choice Symposium September, 2004 Track Co-Chairs (2004) (3)
- Consumer Response to Information that Presents a Range of Possible Performance Levels for a New Product: The Case of Solar Water Heaters (1983) (3)
- The Dynamic Impact of Buying 'Fit Products' on Customer Learning and Profitability in Multichannel Settings (2016) (3)
- In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions (2017) (3)
- The Benefits of Promotion-Induced Stockpiling (2005) (3)
- Discrete Dependent Variables and Duration Models (2008) (2)
- The Value of Conjoint Analysis in Enhancing Experiential Learning (1982) (2)
- Frequency Reward Programs (2008) (2)
- Predicting Competitive Response to P&G's Value Pricing Move: Combining Normative and Empirical Analyses (2002) (2)
- Dynamic Customer Optimization Models (2016) (2)
- Customer Privacy and Database Marketing (2008) (2)
- Acquisition and Retention Management (2008) (2)
- Amplifying the Impact of Digital Advertising: The Role of Published Sales Rankings (2015) (1)
- Analyzing Consumer Response to Innovation: The Concept of Preference Inertia (2013) (1)
- Customer Lifetime Value: Fundamentals (2008) (1)
- On Estimating Current-customer Equity Using Company Summary Data: Comment (2011) (1)
- Customer Relationship Management (CRM) (2014) (1)
- Cross-Selling and Up-Selling (2008) (1)
- The ISMS Durable Goods Datasets (2012) (1)
- Special Session Summary ItS More Than the Money! Hedonic and Symbolic Responses to Monetary and Non-Monetary Promotions (1998) (1)
- Issues in Computing Customer Lifetime Value (2008) (1)
- The Predictive Modeling Process (2008) (1)
- Editorial - Report of the Marketing Science Editorial Review Committee (2014) (1)
- Designing Database Marketing Communications (2008) (1)
- Alberto Sa VinhasSharmila ChatterjeeShantanu DuttaAdam Fein • Joseph LajosScott NeslinLisa ScheerWilliam RossQiong Wang (2010) (0)
- Is There a Multichannel Deal Prone Consumer (2016) (0)
- The Impact of Manufacturer Online Direct Channel Entry on Incumbent Retailers' Marketing Mix and Sales (2022) (0)
- Multiple Campaign Management (2008) (0)
- Theeffectofsearchchanneleliminationonpurchaseincidence,ordersize and channel choice (2014) (0)
- A Relationship Account of Marketing Rewards: the Effect of Conditional Vs. Unconditional Rewards on Self-Brand Connection (2016) (0)
- Organizing for Database Marketing (2008) (0)
- Overcoming the “recency trap” in customer relationship management (2012) (0)
- Developments in Business Simulation & Experiential Exercises , Volume 9 , 1982 12 THE USE OF SIMULATION TO TEST THEORIES OF BARGAININC IN A BUSINESS CONTEXT (2002) (0)
- THE EFFECT OF PAST EXPERIENCE AND ATTITUDES UPON TASTE EVALUATIONS OF SQUID CHOWDERS (1977) (0)
- Sources of Data (2008) (0)
- The interrelationships between brand and channel choice (2014) (0)
- The Use of Simulation to Test Theories of Bargaining in a Business Context (1982) (0)
- Customer Tier Programs (2008) (0)
- Do Multichannel Customers Really Outperform?Retention, Revenues, and Multichannel Usage in a Contractual Setting (2009) (0)
- The Long-Term Effect of Multichannel Usage on Sales (2015) (0)
- Can Big Data Bridge the Gap between Sales and Marketing (2014) (0)
- Customer Lifetime Value Applications (2008) (0)
- The past, present, and future of brand research (2020) (0)
- Refocusing loyalty programs in the era of big data: a societal lens paradigm (2020) (0)
- The Effect of Sales Promotion on Consumption : Buying More and Consuming It Faster 1 (2004) (0)
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