Biography

Dr. Huanhuan Shi earned her Ph.D. in marketing from the Smeal College of Business at The Pennsylvania State University in 2016. She co-authored “Replacing a Departing Salesperson: New Hire, Clone, or Star”, which won the Best Paper Award at the 2015 Summer Marketing Educators’ Conference. Prior to earning her Ph.D., she worked for four years at the China Financial Futures Exchange, an electronic platform for financial derivatives. Her research interests include econometric modeling in marketing decisions, strategic marketing decisions and marketing analytics.
 
Shi’s dissertation is titled “Effectiveness of Sales Rep Replacement Strategies in Business-to-Business Markets”.

Research Interests

Strategic marketing decisions including organizational advertising spending disclosure decisions, marketing resource allocation, and B2B sales force management.

Published In

Journal of Marketing

Refereed Publications

Shi, H., Sridhar, S., Grewal, R., Lilien, G. (2017). Sales Representative Departures and Customer Reassignment Strategies in B2B Markets. Journal of Marketing, volume 81, issue 2, 25-44.

Grants and Research Awards

Smeal Small Research Grant, The Pennsylvania State University, Smeal College of Business. (2013).

Smeal Small Research Grant, The Pennsylvania State University, Smeal College of Business. (2012).

Dean's Summer Research Fellowship, The Pennsylvania State University, Smeal College of Business. (2011).

Jiang Xuemo Graduate Research Grant, Fudan University. (2002).

Undergraduate Courses

Market Research (MRKT 345) - Introduction to methods and principles of investigation and analysis used in making marketing decisions, from product development to channel decisions, to advertising decisions. Planning studies, proposing studies, conducting data gathering, analyzing and interpreting data, reporting results.

Marketing Analytics (MRKT 350) - Introduction to analytical methods of marketing analysis for marketing decisions using data-based cases, including choice models, mapping methods, clustering and mixture regression models, conjoint analysis, sales response models, and data visualization. Applications are in the areas of customer value assessment, segmentation, targeting, brand positioning, new product development, and resource allocation.

Teaching Interests

Marketing Analytics

Marketing Research

Awards

Institute for the Study of Business Markets (ISBM) Fellowship, The Pennsylvania State University, Smeal College of Business. (2016).

2015 ISBM Doctoral Support Awards Competition, awarded $7,500, ISBM. (2015).

David T. and M. Joan Wilson Business Markets Dissertation Award, The Pennsylvania State University, Smeal College of Business. (2015).

Institute for the Study of Business Markets (ISBM) Fellowship, The Pennsylvania State University, Smeal College of Business. (2015).

ISMS Doctoral Consortium Fellow. (2015).

Best Paper Award, 2015 AMA Summer Marketing Educators' Conference. (August 2015).

Nominated, Ossian R. MacKenzie Teaching Award, The Pennsylvania State University, Smeal College of Business. (2015).

Haring Symposium Fellow, Indiana University. (2014).

Institute for the Study of Business Markets (ISBM) Fellowship, The Pennsylvania State University, Smeal College of Business. (2014).

ISMS Doctoral Consortium Fellow. (2014).

Jerome E. Scott Memorial Scholarship, The Pennsylvania State University, Smeal College of Business. (2014).

Nominated, Ossian R. MacKenzie Teaching Award, The Pennsylvania State University, Smeal College of Business. (2014).

Frank P. and Mary Jean Smeal Endowed Fund Scholarship, The Pennsylvania State University, Smeal College of Business. (2012).

Frank P. and Mary Jean Smeal Endowed Fund Scholarship, The Pennsylvania State University, Smeal College of Business. (2011).

Graham Endowed Fellowship, The Pennsylvania State University, Smeal College of Business. (2010).

Citibank Scholarship, Fudan University. (2004).

Citibank Scholarship, Fudan University. (2003).

Guanghua Fellowship, Fudan University. (2002).

Guanghua Fellowship, Fudan University. (2001).

Honored Undergraduate Student, Shanghai Municipality. (2001).

People Scholarship Winner, Fudan University. (2000).

Xu Zengshou Scholarship, Fudan University. (2000).

Excellent Student Scholarship and Award, Fudan University. (1999).

People Scholarship Winner, Fudan University. (1999).

Unilever Scholarship, Fudan University. (1999).

Bank of Communications Scholarship, Fudan University. (1998).

People Scholarship Winner, Fudan University. (1998).