203.432.6665

Associate Professor of Marketing

Professor Shin's research focuses on analytical modeling of strategic interactions between firms and consumers; in particular, consumer search theory, advertising, pricing strategies, and CRM. His current work in communication strategy investigates the role of vague messages and offers novel explanations why and how those vague messages can convey price and quality information to consumers and the relative roles of consumer search and firm advertising in signaling product quality. Also, his work in customer management strategy addresses a long standing puzzle in practice: Should a firm offer a lower price to its own customers or competitors' customers? When is it profitable to reward one's own customers? Professor Shin's research appears in journals such as the Journal of Marketing Research, Management Science, and Marketing Science.

Achievements and Awards
Winner, 2011 John D. C. Little Best Paper Award, awarded for the best marketing paper published in Marketing Science and Management Science in 2010
Management Science Meritorious Service Award, 2011 Management Science Meritorious Service Award, 2010
Management Science Meritorious Service Award, 2009
MSI Young Scholars, 2011
Jon Cummings Research Grant, Yale Center for Customer Insight, 2011
Whitebox Research Grant, International Center for Finance, 2010
AMA Sheth Foundation Doctoral Consortium Fellow (for Sloan School, MIT), 2003
The Walter A. Rosenblith (WAR) Fellowship Award, 1999-2000
Sloan Fellowship, MIT, 1999-2004

Selected Articles
"When to Fire Customers? Customer Cost Based Pricing" (with K. Sudhir and D. Yoon), Management Science, forthcoming 
      - Technical Appendix: When To Fire Customers?

"A Reflection on Analytical Work in Marketing: Three Points of Consensus" (with R. Thomadsen, R. Zeithammer, D. Mayzlin, Y. Orhun, A. Pazgal, D. Purohit, R. Rao, M. Riordan, M. Sun and J. Villas-Boas), Marketing Letters, forthcoming

"Uninformative Advertising as an Invitation to Search" (with D. Mayzlin), Marketing Science, Vol. 30, No. 4, 666-685, 2011    
      - Technical Appendix: Uninformative Advertising as an 
        Invitation to Search 

"A Customer Management Dilemma: When Is It Profitable to Reward Your Own Customers?" (with K. Sudhir), Marketing Science, Vol. 29, No. 4, 671-689, 2010
     - Technical Appendix: A Customer Management Dilemma: 
       When Is It Profitable to Reward Your Own Customers? 

"Switching Costs and Market Competitiveness: De-constructing the Relationship" (with K. Sudhir), Journal of Marketing Research, Vol. 46, No. 4, 446-449, 2009

"How Does Free Riding on Customer Service Affect Competition?," Marketing Science, Vol. 26, No. 4, 488-503, 2007 

"The Role of Selling Costs in Signaling Price Image," Journal of Marketing Research, Vol. 32, 302-312, August, 2005 

"Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable" (with D. Ariely), Management Science, Vol. 50, No. 5, 576-586, 2004

"Maximizing the Value of a Customer in Credit Cards: Credit Scoring, Revenue Scoring, Or Both?" (with B.D. Kim), The Journal of Database Marketing, Vol. 6, No.2 , 164-173, 1998

Education
PhD Massachusetts Institute of Technology
MA Seoul National University
BA Seoul National University