Huanhuan Shi

Business, Management and Accounting · Social Sciences

6h-index215citations14works3.22yr avg
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Research Topics

Corporate Finance and Governance(5), Customer Service Quality and Loyalty(5), Innovation and Knowledge Management(3), Business Strategy and Innovation(3), Auditing, Earnings Management, Governance(2)

Publications14 total

EXPRESS: The Economic Consequences of Risk-Absorption in B2B Relationships: Evidence from Indirect Auto Lending
Journal of Marketing Research·2026
Value-Partitioning of Sales Contribution in Business Markets
Production and Operations Management·2025· 1 cited
Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
Journal of International Marketing·2024· 6 citedOpen Access
Communicating with B2B buyers after “Dropping the Ball”: Using digital and non-digital communication formats to recover from salesperson transgressions
International Journal of Research in Marketing·2024· 9 cited
The Economic Consequences of Risk-Absorption in B2B Relationships: Evidence from Indirect Auto Lending
SSRN Electronic Journal·2024Open Access
Building effective inside-outside sales rep dyads: A collaboration perspective
Journal of the Academy of Marketing Science·2023· 6 cited
Impact of Buying Groups on Buyer–Supplier Relationships: Group–Dyad Interactions in Business-to-Business Markets
Journal of Marketing Research·2023· 9 cited
Value Added by Customer- and Operations-Focused Sales Reps in Business Markets
SSRN Electronic Journal·2023Open Access
Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy
Journal of Marketing·2022· 33 cited
Organizational Herding in Advertising Spending Disclosures: Evidence and Mechanisms
Journal of Marketing Research·2020· 53 cited
Value of Inside Sales Reps in the Presence of Outside Sales Rep in Business-to-Business Selling
SSRN Electronic Journal·2020· 3 citedOpen Access
Organizational Herding in Advertising Spending Disclosures: Evidence and Mechanisms
SSRN Electronic Journal·2017· 12 citedOpen Access
Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets
Journal of Marketing·2016· 83 cited
essays on causal analysis of strategic marketing decisions
2016

Frequent Co-authors

Shrihari Sridhar(9), Rajdeep Grewal(7), Willy Bolander(2), Gary L. Lilien(1), hari sridhar(1), Cinthia B. Satornino(1), Alexis M. Allen(1), Stephanie M. Mangus(1), Judith Anne Garretson Folse(1), Eli Jones(1), Alok Kumar(1), Jenifer Skiba(1), Amit Saini(1), Zhi Lu(1), Maria Rouziou(1), Karen M. Peesker(1), Pia Hautamäki(1), Deva Rangarajan(1), Manoshi Samaraweera(1), Jorge Bullemore(1)