Huanhuan Shi

Assistant Professor
Department of Marketing


Huanhuan Shi is an Assistant Professor of Marketing at Texas A&M’s Mays Business School. Dr. 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”.



Satornino, Cintha B., Alexis Allen, Huanhuan Shi, and Willy Bolander, “Understanding the Performance Effects of Dark Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy, ” Journal of Marketing. forthcoming

Shi, Huanhuan, Rajdeep Grewal, and Shrihari Sridhar (2021), “Organizational Herding in Advertising Spending Disclosures: Mechanisms and Evidence,” Journal of Marketing Research, 58(3), 515-538.

Shi, Huanhuan, Shrihari Sridhar, Rajdeep Grewal, and Gary Lilien (2017), “Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets,” Journal of Marketing, 81(2), 25-44.

Research Interests

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