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Huanhuan Shi

Assistant Professor
Research Director, Reynolds and Reynolds Sales Leadership Institute
Department of Marketing
Reynolds and Reynolds Sales Leadership Institute

Education

Ph.D. in Marketing, Pennsylvania State University
M.S. Accounting, Fudan University
B.A. Economics, Fudan University

Research Interest

Strategic marketing decisions including organizational advertising spending disclosure decisions, marketing resource allocation, and B2B sales force management, Marketing Strategy / Quantitative Modeling

Courses Taught

MKTG 437 Sales Analytics

Biography

Huanhuan Shi is an Assistant Professor of Marketing at Mays Business School, Texas A&M University. Her research focuses on the intersection of boundary spanners, inter-organizational relationships, and firm strategies. In her research, Huanhuan employs causal inference techniques using secondary data, conducts field experiments, and utilizes conjoint analyses to gain scholarly insights. Her research has appeared in prestigious journals, including the International Journal of Research in Marketing, Journal of Academy of Marketing Science, Journal of Marketing, and Journal of Marketing Research. Huanhuan serves on the editorial review boards of the Journal of Marketing and Journal of Marketing Research and was selected as the 2023 MSI Young Scholar.

Research Publications

Mangus, Stephanie M., Huanhuan Shi, Judith Anne Garretson Folse, Eli Jones, and Shrihari Sridhar (2024), “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, forthcoming

Shi, Huanhuan, Shrihari Sridhar, and Rajdeep Grewal (2023), “Building Effective Inside-outside Sales Rep Dyads: A Collaboration Perspective,” Journal of the Academy of Marketing Science, 51(4), 1-24. [Lead Article]

Kumar, Alok, Huanhuan Shi, Jenifer Skiba, Amit Saini, and Zhi Lu (2023)," Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets," Journal of Marketing Research, DOI 00222437231152207.

Satornino, Cintha B., Alexis Allen, Huanhuan Shi, and Willy Bolander (2023), "Understanding the Performance Effects of Dark Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy, " Journal of Marketing, 87(2), 298-318.

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.