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SHELLE SANTANA Harvard Business School Morgan Hall 169 Boston, MA 02163 Academic Appointments Assistant Professor, Harvard Business School, Marketing Unit, July 2014 – present Teaching Experience First Year Marketing, Harvard Business School, Fall 2014 Introduction to Marketing, Leonard N. Stern School of Business, New York University, Summer 2011 Education Leonard N. Stern School of Business, New York University Ph.D., Marketing, May 2014 M.Phil., Marketing, September 2012 Fuqua School of Business, Duke University Masters of Business Administration Cornell University, School of Industrial and Labor Relations Bachelor of Science Select Industry Experience (reverse chronological order) American Express Company (1994 – 2008) Head of U.S. Corporate Card Marketing and Global Product Strategy Head of U.S. Commercial Card Marketing and Customer Experience Head of U.S. Large Market Marketing Director – Sales Planning Manager – Sales Planning Publications Raghubir, Priya, Vicki G. Morwitz, and Shelle Santana (2012), “Europoly Money: How Do Tourists Convert Foreign Currencies to Make Spending Decisions?” Journal of Retailing, 88 (3), 7-19. Lead article. Cooley, Thomas, Xavier Gabaix, Samuel Lee, Thomas Mertens, Vicki Morwitz, Shellene Santana, Anjolein Schmeits, Stijn Van Nieuwerburgh, and Robert Whitelaw (2010), “Consumer Financial Protection Regulation,” in Regulating Wall Street: The Dodd-Frank Act and the New Architecture of Global Finance, Eds. Viral V. Acharya, Thomas F. Cooley, Matthew P. Richardson, and Ingo Walter, Wiley, 73-84. Manuscript Under Review Santana, Shelle and Vicki G. Morwitz, “Because We’re Partners: How Social Values and Relationship Norms Influence Consumer Payments in Pay-What-You-Want Contexts” invited for revision at Journal of Marketing. Select Research in Progress Santana, Shelle and Vicki G. Morwitz, “Drip Pricing: A New Form of Multidimensional Pricing,” (manuscript in development; target journal: Journal of Marketing Research). Santana, Shelle, Vicki G. Morwitz, and Daria Dzyabura, “Predicting the Interests and Opinions of the Average American Consumer: Has Anything Changed in 25 Years?” Santana, Shelle and Priya Raghubir, “Mental Accounting of Alternative Forms of Currency: Are Loyalty Points the Same as Cash?” Santana, Shelle and Vicki G. Morwitz, “Are Consumers Scope-Insensitive in Pay-What-You-Want Settings?” Chaired Conference Special Sessions Beyond the “Pain of Paying:” The Role of Specific Emotions in Consumers’ Reactions to Prices and Payment Decisions, Association for Consumer Research, Vancouver, BC, 2012. The Price is Right? Effects of Internal and External Reference Prices on Consumer Judgments, Association for Consumer Research, St. Louis, MO, 2011. Conference Presentations (Presenting author in bold) Santana, Shelle and Vicki G. Morwitz, “Willingness to Overpay: Factors Influencing Consumer Overpayment in Pay-What-You-Want Settings,” Society for Consumer Psychology, San Antonio, TX, 2013. Santana, Shelle and Vicki G. Morwitz, “Drip Pricing: Consumer Responses to a New Multidimensional Pricing Strategy,” Association for Consumer Research, Vancouver, BC, 2012. Vicki G. Morwitz and Shelle Santana, “How Consumers React to Partitioned and Drip Pricing: Evidence from the Lab,” Federal Trade Commission Conference on the Economics of Drip Pricing, Washington, DC, 2012. Summarized in Shelanski et al. (2012), Review of Industrial Organization, 41, 303-319. Santana, Shelle and Vicki G. Morwitz, “Pay-What-You-Want Pricing: The Role of Reference Prices in Saving Money Versus Saving the World,” Association for Consumer Research, St. Louis, MO, 2011. Raghubir, Priya, Vicki G. Morwitz, and Shelle Santana, “Europoly Money: The Impact of Currency Framing on Tourists' Spending Decisions,” Society for Consumer Psychology, St. Petersburg, FL, 2010. Academic Service Reviewer – Association for Consumer Research Conference, 2011, 2012 Reviewer – Society for Consumer Psychology Conference, 2010, 2011, 2012 Trainee Reviewer – Journal of Consumer Research, 2011 Marketing Department Behavioral Lab – Research Assistant Coordinator, 2010 - 2012 Panel Speaker – Stern PhD Open House, 2011 - 2014 Professional Affiliations American Marketing Association (AMA) Association for Consumer Research (ACR) The PhD Project – Marketing Doctoral Student Association (MDSA) Society for Consumer Psychology (SCP) Society for Judgment and Decision Making (SJDM)