Richard Staelin Edward and Rose Donnell Professor of Business Administration Ph.D. University of Michigan, 1969

Articles, Books and Notes

"Another Look at A.I.D.," Journal of Advertising Research, October 1971, Vol. 11, No. 5.

"Multivariate Analysis of Differences in Buyer Decision Time," joint with Joseph W. Newman, Journal of Marketing Research, May 1971, Volume 8. - "Prepurchase Information Seeking for New Cars and Major Household Appliances," joint with Joseph W. Newman, Journal of Marketing Research, August 1972.

"Information Sources of Durable Goods," joint with Joseph W. Newman, Journal of Advertising Research, Vol. 13, No. 2, April 1973.

"Shopping Behaviors with Attitudes of Blacks: An Empirical Study," joint with Dennis H. Gensch in Relevance in Marketing: Problems, Research, Action, F.C. Allvine (ed.), American Marketing Association, Chicago, Illinois, 1971, pp. 20 24.

"The Appeal of Buying Black," joint with Dennis H. Gensch, Journal of Marketing Research, September, 1972.

"Making Black Retail Outlets Work," joint with Dennis H. Gensch, California Management Review, September, 1972

"On the Quality of Principal Components," joint with Terry C. Gleason, American Marketing Association Proceedings, Spring & Fall, 1972, Series No. 34.

"Error in Judgmental Sales Forecasts: Theory and Experimental Results," joint with Ronald E. Turner, Journal of Marketing Research, February, 1973.

"Improving the Metric Quality of Questionnaire Data," joint with Terry C. Gleason, Psychometrica, September, 1973.

"Using the Computer to Schedule the Maintenance Shop," joint with Maury C. Kalnitz, Instrument Maintenance Management, Vol. 5, edited by George Gurrola, Instrument Society of America, Pittsburgh, 1970, pp. 77 80.

"An Econometric Model for Estimating IQ Scores and Environmental Influences on the Pattern of IQ Scores Over Time," joint with Joseph B. Kadane, Timothy W. McGuire, and Peggy Sanday, American Statistical Association Conference Proceedings, 1973.

"Correlates of Consumer Safety Behavior," joint with Alan G. Weinstein, Advances in Consumer Research, Vol. 1, edited by Peter Wright, Association for Consumer Research, 1974.

"Relationships Between Purchase Quantities for Different Brands of Consumer Non Durables," joint with Robert Shoemaker, 1974 Combined Proceedings of  The American Marketing Association, Chicago, 11, p. 113 118.

"An Estimation Procedure for an Incomplete Data Matrix," joint with Terry C. Gleason, Psychometrica, June 1975.

"The Effects of Sampling Variation on Sales Forecasts for New Consumer Products," joint with R. Shoemaker, Journal of Marketing Research, May 1976.

"An Unobservable Variables Model for Determining the Effects of Advertising on Consumer Purchases," joint with R. Winer, 1976 Fall Proceedings of The Am. Marketing Association.

"How Accurate are Sales Forecasts for New Consumer Products?", joint with Robert Shoemaker, 1976 Fall Proceedings of The American Marketing Association.

"Studies of the Information Seeking Behavior of Consumers," joint with J. Payne, Cognition and Social Behavior., Elbaum and Associates, 1976.

"A Model of the College Choice Process," joint with Girish Punj, 1976 Fall Proceedings of the American Marketing Association.

"Models of Environmental Effects on the Development of IQ," joint with Joseph B. Kadane, Timothy W. McGuire and Peggy Sanday, Journal of Educational Statistics, Autumn 1976.

"Estimation of Environmental Effects on the Pattern of IQ Scores Over Time," joint with Joseph B. Kadane, Timothy W. McGuire and Peggy Sanday, in Latent Variables in Socioeconomic Models, ed. by D.J. Aigner and A.S. Goldberger, North Holland, Amsterdam 1977.

"Consumer Product Safety: Strategies for Reducing the Incidence of Product Related Injuries," joint with R.D. Pittle, Consumerism: New Challenges for Marketing, ed. by Norman Kangun and Lee Richardson, 1978.

"The Effects of Attacks and Inoculations in a Public Policy Context: A Cognitive Structure Approach," joint with Meryl Gardner and Andrew Mitchell, 1977 Fall Proceedings of the American Marketing Association.

"Longitudinal Decision Studies Using a Process Approach: Some Results from a Preliminary Experiment," joint with Richard Green and Andrew Mitchell, 1977 Fall Proceedings of the American Marketing Association.

"A Cognitive Approach to Model Building and Evaluation," joint with Dipankar Chakravarti and Andrew Mitchell, 1977 Fall Proceedings of the American Marketing Association.

"Relation of Brand Choice to Purchase Frequency," joint with Robert W. Shoemaker, Joseph B. Kadane and F. Robert Shoaf, Journal of Marketing Research, Nov. 1977.

"Attitude Change or Attitude Formation? An Unanswered Question," Joint with Carnegie Mellon University Seminar, Journal of Consumer Research, March 1978.

"How American Executives Disagree about the Risks of Investing in Eastern Europe," joint with Ion Amariuta and David P. Rutenberg, Academy of Management Journal, May 1979. Reprinted in Polish in Zarzadzanie, April 1978.

"The Effects of Consumer Education on Consumer Product Safety Behavior," Journal of Consumer Research, June 1978.

"The Choice Process for Graduate Business Schools," joint with Girish Punj, Journal of Marketing Research, August 1978.

"Regulation of the U.S. Food Industry," joint with M. Hinich, Study on Federal Regulation, Appendix to Volume VI Framework for Regulation, edited by Michael Klass and Leonard Weiss, December 1978.

"Judgment Based Marketing Decision Models: An Experimental Investigation of the Decision Calculus Approach," joint with Dipankar Chakravarti and Andrew Mitchell, Management Science, February 1979.

Analysis of Alternative Advertising Strategies in a Competitive Franchise Framework," joint with K. Doraiswamy and T. McGuire, 1979 Fall Proceedings of the American Marketing Association.

"Structural Modelling: An Application for Testing Attitude Models and Convergent Validity," Advances in Consumer Research, Vol. VI, edited by William Wilkie, Association for Consumer Research 1979.

"Estimating Response Rates for Different Market Segments from Questionnaire Data," joint with Walter Dolde and Tsu Yao, Journal of Marketing Research, May 1980.

"Two Experiments Assessing the Efficacy of Judgment Based Models in Aiding Marketing Decisions," joint with Dipankar Chakravarti and Andrew Mitchell, 1980 Proceedings of the ORSA.ITIMS Special Interest Conference on Market Measurement and Analysis, published by Marketing Science Institute, Boston, Mass.

Consumer Protection Legislation and the U.S. Food Industry, joint with Mel Hinich, Pergamon Press, 1980.

"Appliance Performance Labeling and Point of Purchase Information: The Results of Three Experiments," Product Labeling and Health Risks, edited by Louis Morris, Michael Mazis and Ivan Barofsky, Banbury Center Cold Spring Harbor Laboratory, 1980.

"Refrigerator Energy Labels" joint with Robert Redinger, Consumers and Energy Conservation, eds. John Claxton, Dennis Anderson, J.B. Ritchie and Gordon McDougall, New York, Praeger Publishers, 1981.

"A Framework for Evaluating Consumer Information Regulation," joint with Howard Beales, Mike Mazis and Steve Salop, Journal of Marketing, Winter 1981.

"Consumer Search and Public Policy," joint with Howard Beales, Mike Mazis and Steve Salop, Journal of Consumer Research, June 1981.

"A Procedure for Parameterizing Decision Calculus Models of Dynamic Marketing Response," joint with Dipankar Chakravarti and Andrew Mitchell in R. Leone (ed.) Proceedings of the Second Annual TTMS,/ORSA Conference on Marketing Measurement and Analysis, 1981.

"Judgment Based Marketing Decision Models: Problems and Possible Solutions," joint with Dipankar Chakravarti and Andrew Mitchell, Journal of Marketing, Winter 1981.

"Using Information-Processing Principles in Public Policymaking," joint with Mike Mazis,Journal of Marketing and Public Policy, Volume 1, 1982.

"Exploiting Rank Ordered Choice Set Data Within the Stochastic Utility Model," joint with Randall Chapman, Journal of Marketing Research, August 1982.

"The Effects of Channel Member Efficiency on Channel Structure," joint with Timothy McGuire, Productivity and Efficiency in Distribution Systems, edited by D. Gautschi, New York, North Holland, 1983.

"An Industry Equilibrium Analysis of Downstream Vertical Integration," joint with Timothy McGuire,Marketing Science, Spring 1983. (Runner up for the 1983 TIMS Marketing Paper of the Year Award)

"A Model of Consumer Information Search Behavior for New Automobiles," joint with Girish Punj, Journal of Consumer Research, March 1983.

"An Information Processing Analysis of the Effects of Pictures in Print Advertisements," joint with Julie Edell, Journal of Consumer Research, June 1983.

"An Approach for Developing an Optimal Quantity Discount Pricing Policy," joint with Rajiv Lal, Management Science, December 1984.

"The Effect of Nutritional Information Disclosure in Advertising: An Information Processing Approach," joint with Merrie Brucks and Andrew A. Mitchell, Journal of Public Policy and Marketing, Vol. 3, August 1984. (Nominated for the JPP & M Best Article Award 1982 1986)

"Salesforce Compensation Plans: An Agency Theoretic Perspective," joint with Amiya Basu, Rajiv Lal and Seenu Srinivasan, Marketing Science, 4:4, Fall 1985. (Received the 1985 TIMS Marketing Paper of the Year Award)

"Cognitive Considerations in Designing Effective Labels for Presenting Risk Information," joint with Jim Bettman and John Payne, Journal of Public Policy and Marketing, Vol. 5, 1986, 1 28. (Nominated for the JPP & M Best Article Award 1982 1986)

"Cognitive Considerations in Presenting Risk Information," joint with Jim Bettman and John Payne, in Learning About Risk, Harvard University Press, Viscusi and Magat, eds., 1987.

"Nutrition Information in the Supermarket," joint with J. Edward Russo, Catherine Nolan, Gary J. Russell, and Barbara Metcaff, Journal of Consumer Research, Vol. 13:1, June 1986, 48 70.

"Channel Efficiency, Incentive Compatibility, Transfer Pricing and Market Structure: An Equilibrium Analysis of Channel Relationships," joint with Timothy W. McGuire, June 1986 in Research in Marketing : Distribution Channels and Institutions, Vol. 8, JAI Press, L. P. Bucklin and J. M. Carman, editors.

"Salesforce Compensation Plans in Environments With Asymmetric Information," joint with Rajiv Lal,Marketing Science Vol. 5:3, Summer 1986. (Runner up for the 1986 TIMS Marketing Paper of the Year Award.)

"Making Statistics More Effective in Schools of Business: Interdisciplinary Cooperation," joint with Robert Hamada, James M. Patell and William E. Wecker, Proceedings of the Business and Economics Statistics Section American Statistical Association, 1986.

"The Role of Statistics in Accounting, Marketing, Finance, and Production," joint with Robert Hamada, James M. Patell and William E. Wecker, Journal of Business and Economic Statistics Vol.6:2, 1988.

"Effects of Quality and Quantity of Information on Decision Effectiveness," joint with Kevin Keller, Journal of Consumer Research 14, September 1987.

"Assessing Biases in Measuring Decision Effectiveness and Information Overload," joint with Kevin Keller, Journal of Consumer Research 15, March 1989.

"Environment, Market Share and Market Power," joint with William Boulding, Management Science, October 1990.

"A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions," joint with William Boulding, Ajay Kalra and Valerie Zeithaml, Journal of Marketing Research, November 1993. A Preliminary Version appeared as "Conceptualizing and Testing a “Dynamic Process Model of Service Quality," joint with William Boulding, Ajay Kalra, and Valerie Zeithaml, Marketing Science Institute Working Paper, 92 121. (Selected to be presented at the Art Forum, finalist for Best Services Article Award, Winner of the O’Dell Award, 1998.)

"A Look on the Cost Side: Market Share and the Competitive Environment," joint with William Boulding, Marketing Science Vol. 12:2, February 1993.

"A Dynamic Process Model of Service Quality Assessment," joint with William Boulding in International Service Quality Handbook, AMACOM Books, E.E. Scheuing and W.F. Christopher, editors, December 1993.

"What's the Economic Theory Behind Program Cars?", joint with Debu Purohit, Auto Rental News, April/May 1994.

"Mastering the Mix: The Differentiation Effects of Advertising Promotions and Salesforce Communications," joint with William Bolding and Eunkyu Lee, Journal of Marketing Research, May 1994. A Preliminary Version appeared as 'The Long Term Differentiation Value of Marketing Communication Actions," joint with William Boulding and Eunkyu Lee, Marketing Science Institute Working Paper, 92 134.

"Salesforce Compensation Plans: An Individual Level Analysis," joint with Rajiv Lal and Donald Outland, Marketing Letters Vol. 5:2, 1994.

"A Model of Perceived Risk and Intended Risk Handling Activity," joint with Grahame Dowling, Journal of Consumer Research Vol. 21:1, 1994.

"Rentals, Sales, and Buybacks: Managing Secondary Distribution Channels," joint with Debu Purohit, Journal of Marketing Research, August 1994.

"Understanding Managers' Strategic Decision Making Process", (joint with William Boulding, Marian Moore and 6 other members of Group 9 of the Duke Choice Conference), Marketing Letters Vol. 5:4, August 1994.

"Identifying Generalizable Effects of Strategic Actions on Prior Performance: The Case of Returns to Research and Development Spending", Marketing Science, Vol. 14:3b, 1995.

"Pulling the Plug to Stop the New Product Drain", joint with William Boulding and Ruskin Morgan, Journal of Marketing Research, February 1997.

"Using Market-Level Data to Understand Promotion Effects in a Non-Linear Model", joint with Marcus Christen, Sachin Gupta, John Porter and Dick Wittink, Journal of Marketing Research, August 1997.

“Vertical Strategic Interaction: Implications for Channel Pricing Strategy”, joint with Eunkyu Lee, Marketing Science, Volume 16, Number 3, 1997.

“Manufacturer Allowances and Retailer Pass-Through Rates in a Competitive Environment”, joint with Sang Yong Kim, Marketing Science, Volume 18, Issue 1, 1999.

“The Success of Marketing Management Support Systems”, joint with Berend Wierenga and Gerrit H. Van Bruggen, Marketing Science, Volume 18, Issue 3, 1999.

“Quality Double Whammy”, joint with William Boulding, and Ajay Kalra, Marketing Science, Volume 18, Issue 4, 1999. Nominated for the John Little Best Paper Award.

“Stuck in the Past: Why Managers Persist with New Product Failures”, joint with Eyal Biyalogorsky and William Boulding, Marketing Science Institute, Working Paper Series.

"Criteria for Assessing Empirical Research on the Effects of Marketing Communications," Marketing Science Institute, paper #94 123, joint with Paul Bloom and Julie Edell. Also published in the Handbook of Marketing & Society, Sage, 2000, Chapter 3. “Recurrent Marketing Decisions: Decision Complexity, Decision Focus, and Firm Performance”, Marian Chapman, William T. Ross, Jr and Richard Staelin, Marketing Letters, Vol 11, (4).

“The Impact of Firm Introductory Strategies on Consumers’ Perceptions of Future Product Introductions and Purchase Decisions”, joint with Derrick S. Boone and Kay Lemon, The Journal of Product Innovation Management, March 2001.

“From Courtroom to Converse: My 30 Year Journey”, presented at the 15th Paul D. Converse Symposium, Abbie Griffin and James D. Hess, editors, American Marketing Association Publications (2001).

“Remembrance: Joseph W. Newman (1918-2001)”, Journal of Consumer Research, Vol 28(3), Dec 2001, P. 512-513.

“The Structure Choice of Strategic Alliances,” joint with Ning Li, William Boulding, Preyas Desai and Richard Staelin, Growing the International Firm: Success in Mergers, Acquisitions, Networks and Alliances, Carnegie Bosch Institute, 2002.

“Market Segmentation Research: Beyond Within and Across Group Differences”, Greg Allenby, et al., Marketing Letters, 13:3, 233-243, 2002 Kluwer Academic Publishers, The Netherlands.

“Search Committee Report: Marketing Science – A Strong Franchise with a Bright Future”, John R. Hauser, Scott Carr, Barbara Kahn, James Hess and Richard Staelin, Marketing Science, Vol. 21, No. 1, 2002.

“The Better they are, the More They Give: Trade Promotions of Consumer Durables”, joint with Norris Bruce and Preyas Desai, Journal of Marketing Researc h, February 2005.

“Era's 3 and 4: My Reflections” single authored, Special Issue of the Journal of Pubic Policy and Marketing , Spring 2005.

“Incorporating Behavioral Anomalies in Strategic Models,” joint with Eric Anderson, Lyle Brenner, Preyas Desai, Chuan He, Dmitri Kuksov, Paul Messinger, Sridhar Moorthy, Chakravarthi Narasimhan, Joseph Nunes, Yuval Rottenstreich, George Wu, and Z. John Zhang, Marketing Letters, Vol 16, Num 3-4, 2005.

“Influencing the Practice Through Big New Ideas”, Journal of Marketing , Vol. 69, October 2005.

“A Customer Relationship Management Roadmap: What is Knows, Potential Pitfalls, and Where to Go”, joint with William Boulding, Michael Ehret and Wesley J. Johnston, Journal of Marketing , Vol. 69, October 2005.

“Bridge, focus, Attack, or Stimulate: Retail Category Management Strategies with a Store Brand”, joint with Rex Du, and Eunkyu Lee, Quantitative Marketing Economics , December 2005. Technical Appendices

Company Reports

"Short Term Planner," ASDD Report, IBM, Peekskill, New York, 1964.

"Market Forecasting Procedures," ASDD Report, IBM, Peekskill, New York.

Unpublished Working Papers

"An Analysis of Attitudes Toward Work as a Means of Getting Ahead in an Urban Poverty Neighborhood," joint with Peggy R. Sanday, W. P. 1 70 71.

"A Post Test Market Decision Procedure for New Non Durable Consumer Products," joint with Robert Shoemaker, W. P. 77 72 73.

"Risk Reward Trade Offs: A Study of Venture Capital Decision Making," joint with William A. Wells, W. P. 63 73 74.

"A Study of the Effects of Food Regulation," joint with M. Hinich.

"Consumer Protection Regulation: A Discussion Paper," joint with M. Hinich.

"Payback as a Means of Predicting Product Choice," joint with Robert Redinger.

"An Experimental Investigation of Consumers' Decisions to Buy Energy Efficient Refrigerators," joint with Robert Redinger.