Randall L. Schultz’s research while affiliated with University of Iowa and other places

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Publications (42)


Product returns on the Internet: A case of mixed signals?
  • Article

September 2010

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410 Reads

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168 Citations

Journal of Business Research

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Randall L. Schultz

In two studies, we investigate the interrelationship between return policy leniency and retailer quality. In the first study, we content analyze the return policies of e-tailers randomly selected from those listed at BizRate.com. Then we relate the return policy characteristics to these quality ratings. Consistent with signaling theory, we find that as the ratings of e-tailer quality increase, return policy leniency increases in non-consumable product categories. However, the positive quality/return policy leniency relationship does not hold in consumable product categories. In a follow-up experiment, we investigate how consumers interpret the return policy signal. Specifically, we find that consumers' ability to control their shopping experience and their general trust of e-tailers moderate their reactions to return policies that differ in leniency. Finally, we discuss the theoretical and managerial implications of this research.


Table 1 . Number of normative statements by topics
Table 2 . Professors' average ratings of marketing principles (responses from ten professors for each item where 0 = No! and 4 = Yes!)
Principles Involving Marketing Policies: An Empirical Assessment
  • Article
  • Full-text available

March 2005

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136 Reads

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41 Citations

Marketing Letters

We examined nine marketing textbooks, published since 1927, to see if they contained useful marketing principles. Four doctoral students found 566 normative statements about pricing, product, place, or promotion in these texts. None of these stateinents were supported by empirical evidence. Four raters agreed on only twenty of these 566 statements as providing meaningful principles. Twenty marketing professors rated whether the twenty meaningful principles were correct, supported by empirical evidence, useful, or surprising. None met all the criteria. Nine were judged to be nearly as correct when their wording was reversed.

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Citations (22)


... To predict future demand for a product, time-series analysis may be used to investigate how the demand for that product typically manifests itself at various points in time [23]. ...

Reference:

Fundamental of Analytics
Market Response Models, Econometric and Time Series Analysis
  • Citing Article
  • January 2002

... Reibstein and Farris (1995) proposed that there is a convex relationship between distribution coverage and market share for consumer packaged goods. Empirical studies concluded that "distribution is one of the most potent marketing contributors to sales and market share" (Hanssens et al., 2001;Bucklin et al., 2008). Further, Srinivasan et al. (2005) developed a brand equity model that incorporates brand availability as a key brand performance driver. ...

Market Response Models: Econometric and Time Series Analysis
  • Citing Article
  • May 1991

Journal of Marketing Research

... Distributed lag models have been used to capture such lag patterns by incorporating time-lagged values of exposures, with the corresponding of the lag structure approximated by polynomials or splines [1,4]. These models require the correct input of cut-off time, or pre-specified window (hereafter termed lag length), after which the association diminishes to a constant level, typically zero [5,6]. However, lag length is often unknown [5][6][7]. ...

Design of Dynamic Response Models
  • Citing Chapter
  • January 2002

... Time observations are limited and not sufficiently long to capture dynamics (e.g. feedback effects), but our models admit market growth alongside a positive trend parameter (Hanssens et al., 2002). Table 2 presents dependent, explanatory, and control variables' conceptual and operational definitions. ...

Response Models in Marketing
  • Citing Chapter
  • January 1990

... In particular, some have argued that product failures arise from arrogance or incompetence among managers (c.f., Schnaars 1988; McMath & Forbes 1998), while others have attributed the high rate of failure to the overconfidence developers bring to their decisions (Fischhoff, Slovic, & Lichtenstein 1977; Mahajan 1992). Such pitfalls include the illusion of control and wishful thinking (Schultz & Braun 1998), where developers systematically overestimate the probability and speed of adoption for their innovations. They also include the " escalation of commitment " – the tendency to prolong or increase one's efforts in the face of a losing product introduction (Boulding, Morgan, & Staelin 1997; Biyalagorsky, Boulding, & Staelin 2001). ...

THE OVERREACH EFFECT ON NEW PRODUCT DECISIONS
  • Citing Article

... The first systematic definition of essential success factors for project management was developed by Schultz, Slevin, and Pinto (1987). They distinguish between two types of "strategic and tactical" factors that affect project outcomes at various phases of the project development cycle. ...

Strategy and Tactics in a Process Model of Project Implementation

Interfaces

... Schultz dan Selvin memaparkan hubungan antara pengembang teknis aplikasi dan organisasi untuk memahami mengapa aplikasi yang mereka bangun tidak dapat diterima ataupun digunakan oleh masyarakat. Seringkali aplikasi-aplikasi ini mengalami kegagalan walaupun telah dikembangkan dengan menggunakan prototype atau inovasi-inovasi metodologi yang baik [4]. ...

Implementation Exchange: The Implementation Profile
  • Citing Article
  • February 1983

Interfaces

... Reibstein and Farris (1995) proposed that there is a convex relationship between distribution coverage and market share for consumer packaged goods. Empirical studies concluded that " distribution is one of the most potent marketing contributors to sales and market share " (Hanssens et al., 2001; Bucklin et al., 2008). Further, Srinivasan et al. (2005) developed a brand equity model that incorporates brand availability as a key brand performance driver. ...

Market Response Models: Econometric and Time Series Analysis
  • Citing Article
  • November 1990

Journal of Marketing Research