VITA ROCKNEY G. WALTERS

VITA

ROCKNEY G. WALTERS

(January 2016)

OFFICE ADDRESS

Marketing Department

Kelley School of Business

Indiana University

Bloomington, IN 47405

(812) 855-1152

waltersr@indiana.edu

EDUCATION

1984 Ph.D. Purdue University, West Lafayette, Indiana

Marketing - Major Concentration

Econometrics - Minor Concentration

1977 Master of Business Administration

University of Kansas, Lawrence, Kansas

Marketing - Major Concentration

1975 Bachelor of Arts and Science (with honors)

University of Florida, Gainesville, Florida

ACADEMIC APPOINTMENTS

2008-present Indiana University, Professor

2001-2008 Indiana University, Professor and Ford Teaching Faculty Fellow

1998-2001 Indiana University, Associate Professor and Coordinator of

the Integrative Core (I-Core), and Ford Teaching Faculty Fellow

1992-1998 Indiana University, Associate Professor

1991-1992 Aarhus University, Denmark, Visiting Associate Professor

1984-1990 Indiana University, Assistant Professor

1983-1984 Purdue University, Research Assistant

1980-1983 Purdue University, Teaching Assistant

WORK EXPERIENCE

Distribution Manager, Frito Lay, Incorporated. I had responsibility for shipment of over

50,000 cases each week to sales distribution centers throughout the United States. I

supervised six managers and over 100 hourly employees.

Customer Coordinator, Schneider Transport. I had responsibility for coordination of pick-up

and delivery of product from the manufacturer to the retailer throughout the United States.

TEACHING

Courses Taught at Indiana University

Pricing (MBA) (Presently)

Marketing Productivity and Performance (Presently)

Strategic Marketing Management for Kelley Direct (Presently)

Pricing for Kelley Direct (Presently)

Marketing in the MBA Core

Marketing Management in the Integrated Core (Undergraduate)

Marketing Management for Non-business Majors

Marketing Research (Undergraduate and MBA)

Retail Management (Undergraduate)

Teaching Interests

Marketing Management, Pricing, and Marketing Research, and Marketing Strategy

Teaching Awards

MBA Distinguished Teaching Award 2015

SKKU Teaching Excellence Award 2015

MBA Professor of the Year Award 2015

MBA Distinguished Teaching Award 2014

Indiana University Trustee Teaching Award 2014

MBA Distinguished Teaching Award 2013

Indiana University Trustee Teaching Award 2012

MBA Distinguished

Teaching Award

2012

MBA Distinguished Teaching Award 2010

MBA Distinguished Teaching Award 2009

MBA Distinguished Teaching Award 2008

Indiana University Trustee Teaching Award 2008

MBA Distinguished

Teaching Award

2007

Alpha Kappa Psi Teaching Award 2005

Alpha Kappa Psi Teaching

Award 2003

Alpha Kappa Psi Teaching Award 2002

Ford Teaching Faculty

Fellow 2002

Indiana University Trustee

Teaching Award 2002

Students’ Choice Award; Alumni Association 2002

Alpha Kappa Psi Teaching Award 2001

Ford Teaching Faculty

Fellow 2001

Indiana University Trustee

Teaching Award 2001

Alpha Kappa Psi Teaching Award 2000

Alpha Kappa Psi Teaching

Award 1999

Harry C. Sauvain Teaching

Award 1998

Teaching Excellence

Committee Teaching Award 1997

Alpha Kappa Psi Alumni

Teaching Award 1997

Alpha Kappa Psi Alumni

Teaching Award 1996

Teaching Excellence

Committee Teaching Award 1996

Schuyler Otteson Delta

Sigma Pi Teaching Award 1996

Alpha Kappa Psi Alumni

Teaching Award 1993

Dow Undergraduate

Teaching Award 1989

Outstanding Instructor, Krannert Graduate

School of Management,

Purdue University 1984

Outstanding Instructor, Purdue University 1982

Teaching Seminars

Invited speaker for School of Business Teaching Effectiveness Seminar, 1996,

1997, 1998, 2011

Teaching Evaluations

On a seven-point scale with a 7 being the best possible score, I regularly achieve around

6.5 to 6.7 on most items pertaining to instruction.

Executive Education

Scotts Lawn Care 2015

Myers Industries 2015

Akro-Mils 2015

Principle Consulting, Xiomen, China 2015

Dow AgroSciences 2008, 2014, 2015

Cook Corporation 2011-2013

American Medical Systems 2014

DAS Corporation Korea 2012

Carlisle 2010- 2015

Firestone Marketing and Innovation 2010

SPX Corporation Pricing 2008-2012, 2015

Thermo Fisher Scientific Strategic Thinking, Marketing and Product Commercialization

2009 and 2010

WellPoint Driving Top Line Revenue Growth 2009

Manitowoc Corporation Pricing 2007- 2008

3M Corporation, Planning for Growth 2007-2010

3M Corporation, Marketing Leadership Development Program, St. Paul, MN, 2002-2008

McCain Foods Pricing 2006-2008

Microsoft Corporation Channel Management and Marketing Value 2006-2008

The Dow Chemical Company, Marketing Value, 2005-2008

Ingersoll-Rand Corporation, Marketing Strategy for Innovation, 2009

Ingersoll-Rand Corporation, Driving Dramatic Growth, 2004-2008

Ingersoll-Rand Corporation, Advanced Pricing Workshop, 2005 – 2008

JD Irving Inc, Pricing 2008

Indiana Service Partnership Program, “Customer Driven Approaches for Achieving

Sustainable Profitable Growth,” Bloomington, IN, 2002

IBM, “Business Planning Process Workshop,” IBM Learning Center, Armonk, New York,

2001- 2006.

Army Air Force Exchange Program, “Category Management,” Dallas, Texas, October 2000.

Ashland Chemical Corporation “Insights on Outstanding Pricing,” Bloomington, Indiana,

September 1998.

“Category Management,” J.C. Penney Center for Retail Research and Education,

University of Florida, April 1998.

Harrisons and Crosfield PLC, “Sales Forecasting,” Bloomington, Indiana, October 1997.

“Assuming a Marketing Orientation,” Babolna, Hungary, May 1996, U.S.A.I.D. Program.

“Strategic Profit Model in Retailing,” Poznan, Poland, Nov. 1991, U.S.A.I.D. Program.

“Evaluation and Use of Marketing Research,” Marketing Management for Transit, Institute

for Urban Transportation, Bloomington, Indiana, November 1990.

“Evaluation and Use of Marketing Research,” Marketing Management for Transit, Institute

for Urban Transportation, Bloomington, Indiana, June 1989.

CONSULTANCIES (not all listed)

Myers Industries

Akro-Mills Inc

Dow AgroSciences

Vinvox Inc

Anaren

Cummins

Chemetall Corporation

Corning Cable

Lincoln Industries

Carlisle Corporation

Cook Corporation

SPX Corporation

3M Corporation

The Dow Chemical Company

Ingersoll Rand

McCain Foods

IBM Corporation

Indiana University Bookstore

Eli Lilly, Indianapolis, Indiana

Residential Services and Programs, Indiana University

Marsh Supermarkets, Inc, Indianapolis, Indiana

Agri Business Group, Indianapolis, Indiana

The Family Literacy Center, Indiana University, Bloomington, Indiana

Dissertation Committees

Completed

Palmiera, Mauricio, “Criteria Instability and the Isolated Option Effect,” defended

March 26, 09.

Lim, Lewis,”Technology Versus Relations-Intensiveness in Pricing Capability

Building,” July 2007.

Cao, Wen, “Essays on Pricing Strategies in Markets with Heterogeneous

Consumers,” July 2006.

Monika Kukar-Kinney, “Consumer Response to Price Matching Guarantees: The

Moderating Role of Consumer and Retailer Characteristics.” She defended in

2003.

Bryan Lilly, “Theory and Empirical Research on New Product Pre-

Announcements,” (Chairman) completed August 1997.

Jeffrey Blodgett, “Consumer Complaining Behavior and Satisfaction with

Retailer Redress,” (Co-chairman) completed June 1992.

Bernice Stevens, “Consumer Attitudes Toward Information at the Point-of-Purchase,”

(Member) completed May 1991.

Irene Foster, “Bundling and Entry in a Bertrand Model,” (Member) completed April

1991.

Raymond (Nick) Gerlich, “Modeling Retailer Acceptance of New Product Introductions

by Packaged Goods Manufacturers,” (Chairman) completed August 1990.

Lynn McGee, “Dealer Influence in Marketing Channels,” (Member) completed July

1990.

Donna Hill, “Consumer Use of Product Information in a Satisfaction Framework:

Information Consistency, Information Format, and Product Types,” (Member) completed

May 1989.

Orose Leelakulthanit, “The Relationship Between Life Satisfaction with Consumption of

Goods and Services in Thailand,” (Member) completed April 1989.

Independent Study (Masters)

Marsha Huff, “A Model of the Impact of Retail Promotion on Brand Sales,” 1993.

Leanne Barnett, “Determinant Attributes of Retail Patronage: The Case of Pizza Hut

Restaurants,” 1989.

Jonathan Morgan, “Critical Issues in Strategic Retail Management,” 1988.

Honors Thesis (Undergraduate Honors Program)

Robert Buchles, “Assessing the Marketing Strategies of Sports Tech Sporting Goods

Store,” 1986.

PUBLICATIONS

Published Articles at Refereed Journals

Walters, Rockney G. (with Monika Kukar-Kinney and Scott Mackenzie), “Consumer

Response to Characteristics of Price Matching Guarantees: The Moderating Role

of Price Consciousness,” Journal of Retailing, vol 83, 2 (2007), 211-221.

Walters, Rockney G. and Monika Kukar-Kinney, “Consumer Perceptions of Refund

Depth and Competitive Scope in Price-Matching Guarantees: Effects on Store

Patronage,” Journal of Retailing, Vol. 79 (2003), Number 3, 153 -160.

Walters, Rockney G. (with Maqbul Jamil), “Exploring the Relationships Between

Shopping Trip Type, Purchases of Products on Promotion and Shopping Basket

Profit,” Journal of Business Research, Volume 56, Number 1, (2003), 17-29.

Walters, Rockney G. (with Maqbul Jamil), “Measuring Cross-Category Specials

Purchasing: Theory, Empirical Results, and Implications,” Journal of Marketing-

Focused Management, 5 (2002), 25-42.

Walters, Rockney G. (with S. Basuroy and M. Mantrala), “The Impact of Category

Management on Retailer Prices and Performance: Theory and Evidence,” Journal

of Marketing, 65, (October 2001), 16-32.

Walters, Rockney G. (with Bryan Lilly), “New Products and Effective

Preannouncements: How to Sway Consumer Preference,” Journal of Marketing

Theory and Practice, 8, (Fall 2000), 1-9.

Walters, Rockney G. (with Bryan Lilly), “Toward a Model of New Product

Preannouncement Timing,” Journal of Product and Innovation Management,

(January 1997), Vol. 14, No. 1, 4-20.

Walters, Rockney G. (with W. Bommer), “Measuring the Impact of Product and

Promotion Related Factors on Product Category Price Elasticities,” Journal of

Business Research, (July 1996), Vol. 36, No. 3, 203-216.

Walters, Rockney G. (with Nicholas Gerlich and Oliver Heil), “Factors Influencing

Retailer Acceptance of New Packaged Goods: Some Comparisons Across New

Product Types,” Journal of Food Products Marketing, (Spring 1994), Vol. 2, No.

2, 65-92.

Walters, Rockney G. (with Jeff Blodgett and Donald Granbois), “The

Effects of Perceived Justice on Negative Word-of-Mouth and Repatronage

Intentions,” Journal of Retailing, (Winter 1993), Vol. 69, No. 4, 399-428.

Walters, Rockney G. (with Oliver Heil), “Explaining Competitive Reactions to New

Products: An Empirical Signaling Study,” Journal of Product and Innovation

Management, (January 1993), Vol. 10, No. 1, 53-65.

Walters, Rockney G. (with O. Leelakulthanit and Ralph Day), “Investigating the

Relationship Between Marketing and Overall Satisfaction with Life in a

Developing Country,” Journal of Macromarketing, (June 1991), Vol. 11, No. 1,

3-23.

Walters, Rockney G., “Assessing the Impact of Retail Promotion on Product Substitution

and Complementary Purchase and Interstore Sales Displacement,” Journal of

Marketing, (April 1991), Vol. 55, No. 2, 17-28.

Walters, Rockney G. and Daniel McQuiston, “The Evaluative Criteria of Industrial

Buyers: Implications for Sales Training,” Journal of Business and Industrial

Marketing, (Summer/Fall 1989), Vol. 4, No. 2, 65-75.

Walters, Rockney G., “An Empirical Investigation into Retailer Response to

Manufacturer Trade Promotions,” Journal of Retailing, (Fall 1989), Vol. 65, No.

3 46-62.

Walters, Rockney G., “Retail Promotions and Retail Store Performance: A Test of Some

Key Hypotheses,” Journal of Retailing, (Summer 1988), Vol. 64, No. 2, 153-80.

Walters, Rockney G. and Scott MacKenzie, “A Structural Equations Analysis of the

Impact of Price Promotion on Store Performance,” Journal of Marketing

Research, (February 1988), Vol. 25, No. 1, 51-63.

Walters, Rockney G. and Heikki Rinne, “An Empirical Investigation into the Impact of

Price Promotions on Retail Store Performance,” Journal of Retailing, (Fall 1986),

Vol. 62, No. 3, 237-66.

Working Papers

Walters, Rockney with Lewis Lim and Rebecca Slotegraaf, “Technology Versus

Relations-Intensiveness in Pricing Capability Building,” soon to be under first review at

an A journal.

Walters, Rockney, S. Basuroy, et al, “The Problem with Item Reduction: A Re-

examination and New Insights," to be under review at a top marketing journal.

Refereed Proceeding Papers

Walters, Rockney G. and Rosann Spiro, “The Proof of the Pudding is in the Eating:

Measuring the Effects of Category Management,” (abstract), Recent Advances in

Retailer and Services Science, Telfs, Austria (June 1996).

Walters, Rockney G. and Daniel McQuiston (1989), “An Empirical Investigation of

Functional Role Evaluative Criteria in an Industrial Purchase Decision,” Journal

of Midwest Marketing, Vol. 4, No. 1 (Spring), 62-67.

Walters, Rockney G. (1989), “An Empirical Investigation into the Impact of Sales

Promotion on Manufacturer Profit,” in 1989 Educators' Conference Proceedings,

R. Winer et. al., eds., Chicago: American Marketing Association, (abstract).

Walters, Rockney G. and Deidre Bird (1987), “Logit and Probit Transformations:

Techniques for Market Segmentation,” Cultural and Subcultural Developments in

Marketing, ed. Robert Pitts, Chicago: American Marketing Association, 116-124.

Walters, Rockney G. and Heikki Rinne (1987), “Cross Cultural Comparison of Price

Deal Effects: An Empirical Analysis,” in Second Symposium on Cross Cultural

Consumer and Business Studies, ed. Michael Houston, Chicago: American

Marketing Association, 14-20.

Study Guide

Marketing: Relationships, Quality, and Value, with William Nickels and Marian Wood,

1997, Worth Publishers, New York, New York.

Published Cases

Walters, Rockney and Idalene Kesner (2005), “Class - or Mass?” Harvard Business

Review, April, 35-48.

SERVICE

Kelley School of Business

KD Curriculum Committee 2013, 2014, 2015

Teaching Excellence Committee 2002, 2003, 2007-11

Faculty Review Committee 2003, 2004, 2005, 2011-12

M.B.A. Policy Committee, 1987, 1988, 1989, 2010-12

Honors Committee, 1990, 1991, 2005, 2006

Computer Committee, 1992, 1993

Academic Fairness Committee, 1993, 1994

Undergraduate Policy Committee, 1994, 1995, 1996, 1997, 1998, 2000- 2002, 2009

Red Carpet Days, 1993

“Marketing as a Career” Presentations to X220 Students, 1994, 1995,

1996, 1999, 2000, 2001

SAP Committee, 1997

Honors Thesis Advisor, 2001

Marketing Department

Undergraduate Task Force, (Member 1993, 1994, 1995, 2009); Chairperson 1996, 2001-

present

Haring Symposium, Faculty Advisor 2007

Coordinator of Marketing Career Day, 1995 to 2007.

Faculty Recruiting Committee, 1985, 1987, 1988, 1989, 1995, 2003, 2004, 2005

Marketing Club Advisor, 1985, 1986, 1987, 1994 to 2008.

Paul Harris Stores Grant Committee, 1986

M.B.A. Departmental Policy Committee, 1989, 2010-12

Faculty Performance and Salary Committee, 1990, 1991, 1996, 2002

Doctoral Committee, 1992, 1993, 1994

Coordinator of Ph.D. Field Examination, 1993, 1994, 1995

Teaching Evaluation and Development Committee, 1993, 1994

Freshman Advisor, 1993, 1994

Second Year Paper Reviewer PhD committee 2006-present

University

Campus Faculty Promotions Committee 2003, 2004

Indiana University Bookstore Committee, 2001-2003

Campus Housing and Advisory Committee, 1999, 2000

“Wal-Mart: The Implications for Small-Town Retailers,” Lecturer in the Mini-

University, Indiana University, 1994

“Controversial Issues in Marketing: Implications for You, the Consumer,” Lecturer in

the Mini University, Indiana University, 1993

“Careers in Marketing,” Alpha Kappa Psi New Member Initiation Keynote Speaker, 1993

PROFESSIONAL ACTIVITIES

Reviewing

Reviewer, Journal of Retailing

Reviewer, Journal of Marketing

Reviewer, Journal of Applied Economic and Business Studies

Reviewer, Journal of Marketing Research

Reviewer, A.M.A. Summer Educators’ Conference

Reviewer, Southern Marketing Association Conference

Reviewer, ACRA Conference, Richmond, Virginia

Reviewer, A.M.A. Winter Educators’ Conference

Reviewer, Journal of Interactive Marketing

Conference Presentations and Seminars

Domestic - Research Oriented Presentations

“The Impact of Category Management on Retailer Prices and Performance: Theory and

Evidence, Roundtable on Antitrust and Category Captains, sponsored by the US

Department of Justice, Washington, DC. This talk was based on my Journal of

Marketing paper on Category Management (2001). The paper was presented by

one of my coauthors.

“Exploring Determinants of Shopping Basket Profitability,” (with Maqbul Jamil), Albert

Haring Symposium, Indiana University, April 1998.

“Category Management and Channel Price Competition,” Marketing Science Conference,

Gainesville, FL, March 1996.

“A Marketing Signaling Framework to Explain Competitive Reactions to Price Reduction

Signals,” (with Oliver Heil), presentation at the Annual Meeting of ORSA/TIMS,

San Francisco, California, November 1992.

A Discussion of the Growth of Technology in Retailing, “Business

Perspectives” Television Show with Dean Jack Wentworth, Bloomington, Indiana

University, 1989.

“An Empirical Investigation into the Impact of Sales Promotion on Manufacturer Profit

on Packaged Goods,”American Marketing Association Educators’ Conference,

Chicago, IL, 1989.

“Use of Marketing Research Data,” American Association of College Unions,

Bloomington, Indiana, 1988.

“Opportunities for Research in Retailing,” Southern Marketing Association Conference,

Atlanta, GA, 1988.

“A Structural Equations Analysis of the Impact of Price Promotions on Store

Performance,” Marketing Science Institute Conference of Sales Promotion,

Cambridge, MA, 1988.

“Logit and Probit Transformations: Techniques for Market Segmentation,” Cultural and

Subcultural Developments in Marketing, A.M.A. Conference, Chicago, IL,

DePaul University, 1987.

“Cross Cultural Comparisons of Price Deal Effects: An Empirical Analysis,” Second

Symposium on Cross Cultural Consumer and Business Studies, Honolulu, HI,

1987.

“An Empirical Investigation of Functional Role Evaluative Criteria in an Industrial

Purchase Decision,” Association for Consumer Research Conference, Toronto,

Canada, 1986.

International Research-Oriented Presentations

“Market Signaling: The Case of Price Reduction Reactions,” Johannes Gutenburg

Universitat, Mainz, Germany, June 1997.

“The Proof of the Pudding is in the Eating: Measuring the Effects of Category

Management,” Telfs, Austria, June 1996.

“Using Marketing Signaling to Understand Competitive Reactions to a Firm’s Price

Reductions,” (with Oliver Heil), presentation at the European Marketing

Academy Conference in Maastricht, The Netherlands, April 1994. The paper won

“The Best Paper Award” at the conference. Over 200 papers were submitted.

“Marketing and Economics and the Quality of Life in the United States,” seminar

conducted at the Randers (Denmark) School of Business, January 1992.

“Strategic Profit Model in Retailing,” U.S.A.I.D. Program in Poznan, Poland, 1991.

“Japanophobia,” Ninth Conference on American Studies in Yugoslavia, Dubrovnik,

Yugoslavia, 1990.

“Implications of a Consumer Society,” Ninth Conference on American Studies in

Yugoslavia, Dubrovnik, Yugoslavia, 1990.

“Salesperson Country of Origin Effects on Industrial Buyer Attitudes and Intentions to

Purchase,” European Marketing Academy Conference, Athens, Greece, 1989.

GRANTS AND AWARDS

Ford Motor Company Faculty Fellowship, 2001 to 2007

Summer Research Grant, “An Empirical Study of the Impact of Category Management

on Product Category Performance,” 1996 (competitive).

A-Core Teaching Development Grant, 1994.

Summer Research Grant, “Product Category Management: The Role of Promotional

Frequency and Magnitude on Product Category Sales and Profit,” 1993

(competitive).

Summer Research Grant, “Measuring the Effects of Retail Price Promotion on Variability

in Product Category Sales and Profit,” 1992 (competitive).

Summer Research Grant, “Investigating the Impact of Distribution Coverage on Market

Share,” 1990 (competitive).

Dow Undergraduate Teaching Award, Marketing Department, Indiana University, 1989.

Summer Research Grant, “Measuring the Impact of Manufacturer's Sales Promotion on

Profit in Package Goods,” 1989 (competitive).

Summer Research Grant, “Measuring the Effects of Retail Price Promotions on the

Performance of Competing Stores,” 1988 (competitive).

Summer Research Grant, “Retail Promotions and Store Performance: A Test of Some

Key Hypotheses,” 1987 (competitive).

Krannert Dissertation Grant, Krannert Graduate School of Management, Purdue

University, 1984.

Outstanding Instructor, Krannert Graduate School of Management, Purdue University,

1984.

Outstanding Instructor, Krannert Graduate School of Management, Purdue University,

1982.

David Ross, Thesis Grant, Krannert School of Management, Purdue University, 1982.