Media
Publications:
Documents:
Videos:
Audio/Podcasts:
Industry Expertise (2)
Education/Learning
Research
Areas of Expertise (4)
Marketing
Promotion
Pricing
B2B
Accomplishments (5)
MBA Distinguished Teaching Award (professional)
2015
SKKU Teaching Excellence Award (professional)
2015
MBA Professor of the Year Award (professional)
2015
MBA Distinguished Teaching Award (professional)
2014
Indiana University Trustee Teaching Award (professional)
2014
Education (3)
Purdue University: Ph.D., Marketing & Econometrics 1984
University of Kansas: MBA, Business Administration 1977
University of Florida: B.A.Sc., Undergraduate Studies 1975
Media Appearances (1)
Focusing on Practical Teaching
The Korea Times online
2014-07-02
Rockney Walters, a marketing professor from Kelley School of Business at Indiana University (IU), said he works with many companies to learn about their issues and problems so that he can help his students from his accumulated experience. "When you work with many different companies, you learn about their issues, problems and solutions. I take information back to the classroom to help all my students," Walters said in a recent interview with The Korea Times...
Event Appearances (4)
The Proof of the Pudding is in the Eating: Measuring the Effects of Category Management
Recent Advances in Retailer and Services Science Telfs, Austria, June 1996
An Empirical Investigation into the Impact of Sales Promotion on Manufacturer Profit
Educators' Conference Proceedings Chicago, IL., 1989
Logit and Probit Transformations: Techniques for Market Segmentation
Cultural and Subcultural Developments in Marketing Chicago, IL., 1987
Cross Cultural Comparison of Price Deal Effects: An Empirical Analysis
Second Symposium on Cross Cultural Consumer and Business Studies Chicago, IL, 1987
Research Grants (5)
Faculty Fellowship
Ford Motor Company
2001 to 2007
Summer Research Grant
An Empirical Study of the Impact of Category Management on Product Category Performance
1996 (Competitive)
Teaching Development Grant
A-Core
1994
Summer Research Grant
Product Category Management: The Role of Promotional Frequency and Magnitude on Product Category Sales and Profit
1993
Summer Research Grant
Measuring the Effects of Retail Price Promotion on Variability in Product Category Sales and Profit
1992 (Competitive)
Articles (5)
Consumer Responses to Characteristics of Price-Matching Guarantees: The Moderating Role of Price Consciousness
Journal of Retailing
2007 The present study develops and tests a conceptual model of consumer response to different types of price-matching characteristics (i.e., refund depth, length, and scope) across consumer segments with varying levels of price consciousness. A computer shopping simulation results show that a deep refund is interpreted as a signal of low prices by nonprice conscious consumers...
Consumer Perceptions of Refund Depth and Competitive Scope in Price-Matching Guarantees: Effects on Store Patronage
Journal of Retailing
2003 The study investigates the effect of two characteristics of price-matching guarantees—the depth of refund offer and the scope of competitors eligible for price matching—on consumer perceptions of price-matching guarantee believability and value and consumer intentions to patronize the retailer...
Exploring the Relationships Between Shopping Trip Type, Purchases of Products on Promotion and Shopping Basket Profit
Journal of Business Research
2003 How different types of shopping trips influence consumer search and purchase behavior has long been of interest to marketing practitioners and scholars. The reliance of retailers on price specials to influence economic performance means gaining knowledge about linkages between shopping trip type and the consumer response to price specials is important...
Measuring Cross-Category Specials Purchasing: Theory, Empirical Results, and Implications
Journal of Market-Focused Management
2002 The typical Hi-Lo grocery retailer offers consumers thousands of price specials each week to build traffic and influence economic performance. Retailer reliance on price specials may engender heavy cross-category specials purchasing by shoppers. Retailers contend that high cross-category specials purchasing can damage profitability because many of the specials presented to consumers have reduced gross margins...
The Impact of Category Management on Retailer Prices and Performance: Theory and Evidence
Journal of Marketing
2001 Category management (CM) is a recent retail management initiative that aims at improving a retailer's overall performance in a product category through more coordinated buying, merchandising, and pricing of the brands in the category than in the past. Despite tremendous retailer and manufacturer interest in the process of CM and its rapid adoption in the industry, much uncertainty exists about the consequences of CM for channel members. The present study focuses on how a shift to CM by a retailer affects its equilibrium prices, sales, and profitability in a competitive retail setting...
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