Leavey School of Business : Faculty : Vita : Dale Achabal

Faculty: Dale D. Achabal
Associate Dean, Research and Development
L.J. Skaggs Distinguished Professor of Marketing
Department of Marketing
Leavey School of Business
Santa Clara University

EDUCATION
Ph.D. The University of Texas - Austin (1975)
Major: Marketing Minor: Urban and Regional Economics Demography

B.A., M.A. San Francisco State University (1968, 1970)
Major: Business Administration Minor: Sociology / Demography

PROFESSIONAL EXPERIENCE
1997-present Associate Dean for Research & Development, Leavey School of Business & Administration, Santa Clara University
1987-present L.J. Skaggs Distinguished Professor & Director, Retail Management Institute / Retail Workbench Research & Education Center, Leavey School of Business & Administration, Santa Clara University
1983 - 1987 Associate Professor of Marketing & Director, Retail Management Institute, Leavey School of Business & Administration, Santa Clara University
1980 - 1983 Assistant Professor of Marketing & Co-Director, Retail Management Institute, Leavey School of Business & Administration, Santa Clara University
1975 - 1980 Assistant Professor of Marketing, College of Administrative Science, The Ohio State University
1973 - 1975 Lecturer, School of Business Administration, University of California, Berkeley

TEACHING EXPERIENCE
Undergraduate Retail Management, Marketing Management, New Product Development, Introductory Marketing, Special Topics in Retailing Graduate Marketing Management, Competitive Marketing Strategy, Marketing for Non-Profit & Public Sector Organizations, Marketing Geography

RESEARCH ACTIVITIES
A. Publications
"A Decision Support System for Vendor Managed Inventory," Journal of Retailing, Vol. 76, No. 4, Winter 2000 (with S.H.McIntyre, S.A. Smith & K.Kalyanam)
"Marketing Trade Incentives: How the Practices of the Tobacco Industry Compare to Other Industries," AJPH, Spetember 30, 1999 (With Ellen C. Fieghery, Kurt M. Ribisl, and Tyzoon Tyebjee)
"Clearance Pricing and Inventory Policies for Retail Chains," Management Science, Vol. 44, No. 2, February 1998 (with SA Smith)
"A Two Stage Sales Forecasting Procedure Using Discounted Least Squares," Journal of Marketing Research, Vol. XXXI, No. 1, February 1994 (with SA Smith & S.H. McIntyre)
"Applying Case-Based Reasoning to Forecasting Retail Sales," Journal of Retailing, Vol. 69, No. 4, Winter 1993 (with S.H. McIntyre and CM Miller). Honorable Mention "Best Article of the Year."
"Emerging Technology in Retailing: Challenges and Opportunities for the 1990's," Invited chapter in The Future of U.S. Retailing, Robert A. Peterson, ed., Westport, CT: Quorum Press, 1991, pp. 85-125 (with S.H. McIntyre).
"Maximizing Profits from Periodic Department Store Promotions," Journal of Retailing, Vol. 66, No. 4, Winter 1990 (with S.H. McIntyre & S. Smith). Awarded "Best Article of the Year." "Information Technology is Reshaping Retailing," Guest Editorial, Journal of Retailing, Vol. 63, No. 4, Winter 1987 (with S.H. McIntyre).
"The Effect of Nutrition P-O-P Signs on Consumer Attitudes and Behavior," Journal of Retailing, Vol. 63, No. 1, Spring 1987 (with S.H. McIntyre, C. Bell, and N. Tucker).
Marketing Education: Knowledge Development, Dissemination, and Utilization, Editor, Proceedings of the 1986 AMA Winter Educators' Conference, Chicago: American Marketing Association, 1986 (with J. Guiltinan)
"Retail Research Centre Report," International Journal of Retailing, Vol. 1, No.1, 1986, 79-81.
"Productivity Measurement and the Output of Retailing," Journal of Retailing, Vol. 61, No. 3, Fall 1985 (with J. Heineke and S. McIntyre).
"Issues and Perspectives on Retail Productivity," Journal of Retailing, Vole 60, No. 3, Fall 1984 (with J. Heineke and S. McIntyre). Honorable Mention "Best Article of the Year."
"Impulse Purchasing in Patronage Behavior," Proceedings, GP White, ed., Vol. 1, American Institute for Decision Sciences, November 1982 (with M.A. Kriewall and J.M. Munson).
"MULTILOC: A Multiple Store Location Decision Model," Journal of Retailing, Vol. 58, No. 1, Summer 1982 (with W. Gorr and V. Mahajan). Awarded "Best Article of the Year."
"STEMCOM: An Analytical Model for Marketing Control," Journal of Marketing, Vol. 46, No. 2, Spring 1982 (with S. Sharma).
"The Effect of Time & Situational Factors on Food Store Patronage," in Patronage Behavior and Retail Management, William R. Darden and Robert F. Lusch, eds., Chapter 25, New York: Elsevier North-Holland, 1982 (with M.A. Kriewall and S.H. McIntyre).
"An Innovation Adoption Perspective for Public Sector Marketing," in Government Marketing: Theory and Practice, Michael P. Mokwa and Steven E. Permut, eds., Chapter 4, New York: Praeger Publishing Company, 1981 (with R. Backoff).
"Market Penetration and Locational Conflict in Franchise Systems," Decision Sciences, Vol. 11, No. 1, January 1980 (with L. Brown and R. Zeller).
"An Examination of Alternative Emergency Ambulance Systems: Contributions from an Economic Geography Perspective," Social Science & Medicine, Vol. 13D, No. 2, June 1979 (with M.E.F. Schoeman).
"Designing and Evaluating a Health Care Delivery System Through the Use of Interactive Computer Graphics," Social Science & Medicine, Vol. 12D, No. 1, March 1978 (with H. Moellering, J.P. Osleeb and R.W. Swain).
"The Development of a Spatial Delivery System for Emergency Medical Services," Geographical Analysis, Vol. X, No. 1, January 1978.
"Marketing and Preventive Health Care: The HMO Example," in Marketing and Preventive Health Care, P.D. Cooper, W. Kehoe and P. Murphy, eds., Chicago, IL: American Marketing Association, 1978.
"A Macro-Marketing Approach for Planning and Evaluation of Emergency Medical Services Delivery Systems," Marketing: 1776-1976 and Beyond, K. L. Bernhardt, ed., Chicago: American Marketing Association, 1976 (with M.I. Alpert).
"The Ecological Structure of an Urban Area: An Empirical Application of Weighted Cluster Analysis," Proceedings, Southern Marketing Association, 1973 (with W.S. Martin).
"Weighted Hierarchical Grouping Analysis for Marketing Segmentation," Proceedings, Southern Marketing Association, 1973 (with W.S. Martin).
"The Black Salesman: How is He Doing," Personnel Journal, September 1971 (with R. Nelson and W. George).

B. Other Publications
"A Seasonal Planning Decision Support System," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, April 1995 (with S.H. McIntyre and R. Collins).
"Retail Testing Decision Support System," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, July 1994 (with S.H. McIntyre).
"Clearance Markdown Planning Decision Support System (Version 2)," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, September 1993 (with S.A. Smith).
"A Forecasting Model for Decision Support," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, November 1992 (with S.H. McIntyre and S.A. Smith).
"Issues in Developing Application Databases: Lost Sales and Data Aggregation," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, November 1992 (with S.H. McIntyre and S.A. Smith).
"An Analysis of Neural Networks for Forecasting Retail Sales," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, April 1992 (with S.H. McIntyre, W. Caid, and F. Tonge).
"Clearance Markdown Planning Decision Support System," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, December 1991 (with S.A. Smith).
"A Promotional Estimation System Using Case Based Reasoning," Retail Workbench Research & Education Center, Retail Management Institute, Santa Clara University, December 1991(with S.H. McIntyre).
"A Prototype Expert System for Merchandise Reprojection," report of a joint study IBM Corporation, February, 1989 (with S. McIntyre and S. Smith).
"Site Evaluation and Location System by D. Love & J. Deichert," book review in Journal of Marketing Research, XXIV, 3, 1987.
California Fresh Market Tomato Advisory Board Case, Institute of Agribusiness, University of Santa Clara, April 1983 (with J. Niles and G. Clark).
"Marketing in a Regulated Environment by George Dominques," book review, Journal of Marketing, Vol. 43, No. 1, January 1979.
"Mental Maps by Peter Gould and Rodney White," book review, Journal of Marketing Research, Vol. 13, No.2, May 1976.

C. Selected Presentations
"Implementing Marketing Models: Decision Support Systems for Vendor Managed Inventory & Clearance Markdown Management," INFORMS - National Conference, Cincinnati, May 1999 (with S. McIntyre, S. Smith & K. Kalyanam).
"What Does It Take To Develop True Decision Support Capability in Today's Systems?," National Retail Federation, New York, January 1999.
"Assessing the Potential for Micro Assorting," INFORMS - Marketing Science Conference, INSEAD - France, July 1998 (with K. Kalyanam & S. McIntyre).
"Adding Science to the Art of Retailing," 8th Asian Retail Conference, Adelaide - Australia, October 1997.
"Decision Support System Models for Retailing," ACRA / National Retail Federation, New York, January 1995.
"New Game, Different Rules: Retooling the I/S Organization," National Retail Federation, RISCON Conference, Las Vegas, October 1994
"Emerging Issues in Retailing," AMA Summer Educators' Conference, San Francisco, August 1994. "Determining Optimal Clearance Pricing Trajectories," TIMS/ORSA Joint National Meeting, Nashville, TN, May 1991, (with S. Smith).
"A Forecasting System for Department Store Promotions," Marketing Science Conference, Durham, NC, March 1989 (with S. McIntyre and S. Smith).
"Expert Help in Planning Retail Promotions," AMA Summer Educators' Conference, San Francisco, August 1988.
"Maximizing Profits from Retailer-Sponsored Promotions," Marketing Science Conference, Seattle, March 1988 (with S. McIntyre and S. Smith).
"The Growing Influence of MIS," National Retail Merchants Association, New York, January 1988.
"Expanding Store Level Assortments Through Video Technology," National Retail Merchants Association, Chicago, September 1987.
"Organizational Structure and Decision Making in the Computer Age," National Retail Merchants Association, Los Angeles, June 1987.
"Institutes & Centers of Retail Management," AMA Winter Educators' Conference, St. Petersburg, February 1986.
"Critical Factors in Establishing University Institutes," ACRA/Academy of Marketing Science Conference, Charleston, October 1985.
"Strategic Retail Location: An Analysis of Options," ISOLDE III, International Symposium on Locational Decisions, June 1984 (with V. Mahajan and D. Schilling).
"The Future of Retailing," SWMA/AMA/ACRA Retail Workshop on Research and Teaching in Retailing, San Antonio, February 1984.
"Impulse Purchasing in Patronage Behavior," American Institute of Decision Sciences Conference, San Francisco, November 1982 (with M.A. Odegaard Kriewall and J. M. Munson).
"Private Labels, Product Class, and Patronage Behavior," National ORSA/TIMS Conference, San Diego, October 1982 (with M.A.Odegaard Kriewall and T. Tyebjee).
"Issues and Perspectives on Retail Productivity," AMA Educators' Conference, Chicago, August 1982 (with S. McIntyre and M.A. Odegaard Kriewall).
"The Effect of Time Related Factors on Patronage Behavior," AMA Patronage Theory Conference, Lake Placid, N.Y., May 1981 (with M.A. Odegaard Kriewall and S.H. McIntyre).
"Strategic Analysis of the Retail Portfolio," in the Retail Management Tract at the National ORSA/TIMS Conference in Colorado Springs, November 1980 (with M.A. Odegaard Kriewall).
"Multi-Unit Store Location," Special Topics ORSA/TIMS Conference on Market Measurement and Analysis, The University of Texas at Austin, March 1980.
"Marketing in the Public Sector: An Innovation Adoption Perspective," Exploring and Developing Government Marketing Conference, sponsored by AMA/Yale University, May 1979 (with R. Backoff).
"The Use of Interactive Computer Graphics in Health Care Delivery," in the OR/MS and the Improvement of the Public's Health Tract at the National ORSA/TIMS Conference in San Francisco, May 1977 (with H. Moellering, J.P. Osleeb, and R.W. Swain).
"Problems and Limitations for Marketing and Preventive Health Care," AMA sponsored workshop on Preventive Health Care and Marketing: A Workshop with Multiple Viewpoints, Charlottesville, Virginia, March 1977.
"A Model for Multi-County Emergency Medical Services Systems Design," National ORSA/TIMS Conference in Philadelphia, April 1976.
"Consumer Innovators, Dogmatism, and New Product Acceptance," Southwestern Social Science Association Conference, San Antonio, March 1972 (with R.A. Peterson and H. Pruden).

HONORS AND AWARDS
Santa Clara University - President's Special Recognition Award (1994)
Dean's Recognition Award (1988, 1994)
American Marketing Association, Marketing Faculty of the Year (1990-91)
Journal of Retailing - Best Paper Award (1990 and 1982)
Journal of Retailing - Best Paper Award (1993 and 1984, honorable mention)
American Marketing Association - Consortium (Co-Chair 1994; Participant 1993, 1981)
Beta Gamma Sigma Honorary Fraternity (1976)
American Marketing Association - Doctoral Consortium Fellow (1973)
National Defense Education Act, Research Fellowship (Summers 1972-73)
NATO - Fellowship, Second Advanced Studies Institute on Recent Developments in Regional Science, Karlsruhe, Germany (Summer 1972)

PROFESSIONAL ACTIVITIES
Editorial Review Board, Journal of Retailing, 1982-present
Board of Directors, Information Technology Council, National Retail Federation, 1992 - present
Session Chairman, National Retail Federation Conference Sessions, June 1987, September 1987, January 1988, October 1990, January 1991, June 1992, October 1992, October 1993, September 1995, October 1998, January 1999
Chairman, "Managing Retailing in an Increasingly Competitive Environment," Santa Clara University, September 1988
Chairman, "Emerging Retail Concepts and Competitive Responses," Santa Clara University, September 1987
Chairman, "Managing Retailing in a Highly Competitive Environment," Santa Clara University, September 1986
Co-Chairman, AMA National Winter Educators' Conference, St. Petersburg Beach, FL, February 1986
Chairman, "Managing Retailing in the Information Age," Santa Clara University, July 1985
Editor, Special Issue on Productivity, Journal of Retailing, Fall 1984
Session Chairman, "Retailing Research Perspectives," AMA Educators' Conference, Chicago, August 1984
Session Chairman, "Marketing Applications III," TIMS/ORSA National Meeting, San Francisco, May 1984
Session Co-Chairman, "Retail Theory and Models," TIMS/ORSA National Meeting, San Diego, November 1982
Session Chairman, "Retail Productivity," AMA Educators' Conference, Chicago, August 1982
Session Chairman, "Predicting and Measuring Retail Performance," AMA Educators' Conference, Washington, D.C., August 1981
Session Chairman, "Retail Management," TIMS/ORSA National Meeting, Colorado Springs, November 1980.
Session Chairman, "Health Care Marketing," AMA Educators' Conference, Minneapolis, August 1979
Session Co-Chairman, "Marketing Information Systems," TIMS/ORSA National Meeting, New Orleans, April/May 1979
Manuscript reviewer for Addison-Wesley, Business Publications Inc., Dryden Press, and MacMillan publishers
American Marketing Association - Columbus, Ohio Chapter
* President 1978-79
* Vice President - Programs 1977-78
* Vice President - Membership 1976-77
Referee for National AMA, JAMS, DSI, Marketing Science, and TIMS/ORSA
Educators' Conferences 1977 - present
Manuscript reviewer for Journal of Marketing Research, Journal of Marketing, International Journal for Research in Marketing, International Journal of Retailing, Journal for the Academy of Marketing Science

COMMUNITY SERVICE
Board of Directors, KTEH-TV (PBS) Foundation, San Jose, 1987-present
Advisor, DeSaisset Museum, Santa Clara University, 1981-90
Auction Chairman, Daves Avenue Elementary School, Los Gatos, 1984-86
Advisor, Ming Quong Children's Center, Los Gatos, 1983-85
Community Marketing Advisor, San Jose Junior League, 1983-1991
President, Charter Oaks Townhouse Association, 1982-84
Advisor, Central Ohio Hospital Administrators' Association, 1977

UNIVERSITY SERVICE
Santa Clara University
* University Facilities Council, 1995-present
* Mission & Markets Task Force, 1995-97
* University Athletic Advisory Board, 1993-98
* University Research Committee, 1993-95, chair 1994-5
* University Budget Committee, 1990-93
* University Development Committee, Chairman, 1986-1989
* University Committee on Information, 1983-85 (Chair 1984-85)
* Technology Planning Task Force, 1985-86
* Faculty Club, Board of Directors, 1985-87
* University Committee on Communication, 1983-1990
* Retail Management Institute, Director, 1980-present
* Faculty Recruiting Committee, 1981, 1983, 1988, 1989
* Leavey School of Business & Administration
- Building Committee, Chairman, 1991-94
- Integration Task Force, 1989-90
- Administrative Committee, 1985-94
- Dean's Search Committee, 1988-90
- Research Committee, 1985-1990

SELECTED CONSULTING / EXECUTIVE DEVELOPMENT ACTIVITIES
The Gap, San Francisco, 1998 - present
IBM, Retail & Distribution Industries - US, EMEA & Asia Pacific, 1987 - present
Levi Strauss & Co., San Francisco, 1994 - 97
Jardine Pacific / Jardine Matheson, Hong Kong, 1995 - 97
Schulte Roth & Zabel, New York, 1996 - 97
Mervyn's, Hayward, CA, 1987 - 1995
Woolworth Corporation, New York, 1992 - 1995
Brobeck Phleger & Harrison, San Francisco, 1991 - 1995
Safeway Stores, Inc., Oakland, CA, 1991 - 1993
NCR, Dayton, OH, 1989 - 91
J.C. Penney Company, Dallas, 1987 - 91
ComputerLand Corporation, Hayward, CA, 1986 - 1989
AT&T, San Francisco, 1987 - 1988
ByVideo Corporation, Sunnyvale, CA, 1985 - 1988
Tandem Computers, Sunnyvale, CA, 1987 - 90
The DiMare Company, Palm Desert, CA, 1984-85
Produce Marketing Association, Newark, DE, 1984
California Fresh Market Tomato Advisory Board, 1983-4
California Strawberry Advisory Board, 1982-9
California Melon Research Committee, 1985-86
Food Marketing Institute-Washington, D.C., Management Practices Program, 1982.
OSU/Wholesale/NOPA Executive Management Courses, 1975-79
The Limited Stores, Columbus, OH, 1975-76

BOARDS OF DIRECTORS / ADVISORY BOARDS
Board of Directors
Gottschalk's
Goodwill Industries of Silicon Valley
RivalWatch

Advisory Boards
Active Decisions
StorePerform
VIVOtech

9/2005

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