Faculty: Shelby H. McIntyre
Department of Marketing
Leavey School of Business
Santa Clara University

Education | Professional Experience | Courses Taught | Publications |
Selected Presentations |Honors, Awards & Grants | Professional Activities |
Selected Consulting Activities | Committees Served

EDUCATION

PROFESSIONAL EXPERIENCE

COURSES TAUGHT
1. Undergraduate -- The Principles of Marketing, Marketing Management, Product/Brand Management, Marketing Research, Marketing Information Systems
2. Graduate -- Marketing Management I, Marketing Management II, Marketing Research, Marketing Information Systems

RESEARCH ACTIVITIES
A. Publications (Chronological order)
Bruno, Albert V., and Shelby H. McIntyre, "Testimonials: A Conceptual Perspective," Proceedings of the American Marketing Association, 1976 (August) 63-66.
Harrell, Thomas W., Shelby H. McIntyre, and Charles B. Weinberg, "Predicting Compensation Among MBA Graduates Five and Ten Years After Graduation," Journal of Applied Psychology, 1977 (November) 636-640.
Bruno, Albert V., and Shelby H. McIntyre, "Awareness as a Concept in the Theory of Consumer Behavior," Santa Clara Business Review, 1977 (February) 17-24.
McIntyre, Shelby H., and Adrian B. Ryans, "Time and Accuracy Measures for Alternative Multi-Dimensional Scaling Data Collection Methods," Journal of Marketing Research, 1977 16 (November) 607-611.
McIntyre, Shelby H., "Estimating Single Variable Response Functions in a Multivariate Environment," Santa Clara Business Review, 1977 (February) 58-66.
Bruno, Albert, Robert Bowman, Leigh McAlister and Shelby McIntyre, "An Analytical Framework for Procurement Decisions," Santa Clara Business Review, 1977 (February) 12-22.
A close derivative of this article was published for the Navy as: "The Information Economics of Procurement Decisions," Albert Bruno, Robert Bowman, Leigh McAlister, and Shelby McIntyre, Proceedings of the Naval Procurement Conference, 1977 (Summer).
Munson, J. Michael and Shelby H. McIntyre, "The Use of Personal Values in Cross-Cultural Marketing Research," Santa Clara Business Review, 1977, (Summer) 37-42.
Munson, J. Michael and Shelby H. McIntyre, "Personal Values: A Cross-Cultural Assessment of Self-Values and the Values Attributed to a Distant Cultural Stereotype," Proceedings of the Association for Consumer Research, Chicago, 1977 (Fall) 160-166.
Munson, J. Michael, Shelby H. McIntyre and Barry Posner, "Values as Predictors of Self-Perceived Job Success and Management Job Classification," Proceedings of the American Institute for Decision Sciences Tenth Annual Meeting, St. Louis, 1978 (October).
McIntyre, Shelby H., Dennis Moberg and Barry Posner,"Discrimination in Response to Mailed Resumes," Proceedings of the Academy of Management, Western Division, 1979 (March).
McIntyre, Shelby H. "The Leverage Impact of Judgment Based Marketing Models," Proceedings of the TIMS/ORSA Marketing Conference Stanford, 1979 (April) 551-573.
McIntyre Shelby, Dennis Moberg and Barry Posner,"Racial and Sexual Discrimination in the Recruitment Process," Proceedings of the Academy of Management, National Conference, 1979 (August).
McIntyre, Shelby, and Mike Munson, "Developing Practical Procedures for Measurement of Personal Values in Cross-Cultural Marketing," Journal of Marketing Research, 1979, 16 (February) 48-52.
McIntyre, Shelby H., Dennis J. Moberg and Barry Z. Posner, "Preferential Treatment in Pre-selection Decisions According to Sex and Race," The Academy of Management Journal, 1980, 23 (December) 738-749.
McIntyre, Shelby H., Dennis J. Moberg and Barry Z. Posner, "Discrimination in Recruitment: An Empirical Analysis," Industrial and Labor Relations Review, 1980, 33 (July) 543-550.
McIntyre, Shelby H., "Reducing Overreaction in Contract Markets," Industrial Marketing Management, 1981, 10 (January) 283-286.
McIntyre, Shelby H., Dennis J. Moberg, and Barry Z. Posner, "On Conducting Socially Responsible Research," The Journal of Enterprise Management, 1981, 3 (April) 103-107.
McIntyre, Shelby H., and Meir Statman, "Managing the risk of New Product Development," Business Horizons, 1982 (May/June) 51-55.
McIntyre, Shelby H., "Obstacles to Corporate Innovation," Business Horizons, 1982 (January/February) 23-28.
Reprinted in The Dynamics of Organization, John F. Viega & John N. Yanouzas (eds). St Paul: West Publishing, 1984, 10-14.
McIntyre, Shelby H., "An Experimental Study of the Impact of Judgment-Based Marketing Models," Management Science, 1982, 28 (January) 17-33.
McIntyre, Shelby H., and Imran S. Currim, "Evaluating the Impact of Judgment Based Marketing Models: Multiple Measures, Comparisons and Findings," Management Science: Special Issue on Marketing Planning Models, 1982, 18, 185-207.
McIntyre, Shelby H., and Barry Z. Posner, "Sex Discrimination in Response to Mailed Resumes: How Companies Respond and How Job Candidates React," American Institute for Decision Sciences 1982 Proceedings, George P. White editor, 1982, 465-7.
Achabal, Dale D., Mary Ann Kriewall and Shelby H. McIntyre, "The Effect of Time and Situational Factors on Food Store Patronage Behavior," Patronage Behavior and Retail Management, William R. Darden and Robert F. Lusch, editors, Chapter 25, New York: Elsevier North Holland, 1982.
McIntyre, Shelby H., and Adrian B. Ryans, "Task Effects on Decision Quality in Travelling Salesperson Problems," Organizational Behavior and Human Performance, 1983, 32, 344-369.
McIntyre, Shelby H., and David B. Montgomery, V. Srinivasan, and Barton A. Weitz "Evaluating the Statistical Significance of Models Developed by Stepwise Regression," Journal of Marketing Research, 1983, 20, (February) 1-11.
Tyebjee, Tyzoon T., Albert V. Bruno and Shelby H. McIntyre "Keeping the Marketing Effort in Phase During Rapid Growth," Harvard Business Review, 1983 (January-February) 62-66.
- Reprinted, in part, as: "Plan for Marketing Growth Stages So Firm Can Adapt and Respond to External Changes," Marketing News, September 16, 1983, pp. 6-7.
- Also reprinted as "Growing Ventures Can Anticipate Marketing Stages," in D. Gumpert (ed) Managing The Growing Concern, Wiley, 19.
Achabal, Dale D., John Heineke, and Shelby H. McIntyre,"Issues and Perspectives on Retail Productivity," Journal of Retailing, 1984, Vol 60, No 3 (Fall) 107-127.
Achabal, Dale D., John Heineke and Shelby H. McIntyre, "Productivity Measurement and the Output of Retailing," Journal of Retailing, Vol 61, No. 3, 1985 (Fall) 83-88.
McIntyre, Shelby H., "Using Game Simulations in Small Classes," Proceedings of the AMA Winter Educators' Conference, Joseph Guiltinan and Dale Achabal (editors), (Winter) 1986, 123-126.
McQuarrie, Edward, and Shelby H. McIntyre, "Focus Groups and the Development of New Products: Some Guidelines," Journal of Product Innovation Management, 3, 1986, 40-47.
McIntyre, Shelby H., and J. Michael Munson, "A Testing Experiment in the Principles Course: Students Learn More by Composing Test Questions on a Microcomputer," Journal of Marketing Education, 1986, 8 (Summer) 39-46.
McIntyre, Shelby H., and Sherry Bender, "The Purchase Intercept Technique (PIT) in Comparison with Telephone and Mail Surveys," Journal of Retailing, 1986, 63 (Winter) 364-383.
McQuarrie, Edward F., and Shelby H. McIntyre, "What Focus Groups Can and Cannot Do," Journal of Product Innovation Management, 4 (March) 1987, 55-60.
Achabal, Dale D., Shelby H. McIntyre, Cherryl H. Bell, and Nancy Tucker, "The Effect of Nutrition P-O-P Signs on Consumer Attitudes and Behavior," Journal of Retailing 1987, 63 (Spring) 9-24.
Armstrong, J. Scott, Rod Brodie and Shelby H. McIntyre, "Forecast-ing Methods for Marketing: Review of Empirical Research," Interna-tional Journal of Forecast-ing, forthcoming November, 1987.
- Also re-printed by the Singapore Marketing Review, 1987, 2 (March), 1987, 7-23.
Tyebjee, Tyzoon T., Albert V. Bruno, and Shelby H. McIntyre, "Growing Ventures Can Anticipate Marketing Stages," in A.C. Burns and D.W. Cravens, Readings and Cases in Marketing Management, New York: Irwin, 1987.
McIntyre, Shelby H. "Market Adaptation as a Process in the Product Life Cycle of Radical Innovations and High Technology Products." The Journal of Product Innovation Management, Vol. 5, no. 2, June 1988.
- Also re-printed in the Engineering Management Review, Vol. 17, No. 2, June 1989.
McIntyre, Shelby H., and J. Scott Armstrong. "Forecasting Marketing: A Special Issue of the International Journal of Forecasting." Empirical Economics, Summer 1988.
McQuarrie, E.F., and S. McIntyre, "Conceptual Underpinnings for the Use of Focus Groups in Consumer Research," Advances in Consumer Research, Vol. 15, ed. Michael Houston, Provo, UT: Association for Consumer Research, 1988, 580-586.
McQuarrie, Edward F. and Shelby H. McIntyre. "Marketing Entropy and Marketing Failure: Corrective Action Through a Program of Customer Visits", Marketing Science Institute Working Paper Series, 1989.
McQuarrie, Edward F., and Shelby H. McIntyre. "What the Group Interview Can Contribute to Research on Consumer Phenomenology," Research in Consumer Behavior, Vol. 4, ed. Elizabeth C. Hirschman, Greenwich, CT: JAI Press, 1990.
McQuarrie, Edward F., and Shelby H. McIntyre (1990), "Implementing the Marketing Concept Through a Program of Customer Visits," Marketing Science Institute, Report No. 90- 107, (March), 1-33.
McQuarrie, Edward F. & McIntyre, Shelby H. (1990). Contribution of the group interview to research on consumer phenomenology. In E. C. Hirschman (Ed.), Advances in Consumer Behavior (Vol. 4, pp. 165-194). Greenwich, CT: JAI Press.
Achabal, Dale D., Shelby McIntyre, and Stephen A. Smith (1990), "Maximizing Profits from Periodic Department Store Promotions," Journal of Retailing, Vol. 66, No. 4, (Winter), 383-408.
Achabal, Dale D., and Shelby McIntyre, "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.
McIntyre, Shelby H. and Christopher M. Miller. "Social Utilities and Fashion Theory," Marketing Letters 3:4 (1992): 371-82.
Achabal, Dale D., Shelby H. McIntyre, Bill Caid, and Fred Tong, "An Analysis of Neural Networks for Forecasting Retail Sales," Retail Workbench Report, April 1992, Santa Clara University.
McQuarrie, Edward F. & McIntyre, Shelby H. (1992). The Customer Visit: An Emerging Practice in Business-to-Business Marketing (Report No. 92-114). Cambridge, MA: Marketing Science Institute.
Miller, Christopher M, Shelby H. McIntyre, and Murali K. Mantrala (1933), "Toward Formalizing Fashion Theory," Journal of Marketing Research, Vol. XXX (May), 142-57.
McIntyre, Shelby H., Dale D. Achabal, and Christopher M. Miller, "Applying Case Based Reasoning to Forecasting Retail Sales," Journal of Retailing, 69, 4 1993.
Smith, Stephen A., Shelby H. McIntyre, and Dale D. Achabal (1994), "A Two Stage Sales Forecasting Procedure Using Discounted Least Squares," Journal of Marketing Research, Vol. 31, 1 (February),44-56.
Smith, Stephen A., Shelby H. McIntyre, and Dale D. Achabal (1994), "Sales Forecasting in Two Stages: Improved Support for Retail Decision-making," Stores, 76, 8, 8-9.
McIntyre, Shelby, and Dale D. Achabal, "RETAIL TESTING Decision Support System," Retail Workbench Project Report, July 1994, Santa Clara University. Achabal, Dale D., Shelby H. McIntyre, and Robert Collins, "A SEASONAL PLANNING Decision Support System," Retail Workbench Project Report, April 1995, Santa Clara University.
Smith, Stephen A., Dale D. Achabal, and Shelby H. McIntyre, "Turnover and ROI Improvement Model," Retail Workbench Project Report, April 1996, Santa Clara Univeristy.
McIntyre, Shelby, and Christopher Miller (1999), "The Selection and Pricing of Retail Assortments: An Empirical Approach," Journal of Retailing, Vol. 76, No.2, (Winter) 1-21.
Smith, Stephen A., Narendra Agrawal, and Shelby H. McIntyre (1998), "A Discrete Optimization Model for Seasonal Merchandise Planning," with Stephen A. Smith and Narendra Agrawal, Journal of Retailing 74(2),193-221.
C. Kirthi, Kayalanam, and Shelby H. McIntyre (1999), "Hewlett Packard Consumer Products Business Organization: Distribution Through E*Commerce Channels," Journal of Interactive Marketing, Vol. 13, No. 4 (Autumn) 1-15. C.

SELECTED PRESENTATIONS:
May 24, 1983 at Santa Clara University, to the Stanford/SCU/Berkeley Marketing Symposium, "The Purchase Intercept Technique".
June 4, 1983, in Philadelphia to the International Symposium on Forecasting, "Decomposition in Forecasting, When Will It Work?" (also chaired the session: Forecasting by the Manipulation of Judgmental Input).
August 30, 1983, at Mariani's in Santa Clara, to the Santa Clara Rotary Club, "The Future of the Personal Computer for Home Use".
June 9, 1984, in Montreal, Canada to the International Symposium on Forecasting, "Increasing the VALUE of Probabilistic Forecasts".
February 16-19, 1986, at St. Petersburg, Florida, American Marketing Association Winter Educator, Session Chairman. Also presented paper: "Using Game Simulations in Small Classes".
May 4, 1987, in New Orleans, LA, "Buyer Resistance to the Adoption of Innovative OR/MS Software," at the National Joint Meetings of the Operations Research Society of American and the Institute of Management Science (ORSA/TIMS).
October 8-11, 1987, in Boston, MA, "The Theoretical Underpinnings of Focus Group Interviews," Advances in Consumer Research, Vol. XV.
April 22, 1988, at Santa Clara University, "Maximizing Profits from Retailer-Sponsored Promotions," at the Berkeley/Santa Clara/Stanford Marketing Symposium.
July 31, 1990, at Wells College, Arora, N.Y., "Problem Solving in the Marketing Curriculum," at the first annual conference on "Problem Solving Across the Curriculum."
Oct 2, 1996, at Mons, Belgium, "Designing "Designing Category Level Retail Promotions," at the Center for Research on the Economic Efficiency of Retailing (CREER).
July 12, 1998, INSEAD, France, "Assessing the Potential for Micro-Marketing," at the Marketing Science meetings.
May 2, 1999, Cincinnati, OH, "Implementing Marketing Models: Decision Support Systems for Vendor Managed Inventory & Clearance Markdown Management," at the INFORMS Cincinnati Spring 1999. Abstract published.

HONORS, AWARDS AND GRANTS:
1. Received the notation of "with Distinction" on the oral defense of dissertation from Stanford University (1979). This is the only such award to a marketing student in over ten years.
2. Awarded one of two Honorable Mentions in the American Institute for Decision Sciences Doctoral Dissertation Competition.
3. Marketing Science Institute Research Grant (with Albert V. Bruno and Tyzoon T. Tyebjee) in the amount of $5,500 to research the stages of marketing development at high-tech companies, 1980.
4. Appointed to the founding editorial board of the Journal of Marketing Education. Reappointed in 1981 - present.
5. Leavey School of Business Research Grant for "Multiplying Through Divisions: A Study of the Corporate Decision to Form New Divisions" ($2,500), May 1983.
6. Marketing Department Chairman, 1983-1991.
7. Elected to Membership in Beta Gamma Sigma, 1983.
8. IBM Research Grant for "Learning by Writing Test Questions," ($3,000) 1987.
9. Awarded the Dean's Faculty Reserach Award by Andre' Delbecq of the Leavey School of Business at Santa Clara University, Sept. 1988.
10. Grant from the President of the University of Santa Clara (1982) to study the Purchase Intercept Technique ($2,500).
11. Appointed Guest Editor of the International Journal of Forecasting on the topic of marketing forecasting, 1988.
12. Appointed to the permenant editorial board of the International Journal of Forecasting, 1989.
13. Runner-up in the 1988 O'Dell Award competition from the Journal of Marketing Research for the article "making the greatest contribution to marketing theory, methodology, or practice in 1983."
14. IBM Joint Research Grant for "A Prototype Expert System for Merchandise Reprojection" ($40,000), (with D. Achabal & S. McIntyre), Feb. 1989.
15. Marketing Science Institute Research Grant on "How Customer Visits Can Contribute to a Marketing Orientation, " (with Edward McQuarrie), ($5,500), funded August 1989.
16. Appointed J.C. Penney Research Professor, 1989-present.
17. Won first price ($5,000) in the Management Science Institute (MSI) competition on Managing Market-Driven Quality (with Ed McQuarrie), "The Customer First: A Tool for Total Quality Managment.
18. Appointed to the Editorial Board of the Journal of Marketing, 1992-present.
19. Awarded the Dean's Faculty Reserach Award by Jim Koch of the Leavey School of Business at Santa Clara University, Sept. 1993.
20. Best Article of the Year Award for 1990 from the Journal of Retailing for "Maximizing Profits from Periodic Department Store Promotions"
21. "Outstanding Professor of the Year" award, by election of the student American Marketing Association Chapter, 1998 & 1999.

PROFESSIONAL ASSOCIATIONS
American Marketing Association
American Institute for Decision Sciences
Association for Consumer Research
Operations Research Society of America
The Institute of Management Science (Marketing College)
The International Institute of Forecasters
The American Association for Artificial Intelligence

PROFESSIONAL ACTIVITIES (Selected)
Session Chairman, "Manipulating Judgmental Input for Forecasting," at the International Symposium on Forecasting, Philadelphia, PA, June 5-8, 1983.
Session Discussant, The Association for Business Simulation and Experiential Learning, Tulsa, OK, February 26, 1983.
Key Speaker, The Berkeley/Santa Clara/Stanford Marketing Symposium, Santa Clara, CA, May 26, 1983.
Editorial Board of the Journal of Marketing Education. 1982- present.
Editorial Board of the International Journal of Forecasting. 1985-present.
Editor of Special Issue of the International Journal of Forecasting on the topic of Marketing Forecasting. Combined issues #3 and #4, November 1988.
Editorial Board of the Journal of Marketing, 1992 - present.
Session Chairman, American Marketing Association, Winter Educator's Conference, St. Petersberg, FL, February 16-19, 1987.
Session Chairman, "Marketing Information Systems", American Marketing Association, Summer Educator's Conference, San Francisco, Aug. 15-16, 1988.

SELECTED CONSULTING ACTIVITIES
Syntex, 1976, Oroweat Bread, 1977-1979
National Semiconductor, 1980,
Smith Kline, In-Vitro Diagnostics Division, 1980
The California Strawberry Advisory Board, 1982-1986
The Produce Marketing Association, 1984
Mervyn's, IBM, The Complete P.C., 1987
AT&T, IBM, Mervyn's, 1988
IBM, Mervyn's, Clark & Korda, 1989
IBM, Sears, 1990-1991
Varian Associates, 1992
IBM, Sears, Levi Straus 1994-6
Digital Reseach Assessment Project, Levi Straus 1997
Vidivich vs. Home Depot, Sears 1998
California Strawberry Commission, Cisco Systems 1999

COMMITTEES SERVED
University of Santa Clara
a. Business School Administrative Committee
b. Retail Management Institute Research Committee
c. School of Business MBA High-Tech Curriculum Committee
d. School of Business Computer Committee
e. School of Business New Building Committee
f. School of Business New Building Technology Committee
g. School of Business Computer Curriculum Committee
h. Leavey School of Business, Rank & Tenure Committee (1994,1997-2000)
i. Leavey School of Business, MBA Policy Committee

Education | Professional Experience | Courses Taught | Publications |
Selected Presentations |Honors, Awards & Grants | Professional Activities |
Selected Consulting Activities | Committees Served

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