2017 RAC Executive Development Program

The third annual RAC Executive Development Program, being held on September 8, 2017, at Northwestern University, will highlight cutting-edge research from an international panel of leading retail executives and researchers, with a focus on developing retailing intelligence for today’s dynamic retailing environment. The theme of this year’s program is “Using Technology, Data and Retail Analytics to Optimize Retail Success.” 

The Executive Development Program format involves the presentation of research case studies and discussions around emerging areas of interest, with an emphasis placed on attendee interaction. The event will take place on the Evanston campus of Northwestern University in the McCormick Foundation Center.

2017 Agenda

Welcome
Don Schultz, Professor Emeritus, Northwestern University and RAC Director
Digital Retail Insights
Gian Fulgoni, Co-Founder & Executive Chairman Emeritus, comScore Inc.
Online to In-Store Behavioral Bonding Insights
Martin Block, Professor, Northwestern University and RAC Executive Director
Mark Patton, Vice President of Enterprise Architecture, GameStop and RAC Advisory Board Member


GameStop is a dominant leader in the retail global video game category, with more than 6,600 video game and technology brand stores operating in 14 countries. GameStop’s customer loyalty program, “Power Up,” began in 2010, and is now associated with over 75 percent of all purchases both in-store and online. With a research objective to understand the relationship between a consumer’s online activity and in-store purchases, this on-going research effort continues to isolate as many consumer traceable store and online inputs as possible, measuring their relative impact on consumer purchases. This includes in-store conditions, exposure to both media and digital advertising, price and promotion, as well as external conditions such as holidays and weather. The question of whether or not online offerings and activities enhance or cannibalize in-store sales is directly addressed. Differences by key consumer variables and consumer typologies are also explored.
Robotics in Retail — A Panel DiscussionBob Doyle, Director of Communications, Association for Advancing Automation
Andra Keay, Managing Director, Silicon Valley Robotics
Martin Hitch, CEO, Bossa Nova Robotics


The cost of service robotic systems is dropping significantly, putting service robots within reach of retailers. Current applications include fully autonomous shelf-auditing robots to improve merchandising to a robot that guides customers by its own fully autonomous navigation to a product’s location.
LunchForum Room Foyer
From Pocket to Purchase: Using Mobile Apps to Drive Engagement and In-Store Purchase
Vijay Viswanathan, Associate Professor and IMC Department Chair, Northwestern University and RAC Director
Mototaka Sakashita, Associate Professor of Marketing, Keio University (Japan)


Retailers are embracing digital technologies such as mobile apps to engage customers and enhance their shopping experiences. Using data from a large shopping mall based in Asia, we find that non-transactional engagements on a mobile app increase the likelihood of a purchase in the mall by 35 percent. Store-specific engagements can increase the likelihood of a purchase by over 100 percent. Conversely, the study also finds that customers who are disengaged from the app are less likely to make a purchase and purchase less if at all. Customers who also report their shopping experiences on the mobile app are about 10 percent more likely to make a purchase the subsequent week. Overall, the study finds that mobile apps that provide and seek relevant information can play an important role in the consumer’s journey and subsequently improve financial outcomes for the mall and individual stores.
Macy’s RFID Research: Quantifiable Benefits and New Analytical Insights
Bill Connell, Executive Vice President of Logistics and Operations, Macy’s
Steven Keith Platt, Director and Research Fellow, Platt Retail Institute and RAC Research Director


This landmark research presents the most detailed data ever released publicly on the impact of RFID technology. Working with data supplied by Macy’s, the research findings aid both retailers and vendors in understanding the benefits associated with RFID by presenting use cases that illustrate both qualitative and quantitative benefits, as well as introducing new data applications that considers RFID and other retail data sets to produce new and unique insights.
The KPI Battle: How Leveraging Data Has Empowered Retailers to Guide CPG’s Pricing Recommendations
Elizabeth Young, Strategic Analytics, Information Resources, Inc.

CPGs have been utilizing price responsiveness metrics for decades to influence shelf price, with the goal of ensuring success against their KPIs. A recent surge of analytic prowess and access to pricing metrics at retailers has created an additional layer of complexity to product pricing, as retailers are newly empowered to demand quantified, vetted “win-win” pricing scenarios. This session addresses how retailers’ relationship with data providers has evolved in recent years, the types of metrics that are most often utilized by retailers, and how that has affected the retailer-manufacturer power dynamic.

Day’s RecapDon Schultz, Professor Emeritus, Northwestern University and RAC Director

GIAN FULGONI

Co-Founder, Executive Chairman Emeritus, comScore Inc.

Gian Fulgoni is Co-Founder and Executive Chairman Emeritus of comScore Inc. Founded in 1999, comScore employs 2,000 people, has a client-base of 2,500 and a market value of $2.5 billion. comScore is a new cross-platform measurement company offering syndicated and custom solutions in the measurement of online audiences, e-commerce, advertising, search, video, mobile, and TV viewing. comScore also offers media planning and analysis, campaign delivery validation, and advertising effectiveness measurement. From 1981 to 1998, Gian was President/CEO of Information Resources, Inc. (IRI), the global supplier of retail POS scanner information and analytics to the CPG industry, where he grew the company to a market value of $1.4 Billion. In 1996, Advertising Age named IRI the largest U.S. market research company. In 1991 and again in 2004, Gian was named Illinois Entrepreneur of the Year, the only person to have twice received this honor. In 2008, Gian was inducted into the Chicago Entrepreneurship Hall of Fame and named an Ernst & Young® Entrepreneur of the Year. In 2012, he was awarded an Honorary Fellowship by the University of Glamorgan in Wales in recognition of his entrepreneurial skills and achievements in market research. In 2014, he received a Lifetime Achievement Award from the U.S. Advertising Research Foundation. He has appeared on CNN, NBC News, ABC News, CBS News, FOX Business News, Bloomberg TV, PBS Nightly Business Report, and is a contributor to CNBC business news. He is on the Supervisory Board of the Journal of Advertising Research and authors a regular column, “Numbers, Please.” Educated in the U.K., Gian holds a B.Sc. degree in Physics and an M.A. in Marketing

MARTIN BLOCK

Professor, IMC, Northwestern University and RAC Executive Director

Martin Block is a Professor in Medill’s Integrated Marketing Communications program. Martin teaches graduate level marketing mix models, marketing research and analytical techniques, sales promotion, advertising management, direct marketing and entertainment marketing courses.  He joined the faculty in 1985 and was Director of Graduate Advertising within Medill until 1991 and again between 2001 and 2002. Before making the move to Northwestern, Martin was a professor and chairperson of the Department of Advertising at Michigan State University and dually appointed as a professor of Telecommunications. During this time, he was a founder and principal of ELRA, which specialized in consulting and research for the cable television industry. ELRA prepared several dozen winning cable franchise proposals across the country.

Prior to that, he worked as Senior Market Analyst in corporate planning at the Goodyear Tire and Rubber Company. Martin has consulted for various companies including Allstate, American Association of Advertising Agencies, Ameritech, Amoco, Audit Bureau of Circulation, BIGresearch, Century Council, Circuit City, Citibank, Dell, General Mills, Hewlett Packard, IBM, Ideastream, King Markets (Panama), Kraft Foods, Maurices, Miller Brewing, 3M, National Association of Realtors, Newell Rubbermaid, Nokia, Oasis Markets, Performics, T. Rowe Price, Taco Bell, Virgin Mobile, and Visa International. He also has served as an expert witness in a variety of cases involving marketing communication issues. Martin received his B.A., M.A., and Ph.D. from Michigan State.

MARK PATTON

VP of Enterprise Architecture, GameStop Technology Institute

Mark Patton, having nearly 30 years of technology implementation and leadership experience, draws on unique perspectives from industries such as manufacturing, telecommunications, insurance, and retail. Mark has managed and architected solutions that exploited the benefits of multi-tiered computing and service-oriented architecture with such telecommunications giants as Motorola, Sprint, and Cingular/AT&T – yielding a U.S. patent and awards recognizing his contributions to the wireless standards community.

Over the past seven years, Mark has focused on establishing Enterprise Architecture practices at retailers such as J.C. Penney and GameStop, both as a consultant and a corporate leader. Prior to his current role as VP of Enterprise Architecture at GameStop, Mark served as the Chief Technology Officer for SIBridge Consulting – developing market-driven service offerings and providing strategic management consulting. Now with GameStop, Mark drives enterprise technology strategy across an ever-growing portfolio of business holdings – instilling innovation, analytics, and cloud computing principles as the enterprise transforms into a new type of holding company. Mark earned his B.S. degree in Computer Science from Sam Houston State University and his M.B.A. from the University of Dallas.

BOB DOYLE

Director of Communications, Association for Advancing Automation

Bob Doyle is Director of Communications at the Association for Advancing Automation (A3) in Ann Arbor, Michigan. He is responsible for all comprehensive communications efforts for A3 and is the staff leader for the Robotic Industries Association (RIA). Doyle holds a B.S. in Environmental Engineering from Michigan Technological University, a M.S. in Engineering Management from Rensselaer Polytechnic Institute and a M.A. in Public Relations from Wayne State University.

ANDRA KEAY

Managing Director, Silicon Valley Robotics

Andra Keay is the Managing Director of Silicon Valley Robotics, a non-profit industry group supporting innovation and commercialization of robotics technologies. Andra is also founder of the Robot Launch global startup competition and a mentor and advisor to startups, accelerators and think tanks, with a strong interest in commercializing socially positive robotics and AI.

Andra co-founded Robohub, the global robotics research news site, building on her background in film, television and media production, internet and computing technologies, with degrees in Interaction, Communication and Human/Robot Cultural Studies. Andra also co-founded Robot Garden, a robotics makerspace and teaches Interaction Design and Theory. Andra has a particular interest in understanding diversity and representation in robotics and AI and started the Women in Robotics community. Andra speaks regularly to international audiences on robotics/AI ethics, innovation, commercialization and interaction.

VIJAY VISWANATHAN

Associate Professor and IMC Department Chair, Northwestern and RAC Director

Vijay Viswanathan is Associate Professor and Department Chair for IMC. His research focuses on consumer decision making, especially in the realm of branding, pricing, cross-media consumption and social influence. His research has important implications for the economic impact of managerial decisions related to brand architecture, loyalty programs, consumer engagement and omnichannel strategy. He uses a wide array of research methods, ranging from designing and analyzing surveys to developing sophisticated quantitative models to maximize the ROI of various marketing actions.

His work spans a broad range of industries such as automobile, chemical and pharmaceutical, e-commerce, entertainment, financial services, luxury, media and retail. He teaches courses related to marketing research, marketing management and integrated marketing communications across various programs and has been recognized as one of the Top 100 faculty and staff at Northwestern.

Vijay earned his Ph.D. from Emory University. He has an undergraduate degree in Mechanical Engineering from BITS, Pilani and a Masters in International Business from IIFT, New Delhi.

MOTOTAKA SAKASHITA

Associate Professor of Marketing, Keio University, Japan

Mototaka Sakashita obtained his Ph.D. from Kobe University (Japan) in 2004, and has worked at Sophia University (Japan) as an Assistant Professor. He has been a faculty member at Keio University (Japan) as an Associate Professor of Marketing since 2007. His research focuses on topics related to consumer behavior (such as information acquisition, repeat purchase, and interpersonal influence), brand management (such as brand extension and ingredient branding), and integrated marketing communications. While he has worked on qualitative research projects, his research approach generally involves the use of quantitative econometric and psychological experiments. Sakashita has published his research in Japanese academic journals such as Japan Marketing Journal, Advances in Consumer Studies, Journal of Marketing and Distribution, Psychologia, Nikkei Advertising Research, and European Advances in Consumer Research.

BILL CONNELL

Senior Vice President, Logistics & Operations, Macy’s

Bill Connell is Senior Vice President of Macy’s Logistics and Operations and a member of the Leadership Council. In more than 30 years at Macy’s, Bill has served in a number of senior management roles in Logistics, Store Operations, Finance, Merchandise Information Systems, and Loss Prevention. He also has served as a member of the EPC Global Board of Governors, a member of the VICS Item Level RFID Advisory Board and was Co-Chair of the Outreach and Communications Committee. Bill is currently a member of the GS1 Apparel & General Merchandise Initiative Industry Sponsor Group.

Macy’s, Inc., with corporate offices in Cincinnati and New York, is one of the nation’s premier retailers, with fiscal 2011 sales of $26.4 billion. The company operates approximately 840 department stores in 45 states, the District of Columbia, Guam, and Puerto Rico under the names of Macy’s and Bloomingdale’s, as well as the macys.com and bloomingdales.com websites, and seven Bloomingdale’s Outlet stores.

STEVEN KEITH PLATT

Director and Research Fellow, Platt Retail Institute, RAC Research Director

Steven Keith Platt is Director and Research Fellow at the Platt Retail Institute (PRI). He also serves as the Research Director at the Retail Analytics Council, an initiative between the Medill School, Integrated Marketing Communications department, Northwestern University and PRI. Platt received his Bachelor of Science Degree in Finance and Marketing from the Boston University School of Management. He also has a Law Degree and an LL.M. in Taxation from Boston University, where he served as Articles Editor for the University’s Journal of Tax Law.

Platt has co-authored nine major Working Papers about digital communications networks and other technologies, and serves as publisher of the Journal of Retail Analytics. He has published articles in journals including the American Bankers Association Journal, Digital Signage Quarterly, Extended Retail Solutions, Retail Information Systems News, the Retail Solutions Providers Association Magazine, and the Retail Navigator, among many others. He has been quoted in publications including Business Week, Chain Store Age, the Chicago Tribune, DSN Retailing Today, Inc. Magazine, Stores Magazine, the San Jose Mercury News, Time Magazine, USA Today, and the Wall Street Journal. He has also appeared as a guest analyst on the CBS Evening News and Early Show, ABC World News, and HD News. Platt also has lectured at conferences around the globe.

ELIZABETH YOUNG

Strategic Analytics, Information Resources, Inc

Elizabeth Young has spent her career in research. She is currently a member of IRI’s Strategic Analytics team, where she helps retailers and manufacturers with pricing, promotion, assortment, and media strategy. Prior to IRI, she held positions at comScore Inc., The Nielsen Company, and The NPD Group. She is a former president of the Media Research Club of Chicago.
Young holds an M.S. from Northwestern University’s Medill School of Journalism, Media, Integrated Marketing Communications where she specialized in Media Management and Digital and Interactive Marketing. She earned her B.S. at Northwestern, as well, studying Statistics, Psychology, and Business Institutions.

DON SCHULTZ

Professor Emeritus-in-Service, IMC, Northwestern University and RAC Director

Don E. Schultz serves as a Director of the Retail Analytics Council. Don holds a BBA (University of Oklahoma), MA and Ph.D. (Michigan State University), and is Professor (Emeritus-in-Service) in Integrated Marketing Communications, Northwestern University. He is also President of Agora, Inc., a global marketing, communication, and branding consulting firm. He consults, lectures, and holds seminars on integrated marketing communication, marketing, branding, advertising, sales promotion, and communication management in Europe, South America, Asia/Pacific, the Middle East, Australia, and North America.

He is the author/co-author of 28 books and over 150 trade, academic, and professional articles. He is a featured columnist in Marketing News and Marketing Insights. Don was founding editor of the Journal of Direct Marketing, and is associate editor, Journal of Marketing Communications, co-editor of the International Journal of Integrated Marketing Communication, and is on the editorial review board for many trade and scholarly publications. He also holds or has held appointments as an adjunct/visiting professor at the Queensland University of Technology in Australia, Cranfield School of Management in the UK, Tsinghua University and Peking University in China, and the Swedish School of Economics in Finland.

+ Agenda

2017 Agenda

Welcome
Don Schultz, Professor Emeritus, Northwestern University and RAC Director
Digital Retail Insights
Gian Fulgoni, Co-Founder & Executive Chairman Emeritus, comScore Inc.
Online to In-Store Behavioral Bonding Insights
Martin Block, Professor, Northwestern University and RAC Executive Director
Mark Patton, Vice President of Enterprise Architecture, GameStop and RAC Advisory Board Member


GameStop is a dominant leader in the retail global video game category, with more than 6,600 video game and technology brand stores operating in 14 countries. GameStop’s customer loyalty program, “Power Up,” began in 2010, and is now associated with over 75 percent of all purchases both in-store and online. With a research objective to understand the relationship between a consumer’s online activity and in-store purchases, this on-going research effort continues to isolate as many consumer traceable store and online inputs as possible, measuring their relative impact on consumer purchases. This includes in-store conditions, exposure to both media and digital advertising, price and promotion, as well as external conditions such as holidays and weather. The question of whether or not online offerings and activities enhance or cannibalize in-store sales is directly addressed. Differences by key consumer variables and consumer typologies are also explored.
Robotics in Retail — A Panel DiscussionBob Doyle, Director of Communications, Association for Advancing Automation
Andra Keay, Managing Director, Silicon Valley Robotics
Martin Hitch, CEO, Bossa Nova Robotics


The cost of service robotic systems is dropping significantly, putting service robots within reach of retailers. Current applications include fully autonomous shelf-auditing robots to improve merchandising to a robot that guides customers by its own fully autonomous navigation to a product’s location.
LunchForum Room Foyer
From Pocket to Purchase: Using Mobile Apps to Drive Engagement and In-Store Purchase
Vijay Viswanathan, Associate Professor and IMC Department Chair, Northwestern University and RAC Director
Mototaka Sakashita, Associate Professor of Marketing, Keio University (Japan)


Retailers are embracing digital technologies such as mobile apps to engage customers and enhance their shopping experiences. Using data from a large shopping mall based in Asia, we find that non-transactional engagements on a mobile app increase the likelihood of a purchase in the mall by 35 percent. Store-specific engagements can increase the likelihood of a purchase by over 100 percent. Conversely, the study also finds that customers who are disengaged from the app are less likely to make a purchase and purchase less if at all. Customers who also report their shopping experiences on the mobile app are about 10 percent more likely to make a purchase the subsequent week. Overall, the study finds that mobile apps that provide and seek relevant information can play an important role in the consumer’s journey and subsequently improve financial outcomes for the mall and individual stores.
Macy’s RFID Research: Quantifiable Benefits and New Analytical Insights
Bill Connell, Executive Vice President of Logistics and Operations, Macy’s
Steven Keith Platt, Director and Research Fellow, Platt Retail Institute and RAC Research Director


This landmark research presents the most detailed data ever released publicly on the impact of RFID technology. Working with data supplied by Macy’s, the research findings aid both retailers and vendors in understanding the benefits associated with RFID by presenting use cases that illustrate both qualitative and quantitative benefits, as well as introducing new data applications that considers RFID and other retail data sets to produce new and unique insights.
The KPI Battle: How Leveraging Data Has Empowered Retailers to Guide CPG’s Pricing Recommendations
Elizabeth Young, Strategic Analytics, Information Resources, Inc.

CPGs have been utilizing price responsiveness metrics for decades to influence shelf price, with the goal of ensuring success against their KPIs. A recent surge of analytic prowess and access to pricing metrics at retailers has created an additional layer of complexity to product pricing, as retailers are newly empowered to demand quantified, vetted “win-win” pricing scenarios. This session addresses how retailers’ relationship with data providers has evolved in recent years, the types of metrics that are most often utilized by retailers, and how that has affected the retailer-manufacturer power dynamic.

Day’s RecapDon Schultz, Professor Emeritus, Northwestern University and RAC Director

+ Speakers

GIAN FULGONI

Co-Founder, Executive Chairman Emeritus, comScore Inc.

Gian Fulgoni is Co-Founder and Executive Chairman Emeritus of comScore Inc. Founded in 1999, comScore employs 2,000 people, has a client-base of 2,500 and a market value of $2.5 billion. comScore is a new cross-platform measurement company offering syndicated and custom solutions in the measurement of online audiences, e-commerce, advertising, search, video, mobile, and TV viewing. comScore also offers media planning and analysis, campaign delivery validation, and advertising effectiveness measurement. From 1981 to 1998, Gian was President/CEO of Information Resources, Inc. (IRI), the global supplier of retail POS scanner information and analytics to the CPG industry, where he grew the company to a market value of $1.4 Billion. In 1996, Advertising Age named IRI the largest U.S. market research company. In 1991 and again in 2004, Gian was named Illinois Entrepreneur of the Year, the only person to have twice received this honor. In 2008, Gian was inducted into the Chicago Entrepreneurship Hall of Fame and named an Ernst & Young® Entrepreneur of the Year. In 2012, he was awarded an Honorary Fellowship by the University of Glamorgan in Wales in recognition of his entrepreneurial skills and achievements in market research. In 2014, he received a Lifetime Achievement Award from the U.S. Advertising Research Foundation. He has appeared on CNN, NBC News, ABC News, CBS News, FOX Business News, Bloomberg TV, PBS Nightly Business Report, and is a contributor to CNBC business news. He is on the Supervisory Board of the Journal of Advertising Research and authors a regular column, “Numbers, Please.” Educated in the U.K., Gian holds a B.Sc. degree in Physics and an M.A. in Marketing

MARTIN BLOCK

Professor, IMC, Northwestern University and RAC Executive Director

Martin Block is a Professor in Medill’s Integrated Marketing Communications program. Martin teaches graduate level marketing mix models, marketing research and analytical techniques, sales promotion, advertising management, direct marketing and entertainment marketing courses.  He joined the faculty in 1985 and was Director of Graduate Advertising within Medill until 1991 and again between 2001 and 2002. Before making the move to Northwestern, Martin was a professor and chairperson of the Department of Advertising at Michigan State University and dually appointed as a professor of Telecommunications. During this time, he was a founder and principal of ELRA, which specialized in consulting and research for the cable television industry. ELRA prepared several dozen winning cable franchise proposals across the country.

Prior to that, he worked as Senior Market Analyst in corporate planning at the Goodyear Tire and Rubber Company. Martin has consulted for various companies including Allstate, American Association of Advertising Agencies, Ameritech, Amoco, Audit Bureau of Circulation, BIGresearch, Century Council, Circuit City, Citibank, Dell, General Mills, Hewlett Packard, IBM, Ideastream, King Markets (Panama), Kraft Foods, Maurices, Miller Brewing, 3M, National Association of Realtors, Newell Rubbermaid, Nokia, Oasis Markets, Performics, T. Rowe Price, Taco Bell, Virgin Mobile, and Visa International. He also has served as an expert witness in a variety of cases involving marketing communication issues. Martin received his B.A., M.A., and Ph.D. from Michigan State.

MARK PATTON

VP of Enterprise Architecture, GameStop Technology Institute

Mark Patton, having nearly 30 years of technology implementation and leadership experience, draws on unique perspectives from industries such as manufacturing, telecommunications, insurance, and retail. Mark has managed and architected solutions that exploited the benefits of multi-tiered computing and service-oriented architecture with such telecommunications giants as Motorola, Sprint, and Cingular/AT&T – yielding a U.S. patent and awards recognizing his contributions to the wireless standards community.

Over the past seven years, Mark has focused on establishing Enterprise Architecture practices at retailers such as J.C. Penney and GameStop, both as a consultant and a corporate leader. Prior to his current role as VP of Enterprise Architecture at GameStop, Mark served as the Chief Technology Officer for SIBridge Consulting – developing market-driven service offerings and providing strategic management consulting. Now with GameStop, Mark drives enterprise technology strategy across an ever-growing portfolio of business holdings – instilling innovation, analytics, and cloud computing principles as the enterprise transforms into a new type of holding company. Mark earned his B.S. degree in Computer Science from Sam Houston State University and his M.B.A. from the University of Dallas.

BOB DOYLE

Director of Communications, Association for Advancing Automation

Bob Doyle is Director of Communications at the Association for Advancing Automation (A3) in Ann Arbor, Michigan. He is responsible for all comprehensive communications efforts for A3 and is the staff leader for the Robotic Industries Association (RIA). Doyle holds a B.S. in Environmental Engineering from Michigan Technological University, a M.S. in Engineering Management from Rensselaer Polytechnic Institute and a M.A. in Public Relations from Wayne State University.

ANDRA KEAY

Managing Director, Silicon Valley Robotics

Andra Keay is the Managing Director of Silicon Valley Robotics, a non-profit industry group supporting innovation and commercialization of robotics technologies. Andra is also founder of the Robot Launch global startup competition and a mentor and advisor to startups, accelerators and think tanks, with a strong interest in commercializing socially positive robotics and AI.

Andra co-founded Robohub, the global robotics research news site, building on her background in film, television and media production, internet and computing technologies, with degrees in Interaction, Communication and Human/Robot Cultural Studies. Andra also co-founded Robot Garden, a robotics makerspace and teaches Interaction Design and Theory. Andra has a particular interest in understanding diversity and representation in robotics and AI and started the Women in Robotics community. Andra speaks regularly to international audiences on robotics/AI ethics, innovation, commercialization and interaction.

VIJAY VISWANATHAN

Associate Professor and IMC Department Chair, Northwestern and RAC Director

Vijay Viswanathan is Associate Professor and Department Chair for IMC. His research focuses on consumer decision making, especially in the realm of branding, pricing, cross-media consumption and social influence. His research has important implications for the economic impact of managerial decisions related to brand architecture, loyalty programs, consumer engagement and omnichannel strategy. He uses a wide array of research methods, ranging from designing and analyzing surveys to developing sophisticated quantitative models to maximize the ROI of various marketing actions.

His work spans a broad range of industries such as automobile, chemical and pharmaceutical, e-commerce, entertainment, financial services, luxury, media and retail. He teaches courses related to marketing research, marketing management and integrated marketing communications across various programs and has been recognized as one of the Top 100 faculty and staff at Northwestern.

Vijay earned his Ph.D. from Emory University. He has an undergraduate degree in Mechanical Engineering from BITS, Pilani and a Masters in International Business from IIFT, New Delhi.

MOTOTAKA SAKASHITA

Associate Professor of Marketing, Keio University, Japan

Mototaka Sakashita obtained his Ph.D. from Kobe University (Japan) in 2004, and has worked at Sophia University (Japan) as an Assistant Professor. He has been a faculty member at Keio University (Japan) as an Associate Professor of Marketing since 2007. His research focuses on topics related to consumer behavior (such as information acquisition, repeat purchase, and interpersonal influence), brand management (such as brand extension and ingredient branding), and integrated marketing communications. While he has worked on qualitative research projects, his research approach generally involves the use of quantitative econometric and psychological experiments. Sakashita has published his research in Japanese academic journals such as Japan Marketing Journal, Advances in Consumer Studies, Journal of Marketing and Distribution, Psychologia, Nikkei Advertising Research, and European Advances in Consumer Research.

BILL CONNELL

Senior Vice President, Logistics & Operations, Macy’s

Bill Connell is Senior Vice President of Macy’s Logistics and Operations and a member of the Leadership Council. In more than 30 years at Macy’s, Bill has served in a number of senior management roles in Logistics, Store Operations, Finance, Merchandise Information Systems, and Loss Prevention. He also has served as a member of the EPC Global Board of Governors, a member of the VICS Item Level RFID Advisory Board and was Co-Chair of the Outreach and Communications Committee. Bill is currently a member of the GS1 Apparel & General Merchandise Initiative Industry Sponsor Group.

Macy’s, Inc., with corporate offices in Cincinnati and New York, is one of the nation’s premier retailers, with fiscal 2011 sales of $26.4 billion. The company operates approximately 840 department stores in 45 states, the District of Columbia, Guam, and Puerto Rico under the names of Macy’s and Bloomingdale’s, as well as the macys.com and bloomingdales.com websites, and seven Bloomingdale’s Outlet stores.

STEVEN KEITH PLATT

Director and Research Fellow, Platt Retail Institute, RAC Research Director

Steven Keith Platt is Director and Research Fellow at the Platt Retail Institute (PRI). He also serves as the Research Director at the Retail Analytics Council, an initiative between the Medill School, Integrated Marketing Communications department, Northwestern University and PRI. Platt received his Bachelor of Science Degree in Finance and Marketing from the Boston University School of Management. He also has a Law Degree and an LL.M. in Taxation from Boston University, where he served as Articles Editor for the University’s Journal of Tax Law.

Platt has co-authored nine major Working Papers about digital communications networks and other technologies, and serves as publisher of the Journal of Retail Analytics. He has published articles in journals including the American Bankers Association Journal, Digital Signage Quarterly, Extended Retail Solutions, Retail Information Systems News, the Retail Solutions Providers Association Magazine, and the Retail Navigator, among many others. He has been quoted in publications including Business Week, Chain Store Age, the Chicago Tribune, DSN Retailing Today, Inc. Magazine, Stores Magazine, the San Jose Mercury News, Time Magazine, USA Today, and the Wall Street Journal. He has also appeared as a guest analyst on the CBS Evening News and Early Show, ABC World News, and HD News. Platt also has lectured at conferences around the globe.

ELIZABETH YOUNG

Strategic Analytics, Information Resources, Inc

Elizabeth Young has spent her career in research. She is currently a member of IRI’s Strategic Analytics team, where she helps retailers and manufacturers with pricing, promotion, assortment, and media strategy. Prior to IRI, she held positions at comScore Inc., The Nielsen Company, and The NPD Group. She is a former president of the Media Research Club of Chicago.
Young holds an M.S. from Northwestern University’s Medill School of Journalism, Media, Integrated Marketing Communications where she specialized in Media Management and Digital and Interactive Marketing. She earned her B.S. at Northwestern, as well, studying Statistics, Psychology, and Business Institutions.

DON SCHULTZ

Professor Emeritus-in-Service, IMC, Northwestern University and RAC Director

Don E. Schultz serves as a Director of the Retail Analytics Council. Don holds a BBA (University of Oklahoma), MA and Ph.D. (Michigan State University), and is Professor (Emeritus-in-Service) in Integrated Marketing Communications, Northwestern University. He is also President of Agora, Inc., a global marketing, communication, and branding consulting firm. He consults, lectures, and holds seminars on integrated marketing communication, marketing, branding, advertising, sales promotion, and communication management in Europe, South America, Asia/Pacific, the Middle East, Australia, and North America.

He is the author/co-author of 28 books and over 150 trade, academic, and professional articles. He is a featured columnist in Marketing News and Marketing Insights. Don was founding editor of the Journal of Direct Marketing, and is associate editor, Journal of Marketing Communications, co-editor of the International Journal of Integrated Marketing Communication, and is on the editorial review board for many trade and scholarly publications. He also holds or has held appointments as an adjunct/visiting professor at the Queensland University of Technology in Australia, Cranfield School of Management in the UK, Tsinghua University and Peking University in China, and the Swedish School of Economics in Finland.