Richard Staelin is Edward and Rose Donnell Professor of Business Administration at Duke University in Durham. Though his recent work covers a wide variety of marketing topics such as channel coordination, his earlier work mainly focus on consumers’ information processing like "information overload of consumers", "effective labeling for presenting risk information", "the effect of nutritional information disclosure in advertising", and "the information processing of pictures in print advertisements".
 

Abstract:

Keller, Kelvin Lane, and Staelin, Richard (1987). "Effects of Quality and Quantity of Information on Decision Effectiveness." Journal of Consumer Research, 14(2), 200-213.

This paper is one of the early studies on information overflow of consumer. The authors distinguish two kinds of concepts, namely quantity of information and quality of information. In particular, quality of information refers to the usefulness of the available attribute information in helping a decision maker evaluate his/her true utility associated with an alternative. Information overflow occurs when marginal decreases in decision effectiveness due to additional information quantity are greater than the marginal increases in decision effectiveness due to additional information quality. The authors then derive and test a function representing the information overflow concept. The empirical finding support this conceptualization of information, and also confirmed the proposed effect of quantity and quality of information on decision effectiveness.
 

References:

Lee Eunkyu and Staelin Richard (1997). "Vertical strategic interaction: Implications for channel pricing strategy." Marketing Science. 16(3), 185-207.

Christen Markus, Gupta Sachin, Porter John C., Staelin Richard, and Wittink Dick R. (1997). "Using market-level data to understand promotion effects in a nonlinear model." Journal of Marketing Research. 34(3), 322-334.

Boulding William, Morgan Ruskin and Staelin Richard (1997). "Pulling the plug to stop the new product drain." Journal of Marketing Research. 34(1), 164-176.

Boulding William and Staelin Richard (1995). "Identifying generalizable effects of strategic actions on firm performance: The case of demand-side returns to R&D spending." Marketing Science. 14(3), G222-G236.

Purohit Devavrat and Staelin Richard (1994). "Rentals, sales, and buybacks: Managing secondary distribution channels." Journal of Marketing Research. 31(3), 325-338.

Boulding William, Lee Eunkyu and Staelin Richard (1994). "Mastering the mix: Do advertising, promotion, and sales force activities lead to differentiation?." Journal of Marketing Research. 31(2), 159-172.

Boulding William and Staelin Richard (1993). "A look on the cost side: Market share and the competitive environment." Marketing Science. 12(2), 144-166.

Boulding William, Kalra Ajay, Staelin Richard and Zeithaml Valarie A. (1993). "A dynamic process model of service quality: From expectations to behavioral intentions." Journal of Marketing Research. 30(1), 7-27.

Boulding William and Staelin Richard (1990). "Environment, Market Share, and Market Power." Management Science. 36(10) 1160-1177.

Meyer Robert J., Johnson Eric J., Keller Kevin Lane and Staelin Richard (1989). "Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin; Assessing Biases in Measuring Decision Effectivness and Information Overload." Journal of Consumer Research. 15(4), 498-508.

Hamada Robert, Patell James M., Staelin Richard and Wecker William E. (1988). "The Role of Statistics in Accounting, Marketing, Finance, and Production." Journal of Business and Economic Statistics. 6(2), 261-272.

Keller Kevin Lane and Staelin Richard (1987). "Effects of Quality and Quantity of Information on Decision Effectiveness." Journal of Consumer Research. 14(2), 200-213.

Lal Rajiv and Staelin Richard (1986). "Salesforce Compensation Plans in Environments with Asymmetric Information." Marketing Science. 5(3), 179-198.

Bettman James R., Payne John W. and Staelin Richard (1986). "Cognitive Considerations in Designing Effective Labels for Presenting Risk Information." Journal of Public Policy and Marketing. (5), 1-28.

Russo J Edward, Staelin Richard, Nolan Catherine A., Russell Gary J. and Metcalf Barbara L. (1986). "Nutrition Information in the Supermarket." Journal of Consumer Research. 13(1), 48-70.

Basu Amiya K., Lal Rajiv, Srinivasan V. and Staelin Richard (1985). "Salesforce Compensation Plans: An Agency Theoretic Perspective." Marketing Science. 4(4), 267-291.

Lal Rajiv and Staelin Richard (1984). "An Approach for Developing an Optimal Discount Pricing Policy." Management Science. 30(12) 1524-1539.

Brucks Merrie, Mitchell Andrew A. and Staelin Richard (1984). "The Effect of Nutritional Information Disclosure in Advertising: An Information Processing Approach." Journal of Public Policy and Marketing. (3), 1-25.

Edell Julie A. and Staelin Richard (1983). "The Information Processing of Pictures in Print Advertisements." Journal of Consumer Research. 10(1), 45-61.

Punj Girish N. and Staelin Richard (1983). "A Model of Consumer Information Search Behavior for New Automobiles." Journal of Consumer Research. 9(4), 366-380.

Mazis Michael B. and Staelin Richard (1982). "Using Information-Processing Principles in Public Policymaking." Journal of Marketing and Public Policy. (1), 3-14.

Chapman Randall G. and Staelin Richard (1982). "Exploiting Rank Ordered Choice Set Data Within the Stochastic Utility Model." Journal of Marketing Research. 19(3), 288-301.

Chakravarti Dipankar, Mitchell Andrew, Staelin Richard, Little John D C. and Lodish Leonard M (1981). "Judgment-Based Marketing Decision Models: Problems and Possible Solutions/Commentary on ''Judgment-Based Marketing Decision Models''." Journal of Marketing. 45(4), 13-29.

Beales Howard, Mazis Michael B., Salop Steven C. and Staelin Richard (1981). "Consumer Search and Public Policy." Journal of Consumer Research. 8(1), 11-22.

Mazis Michael B., Staelin Richard, Beales Howard and Salop Steven (1981). "A Framework for Evaluating Consumer Information Regulation." Journal of Marketing. 45(1), 11-21.

Dolde Walter, Staelin Richard and Yao Tsu (1980). "Estimating Response Rates for Different Market Segments from Questionnaire Data." Journal of Marketing Research. 17(2), 245-252.

Chakravarti Dipankar, Mitchell Andrew and Staelin Richard (1979). "Judgment Based Marketing Decision Models: An Experimental Investigation of the Decision Calculus Approach." Management Science. 25(3), 251-263.

Amariute Ion, Rutenberg David P. and Staelin Richard (1979). "How American Executives Disagree about the Risks of Investing in Eastern Europe." Academy of Management Journal. 22(1), 138-151.

Staelin Richard (1978). "The Effects of Consumer Education on Consumer Product Safety Behavior." Journal of Consumer Research. 5(1), 30-40.

Shoemaker Robert W., Staelin Richard, Kadane Joseph B., et el. (1977). "Relation Of Brand Choice To Purchase Frequency." Journal Of Marketing Research. 14(4), 458-468.

Showmaker Robert and Staelin Richard (1976). "The Effects Of Sampling Variation On Sales Forecasts For New Consumer Products." Journal Of Marketing Research. 13 (2), 138-143.

Newman Joseph W. and Staelin Richard (1973). "Information Sources Of Durable Goods." Journal Of Advertising Research. 13 ( 2) 19-29.

Staelin Richard and Turner Ronald (1973). "Error In Judgmental Sales Forecasts, Theory And Results." Journal Of Marketing Research. 10 ( 1) 10-16.

Gensch Dennis and Staelin Richard (1972). "Making Black Retail Outlets Work." California Management Review. 15(1), 52-63.

Newman Joseph and Staelin Richard (1972). "Prepurchase Information Seeking For New Cars And Major Household Appliances." Journal Of Marketing Research. 9(3), 249-257.

Gensch Dennis H. and Staelin Richard (1972). "The Appeal Of Buying Black." Journal Of Marketing Research. 9(2), 141-148.

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