J. Scott Armstrong Faculty Profile

J. Scott Armstrong
Professor of Marketing

PhD, Massachusetts Institute of Technology, 1968; MS, Carnegie Mellon University, 1965; BS, Lehigh University, 1960; BA, Lehigh University, 1959

Research Areas
Forecasting methods; strategic planning; survey research; research methods and communication; educational methods; social responsibility in management; persuasive advertising

Recent Consulting
Expert witness on forecasting economic damages (various cases)

Current Projects
Conducted a series of studies showing that competitor-oriented objectives(e.g. market share) have detrimental effects on long-term profitability of firms. Developed rule-based forecasting, an expert systems approach to forecasting that integrates managerial judgment and statistical extrapolations; Validation studies have shown rule-based forecasting to be more accurate than other approaches for extrapolation of annual data. Developed principles of forecasting , so that research findings can be used by practitioners and researchers. Developing principles for advertising

Academic Positions Held
Wharton: 1968-present. Previous appointment: Alfred P. Sloan School of Management, Massachusetts Institute of Technology. Visiting appointments: University of Auckland, New Zealand; IDEA, Argentina; Universiti Sains Malaysia; University of Capetown, South Africa; Manchester Business School; University of Canterbury, New Zealand; Chulalongkorn University, Thailand; University of Otago, New Zealand; University of Hawaii; University of New South Wales, Australia; l'Institute pour l'Etudes des Methodes de Direction de l'Enterprise (IMEDE), Switzerland; Stockholm School of Economics, Sweden; University of Tokyo

Other Positions
Marketing Researcher, Polaroid, 1966; Systems Analyst, Xerox, 1964; Industrial Engineer, Eastman Kodak, 1960-63

Professional Leadership 2003-2007
Editor and Associate Editor, International Journal of Forecasting, 1985-present; Associate Editor, Asian Journal of Marketing Review,1985-present; Contributing Editor, Interfaces, 1982-present; Review Board, Journal of Business Research, 1988-present

Representative Publications
Principles of Forecasting: A Handbook for Researchers and Practitioners. Norwell, Mass: (Kluwer Academic Publishers) forthcoming 2001.

Long-Range Forecasting. 2nd edition, New York: John Wiley, 1985.

(with F. Collopy)
"Rule-Based Forecasting: Development and Validation of an Expert Systems Approach to Combining Time Series Extrapolations." Management Science 38 (1992).

(with F. Collopy)
Competitor Orientation: How Objectives Affect Managerial Decisions and Profitability of Firms." Journal of Marketing Research 33 (1996).