 |
Associate Professor of MarketingAssociate Dean, Undergraduate Students & Programs
Office: 03-455 |
Course Materials
Education
- Ph.D., University of Washington Business School, 1999
- MBA, University of Hawaii, 1994
- BSBA, Bowling Green State University (Ohio), 1988
Professional Experience
Sales and Marketing Consulting
- Sales process analysis
- Lead generation and management
- Technical sales
- Brand building
- Customer research, including both qualitative and quantitative methods
Account manager, sales manager, and sales technology manager for several companies including:
- Johnson & Johnson Consumer Products, Inc.
- Lever Brothers, Inc.
- Culligan, Inc.
- Northwestern Mutual Life Insurance Co.
Teaching Specialization
- Marketing Research
- Marketing Metrics
- Integrated Marketing Communications
- Selling and Sales Management
- Industrial and Technical Sales
- Marketing Strategy
Current Research Interests
Several ongoing research projects in several topic areas,
including:
- Applying Lean and Six Sigma Principles to Personal Selling (with Cliff Barber, Cal Poly)
- Developing and testing a measure of brand relationship quality with Susan Fournier and Frederic Brunel (Boston University)
- Developing and testing learning assessment tools for our revamped marketing curriculum (with marketing area colleagues)
Recent Publications
- “Towards A Unified Theory of Implicit Consumer Brand Cognitions” with Frederic Brunel. In the book Applying Social Cognition To Consumer-Focused Strategy, Frank Kardes and Paul Herr, eds. (2005, pp. 135-153).
- “Is the Implicit Association Test a Valid and Valuable Measure of Implicit Consumer Social Cognition?” with Frederic Brunel and Tony Greenwald, (2004), Journal of Consumer Psychology , 14(4), 385-403.
- “When Do Rewards Have Enhancement Effects? An Availability Valence Approach” (2002), Journal of Consumer Psychology , 12(4), 363-373.
- “A Distribution Services Approach for Developing Effective Competitive Strategies Against the Big Boxes” with Cliff Barber (2003), Journal of Retailing and Consumer Services, 11, 95-107.
- “Competency Requirements For Managerial Development In Manufacturing, Assembly, and/or Material Processing Functions” with Cliff Barber (2004), Journal of Management Development , 23(6), 596-607.
- “Managing the Sales Promotion Mix: Brand Managers’ Response to Sales Promotions” with Lenard Huff and Dana Alden (1999), Journal of Promotion Management, 5(1), 77-89.
- “Creating a Market Orientation” with John Narver and Stan Slater (1998), Journal of Market-Focused Management, 2(3), 241-255.
- “Social Marketing and Consumer Sales Promotion: A Test of Emerging Theory on Promotion Effectiveness for ‘Maintenance Stage’ Consumers” with Dana Alden (1998), Social Marketing Quarterly, 4(4), 83-92. Recipient of the William D. Novelli Award for Innovations in Social Marketing.
Professional Organizations
- Association for Consumer Research
- Society for Consumer Psychology
- American Marketing Association
