Thomas W. Leigh
The University of Georgia
(706) 542-3763 (office); [email protected]
January 2012
Formal Education: D.B.A., Indiana University, 1981; M.B.A., Southern Illinois University at
Edwardsville, 1970; Bachelor of Science, Economics, Southern Illinois University, 1968.
University Employment History: Assistant Professor, Penn State University 1980-87; Assistant
Professor, The University of Georgia, 1987-1990; Associate Professor, The University of
Georgia, 1990-96; Professor and Director, Coca-Cola Center for Marketing Studies, 1996-2000;
Emily H. and Charles M. Tanner, Jr. Chaired Professor of Sales Management, 1999-present.
Refereed Journal Articles and Invited Book Chapters
Leigh, Thomas W., David B. MacKay and John O. Summers (1984), "A Comparison of the
Reliability and Validity of Conjoint Analysis and Self-Explicated Weights," Journal of
Marketing Research, XXI, 4, 456-462.
Reprinted in: Hair, Joe F., Jr. (1987), Multivariate Data Analysis: With
Readings, Macmillan.
Abstracted in: McIntyre, Shelby H. and J. Scott Armstrong (1987), International
Journal of Forecasting (Special Issue on Marketing Forecasting Methods).
Leigh, Thomas W. and Arno J.Rethans (1984), "A Script-theoretic Analysis of Industrial
Purchasing Behavior," Journal of Marketing, 48(Fall), 22-33.
Leigh, Thomas W. and Arno J. Rethans (1984), "Consumer Scripts for Insurance Salesperson
Behaviors in Sales Encounters," in Jacob Jacoby and Samuel Craig (eds.), Personal Selling:
Theory, Research and Practice, Ann Arbor, MI: Association for Consumer Research, 223-236.
Leigh, Thomas W. and Arno J. Rethans (1985), "User Participation and Influence in Industrial
Buying," Journal of Purchasing and Materials Management, 21, 2 (Summer), 7-13.
Leigh, Thomas W., Arno J. Rethans and Tamatha Reichenbach Whitney (1987), "Role Portrayal
Effects in Advertising: A Cognitive Response Perspective," Journal of Advertising Research,
(October/November), 53-63.
Leigh, Thomas W. (1987), "Cognitive Selling Scripts and Sales Training," Journal of Personal
Selling and Sales Management, VII (2), August, 39-48.
Leigh, Thomas W. and Patrick F. McGraw (1989), "Mapping the Procedural Knowledge of
Industrial Sales Personnel: A Script-Theoretic Investigation," Journal of Marketing, (January),
16-34.
Leigh, Thomas W. (1989), "Competitive Assessment in Service Industries," Planning Review,
(January/February), 17, 1, 10-19. (Second prize winner, $300; Planning Forum
Competition).
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Potter, W. D., T. H. Tidrick, T. M. Hansen, L. W. Hill, D. E. Nute, L. M. Fried, T. W.
Leigh (1990), "Sling: A Knowledge-Based Product Selector," Expert Systems with
Applications, 1, 161-169.
Celsi, Richard T., Randall L. Rose, and Thomas W. Leigh (1993), "An Exploration of
High Risk Leisure Consumption through Sky Diving," Journal of Consumer Research,
(June), 1-23. (Nominated for Best JCR Article 1992-94; one of six finalists.)
Reprinted in Consumer Behavior: Readings on Domestic and
International Issues (1995), Simon & Schuster Publishing.
*Reprinted in a Special Compilation Volume, The
Economics of Leisure (2006), by Clem Tisdell, School of
Economics, University of Queensland, Australia. The
complete compilation is titled The International Library of
Critical Writings in Economics, Mark Blaug (Senior Editor),
Edward Elgar Publishing LTD, Montpellier Parade,
Cheltenham, Glos 6250 1 UA UK.
Brown, Steven P., William L. Cron, and Thomas W. Leigh (1993), "Do Feelings of
Success Mediate Sales Performance-Work Attitude Relationships?", Journal of the
Academy of Marketing Science, (March), 1-13. (Runner-up for best article in JAMS
for 1993)
Brown, Steven P., Thomas W. Leigh and J. Martin Haygood (1994), "Salesperson
Performance and Job Attitudes," in Sidney J. Levy (ed.), Handbook of Marketing,
Dartnell, Inc., 3rd edition, 107-130.
Keck, Kay, Thomas W. Leigh, and James G. Lollar (1995), "Critical Success Factors in
Captive, Multi-Line Insurance Agency Sales Performance," Journal of Personal Selling
and Sales Management, Winter, 17-33.
Stafford, Thomas F., Thomas W. Leigh, and Leonard L. Martin (1995), "Assimilation
and Contrast Priming Effects in the Initial Consumer Sales Call," Psychology and
Marketing, Summer, 1-20.
Brown, Steven P. and Thomas W. Leigh (1995), "Dimensions of Working Hard: How
Effort Affects Sales Performance and Job Satisfaction," Management Research News
(England), Vol. 18, No. 10, 42-49.
Lollar, James and Thomas W. Leigh (1995), "An Experiential Process for Enlightening
Students About Sales Recruiting and Selection," Journal of Marketing Education, Fall,
35-50.
Bhat, Subodh, Thomas W. Leigh, and Daniel Wardlow (1996), "Consumer Responses to
Homosexual Imagery in Advertising," Journal of Homosexuality, Vol. 31 (No. 1-2), 161176.
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Reprinted in Wardlow, Daniel J. (ed.), Gays, Lesbians and Consumer
Behavior: Theory, Practice, and Research Issues in Marketing, New
York: The Haworth Press, Inc.
Taher, Ahmed, Thomas W. Leigh, and Warren A. French (1996), "Augmented Retail
Services: The Lifetime Value of Affection," Journal of Business Research, 35, 217-228.
DeCarlo, Thomas E. and Thomas W. Leigh (1996), "Impact of Salesperson Attraction on
Sales Managers' Attributions and Feedback," Journal of Marketing, 60 (April), 47-66.
Brown, Steven P. and Thomas W. Leigh (1996), "A New Look at Psychological Climate
and Its Relationship to Job Involvement, Effort, and Performance," Journal of Applied
Psychology, Vol. 81 (No. 4) August, 358-368.
Ainscough, Thomas, Thomas DeCarlo, and Thomas W. Leigh (1996), "Using the Scripts
of Multiple Sales Experts to Build Expert Systems," Journal of Services Marketing, 10
(4), Winter, 23-40.
Chrzanowski, Keith and Thomas W. Leigh (1998), “Customer Relationship Strategy and
Customer-Focused Teams,” in Raymond LaForge and Thomas Ingram (eds.), New
Horizons in Sales Force Strategy and Management, Westport, CT: Greenwood
Publishers.
Bhat, Subodh, Thomas W. Leigh, and Daniel Wardlow (1998), “The Effect of Consumer
Prejudices on Ad Processing: Heterosexual Consumer Responses to Homosexual
Imagery in Advertising," Journal of Advertising, 27(4) Winter, 9 -29. (Nominated for
Best Article 1998).
Zinkhan, George M. and Thomas W. Leigh (1999), "Knowledge Use in Advertising:
Indicators of Journal Quality," Journal of Advertising, 28(2), Summer, 51-70.
Thomas W. Leigh, Ellen Pullin, and Lucette Comer (2001), “The Top Ten Sales Articles
of the 20th Century”, Journal of Personal Selling and Sales Management, Volume XXI,
No. 3 (Summer), 217-227.
Thomas W. Leigh and Greg Marshall (2001), “Research Priorities in Sales Strategy and
Performance”, Journal of Personal Selling and Sales Management, Volume XXI, No. 2
(Spring), 83-94.
Ingram, Thomas, Raymond LaForge, and Thomas W. Leigh (2002), “Sales Strategy,
Leadership and Technology: A Research Agenda”, Industrial Marketing Management,
(Invited lead article for Special Issues on Sales Strategy), 31 (Fall), 559-567.
Leigh, Thomas W. and John O. Summers (2002), “Effects of Salespersons’ Use of
Nonverbal Cues,” Journal of Personal Selling and Sales Management, Volume XXII,
Number 1(Winter), 41-53. (6th Annual Best Paper Award winner, Sales SIG, 2003;
Recognized Best Sales Management Paper across all marketing journals).
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Brown, Steven P., Thomas W. Leigh, and Eli Jones (2005), “The Attenuating Effect o
Roles Overload on the Relationship Linking Self-efficacy and Goal Level to Sales
Performance,” Journal of Applied Psychology, 90(5.
Gabriel R. Gonzalez, Thomas N. Ingram, Raymond W. LaForge, and Thomas W. Leigh
(2004), “Social Capital: Building an Effective Learning Environment in Marketing
Classes”, Marketing Education Review, Volume 14, Number 2, (Summer) 1-10.
Plouffe, Chris, Brian C. Williams, and Thomas W. Leigh (2005), “Who’s on First?
Stakeholder Differences in Customer Relationship Management and the Elusive Notion
of “Shared Understanding”, Journal of Personal Selling and Sales Management, Fall
(Volume 25, Number 4), 323-338.(8th Annual Best Paper Award winner, AMA Sales
SIG, 2005; Recognized Best Sales Management Paper across all marketing
journals).
Tanner, John F., Thomas W. Leigh, William Moncreif, Michael Ahearne, Charlotte
Mason, (2005), “Customer Relationship Management: It’s Dimensions and Impact on
Customer Outcomes”, Journal of Personal Selling and Sales Management, Spring
(Volume 25, Number 2), 169-180.
Leigh, Thomas W. and John F. Tanner (2005), “Introduction: JPSSM Special Issue on
Customer Relationship Management,” Journal of Personal Selling and Sales
Management, Fall (Volume 25, Number 4), 259-262.
Leigh, Thomas W. and Eli P. Jones (2005), “Creating Customer Relationship Strategies”,
in Raymond L. LaForge, Thomas N. Ingram, Jerry Bauer, Thomas W. Leigh, Eli P.
Jones, Andrea Dixon, Michael H. Morris, Greg Marshall, Strategic Sales Leadership:
Breakthrough Thinking for Improving Results, Chicago: American Marketing
Association / Thomson, Chapter 4.
Eli P. Jones and Thomas W. Leigh (2005), “Developing Strategic Account Strategies” in
Raymond L. LaForge, Thomas N. Ingram, Jerry Bauer, Thomas W. Leigh, Eli P. Jones,
Andrea Dixon, Michael H. Morris, Greg Marshall, Strategic Sales Leadership:
Breakthrough Thinking for Improving Results, Chicago: American Marketing
Association / Thomson, Chapter 5.
Leigh, Thomas W., Cara Okleshen Peters, and Jeremy Shelton (2006), “The Consumer
Quest for Authenticity: the Multiplicity of Meanings within the MG Subculture of
Consumption,” Journal of the Academy of Marketing Science, October 2006.
Jenna Drenten, Cara Okleshen Peters, Thomas Leigh and Candice R. Hollenbeck (2009),
“Not Just a Party in the Parking Lot: An Exploratory Investigation of the Motives
Underlying the Ritual Commitment of Football Tailgaters”, Sports Marketing Quarterly,
18, 92-106
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Leigh, Thomas W. (2011), “Customer Relationship Management and the Sales Force.” In
Cravens, David, Ken Le Meunier-Fitzhugh, and Nigel Piercy, The Oxford Handbook of
Sales Management and Sales Strategy, Chapter 13, London, England: Oxford Press.
Leigh, Thomas W., William L. Cron, Artur Baldauf, and Samuel Grossenbacher (2011),
“The Strategic Role of the Sales Force: A Resource-based Framework.” In Cravens,
David, Ken Le Meunier-Fitzhugh, and Nigel Piercy, The Oxford Handbook of Sales
Management and Sales Strategy, Chapter 18, London, England: Oxford Press.
Leigh, Thomas W. and Scott Thompson (2011), “On the Complexity of Managing
Brands in a Social Media World”, in Fetscherin, Marc, Susan Fournier, Michael
Breazeale, and T. C. Melewar, Consumer-Brand Relationships: Insights for Theory and
Practice, London: Routledge (forthcoming, February 2012; accepted July 2011)
Contractor, Sunil, Piyush Kumar, and Thomas W. Leigh (2011), “The Impact of
Governance Mechanisms on Escalation of Psychological Commitment.” International
Journal of Innovation Management, forthcoming (accepted for publication November 22,
2011).
Current Research in Process (2010-2011)
Baldauf, Artur, William L. Cron, Samuel Grossenbacher, and Thomas W. Leigh (2011),
“Sales Force Resources and Capabilities as Seen from the Executive Suite,”
(Submitted to JM in September 2010; empirical paper based on in-depth interviews with
65 CEOs and CSOs in Europe and the US. Rejected November 2010; to be re-submitted
to JAMS in January 2012).
Thomas E. DeCarlo, Russell Laczniak, and Thomas W. Leigh (2011), “How Sales
Compensation Type and Consumer Product Knowledge Interact to Affect Purchase
Outcomes” (Study 1 and 2 data collected and analyzed. Submitted to JMR in September
2011. Rejected in October 2011. New data collected and analyzed, November 2011.)
Older Working Papers Under Revision or on Hold
Leigh, Thomas W., Thomas DeCarlo, and David Albright (2009), “Procedural
Knowledge Differences among Higher and Lower Sales Performers”, (submitted to JM in
October 2005; rejected in July 2005; being revised for JAMS submission).
Leigh, Thomas W., Scott Bonifield, Hykojin Kwak, and Rolph Anderson (2008), “Impact
of Salesperson Macro-level Adaptive Selling Strategy on Job Performance and
Satisfaction” (submitted to European Journal of Marketing; invited to revise and resubmit
for 4th round review).
Brian C. Williams, Thomas W. Leigh, and Piyush Kumar (2008), “Markets of One:
Exploring the Antecedents to Customized Business Solutions Engagement Profitability,”
(editing a dissertation completed in Summer 2007 for submission to JM).
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Goodstein, Ronald, Thomas W. Leigh, Brian Wansink, and Dhruv Grewal (2009),
“Assessing the Memory and Attitude Effects of Super Bowl Advertising”, (Targeted to
Journal of Advertising Research (Database completed November 2003; working paper in
2009; on hold).
Refereed Conference Papers
Leigh, Thomas W. and Ralph L. Day (1979), "Satisfaction/Dissatisfaction and Complaint
Behavior with Nondurable Products," in Ralph L. Day and H. Keith Hunt (eds.), New
Dimensions of Consumer Satisfaction and Complaining Behavior, 170-183.
Leigh, Thomas W., David B. MacKay and John O. Summers (1980), "On Alternative
Experimental Methods for Conjoint Analysis," in Kent Monroe (ed.), Advances in
Consumer Research, Volume VIII, 317-322.
Leigh, Thomas W. (1982), "Company Reputation as a Determinant of Sales Call
Effectiveness: A Cognitive Social Learning Perspective," in Ronald F. Bush and Shelby
D. Hunt (eds.), Marketing Theory: Philosophy of Science Perspectives, Chicago:
American Marketing Association, 171-176.
Leigh, Thomas W. and William L. Cron (1982), "Incorporating Salesperson Preferences
into Sales Territory Design Decisions," in Gregory White (ed.), American Institute for
Decision Sciences, Proceedings, National Conference, San Francisco, CA, 252-254.
Leigh, Thomas W. and Arno J. Rethans (1983), "Experience With Script Elicitation
Within Consumer Decision Making Contexts," Advances in Consumer Research, Volume
X, Ann Arbor, MI: Association for Consumer Research, 667-672.
Leigh, Thomas W., Tamatha J. Reichenbach and Arno J. Rethans (1985), "Responses to
Women's Role Portrayals in Advertisements: A Segmentation Approach," in Nancy
Stephens (ed.), Proceedings of the 1985 Conference of The American Academy of
Advertising, R46-R51.
Rethans, Arno J., Alissa Roberts and Thomas W. Leigh (1986), "Towards A Research
Cycle for New Services Development," in Marshall, Schmalensee, and Venkatesan (eds.),
Creative Services Marketing.
Bhat, Subodh, Thomas W. Leigh, Daniel Wardlow (1994), "The Impact of Advertising to
a New Target Market on Brand Image," AMA Summer Educators Conference
Proceedings, (Abstract).
DeCarlo, Thomas, Thomas W. Leigh, James Lollar (1996), “An Empirical Note on
Recruiters’ Perceptions of the Personal Selling Course,” AMA Summer Educator’s
Conference Proceedings, (abstract), 315.
Brown, Steven P. and Thomas W. Leigh (1999), "Dimensions of Working Hard in
Personal Selling: Effects of Time Commitment and Work Intensity on Sales Performance
and Job Satisfaction,” AMA International Conference, Malta, Spring (forthcoming).
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Leigh, Thomas W. Arthur Baudauf, William L. Cron, and Samuel Grossenbacher (
2005), “ Mapping the Cognitions of Chief Sales Officers”, EMAC Conference, Milan,
Italy,
Baudauf, Artur, William L. Cron, Samuel Grossenbacher, and Thomas W. Leigh (2006),
“The Sales Force as Seen from the Executive Suite: Does Competitive Intensity Matter?,”
in Alan Malter and Shankar Ganesan (Eds.), AMA Winter Educator’s Conference, San
Diego, Ca., February (forthcoming).
Baudauf, Artur, William L. Cron, Samuel Grossenbacher, and Thomas W. Leigh (2009),
“Sales Force Strategy: A Resource-based Perspective in AMA Winter Educator’s
Conference, Tampa, FL., February (forthcoming).
Invited Journal Articles, Edited Proceedings, and Cases
Leigh, Thomas W. (1982), "Organizational Issues in Sales Force Management:
Comment and Directions," in Robert E. Spekman and David T. Wilson (eds.), Issues in
Industrial Marketing: A View to the Future, Chicago: American Marketing Association,
52-55.
Rethans, Arno and Thomas W. Leigh (1985), "Cognitive Scripts: An Approach to the
Development of Propositions Concerning Industrial Buying Behaviors," in Robert E.
Spekman and David T. Wilson (eds.), A Strategic Approach to Business Marketing,
American Marketing Association, (Winter), 124-132.
Leigh, Thomas W. (1986), "Scripts and Stories in Professional Selling: Mapping the
Procedural Knowledge of Exceptional Producers," in Joseph Guiltinan and Dale Achabal
(eds.), Marketing Education: Knowledge Development, Dissemination, and Utilization,
American Marketing Association.
Leigh, Thomas W. (1989), "Competitive Assessment in the Lodging Industry," Prescott,
John (ed.)., Society of Competitive Intelligence Professionals, 29-48.
Leigh, Thomas W. (1990), "Introduction to the Special Issue on Social Cognition,"
Journal of Personal Selling and Sales Management, (November), 1-5.
MacKenzie, Scott, Terry L. Childers, Thomas W. Leigh, John G. Lynch, Jr., Susan E.
Heckler, Steven Skinner, Raymond P. Fisk, John L. Graham, and Hubert Gatignon
(1991), New Directions for Research in Marketing: Contemporary and Interdisciplinary
Perspectives, 1991 AMA Educators Conference Proceedings, Winter, Volume 1,
Chicago, American Marketing Association.
Gilly, Mary, F. Robert Dwyer, Thomas W. Leigh, Alan J. Dubinsky, Marsha L. Richins,
David Curry, Alladi Venkatesh, Maraaki Kotabe, Ruby Roy Dholakia, and Gerald Hills
(1991), Enhancing Knowledge Development in Marketing, 1991 AMA Educators
Proceedings, Summer, Volume 2, Chicago: American Marketing Association.
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Mowen, John C. and Thomas W. Leigh (1994), "Marketing Thought Roundtable
Discusses Critical Research Issues," Marketing Educator, Chicago: American Marketing
Association.
Mowen, John C. and Thomas W. Leigh (1996), "State of Marketing Thought and
Practice: A Panel Discussion," Marketing Educator, Vol. 15 No. 1 (Winter), 1-3.
Dröge, Cornelia, Roger Calantone, Anthony DiBenedetto, Dale Duhan, Paul Minard,
Jagdish Sheth, Atul Parvatiya, Patricia Daugherty, James Stock, Thomas Leigh, George
Zinkhan, Robert Mittelstaedt, Subash Sharma, Robert Pitts, William Pride, Stephen
Grove, Greg Pickett (1996), Integration in Marketing, 1996 AMA Educator’s
Proceedings, Chicago: American Marketing Association.
Thomas W. Leigh and John C. Mowen (1996), “Tomorrow’s Marketing Professor,”
Marketing Educator, Vol. 15, No 3 (Fall), 1-2.
Leigh, Thomas W. (1998), “AgriChem’s Specialty Chemicals Division,” in F. Robert
Dwyer and John Tanner, Business to Business Marketing.
Leigh, Thomas W. (1999), “Exploring the Role of Marketing Research in the MarketDriven Firm: The AgriChem Case and Panel Report”, Marketing Research, Chicago:
American Marketing Association.
Academic Presentations and Speaking Engagements (Other Than Published
Proceedings and Their Presentations):
AMA-Sheth Foundation Doctoral Consortium
Faculty, AMA Sheth Foundation Doctoral Consortium, University of Cincinnati, 1997.
Co-Chair, AMA Sheth Foundation Doctoral Consortium, University of Georgia, 1998.
Speaker, AMA-Sheth Foundation Doctoral Consortium, University of Southern
California, 1999; University of Western Ontario, 2000; Univeristy of Miami, 2001.
Speaker, AMA-Sheth Foundation Doctoral Consortium, University of Western Ontario,
2000: “How to Build Your Academic Career”.
Speaker, AMA-Sheth Foundation Doctoral Consortium, University of Miami, 2001:
“Customer Relationship Strategy and Organizational Learning”.
AMA Winter Theory Conference:
Keynote Session Presenter: "Using Cognitive Scripts to Study Personal Selling."
(February 1985).
Session Speaker: "Mapping the Procedural Knowledge of Exceptional Producers."
Session Chairman: "Knowledge and Effective Selling." (February 1986).
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Session Speaker: "Cognitive Scripts: A Tool for Teaching the Selling Process."
(February 1987).
Session Speaker: "Relationship Building in Industrial Sales: A Comparison of
Experienced Sales personnel and Novices." (February 1989).
Session Chair and Designer: "Current Thinking on Social Cognition in Sales." (This
innovative special session featured 14 leading researchers in the sales area, February
1990).
Session Speaker: (1) "The Expert Salesperson: Exploring the Knowledge Bases
Underlying Sales Effectiveness" (with Kay Keck and James Lollar); (2) "Alternative
Pathways to Success in Personal Selling" (with Scott Bonifield). (February 1990).
Program Speaker and Discussion Leader, "Academic and Executive Perspectives on
Sales/Sales Management: Research Opportunities." A new preconference meeting
designed for industry and academic exchange. (February 1990).
Speech: "Priming for Positive Presentations in Sales" (with Thomas Stafford). (February
1991).
Track Chairman: Sales Management and Personal Selling (Coordinated review process
for 17 papers and four special sessions).
Session Originator and Chair: "The Learning Organization," featuring three industry
speakers (Dr. Margaret Graham, Xerox PARC; Sanford Miller, CIGNA, Inc.; and Alice
Hayes, General Motors) and two academic sessions with seven academic speakers.
(February 1994); Session Speaker (with David Nadolski), "Strategic Learning
Imperatives of the Miles and Snow Strategy Types." (February 1994).
Session Originator: "Marketing and Sales Interfaces," a session with three academic
speakers; Speaker, "Marketing/Sales Interfaces in Services Industries." (February 1994).
Seminar Originator and Chair (with John Mowen, Oklahoma State University): Special
Session on Marketing Thought (2 sessions; six speakers of national prominence),
February 1995.
Session Originator and Chair (with Richard C. Reizenstein, University of Tennessee):
"Intra and Interfunctional Conflict Involving Marketing" (Speakers: W. W. Adams,
CEO, Armstrong World Industries; A. P. Carey, CEO, Frito Lay; C. Wojciechowki, EVP,
Grey Advertising; 4 academic speakers), February 1995.
Session Originator and Chair, Sales SIG Pre-Conference Session: "Cognitive and Social
Cognition Research in Sales," 5 academic speakers on feedback, goal-setting, attribution
theory, and information asymmetry in sales contexts, February 1996.
Session Originator and Co-chair (with Richard Reizenstein): "Changes in Role and
Responsibilities at the Brand-Sales Interface" (speakers include Christian Scheonlab,
Midus International, and David Krysiek, SAAB USA), February 1996.
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Session Chair: “The Marketing Thought Task Force Revisited”. Plenary Session with
four keynote speakers (Bart Weitz, Florida; Al Wildt, Missouri; Bill Wilkie, Notre Dame;
Paul Bloom, UNC), Winter 1998.
Plenary Session Speaker: “CRM: An Organizational Learning Perspective”, Winter
2002.
Panel Session Member, Sales SIG Special Session: “Sales Research: How We Got Here
and Where Are We Headed?” Panel of Sales SIG Lifetime Research and Service Award
Winning Faculty, AMA Winter Educators Conference, Austin Texas, February 2011.
Panel Session Organizer and Speaker (with William L. Cron), “Sales Force Strategy: A
Resource-based View,” A panel session and open discussion with three invited speakers
of international reputation in the RBV perspective on the firm. AMA Winter Conference,
Tampa FL, February 2012.
AMA Summer Conference:
Track Chair: Marketing Strategy and Management (Personally coordinated review
process for 77 papers and 3 special sessions.), August, 1991.
Session Chair: "Sales Research Potpourri." (August 1991); Speaker: "Structure and
Ritual in Personal Selling." (August 1991).
Session Chair: "Dramatic Interactions in Sales and Services": Speaker: "The Role of
Stories in Building Identification and Relationships in Personal Selling" (with Gregory
Boller, Memphis State University). (August 1992).
Session Chair (1): "The Individual's Role in Strategy Implementation". Session Chair
(2): "Cultural and Reference Group Insights into Consumer Purchase Behavior."
(August 1993).
Session Originator and Chair (with Steven P. Brown): "Research Issues in Sales Force
Strategy" (Barton Weitz, Florida; Workshops; Agenda Exercise) (August 1995).
Special Session Originator and Chair (with John Mowen OSU): "Roles, Responsibilities,
and Requirements for Future Marketing Faculty" (4 leading academic speakers), August
1995.
Track chair (with George Zinkhan): Advertising, Promotion and Direct Marketing,
August 1996 (coordinated review process for 18 papers and special sessions).
Session Originator and Chair (with Raymond LaForge), Sales SIG Pre-Conference
Session: “New Horizons in Personal Selling and Sales Management: An Action Agenda”
(5 speakers to discuss research and curriculum changes necessitated by changing sales
force strategies), August 1996.
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Session speaker: “Best Practices in AMA Special Interest Group Leadership,” August
1997.
Session speaker and originator: Marketing Research Education: State of the Art. Special
Session presented by the faculty directors at The University of Georgia, University of
Wisconsin, U. Texas Arlington, and Southern Illinois University Marketing Research
Programs.
Session chair and speaker: “The Marketing/Sales Interface: Conceptual and Empirical
Issues” (3 speakers). Robert George, DuPont Inc., Thomas Leigh, UGA; Richard
Reizenstein and Joseph Rentz, University of Tennessee, August 1998.
Special Session Speaker: “Top 10 Sales Articles of the Millennium”, Lead Speaker and
Panel Moderator (Panel will consist of the Authors of the Top 10 Sales Articles), August
2001.
Session Speaker and Originator: Marketing Research Education: State of the Art.
Special Session presented by the faculty directors at The University of Georgia,
University of Wisconsin, U. Texas Arlington, and Southern Illinois University Marketing
Research Programs, 1998.
Special Speaker and Originator: “Lessons From the Top 10 Sales Articles of the 20th
Century” (with Ellen Pullin and Lucette Comer), including presentations by the authors
of the Top 10 Articles, Summer 2001, Washington, D.C.
AMA Summer Conference 2003, Plenary Session Speaker and Panelist: “CRM: An
Organizational Learning Perspective.”
Plenary Session Speaker, “CRM in Sales Intense Contexts” National Conference on Sales
Management, April 2003. (Presentation published in Conference “CRM in Sales Intense
Contexts” Summary).
AMA Sales SIG Speaker: Lifetime Research Achievement Award for 2006 (which I
won) and for 2007 (awarded to Rosann Spiro)
Other Conference Presentations:
American Academy of Advertising, Lincoln, Neb., Spring 1982. Speaker: "The Visiting
Professor Program: Experiences and Evaluation."
Society for Competitor Intelligence Professionals, 3rd Annual Conference, Atlanta,
March 24-25, 1988. Speech: "Competitive Assessment in the Creation of Fairfield
Inns."
Southwest Marketing Association, March 1988, Speech: "Sales/Sales Management:
Research State of the Art & Needs."
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Southern Marketing Association, Fall 1988, Speech: "Sales Research: State of the Art
and Needs."
AMA Services Marketing Conference (7th Annual), Fall 1988. Speech: "Competitive
Assessment in Services" (with Lee Pillsbury, Marriott Corporation).
Georgia Consortium Series, Fall 1988, Atlanta, Emory University: "Competitive
Assessment in the Lodging Industry."
Southwest Marketing Association Conference, March 1989, New Orleans: "Expert
Systems in Sales: SLING, A Knowledge-Based Product Selector."
AMA Faculty Consortium, July 1992, Memphis State University: Invited speaker:
"Research Questions that Need Answers in Personal Selling"; Session Facilitator:
"Research in Personal Selling."
Academy of Marketing Science Conference, Miami, 1993: Session Chair: "Sales
Management: Emotions, Trust, and Self Concept"; Student Paper Awards Coordinator.
Association for Consumer Psychology, 1994: Speaker, "Sales Knowhow: Differences in
Procedural Knowledge Among High and Low Sales Performers."
Georgia State University IBM and ISBM Faculty Conference (January 1995): "Problems
at the Marketing Sales Interface," Atlanta.
AMA Sales Special Interest Group Conference Program Committee: "New Horizons in
Personal Selling and Sales Management"; recruited 8 speakers from McKinsey
Consulting, Andersen Consulting, Towers Perrin Consulting, Mercer Consulting, Baxter
Inc., McDonalds, and several academics. July 1996.
AMA Atlanta Chapter Special Session: "High Performance Marketing Research."
Seminar Originator with Greg Rathjen, Marketecture, Twelve speakers and panelists
recruited to discuss high performance research in (1) the newly market driven firm; (2)
the established or mature firm (50 attendees) March 1997.
AMA Annual Marketing Research Conference Presenter (2 sessions): “State of the Art
in Marketing Research Education”, San Diego, September 1999.
Invited Speaker, Marketing Science Institute Academic/Industry Leadership Conference,
March 2000; topic “Customer Relationship Strategy; An Organizational Knowledge
Perspective on The Role of The Selling Function”.
Invited Speaker, Society for Marketing Advances, Orlando, FL., Special Session: “The
Top 10 Sales Articles of The Millennium,” (with Ellen Pullin and Lucette Comer),
November 2000.
Special Session Speaker, Society for Marketing Advances, Orlando, FL., “Marketing
Research Education in the Next 10 Years”, November 2000.
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Session Chair and Speaker: “Customer Relationship Management (with Jeff Tanner, Jr.,
and three Industry CRM Experts), Academy of Management Science, San Diego, CA.,
May 2001.
Queen’s University School of Business, Plenary Session Speaker, Customer Knowledge
Management Roundtable, April 2003. “CRM: A Model for Market/Customer Sensing
and Linking” (Presentation published in Conference Report)
New Horizon’s Faculty Consortium on Personal Selling and Sales Management, Plenary
Session Speaker: “CRM in Sales Force Intense Contexts”, July 2003 (Boston).
University of Tulsa, CRM Conference Speaker, April 2003.
Professional Presentations:
Purchasing Managers Association of South Bend, Indiana, "The Effect of Nonverbal
Cues on Industrial Buyers' Perceptions," April 1980.
Purchasing Managers Association of Indianapolis, Indiana, "Communications Effects of
Nonverbal Cues During the Initial Industrial Sales Encounter," November 1981.
Center for Marketing Sciences, Northwestern University, "The Effect of Nonverbal Cues
in Industrial Selling," November 1981.
Purchasing Managers Association of Indianapolis, Indiana, "Involvement in Major
Industrial Purchase Decisions," Nov. 1983.
Purchasing Managers Association of Delaware, "Purchasing's Activities and Influence in
the Major Purchase," Fall 1984.
Purchasing Managers Association of North Central Pennsylvania, "Nonverbal Behaviors
in Buyer-Seller Negotiations: Issues and Insights," February, 1985.
A PARCE (Association of Pennsylvania American Red Cross Executives) Statewide
Meeting, "Target Marketing: What It Really Means?", October 1986.
A PARCE (Association of Pennsylvania American Red Cross Executives) Statewide
Meeting, "The Role of Strategic Marketing in the Not-For-Profit Organization," April
1987.
Institute for the Study of Business Markets, Penn State University, "Cognitive Scripts and
Sales performance," May 1987.
UGA Psychology Faculty seminar series, March 3, 1989: "Studying Cognition in
Strategic Sales Interactions."
American Red Cross National Meeting, New Orleans, February 1989: "Marketing and
Advertising Decisions."
14
Georgia American Red Cross Annual Meeting, Athens, GA (April 1991): "Non-Profit
Marketing Strategies."
Sales and Marketing Executives of Atlanta (January 1995): "Problems at the
Marketing/Sales Interface" (65 attendees).
Sales Consortium, ISBM and Center for Business and Industrial Marketing at Georgia
State University: “CRM: A Knowledge Perspective” Seminar 2001.
CISL Conference, Terry College of Business, “CRM: An Organizational Knowledge
Perspective, UPS HQ, Atlanta, GA, Fall 2001.
Special Honors and Awards:
AMA Sales Special interest Group Lifetime Research and Service Award 2006.
6th Annual AMA Sales Special Interest Group Best Paper Award, 2003:
Thomas W. Leigh and John O. Summers (2002), “An Initial Evaluation of Industrial
Buyers’ Impressions of Salesperson’ Nonverbal Cues”, Journal of Personal Selling and
Sales Management, Volume XXII, Number 1 (Winter), 41-53. (Best Paper Award
Winner 2003 in the Sales Management arena across all journals, not simply the
JPSSM).
Plouffe, Chris, Brian C. Williams, and Thomas W. Leigh (2005), “Who’s on First?
Stakeholder Differences in Customer Relationship Management and the Elusive Notion
of “Shared Understanding”, Journal of Personal Selling and Sales Management, Fall
(Volume 25, Number 4), 323-338.(8th Annual Best Paper Award, AMA Sales SIG,
2005; Recognized Best Sales Management Paper across all marketing journals).
Terry College of Business Distinguished Service Award, 1998.
Resident Faculty, AMA Sheth Foundation Doctoral Consortium, University of
Cincinnati, 1997. Co-Chair, AMA Sheth Foundation Doctoral Consortium, University of
Georgia, 1999. Speaker, AMA-Sheth Foundation Doctoral Consortium, University of
Southern California, 1999; University of Western Ontario, 2000; Univeristy of Miami,
2001.
Selected by the AMA Academic Council for the AMA’s Knowledge Development
Initiative.
Selected by the University of Houston and the AMA as one of a select group (15 – 20
Professors) to establish a research agenda in the sales force performance area.
Nominated as a “Great Marketer” in a research study reported at the Academy of
Marketing Science Meeting, Fall 2003 (one of eleven academic nominees).
15
Selected to Co-chair (with Jeff Tanner, Baylor) the 2004 AMA CRM Faculty Consortium
(personally completed the Speaker Agenda in Fall 2003).
Selected as an external judge for the 2003 P.D. Converse Award for outstanding
contributions to the Advancement of Science in Marketing (University of Illinois).
Selected as an external judge in Fall 2003 to judge the Best Paper Awards for the AMA
Winter Conference 2004.
AMA-Sheth Doctoral Consortium Faculty Leader, University of Cincinnati, 1997; CoChair, University of Georgia, 1998; University of Southern California, 1999; University
of Western Ontario, 2000; University of Miami, 2001.
Terry Research Fellow, The University of Georgia Award for Research Productivity
(1991, $3500; 1992, $3500; 1993, $5000; 1994, $4500; 1995, $5500; 1996, $7500).
DuPont Faculty Advisory Board (1995-1999).
Excellent Reviewer Awards, Journal of Personal Selling and Sales Management, 1995;
AMA Summer Conference, 1995.
$300 Second Prize Award Winner, Planning Forum Case Writing Competition, 1990.
Procter and Gamble Undergraduate Teaching Award, The University of Georgia, 1988.
MBA Teaching Excellence Award, Penn State University, 1987.
Fellow, Strategic Planning for Advertising Agencies, A.A.A.A. Seminar, September
1986.
Fellow, Advertising Age Creative Workshop, New York, August 1982.
Visiting Professor, Ogilvy & Mather, Inc. (New York). A (12 week) intensive exposure
to the advertising business.
Fellowship, Advertising Agency Seminar. June 1980 (one week), University of Chicago,
sponsored by the American Association of Advertising Agencies and The American
Academy of Advertising.
AMA Doctoral Consortium Fellow, 1978.
Ford Foundation Fellowship -- MBA Program -- (January 1969-August 1970). A Special
Program For Educating and Training Community College Faculty.
Undergraduate Inductee: Beta Gamma Sigma (Business) and Omicron Delta Epsilon
(Economics) Honorary Societies, 1968.
Research Grants Awarded
16
Accenture Research Award: $5000 to study Customer Knowledge Management,
Summer 2001.
DuPont Educational Aid Grant Award Winner: An unrestricted grant to support research
on "Customer Relationship Strategy and Strategic Partnerships," $5,000 in June 1997;
$5,000 in June 1998, $5000 in June 1999.
Georgia Tech University Entrepreneurial Center Research Award (with Goutam
Challagalla and Ken Kahn), "Marketing Sales Interface Research," $1500, February
1996.
Marketing Science Institute (Harvard University) Research Grant, Honorable Mention:
$4000 support for 1995 (with Thomas Stafford, Cameron University), “Priming Research
in a Direct Selling Contexts.”
Institute for the Study of Business Markets, Penn State University, Cognitive Script
Project: $3000 (1986-87); $1000 (1987-88).
University Wide Research Grant, The University of Georgia: "The Expert Salesperson:
An Exploration of the Knowledge Bases Relating to Sales Performance" ($3100 Grant
1988-89).
Research Grant, Allstate Insurance Company, "The Expert Salesperson," Travel Support
of over $8500 for 1990 (with Kay Keck and James Lollar).
Research Grant, The Reynolds-Stout Award Program, The University of Georgia, $2500
for 1990 travel to supplement the Allstate Insurance grant (with Kay Keck and James
Lollar).
American Marketing Association Leadership Activities (other than Academic
Conferences):
AMA Harrisburg Chapter Board Member, 1984.
Sponsor, AMA Executive-in-Residence Program, 1983-84, 1984-85.
AMA Planning Committee, 3rd Financial Marketing Program, 1986.
AMA Conference Chairman, 4th Financial Marketing Program, Boston, AMA,
1987: Recruited 26 industry speakers; over 200 attendees.
AMA Conference Co-Chairman, 5th Financial Marketing Program, Washington,
D.C., 1988.
AMA Marketing and Sales Management Council, 1987-88 (Member).
AMA Sales Management and Personal Selling Special Interest Group (200
members): Chair-Elect, 1994-95; Chair, 1995-96.
AMA Academic Council, Senior Vice President of Marketing, 1994-95; 1995-96;
Senior Vice President of Finance, 1996-98; President-Elect 1997-98; President
1998-99; Vice-President - Education Division, AMA Board, 1998-99, Immediate
Past-President, 1999-2000.
17
Developed proposal (with George Zinkhan and Rajiv Grover) for The University
of Georgia to host the 1998 AMA-Sheth Doctoral Consortium on "Organizational
Learning, Market Intelligence, and Marketing Research"; developed speaker set,
budget, and managed all conference arrangements.
AMA Board Financial Committee, 2000-2001.
Co-Chair, AMA Faculty Consortium (with Jeff Tanner, Baylor University),
“CRM: Strategy, Processes, and Technology” Proposal accepted Fall 2002; Event
Implementation Summer 2004.
Founding Director, AMA Advanced School of Marketing Research, 1999.
Director 1999,2000,2001,2002.
Founding Director, AMA CRM Leadership Program, 2001, 2002.
American Red Cross Service Activities:
Leadership Institute (May '86; July '86; May '87; June '87; Feb. '88; Oct.'88; Oct.
'89; Oct. '91): Program Design and Delivery, Marketing Strategy and
Implementation for ARC Chapters.
ARC Blood Center Chapters (1986): Marketing Planning Seminar.
ARC Tissue Transplantation Chapters (1986): Marketing Planning and
Implementation (2 ½ day program).
ARC Executive Institute (April 1987, November 1987): Role of Strategic
Marketing Management in the Not-for-Profit Institution.
Workshop Leader, ARC Communication Executives, 1989: Marketing Plans.
American Red Cross, Atlanta Chapter: Chairman, Product Effectiveness
Committee, June 1989-September 1990.
American Red Cross, East Georgia Chapter(a 12-county $200,000 chapter):
Board Member 1988-93; Special Committee on Chapter Effectiveness 1989-90,
Financial Development, Committee Chair (1990-91); Chair, 1st Annual Swim-ACross Fund Raiser ($3500 plus), 1991; Chair, 1st Annual Swim Meet, 1991
Fundraiser; Chair, 2nd Annual Swim Meet, 1992; Chair, 3rd Annual Swim Meet;
Chair, Hurricane Andrew Football Stadium Fund Raiser ($5000); Chapter Vice
Chairman 1991-92; Chapter Chairman, 1992-93, Past Chairman 1993-94.
Editorial Board Memberships:
Journal of Marketing, 1996 – 2005); Ad Hoc reviewer 2005-present.
Journal of The Academy of Marketing Science, 2003 -2008; Ad Hoc reviewer 2008present.
Journal of Personal Selling and Sales Management, 1989- 2008): Senior Editorial
Board 2005-present.
Competitive Intelligence Review (1994-Present)
International Journal of Research in Marketing. Ad hoc reviewer 2009-present.
18
Journal of Advertising, 1990 -2004; Ad Hoc Reviewer 2008
Journal of Business and Industrial Marketing (1984-98)
Marketing Education Review (1992-00)
Journal of Service Marketing (1993-00)
Guest Editor Assignments:
Guest Editor, Journal of Personal Selling and Sales Management, “CRM: Strategy,
Processes, and Technology”. Call for papers announced January 2003; Special Issue
Date, Fall 2004. (21 papers were submitted; four were published)
Guest Editor, 1st Special Issue, Journal of Personal Selling and Sales Management,
November 1990. Topical Theme: "Current Thinking on Social Cognition in Sales."
Initiated the idea for a Special Issue; Developed the Call for Papers; Coordinated reviews
for the 18 manuscripts received; selected and edited seven final papers.
Ad Hoc Editorial Reviewer Activities
Journal of Marketing Research (1989-98)
Journal of Advertising (1987-89)
Journal of Marketing (1984-96; 2006-08; 2009-2011)
Planning Review (1988-96)
Journal of the Academy of Marketing Science (1990-95; 2008-2011)
Quarterly Journal of Business and Economics (1985)
Journal of Consumer Research (2003; 2005; 2006; 2011)
Journal of Retailing (2007-08; 2011)
Journal of Services Marketing (2007; 2011)
External Tenure and Promotion Judge
Louisiana State University 1992; 1993; 1994
University of North Texas 1992
Memphis State University 1992
University of Kentucky 1993
Auburn University 1994; 1995
Indiana University 1994
University of North Texas 1998 (Full)
Clemson University 1996
Brigham Young University 1998 (Full)
Cornell University 1999
Georgia Tech University 1999
University of Houston 2002(Chair)
Iowa State 2002(Full)
University of Michigan (Flint) 1996
University of Akron (Chair Review) 1997
Colorado State University 1997
University of Nebraska 1997
Virginia Commonwealth 1998 (Full)
University of Montana 1994
University of Delaware 1995
University of Texas, Arlington 1998 (Full)
University of Miami 1999 (Full)
University of North Dakota 1999
Clemson University (2002Full)
Creighton University 2002(Full)
University of Toledo 2002(Tenure)
19
Boston College 2002(Tenure)
Tulane University 2002(Full)
University of Houston 2002(Tenure)
Oregon State University 2002 (Full)
University of South Carolina 2004(Tenure)
University of Akron 2005 (Distinguished)
University of Texas (Arlington) 2010 tenure
Northeastern University 2011
Boston College 2003 (Tenure)
University of Toledo 2003 (Full)
University of Cincinnati 2003 (Tenure)
Texas Christian University 2003 (Full; Tenure)
University of Nebraska 2005 (Full)
Southern Illinois university 2008 (Chair)
Boston College 2010 tenure
University of South Florida 2011
Teaching Experience:
The University of Georgia: 1987 - 1989, Assistant Professor, Associate Professor (with
Tenure) 1990-96; Full Professor, 1997-Present, Tanner Chair, 1999 – Present.
Marketing 340:
Marketing 571:
Marketing 772:
Marketing 562:
Marketing 921:
Marketing 990:
Marketing 899:
Marketing 862:
Marketing 899:
Marketing 899:
Marketing 899:
Marketing 340:
Marketing 700:
Marketing 730:
Marketing 9210
Marketing 8500
Marketing 9210
Marketing 8500
Marketing 9450
Marketing 7810
Marketing 7990
Internship in Marketing (Senior)
Marketing Strategy (Senior)
Advertising and Sales Promotion(MBA)
Sales Management (Senior)
Sales Management (MBA)
Seminar in Marketing Strategy and Management (Ph.D.)
Program Orientation Seminar (Ph.D.)
Marketing Communications Management (MBA)
MBA AUTOSIM Computer Simulation (MBA) (14 students)
MBA Placement Service Research Study (4 students)
MBA Hybrid Marketing Systems Independent Study (3 students)
GM Internship (1994, 16 students; 1996, 11 students)
MMR Internship
MMR Live Research Project (6 projects supervised)
CRM and B2B eCommerce (MBA; Gwinnett MBA)
Internet Marketing Research (MMR)
CRM and B2B eCommerce (PWC Distance MBA Program)
Marketing Strategy (EMBA Program)
Seminar in Marketing Strategy (PhD Program)
Customer and Channel Management (MBA & GMBA Program)
Marketing Strategy (MMR Program)
Institute Jean Moulin, Lyon France: Visiting Professor Fall 1996 (2 weeks); Fall 1991
(10 weeks).
The Pennsylvania State University: Assistant Professor, 1980-87.
Marketing 322:
Marketing 422:
Marketing 514:
Marketing 596:
Marketing Communications (Senior Year)
Advertising and Sales Promotions (Senior Year)
Management of Marketing Communications (MBA 2nd Year)
Enterprise Consulting (Project Supervision)
20
Indiana University, Bloomington, Indiana: Visiting Lecturer Fall 1977-Summer 1980;
Associate Instructor Fall 1976-Summer 1977.
Marketing 544: Advertising Management (MBA, Summer 1980)
Marketing 322: Advertising Management (Senior, 1977-1980)
Marketing 301: Principles of Marketing (Junior, 1976-1977)
Lincoln Land Community College, Springfield, Illinois: Fall 1970-Summer 1976
(Tenured June 1973).
Courses taught included: Marketing Management, Micro and Macro Economics,
Money and Banking, Principles of Management, Human Relations, Small
Business Management, Managerial Accounting, and Introduction to Business.
Developed and Taught Braille Courses in Economics and Human Relations for
the Blind Restaurant Managers of Illinois.
Dissertations and Masters' Committee Involvement:
Georgia:
Chairman:
Thomas DeCarlo (Ph.D. 1993; Iowa State University)
Thomas Stafford (Ph.D. 1993; Cameron University)
Scott Bonifield (Ph.D. Candidate 1995; University of Tampa)
James Ownbey (Ph.D. Candidate, 1998)
Sunil Contractor (PhD Candidate 2007)
Brian Williams (PhD Candidate 2007)
Jenna Drenten (PhD Candidate 2011)
Committees: John F. Tanner (Ph.D. 1988; Baylor University)
Frederick Mader (Ph.D. 1988; University of Louisville)
Ricky Madden (Ph.D.; 1995)
Subodh Bhat (Ph.D. 1992; San Francisco State University).
Barbara Coleman (Ph.D. 1993)
Carol Motley (Ph.D. 1994; University of Illinois)
Ahmed Taher (Ph.D. Candidate 1995)
Sergio Olavarietta (Ph.D. Candidate 1997)
Alex Ellinger (Ph.D. Candidate 1997)
Janice Griffiths (Ph.D. Candidate 1998)
David Allbright (Ph.D. 2000)
Yue Pan (Ph.D. Candidate 2001)
Anupam Jaju (Ph.D. Candidate 2001)
Penn State:
Chairman:
Tamatha L. Reichenbach (M.S. 1984; Hill, Holiday Advertising).
Lori Bock (M.S. 1985; Mapes and Ross Research, NY).
Pat McGraw (M.S. 1986; Kline & Company, New Jersey)
Agnes David (M.S. 1986; France).
Committees: Morry Ghingold (Ph.D. 1985 Marketing: University of Cincinnati).
21
Peter Poole (Ph.D. 1988, Organizational Behavior).
Susan F. Taylor (M.S. 1983; Young and Rubicam, Inc., NY).
Doug Weaver (M.S. 1985; First Bank of Virginia).
Mary Kennedy (M.S. 1984; Sports Administration).
Alissa Roberts (M.S. 1985; Elrick & Lavidge, Inc., Atlanta, GA).
Kathleen Delano (M.S. 1985; Sports Administration).
Christine DeCleva (M.S. 1985).
John C. R. Robinson (M.S. 1987; Robinson & Associates, Philadelphia).
Administrative Experience:
Director, Coca-Cola Center for Marketing Studies and The Master of Marketing Research
Program, July 1996 - 2000.
Responsible for managing a $3 million Endowment and a budget of $330,000 to
support the MMR program.
Responsible for recruiting students, managing curriculum, placing students,
managing Board relationships, and executive education programs.
Division Chairman, Business Division, Lincoln Land Community
College, Springfield, Illinois: July 1974-June 1976.
Responsible for managing a full-time faculty of twelve, including evaluating,
budgeting, program and course development, and daily operations; responsible to
recruit, orient, and evaluate an adjunct faculty of between 70 to 80, including
business, economics, secretarial science, electronic data processing, real estate,
banking and other areas.
Department/College Service Activities:
PhD Graduate Committee 2009-10; 2010-11
PhD Marketing Department Coordinator 2009-10; 2010-2011
MBA Committee Member 2007-11
Management Department Review Committee Chair, 2010-2011
Terry Sanford Research Award committee 2009-2011
Dean’s Advisory Committee 2010-2011
MBA Director Search Committee 2008
MBA Marketing Club Advisor 2008-09
Faculty Search Committee 2008; 2009;2010
Faculty Advisor, 2nd annual GM/Terry College Market Research Competition
(December – March 2003). The Terry College MBA team (Adam Leish, Laura
Caldwell, Kerry Moller, Brent Stevens) finished 2nd, winning $5000, in
competition with leading B-schools (Michigan, Kellogg, MIT, Columbia).
Ph.D. Coordinator, Marketing Department (May 2003 - 05).
ISL Faculty Mentor, Fall 2003, 2005, 2006,2007
22
Research Award Judge, UGA Graduate School, Fall 2003 (invited by Maureen
Grasso to judge a National Master’s Thesis Competition).
Dean’s Leadership Council, 1999
UGA Pi Sigma Epsilon, Faculty Advisor 1993-2003.
UGA Alpha Kappa Psi, Faculty Advisor 1993-95.
UGA MBA Review Committee 1992-1993.
UGA Department Head Search Committee 1991-92; 1993; 1994
UGA Terry Chair Search Committee 1995.
UGA MMR Review Committee 1991-92.
UGA Marketing Department Ph.D. Program Coordinator, 1987-91.
UGA Marketing Speaker Series Coordinator 1987-91.
UGA MBA Marketing Coordinator, 1989-93.
UGA Undergraduate Internship Coordinator, 1988-95.
Penn State Corporate Associate Coordinator, Sparkomatic Corporation, 1980-86.
PSU Marketing Working Series Coordinator, 1981-84.
PSU Executive Education Committee Member, 1983-86.
PSU Academic Standards Committee (MBA), 1984-86.
PSU Business Undergraduate Policy Committee, 1985-86.
Executive Education Experience:
The University of Georgia
Henley EMBA Program Faculty Leader: “CRM As A Strategic Business
Process”, Spring 2004; Fall 2004; Spring 2006.
Founding and Managing Director, AMA/Terry College Advanced School of
Marketing Research, 6th Annual Program, November 2002. This program was
redesigned in 2002 and achieved exceptional participant ratings (4.4/5.0) and has
earned over $150k for The Terry College as of 2002. This program continues
profitably under the management of the Coca-Cola Center.
.
Founding and Managing Director, AMA Terry College CRM Leadership
Program, 2nd Annual Program offered March 2002. (Jointly sponsored by CISL
and the Coca Cola Center for Marketing Studies and the American Marketing
Association. Very highly rated program which broke even.)
Uraguay Retail Shopping Center Program (1992; 1994; 1996)
Coca-Cola South America Executive program (1992)
Thunderbird School of International Business Programs
Warner-Lambert International Sales Strategy Program, 1997.
23
Penn State University
Industrial Marketing Management Program
Stratism or Markstrat Simulation Administrator (Spring 1982; Fall 1982; Spring
1983; Fall 1983; Spring 1984; Fall 1984; Fall 1985; Fall 1986; Fall 1987).
Session Leader: Marketing Segmentation and Competitive Positioning (Spring
1984; Fall 1984; Fall 1985; Fall 1986; Fall 1987; Fall 1988; Fall 1989).
Inter-Americas Executive Management Program (Spring 1985)
Markstrat Simulation Adminstrator
Session Leader: Marketing Strategy and Programs
Corporate Sponsors Program (Spring 1983): Stratsim Simulation Administrator
Session Leader: Market Opportunity and Competitive Positioning Analysis.
Niagara Power Company (Spring 1986): Marketing Strategy and MARKSTRAT
Simulation
Emerging Executives Program (July 1987): Marketing Strategy and Planning
Executive Management Program: Wilkes-Barre, PA: Marketing Excellence, Fall 1989.
Reichhold Chemical (Spring 1987; Winter 1988; Spring 1988): Session Leader: Industrial
Market Segmentation; Workshop Leader: Comprehensive Planning Exercise, a five-day
marketing planning workshop.
Engineers as Scientist Program: Session Leader, "Marketing Excellence," March 1992;
October 1992.
Digital Software Marketing Planning Program (June 1992, August 1992, January 1993):
Program Design and Marketing Plans Workshop Facilitator (a 10 day seminar).
Northwestern University, Executive Programs
Beatrice Companies, Inc.: Markstrat Simulation (December 1983- January 1984).
USG (U.S. Gypsum) Corporation: Industrial Marketing--(Spring 1985).
Siam Cement Group (Bangkok, Thailand): MDP-4 Management Development Program,
August 6-11, 1984. Six sessions on Industrial Marketing Strategy.
Moore Business Forms, Inc.: Session Leader: Industrial Marketing (Summer 1985).
University of West Indies
Institute of Business, University of West Indies, September 2003 (2 day Customer
Relationship Management Program); May 2004.
24
Wuhan University
EMBA Program (Wuhan China) February 2004 (4 Day CRM Program )
Georgia State University
Georgia State University, Atlanta, IMP Berlin Executive Program, August 2003; 2004 (1
day Sales Excellence Program)
Burgundy Group Seminars (Chicago Consulting , Firm Clients)
Marriott Corporation: "Top of the House" Simulation Administrator (Jan. 1986; Feb.
1986; March 1986; April 1986); Top Management Planning Seminar (May 1986): an
eight-day planning workshop; Marriott Feasibility Executives Program (May 1986).
Philip Morris Inc. (Fall 1987): "Philip Morris" Simulation Administrator.
Avis Inc. (September 1987): Session Leader, Market Segmentation and Strategy.
Helene Curtis, Inc. (Summer 1988). Marketing Excellence; Simulation Coordinator.
Citicorp Inc. (Winter 1990): Development and Delivery of a week seminar for Regional
Bank Management.
Private Companies
Beatrice, Inc.: Business Strategy for Non-Marketers (Oct. 1985; Nov. 1985- Jan. 1986;
Feb. 1986; May 1986).
Inchcape/Caleb Brett (Summer 1992): Marketing Strategy Workshop (4 regional
sessions); (Summer 1993): Effective Selling Strategy Workshop (4 regional sessions).
CIGNA Worldwide (October 1992): Market-Sales Interface Workshop Design and
Presentation.
DuPont Corporate Marketing Faculty Advisory Board: White Paper on "Knowledge and
Skills for Partnership Selling"; consulting on Sales Force restructuring, 1995-96.
Armstrong World Industries (October 1995; November 1995): Session Leader:
Brand Equity, Sales Excellence; Pharmasirn Simulation Administrator.
Cisco Systems (October 1996): Session Leader: Brand Equity and Strategy;
Satyam Computers (India): Speaker and Facilitator, Customer Oriented Global
organization Program (5 day; 2'1/2 day), 7 week executive education program for over
3000 executives. Summer 2000.
ROCK-TENN, Inc.: Sales Compensation, Summer 2001.
Wallace Computer Services: Sales Strategy and Planning, Summer 2001.
25
University of California, Berkley and Seminarium South America Internet Marketing
Program, 4 weeks, April – May 2001.
Duke University Custom Executive Education Program for Credit Suisse: Relationship
Manager Development. June-July 2002.
Expert Testimony in Sales Channel Conflict in the Telecom Industry. Spring 2002.
IMP Sales Strategy Executive Program (Germany Master’s Program, Co-sponsored with
Georgia State), September 2002; Spring 2003; Fall 2004.
AMA/ Rollins College: Sales Strategy and Leadership Program, February 2005.
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Thomas W. Leigh Formal Education The University of Georgia ;