Curriculum Vitae
H. DAVID HENNESSEY
Office
Babson College, Malloy 216
Babson Park, MA 02457-0310
781/239-4371
781/239-5020
Phone
Fax
E-Mail
hennessey@babson.edu
Title
Professor of Marketing and International Business,
Babson College, Wellesley, Massachusetts
Other Relationships
Associate, Ashridge Management College, Berkhamsted, England
Visiting Professor IMD, Lausanne, Switzerland (1999, 2000, 2001, 2004)
Degrees
BA
BS
MBA
Ph.D.
Liberal Arts (Economics), Norwich University 1972
Business Administration (Marketing); Norwich University, l972
Finance, Clark University, 1974
Business Education-Marketing, New York University, l983
Field
Global Marketing Strategy, B2B, Marketing Strategy, Serving Global Customers, Social Media
Key Publications
Books:
Global Marketing Strategies and Cases, 6th Edition, with J. -P. Jeannet, Houghton Mifflin,
2004. Previous Editions 1988, 1992, 1995, 1998, 2001.
How to Write A Marketing Plan, 3rd Edition, with Robert Kopp, American Management
Association, l998. Previous Editions 1986, 1990.
Global Marketing: An Interactive Approach, 3st Edition with Kate Gillespie, Cengage
Publishing(formerly Houghton Mifflin), 2011. Previous editions 2003, 2006.
Global Account Management: Creating Value, with J. P. Jeannet, Wiley, July 2003.
Global Marketing: An Interactive Approach, 2nd Edition with Kate Gillespie and J. P. Jeannet
translated into Chinese, 2008
H. David Hennessey Vitae
Articles and Chapters in Books:
Winning Large Complex Sales Opportunities at Hewlett-Packard, by Philip Squire, Michael
Hurley and H. David Hennessey, Strategic Account Management Association, November 2010
“Winning large, complex sales opportunities at Hewlett-Packard Co.”, by P. Squire, M. Hurley
and H. David Hennessey, Strategic Account Management Association, Velocity Vol. 10, No. 4,
4th Quarter 2008, p. 29-31.
“Selling in an Entrepreneurial Context,” Chapter 12-Sales and Marketing for
Entrepreneurs(Textbook chapter.),with Mark Rice, edited by Zack Zacharakis, 2009
“Marketing Communication Trends in the Emerging Global Marketplace” in a new book titled
Communications in the Global Marketplace, edited by A.J. Kimmel, 2005.
The Royal Case, was updated and adapted for a Canadian situation, to be included in the
forthcoming text by H.F. (Herb) MacKenzie, Ph.D., Brock University
“New Rules for Global Marketing,” Directions, Winter 2001/2002.
"Major Emergent Issues in Global Marketing, " Financial Times Handbook of Management, 2nd
edition, Edited by Stuart Crainer and Des Dearlove, 2001, FinancialTimes/Prentice Hall.
"Global Marketing in a New World, Are You Ready?" Co-authored with J.P. Jeannet, Babson
Bulletin, Winter 2001.
"Global Marketing" Globalization: The External Pressures, edited by P. Kirkbride, Wiley, 2001.
"Global Customer Management" Globalization: The External Pressures, edited by Paul
Kirkbride, Wiley , 2001.
“A View From Here: Protectionism is Dead; Long Live Global Competition,” Ashridge
Management Review, 1999.
“Overextension of Brands,” Ashridge Management Review, 1994.
"Myths of Globalization," Ashridge Management Review, June l990.
"Accelerating the Salesperson Learning Curve" by Hubert D. Hennessey, Journal of Personal
Selling and Sales Management, November l988.
"Software Propels the Selling Cycle" by Hubert D. Hennessey, Software Magazine, June l988.
"The Impact of Technology on Sales" by Hubert D. Hennessey, Prospect, October l987.
"The Impact of Technology on Sales" by Hubert D. Hennessey, Babson Entrepreneurial
Exchange, November l987. (Previously published in Prospect.)
"Segmenting Markets Using Corporate Culture: A Strategy to Enter Entrenched Markets," by
Agnes Olszewski, Hubert Hennessey, Phillip Monchar, Arthur Boudin, Journal of Business and
Industrial Marketing, Vol 2 No. 3, Summer l987.
"Identifying Early Adopters of Large Software Systems," by Les Ball, Ismael Dambolena, Hubert
Hennessey, Data Base, l9, No. l, Fall/Winter l987/88.
H. David Hennessey Vitae
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Cases Writing
“Georgia Sign and Banners: Building a Marketing Plan,”By H. David Hennessey
“Harmony Academy (Child Day Care): Building a Marketing Plan,” By H. David
Hennessey
“RCP: A Selling Case,” By Richard Bliss, Michael Fetters and H. David Hennessey
Babson College.
“Strategy for U.S. Market Entry :Cooley Whiskey,” 2006 , under direction with Martha
Lanning, being tested in January 2006, then will be released.
“Strategy for U.S. Market Entry :Irish Memorial,” 2006 , under direction with Martha
Lanning, being tested in January 2006, then will be released.
“Xerox Corporation: Global Account Management,” 2001, with Caleb McCann.
“Marriott International: Global Account Management,” 2001, with Caleb McCann.
“Steelcase: Global Account Management,” 2001, with Caleb McCann.
“Sap and the Internet,”2001, with Gregory Truman and David Tabaczynski.
"Danone, Euroland Strategies," with Dominique Turpin, 2000
“Andersen Consulting-Global Branding,” with Dominique Turpin, 1999
“DSM Melamine: Using Logistics as a Competitive Weapon,” with Juan G. Orozco and
J.P. Jeannet, 1999-For Company Use Only
“Enterprise Rent-A-Car,” 1998
“Harley-Davidson Motor Company,” 1998
“Colliers Jardine in China,” 1997.
“Windsor Management Company,” 1992
“Remco America,” 1994
“The Merger of FONA & DER into Thorn International Rentals in Denmark,” 1995
"Managing a Global Relationship - ICI/Philips" with J.-P. Jeannet, l990, Revised 1997
"Nestlé-United Kingdom" - With Alexandra Uhlmann Maier, l990
H. David Hennessey Vitae
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"Digital Equipment Company-Pursuit of Security Pacific RT Processing System," l99l
“Optical Shop,” 1995, 1997
“Royal Corporation,” 1996
Course Development
Developed the High Technology Marketing Course
Revised the Sales Management Courses to the Building Customer Relationships
Developed the B2B Marketing course
Developed the “Going Global Module,” released through Babson Interactive
Developed Business Development through Professional Sales, with Mark Rice
Developed Managing the Sales Process
Developed Customers, Markets, and Marketing with Kent Jones
Teaching Experience
Norwich University, l979 - l980
Babson College, l982 - Present
Sales Management Strategy*
Sections
G-Business Development Through Professional Selling 12
G-Sales Management Strategy
15
U-Sales Force Management
20
Total
47
*In 1998 renamed Managing Customer Relationships.
In 2001 redesigned into B2B Marketing
Global Marketing Strategy
G-Global Marketing Strategy
20
G-Global Mindset
3
G-Strategies for Unified Europe (Paris)
5
U-Global Marketing Management
16
Total
44
Marketing/Marketing Strategy
G-Customers, Markets, Marketing
14
G-Marketing Systems
1
G-Defining, Offering Delivering Value to Customers
1
G-Marketing Strategy
1
G-Marketing - 1 Year
1
G-Marketing High Tech Products
2
U-Marketing Systems
1
U-Marketing Management
11
U-Marketing Fundamentals
4
Total
36
Integrated Management Core
U-IMC 2
Total
3
Foundations of Management and Entrepreneurship
Total
6
International Teaching Experience
1986
Sanno College, Tokyo, Japan-International Seminar on
H. David Hennessey Vitae
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Business Management
1988
INCAE, Costa Rica - Taught in two MBA courses.
l989 - 1991
Ashridge Management College, Berkhamsted, England.
Visiting Professor. Taught wide range of public
and tailored programs.
Public Programs
Management Development Program - 4-week Seminar Executive Program
Marketing Management and Business Development Program
Sales Directors
Advanced Marketing Seminar (Program Director)
International Managers Program
Tailored Programs
UNYSIS, Unilever, Cable &Wireless, Transport Development Group,
GEC/Plessey, Electrolux, Bausch & Lomb, Thorn
l990
University of Zurich - Implementation Strategy
1993 - 1995
Helsinki School of Economics & Business Administration.
Visiting Professor. Taught in Executive MBA Program.
1995, 1999
2000, 2004
IMD, Lausanne, Switzerland. Visiting Professor. Taught in MBA
Program-Global Marketing Strategies
2012
Ashridge Management College-MBA Program Taught Global Marketing
Management Development
Babson Executive Education, Babson College
Teaching
Technology Managers Program
Atex Management Development Program
Industrial Marketing Management
Polaroid Leadership & Strategy
Accelerated Management Development
Market Segmentation, Positioning & Competitive Advantage
Pitney Bowes Mid-Management Development Program
IBM - Market Decision Making Workshop
DEC - Advanced Consultant Development Program
Thorn Senior Management Program
Mercer-Developing Client Relationships
DSM-Advanced Industrial Marketing 1993-2008
DSM-Excellence in Marketing
DSM-Marketing for Technicians
Swedish Management Institute-Global Marketing
SAP inSyn Executive Program
DSM Global Account Management Program
Stork Senior Management Program
H. David Hennessey Vitae
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Solutia mentoring and Monitoring New Business Development
Consortium for Executive Development
General Dynamics Business Development
DSM Business Marketing Planning 1986-2011
Program Management
Faculty Director - Digital Advanced Consultant Development Program
Faculty Director - Technology Managers Program
Faculty Director - Thorn Senior Management Program
Faculty Director - Pitney Bowes Mid Management Development Program
Faculty Director - Swiss House Entrepreneurship Program
Faculty Director - Stork Senior Management Program
Faculty Director – GTECH Business Opportunities Program
Faculty Director – Irving Oil Aiming for Brand Leadership Program
Other Management Development Programs
l990 - l991
Nokia Management Development Program, Germany
1990 -1991
ICI Market Focus Workshop - Developed materials for workshops.
199l - 1992
Flight Refueling Management Development Program
1990 -199l
Compaq Computer Ltd - Using Technology for Competitive Advantage
l990 -
BBC
1992 -1997
Bausch & Lomb European Marketing Program
1993 – 2004
Jardine Pacific General Management Program
1994 -1995
General Scanning Marketing Program
1994
General Scanning Strategy Workshop
1994
Gammon Construction Strategy Workshop
1995 - 1998
Colliers Jardine Strategy Workshop
1995
Jardine Matheson - Philippine Strategy Workshop
1996
Pizza Hut in Asia - Strategy Workshop
1996 - 2004
Jardine Pacific Marketing in Asia Workshop
1996- 2002
Zeneca AgoChemical-Marketing Excellence Program
1998
Eaglebrook-Building Industrial Brands
H. David Hennessey Vitae
Market Segmentation Analysis
6
1999
ICI Polyurethanes-Brand Building
1999
Carnegie Mellon Bosch Institute-Technology Managers Program
1999
DSM Engineering Plastics-Understanding Industrial Customers
2000
National Grid/NEES International Managers Program
2004
Adidas European Key Account Program
2004
Electrolux Next Level Leaders Program
2005
Wallenius Wilhelmsen Logistics Global Account Management
2012
ISCAR (Israli Machine Tools) Growth Through Exports
Consulting
Becton Dickinson
G. O. Carlson
Computer Devices
Hamilton Instruments
BBC Radio
Philips
Jardine Matheson
R&G Sloane
PPS, Inc.
Kessler Financial Services
Compaq
ICI/Zeneca
General Scanning
Mandarin Oriental
Business Experience
Interpace Corporation, Parsippany, NJ, Director of Marketing, 1975-1979
Managed marketing function with 7 direct staff and 53 salespeople who reported to the
Director of Sales. Conducted acquisition analysis, plant location studies, and market
research. Oversaw the research of A.D. Little, DRI, and A.T.Kearney.
American Can Company, Greenwich, CT, Senior Marketing/Pricing Analyst, 1973-1975.
Did competitive analysis and cost analysis to develop pricing for packaging.
College Service
1983 –2000
Faculty Representative to the Babson College Board of Trustees, Physical
Facilities Committee
1986-1989
Undergraduate Decision Making Body
1990-2008
Coordinator between Ashridge Management College and Babson. Have
helped arrange 6 sabbaticals and Joint SEE Programs
1993
SEE Dean’s Search Committee
1993-2000
SEE Faculty Advisory Committee, Chairman 1997-2000
1993
Reengineering Task Force
H. David Hennessey Vitae
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1994-Present
Mentoring of new marketing faculty
2001-Present
Faculty Director Evening MBA Program
2005
Faculty Director One Year MBA Program
2000-2005
Faculty Agenda Committee, Chair
2006-2011
Marketing Division Scholarship Committee
2009-2011
Faculty Workload and Compensation Committee, Chair Fall 2010
2009-2011
Faculty Senate
2008-2010
Key Corporate Accounts Group
2008-2011
Director Observatory of Strategy and Marketing-Banco Santander Director
(Received additional compensation)
2010-Present
Corporate Relations Strategy Committee
2010
Course Banking and Buyout Task Force
2009-2011
Olin Graduate School Institutional Research Users Group
2010
Institute of Business Administration Mentor (Additional Compensation)
2010-Present
10,000 Small Businesses-Developed Module 6-Sales and Marketing
National Curriculum (Received additional compensation)
2009-2012
Faculty Leader for Babson Habitat for Humanity Program-El Salvador
2011-2012
Development and Delivery of Growing Small Business Program for
Women of El Salvador
2012
Faculty Advisor for the Weissman Fellows
Other Activities
1983 - 2008
Sales and Marketing Directors of Greater Boston Board of Directors (President 1985-1989)
1985 - 1997
Board of Directors Synergistics Corporation
1988 - 1999
.
1990-Present
Walker School - Trieshman Center Advisory Board
Winthrop Hill Properties-Co-Founder, Company buys properties,
renovates and resells them. Spouse runs day to day operations.
H. David Hennessey Vitae
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