Thomas W. Leigh The University of Georgia (706) 542-3763 (office); [email protected] March 2010

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). 2

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), 161- 176.

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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, Sales SIG, 2003; Recognized Best Sales Management Paper across all marketing journals). 4

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, 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.

Leigh, Thomas W. (2010), “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, forthcoming.

Leigh, Thomas W., William L. Cron, Artur Baldauf, and Samuel Grossenbacher (2010), “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 5

Management and Sales Strategy, Chapter 18, London, England: Oxford Press, forthcoming.

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

Research Under Review

Contractor, Sunil, Piyush Kumar, and Thomas W. Leigh (2010), “Escalation of Psychological Commitment to New Product Development Projects: The Impact of Personal Responsibility and Outcome-based Rewards,” new data collected and submitted to Organizational Behavior and Human Decision Processes, February 2010 (rejected and being reworked).

Contractor, Sunil, Piyush Kumar, and Thomas W. Leigh (2010), “The Impact of Project Assignment and Outcome versus Process-based Rewards on Escalation of Psychological Commitmen,” (submitted to the Journal of Applied Psychology, February 2010. Rejected and being reworked).

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).

Research in Process

Decarlo, Thomas E., Russell Laczniak, and Thomes W. Leigh (2011), “How Salesperson Compensation and Consumer Product Knowledge Affect Purchase Related Outcomes,” (New Paper in Process for submission to Journal of Consumer Psychology.)

Baldauf, Artur, William L. Cron, Samuel Grossenbacher, and Thomas W. Leigh (2010), “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; reworking in process).

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)

Leigh, Thomas W., Thomas DeCarlo, and David Albright (2010), “Procedural Knowledge Differences among Higher and Lower Sales Performers”, (submitted to JM in October 2005; rejected in July 2005; being revised for JAMS submission).

Goodstein, Ronald, Thomas W. Leigh, Brian Wansink, and Dhruv Grewal (2009), “Assessing the Memory and Attitude Effects of Super Bowl Advertising”, (Targeted to 6

Journal of Advertising Research (Database completed November 2003; analysis and writing in process).

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 Samueal Grossenbacher ( 2005), “ Mapping the Cognitions of Chief Sales Officers”, EMAC Confernace, 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 Market- Driven 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, 1999. Speaker, AMA-Sheth Foundation Doctoral Consortium, University of Southern California, 1999.

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. 10

Session Chair: “The Marketing Thought Task Force Revisited”. Plenary Session with four keynote speakers (Bart Weitz, Flroida; Al Wildt, Missouri; Bill Wilkie, Notre Dame; Paul Bloom, UNC), Winter 1998.

Plenary Session Speaker: “CRM: An Organizational Learning Perspective”, Winter 2002.

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.

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.

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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."

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."

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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.

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)

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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."

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. 14

CISL Conference, Terry College of Business, “CRM: An Organizational Knowledge Perspective, UPS HQ, Atlanta, GA, Fall 2001.

Special Honors and Awards:

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).

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).

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.

Terry College of Business Distinguished Service Award, 1998.

AMA-Sheth Doctoral Consortium Faculty Leader, University of Cincinnati, 1997; Co- Chair, 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.

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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

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).

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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. • 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 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. 17

• 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-A- Cross 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 - present

Journal of Personal Selling and Sales Management, 1989- 2008): Senior Editorial Board 2005-present.

Competitive Intelligence Review (1994-Present)

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) Planning Review (1988-96) Journal of the Academy of Marketing Science (1990-95) Quarterly Journal of Business and Economics (1985) Journal of Consumer Research (2003; 2005; 2006) Journal of Retailing (2007-08) Journal of Services Marketing (2007) 18

External Tenure and Promotion Judge

Louisiana State University 1992; 1993; 1994 University of Michigan (Flint) 1996 University of North Texas 1992 University of Akron (Chair Review) 1997 Memphis State University 1992 Colorado State University 1997 University of Kentucky 1993 University of Nebraska 1997 Auburn University 1994; 1995 Virginia Commonwealth 1998 (Full) Indiana University 1994 University of Montana 1994 University of North Texas 1998 (Full) University of Delaware 1995 Clemson University 1996 University of Texas, Arlington 1998 (Full) Brigham Young University 1998 (Full) University of Miami 1999 (Full) Cornell University 1999 University of North Dakota 1999 Georgia Tech University 1999 Clemson University (2002Full) University of Houston 2002(Chair) Creighton University 2002(Full) Iowa State 2002(Full) University of Toledo 2002(Tenure) Boston College 2002(Tenure) Boston College 2003 (Tenure) Tulane University 2002(Full) University of Toledo 2003 (Full) University of Houston 2002(Tenure) University of Cincinnati 2003 (Tenure) Oregon State University 2002 (Full) Texas Christian University 2003 (Full; Tenure) University of South Carolina 2004(Tenure) University of Nebraska 2005 (Full) University of Akron 2005 ( Distinguished) Southern Illinois university 2008 (Chair)

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: Internship in Marketing (Senior) Marketing 571: Marketing Strategy (Senior) Marketing 772: Advertising and Sales Promotion(MBA) Marketing 562: Sales Management (Senior) Marketing 921: Sales Management (MBA) Marketing 990: Seminar in Marketing Strategy and Management (Ph.D.) Marketing 899: Program Orientation Seminar (Ph.D.) Marketing 862: Marketing Communications Management (MBA) Marketing 899: MBA AUTOSIM Computer Simulation (MBA) (14 students) Marketing 899: MBA Placement Service Research Study (4 students) Marketing 899: MBA Hybrid Marketing Systems Independent Study (3 students) Marketing 340: GM Internship (1994, 16 students; 1996, 11 students) Marketing 700: MMR Internship Marketing 730: MMR Live Research Project (6 projects supervised) Marketing 9210 CRM and B2B eCommerce (MBA; Gwinnett MBA) Marketing 8500 Internet Marketing Research (MMR) 19

Marketing 9210 CRM and B2B eCommerce (PWC Distance MBA Program) Marketing 8500 Marketing Strategy (EMBA 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 Communications (Senior Year) Marketing 422: Advertising and Sales Promotions (Senior Year) Marketing 514: Management of Marketing Communications (MBA 2nd Year) Marketing 596: Enterprise Consulting (Project Supervision)

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) 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) 20

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). 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:

MBA Director Search Committee 2008 MBA Marketing Club Advisor 2008-09 MBA Committee Member 2007-09 21

Faculty Search Committee 2008

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 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. . 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) 22

Coca-Cola South America Executive program (1992)

Thunderbird School of International Business Programs

Warner-Lambert International Sales Strategy Program, 1997.

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. 23

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.

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 24

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.

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.