-
CURRICULUM VITAE
Professor Nicholas Tzokas, BSc, MBA, Ph.D. Head of Business
School &
Associate Dean Enterprise & Engagement, Social Sciences
Faculty
University of East Anglia Email: [email protected]
CONTENTS
PAGE
1. PERSONAL INFORMATION 1
2. EMPLOYMENT HISTORY 1
3. EDUCATIONAL QUALIFICATIONS 2 4. ACADEMIC LEADERSHIP &
MANAGEMENT 2
5. RESEARCH PORTFOLIO & GRANTS 5
6. LEARNING & TEACHING 7
7. RESEARCH SUPERVISION & EXAMINING 8
8. DISTINCTION / AWARDS / INTERNATIONAL RECOGNITION 10
9. PUBLICATIONS 13
May 2009
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1. PERSONAL INFORMATION
Current Position: Head of the Business School and Associate Dean
Enterprise and Engagement for the Social Sciences Faculty
Contact Details: Norwich Business School, University of East
Anglia e-mail: [email protected] Work: 01603-593537 Mobile:
07747454928
Date of Birth: 11 August 1962
Personal Details: Married, two children (age 9 and 8)
2. EMPLOYMENT HISTORY
2004-present Dean (Head) of Business Scool and Associate Dean
for Research (04-09) and Enterprise & Engagement
(04-present)
2000-2004 Professor in Marketing Management Norwich Business
School University of East Anglia
1998-2000 Senior Research Fellow, Department of Marketing,
University of Strathclyde
1995-1998 Research Fellow, University of Stirling.
1992-1993 Lecturer in Marketing Research Methods. Faculty of
Computer Studies and Mathematics. University of the West of
England, Bristol.
1990-1992 Tutor in Product Policy. School of Management,
University of Bath.
1987-1990 Researcher at the Institute of Mediterranean Studies,
Athens, Greece.
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3. EDUCATIONAL QUALIFICATIONS
1990-1993 Ph.D. in Marketing Management. University of Bath, UK.
[Adoption of Technological Innovations: Towards an Integrated
Approach;].
1985-1987 Master in Business Administration (MBA). Athens
University of Economics and Business, Greece.
1980-1984 Bachelor in Business Administration. Athens University
of Economics and Business, Greece.
4. ACADEMIC LEADERSHIP & MANAGEMENT
Career Highlights
Leading the Academy of Marketing Special Interest Group on
Relationship Marketing to the first ever ESRC seminar series
grant.
Best paper award from the Product Development & Management
Association (USA)
Development and launch of the worldwide-first MBA in Carbon
Management (a collaborative venture across UEAs Schools, Faculties
and Research Centres).
Development and launch of the MSc in Brand Leadership, the first
UEA programme in collaboration with Wolf Olins, London.
Securing funding for Norfolk Knowledge: a social enterprise that
maps Norfolks skills and social capital, and creates Norfolks
Venture Knowledge-Capital Fund.
Raising 600,000 matched funding to secure another 500,000 from
HEFCE towards assisting Norfolks graduates and businesses to
overcome the economic recession.
Leading UEAs Business School to become the largest School at UEA
through the development of innovative revenue streams (from 3.5m in
2004 to over 10m in 2009) and research competencies (from 3a in
RAE01 to 4* (equivalent) in RAE08).
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Research and Scholarship
An academic scholar of international standing, who has published
extensively in management.
A strong track record of innovation in Higher Education.
Extensive role in the academy of marketing through leadership of
its Special
Interest Group (SIG) in relationship marketing.
Research Leadership and Management
2005-2009
Associate Dean Research, Social Sciences Faculty (SSF).
[Responsible for all research related aspects of SSF and for
directing SSFs submission to the Reseearch Assessment Exercice
(RAE08) for 6 Units of Assessment: Business & Management,
Economics, Law, Development, Social Work & Psycology, and
Education.
Member of UEAs Research Executive (PVC & 4 ADRs) [reviewing
and co-ordinating UEAs full RAE08 submission].
Chair of SSF Research Committee Chair of SSF Research Ethics
Committee & Member of UEAs
Research Ethics Committee [Lead for SSFs Research Ethics Code;
reviewed and contributed to UEAs Ethics Code].
2000-2004 Director of Research, UEA School of Management.
[Author of the RAE01 document that delivered an increase from 2* to
3a*].
1999-2000 Director of the Research and Development Fund,
Department of Marketing University of Strathclyde. Managing the RDF
to support the departments research pump-priming effort.
1995-1998 Member of the Research and Development Group,
Department of Marketing University of Stirling.
Academic Management
2001-Present Dean/Head of School, Norwich Business School, UEA
(2004-Present).
Senate member (2005-2007). Member of the SSF Executive
(2004-Present). Member Board of Trustees, Oversees Development
Group
(ODG) [2007-Present]. Chair of Schools Policy Committee
(2004-Present).
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Chair of Schools Promotions Committee (2004-Present). Member of
UEAs Student Experience Committee (UEA) (2005-
2008). Member of advisory board for Computing Science. Member of
the Universitys Study Leave Committee (2003-
2006). 1999-2000 Director of MSc in Marketing. University of
Strathclyde.
Responsible for the management of all aspects of the course,
including recruitment, course design, teaching and assessment.
External Relations and Regional Engagement
2004-Present Associate Dean Enterprise & Engagement
(E&E), Social Sciences Faculty (SSF).
Chair of SSF Knowledge Transfer Committee. Member of UEAs
E&E Committee (PVC, 4 ADEE, Director
of Research and Business Services). Jointly responsible for a
UKIERI (UK India Education &
Research Initiative) successful grant in collaboration with City
College Norwich [2005]
Direct involvement with Norwichs Financial Industry Group
(FIG).
LEGI Great Yarmouth grant for community engagement [08-09]
Commissioned the development of DECERe (Diversity and Equality
in Careers and Employment Research) in the Business School
[2008].
Commissioned the development of the Women in Research and
Enterprise Forum, in the Business School [2008].
Leadership Development & Appointments
Member of the scientific support and monitoring group of the
European project Vital Rural Area (2009-2013) [7.700.000 Euros]
EFMD (European Foundation for Management Development),
accreditor for EPAS (European Programme Association System).
(2008-present)
Association of Business Schools (ABS); Deans Training Programme;
involving training workshops, action learning, 360o feedback
exercises, and leadership & management assessment and mentoring
(2007-2008).
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Member of UEAs Research and Business Services Review Committee
(2008).
Member of UEAs appointment panels; ranging from appointments of
Faculty Dean; Professors & Lecturers in different faculties;
Directors & Managers of Central Administration and
Services.
5. RESEARCH PORTFOLIO & GRANTS
My research portfolio is illustrated in the figure below. It
consists of three clearly identified subject areas of research
namely, relationship marketing, new product development and sales
management. The common denominator, which navigates and focuses
this research portfolio, is the development of our understanding on
how the competitiveness of contemporary firms (in terms of
effectiveness and efficiency) can be enhanced by means of joint
value creation i.e. by means of close collaboration among firms,
customers, suppliers and other stakeholders.
Details of Research and other Grants
2009-2010 Project EVOLVE, Secured funding from HEFCE and raised
matched funding locally to support Norfolks economy during the
economic crisis (500,000 from HEFCE; 600,000 locally).
2008-2009 ESRC Business Engagement Opportunities Scheme. Low
carbon competitive solutions: enabling sustainable behavioural
change, (PI-98,523)
SalesManagement
RelationshipMarketing
(RM)
New ProductDevelopment
(NPD)
Research Portfolio
Competitivenessthrough joint value
creation
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2008-2009 Norfolk Knowledge. Norfolk County Council,
(PI-100,000).
2008-2009 Local Enterprise Growth Initiative (LEGI) Great
Yarmouth. Linking employment opportunities to local skills and
knowledge (PI-100,000).
2004-2006 Marketing Forum. The UEA Alumni Fund, (PI-5,000).
2003-2005 ESRC Relationship Marketing Theory and Practice:
Seminar Series, (PI-15,000)
2001-2002 ICT Skills in Norfolk, Norfolk County Council
(PI-10,000).
2000-2001 The valuation of a customer database: benchmarking
current practices. Research Grant from the Institute of Direct
Marketing, (CI-20,500).
2000-2001 National Foundation for Womens Business Ownership
(NFWBO) Womens Business Ownership in the UK (CI-23,000).
2000-2001 Federation of Small Business (FSB) Barriers to growth
(CI-65,000).
1997-1999 Critical Information and the Quest for Customer
relevant NPD processes, EU Fellowship, Marie Curie, Training and
Mobility of Researchers Programme, (grant holder), (PI-90,000
ECUs).
1998-1999 Selling and Sales Management Practices of UK firms:
The role of the salesperson in the value creation process. Research
Grant from the Institute of Professional Sales, CIM branch
(CI-10,500).
1997-1998 The alumni MSc in marketing group at the Department of
Marketing, University of Stirling (CI- 1,500).
1997-1998 Service deletion (CI-2,300) from University of
Stirling Internal Research Fund..
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1996-1998 Realising our Potential Awards (ESRC-ROPA) - Retail
Loyalty Schemes: Outcome and Impact (CI-38,032). The aim of this
project was to assess managements perception of customer loyalty
and the role of employees in building customer loyalty.
1996-1997 Project Relator: Relationship Orientation of
Salespeople and Antecedents (CI-4,000) Stirling and
Strathclyde.
6. LEARNING & TEACHING
2005- MBA Elective Services Marketing
2002-2005 MSc Core class Principles of Marketing MSc Core class
Marketing Management of New Products MSc Core class International
Marketing MBA Elective Services Marketing 2nd Year UG Principles of
Marketing
2001-2002 MSc Core class Principles of Marketing MSc Core class
International Marketing 2nd Year UG Principles of Marketing
2000-2001 MSc Core class Behavioural Aspects of Marketing 2nd
Year UG Principles of Marketing
1999-2000 MBA elective-GBS Marketing Research Methods MScIM core
class Advances in International Marketing MScM elective New Product
Development MBA - GBS New Product Development MBA GBS Introduction
to Marketing Honours core Issues and Trends in Marketing
3rd Year Core Advanced Marketing IV 1st Year Core Principles of
Marketing
1998 International Marketing and Export Marketing Research.
[Masters in International Marketing, University of Murcia.
Spain].
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1998 Introduction to Industrial Marketing. [Two-days (16h), the
Consortium MBA, (consisting of managers from Scottish Power and
Bank of Scotland) Heriot-Watt University]
1998 Principles of Marketing & Product Policy [MBA joint
design and delivery of the course] Marketing Research Methodology
[MSc lectures]. Product Policy [Final Year lectures]. Industrial
Marketing Management [Final Year lectures]. Sales Management [Final
Year lectures]. The Marketing Simulation Game [MBA responsible for
planning and running it throughout the course]. (Department of
Marketing,University of Stirling. UK.)
1992-1993 Marketing Research Methods (Final Year). Unit
Co-ordinator [Department of Mathematics and Computing, University
of the West of England, Bristol. UK.]
1990-1991 Product Policy (Final Year - Tutoring). The Marketing
Simulation Game [responsible for planning and
running it throughout the course]. [University of Bath, School
of Management].
7. RESEARCH SUPERVISION & EXTERNAL EXAMINING
External Examiner for Degree Programmes
European Business Management School, Swansea 2002-2005 (UG
Business Programme)
Kingston University 2001-2004 (Kingston/ICBI Greece MBA/MSc
Programme)
Cardiff University 2003-2006 (UG Marketing Programme)
Newcastle University 2007 (External assessor of INTOs Management
Pathway Programme)
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City College Norwich 2006-present (Chair of Degrees Validation
Panel for Business & Management)
University of Strathclyde 2007-present (Graduate Business
School, MBA Programme)
Nottingham Trent University 2009-present (Business School,
MBA/MSc in Management)
PhD external examiner
University of Wales in Aberystwyth 2002 Loughborough University
2003 Cass Business School, City University 2003 Nottingham
University Business School 2004 Nottingham University Business
School 2008
Research Supervision
2004 PhD in Integration between accounting and marketing,
Norwich Business School, UEA (part time).
2003 PhD in adoption and implementation of e-government, Norwich
Business School, UEA (part-time).
Graduation 2003 Phd in Small Business management
Graduation 2003 Ph.D. in Relationship Marketing
Graduation 2002 Ph.D. in Marketing and the use of Information
Technology.
1996-2007 More than 6 MBA and MSc Dissertations per year,
University of Stirling, University of Strathclyde, Strathclyde
Graduate Business School, University of East Anglia.
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8. DISTINCTION / AWARDS /INTERNATIONAL RECOGNITION
Awards
(2005): Best Paper in Track Award at the Academy of Marketing
Conference, Dublin, Ireland
(2002): Best Paper in Track Award at the Academy of Marketing
Conference, Nottingham, UK
(1999): ANBAR Electronic Intelligence, Citation of Excellence,
The Pluri-signified Product in Market Relationships, Journal of
Marketing Management, 14: 445-464, (1998).
(1998): Best Paper Award from the Product Development and
Management Association at the 22nd Annual International PDMA
Conference, Atlanta, Georgia, USA.
Selected Guest Speeches & Personal invitations
Guest speaker at Marketing Week Conference on New Product
development in the financial sector, Cass Business School, London,
(2003).
Keynote speaker, Putting CRM into practice in the public sector,
Rutherford Conference Centre, London, (2002)
Guest speaker at the e-CRM Summit, Staverton Park, UK, 2001.
Guest speaker at the CREDO Conference, Paris, France, 2001.
(2000): Invited to participate in a think-tank exercise with a
small group of academics from the UK and abroad. The aim of this
was to discuss Future Scenarios in Marketing, i.e. delineating the
most promising future research directions for the marketing
discipline and aligning different perspectives. Guest speakers
included Professor Shelby Hunt and Professor Christian
Groonros.
(2000): Invited by the Emory Business School in Atlanta to act
as an external assessor of their MBA project dissertations.
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(1998): Guest Speaker, Sixth International Colloquium in
Relationship Marketing, 7-9 December, Auckland, New Zealand. [The
Value Concept in Relationship Marketing].
(1997): Guest Speaker, 10th UK Services Marketing Workshop,
19-21 November, University of Stirling, UK. [Aligning developments
in Services Marketing and Relationship Marketing: A Research
Agenda].
Editorial & Reviewing
Editorial Board of the Journal of Marketing Management.
Editorial Board of the Industrial Marketing Management.
(2006): Guest editor (with A. Pressey) in a special issue on
Relationship Marketing for the Journal of Marketing Management.
(2000): Guest editor (jointly with Professor M.Saren) in a
special issue on Relationship Marketing for the International
Journal of Bank Marketing
(Jan. 2002): Guest editor (jointly with Professor Arun Sharma)
of a special issue on Sales Management Practices and Customer
Value, for the Journal of Marketing Management.
Ad hoc reviewer for: Pitman Publishing (reviewing books and
proposals for books) Organization Science International Marketing
Review Journal of International Marketing The Journal of Marketing
Strategy British Journal of Management The International Journal of
Bank Marketing
Organisation of International Conferences & Seminars
(2003-November): ESRC Seminar on Relationship Marketing, UEA,
Norwich.
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(2003-June): Workshop on NPD Performance Metrics in the UK. In
association with the PDMA (UK&Ireland).
(1999-November): the 7th International Colloquium in
Relationship Marketing, hosted by the Department of Marketing at
the University of Strathclyde.
(1999-November): Seminar for CEOs in Scotland on Relationship
Marketing: Delivering Value out of Bounds. Venue: Glasgow
Hilton.
Visiting Professorships
University of Murcia, Spain American University of Beirut,
Lebanon Economics University of Prague, Czech Republic
Professional Memberships
The Academy of Marketing (UK) The European Marketing Academy The
Product Development and Management Association (PDMA, USA) The
Academy of Marketing Science (USA)
Scholarships
(1997-1999) EU Marie Curie Post-Doctoral Fellowship
(1990-1993) PhD Scholarship from the Greek State Scholarship
Association.
(1980 & 1984) Scholarship from the Greek State Scholarship
Association for the highest performance of the year (Undergraduate
Years).
Other
Leader of the Relationship Marketing Special Interest Group of
the Academy of Marketing, UK.
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9. PUBLICATIONS
Articles in Refereed Journals
Pressey, A, Winklhofer, H. and Tzokas, N., Purchasing practices
in small- to medium-sized enterprises: An examination of strategic
purchasing adoption, supplier evaluation and supplier capabilities,
Journal of Purchasing and Supply Management, (forthcoming
2009).
Akbar, H., Baruch Y. and Tzokas N., The translation of
higher-level knowledge into managerial and creative competencies,
International Journal of Learning and Intellectual Capital, 5(2),
223-240, (2008).
Plakoyiannaki, E., Tzokas, N., Dimitratos, P. and Saren, M., How
Critical is Employee Orientation for Customer Relationship
Management? Insights from a Case Study, Journal of Management
Studies, 45 (2), 268-293 (2008). Pressey, A.; Tzokas, N.;
Winklhofer, H., Strategic Purchasing and the Evaluation of
'Problem' Key Supply Relationships: What do Key Suppliers Need to
Know?, Journal of Business and Industrial Marketing, 22 (5),
282-294 (2007).
Winklhofer, H., Pressey, A. D. and Tzokas, N., A Cultural
Perspective of Relationship Orientation: Using Organisational
Culture to Support a Supply Relationship Orientation, Journal of
Marketing Management, 22(1), 169-194, (2006). Emerald Management
Reviews Citation of Excellence
Pressey, A. D., Tzokas, N., and Winklhofer, H., (2005).
Strategic Purchasing in small- to medium-sized enterprises:
Revisiting the forgotten majority Special issue of Finanza
Marketing e Produzione, 23(3), 33-40, (2005)
N.Tzokas, E-J Hultink and S.Hart, Navigating the New Product
Development Process. Industrial Marketing Management. 33, 619-626.
(2004)
Pressey, A. and N.Tzokas, Lighting up the dark side of
international export/import relationships: Evidence from UK
Exporters. Management Decisions. 42 [5/6], 694-708. (2004)
Hart, S., N.Tzokas and M. Banerjee. The effect of experience on
the market orientation of customer databases. Journal of Customer
Behaviour. 3[1], 101-107. (2004). Smith, A.; Sparks, L.; Hart, S.;
Tzokas, N., Delivering Customer Loyalty Schemes in Retailing:
Exploring the Employee Dimension", International Journal of Retail
and Distribution Management, Vol.32, No.4, pp. 178-18, (2004)
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Tzokas, N. and M.Saren, Competitive Advantage, Knowledge &
Relationship Marketing: Where, What & How? Journal of Business
and Industrial Marketing, 19 (2), 124 135, (2004).
Hart, S., E-J Hultink, N.Tzokas and H.Commandeur, Evaluation
Criteria and NPD Gates, Journal of Product Innovation Management,
20(1), 22-36, (2003) Smith, A., L.Sparks, S.Hart and N.Tzokas,
Retail loyalty schemes: results from a consumer diary study,
Journal of Retailing and Consumer Services, 10(2), 109-119,
(2003)
Bready, M., M.Saren and N.Tzokas, Integrating Information
Technology into Marketing Management, Journal of Marketing
Management, 18(5-6), 555-576, (2002) Veloutsou, C., M.Saren and
N.Tzokas, Relationship Marketing: What if?, European Journal of
Marketing, 36(4), 433-449 (2002). Sharma, A. and N.Tzokas, Personal
selling and sales management in the internet environment: Lessons
Learned, Journal of Marketing Management, 18(3-4), 249-258,
(2002).
Mouncey, P., N.Tzokas, S.Hart and R.Roslender, Core Strategic
Asset or just a Tactical Tool: How UK Companies View the Value of
their Customer Databases, Journal of Interactive Marketing, 4(1),
41-58, (2002).
Plakoyiannaki E., and N.Tzokas, Customer Relationship
Management: A Capabilities Portfolio Perspective, Journal of
Database Marketing, 9(3), 228-237, (2002). Tzokas, N., S.Carter and
P. Kyriazopoulos, Marketing and Entrepreneurial Orientation in
Small Firms, Enterprise and Innovation Management Studies, 2(1),
19-33 (2001).
Tzokas, N., P.Kyziridis and M.Saren, Aligning Sales Management
and Relationship Marketing in the Services Sector, Service
Industries Journal, 21(1): 195-210, (2001).
Kavali, S., N.Tzokas, and M.Saren, Corporate ethics: an
exploration of contemporary Greece, Journal of Business Ethics.
Vol. 30, No. 1, pp. 87-105, (2001). Donaldson, B., N.Tzokas and
M.Saren, The Sale Never Closes, The Journal of Selling and Major
Account Management, 3(2):31-44 (2001).
Tzokas, N., B.Donaldson and Sade, Abu Bakar, The Customer
Service Imperative in Manufacturing, Recherche et Applications en
Marketing (RAM), 15(1): 21-38 (2000).
Tzokas, N., and B.Donaldson, A Research Agenda for Personal
Selling and Sales Management in the Context of Relationship
Marketing, The Journal of Selling and Major Account Management,
2(2), 13-30 (2000).
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Tzokas, N., S.Hart, P.Argouslidis and M.Saren, Export pricing
practices in the UK, Industrial Marketing Management, 29(3):191-204
(2000)
Tzokas, N., S.Hart, P.Argouslidis, M.Saren, Strategic Pricing in
Export Markets: Empirical Evidence from the UK, International
Business Review, 9: 95-117, (2000).
Avlonitis, G., S.Hart and N.Tzokas, A typology of product
deletion scenarios, Journal of Product Innovation Management,
17(1): 41-56, (2000) Hart, S. and N.Tzokas, New product launch mix
in growth and mature product-markets, Benchmarking: An
International Journal, 7(5):389-405 (2000).
Hart, S., N.Tzokas and M.Saren, The Effectiveness of Market
Information in Enhancing New Product Success Rates, European
Journal of Innovation Management, 2 (1): 20-36, (1999).
Hart, S. and N.Tzokas, The Impact of Marketing Research Activity
on SMEs Export Performance: Evidence from the UK, Journal of Small
Business Management, 37(2), (1999).
Sharma, A., N.Tzokas, P.Kyziridis and M.Saren, Antecedents of
Relationship Marketing in Services Markets, Industrial Marketing
Management, 28 (6):610-611, (1999).
Tzokas, N.and M.Saren, Value Transformations in Relationship
Marketing, Australia Marketing Journal, 7 (1): 52-61, (1999).
Brady, M., N.Tzokas and M.Saren, The impact of IT on Marketing:
an evaluation, Management Decisions, 37(10): 758-766, (1999).
Hart, S., A.Smith, L.Sparks and N.Tzokas, Are Loyalty Schemes a
Manifestation of Relationship Marketing, Journal of Marketing
Management, 15(6), 541-562, (1999). Kavali, S., M.Saren and
N.Tzokas, Relationship Marketing as an Ethical Approach:
Philosophical and Managerial Considerations, Management Decisions,
37(7): 573-581, (1999).
M.Saren and N.Tzokas, Some Dangerous Axioms of Relationship
Marketing, Journal of Strategic Marketing, 6 (3): 187-196,
(1998).
Saren M. and N.Tzokas, The Pluri-signified Product in Market
Relationships, Journal of Marketing Management, 14: 445-464,
(1998). (ANBAR Citation of Excellence)
Tzokas, N.and M.Saren, Building Relationship Platforms in
Consumer Markets: a Value Chain Approach, Journal of Strategic
Marketing, 5 (2): 105-120, (1997).
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Tzokas, N., M.Saren and D.Brownlie, Generating Marketing
Resources by Means of R&D Activities in High Technology Firms,
Industrial Marketing Management, 26: 331-340, (1997).
Tzokas, N. and M.Saren, On Strategy, Typologies and the Adoption
of Technological Innovations in Industrial Markets, British Journal
of Management, 8: S91-S105, (1997). Avlonitis, G., A.Kouremenos and
N.Tzokas, Assessing the Innovativeness of Organizations and its
Antecedents : Project Innovstrat, European Journal of Marketing, 28
(11): 5-26, (1994).
Tzokas, N. and M.Saren, Innovation Diffusion: The Emerging Role
of Suppliers versus the Traditional Dominance of Buyers, Journal of
Marketing Management, 8: 69-79, (1992).
Contributions to Books
Marketing Changes, International Thomson Business Press,
2003
Re-engineering the Sales Force for Relationship Marketing, In
Research Methodologies for the New Marketing, ESOMAR Publication
Series, (1997), Volume, 24, pp.81-106, ISBN: 9283112482, (with P.
Kyziridis and M. Saren).
Articles under review in refereed journals
Strategic Purchasing in small- to medium-sized enterprises:
Evidence from the UK,
Lower and Higher-Level Knowledge: Simplifying the link between
learning and creativity
Integrating Divergent Perspectives on Knowledge Creation
The translation of Higher-level knowledge into managerial and
creative competencies,
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Articles in refereed conference proceedings
What Key Supplier Competencies are Viewed as Most Important to
SMEs? Evidence from the UK, in the proceedings of the European
Marketing Academy Conference, Athens, Greece, (2006), (w.
Winklhofer and Pressey).
Key Supplier Evaluation and Strategic Purchasing: Evidence from
the UK, in the proceedings of the Academy of Marketing Conference,
Dublin Institute of Technology, July, (2005), (w. Winklhofer and
Pressey). [Best Paper Award]
Strategic Purchasing in Small- to Medium-Sized Enterprises:
Evidence from the UK", in the proceedings of the European Marketing
Academy Conference, Milan, Italy, (2005), (w. Winklhofer and
Pressey).
Business Culture Perspective of Supply Relationship Orientation
and its Impact on Performance", in the proceedings of the 33rd EMAC
Conference, Murcia, Spain, (2004), (w. Winklhofer and
Pressey)..
Supply Relationship Orientation: Evidence from the UK", in the
proceedings of the ICRM Conference, Gloucestershire, (2003), (w.
Winklhofer and Pressey).
Customer Relationship Management (CRM): The Effect of
Organisational Culture: A Longitudinal Case Study in the Automotive
Services Sector, proceedings of the 10th International Colloquium
in Relationship Marketing, September, University of Kaiserslautern,
Germany, Volume II, pp. 627-648, (2002), (w. Plakoyannaki and
Saren).
Exploring the Interface of Customer Relationship Management
(CRM) & Organisational Culture (OC): Conceptual &
Methodological Considerations, proceedings of the European
Marketing Academy Conference (EMAC), May, University of Minho,
Braga, Portugal, CD-ROM, (2002), (w. Plakoyiannaki and Saren).
Relationship MarkITing: Information Technology Assimilation
Past, Present and Future, Conference proceedings of The 10th
International Colloquium in Relationship Marketing, University of
Kaiserslautern, Germany, September. (w. Brady and Saren),
(2002)
Integrating Information Technology into Marketing Practice The
IT Reality of Contemporary Marketing Practice, Conference
Proceedings from the Academy of Marketing (UK), Nottingham
University, July, (CDROM) (w. Brady and Saren), (2002). [Best Paper
Award]
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IT Supporting, Reinforcing or Transforming Marketing?,
Australian and New Zealand Marketing Conference, ANZMAC, Auckland,
December, Special Session Contributor (w. Brady and Saren),
(2001)
Rethinking the Relationship between the Marketing and the IT
Department The Dawn of the MarkITing Era. Conference Proceedings of
the Irish Academy of Management, Magee College, Derry, September,
(w. Brady and Saren), (2001)
The Assimilation of IT by Marketing: Transactional to Relational
Links, Trajectories, and Interactions. Conference proceedings of
the Academy of Marketing, Cardiff, (CDROM), (w. Brady and Saren),
(2001)
Why is Marketing Slow to Embrace IT? A Discussion of the
Barriers to IT use in Marketing. Conference proceedings of the
Academy of Marketing, Derby, July, (w. Brady and Saren), (2000)
Are Loyalty Schemes A Manifestation of Relationship Marketing,
at Academy of Marketing (AM) Conference, (1999). (w. Smith, Hart
and Sparks)
Consuming Loyalty: Expolring Loyalty Cards Through Diary
Research, at European Marketing Academy Conference, (1999),
(w.Smith, Hart and Sparks).
Information Technology and Its Relationship to Marketing and
Marketing Relationships. Conference proceedings of the IMP
Conference, University College Dublin, September, CDROM, (w. Brady
and Saren), (1999)
The Impact of Information Technology on Marketing:
Methodological Considerations, Conference proceedings of the
Academy of Marketing, University of Stirling, July, CDROM, (w.
Brady and Saren), (1999).
Information Technology and Marketing: An Evaluation of IT's
Impact on Marketing in Ireland. Conference proceedings of the
European Marketing Academy Conference (EMAC), Berlin, May, CDROM,
(w. Brady and Saren), (1999)
New product launch mix in growth and mature product-market,
BAM99 conference: Managing Diversity, the Manchester Metropolitan
University, 1-3 September (1999), (w. S. Hart).
Ethical problems in relationship marketing: A research agenda,
28th European Marketing Academy (EMAC) Conference, 11-14 May,
(1999), (w. S. Kavali and M. Saren)
DAZ KAPITAL: Consumer competition and collaboration in value
creation, 28th EMAC Conference, 11-14 May, (1999), (w. J. Fitchett
and M. Saren)
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Strategic pricing in export markets: empirical evidence from the
UK, 28th EMAC Conference, 11-14 May, (1999), (w. S. Hart, P.
Argouslidis and M. Saren)
Consuming Loyalty: Exploring loyalty cards through diary
research, 28th EMAC Conference, 11-14 May, (1999), (w. S. Hart, A.
Smith and L. Sparks).
Information Technology and Marketing: An Evaluation of IT's
Impact on Marketing in Ireland, 28th EMAC Conference, 11-14 May,
(1999), (w. M.Brady and M. Saren)
Value Transformation in Relationship Marketing, 6th
International Colloquium in Relationship Marketing, University of
Auckland, NZ, (1998), (w. M. Saren).
Marketing and Entrepreneurial Orientation in Small Firms: A
study of Greek Manufacturing SMEs, RENT Conference, Lyon, (1998),
(w. S. Carter and P. Kyriazopoulos).
How Industrial Companies Steer their New Product Development
Processes, In PDMA 98 Conference: Achieving Excellence in New
Product Development and Management, Atlanta, USA, (1998), (w.
S.Hart, E-J. Hultink and H.Commandeur). [Best Paper Award]
Industrial Export Pricing Competence and Practices: Evidence
from the UK, In the British Academy of Management Conference,
(1998), (w. S.Hart, P.Argouslidis and M.Saren).
Steering the New Product Development Process: Empirical Evidence
from Dutch and British Firms, In Performance Measurement
Conference, Cambridge University, (1998), (w.S.Hart, E-J Hultink
and H.Commandeur).
Relationship Marketing and Loyalty Schemes: The Providers View,
In Proceeding of the International Colloquium in Relationship
Marketing, Emory University, Atlanta, USA, (1998), (w. S.Hart,
A.Smith and L.Sparks).
Ethical Considerations in a Relationship Marketing Context, In
Proceedings of the 1998 Conference of the British Academy of
Marketing, (1998), (w. S.Kavali and M.Saren).
How Dutch and UK Industrial Companies Steer their New Product
Development Processes, In Proceedings of the 27th European
Marketing Academy (EMAC) Conference, Marketing Research and
Practice, pp.35-54, (1998), (w. S.Hart, E-J Hultink and
H.Commandeur)
Professionals views on Corporate Ethics: An Exploration of
Contemporary Greece, In Proceedings of the 27th EMAC Conference,
Marketing Research and Practice, pp.467-488, (1998), (w. S.Kavali
and M. Saren).
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Retail Loyalty Schemes: The Providers View, In Proceedings of
the 27th EMAC Conference, Marketing Research and Practice,
pp.527--548, (1998), (w. A.Smith, S.Hart and L.Sparks).
How Industrial Companies Steer their New Product Development
Processes: Empirical Evidence from Dutch and UK Firms, In
Proceedings of the 5th International Product Development Management
Conference, Como, Italy, pp.491-502, (1998), (w. S.Hart, E-J
Hultink and H.Commandeur).
Some Dangerous Axioms of Relationship Marketing, In proceedings
of the 5th International Colloquium in Relationship Marketing,
Cranfield University, (1997), (w. M. Saren).
The role of Market Information Capability in Attuning New
Products to the Voice of the Customer, In Proceedings of the
British Academy of Management Annual Conference, London Business
School, London, pp. 477-503, (1997), (with S..Hart and
M.Saren).
Exploring the Sales Job in a Relational Sales Context :
Relationship Marketing in Action, American Marketing Association
(AMA) Conference in Relationship Marketing, June 12-15, Dublin,
Ireland, (1997), (with M. Saren and P. Kyziridis).
The Sales Ambassador : Aligning Sales Management and
Relationship Marketing, Academy of Marketing/American Marketing
Association Conference, 7th July, Manchester Metropolitan
University, (1997), (with M. Saren and P. Kyziridis).
The Effectiveness of Marketing Information in enhancing New
Product Success rates, Academy of Marketing/American Marketing
Association Conference, 7th July, Manchester Metropolitan
University, (1997), (with S. Hart and M. Saren).
Project RELATOR: Relationship Orientation of Salespeople and
Antecedents, Academy of Marketing/American Marketing Association
Conference, 7th July, Manchester Metropolitan University, (1997),
(with B. Donaldson and M. Saren).
Relationship Marketing in Consumer Markets: From the Private to
the Communal, Paper presented in the 1996 EIASM Seminar on
Relationship Marketing in an Era of Hypercompetition, W. Verbecke
and B. Weitz (Eds), Rotterdam, (1996), (with M.Saren).
On Strategy, Typologies and the Adoption of Technological
Innovations in Industrial Markets, (1996), In Proceedings of the
British Academy of Management Annual Conference, Aston University,
Birmingham, (with M.Saren).
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21
Relationship Marketing and Sales Management in the Services
Sales Context, 9th UK Services Marketing Workshop, November 20-22,
University of Stirling, (1996), (with M.Saren and P.Kyziridis).
Environmental and Strategic Futures of Marketing, In Proceedings
of the Marketing Education Group Conference, University of
Strathclyde, Glasgow, (1996) (with M. Saren).
The Marketing - R&D Interface: Towards Reconciliation and
Synergy, Proceedings of the Bi-Annual World Marketing Congress of
the Academy of Marketing Science, Monash University, Melbourne,
(1995), (with D. Brownlie and M. Saren).
The Educating Role of Suppliers of Technological Innovations,
Marketing Education Group Conference, Coleraine, Northern Ireland,
July 4-6, (1994) (with M. Saren).
The Nature of the Product in Market Relationships, In
Proceedings of the 23rd Annual Conference of the European Marketing
Academy, Maastricht, the Netherlands, (1994), (with M. Saren).
Service Quality in the British Telecommunications Industry, In
Proceedings of the 23rd Annual Conference of the European Marketing
Academy, Maastricht, the Netherlands, (1994), (with
G.Chryssochoidis and M.Blundel).
International Participation in the Esprit Programme: Towards a
Technological Two-Tier Europe, In Proceedings of the 20th Annual
Conference of the UK Academy of International Business, University
of Glamorgan, UK, pp.427-440, (1993), (with M. Saren).
Organizational Diffusion of Technological Innovations, In
Proceedings of the 1991 Annual Conference of the Marketing
Education Group, Cardiff Business School, UK, pp.1242-1265, (1991),
(with M. Saren)
Project Innovstrat: Measuring Organisational Innovativeness and
the Factors that Shape it, Proceedings of the 19th Annual
Conference of the European Marketing Academy, Innsbruck, Austria,
May, (1990), (with G. Avlonitis and A. Kouremenos).