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Faculty Directory

Robert Palmatier
Office: 418
PACCAR Hall
Phone: 206-913-3388
Fax: 206-543-7472

Curriculum vitae:

Foster School of Business
University of Washington
Box: 353226
Seattle, WA 98195-3226

In the transition to a highly dynamic, knowledge-based economy driven by innovation and service solutions, competitive advantage is being shaped by managers’ and firms’ relationship networks. Relationship ties are a key source of information and often impact decision processes.

Robert W. Palmatier

Professor of Marketing
John C. Narver Endowed Professor in Business Administration
Research Director of the Center for Sales and Marketing Strategy

Education

Postdoctoral Northwestern University (2005)
PhD University of Missouri (2004)
MBA Georgia State University (1989)
MSEE Georgia Institute of Technology (1984)
BSEE Georgia Institute of Technology (1983)

Academic Expertise

business to business marketing
business to consumer marketing
international marketing
marketing management
marketing strategy
sales
strategic planning

Industries

Financial Services
Health Care
Retail & Wholesale
Technology

Current Research

Big Data and CRM Marketing
Loyalty Programs
Online Marketing
Sales Channels and Retail Management
Sales Management

Positions Held

At the University of Washington since 2007
Assistant Professor, University of Cincinnati, Cincinnati, OH, 2005-2007
Visiting Professor, Northwestern University, Evanston, IL, 2004-2005
Research and Teaching Assistant, University of Missouri, Columbia, MO, 2001-2004
President and Chief Operating Officer, C&K Components, Inc. ($110M electronics company selling to communication and computing firms) Watertown, MA, 1998-2001
Tyco-Raychem Corporation, Menlo Park, CA
European General Manager and Director of Worldwide Marketing, 1995-1996
Director of Worldwide Strategic Planning, 1994-1995
North American Sales and Marketing Manager, 1991-1995
United States Navy–Lieutenant on nuclear submarines, 1984-1990
Licensed Professional Engineer, Electrical Engineering, 1989

Selected Publications

  1. Customer Engagement Marketing
    Book: (2017). Springer,
  2. Group Marketing: Theory, Mechanisms, and Dynamics
    Journal Article: (2017). Journal of Marketing,
  3. Marketing Strategy: Based on First Principles and Data Analytics
    Book: (2017). Palgrave
  4. Online Relationship Formation
    Journal Article: (2017). Journal of Marketing,
  5. Data Privacy: Effects on Customer and Firm Performance
    Journal Article: (2016). Journal of Marketing,
  6. Dynamic Relationship Marketing
    Journal Article: (2016). Journal of Marketing,
  7. Editorial: The Past Present and Future of JAMS
    Journal Article: (2016). Journal of the Academy of Marketing Science,
  8. If It Takes a Village to Foster Innovation, Success Depends on the Neighbors: The Effects of Global and Ego Networks on New Product Launches
    Journal Article: (2016). Journal of Marketing Research,
  9. Improving Publication Success at JAMS: Contribution and Positioning
    Journal Article: (2016). Journal of the Academy of Marketing Science,
  10. Understanding the Effectiveness of Loyalty Programs: Managing Target and Bystander Effects
    Journal Article: (2016). Journal of the Academy of Marketing Science,
  11. Understanding the Effects of Plural Marketing Structures on Alliance Performance
    Journal Article: (2016). Journal of Marketing Research,
  12. Building, Measuring, and Profiting from Customer Loyalty
    Journal Article: (2015). Journal of the Academy of Marketing Science,
  13. Customer-Centric Org Charts Aren’t Right for Every Company
    Journal Article: (2015). Harvard Business Review,
  14. Dependence and Interdependence in Marketing Relationships: Meta-Analytic Insights
    Journal Article: (2015). Journal of the Academy of Marketing Science,
  15. Effects of Incentivizing New and Existing Buyers and Sellers on Advertising Revenue in Business-to-Business Online Platforms
    Journal Article: (2015). Journal of Marketing Research,
  16. Transformational Relationship Events
    Journal Article: (2015). Journal of Marketing,
  17. Effect of Customer Centricity on Long-term Financial Performance
    Journal Article: (2014). Marketing Science,
  18. Marketing Channel Strategy (8th Edition)
    Book: (2014). Pearson Hall
  19. Synergistic Effects of Relationship Managers’ Social Networks on Sales Performance
    Journal Article: (2014). Journal of Marketing,
  20. The Role of Culture in International Relationship Marketing
    Journal Article: (2014). Journal of Marketing,
  21. Relationship Velocity: Toward A Theory of Relationship Dynamics
    Journal Article: (2013). Journal of Marketing,
  22. A Review of the Theoretical Underpinnings of Loyalty Programs
    Journal Article: (2011). Journal of Consumer Psychology,
  23. Effect of Customer and Innovation Asset Configuration Strategies on Firm Performance
    Journal Article: (2011). Journal of Marketing Research,
  24. Poisoning Relationships: Perceive Unfairness in Channels of Distribution
    Journal Article: (2011). Journal of Marketing,
  25. The Role of Customer Gratitude in Relationship Marketing
    Journal Article: (2009). Journal of Marketing,
  26. Effect of Service Transition Strategies on Firm Value
    Journal Article: (2008). Journal of Marketing,
  27. Interfirm Relational Drivers of Customer Value
    Journal Article: (2008). Journal of Marketing,
  28. Trust at Different Organizational Levels
    Journal Article: (2008). Journal of Marketing,
  29. A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance
    Journal Article: (2007). Journal of Marketing,
  30. Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty
    Journal Article: (2007). Journal of Marketing Research,
  31. Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis
    Journal Article: (2006). Journal of Marketing,
  32. Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits
    Journal Article: (2006). Marketing Science,

Consulting

Microsoft, Telstra, Emerson, Littelfuse, Fifth Third Bank, Cincom, Starbucks, World Vision, Belkin, Expert Witness, Genie, Alston + Bird, Paul Hastings

Honors and Awards

Dean’s Award for Excellence in Research, annual award given to research faculty for outstanding research contribution in previous year, 2017
Dean’s Leadership Award, annual award given to faculty for outstanding leadership, 2017
Sheth Journal of Marketing Award 2015 for the Journal of Marketing article that has made a long-term contribution to the discipline of marketing. The award recognizes scholarship based on the benefits of time (5 to 10 years) and hindsight and acknowledges contributions and outcomes made to marketing theory and practice.
Robert D. Buzzell’s Award from Marketing Science Institute, 2016
Louis W. Stern Award for an article published 3 to 8 years ago, based on four criteria: contribution to theory and practice, originality, technical competence, and impact on the field of channels of distribution (2011, 2014, 2015, 2017)
Andrew V. Smith Award for Service, awarded by the dean for extraordinary service to the Foster School of Business (2013)
Varadarajan Award for Early Contribution to Marketing Strategy Research, selection based on the quality and breadth of marketing strategy research (2012)
Robert M. Bowen EMBA Excellence in Teaching Award, selected by EMBA students based on professor's engagements, learning and impact on their EMBA program (2012)
Honorable Mention Award for Best Article Published in Journal of Retailing (2011)
2010 Cialdini Award Nominee for paper titled “The Role of Customer Gratitude in Relationship Marketing” (2011)
American Marketing Association award for the Best Services Article for "Effect of Service Transition Strategies on Firm Value,” Journal of Marketing (2009)
Dean's Junior Faculty Research Award (2009)
Harold H. Maynard Award for “significant contribution to marketing theory and thought" in the Journal of Marketing (2008)
Palgrave Promising Young Scholar Award, presented by the Society of Marketing Advances to an untenured assistant professor who has made a significant research contribution to the discipline of marketing early in his or her career (2008)
Evening MBA Professor of the Year, Class of 2009 (2008)
AMA Sheth Foundation Doctoral Consortium Fellow
Marketing Science Institute Young Scholar, Park City UT (2007)
Selected as a member of NASA’s Computing, Information, and Communications Advisory Group to assess the current state of technology development as it relates to NASA’s information technology activities and space exploration requirements

Academic Service

Editor-in-Chief Journal of the Academy of Marketing Science
Area Editor for the Journal of Marketing
Research Director for Center of Sales and Marketing Strategy