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Research Team

University of Washington Faculty

The nationally ranked Foster School of Business is home to many top marketing and sales researchers whose work has been featured in top marketing journals such as Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Marketing Science, and Harvard Business Review. These faculty members are key contributors to the center’s cross-functional research teams.
Mark Forehand

Mark Forehand, PhD
Research focus: brand strategy, advertising, consumer decision making
Industry focus: business to consumer, public health campaigns
Shelly Jain

Shelly Jain, PhD
Research focus: branding, cross-cultural consumer behavior, advertising
Industry focus: business-to-consumer
Suresh Kotha

Suresh Kotha, PhD
Research focus: competitive strategy, entrepreneurship and innovation
Industry focus: various industries
Rob Palmatier

Robert Palmatier, PhD
Research Director
Research focus: marketing strategy, sales channels, relationship marketing, loyalty programs
Industry focus: business-to-business, technology, service, retail
Oliver Rutz

Oliver Rutz, PhD
Research focus: e-commerce, search engine marketing, display advertising, social media metrics
Industry focus: various industries
Jeff Shulman

Jeff Shulman, PhD
Research focus: pricing, channel strategies, product returns
Industry focus: start-ups, SaaS, retail
Eugene Sivadas

Eugene Sivadas, PhD
Research Focus: Inter-firm and Consumer Relationships, Construct Measurement, Citation Analysis
Industry Focus: Business-to-Business, Services, Health Care
Kevin Steensma

H. Kevin Steensma, PhD
Research focus: innovation, knowledge spillover, collaborative strategies, patent strategy
Industry focus: various industries
Michael Wagner

Michael Wagner, PhD
Research focus: business analytics, optimization, operations and supply chain management, crowdsourcing
Industry focus: various industries
Jonathan Zhang

Jonathan Zhang, PhD
Research focus: pricing, customer relationship management, omni-channel strategies
Industry focus: B2B, e-commerce, technology, service
Youngpin Zhou

Yong-Pin Zhou, PhD
Research focus: data analytics, process analysis, operations and supply chain, pricing, customer satisfaction
Industry focus: service, supply chain

Affiliated Faculty

The Center for Sales and Marketing Strategy draws on affiliated faculty from around the world who are leading experts in their domain and bring cutting edge analysis techniques along with valuable insight to the center’s collaborative research teams. Our affiliated researchers have collectively published over 190 articles in leading marketing journals, have written more than 40 trade books and classroom text books, and include seven past or current editors of leading marketing publications.
Josh Beck

Joshua T. Beck, PhD
University: University of Oregon
Email: [email protected]
Phone: 541-346-4850
Research focus: marketing strategy, customer loyalty, community marketing
Industry focus: various industries
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Sundar G. Bharadwaj, PhD
University: University of Georgia
Email: [email protected]
Phone: 706-542-3771
Research Focus: Marketing strategy, marketing-finance interface, marketing metrics, customer solutions, marketing transformation for digital environments, purpose driven branding
Industry Focus: Business-to-consumer, business-to-business, non-profit
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Dipayan Biswas, PhD
University: University of South Florida
Email: [email protected]
Phone: 813-974-5986
Research Focus: Retail Atmospherics, Food Marketing, Sensory Marketing
Industry Focus: Restaurants, Retail Stores, Services (Hotels, Airports)
Alexander Bleier

Alexander Bleier, PhD
University: Frankfurt School of Finance & Management
Email: [email protected]
Phone: +49 (0) 69 154008-817
Research focus: marketing strategy, e-commerce, targeting and personalization, advertising, customer relationship management
Industry focus: various industries
Abhishek Borah

Abhishek Borah, PhD
University: INSEAD
Email: [email protected]
Phone: +33-1-60-72-4459
Research focus: social media, internet, innovation, textual data, time series analysis
Industry focus: technology
Michael Brady

Michael Brady, PhD
University: Florida State University
Email: [email protected]
Phone: 850-644-7853
Research focus: frontline service exchanges, service strategy, service employees
Industry focus: service, retailing, e-commerce
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Danny P. Claro, PhD
University: Insper
Email: [email protected]
Phone: +55-11-4504-2419
Research Focus: relationship marketing, sales management, social networks, marketing analytics
Industry Focus: service, distribution, retailing, e-commerce in various industries

Andrew Crecelius
Andrew T. Crecelius, PhD
University: University of Alabama at Birmingham
Email: [email protected]
Phone: 314-313-1453
Research focus: sales management, multichannel management, buyer-seller relationships,
organizational buying, social networks
Industry focus: business-to-business, retail, financial services

Marnik G. Dekimpe, PhD
University: Tilburg University (The Netherlands) and KU Leuven (Belgium)
Email: [email protected]
Phone: 31-13-466-3423
Research Focus: Retail competition; Private-label success; Marketing-mix effectiveness; Loyalty Programs; Product-harm crises
Industry Focus: Retailing, distribution, consumer-packaged goods

Andreas Eggert
Andreas Eggert, PhD
University: University of Paderborn/Germany and Newcastle University/UK
Email: [email protected]
Phone: +49-5251-60-20-85
Research focus: relationship marketing, service transitions, sales management, loyalty programs
Industry focus: business-to-business, technology, and service markets
Eric Fang

Eric Fang, PhD
Liaison to Chinese Firms and Members
University: University of Illinois Urbana-Champaign
Email: [email protected]
Phone: 217-265-0683
Research focus: marketing strategy, business innovation, business model development
Industry focus: China, high-tech industries, consumer packaged goods
Gary Frazier

Gary L. Frazier, PhD
University: University of Southern California, Marshall School of Business (Department Chair)
Email: [email protected]
Phone: 213-740-5032
Research focus: distribution channels, sales force management, marketing strategy
Industry focus: various industries
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Frank Germann, PhD
University: University of Notre Dame
Email: [email protected]
Phone: 574-631-4858
Research Focus: Marketing in the Top Management Team, Customer Analytics, Corporate Social Responsibility, Brands
Industry Focus: Various Industries

Markus Giesler, PhD
University: York University
Email: [email protected]
Phone: 647-274-4807
Research Focus: Consumer culture, market creation/evolution, customer experience design
Industry Focus: Various, technology, retailing, pharmaceutical, platforms
Dhruv Grewal

Dhruv Grewal, PhD
University: Babson College
Email: [email protected]
Phone: 781-239-3902
Research Focus: Pricing, retailing management, innovative technology, social media and e-commerce
Industry Focus: Retailing, services
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Flora F. Gu, PhD
University: Hong Kong Polytechnic University
Email: [email protected]
Phone: +852-27664017
Research Focus: Marketing strategy, interorganizational relationships, international marketing, digital marketing
Industry Focus: B2B, distribution, platforms.
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Kelly Haws, PhD
University: Vanderbilt University
Email: [email protected]
Phone: 615-322-2322
Research Focus: Food Labeling and Marketing, Self-Control, Sensory Marketing
Industry Focus: Food Production and Retailing, Restaurants, Other Retail Stores, Services
Colleen Harmeling

Colleen Harmeling, PhD
University: Florida State University
Email: [email protected]
Phone: 850-644-7449
Research focus: Marketing strategy, relationship marketing, channels, customer engagement
Industry focus: retail, business-to-business channels, not-for-profit, services
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Jan B. Heide, PhD
University: University of Wisconsin-Madison
Email: [email protected]
Phone: 608-262-5224
Research Focus: Marketing channels, B2B relationships, alliances
Industry Focus: B2B, various industries
Conor Henderson

Conor Henderson, PhD
University: University of Oregon
Email: [email protected]
Phone: 541-346-2839
Research focus: customer engagement, loyalty programs, sales management
Industry focus: technology, services, entertainment and sports, online retail
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Kelly Hewett, PhD
University: University of Tennessee
Email: [email protected]
Phone: 865-974-1656
Research Focus: Marketing strategy, global marketing, performance impact of firm activities to develop, leverage or protect brand assets
Industry Focus: Various industries
Mark Houston

Mark B. Houston, PhD
University: Texas A&M University
Email: [email protected]
Phone: 979-845-7257
Research focus: B2B relationships and interactions, business buyer behavior, B2B innovation
Industry focus: entertainment industry expertise, various industries
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John Hulland, PhD
University: University of Georgia
Email: [email protected]
Phone: 724-766-1465
Research Focus: Varied
Industry Focus: Various industries
Tomas Hult

Tomas Hult, PhD
University: Michigan State University
Email: [email protected]
Phone: 517-353-4336
Research focus: global strategy, supply chain, marketing strategy, global marketing
Industry focus: business-to-business and industrial
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Subin Im, PhD
University: Yonsei University
Email: [email protected]
Phone: +82-2-2123-6566
Research Focus: New product development and innovation strategy, creativity, adoption of innovation, start-ups, entrepreneurship, cross-functional teams, design marketing, knowledge management
Industry Focus: Business-to-business firms in high-tech industry, business-to-consumer firms in global, multi-cultural markets.
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Bernard Jaworski, PhD
University: Claremont Graduate University
Email: [email protected]
Phone: 213-706-6012
Research Focus: Building Market-Driven Organizations, Embedding Marketing Capabilities within Firms, and Organic Growth
Industry Focus: Life Sciences, High Technology, B2B, and Professional Service Firms
Brett Josephson

Brett W. Josephson, PhD
University: George Mason University
Email: [email protected]
Phone: 703-993-4207
Research focus: marketing strategy, channels, firm financial performance, inter-firm relationships, innovation, pricing
Industry focus: business-to-business firms in high-tech and commodity industries
Vasimi Kanuri

Vamsi Kanuri, PhD
University: University of Notre Dame
Email: [email protected]
Phone: 574-631-2399
Research focus: marketing strategy, marketing-mix decision models, marketing analytics, services, pricing
Industry focus: media markets, business-to-business, fast-food, telecommunication
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Constantine S. Katsikeas, PhD
University: University of Leeds
Email: [email protected]
Phone: +44-0-113-343-2624
Research Focus: Global marketing and exporting, sales management, cross-border relationships, strategic alliances, and competitive strategy
Industry Focus: Various industries
Ajay Kohli

Ajay K. Kohli, PhD
University: Georgia Institute of Technology
Email: [email protected]
Phone: 404-894-4353
Research focus: market orientation, customer solutions, sales management, brand management
Industry focus: broad (B2B, B2C, services)
Irina Kozlenkova

Irina V. Kozlenkova, PhD
University: Michigan State University
Email: [email protected]
Phone: 812-454-2351
Research focus: marketing strategy, international marketing, marketing channels, healthcare marketing
Industry focus: business-to-business, services, retail
V. Kumar

V. Kumar, PhD
Senior Academic Advisor to the Board
University: Georgia State University
Email: [email protected]
Phone: 404-413-7590
Research focus: new product management, marketing models, database marketing, customer relationship management, marketing intelligence, marketing strategy
Industry focus: see Center for Excellence in Brand and Customer Management
Son Lam

Son Lam, PhD
University: University of Georgia
Email: [email protected]
Phone: 706-542-4531
Research focus: sales management, marketing strategy implementation, internal marketing, corporate and brand identity
Industry focus: distribution, B2B firms in various industries
Justin Lawrence

Justin Lawrence
University: Michigan State University
Email[email protected]
Phone: 515-971-2900
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Ju-Yeon Lee, PhD
University: Iowa State University
Email: [email protected]
Phone: 515-294-5402
Research focus: marketing strategy, online and multi-channels strategy, sales force effectiveness, empirical modeling
Industry focus: business-to-business, distribution, service, retail
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Seoungwoo Lee, PhD
University: Tulane University
Email: [email protected]
Phone: 504-314-2468
Research focus: product versioning and upgrading, platform, crowdfunding, loyalty program
Industry focus: mobile apps, technology, retail
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Fine F. Leung, PhD
University: The Hong Kong Polytechnic University
Email: [email protected]
Phone: +852-3400-3952
Research Focus: Marketing strategy, influencer marketing, customer relationship
Industry Focus: Various industries
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Girish Mallapragada, PhD
University: Indiana University
Email: [email protected]
Phone: 812-856-1970
Research Focus: Marketing Channels, Innovation
Industry Focus: Various Industries
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Detelina Marinova, PhD
University: University of Missouri
Email: [email protected]
Phone: 573-884-8052
Research Focus: Sales and Service Interactions, Email and Webchat selling, Unstructured Textual and Audio Data Analysis
Industry Focus: B2B, service, healthcare, logistics, retail
Kelly Martin

Kelly D. Martin, PhD
University: Colorado State University
Email: [email protected]
Phone: 970-491-7269
Research focus: marketing ethics, privacy, consumer well-being
Industry focus: various industries
Leigh McAlister

Leigh McAlister, PhD
University: University of Texas at Austin
Email: [email protected]
Phone: 512-471-1128
Research focus: ability of marketing actions to influence the firm’s stock market value
Industry focus: various industries
Martin Mende

Martin Mende, PhD
University: Florida State University
Email: [email protected]
Phone: 850-644-7897
Research focus: services, relationship marketing, well-being, health and financial services, transformative services research, technology
Industry focus: various, services, business to consumer, medical/health related, financial services, insurance
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Fred Miao, PhD
University: Portland State University
Email: [email protected]
Phone: 503-725-3704
Research Focus: Business-to-business sales management, retail sales management, inter-firm marketing strategy
Industry Focus: Various industries
Vikas Mittal

Vikas Mittal, PhD
University: Rice University
Email: [email protected]
Phone: 713-348-6254
Research focus: Customer Satisfaction, Customer-Focused Strategy, Customer-Decision Processes
Industry focus: B2B, Healthcare, Financial Services, Energy, Retailing, Online-Services
Christina Moorman

Christine Moorman, PhD
Senior Academic Advisor to the Board
Founder of CMO Survey
University: Duke University
Email: [email protected]
Phone: 919-660-7856
Research focus: marketing Information, innovation, alliances, public policy, marketing performance
Industry focus: healthcare, CPG, business-to-business, consumer markets, other
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Hyoryung Nam, PhD
University: University of Washington Bothell
Email: [email protected]
Phone: 425-352-5268
Research focus: social media analytics, big data analytics, marketing-finance interface, and innovation
Industry focus: e-commerce, technology
Scott Neslin

Scott Neslin, PhD
University: Dartmouth
Email: [email protected]
Phone: 603-646-2841
Research focus: CRM, database marketing, multichannel, loyalty programs, marketing ROI, internet marketing, sales promotions
Industry focus: various industries including services, retail; e-tail, consumer packaged goods
Chirag Patel

Chirag Patel, PhD
University: Grenoble Ecole de Management, France
Email: [email protected]
Phone: +33476706531
Research focus: radical innovation, organizational learning, crowdsourcing
Industry focus: various industries
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Adithya Pattabhiramaiah, PhD
University: Georgia Tech
Email: [email protected]
Phone: (404) 385 3038
Research focus: two-sided markets, social networks, media markets, pricing, information economics
Industry focus: Media and Entertainment, Social and eCommerce Markets, Sports, Technology Products
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Koen Pauwels, PhD
University: Northeastern University
Email: [email protected]
Phone: 617-373-3260
Research Focus: Marketing effectiveness, offline and online synergy, analytics
Industry Focus: Durables, fast moving consumer goods, online services
J. Andrew Petersen

J. Andrew Petersen, PhD
University: Penn State University
Email: [email protected]
Phone: 814-863-1988
Research focus: customer relationship management, marketing metrics, marketing analytics, product returns, customer referrals and references, customer loyalty programs
Industry focus: business-to-consumer, business-to-business, non-profit
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Ye Qiu, PhD
University: Tongji University
Email: [email protected]
Phone: +86 021 65982339
Research focus: pricing, advertising, consumer search, e-commerce.
Industry focus: various industries
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Werner Reinartz, PhD
University: University of Cologne
Email: [email protected]
Phone: +49-221-4705751
Research Focus: Marketing strategy, CRM, retailing, digital transformation
Industry Focus: Retail, services, B-to-B, digital
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Roland Rust, PhD
University: University of Maryland
Email: [email protected]
Phone: 301-405-4300
Research Focus: Adaptive personalization, Managing in the era of artificial intelligence
Industry Focus: Service industries
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Alok R. Saboo, PhD
University: Georgia State University
Email: [email protected]
Phone: 404-413-7602
Research Focus: Innovation, Social Media, Mergers & Acquisitions, Marketing-Mix Effectiveness, Entrepreneurship
Industry Focus: High-tech industries, Pharmaceuticals, Business-to-Consumer, Business-to-Business
Maura Scott

Maura L. Scott, PhD
University: Florida State University
Email: [email protected]
Phone: 850-644-6554
Research focus: consumer psychology, consumer goals, health and wellness, over-consumption, transformative consumer research, consumer-technology interactions
Industry focus: various, business to consumer, medical, financial services, consumer packaged goods
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Denish Shah, PhD
University: Georgia State University
Email: [email protected]
Phone: 404-413-7694
Research Focus: Marketing strategy, Marketing-technology-performance interface, Customer relationship management
Industry Focus: Various industries
Venkatesh Shankar

Venkatesh Shankar, PhD
University: Texas A&M University
Email: [email protected]
Phone: 979-845-3246
Research focus: marketing strategy, digital marketing, innovation, retailing, services, pricing
Industry focus: technology, retail, healthcare, energy, financial services, consumer packaged goods

Amalesh Sharma, PhD
University: Texas A&M University
Email: [email protected]
Phone: 404-838-0658
Research focus: Marketing Strategy, New Product, Network Theory
Industry focus: Pharmaceutical, Services, CPG
Hari Sridhar

Shrihari (Hari) Sridhar, PhD
University: Penn State University, Smeal College of Business
Email: [email protected]
Phone: 814-865-7150
Research focus: marketing-mix effectiveness and resource allocation, advertising, marketing strategy
Industry focus: media markets, business-to-business, retailing and technology sectors
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Ashish Sood, PhD
University: University of California Riverside
Email: [email protected]
Phone: 678-205-9931
Research Focus: High technology markets, marketing strategy, marketing-finance interface, marketing metrics, emerging markets, patents, social media and advertising
Industry Focus: Various, Business-to-consumer, business-to-business
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Alina Sorescu, PhD
University: Texas A&M University
Email: [email protected]
Phone: 979-862-3043
Research Focus: Innovation, Branding, Business Models
Industry Focus: Consumer packaged goods, Pharmaceutical, High tech
Lena Steinhoff

Lena Steinhoff, PhD
University: University of Paderborn, Germany
Email: [email protected]
Phone: +49 5251 60 26 17
Research focus: Loyalty programs, loyalty rewards, customer engagement, relationship marketing
Industry focus: Business-to-consumer, services, and retail markets
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Kapil R. Tuli, PhD
University: Singapore Management University
Email: [email protected]
Phone: +65-6828-0434
Research Focus: Marketing strategy, financial impact of marketing strategy
Industry Focus: Various industries including retailing, e-commerce, and financial services
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Rajkumar Venkatesan, PhD
University: University of Virginia
Email: [email protected]
Phone: 434-924-6916
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Yonggui Wang, PhD
University: University of International Business and Economics
Email: [email protected]
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Scott Weaven, PhD
University: Griffith University
Email: [email protected]
Phone: +61 (0)7 5552 9216
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Simone Wies, PhD
University: Goethe University Frankfurt
Email: [email protected]
Phone: +49-69-798-300-32
Research focus: firm financing dynamics, firm product innovation, empirical modeling of marketing strategy phenomena
Industry focus: various industries
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Jan Wieseke, PhD
University: Ruhr-University of Bochum
Email: [email protected]
Phone: +49-234-32-26596
Research Focus: Sales Management
Industry Focus: Business-to-Business Markets
Stefan Worm

Stefan Worm, PhD
University: BI Norwegian Business School
Email: [email protected]
Phone: +474 641 0146
Research focus: business-to-business marketing: branding, services and customer solutions
Industry focus: business-to-business and technology

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Jiaqi Xue, PhD
University: University of International Business and Economics
Email: [email protected]
Phone: +86-10-64494306
Research Focus: marketing channel and supply chain relationships management, omni-channel strategies
Industry Focus: B2B, online retail, and service
Wei Zhang

Wei Zhang, PhD
University: Iowa State University
Email: [email protected]
Phone: 515-294-7911
Research focus: consumer decisions, Bayesian estimation, big data and parallel computing
Industry focus: various industries

Visiting Researchers

Visiting faculty includes professors, postdoctoral and predoctoral research fellows who contribute to the Center for Sales and Marketing Strategy’s cross-functional research teams through temporary appointment to the center. Interested researchers should submit a two-page research proposal, a copy of their CV, and a letter of recommendation from their advisor to the research director, Rob Palmatier, at [email protected].

Student Research Assistants and Fellows

The Center for Sales and Marketing Strategy offers opportunities for both undergraduate and MBA students to gain real world marketing and marketing research experience. These positions allow students to acquire skills in implementing marketing strategies and marketing programs. It also provides an opportunity to network with leading executives and learn about various marketing positions. Interested students should contact the research director Rob Palmatier at [email protected] for more information.

 

Jisu Kim

Jisu Kim
Advanced Research Fellow
[email protected]

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Vincent Xiang
Advanced Research Fellow
[email protected]

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Katherine Wardhana
Research Assistant
[email protected]

Executive Research Fellows

At the Center for Sales and Marketing Strategy representatives from member firms have the opportunity to increase their engagement in the community and showcase their expertise by becoming an executive fellow. Executive fellows host workshops, facilitate special interest groups, and contribute the center in other leadership roles. Interested firms or executives should contact the research director, Rob Palmatier, at [email protected] for more information.

Steve Samaha

Stephen Samaha, PhD
[email protected]