Faculty Directory

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

Industries

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. “Creating Effective Customer Online Experiences“

   Journal Article: (2019). Journal of Marketing,
2. “JM as a Marketplace of Ideas“

   Journal Article: (2019). Journal of Marketing,
3. “Relationship Marketing in a Digital Age“

   Book: (2019). Taylor Francis
4. “The Intelligent Marketer’s Guide to Data Privacy“

   Book: (2019). Palgrave
5. “A Strong Privacy Policy Can Save Your Company Millions“

   Journal Article:Martin, K. & Borah, A., (2018). Harvard Business Review,
6. “Advancing Marketing Strategy Research“

   Journal Article: (2018). Journal of the Academy of Marketing Science,
7. “Review Articles: Purpose, Process, and Structure“

   Journal Article: (2018). Journal of the Academy of Marketing Science,
8. “Customer Engagement Marketing“

   Book: (2017). Springer,
9. “Group Marketing: Theory, Mechanisms, and Dynamics“

   Journal Article: (2017). Journal of Marketing,
10. “Marketing Research Centers: Community, Productivity, and Relevance“

    Journal Article: (2017). Journal of the Academy of Marketing Science,
11. “Marketing Strategy: Based on First Principles and Data Analytics“

    Book: (2017). Palgrave
12. “Online Relationship Formation“

    Journal Article: (2017). Journal of Marketing,
13. “Data Privacy: Effects on Customer and Firm Performance“

    Journal Article: (2016). Journal of Marketing,
14. “Dynamic Relationship Marketing“

    Journal Article: (2016). Journal of Marketing,
15. “Editorial: The Past Present and Future of JAMS“

    Journal Article: (2016). Journal of the Academy of Marketing Science,
16. “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,
17. “Improving Publication Success at JAMS: Contribution and Positioning“

    Journal Article: (2016). Journal of the Academy of Marketing Science,
18. “Understanding the Effectiveness of Loyalty Programs: Managing Target and Bystander Effects“

    Journal Article: (2016). Journal of the Academy of Marketing Science,
19. “Understanding the Effects of Plural Marketing Structures on Alliance Performance“

    Journal Article: (2016). Journal of Marketing Research,
20. “Building, Measuring, and Profiting from Customer Loyalty“

    Journal Article: (2015). Journal of the Academy of Marketing Science,
21. “Customer-Centric Org Charts Aren’t Right for Every Company“

    Journal Article: (2015). Harvard Business Review,
22. “Dependence and Interdependence in Marketing Relationships: Meta-Analytic Insights“

    Journal Article: (2015). Journal of the Academy of Marketing Science,
23. “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,
24. “Structural Marketing: Using Organizational Structure to Achieve Marketing Objectives“

    Journal Article: (2015). Journal of the Academy of Marketing Science,
25. “Transformational Relationship Events“

    Journal Article: (2015). Journal of Marketing,
26. “Effect of Customer Centricity on Long-term Financial Performance“

    Journal Article: (2014). Marketing Science,
27. “Marketing Channel Strategy (8th Edition)“

    Book: (2014). Pearson Hall
28. “Resource-Based Theory in Marketing“

    Journal Article: (2014). Journal of the Academy of Marketing Science,
29. “Synergistic Effects of Relationship Managers’ Social Networks on Sales Performance“

    Journal Article: (2014). Journal of Marketing,
30. “The Role of Culture in International Relationship Marketing“

    Journal Article: (2014). Journal of Marketing,
31. “Relationship Velocity: Toward A Theory of Relationship Dynamics“

    Journal Article: (2013). Journal of Marketing,
32. “A Review of the Theoretical Underpinnings of Loyalty Programs“

    Journal Article: (2011). Journal of Consumer Psychology,
33. “Effect of Customer and Innovation Asset Configuration Strategies on Firm Performance“

    Journal Article: (2011). Journal of Marketing Research,
34. “Poisoning Relationships: Perceive Unfairness in Channels of Distribution“

    Journal Article: (2011). Journal of Marketing,
35. “The Role of Customer Gratitude in Relationship Marketing“

    Journal Article: (2009). Journal of Marketing,
36. “Achieving Relationship Marketing Effectiveness in Business-to-Business Exchanges“

    Journal Article: (2008). Journal of the Academy of Marketing Science,
37. “Effect of Service Transition Strategies on Firm Value“

    Journal Article: (2008). Journal of Marketing,
38. “Influence of Customer Participation on Creating and Sharing New Product Value“

    Journal Article: (2008). Journal of the Academy of Marketing Science,
39. “Interfirm Relational Drivers of Customer Value“

    Journal Article: (2008). Journal of Marketing,
40. “Trust at Different Organizational Levels“

    Journal Article: (2008). Journal of Marketing,
41. “A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance“

    Journal Article: (2007). Journal of Marketing,
42. “Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty“

    Journal Article: (2007). Journal of Marketing Research,
43. “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis“

    Journal Article: (2006). Journal of Marketing,
44. “Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits“

    Journal Article: (2006). Marketing Science,

Consulting

Microsoft, Telstra, Concur, Tableau, Emerson, Littelfuse, Worldvision, Fifth Third Bank, Cincom, Genie, Everett Clinic, Content26, Starbucks, World Vision, Belkin, Wells Fargo, Expert Witness, Alston + Bird, Paul Hastings, McNaul, Ebel, Nawrot & Helgren

Honors and Awards

Harold H. Maynard Awards (2008, 2017) and Finalist (2014, 2017) for "significant contribution to marketing theory and thought in the Journal of Marketing.

Sheth Journal of Marketing Award (2016) for the Journal of Marketing article that has made a long-term contribution to the discipline of marketing.

Robert D. Buzzell Awards (2016, 2018) for the Marketing Science Institute paper that has made the most significant contribution to marketing practice and thought over previous two years, awards in.

Louis W. Stern Awards (2011, 2014, 2015, 2017, 2019) for contribution to theory and practice, originality, technical competence, and impact on the field of channels of distribution.

MSI/ H. Paul Root Award Finalist (2017) "given by members of the Journal of Marketing editorial review board to a paper that has made a significant contribution to the advancement of the practice of marketing," finalists.

S. Tamer Cavusgil Award Finalist (2017) given to "the article published in the calendar year that has the most significant contribution to the advancement and practice of international marketing management."

Research Productivity Awards, 10th most productive scholar in marketing (top 4 UTD journals) from 2008 to 2017; 1% cited researcher Clarivate Analytics

MBA Professor of the Year and Robert M. Bowen EMBA Excellence in Teaching Awards (3 times), selected as top professor by EMBA students based on professor's engagement, learning, and impact.

PhD Mentoring Awards (2 times) selected by PhD students for excellence in doctoral mentoring.

Dean's Award for Excellence in Research, (2017) annual award given to research faculty for outstanding research contribution in previous year.

Dean's Leadership Award, (2017) annual award given to faculty for outstanding leadership.

Andrew V. Smith Award for Service, (2013) awarded by the dean for extraordinary service to the Foster School of Business.

Marketing Science Institute Scholar and Young Scholar, Varadarajan Early Contribution to Marketing Strategy Research, and SMA Palgrave Promising Young Scholar Awards.

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

Co-editor of Journal of Marketing

Research Director for Center of Sales and Marketing Strategy