Business Administration and Psychology, M.A. Psychology, University
of Michigan, 1992
M.B.A., Dartmouth College, 1979
B.I.A., General Motors Institute, 1977
the University of Illinois since 1992. Sales and product planning
for General Motors. Marketing manager of the trust division for NBD
Bank. Team supervisor for Electronic Data Systems.
"Socio-Cognitive Dynamics In a Product Market," with J. F. Porac,
J. Runser-Spanjol, and M.S. Saxon, The Journal of Marketing, (forthcoming).
"Rivalry, Industry Models, and the Cognitive Embeddedness of the Comparable
Firm," with J. F. Porac, in Advances in Strategic Management, Vol.
13, J. E. Dutton and J. A. C. Baum, eds. (1997). "In Praise of Managerial
Narrow-mindedness," with J. F. Porac, Journal of Management Inquiry
(March 1996)." Dispositional and Situational Variables on the Motivation
of Industrial Buyers," with W. J. Qualls, Journal of Business-to-Business
Marketing, Vol. 3 (1996). "On the Effects of Dispositional and Situational
Variables on the Motivation of Industrial Buyers," with W. J. Qualls,
Journal of Business-to-Business Marketing (1996). "The Role of Retentions
in How Marketing Managers Change Their Strategic Orientation," with
S. Dacko, Journal of Marketing Management, Vol. 11, No. 6 (August
1995). "The Relative Importance of Time and Dollar Values in New Product
Introduction Decisions," with W. J. Qualls, Marketing Letters, Vol.
6, No. 2 (March 1995). "Assessing Industrial Buyer Perceptions of
Quality and their Effects on Satisfaction," with W. J. Qualls, Industrial
Marketing Management, Vol. 24, No. 5 (October 1995).
Business Administration Professor the Year, 1995, 1998. Commerce Alumni
Association Excellence in Undergraduate Teaching, 1996. Weinstein
Excellence Award, 1996. Student Alumni Association Educator's Award,
1999. MBA Core Teacher of the Year, 1993.
Teaching areas include principles of marketing, marketing management,
and sales management. Of special interest is the application of advanced
information and communications technology, which expand the boundaries
of the classroom, thus, enhancing the learning experience. Research
focuses on the social construction of product markets, the role of
embodied processes and concepts in decision making by marketing manager,
and understanding the relationship between product quality and industrial
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