2 nd Marketing Research Camp June 23-24, 2015






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Marketing Research Camp

June 23-24, 2015

Three world-leading scholars

V. Kumar Regents Professor, Lenny Distinguished Chair Professor of Marketing, Executive Director of the Center for Excellence in Brand & Customer Management, J. Mack Robinson College of Business, Georgia State University. Michael Ahearne Professor of Marketing, C.T. Bauer Endowed Chair in Marketing, Executive Director of the Sales Excellence Institute, Bauer College of Business, University of Houston. Robert W. Palmatier Professor of Marketing, John C. Narver Endowed Professor in Business Administration, Research Director of the Center for Sales &

Marketing Strategy, Foster School of Business,

University of Washington.

A stimulating two-day research gathering

Participants will have the opportunity to attend presentations, workshops, and panel discussions, and exchange ideas with leading marketing scholars.

Presentations Pre-Camp workshop Panel discussion Networking Our distinguished

guests will present their most recent, cutting-edge research. Each presentation will

be followed by a Q&A discussion.

A workshop on Publishing in Scholarly Journals: An Early-Career Perspective,

led by two talented emerging researchers: Jeff Boichuk, Post-doctoral

Fellow, University of Virginia, and

Anita Pansari, Researcher, Georgia State University.

A “Meet the Editors” panel discussion will bring together the Editors of world-leading journals in marketing. The Research Camp will offer

plenty of opportunities to socialize and network in a friendly environment.

Location and Venue

Room 1.01 & 1.02, Maurice Keyworth Building Leeds University Business School

University of Leeds LS2 9JT, Leeds


12:30pm – 02:00pm: Lunch buffet

Research Camp

02:00pm – 02:30pm: Registration

02:30pm – 03:30pm: V. Kumar: Research Presentation and Q&A

03:30pm – 04:00pm: Coffee break

04:00pm – 05:00pm: Robert W. Palmatier: Presentation and Q&A

07:30pm – 09:30pm: Dinner at a restaurant in Leeds City Centre (hospitality of Leeds University Business School)

Day 2: Wednesday, June 24th

09:00am – 10:00am: Michael Ahearne: Research Presentation and Q&A

10:00am – 10:15am: Coffee break

10:15am – 11:15am: V. Kumar: The review process and common reasons for

manuscript rejection

11:15am – 11:30am: Coffee break

11:30am – 12:30pm: “Meet the Editors” and discussion on publishing in marketing

Panelists: V. Kumar

Journal of Marketing

Robert W. Palmatier

Journal of the Academy of Marketing Science

Michael Ahearne

International Journal of Research in Marketing

Constantine Katsikeas,

Journal of International Marketing


Speakers’ Bios

V. Kumar

V. Kumar (VK) is the Editor-in-Chief of Journal of Marketing, Regents Professor, Chang Jiang Scholar, Richard and Susan Lenny Distinguished Chair & Professor in Marketing, Executive Director of the Center for Excellence in Brand and Customer Management, and Director of the Ph.D. Program in Marketing at J. Mack Robinson College of Business, Georgia State University. In 2015, VK received the AMS/CUTCO-Vector Marketing Distinguished Marketing Educator Award from the Academy of Marketing Science (AMS) in recognition of his outstanding career achievement as a marketing educator. VK has been recognized with

seven lifetime achievement awards in Marketing Strategy, Inter-Organizational Issues,

Retailing, Business to Business Marketing, and Marketing Research from the AMA and other professional organizations. VK has also received the Paul D. Converse Award, the Sheth

Foundation/Journal of Marketing Long term Impact Award, the Robert Buzzell Award, the Davidson Award, the Paul H. Root Award, the Don Lehmann Award, and the Gary L. Lilien ISMS-MSI Practice Prize Award. He has published over 200 articles in many scholarly journals

in marketing including the Harvard Business Review, Sloan Management Review, Journal of

Marketing, Journal of Marketing Research, Marketing Science, Management Science and Operations Research. His books include Managing Customers for Profit, Customer Relationship Management (CRM), Customer Lifetime Value, Marketing Research, Profitable Customer Engagement, Statistical Methods in CRM, and International Marketing Research. He

has won several awards for his teaching excellence from many institutions. VK also serves as the Editor and Associate Editor for many journals including the Journal of Marketing, Journal of

Marketing Research, Journal of Retailing, and the International Journal of Forecasting. VK lead

the marketing science to marketing practice initiative at the ISMS and has worked with Global Fortune 1000 firms including IBM, P&G, Prudential, ING, HSBC, ICICI and Polo Ralph Lauren to maximize their profits. VK spends his “free” time visiting business leaders to identify challenging problems to solve. He plays Tennis and Basketball to relieve his stress arising out of being in academics. Finally, VK is chosen as Legend in Marketing where Dr. Kumar’s work is published in a 10 volume encyclopedia with commentaries from scholars worldwide.


Michael Ahearne

Michael Ahearne is Senior Editor-Elect of International Journal of Research in Marketing, Area Editor of Journal of Marketing, and Member of the Editorial Review Board of Journal of

the Academy of Marketing Science and Journal of Retailing. He presently is Professor of

Marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also Executive Director of the Sales Excellence Institute.

Mike's research has primarily focused on improving the performance of salespeople and sales organizations. He has published over 40 articles in leading journals such as Journal of

Marketing, Journal of Marketing Research, Management Science, Strategic Management Journal, Journal of Applied Psychology, and Organizational Behavior and Human Decision Processes. He was recently recognized by the American Marketing Association as one of the

10 most research productive scholars in the field of marketing. His research has been profiled in the Wall Street Journal, Business 2.0, Business Investors Daily, Fox News, INC Magazine and many other news outlets.

Mike's textbook Selling Today: Partnering to Create Customer Value is the highest grossing professional selling textbook in the world, with copies being distributed in over forty countries. Paired with the many teaching awards he has won at the MBA and undergraduate levels in Sales, Sales Management, and Key Account Management, Mike has also had a significant impact outside of the classroom based on the reach of the Sales Excellence Institute, which is widely regarded as the worldwide leader in sales education and research. Mike was recently honored as the inaugural winner of the Neil Rackham Research Dissemination Award for the impact of his research on business practice.

Before entering academia, Mike played professional baseball for the Montreal Expos and worked in marketing research and sales operations for Eli Lilly and PCS Healthcare. He actively consults in many industries including insurance, health care, consumer packaged goods, technology and transportation.


Speakers’ Bios

Robert W. Palmatier

Robert W. Palmatier is the incoming Editor-in-Chief for the Journal of the Academy of

Marketing Science. He holds a Bachelors and Masters in Electrical Engineering from Georgia

Institute of Technology, an MBA from Georgia State University, and a Ph.D. from the University of Missouri. He held a one year postdoctoral position at Northwestern University's Kellogg School of Management. He presently is the John C. Narver Chair of Business Administration at the University of Washington’s Foster School of Business.

Prior to academia, he held numerous positions in industry including President & Chief Operating Officer of C&K Components, European General Manager (Paris, France), and Sales & Marketing Manager at Tyco-Raychem Corporation (Swindon, England). He has also served as a Lieutenant onboard nuclear submarines in the United States Navy.

Dr. Palmatier has served as the chair of the National Research Council, the National Academy of Sciences, and the Wright Centers of Innovation proposal selection committee, which awarded grants of $20 million for the development of a new Wright Center of Innovation. He was selected as a member of NASA’s Computing, Information, and Communications Advisory Group to assess the current state of technology development within academia, governmental agencies, and industry for recommending future investments areas. He has worked as a marketing consultant with companies including Cincom, Emerson, Fifth Third Bank, Littelfuse,

Microsoft, Telstra, Raychem, Pacific Propeller, and Manufacturers’ Representative Educational Research Foundation.

His research interest is focused on relationship marketing and marketing strategy with an emphasis on customer relationships in the business-to-business, service, and retail markets. His research has appeared in Journal of Marketing, Journal of Marketing Research, Marketing

Science, Journal of Retailing, Journal of Consumer Psychology, and the International Journal of Research in Marketing. His research has received the Harold H. Maynard and Lou W. Stern

research awards. His research has appeared in the New York Times and on MSNBC and NPR. He teaches marketing strategy in both the EMBA and MBA programs.


Jeff Boichuk

Jeff Boichuk is a postdoctoral fellow at the Darden School of Business and winner of the American Marketing Association's 2014 Emerging Scholar award. He has published in the

Journal of Marketing and Journal of Retailing and his research has received press coverage in

the Harvard Business Review and Selling Power Magazine. Jeff will be joining the University of Virginia's McIntire School of Commerce as an assistant professor in August of 2015. He is a graduate of the University of Houston PhD program and has professional experience as a consultant with ZS Associates.

Anita Pansari

Anita Pansari is a Researcher in the J Mack Robinson College, Department of Marketing at the Georgia State University. Before that, Anita held managerial positions in YES Bank and

Standard Chartered Bank in India. Anita also volunteered for Green Peace International and The Banyan in India. Her interests include studying the challenges and opportunities in the

emerging markets and theory development. She has a Bachelor’s and a Master’s degree in Economics from Madras University, India where she was awarded seven gold medals for her academic performance.





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