The Oxford Handbook of Strategic Sales and Sales Management
Edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy
Author Information
David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Engineering from MIT. Before becoming an educator Dave held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management and has contributed over 150 articles and 25 books.
Kenneth Le Meunier-FitzHugh is a Lecturer in Marketing at the University of East Anglia UK and obtained a PhD in Marketing and Strategic Management from Warwick Business School, The University of Warwick. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organizations. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals and won the Marvin Jolson award for the best contribution to sales management practice by the Journal of Personal Selling and Sales Management 2008.
Nigel F. Piercy is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. Hw worked earlier of business and in his academic career has published articles in such journal of the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of World Business, and the Journal of Personal Selling & Sales Management. His most recent books are: Market-Led Strategic Change: Transforming the Process of Going to Market, 4th ed. (Oxford: Butterworth-Heinemann, 2009) and with Nikala Lane, Strategic Customer Management: Strategizing the Sales Organization (OUP, 2009). He is also co-author to David Cravens of Strategic Marketing, 9th ed. (Irwin/McGraw-Hill, 2009).
Contributors:
Steven P. Brown, Bauer Professor of Marketing, C.T. Bauer College of Business,
Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School,
Lawrence B. Chonko, Thomas McMahon Professor in Business Ethics and Chair of Marketing, University of Texas at Arlington,
David W. Cravens, Emeritus Professor of Marketing, Neeley School of Business, Texas Christian University,
William L. Cron, J. Vaughn & Evelyn H. Wilson Professor of Marketing, M. J. Neeley School of Business, Texas Christian University,
Thomas E. DeCarlo, Ben S. Weil Endowed Chair of Industrial Distribution and Professor of Marketing and Industrial Distribution, University of Alabama at Birmingham,
Andrea Dixon, Holloway Endowed Professor in Marketing and Executive Director- Center for Professional Selling and Keller Research Center, Baylor University,
Kenneth R. Evans, Dean of the Price College of Business and Fred E. Brown Chair, University of Oklahoma,
Karen Flaherty, Associate Professor of Marketing, Oklahoma State University,
Samuel Grossenbacher, Senior Segment Manager, AXA Winterthur,
Gary K. Hunter, Professor of Marketing, Weatherhead School of Management, Case Western Reserve University, Cleveland, Ohio,
Thomas N. Ingram, Professor of Marketing and the FirstBank Professor of Business Administration, Colorado State University,
Mark W Johnston, Alan and Sandra Gerry Professor of Marketing and Ethics, Roy E. Crummer Graduate School of Business, Rollins College,
Wesley J. Johnston, CBIM Round Table Professor of Marketing and Director of the Center for Business and Industrial Marketing, Robinson College of Business, Georgia State University,
Eli Jones, Dean of the E. J. Ourso College of Business and E. J. Ourso Distinguished Professor of Business, Louisiana State University,
Raymond W. (Buddy) LaForge, Brown-Forman Professor of Marketing, University of Louisville,
Nikala Lane, Associate Professor in Marketing and Strategy, Warwick Business School, The University of Warwick,
Nick Lee, Professor of Marketing and Organizational Research, Aston Business School,
Thomas W Leigh, Emily H. and Charles M. Tanner, Jr. Chair of Sales Management, University of Georgia,
Kenneth Le Meunier-FitzHugh, Lecturer in Marketing, University of East Anglia,
Sally E. Lorimer, consultant and business writer,
Graham R. Massey, Senior Lecturer in Marketing, University of Technology, Sydney,
C. Fred Miao, Assistant Professor of Marketing, Clarkson University,
Linda D. Peters, Associate Professor in Marketing, Nottingham University Business School,
Nigel F Piercy, Professor of Marketing and Strategy and Associate Dean, Warwick Business School, The University of Warwick,
Manoshi Samaraweera, doctoral student in Marketing, University of Houston,
Charles H. Schwepker, Jr., Mike and Patti Davidson Distinguished Marketing Professor, University of Central Missouri,
Prabhakant Sinha, founder and co-chairman, ZS Associates,
Harish Sujan, Freeman Professor of Business, Tulane University,
William Zahn, doctoral student in marketing, University of Houston,
Andris A. Zoltners, Professor of Marketing, Kellogg School of Management, Northwestern University.
