Mizzou Marketing News - Trulaske College of Business Download

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Fall 2016
Issue 4
Mizzou Marketing
News
Inside this issue
Faculty Accolades &
Appointments ................ 2
Research &
Publications .................... 3
Inauguration of CSCD .. 4
Summer Travels .............. 5
PhD Corner ..................... 6
Department of Marketing Newsletter
Sales Excellence ............ 7
Chair’s Message
Industry/Academic
Collaborations............ 7-8
How’re We Doing .......... 8
Advisory Board
News ................................ 9
“It’s been a busy and exciting Summer and
Fall so far in 2016! Hope you enjoy reading
about some of the highlights in this F16
Newsletter!”
Murali
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FACULTY ACCOLADES & APPOINTMENTS
DEPARTMENT LEVEL
Marketing launched the new Center for
Sales and Customer Development in September 2016.
FACULTY
Lisa Scheer was Mentor-in Residence, University of Giesen, Giesen, Germany, May 1819, 2016. Research consulting and feedback
on student research. Advice about collaboration, giving and receiving constructive criticism, planning research for the review process.
Lisa Scheer was Scholar-in-Residence, Technical University Darmstadt, Darmstadt, Germany, May 23-24, 2016: Research consulting
in one-on-one discussions with professors
and doctoral students.
Srinath Gopalakrishna was appointed to the
Editorial Review Board of Journal of Marketing
Detelina Marinova received the John A.
Riggs Teaching Award from the Crosby MBA
Program
Marsha Richins received the 2016 Shelter Insurance Company’s Award for Teaching Excellence in Marketing
Marsha Richins was chosen for Champion of
Applied Learning Award by students of the
Crosby MBA Program
Niladri Syam received the 2016 Outstanding
Teaching Award from the Trulaske execMBA
program
Josh Bax (Shelter Insurance Company) received the Special Award for Excellence in
Marketing Education at the Inaugural Trulaske Faculty Success Celebration Event on
March 15, 2016
Courtney Cothren was appointed as full-time
assistant teaching professor of marketing
(replacing retiring associate teaching professor of marketing John Bennett)
Detelina Marinova was appointed to the Editorial Board of Journal of Marketing Research
Lisa Scheer and Murali Mantrala were invited Faculty Fellows at American Marketing
Association-Sheth Foundation Doctoral Consortium at London Business School in July
2016
S. Ratneshwar was appointed Professor
Emeritus of the Trulaske College of Business
Murali Mantrala was reappointed by TCoB
Dean to the Sam M. Walton Distinguished
Professorship in Marketing
Shaoming Zou was reappointed by TCoB
Dean to the Robert J. Trulaske, Sr. Professorship in Marketing
Murali Mantrala was appointed Honorary Visiting Professor of Guangdong University of Finance and Economics, Guangzhou, China
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RESEARCH & PUBLICATIONS
JOURNAL ARTICLES
Marinova, Detelina, Irina Kozlenkova, Leona Cuttler and JB Silvers (2016), “To Prescribe or Not to
Prescribe? Consumer Access to Life Enhancing
Products,” Journal of Consumer Research
(forthcoming).
Kanuri, Vamsi, Murali K. Mantrala, and Esther
Thorson (2016),”Optimizing a Menu of Multiformat Subscription Plans for AdvertisingSupported Media Platforms: A Model and Application in the Daily Newspaper Industry,” Journal
of Marketing (forthcoming).
Marinova, Detelina, Goutam Challagalla, Ko de
Ryuter, Ming-Hui Huang and Matt Meuter
Dong, Beibei, Kenneth R. Evans, Shaoming Zou
(2016), “Recovering Coproduced Service Failures: Antecedents, Consequences and Moderators of Locus of Recovery”, Journal of Service
Research, (forthcoming).
Fengxia (Sandy) Zhu, Shaoming Zou, Hui Xu
(2016), “Launching Reverse-Innovated Product
from Emerging Markets to Developed Markets:
A Theoretical Framework for MNC’s Decisions,”
International Business Review, (forthcoming).
Syam, Niladri, James Hess, and Ying Yang "Can
Sales Uncertainty Increase Firm Profits?" Journal
of Marketing Research. 53, no. 2 (2016): 199-206.
(2017), “Getting Smart: Learning from Technology Empowered Frontline Interactions,” Journal of
Service Research (forthcoming).
Chennamaneni, Pavan Rao, Raj Echambadi,
James D. Hess, and Niladri Syam. "Diagnosing
harmful collinearity in moderated regressions: A
roadmap." International Journal of Research in
Marketing 33, no. 1 (2016): 172-182.
Omid Kamran-Dasfani, Murali K. Mantrala, Alicia
Izquierdo-Yusta, María Pilar Martínez-Ruiz, “The
Impact of Retail Store Format on the Shopper
Satisfaction-Loyalty Relationship,” (2016), Journal
of Business Research (forthcoming).
Sridhar, Shrihari, Clay M. Voorhees and
Srinath Gopalakrishna (2015), “Assessing the
Drivers of Short- and Long-Term Outcomes at
Business Trade Shows”, Customer Needs and
Solutions, 2, 3, 222-229.
Bloch, Peter, Gopalakrishna, Srinath, Crecelius,
Andrew and Murarolli, Marina (2016). EXPLORING
BOOTH DESIGN AS A DETERMINANT OF TRADE
SHOW SUCCESS”. Journal of Business to Business
Marketing (forthcoming).
Krafft, Manfred, Oliver Goetz, Murali Mantrala, Francesca Sotgiu, and Sebastian Tillmanns. "The evolution of marketing channel
research domains and methodologies: an
integrative review and future directions."
Journal of Retailing 91, no. 4 (2015): 569-585.
Borle, Sharad, Siddharth Singh, Dipak Jain, &
Ashutosh Patil (2016), “Analyzing Recurrent Customer Purchases and Unobserved Defections: a
Bayesian Data Augmentation Scheme”, Customer Needs & Solutions (forthcoming).
Mohanty, P., and S. Ratneshwar (2016), “Visual
Metaphors in Ads: The Inverted-U Effects of Incongruity on Processing Pleasure and Ad Effectiveness,” Journal of Promotion Management,
(forthcoming).
Dong, Xiaodan, Zelin Zhang, Christian A. Hinsch,
and Shaoming Zou (2016), “Deconstructing the
Construct of Market Orientation: Uncovering Hidden Moderated Mediation Relationships”, Industrial Marketing Management (forthcoming).
Kim, E., S. Ratneshwar, E. Roesler, and T. G.
Chowdhury (2016), “Attention to Social Comparison Information and Brand Avoidance Behaviors,” Marketing Letters, 27 (2), 259-271.
Mohanty, P., M. Naveh-Benjamin, and S. Ratneshwar (2016), “Beneficial Effects of Semantic
Memory Support on Older Adults' Episodic
Memory: Differential Patterns of Support of Item
and Associative Information,” Psychology and
Aging, 31 (1), 25-36.
Kwon, E., S. Ratneshwar, and E. Kim (2016),
“Brand Image Congruence Through Sponsorship of Sporting Events: A Reinquiry of Gwinner
and Eaton (1999),” Journal of Advertising, 45 (1),
130-138.
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ANNOUNCING THE NEW CENTER FOR
SALES AND CUSTOMER DEVELOPMENT
Inauguration Banquet
On September 22, 2016, the new center officially
launched with the Grand Inauguration Banquet at
Tiger Hotel, which featured a Keynote Address by
John Carter, President of Nationwide Retirement
Plans.
The CSCD, led by directors Wayne Keene, Associate Teaching Professor, and N. Syam, Robert J.
Trulaske, Sr. Professor and Associate Professor of
Marketing, serves as a dynamic environment for
preparing future leaders in the sales profession by
enhancing educational, research, and professional opportunities for students and faculty at Mizzou.
Housed in the Department of Marketing under the
leadership of Murali Mantrala, Marketing Department Chair, the CSCD is built on a solid curriculum
with well-established programs for students.
Dr. Bruce Walker,
Dean Emeritus
John Carter, President
of Nationwide
Retirement Plans
Dr. Kenneth Evans
President, Lamar University
Inauguration Day
On September 23, 2016, The center held an
Academic Workshop with a panel of experts
from four universities:
 Joel Le Bon, Marketing Professor at the University
of Houston
 Dawn Deeter-Schmelz, Marketing Professor at
Kansas State University
 Howard Dover, Clinical Professor of Marketing at
University of Texas at Dallas
 Jason Garrett, Associate Dean at Bradley University
Industry Workshop with representatives from
the following partner companies: AT&T, E&J
Gallo, Enterprise, Huhtamaki and Toyota.
The event ended with a Keynote Address by
Bob Sanders, President & CEO of AXIOM Sales
Force Development, LLC Titled: “The Future of
Sales Force Development”.
To our alumni, industry partners and academic
colleagues,
On September 22 and 23rd, 2016, we celebrated the outstanding alumni who laid the foundation and gave life to the Mizzou brand of
sales--- not transactions for the sake of personal
enrichment, but rather deeply held relationships with the goal of solving problems and developing the best in others.
We welcomed our campus partners and faculty who saw the opportunity to join, as ONE Mizzou, in this endeavor to further the mission and
vision of the State’s Flagship University.
We welcomed our industry partners who value
the talent and drive of our students as well as
desiring to team with our outstanding faculty to
generate and disseminate knowledge.
We welcomed our colleagues from Universities
who, like Mizzou, desire to elevate the sales
profession and the pursuit of knowledge in the
discipline.
This endeavor has always been about teamwork and developing the best in each other.
On behalf of the Chair of the Marketing Department, Murali Mantrala and my fellow CSCD
Director, Niladri Syam, I thank everyone for their
contributions to this point and look excitingly to
the transformative opportunities that lay before
us.
Wayne Keene,
Director, Center for Sales and Customer Development
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SUMMER TRAVELS—We keep Looking to the East!
Shaoming Zou served as a keynote speaker at
the 2016 China University Marketing Research Association Annual Conference, at Nankai University, Tianjin, China, in July 2016. Shaoming also
gave a keynote presentation at The Third Annual
Forum on Cross-National Business Management
at Xinjiang University of Finance and Economics,
Xinjiang, China, in June 2016.
Mantrala with the head of cutting-edge robotics
company at Dongguan Industrial Park, China, in
June 2016.
SPECIAL EVENTS
SHELTER INSURANCE PRESENTATION
On February 19, 2016, Srinath Gopalakrishna,
Andrew Crecelius and Ashutosh Patil presented
“Drivers of Prospecting and Conversion Effectiveness in New Customer Acquisition” to executives
with Shelter Insurance.
Below, Murali Mantrala with the Dean and faculty
of GDUFE Guangzhou, China, prior to a series of
marketing lectures in June 2016.
For several years now, the Marketing Department
has had a strong, active, ongoing collaboration
with Shelter Insurance that has generated tremendous benefits for faculty and doctoral student research. Shelter has also been an impressive and proactive collaborator in the classroom,
especially with Undergraduate Sales Management projects that involve access to data and
with giving our students the opportunity to work
on real business problems.
In attendance at this presentation were Frank
Thompson, Vice President of Marketing; Anna
Hargis, Advertising Director; and Trent Gaines,
Manager for Agency Development.
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PhD CORNER
CURRENT PHD STUDENTS
Bitty Balducci
Li Chen
Yiwen Chen
Josh Egbuka
Stephen Hampton
Omid Kamran-Disfani
Justin Lawrence
Yeji Lim
Sunil Singh
AWARDS
Vamsi Kanuri’s dissertation (Advisor: Murali
Mantrala) was runner-up for the 2016 Best Dissertation Award of the Academy of Marketing Science in May 2016.
PLACEMENTS
Andrew Crecelius (Advisor: Srinath Gopalakrishna) appointed to a tenure-track assistant professor of marketing position at the University of
Alabama at Birmingham beginning in Fall 2016.
Fengxia (Sandy) Zhu (Advisor: Shaoming Zou)
appointed at Cleveland State University as a
tenure-track assistant professor of marketing in
Fall 2016.
Sunil Singh (Advisor: Detelina Marinova) has
now formally accepted a tenure-track Assistant
Professor of Marketing position at the University
of Nebraska-Lincoln, starting in Fall 2017.
Omid Kamran-Disfani at AMA Sheth Foundation Doctoral Consortium in Photo with Marketing Gurus Philip Kotler and Jagdish Sheth.
Hearty congratulations to all of our PhD Students who were placed this year. This keeps up
the fine record of doctoral student placements
by the Marketing department over the last dozen years!
-Murali Mantrala, Marketing Chair
Celebrating Andrew Crecelius’ successful
Dissertation Defense with fellow PhD Students,
Omid Kamran-Disfani, Justin Lawrence,
Yeji Lim, and Dr. Srinath Gopalakrishna.
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SALES EXCELLENCE PROGRAM
Led by Professor Wayne Keene
INDUSTRY/ACADEMIC
COLLABORATIONS
Spring 2016 Sales Excellence
Recipients’ Photos with Guest Speaker
John Carter
Jared Day
Allison Yoakum
December 2015 Enterprise Sales Role
Play Case Competition in
Marketing 4410 Personal Selling
Winning Team
Inaugural University of Toledo
Invitational Sales Competition
Halie Hart
Shayna Painter
Breon Woods
Wayne Keene’s Team
Redish Raguthu & Alexa Mowbray
February 2016
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INDUSTRY/ACADEMIC
COLLABORATIONS
HOW’RE WE DOING?
ERIC FANG PROFESSOR OF BUSINESS ADMINISTRATION
AND JAMES F. TOWEY FACULTY FELLOW - COLLEGE
OF BUSINESS AT I LLINOIS
Spring 2016 Enterprise Role Play
Competition Winning Team
Dear Murali:
How have you been recently?
I just got my Full Professor approval with an Endowed Professorship earlier this week. Let me
take this opportunity to thank you for your and
other Mizzou colleagues’ help when I was
there. I have always treated Mizzou as my academic home!
I will take a one-year leave to Hong Kong starting this July. Let me know if you want to visit that
part of the world.
Best, Eric
HAPPY BIRTHDAY DR. MANTRALA!
Spring 2016 Target Case Competition
Participants
Led by Retail Marketing 4250
Professors Don Meyer & Katie Essing
Spring 2016 Target Case Competition
Winning Team
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ADVISORY BOARD NEWS
CURRENT ADVISORY BOARD MEMBERS
John Abshear—Energizer Holdings, Inc.
Shalyce Adamson—American Century Inv.
Tiffany Alexander—Nestle Purina NA
Cathy Atkins—Inside Columbia Magazine
Mike Baker—Advantage Waypoint
Jeff Brandt—Brandt's Ace Hardware
John Brase—Procter & Gamble
Gary Coles—Trulaske College of Business
Katie Essing—Downtown Community Improvement
District, known as “The District”
Jaret Gordon—AstraZeneca
Brian Hansen—Tandem Diabetes Care
Mark Johnson—Valassis Sales & Marketing Svcs, Inc.
Mark Kiehl—AT&T Business Solutions
Sarah Kiehl—Spectrum Brands
Kurt Lindsey—Hormel Foods Sales, LLC.
Luke Manier—Rockwell Automation
Ryan McMasters—Cushman & Wakefield
Lisa Montgomery—Mizzou Bookstore
Stacey Osborn—Royal Canin
Ben Reiling—Coca-Cola North America
Kemyell Rieves—Procter & Gamble
Sarah Royalty Tredo—Takeda Pharmaceuticals
Eric Schupp—Amgen
Jared Spader—AgCall Inc.
Kemp Strickler—Hallmark Cards, Inc.
David Thomas—Shelter Insurance Companies
Tom Wells, Jr.—Leggett & Platt
Wade Wheeler—State Farm Insurance
Mary Wilkerson—Central Bank
Department of Marketing
402 Cornell Hall
Columbia, Missouri 65211
573-884-7799
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