Download Steven H. Dahlquist Department of Marketing The Eli Broad College

Steven H. Dahlquist
Department of Marketing
The Eli Broad College of Business
The Eli Broad Graduate School of Management
Michigan State University
East Lansing, MI 48824
Email: [email protected]
Phone: (616) 916-1302
Fax: (517) 432-1112
EDUCATION
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Doctor of Philosophy
Michigan State University, May 2012
Concentration: Marketing Strategy
Minor: International Marketing
Master of Business Administration
Southern Methodist University
Cox School of Business
Bachelor of Science
United States Naval Academy
Major: Systems Engineering
Dissertation
Title:
Essays on Value Maximizing and Claiming Behavior in Industrial Interfirm
Governance Structures
Abstract:
Complex interfirm governance structures are of growing importance to industrial marketers
because they reflect increasing global competition among suppliers and enhanced efforts by
industrial buyers to gain competitive advantages. These structures often result in an upstream
supplier working directly with an intermediate firm, while concurrently marketing and investing
in value maximizing initiatives with the intermediate firm’s downstream customer. Marketing
strategy research in this triadic context is of growing interest because it provides a more in depth
view of the complexities of industrial supply chains and potentially provides a more complete
analysis of interfirm behavior. Essay one empirically investigates the value maximizing and
value claiming implications of a supplier’s marketing allocations between direct and downstream
customers, as well as the moderating factors affecting the outcomes of the allocation decision.
Essay two investigates the direct and moderating factors affecting the intermediate firm’s
governance response in the form of exploitation and/or countering vis-à-vis the upstream
supplier’s marketing initiatives. Both essays use a multi-method two-study approach to test
hypotheses and investigate causal mechanisms.
Committee: Dr. David A. Griffith (Chairman), Dr. Roger J. Calantone, Dr. Cornelia Droge,
and Dr. Tobias Schoenherr
RESEARCH
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Research Interests
Interfirm Relationships and Governance Behavior
Extensive experience as a sales and marketing executive in technology driven global industrial
markets resulted in a keen interest in the study of interfirm relationships. Marketing strategy
literature is rich in business-to-business research, however increasing globalization and
technology advancement continues to present new challenges and opportunities for industrial
marketers and firms. Firms and managers respond to these challenges with innovative marketing
strategies and tactics in key activities such as sales and sales management, global account
management, value creation and claiming, and interfirm collaboration. The strategic marketing
behavior of firms and managers in a global market context is thus a primary research interest.
Implications of Global Sustainability Trends in Strategic Marketing
Growing global social awareness and support for higher levels of sustainable behavior, as well as
the rapid expansion of sustainability-focused institutions, places new and increasing demands on
firms to implement marketing strategies that embrace the precepts of sustainability. Marketing
strategy literature has extensively considered environmental marketing and corporate social
responsibility; however increasing globalization of the sustainability agenda offers new
challenges (e.g., evolving product standards such as LEED, renewable content, and zero waste)
to strategic marketers, leading to new implications for firm behavior and marketing strategy.
Working Papers
Steven H. Dahlquist and David A. Griffith, “Determinants of Collaboration Intensity in Interfirm
Relationships.”
Status: Preliminary draft complete, data collection Spring 2012
Target: Journal of Marketing (To be submitted Spring 2013)
Steven H. Dahlquist, “Sustaining the Resource Stream: Effects of an Emerging Implicit Contract
Between Sellers and Buyers on Product Disposition.”
Status: Preliminary draft complete
Target: Journal of Public Policy and Marketing (To be submitted Fall 2012)
Kolev, Kalin D., G. Tomas M. Hult, Hayri E. Ozkaya, Sonia A. Manjeshwar, Chitra Srivastava,
Steven H. Dahlquist, Jing Zhao, “The Role of Hierarchical Linear Modeling in Strategic
Management Research: A Critical Review and Analysis.”
Status: In revision
Target: Organizational Research Methods (To be submitted Fall 2012)
Academic Awards
2011 Institute for the Study of Business Markets (ISBM) Business Marketing Doctoral Fellow,
Smeal College of Business, Penn State University
Conference and Symposium Presentations
2010 Academy of International Business (AIB) Annual Conference, Panel Session on Global
Marketing Partnerships and Strategies for Competitive Differentiation, “Determinants of
Collaboration Effectiveness in International Interfirm Relationships”
28th Annual Doctoral Symposium (2010), C.T. Bauer College of Business Administration,
University of Houston, “Complementary and Combinative Relationships: Asset Investments and
Governance Mechanisms in Interfirm Alliances”
41st Annual Haring Symposium for Doctoral Research (2011), Kelley School of Business,
Indiana University, “Value Maximizing and Claiming Behavior in Complex Industrial Interfirm
Governance Structures”
TEACHING AND SERVICE
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Teaching
Adjunct Professor, Grand Valley State University (2007-2008): Marketing Management, Sports
Marketing, New Product Development, Internet Marketing – M.B.A. Seminar
Instructor of Record, Michigan State University (2009-2012): Quantitative Business Research,
International Marketing Management, International Business, Marketing Management – Masters
in Marketing Research (MSMR)
Service
Case Study Competition Judge – International Business Organization (MSU), 2010
Volunteer Manuscript Reviewer – Academy of International Business Conference, 2011
Volunteer Manuscript Reviewer – Academy of Marketing Science Conference, 2011
Volunteer Manuscript Reviewer – Journal of International Marketing, Special Issue, 2012
Volunteer Manuscript Reviewer – American Marketing Association, Summer Educator’s
Conference, 2012
Association Memberships
American Marketing Association
Academy of International Business
United States Naval Academy Alumni Association, Blue and Gold Officer
Southern Methodist University, Cox School of Business Alumni Association
PROFESSIONAL EXPERIENCE
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Executive Vice President of Sales, Mannesmann Rexroth Corporation, Chicago, IL and
Düsseldorf, Germany – Responsible for the sales and marketing activities of six business units
associated with the manufacture and delivery of motion control/automation equipment for use in
industrial manufacturing in the United States, Mexico, and Canada. Member of the executive
management board.
General Manager and Division President, Culligan International Corporation, Northbrook,
IL – Responsible for sales and marketing, product development, design and application
engineering, and service functions associated with the manufacture and delivery of commercial,
industrial, and municipal water treatment systems to private and government entities in the
Americas. Member of the Mergers and Acquisitions Team and the Initial Public Offering (IPO)
Team.
Vice President of Sales and Marketing, Del/Villa Medical Systems, Chicago, IL and Milan,
Italy – Responsible for global sales and marketing activities associated with the manufacture and
delivery of radiographic medical equipment to private and government entities in industrialized
and developing markets including Russia, China, Italy, France, Spain, Mexico, Vietnam, Brazil,
Canada, and the United States.
North America Sales Manager, Memtec Limited, Timonium, MD and New South Wales,
Australia – Responsible for sales and marketing, design and applications engineering functions
associated with the manufacture and delivery of fluid treatment systems to critical process
industrial manufacturers (e.g., semiconductors, food and beverage, automotive, and
pharmaceutical) in the United States and Canada.
Account Manager, British Oxygen Corporation, Murray Hill, NJ – Responsible for customer
relationship management and sales of high purity gases and chemicals at semiconductor
manufacturers (e.g., Texas Instruments and Hitachi) in north Texas.
Surface Warfare Officer, United States Navy, Washington D.C. – Main Propulsion Division
Officer and Combat Information Center Division Officer, U.S.S. Oldendorf (DD972); Flag
Lieutenant and Aide, Commander Naval Base Pearl Harbor. Awarded the Sea Service Ribbon
(Cold War Operations in the Pacific Ocean, South China Sea, Sea of Japan, Indian Ocean, and
Persian Gulf), the Navy Achievement Medal, and the Navy Commendation Medal.
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