Download WESLEY J. JOHNSTON Department of Marketing 215 Camden

WESLEY J. JOHNSTON
Department of Marketing
J. Mack Robinson College of Business
Georgia State University
Atlanta, Georgia 30303-3083
(404) 651-2740
215 Camden Road, N.E.
Atlanta, Georgia 30309
(404) 352-6908
EDUCATION
Ph.D. Business Administration, University of Pittsburgh, 1979
Major - Behavioral Marketing
Minor - Social Psychology
Dissertation Title: Communication Networks and Influence Patterns in Industrial
Buying Behavior
M.B.A. Business Administration, University of Pittsburgh, 1975
M.A.
Counseling Psychology, Ball State University, 1972
B.A.
Economics, University of Pittsburgh, 1967
EMPLOYMENT
CBIM Roundtable Professor of Marketing, J. Mack Robinson College of Business, 1999-present
Director, Center for Business and Industrial Marketing, 1994-present
Professor, J. Mack Robinson College of Business, Georgia State University, 1991 - present.
Associate Professor, University of Southern California, 1986 - 1991.
Associate Professor, The Ohio State University, 1984 - 1986.
Assistant Professor, The Ohio State University, 1978 - 1984.
Industrial Internship, Cargill, Inc. Minneapolis, Minnesota, Summer 1977.
Graduate Research Assistant, The University of Pittsburgh, 1975 - 1978.
Commissioned Officer, United States Air Force, 1968 - 1974.
HONORS AND AWARDS
Who’s Who in the World
Who's Who In American Education
International Who's Who of Intellectuals
Who's Who in Advertising
Who's Who in Sales and Marketing
Best Researchers in Marketing (Marketing Educator 1997)
Faculty Recognition Award for Distinguished Contributions in Research (GSU CBA 1996)
Phi Beta Delta Honor Society for International Scholars (1995)
Presidential Fellow, American Graduate School of International Management, Winterim 1990.
Marketing Professor of the Year, American Marketing Association, The Ohio State University, 1986
Fellow, National Center for Export/Import Studies (1984-1988)
Finalist, Pace Setter Professor of the Year (Teaching Award), College of Administrative Science,
The Ohio State University (1983)
Faculty of Marketing, Pace Setter Research Professor of the Year, College of Administrative
Science, The Ohio State University (1982)
First Place Award, American Marketing Association Doctoral Dissertation Competition (1979)
Summer Fellow, Center for Creative Leadership (1977)
Dean's List Graduate MBA (Top 10% of Class) (1975)
Beta Gamma Sigma National Honorary Business Fraternity (1975)
Pennsylvania State Senatorial Scholarship Recipient (1967)
EDITORSHIPS
Journal of Business and Industrial Marketing (1993-Present)
VISITING PROFESSORSHIPS
Docent, Oulu University of Technology, Finland 1998-present
Helsinki School of Economics and Business Administration, International Center, Finland
Ljubljana University, International Center for Promotion of Enterprises, Slovenia
Dalian University of Technology, National Center for Industrial Science and Technology, China
University of Western Sydney, Nepean, Australia
Korea University, Seoul Korea
HELP Institute, Kuala Lumpur, Malaysia
Cairo University, Egypt
Wesley J. Johnston
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PUBLICATIONS
Articles
“Measurement Equivalence and Applicability of Core Marketing Concepts Across Nigerian, Kenyan, Japanese and
U.S. Firms: An Optimal Scaling Approach,” (forthcoming), Journal of Business and Industrial Marketing, with
Kofie Q. Dadzie, Boonghee Yoo, and Thomas G. Brashear.
“How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices,” (2002),
Journal of Marketing, 66, (3), (July), pp. 33-46, with Nicole E. Coviello, Roderick J. Brodie, and Peter J. Danaher.
“Measuring Network Competence: Some International Evidence,” (2002), Journal of Business & Industrial
Marketing, 17, (2/3), pp. 119-138, with Thomas Ritter and Ian Wilkinson. (Special issue: Business marketing in the
decade ahead: the key challenges we face)
“Learning to Improvise, Improvising to Learn: A Process of Responding to Complex Environments,” (2002),
Journal of Business Research, 55, (2), (February), pp. 141-148, with Cristian Chelariu and Louise Young. (Special
issue: Marketing Theory in the Next Millennium)
“Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-business Setting,” (2001),
Industrial Marketing Management, 30, (4), (May), pp. 353-364, with Fred A. Jacobs and Natalia Kotchetova.
(Special issue: Customer value in Business Markets)
“Beyond the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management,” (2001),
Industrial Marketing Management, 30, (2), (February), pp. 199-206, with Aberdeen Leila Borders and Edward E.
Rigdon. (Special issue: Partnering with Resellers in Business Markets)
“Electronically Wiring the Network: Efficient Consumer Response (ECR), Electronic Data Exchange (EDI) and
Interdependence,” (2000), Advances in Competitiveness Research, 8, (1), pp. 100-109, with Aberdeen Leila Borders.
“The Impact of Downsizing and Restructuring on Competitiveness,” (2000), Competitiveness Review, 10, (1), pp.
45-56, with Jeffrey E. Lewin.
“Theory Testing Using Case Studies in Business-to-business Research,” (1999), Industrial Marketing Management,
28, (3), (May), pp.201-214, with Mark P. Leach and Annie H. Liu. (Lead article in special issue: Researching
Business and High Technology Marketing)
“International Industrial Marketing Interactions: Dyadic and Network Perspectives,” (1999), Journal of Business
Research, 46, (3), (November), pp.259-272, with Jeffrey E. Lewin and Robert E. Spekman. (Special issue:
Relationship Marketing)
“The Selection and Organization of National Accounts: A North American Perspective,” (1999), 14, (4), pp. 264275, with James Boles and Alston Gardner. (Lead article in special issue: Key account management)
"Evaluations, Attributions, Expectations and Sales Manager Behavior," (1999), Journal of Marketing Management,
Winter, pp. 91-105, with Steve Henson and Felicia Morgan.
“Influence in the Organizational Buying Center and Logistics Automation Technology Adoption, (1999), 14, (5/60,
pp. 433-444, with Kofi Q. Dadzie, Evelyn W. Dadzie, and Boonghee Yoo. (Special issue: Logistics and supply chain
management: toward distribution fluidity)
"The Industrial Marketing Strategist in the New Millennium," (1998), Thexis, 15, (4), pp. 12-14, with Leila Borders.
"A Multi-Method Examination of Buyer-Seller Interaction Among Japanese and American Businesspeople," 1998),
Journal of International Marketing, 6, (1), pp. 8-32, with Michael A. Kamins and John L. Graham. (Lead article)
"Partnership versus Typical Relationships between Wood Products Distributors and Their Manufacturer Suppliers,”
(1998), Forest Products Journal, 48, March, pp. 27-35, with Richard Vlosky and others.
Wesley J. Johnston
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"Relationship Marketing Theory in Practice: A Case Study," (1997), Journal of Business Research, 39, (1), pp. 2331, with Jeffrey E. Lewin.
"Toward a Model of Business-to-Business Communications Effects," (1997), Industrial Marketing Management, 26,
(1), pp. 15-29, with David I. Gilliland.
"Advances in Industrial Marketing Theory and Research from the Journal of Business and Industrial Marketing,"
(1997), Journal of Business Research, 38, (3), pp. 199-210, with Jeffrey E. Lewin.
"International Salesforce Management: A Relationship Perspective," (1997), Journal of Business and Industrial
Marketing, 12, (3/4), pp. 232-247, with Jeffrey E. Lewin. Selected for honorable mention in article of the year
voting.
"Organizational Buying Behavior: Toward an Integrative Framework," (1996), Journal of Business Research, 35,
(1), pp. 1-15, with Jeffrey E. Lewin.
"The Effects of Organizational Restructuring on Industrial Buying Behavior: 1990 and Beyond," (1996), Journal of
Business and Industrial Marketing, 11, (6), pp. 93-111, with Jeffrey E. Lewin.
"Business and Industrial Marketing: Past, Present, and Future," (1996), Journal of business and Industrial Marketing,
11, (1), pp. 7-16, with Jeffrey E. Lewin.
"An Empirical Investigation of the Formation and Implications of the Organizational Buyer's Strategies and Tactical
Roles," (1995) Journal of Business-to-Business Marketing, 2, (4), pp. 37-64, with Robert E. Spekman and David W.
Stewart.
"Using the Looking Glass at the International Center for Public Enterprise in Slovenia: Implications for Teaching
Interpersonal Skills and Introducing International Business Concepts," (1995), Journal of Teaching International
Business, 7, (2), pp. 61-76, with John R. Ronchetto, Jr.
"Business-to-Business Advertising: What are the Dimensions of an Effective Print Ad?" (1995), Industrial
Marketing Management, 24, 5, (October), pp. 369-378, with Ritu Lohtia and Linda Aab.
“Business-to-Business Selling and Sales Force Management,” (1994), Advances in Business Marketing and
Purchasing, Woodside (ed.), JAI Press Inc., Volume 6, pp. 185-220, with James Boles.
"Performance, Attribution and Expectancy Linkages in Personal Selling," (1994), Journal of Marketing (October),
pp. 68-81, with Keysuk Kim.
"The Dynamics of Long-Term Business-to-Business Relationships," (1994), Journal of the Academy of Marketing
Science, Volume 22, (2), pp. 130-145, with Pratibha Dabholkar and Amy Cathey. Selected as runner up for
article of the year.
"Creating an Effective Advertisement for the China Market: Analysis and Advice," (1994), Journal of Global
Marketing Volume 8, Number 2, pp. 7-29, with Ritu Lohtia and Linda Aab.
"Innovative Automation Technology in Corporate Warehousing Logistics," (1991) Journal of Business Logistics, 12,
pp. 63-82 with Kofi Q. Dadzie.
"Industrial Buying Behavior: Japan versus the U.S." (1988), Japanese Marketing Association Japan Marketing
Journal, 8 (December), pp. 51-62.
"Industrial Buying Behavior: Where We Are and Where We Need to Go" (1987), Research in Consumer Behavior,
Volume II, pp. 83-111, with Robert E. Spekman.
"Reacting to a Textile and Apparel Trade Enforcement Act" (1987), International Marketing Review, (Spring), pp.
42-51, with Heon D. Yoon.
"End-User Consulting Services for the Robotics Industry" (1987), Journal of High Technology Marketing Research
(Spring), pp. 44-51, with Frank Skinner.
Wesley J. Johnston
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"Relationship Management: Managing the Selling and the Buying Interface" (1986), Journal of Business Research
(14), pp. 519-532, with Robert E. Spekman.
"Selling and Buying Centers: Formulating Strategic Exchange Patterns" (1985), Journal of Personal Selling and
Sales Management (May), pp. 33-40, with Michael D. Hutt and John R. Ronchetto.
"Export Attitudes of Industrial Manufacturers" (1985), Industrial Marketing Management (14), pp. 123-132, with
Michael R. Czinkota.
"Skill Requirements in Physical Distribution Management Career-Path Development" (1984), Journal of Business
Logistics (5), 2, pp. 65-84, with Kofie Q. Dadzie.
"Evaluating the Newer Salesperson" (1983), Industrial Marketing Management (12), pp. 193-199, with Michael
Shields.
"Exporting: Does Sales Volume Make a Difference?" (1983), Journal of International Business Studies
(Spring/Summer), pp. 147-153, with Michael R. Czinkota.
"Industrial Buying Behavior: A Need for an Integrative Approach" (1982), Journal of Business Research (10), pp.
135-146, with Robert E. Spekman.
"Purchase Process for Capital Equipment and Services" (1981), Industrial Marketing Management (October), pp.
253-264, with Thomas V. Bonoma.
"The Buying Center: Structure and Interaction Patterns" (1981), Journal of Marketing (Summer), pp. 143-157, with
Thomas V. Bonoma. Reprinted in Readings in Consumer Behavior: Individuals, Groups and Organizations (2nd ed.,
Wallendorf and Zaltman, eds.), Dryden Press.
"Industrial Buying Behavior: A State of the Art Review" (1981), Review of Marketing (2), pp. 75-89.
"Industrial Sales Force Selection: Current Knowledge and Needed Research" (1981), Journal of Personal Selling
and Sales Management (Summer/Fall), pp. 49-57, with Martha Cooper.
"Analyzing the Industrial Sales Forces Selection Process" (1981), Industrial Marketing Management (April), pp.
139-147, with Martha Cooper.
"Segmenting U.S. Firms for Export Development" (1981), Journal of Business Research (9), pp. 353-365, with
Michael R. Czinkota.
"Decision Making Under Uncertainty: A Direct Measurement Approach" (1979), Journal of Consumer Research
(6), pp. 177-191, with Thomas V. Bonoma.
"Locus of Control, Trust and Decision Making" (1979), Decision Sciences (10), pp. 39-56, with Thomas V.
Bonoma.
"The Social Psychology of Industrial Buying and Selling" (1978), Industrial Marketing Management (7), pp. 62-84,
with Thomas V. Bonoma.
"Marketing: The Social Psychology of Conflict, Power and Influence" (1978), American Behavioral Scientist (21),
pp. 515-534.
"Lateral Influences and Vertical Authority in Organizational Buying" (1977), Industrial Marketing Management (6),
pp. 451-462, with Daniel Robey.
Books and Monographs
Managing Salespeople: A Relationship Approach, (1998), Cincinnati, OH: South-Western College Publishing, with
Robert E. Hite.
Cases in Marketing Management: Issues for the 1990s (1992), Englewood Cliffs, N.J.: Prentice-Hall, Inc. with
Wesley J. Johnston
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Charles L. Hinkle and Esther F. Lanigan.
1990 AMA Winter Educators' Conference Proceedings: Marketing Theory and Applications (1990), Chicago:
American Marketing Association, (Editor with J. D. Lichtenstein, et. al.).
Purchasing in the 1990s: The Evolution of Procurement in Telecommunications (1990), Greenwich, Connecticut:
JAI Press (Editor), Volume 2 in Advances in Telecommunications Management.
Cases in Marketing Management and Strategy (1985), Hindsale, IL: Dryden Press, with Roger D. Blackwell and W.
Wayne Talarzyk.
Patterns in Industrial Buying Behavior (1981), New York: Praeger Publishers.
Industrial Buying Behavior (1977), Cambridge, MA: Marketing Science Institute, with Thomas V. Bonoma and
Gerald Zaltman.
Chapters in Books
“eCRM in Business-to-business Buyer-Seller Relationships,” (forthcoming) in Electronic Marketing, edited by Tapio
Seppio, JAI Press Inc., with Harriett Bettis-Outland.
"LCF International (A) & (B)" (1996) in Advances in Business Marketing and Purchasing, Volume 7, JAI Press Inc.,
Arch Woodside (ed.), pp. 65-88 & 89-112, with Jeffrey Lewin.
"Industrial Buying Behavior in the People's Republic of China: The Yin and Yang of Selling to a Centrally Planned
Economy," in Technology Transfer and International Issues, Oxford University Press, Tamir Agmon and Mary Ann
Von Glinow (eds.) (1991).
"Procurement and Marketing Strategies for Telecommunications in the U.S. and Japan: An Interactive Exchange
Model Perspective," in Purchasing in the 1990s: The Evolution of Procurement in Telecommunications, JAI Press,
W. J. Johnston (ed.) (1990), with Anastasia Adams.
"Protectionism and Marketing Strategies for U.S. Firms" (1989) in Corporate Business Decisions and Changing
Trade Policies, Oxford Press, C. Heckman and T. Agmon (eds.)
"Bargaining Negotiations, and Personal Selling" (1987), Handbook of Economic Psychology, van Raiij (ed.), with
W. C. Benton.
"Managing Export Development Between Industrialized and Developing Countries" (1986), in Managing Export
Entry and Expansion: Concepts and Practice, Reed and Rosson (eds.), with David Ford and others.
"Markets of North America: An Analysis of Opportunities for Latin American Tourism Development" (1983), U.S. Latin American Export Development, Czinkota (ed.), Praeger Publishers, New York.
"Managerial Motivations as Determinants of Industrial Export Behavior" (1982), Chapter 2 in Export Management,
Czinkota and Tesar (eds.), New York: Praeger Publishers, with Michael R. Czinkota.
"Leaders and Followers" (1981), Chapter 9 in Psychology for Management, T.V. Bonoma and G. Zaltman, Boston:
Kent Publishing Company, pp. 182-210, with T. V. Bonoma.
"Leaders and Followers"(1979), Chapter 2 in Management Principles for Nonprofit Agencies and Organizations, G.
Zaltman (ed.,), New York: AMACOM, American Management Association, pp. 38-70, with T. V. Bonoma.
"Consumer Motivation" (1979), Chapter 13 in Consumer Behavior: Basic Findings and Management Implications,
G. Zaltman and M. Wallendorf, New York: John Wiley and Sons, pp. 317-338, with G. Zaltman and M. Wallendorf.
"Consumer Needs" (1979), Chapter 14 in Consumer Behavior: Basic Findings and Management Implications, G.
Zaltman and M. Wallendorf, New York: John Wiley and Sons, pp. 339-355, with G. Zaltman and M. Wallendorf.
Wesley J. Johnston
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Proceedings Papers
“The Impact of E-Business Technological Innovations on Motivation and Performance of Strategic Alliances,
(2001), Proceedings of the AMA Marketing Educators Conference, Winter 2001, Chicago: American Marketing
Association, pp. 233.
“E*Business for Traditional Business-to-business Companies: A Case Example,” 17th Annual IMP Conference,
Interactions, Relationships and Networks: Strategic Dimensions, Norwegian School of Management BI, 9-11
September 2001, pp. 57-77, with Mohamed Eid, Tamer Mosli, and Ahmed al-Bakary.
“Measuring Network Competence: Some International Evidence,” 16th Annual IMP Conference, Interactions,
Relationships and Networks: Managerial Issues, University of Bath, 7-9 September2000, pp. 234-253, with Thomas
Ritter and Ian F. Wilkinson.
“Organizational Learning in Buying Centers: An Improvisation Perspective,” Proceedings of the AMA Marketing
Educators Conference, Summer 2000, Chicago: American Marketing Association, pp. 445.
“Using Case Studies for Theory Testing in Business-to-business Research: The Development of a More Rigorous
Case Study Methodology,” Getting Better at Sensemaking: Advances in Business Marketing and Purchasing, Arch
G. Woodside, editor, Stamford, Connecticut: JAI Press Inc., 2000.
“Evaluations, Expectations, and Behavioral Responses of Sales Managers,” 15 th Annual IMP Conference,
Interactions, Relationships and Networks: Learning from the Past, University of Dublin, 4-6 September 1999, pp.
345-3603, with Steve Henson and Hiram Barksdale, Jr.
“Electronically Wiring the Network: Efficient Consumer Response (ECR), Electronic Data Interchange (EDI), and
Interdependence,” Global Competitiveness, Proceedings of the American Society for Competitiveness, 7, (1), pp.
137-144, with Aberdeen Leila Borders.
“Is Strategic Account Management Working?” (1999), Sales & Field Force Automation, May, pp 1-4, with James
Boles and Alston Gardner.
“Innovation in Warehouse Automation,” 13th Annual IMP Conference , Interaction, Relationships and Networks in
Business Markets, Groupe ESC Lyon, 4-6 September 1997, pp. 71-92, with Kofie Q Dadzie and Boonghee Yoo.
“Models in Business-to-business Communications,” Seminar on Marketing Communications 4th International
Advertising Festival of the New Europe, pp. 30-37, with David I Gilliland.
“Innovation in Warehouse Automation,” in proceedings 13th International Conference on Industrial Marketing and
Purchasing (IMP), Interaction relationships and Networks in Business Markets, Vol 2, pp. 108-128, with Kofi
Dadzie.
“Models in Business-to-business Communications,” in proceedings of the Seminar on Marketing Communications at
the 4th International Advertising Festival of the New Europe, Golden Drum Forum, pp. 30-37, with David I.
Gilliland.
“Exchange as Process Engineering: The Governance of Midrange Exchange by Artful Contrivances and Skillful
Manipulation of Relationships,” (1996), in proceedings 12th International Conference on Industrial Marketing and
Purchasing (IMP), Vol. 1, pp. 81-106, with James R. Bardzil. To be reprinted in Relationships and Networks in
International Markets, eds. H.G. Gemunden, T. Ritter, and A. Walter, Elsivier Science Ltd.
“International Industrial Marketing Interactions,” (1996), in proceedings 1996 International Conference on
Relationship Marketing, Sheth and Sollner, (eds.), pp. 191-198, with Jeffrey E. Lewin and Robert Spekman.
“The Impact of Downsizing and Outsourcing on Organizational Competitiveness,” (1996), in proceedings Global
Competitiveness Conference, ed. Shaker A. Zahra, Indiana, PA: American Society for Competitiveness Annual
Conference, Vol 4 (1), pp. 332-338, with Jeffrey E. Lewin.
Wesley J. Johnston
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“Sales force Automation,” (1995), in Transfiguring the Sales force, Boles (ed.), pp. 1-22, Proceedings of the 1st
Annual CBIM/ISBM Workshop, with Jeffrey Lewin.
“The Telecommunications Industry and NAFTA: A Review of Implications,” (1995) in the Proceedings of the World
Marketing Congress, Vol. VII-I, pp. 5-14 to 5-22, with Thomas Brashear.
"Advertising Strategy for China," (1994), in Global Competitiveness, Kahalas et. al. (eds.) pp. 297-304, Proceedings
of the U.S. Competitiveness in the Global Marketplace, Volume 2, with Linda Aab and Ritu Lohtia.
"Interfirm Relational Exchange: The Role of Antecedents and Paradigms in Examining Relationship Quality,"
(1994), in Meeting the Challenges of New Frontiers, Biemans and Ghauri (eds.) pp. 10th IMP Annual Conference
with R. Edward Sibley.
"Telecommunications Procurement Strategies in the U.S. and Japan," (1994), in At the Crossroads: 79th Annual
International Purchasing Conference Proceeding, Sturz and Tracey, (eds.) pp. 338-346.
"An Attribution Model of Relationships in Selling Organizations," (1993) in Enhancing Knowledge Development in
Marketing, John A. Quelch, et. al. (eds.) pp. 135-137, AMA Conference Proceedings, with Steve Henson.
"Determinants of Organization Adoption of Innovative Warehousing Automation Technology," (1993) in Enhancing
Knowledge Development in Marketing, John A. Quelch et. al. (eds.) pp. 478-488, AMA Conference Proceedings,
with Kofi Q. Dadzie and Evelyn W. Dadzie.
"Advertising in the People's Republic of China: A Survey of Industrial Products Manufacturers," (1993) in Research
Development in International Marketing, Proceedings of the 9th International Marketing and Purchasing Conference,
University of Bath, Bath, U.K. with Louise Rose.
"Organizational Characteristics and the Adoption of Innovative Warehouse Automation Technologies," (1993) in
Development in Marketing Science, Vol. XVI, Proceedings of the Academy of Marketing Science, with Kofi Q.
Dadzie and Harash Sadchev.
"Linking Cognitive Styles, Teaching Methods and Educational Factors to Experiential Learning: A Decision Tree
Approach," (1993) in Management Development for Globalization, Proceedings of the Association for Business
Simulation and Experiential Learning, with John R. Ronchetto, Jr. Winner of the best experiential paper award.
"Developing Customer Relationship Strategies via an Analysis of Buying Center Network Locus of Influence and
Information Processing" (1990) in Research Developments in International Marketing, Proceedings of the 6th
International Marketing and Purchasing Conference, SDA Bocconi, Milan, Italy, with Thomas J. Page, Jr.
"Alternative Approach Strategies for Buyer-Seller Relations with the Peoples Republic of China" (1988), in
Research Developments in International Marketing, Proceedings of the 4th International Marketing and Purchasing
Conference, University of Manchester Institute of Science and Technology.
"Industrial Buying Behavior: Japan versus the U.S." (1986), Advances in Consumer Research Vol. XIV.
"Investigating the Salesperson Hiring Process" (1986), AMA Winter Educators' Proceedings, with Martha Cooper.
"Managing Interorganizational Marketing" (2985), in A Strategic Approach to Business Marketing, AMA
Proceedings Series, Spekman and Wilson (eds.), pp. 30-39, with Daniel H. McQuiston.
"Buyer-Seller Interactions in an Advanced-Technology Industry" (1984), Proceedings Research Developments in
International Marketing, University of Manchester Institute of Science and Technology, pp. 58-86, with Daniel H.
McQuiston.
"The Buying Center Concept: Fact or Fiction" (1984), Proceedings AMA Winter Educators' Conference, with Daniel
H. McQuiston.
“Buyer-Seller Relations for High-Technology Products: U.S. Export Strategies" (1984), Proceedings of the
International Seminar on Industrial Marketing, Stockholm School of Economics, with Michael R. Czinkota.
Wesley J. Johnston
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"The Effect of Power Differences on the Outcome of Consumer Bargaining Situations" (1983), Advances in
Consumer Research (10), Thomas Kinnear (ed.), with Thomas V. Bonoma.
"Communication as a Surrogate for Influence Between Buyers and Sellers" (1983), Division 23 American
Psychological Association Proceedings, Michael Mazis (ed.).
"The Industrial Sales Force's Response to a Changing Environment" (1982), in Issues in Industrial Marketing,
Wilson and Spekman (eds.), Chicago: AMA, pp. 56-68.
"Dyadic Communication Patterns in Industrial Buying Behavior" (1981), in Buyer-Seller Interactions: Empirical
Research and Normative Issues, Reingen and Woodside (eds.), Chicago: AMA, pp. 11-22.
"Time and Consumer Behavior" (1980), in Advances in Consumer Research, 7, Jerry Olsen (ed.).
"Sales force Attributions for Success and Failure" (1980), Proceedings AMA Educator's Conference, Bagozzi et. al.
(ed.), Chicago: AMA, pp. 252-255, with Thomas J. Page, Jr.
"An Investigation of Attributions in Industrial Selling" (1980), in Division 23 American Psychological Association
Proceedings, Sheth (ed.,), with Thomas J. Page, Jr.
"Prototypical Power Systems: A Social Psychological Approach to Industrial Marketing" (1978), Proceedings AMA
Educators' Conference, Jain (ed.), Chicago: AMA, pp. 102-106, with Thomas V. Bonoma.
"Consumer Decisions from a Subjective Expected Utility (SEU) Viewpoint" (1978), Division 23 American
Psychological Association Proceedings, with Thomas V. Bonoma.
"Reconceptualizing Industrial Buying Behavior: Toward Improved Research Approaches" (1977), Proceedings
AMA Educators' Conference, Greenberg and Bellenger (eds.), Chicago: AMA, with Thomas V. Bonoma.
SPONSORED RESEARCH
Global Customer Management: A Study of Contingency Effects. Funding: Robinson College of Business, Georgia
State University, Summer 2002
How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices. Funding:
Robinson College of Business, Georgia State University, Summer 2001
Measuring Network Competence: Some International Evidence. Funding: Robinson College of Business, Georgia
State University, Summer 2000
The Selection and Organization of National Accounts: A North American Perspective. Funding: Robinson College
of Business, Georgia State University, Summer 1999
Evaluations, Expectations, and Behavioral Responses of Sales Managers. Funding: Robinson College of Business,
Georgia State University, Summer 1998
The Effects of Organizational restructuring on Industrial Buying Behavior. Funding: College of Business
Administration Georgia State University, Summer 1997.
Correlates of Adoption and Diffusion of Innovative warehousing Automation (IWA); Marketing Implications.
Funding: College of Business Administration Georgia State University, Summer 1996.
Transitioning Major Technological Changes: Going Digital. Funding: Lanier Worldwide Inc., 1996.
Strategic Account Management: Approaches and Metrics Funding: Target Marketing Systems, 1996.
A Multi-Method Examination of Buyer-Seller Interactions among Japanese and American Business People. Funding:
College of Business Administration Georgia State University, Summer 1995.
Performance, Attribution and Expectancy Linkages in Sales force Cognition. Funding: College of Business Wesley J.
Johnston
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Administration, Georgia State University, Summer 1994.
Advertising in the People's Republic of China. Funding: College of Business Administration, Georgia State
University, Summer 1993.
Multiple Opponent Bargaining: Moving Away from Bilateral Monopoly Research. Funding: School of Business
Administration, University of Southern California, Summer 1988.
Assessing the Effectiveness of Industrial Print Advertising in the Peoples Republic of China. Funding: International
Business Education and Research program, University of Southern California, 1987 - 1988.
Buyer-Seller Dyads between Developed and Developing Countries (8 country research project). Funding: OSU Seed
Money Grant; National Center for Export/Import Studies, 1984 - 1985.
Central Ohio Marketing Plan, Discover Columbus Campaign. Funding: Central Ohio Marketing Council; Ohio State
University, 1984 - 1985.
Changing Realtors Behavior for Affirmative Action. Funding: Housing and Urban Development (HUD); Columbus
Board of Realtors, 1983 - 1984.
The Industrial Sales Force Selection Process. Funding: Ohio State University, 1982: 1979 - 1980.
Deans Research Professorship: Communication Networks and Influence Patterns in the Purchase of Raw Materials.
Funding: Ohio State University, 1979 - 1980.
OTHER RESEARCH AND WORKING PAPERS
"A new Typology of Strategic Alliances,” under review at the Journal of Marketing, with Tian “Frank” Xie.
PRESENTATIONS
“Establishing a Research Center (Center for Business and Industrial Marketing) and the Benefits”, (June 2002),
Emory University, American Marketing Association, Doctoral Consortium, Atlanta, Georgia
“Relationship Marketing: Who’s on First?” (June 1996), Emory University, 3rd Relationship Marketing Conference,
Atlanta, Georgia.
“Maximizing Publication Success: A Conversation with the Gatekeepers,” (November 1995), Georgia State
University, Atlanta, Georgia.
“Publishing in the Organizational Sciences,” (January 1995), Georgia State University, Atlanta, Georgia.
"Examining Buyer-Seller Interactions through Negotiation," (November 1994), University of Illinois, UrbanaCampaign, Illinois.
"Managing Customer Value," (November 1994, October 1995), Brazilian Business Group, Georgia Seminar,
Georgia State University, Atlanta, Georgia.
"Promotional Strategies for Marketing a Country in the Global Economy," (January, June, November 1994), Atlanta
Management Institute, Atlanta Georgia.
“Business-to-Business Bargaining with the Japanese: U.S. Buyers and Sellers Can Both Do Better,” (June 1992),
Emory University Relationship Marketing Conference, Atlanta, Georgia.
"Marketing and Advertising Strategies for the People's Republic of China," (March 1989, 1990), Asia/Pacific
conference, University of Southern California, Los Angeles.
"Investment Strategies for Korean Firms under an Appreciating Won" (July 1988), Korean Trade Association
(KOTRA), Seoul Korea.
Wesley J. Johnston
Page 10
"Industrial Buying Behavior Models and Methodological Issues" (June 1988), Korean Young Marketing Scholars
Meeting, Korean Development Institute (KDI).
"Industrial Buying Behavior in Japan: Problems and Opportunities for U.S. Suppliers" (1986), TIMS XXVII, Gold
Coast, Australia, with Jagdish N. Sheth.
"Economic Development in the Peoples Republic of China and Opportunities for Korean Firms" (July 1985),
Chamber of Commerce and Industry, Seoul Korea.
"Buyer-Seller Interactions for Flexible Manufacturing Systems," The Factory of the Future, How It Works, and Why
Marketing Will Never Be the Same Again, The Chicago AMA and the IIT School of Business, Chicago, IL, March
24, 1984.
"Developing a Marketing Plan for a Major City," Midwestern Regional Conference of the American Society of
Public Administrators (ASPA), Columbus, OH, September 1984.
"New Methodologies for Operationalizing the buying Center," Special Session Panelist, Influence Flows Within the
Organizational Buying Center: Methodological Issues and Answers, American Marketing Association Educators'
Conference, Chicago, IL, August 1982.
"Industrial Marketing--The Sales Force Connection," American Marketing Association Faculty Consortium,
Columbus, OH, July 1982.
"Evaluating U.S. Export Promotion Policy," Academy of International Business, Toronto, OT, October 1982.
"Industrial Marketing Strategy Based Upon Buying Center Composition," TIMS/ORSA Conference, Toronto,
Ontario, 1981.
"Size of a Firm as a Determinant of Exporting Attitudes and Activities," Academy of International Business,
Washington, D.C., 1980.
"Communication Networks in Industrial Buying Behavior," TIMS International Conference, Honolulu, HI, 1979.
Wesley J. Johnston
Page 11
PROFESSIONAL ORGANIZATIONS
American Marketing Association
Association for Consumer Research
Academy of International Business
American Society for Competitiveness
Business Marketing Association, Atlanta Chapter
Sales and Marketing Executives International, Atlanta, Chapter
INVOLVEMENT IN PROFESSIONAL PROGRAMS, EXTENSION, AND SERVICE ACTIVITIES
Professional Programs
Conference Co-Chair, 6th Research Conference, Customer Relationship Management in the Ear of Globalization,
Atlanta, Summer 2002.
Track Chair, Business to business Marketing, Academy of Marketing Science, Ft. Myers, Florida, Spring 2002.
Co-chair American Society for Competitiveness Conference, “Global Market Competitiveness”, October 1996.
Session Chair, American Marketing Association Educators' Conference, "Product Development Issues" August
1993.
Session Chair, American Marketing Association Educators' Conference, "International Marketing in Europe, Asia
and Latin American," August 1990.
Discussant, American Marketing Association Educators' Conference, "Organizational Buying Behavior," August
1990.
Session Chair, Association for Consumer Research, "Opinion Leaders and Market Mavens," October 1989.
Session Chair, American Marketing Association Educators' Conference, "Linking Marketing and Technology,"
August 1989.
Session Chair, American Marketing Association Winter Educators' Conference, "Methodological and Conceptual
Issues in Information Technology Marketing," February 1988.
Session Chair, American Marketing Association Educators' Conference, "Corporate Culture and Marketing
Organization," August 1987.
Session Chair, American Marketing Association Educators' Conference, "Market Segmentation in Not-for-Profit
Markets," August 1987.
Discussant, American Marketing Association Educators' Conference, "Strategic Market Segmentation," August
1986.
Discussant, American Marketing Association Educators' Conference, "Structural and Organizational Aspects of
Marketing Management," August 1984.
Session Chair, American marketing Association Educators' Conference, "Evoked Set and Related Concepts," August
1983.
Co-Sponsor/Chairman, American Marketing Association Faculty consortium, "Industrial Marketing," 5-9 July 1982,
Columbus, OH.
Session Chair, American Marketing Association Educators' Conference, "Improving Sales Force Productivity,"
August 1982.
Discussant, American Marketing Association Educators' Conference, "An Assessment of Marketing Thought and
Practice - Industrial Marketing Management,' Chicago, IL, 1982.
Wesley J. Johnston
Page 12
Co-Chairman, PSE 24th Annual Educators' Conference, Louisville, KY, 1980.
Session Chair, "Consumer Behavior Research," American Institute for Decision Sciences," 1980.
Discussant, "The Effects of Time on Consumer Behavior," Association for Consumer Research, Washington, D.C.,
October 1980.
Discussant, "Personal Selling Research," American Marketing Association Educators' Conference, Chicago, IL,
August 1980.
Discussant, "Market Segmentation for Non-Profit Organizations," American Marketing Association Educators'
Conference, Minneapolis, MN, August 1979.
Faculty Representative, 9th Haring Symposium, Indiana University, IN, 1979.
Executive Development Seminars
“UPS Marketing Strategy,” GSU-UPS Seminars, three days contact time, enrollment 30, May 1995, July 1995, 1996,
1997, 1998, 1999, 2000, 2001, 2002.
“Advanced Sales Management” IMT, Berlin, three days contact time, enrollment 25, Summer 2001, 2002.
“Making Services a Profitable Business,” Advanced General Management Program, IMT Berlin, one day contact
time, enrollment 15, Summer 2001, 2002.
“Pricing Strategy,” Erasmus University International Executive MBA/MBI Foreign Study Program, contact time 3
hours, enrollment 20, June 1994, 1995.
“Business-to-Business Marketing,” Erasmus University International Executive MBA/MBI Foreign Study Program,
contact time 9 hours, enrollment 20, June 1994, 1995.
"Advanced Marketing Strategy," Center for Executive Education, Georgia State University, three days contact time,
enrollment 20, September 1994, October 1994.
"Marketing Concepts", Center for Executive Education, Georgia State university, four days contact time, enrollment
25, June 1993, July 1993.
"Management Development Program," Center for Executive Education Georgia State University, 8 hours contact
time, enrollment of 20 September 1991, May 1993, September 1992.
"Marketing Strategy Formulation, "University of Southern California Management and Policy Institute, 4 hours
contact time, enrollment of 20, October 1990.
"Marketing Strategy Implementation, "University of Southern California Management and Policy Institute, 4 hours
contact time, enrollment of 20, October 1990.
"Market Analysis," University of Southern California Management Policy Institute, 4 hours contact time, enrollment
of 40, October 1989, March 1990.
"Pricing and Marketing Mix Management," University of Southern California Management Policy Institute, 4 hours
contact time, enrollment of 40, October 1989, March 1990.
"Negotiation Strategies for Mangers," University of Southern California Managing Other Managers Program, April
1989, November 1989.
"Corporate Culture and Climate," University of Southern California Professional Management program, 4 hours
contact time, enrollment of 40, November 1987, April 1988, November 1988, April 1989, October 1989.
"Managing the Buyer-Seller Interface in International Relationships," University of Southern California-Korea
Wesley J. Johnston
Page 13
University Exchange program, 4 hours contact time, enrollment of 20, August 1987, August 1988.
"Marketing Professional Services," College of Administrative Sciences, Ohio State University and the Institute of
Business Design, 3 hours contact time, enrollment of 12, October 1984.
"Managing the National Account Program: Industrial Buying and Strategic Selling," College of Administrative
Sciences, Ohio State University, 1 hour contact time, enrollment of 75, January 1982.
"Sales Management," College of Administrative Sciences, Ohio State University, November 1981, 4 hours contact
time, enrollment of 12. November 1980, 2 hours contact time, enrollment of 8. May 1980, 2 hours contact time,
enrollment of 15. November 1979, 8 hours contact time, enrollment of 15. November 1978, 4 hours contact time.
"Industrial Marketing," College of Administrative Sciences, Ohio State University, 2 hours contact time, enrollment
of 15, October 1981.
Service Activities
Editor, Journal of Business and Industrial Marketing, 1993-present.
Editorial Board, Member, Journal of Marketing, 1981 - 1985.
Editorial Board, Member, Journal of Personal Selling and Sales Management, 1979 - 1995.
Editorial Board, Member, The Journal of Business and Industrial Marketing, 1983 - 1993.
Editorial Board, Member, The Journal of High Technology Marketing, 1984 - 1988.
Reviewer, Journal of Marketing, 1987 - present.
Reviewer, Journal of Marketing Research, 1982 - present.
Reviewer, Association for Consumer Research, 1980, 1981, 1983, 1984, 1986, 1987, 1989.
Reviewer, American Marketing Association Educators' Conference, 1979, 1980, 1982, 1983, 1984, 1985,
1987, 1988, 1989, 1990, 1991, 1992, 1993, 1994, 1995, 1996, 1997, 1998, 1999, 2000, 2001, 2002.
Special Issue Editor, Journal of Business Research, on Industrial Buying Behavior, 1982.
Special Issue Editor, Journal of Business Research, on Implementing Industrial Marketing Strategy, 1986.
Special Issue Editor, Journal of Business Research, on International Industrial Marketing, 1995.
1986,
PROFESSIONAL MEETINGS
Annual CBIM Business and Industrial Marketing Workshop, Center for Business and Industrial Marketing 1994present
American Marketing Association Educators' Conference 1977 - 2001, Organizational Buying Behavior Track Chair,
Winter 1990.
American Society for Competitiveness, 1992, 1994; Co-chair, 1996.
Association for Consumer Research, 1980, 1983, 1986, Program Committee, 1989.
Academy of International Business, 1980, 1981, 1982, Program Committee, 1982, 1989.
Relationship Marketing Research Conference, 1992, 1994, Advisory Committee, 1996.
Product Development and Management Association, Program Committee, 1990.
TIMS/ORSA, 1979, 1981, 1986.
DOCTORAL AND MASTER COMMITTEES
Coordinator
Department of Marketing Doctoral Program, 1992 - 1995
Dissertations
Victoria Miller, Contemporary Marketing Practices in a Two Country comparison, in progress, chairman of
committee.
Harriett Bettis-Outland, “Customer Relationship Management and the Influence of Distorted Information on
Relationship Quality”, in progress, chairman of committee.
Wesley J. Johnston
Page 14
Xian “Frank” Xie, “Innovation and Market Entry Order and their Effects on Competitive Advantage,” in progress
co-chairman of committee.
Aberdeen Leila Borders, “Customer Initiated Influence Tactics in Buyer-Seller Relations”, completed 2002,
chairman of committee.
Sungwoo Jung, “First Mover Advantages and their Effect on Buyer-Seller Relationships in Business-to-business
Markets”, completed 2002, chairman of committee.
Mark Leach, “The Efficacy of Self Motivated Training and Control”, completed 2000, chairman of committee.
Robert E. Sibley, “Buyer-seller Relationship Quality in Health Management Organizations, completed 1999,
chairman of committee.
Lewin, Jeffrey E., “The Effects of Organizational Redesign on Organizational buying behavior: An Empirical
Investigation,” completed 1997, chairman of committee.
Boonghee Yoo, “The Effects of Marketing Efforts and Culture on Brand Equity Formation,” completed 1996,
committee member.
Linda Aab, "The Importance of Interpersonal Relations and Corporate Reputation for Buyer-Seller Relationship
Quality," completed 1994, chairman of committee.
Steve Henson, "Attribution Processes, Relationship Satisfaction, and Organizational Buying," completed 1994,
chairman of committee.
Munshik Suh, "An Examination of the Client-Professional Service Provider Relationship Maintenance from the
Client's Perspective," completed 1993, committee member.
Robin Chase "Examining the Agency Review Process: Decision Making and Participation," completed 1991,
committee member.
Tassaduq Shervani, "Modifications to the Transactional Cost Economics Model of Channel of Distribution Inter-firm
Interaction," completed 1991, committee member.
Scott Koslow, "A Theory of Deterministic Consumer Choice Behavior: Applying Generalizability Theory of
Measurement to Consumer Panel Data," completed 1990, committee member.
Heon D. Yoon, "U.S. Purchasing Managers Attitude Toward Country-of-Origin Product Attributes," completed
1986, committee member and minor area advisor.
Victor A. T. Koh, "Cultural Expectations for International Marketing and Business in the Peoples' Republic of
China," completed 1986, committee member and minor area advisor.
Daniel H. McQuiston, "The Relative Participation of Buying Center Members in the Industrial Purchase Decision,"
completed 1985, chairman of committee.
John Gottko, "The Effects of Urban Mobility on the Purchase of Major Appliances," completed 1984, committee
member.
Camillo Opena, "International Competitiveness of Developing Philippine Industries," completed 1983, committee
member.
Thomas J. Page, Jr., "The Effect of Message Meaningfulness and Need for Information on Cognitive Effort and
Recall," completed 1982, committee member.
Martha C. Cooper, "An Investigation of Freight Consolidation and Warehouse Strategies in Industrial Distribution
Systems," completed 1982, committee member.
Wesley J. Johnston
Page 15
Nancy A. Morris, "Fashion Innovativeness Predictors: Perceived Innovation Attributes and Psychographics,"
completed 1981, committee member.
Shirley Stretch, "Consumer Service Variables in the Apparel Industry," completed 1981, committee member.
Nancy Offut, "Perception of Product Attributes and the Innovation Decision Process," completed 1980, committee
member.
Kofi Q. Dadzie, "An Investigation of Skill Requirements and Career Path Development in Physical Distribution
Management," completed 1980, committee member.
Uche O'Keafor, "The Role of the International Freight Forwarder in the U.S. Export Market," completed 1980,
committee member.
Michael R. Czinkota, "An Analysis of Export Development: Strategies in Selected U.S. Industries," completed 1979,
committee member.
Theses
Anna Kotsala-Mustonen, “Conceptualizing and Empirically Defining Success in Complex Sales Situating,”
completed 1995, extended committee member.
Tom Prince, "An Empirical Study of Power and Conflict in the Cut-Flower Market Channel," completed 1984,
committee member.
Monica McKay, "The Dynamic Health Care Environment: A Marketing Approach to Change," completed 1983,
chairman of committee.
Peter T. Miller, "Marketing Strategies at the Ford Motor Company 1949 - 1983," completed 1983, committee
member.
Kristen Olsen, "Income Determinants for a Specialty Society: Managerial Implications in Health Care," completed
1982, committee member.
Tony Torres, "An Analysis of Out-Patient Waiting Time in a Community Hospital from the Three Perspectives: A
Case Study," completed 1982, committee member.
Anthony E. Goldberg Rugalev, "Export Management Companies in the State of Ohio," completed 1982, committee
member.
Vince Ferraro, "Strategic Planning for Construction." completed 1981, committee member.
Dianne Cellentani, "Effective Influences on Purchases," completed 1981, committee member.
Linda Tyner, "The Effect of Physical Discriminability on the Organization of Social Information by Comparison,"
completed 1980, committee member.
COURSE TAUGHT
Ph.D. level
Master's Level
Undergraduate Level
Business-to-business Marketing
Consumer Behavior
Marketing Management
Industrial Marketing
International Marketing
Sales Management
EMBA-Strategic Marketing
Management
Customer Relationship Management
Industrial Marketing
Principles of Marketing
Sales Management
Buyer Behavior
Wesley J. Johnston
Page 16
Business Consultation various organizations, 1978 - present.
Projects conducted for: AT&T; American Society of Plastic and Reconstructive Surgery; AMREP;
Bushnell; CytRx; Everest and Jennings; Faxion; Georgia Power Company; Hewlett Packard; Lanier
Worldwide; Management Horizons, Division of Price Waterhouse; The Ohio Medical Association; The
Department of Family Medicine, The Ohio State University; Robo-Tech Systems; Target Marketing
Systems; Temple, Barker and Sloan, and W.W. Williams.
Seminars conducted for: AT&T, Air Movement and Control Association; AccuRay; Asia Pacific Breweries;
Carrier International; Lockheed Finance Corporation; Hewlett Packard; Kaiser-Permanente; Northwest
Georgia Health Systems; Pacific Bell; Southern Company; UPS; Unimation; W.W. Williams;
Weyerhaeuser; Xerox; and Yleisradio PBS, Finland.