Prof. Dr. Christian Homburg holds the Chair of Business-to-Business Marketing, Sales & Pricing at the University of Mannheim's Faculty of Business Administration. Since 2007, he has been a Professorial Fellow at the University of Melbourne. His research spans marketing strategy, sales management, pricing, and customer relationship management, with a focus on business-to-business contexts. He collaborates with global firms such as Accenture, BOSCH, SAP, and BASF. Research Interests: Prof. Homburg explores topics like sales force automation, key account management, IoT in marketing, and augmented reality in sales. His work bridges academic theory and practical implementation, emphasizing organizational systems driving customer and competitor responsiveness. Scientific Awards: Hermann Billing Prize (1989) Multiple Best Paper Awards from the American Marketing Association (1997-2010) Louis W. Stern Award (2009) Best Paper Awards from Journal of the Academy of Marketing Science and Journal of Business to Business Marketing Publications: Author of 7+ editions of Marketing Management , co-editor of the Handbook of Customer Loyalty Management , and contributor to leading journals like Journal of Marketing and Strategic Management Journal .
Romain Franck is an Associate Professor in Marketing at IÉSEG School of Management, with a focus on advanced research in marketing strategies and digital tools. He previously served as an Associate Professor of Sales and Marketing at EM Strasbourg Business School (2022–2024) and earned his Advanced Research in Marketing degree from IAE of Grenoble in 2017. His research explores the intersection of technology, sales performance, and consumer behavior. Education: 2017 – Advanced Research in Marketing (IAE of Grenoble) His work examines how digital technologies (e.g., sales force automation, social media) influence sales effectiveness and the adoption of eco-innovations like laser-marked organic products. Recent publications highlight barriers and motivations in sustainable consumer behavior, alongside the role of interpersonal dynamics in tech-mediated sales environments. Email: r.franck@ieseg.fr
Professor Ashley Braganza serves as Dean of Brunel Business School at Brunel University London and holds the Chair in Business Transformation. He founded and co-directs Brunel's interdisciplinary Research Centre for Artificial Intelligence (established 2018), which includes a dedicated AI Lab and forms part of Brunel's broader AI Ecosystem. His leadership secured £3.5 million in grants during the 2022/23 academic year and a recent €5.8 million ELOQUENCE EU project (2024-2027). His academic qualifications include a PhD in Organisational Change and Information Systems from Cranfield University and an MBA in Strategic Management Responsibility from the University of Strathclyde. Professor Braganza's research centers on artificial intelligence, big data, change management, strategy implementation, process and knowledge management, and transformation-enabled information systems . His practice-based approach stems from over 40 major consultancy projects with global organizations including BT, Microsoft, McDonald's, Astra Zeneca, and UN agencies. He champions interdisciplinary experiential learning and rigorous academic research with real-world applications. Analysis of his 15 most recent publications reveals dominant trends in applying AI and digital technologies to healthcare supply chains, blockchain governance, and socioeconomic challenges like digital poverty. His work consistently bridges operations management, information systems, and social sciences while examining human-organizational impacts of technological transformation. His distinguished recognition includes: Election to the British Academy of Management College of Fellows for 25+ years of scholarly contribution and community service Professor Braganza has directed significant research initiatives including the British Academy-funded digital poverty study in Margate, UK-India collaborative projects on AI in healthcare productivity, and curriculum development for special needs trainers. His consultancy assignments with major corporations have co-created practical frameworks for implementing complex organizational change programs. He founded and chairs the British Academy of Management Special Interest Group in Transformation, Change and Development, and directs Brunel's AI: Social and Digital Innovation Research Centre, fostering cross-disciplinary collaboration through the Operations and Information Systems Management Research Group (OISM).
Mika Yrjölä serves as a University Lecturer in Marketing at Tampere University's Faculty of Management and Business. He is an active member of the Customer-Oriented Research Group with extensive research experience in strategic marketing, value propositions, and business models. His academic work spans over a decade with 53 research outputs from 2013 to 2025. Yrjölä's research primarily focuses on strategic marketing, including value propositions, business models, capabilities, and customer orientation. He employs both quantitative and qualitative methods in his investigations, with particular interest in digital transformation, artificial intelligence in retail, and business-to-business platforms. His work contributes to understanding how organizations can create value in evolving market contexts, especially through digital channels and platform-based business models. His publication record shows consistent scholarly output with recent emphasis on AI-enhanced platforms, value creation in ecosystems, and retail transformation. The research demonstrates a clear trajectory toward understanding digital transformation in marketing contexts, with increasing focus on AI applications in services and retail environments. His work spans both theoretical contributions and practical applications for businesses navigating digital disruption. Marvin Jolson Award (2022) - for research in sales management Yrjölä has supervised master's students and doctoral candidates while actively participating in academic service as a journal reviewer and conference committee member. His activities include 41 scientific journal reviews, 19 media appearances, and 11 master's student supervisions. He has also served as an external reviewer for The French National Research Agency (ANR). As a member of the Customer-Oriented Research Group, Yrjölä collaborates with colleagues on projects examining consumer behavior, retail transformation, and digital marketing strategies. His research increasingly focuses on the intersection of AI and service delivery, particularly in platform-based business models and retail contexts.
Aybars Tuncdogan is a Reader in Digital Innovation and Information Security at King’s Business School, King’s College London. He holds affiliations with the King’s AI Institute, King’s Cybersecurity Centre (Informatics), and King’s Cybersecurity Group (War Studies). A Fellow of the Higher Education Academy, he also serves on the editorial review board of Industrial Marketing Management . Education : PhD in Management, Rotterdam School of Management, Erasmus University MPhil in Business Research (Distinction), Erasmus University Bachelor’s in Business Management & Computer Science (Honors), Earlham College Research Interests : His work focuses on three pillars of digital innovation: generation (crowdsourcing, AI), marketing (digital brand personality, sales ambidexterity), and protection (information security, corporate espionage). He integrates psychology (individual differences, social identity) and computer science (machine learning/AI) frameworks. Publications Trends : Recent work addresses cybersecurity challenges in retail, AI ethics in healthcare, and interdisciplinary innovation. He frequently publishes in top-tier journals like Journal of Management and Scientific American , blending academic rigor with practitioner impact. Awards & Contributions : 2015 Best Paper Award (shared) Edited books including Oxford Handbook of Individual Differences and Strategic Renewal Teaching & Pedagogy : Develops innovative teaching methods like inquiry-based learning to foster student creativity. Taught modules on digital marketing, consumer behavior, and research methods. Labs/Teams : Contributes to cybersecurity initiatives at King’s, focusing on AI-driven defense mechanisms and organizational cyber resilience strategies.
Greg W. Marshall serves as the Charles Harwood Professor of Marketing and Strategy at Rollins College, with an extensive publication record cited over 11,600 times. His academic career spans more than two decades with continued scholarly output through 2020. Dr. Marshall's research focuses primarily on sales force management, workplace isolation among field sales professionals, and the impact of technological advancements on selling environments. His work examines critical issues such as sales strategy development, organizational commitment among salespeople, and the evolution of traditional sales methodologies in digital contexts. He has made significant contributions to understanding how virtual work arrangements affect sales performance and employee engagement. His publication trends reveal a consistent focus on sales management with increasing attention to technology's role in selling processes. Early work examined foundational sales concepts like the seven steps of selling, while more recent research investigates social media's impact on sales environments and the psychological effects of workplace isolation in virtual sales teams. Co-author of the 13th edition of Sales Force Management (2020), considered a contemporary classic in the field Extensive research on workplace isolation and its effects on sales performance Pioneering work on technology adoption in sales force environments Marshall has collaborated extensively with leading scholars in sales research including Mark Johnston, William Moncrief, and Juan Pablo Mulki. His research has practical implications for sales organizations navigating digital transformation and virtual work arrangements, with applications across multiple industries that rely on field sales forces.
Alireza Keshavarz is an Assistant Professor/Lecturer in Marketing at Maynooth University Business School. He holds a PhD in Management Sciences (Marketing) from HEC, Paris. His research focuses on strategic marketing, salesforce management, and compensation dynamics, particularly examining gender pay gaps and salesforce mobility. He is affiliated with organizations such as AMA, EMAC, CNRS Lab GREG-HEC, and Labex ECODEC. His teaching spans marketing analytics, sales management, and business analytics across undergraduate, graduate, and MBA programs. Education: PhD in Management Sciences (Marketing), HEC Paris Research Interests: Sales Force Management Compensation and Incentives Sales Force Mobility Digital Literacy B2B Marketing Strategic Marketing Ambidexterity Recent Research Trends: Recent work emphasizes the interplay between salesforce structures, organizational strategies, and labor market dynamics, with a focus on gender disparities and incentive systems. Professional Contributions: Member of the Editorial Board for Journal of Business Research Regular presenter at conferences like AMA, EMAC, and INFORMS Labs/Teams: No specific labs or collaborative teams explicitly noted in available data.
Barry Babin is the Phil B. Hardin Professor of Marketing and Chair of the Department of Marketing, Analytics and Professional Sales at the University of Mississippi (Ole Miss) School of Business Administration. He also serves as Executive Director of the Academy of Marketing Science®. Education: B.S. in Industrial Engineering, Louisiana State University (1982) M.B.A. in Business, University of Central Florida (1987) Ph.D. in Business Administration, Louisiana State University (1991) Barry's research focuses on customer experience design , wine marketing , value creation , and marketing analytics . He has published over 200 works, including books like Multivariate Data Analysis and CB: A Consumer Value Framework , with an h-index of 88. His meta-analyses and sensory marketing studies have significantly influenced service and retail marketing practices. Recent publications highlight trends in augmented reality marketing , robotic shopping assistants , and sustainable packaging . His work spans consumer behavior , salesforce management , and digital innovation . Awards: AMS Harold W. Berkman Distinguished Service Award Barry has directed over 20 dissertations/theses and consults on graduate program structures. He is a sought-after speaker in France and globally on marketing research topics.
Christian Homburg is a Professor of Marketing and Director of the Institute for Market-Oriented Management (IMU) at the University of Mannheim Business School. He holds additional positions as Distinguished Professorial Fellow at the University of Manchester and Professorial Fellow at the University of Melbourne. His leadership extends to his former role as Managing Director of the Mannheim Business School (2006-2010), where he significantly expanded student enrollment and established globally recognized MBA programs. Homburg's research primarily focuses on business-to-business marketing, sales management, pricing, and customer relationship management. His work bridges theoretical frameworks with practical applications, particularly in understanding the relationship between customer satisfaction and loyalty, market-oriented organizational culture, and service quality. His research methodology frequently integrates quantitative approaches with structural equation modeling to examine complex marketing phenomena. He has pioneered work in customer experience management and effective customer journey design, reflecting the evolving nature of marketing in digital environments. Homburg's publication portfolio includes over 40 articles in the three leading marketing journals (Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research) and numerous influential books. His work demonstrates a clear evolution from foundational research on market orientation and customer satisfaction toward more contemporary topics like customer experience management and digital customer journeys. His research maintains a strong emphasis on empirical validation while addressing practical business challenges. Research.com Business and Management in Germany Leader Award (2021-2025) Fellow of the American Marketing Association (lifetime achievement) Ranked fourth worldwide for research productivity in top marketing journals (2011-2022) Most research-intensive professor in Germany, Austria, and Switzerland (WirtschaftsWoche 2018, 2020, 2023) Honorary doctorates from Copenhagen Business School (2006) and Technical University Freiberg (2008) Professor Homburg actively supervises doctoral students and leads research initiatives through the Institute for Market-Oriented Management. His research has been supported by significant academic grants, though specific grant details aren't provided in the source material. His work has influenced both academic theory and business practice, particularly in European markets. The Institute for Market-Oriented Management serves as his primary research hub, where he collaborates with academic staff members including Nicola Weber and Matthias Kleinermann. His research team focuses on translating theoretical marketing concepts into practical business applications, with particular emphasis on B2B contexts.
Valerie Good serves as an Assistant Professor in the Department of Marketing and Transportation at the Walton College of Business, University of Arkansas, where she contributes to academic research and teaching in marketing disciplines. Her research spans critical domains including: Sales Management : Investigating salesperson well-being, motivation, and digital transformation impacts Retail Marketing : Analyzing online retail formats and product sales dynamics B2B Marketing : Exploring brand leverage and end-user engagement strategies Corporate Social Responsibility : Examining CSR's role during economic recessions Analysis of her 15 recent publications (2021-2025) reveals three dominant trajectories: (1) Human elements in sales processes, including resilience, loneliness, and purpose-driven motivation; (2) Digital transformation effects on retail formats, lead quality, and sales arrangements; (3) Strategic applications of corporate social responsibility during economic volatility. Her work consistently bridges theoretical rigor with practical sales and marketing applications, demonstrating increasing focus on psychological factors within commercial contexts.
Mark Leach is the Mendicino Family Chair in Sales and Salesmanship and Professor of Marketing at the University of Wyoming. He holds a Ph.D. from Georgia State University and a BS from the University of Arizona. Research focuses on business-to-business marketing, sales force management, and customer relationship development. His work examines strategies for maintaining profitable buyer-seller relationships and sales training effectiveness. Publications demonstrate consistent focus on customer reacquisition strategies, cross-cultural sales approaches, and relationship management in evolving markets. Recent work explores psychological factors in buyer decision-making processes. Leach mentors multiple doctoral students in marketing and serves on editorial boards for the Journal of Marketing Theory and Practice and Journal of Business-to-Business Marketing. He received the Marvin Jolson Award for impactful sales management research.
Dr. Andrea L. Dixon serves as Executive Director of Baylor University's Center for Professional Selling and holds the Frank M. and Floy Smith Holloway Professorship within the Hankamer School of Business, Department of Marketing. Since 2009, she has transformed Baylor's sales program into one of the nation's premier sales centers, commemorating its 25th anniversary as the oldest sales center in the United States. Education PhD in Marketing, Indiana University MS in Marketing, Indiana University MBA, Boston University BBA in Marketing, Kent State University BBA in Management, Kent State University BVA in Theatre, Kent State University Research Focus Her pioneering work centers on Sales Management , Salesperson Performance , and Internal Selling , examining critical aspects like burnout coping mechanisms, inside sales force configurations, and sales education frameworks. Dixon's research bridges academic rigor with industry relevance through publications in top journals including Journal of Marketing and Harvard Business Review . Publication Trends Recent publications (2014-2025) reveal evolving focus on mentalizing skills in salesperson resilience, business-to-business inside sales structures, and international research collaboration. Key thematic clusters include sales leadership development, omnichannel integration in personal selling, and evidence-based sales education methodologies that address talent pipeline challenges. Scientific Recognition Cornelia Marschall Smith Award for teaching/research/service excellence (2020) Academy of Marketing Science Marketing Teacher Award (2008) AMA Sales SIG Excellence in Teaching Award (2014) ERB Best Paper Award for omnichannel framework (2016) AMA Sales SIG Best Paper Award (2003) Academic Leadership Dixon serves on editorial boards for Journal of Personal Selling and Sales Management , Journal of Marketing Education , and Journal of Business-to-Business Marketing , while providing ad hoc reviews for Journal of Marketing . She has built Baylor's sales program into a national model through industry partnerships and curriculum innovation, advising numerous students in sales management courses including MKT 4328 and MKT 4331. Center for Professional Selling As Executive Director, she leads initiatives connecting academic research with industry practice, focusing on developing sales talent through practitioner partnerships, certification programs, and the Center's 30th Anniversary issue of the Journal of Personal Selling and Sales Management .
Bernie Jaworski is a Professor and the Drucker Chair in Management and the Liberal Arts at the Drucker School of Management, Claremont Graduate University . His career spans academia and global consulting, with faculty roles at the University of Southern California, University of Arizona, and Harvard Business School (as a visiting professor). He previously served as a senior partner at Monitor Group and co-founded its e-commerce and executive education practices. Education: PhD from Joseph Katz Graduate School of Business, University of Pittsburgh; BS from University of Massachusetts Research Focus: Leadership, client management, marketing strategy, and organizational dynamics in professional services and B2B contexts His recent publications emphasize market-driving strategies, customer relationship optimization, and sales management control systems. Jaworski has received prestigious awards including the Alpha Kappa Psi , Maynard , and Sheth awards from the Journal of Marketing, as well as the Vijay Mahajan Lifetime Achievement Award . He co-authored a textbook series on e-commerce and has been recognized as MBA Teacher of the Year at both USC and Drucker.
Dr. Isabella Soscia is a Full Professor of Marketing at SKEMA Business School in France. She holds a Ph.D. in Management from Università Bocconi, Italy, and completed a visiting scholar program at the University of Michigan. Her expertise spans consumer behavior, consumption emotions, survey methodologies, and experimental research. She has held academic roles at SKEMA since 2022 and contributed to research centers like Marketing Interactions and Innovation. Key research themes include guilt-decreasing marketing appeals, green consumption, and technology adoption. Education includes an HDR (Habilitation to Supervise Research) from Université de Lille (2023), a Ph.D. from Bocconi University (2003), and extensive postdoctoral research. She has supervised doctoral theses, including at Luiss Guido Carli University (2022). Her work bridges theoretical insights and practical applications, addressing topics like corporate social responsibility, cross-cultural marketing, and health communication. Her articles explore consumer emotions in contexts such as climate change, luxury tourism, and mobility services. Notable contributions include studies on vicarious pride in gift exchanges and the efficacy of humor in HIV/AIDS prevention campaigns. She frequently presents at global conferences, emphasizing marketing ethics and behavioral economics. Professional activities include thesis jury memberships and peer-reviewed journal contributions across disciplines like hospitality, sustainability, and cultural policy. Her research often intersects with policy-making, particularly in promoting sustainable practices and audience engagement strategies.
Kaj Storbacka is a Professor of Marketing at the Hanken School of Economics in Helsinki, Finland. He holds a PhD in Marketing from the same institution. His research focuses on market shaping strategies, value co-creation in service ecosystems, and the evolution of business markets in the digital age. He is actively involved in interdisciplinary research collaborations, particularly with colleagues in the HUMLOG Institute and Marketing departments at Hanken. Storbacka's work emphasizes systemic innovation and the role of managerial agency in transforming markets. His recent studies address topics such as digital sales automation, cultural market dynamics, and sustainable market systems. He has published extensively in leading journals and contributed to over 100 peer-reviewed articles since 1994, with a notable h-index of 30. Education: PhD in Marketing (Hanken School of Economics) Affiliations: HUMLOG - Humanitarian Logistics Institute, Marketing Department Research Interests: Market innovation, service-dominant logic, strategic account management His research has explored the dark side of market shaping, institutional work in ecosystems, and the transition from product-based to solution-oriented business models. Collaborative theorizing with practitioners is a hallmark of his work, bridging academic rigor and practical relevance.
