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Pillsbury Co./Paul S. Gerot Chair in Marketing CSOM Marketing & Log Mgmt, 3-201 CarlSMgmt 321 19th Ave S Minneapolis, MN  55455 Phone: 612/624-6841 johnx001@umn.edu Personal URL

Education
B Tech, 1974, Aeronautical Engineering, Indian Institute of Technology, Madras
MBA, 1976, Marketing, Univeristy of Illinois at Urbana-Champaign
PhD, 1981, Marketing, Northwestern University

Expertise
Industrial Marketing
Marketing of intellectual property
Technology Markets
Marketing channels
High technology markets
More information

Current Research
Branded Components
Trade-Ins For Industrial Goods
Co-development of new products with suppliers

Major Publications

• Strategic Fit In Industrial Alliances: An Empirical Test of Governance Value Analysis, Journal of Marketing Research, August 2005 ( w/ Mrinal Ghosh)
• Experimental Tests of Agency Models of Sales Compensation, Marketing Science, 2001 (w/ Mrinal Ghosh)
• The Effectiveness of Trust-Based Governance in Inter-Firm R&D Collaboration, Organization Science, 2003 (w/ S. Carson, A. Madhok, R. Varman)
• The Governance of Exclusive Territories when Dealers Can Bootleg, Marketing Science, 1994 (w/ S. Dutta, M. Bergen)
• Do Norms Matter in Marketing Relationships? Journal of Marketing, 1992 (w/ J. Heide)
• Unbundling of Industrial Systems, Journal of Marketing Research, 1990 (w/ L. Wilson, A. Weiss)
• Forward Integration into Distribution, Journal of Law, Economics and Organization, 1988 (w/ B. Weitz)

Other Publications

• For full list of publications.

Courses

Fall, 2009

MKTG 4060 Marketing Channels Sec.  001

Scholarly Service and Honors

• Dissertation Competition Award, American Marketing Association, 1981
• Highly Cited Researcher, Business/Economics Category, Web of Science (http://www.isihighlycited.com)
• Faculty, American Marketing Association Doctoral Consortium, 1991,92,93,96,99,2002,2004