Biography

I am a Senior Lecturer in Marketing and Director of Admissions, Recruitment and Marketing. I obtained my PhD from the Warwick Business School, University of Warwick, in Marketing and Strategic Management. My areas of interest include marketing strategy, sales and sales and marketing collaboration. Before becoming an academic, I worked in senior management for Yamaha and have experience in a number of areas including sales and marketing. Prior to joining the Norwich Business School, I held posts at Cranfield School of Management and Birkbeck, University of London, and have been a visiting lecturer at the LSE, King's College London, and St Andrews University. I continue to be an Associate Fellow at Warwick Business School.

I have a number of publications in top academic journals and in 2008 was awarded the Marvin Jolson award for the best contribution to selling and sales management practice by the Journal of Personal Selling and Sales Management. In 2010, I received the best paper in track award (Sales and Customer Relationship Marketing) from the American Marketing Association winter conference and again in 2011 was awarded the best paper in the Service Marketing track at the American Marketing Association summer conference. I co-edited The Oxford Handbook on Strategic Sales and Sales Management with Professor David Cravens and Professor Nigel Piercy, and wrote Creating Effective Sales and Marketing Relationships for Business Expert Press with Leslie Le Meunier-FitzHugh in 2015. My most recent project is Achieving a Strategic Sales Focus: Contemporary issues and Future Challenges with Tony Douglas to be published by Oxford University Press in 2016.

 

Academic Background

Prizes and Awards

2008 The Marvin Jolson Award for the best contribution to selling and sales management practice by the Journal of Personal Selling & Sales Management for a paper entitled "Does Collaboration between Sales and Marketing affect Business Performance?".

2010 American Marketing Association Winter Marketing Educators' Conference - Awarded best paper in track (Sales and Customer Relationship Marketing) entitled "Conceptualizing Trust in the Relationship between Sales and Marketing and the Customer".

2011 American Marketing Association Summer Marketing Educators' Conference - Awarded best paper in track (Service Marketing) entitled "Conceptualizing the impact of Trust on Value Co-Creation in Interpersonal Customer-Service Provider Relationships."

View graph of relations

ID: 75034