WESLEY J. JOHNSTON
Department of Marketing215 Camden Road, N.E.
J. Mack Robinson College of BusinessAtlanta, Georgia 30309
Georgia State University(404) 352-6908
Atlanta, Georgia 30303-3083
(404) 651-2740
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
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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. 264-275, 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.
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"Relationship Marketing Theory in Practice: A Case Study," (1997), Journal of Business Research, 39, (1), pp. 23-31, 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.
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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
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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.
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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,” 15th 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.
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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.