CURRICULUM VITAE

Professor Nicholas Tzokas, BSc, MBA, Ph.D. Head of Business School &

Associate Dean Enterprise & Engagement, Social Sciences Faculty

University of East Anglia Email: n.tzokas@uea.ac.uk

CONTENTS

PAGE

1. PERSONAL INFORMATION 1

2. EMPLOYMENT HISTORY 1

3. EDUCATIONAL QUALIFICATIONS 2 4. ACADEMIC LEADERSHIP & MANAGEMENT 2

5. RESEARCH PORTFOLIO & GRANTS 5

6. LEARNING & TEACHING 7

7. RESEARCH SUPERVISION & EXAMINING 8

8. DISTINCTION / AWARDS / INTERNATIONAL RECOGNITION 10

9. PUBLICATIONS 13

May 2009

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1. PERSONAL INFORMATION

Current Position: Head of the Business School and Associate Dean Enterprise and Engagement for the Social Sciences Faculty

Contact Details: Norwich Business School, University of East Anglia e-mail: n.tzokas@uea.ac.uk Work: 01603-593537 Mobile: 07747454928

Date of Birth: 11 August 1962

Personal Details: Married, two children (age 9 and 8)

2. EMPLOYMENT HISTORY

2004-present Dean (Head) of Business Scool and Associate Dean for Research (04-09) and Enterprise & Engagement (04-present)

2000-2004 Professor in Marketing Management Norwich Business School University of East Anglia

1998-2000 Senior Research Fellow, Department of Marketing, University of Strathclyde

1995-1998 Research Fellow, University of Stirling.

1992-1993 Lecturer in Marketing Research Methods. Faculty of Computer Studies and Mathematics. University of the West of England, Bristol.

1990-1992 Tutor in Product Policy. School of Management, University of Bath.

1987-1990 Researcher at the Institute of Mediterranean Studies, Athens, Greece.

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3. EDUCATIONAL QUALIFICATIONS

1990-1993 Ph.D. in Marketing Management. University of Bath, UK. [Adoption of Technological Innovations: Towards an Integrated

Approach;].

1985-1987 Master in Business Administration (MBA). Athens University of Economics and Business, Greece.

1980-1984 Bachelor in Business Administration. Athens University of Economics and Business, Greece.

4. ACADEMIC LEADERSHIP & MANAGEMENT

Career Highlights

Leading the Academy of Marketing Special Interest Group on Relationship Marketing to the first ever ESRC seminar series grant.

Best paper award from the Product Development & Management Association (USA)

Development and launch of the worldwide-first MBA in Carbon Management (a collaborative venture across UEAs Schools, Faculties and Research Centres).

Development and launch of the MSc in Brand Leadership, the first UEA programme in collaboration with Wolf Olins, London.

Securing funding for Norfolk Knowledge: a social enterprise that maps Norfolks skills and social capital, and creates Norfolks Venture Knowledge-Capital Fund.

Raising 600,000 matched funding to secure another 500,000 from HEFCE towards assisting Norfolks graduates and businesses to overcome the economic recession.

Leading UEAs Business School to become the largest School at UEA through the development of innovative revenue streams (from 3.5m in 2004 to over 10m in 2009) and research competencies (from 3a in RAE01 to 4* (equivalent) in RAE08).

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Research and Scholarship

An academic scholar of international standing, who has published extensively in management.

A strong track record of innovation in Higher Education. Extensive role in the academy of marketing through leadership of its Special

Interest Group (SIG) in relationship marketing.

Research Leadership and Management

2005-2009

Associate Dean Research, Social Sciences Faculty (SSF). [Responsible for all research related aspects of SSF and for directing SSFs submission to the Reseearch Assessment Exercice (RAE08) for 6 Units of Assessment: Business & Management, Economics, Law, Development, Social Work & Psycology, and Education.

Member of UEAs Research Executive (PVC & 4 ADRs) [reviewing and co-ordinating UEAs full RAE08 submission].

Chair of SSF Research Committee Chair of SSF Research Ethics Committee & Member of UEAs

Research Ethics Committee [Lead for SSFs Research Ethics Code; reviewed and contributed to UEAs Ethics Code].

2000-2004 Director of Research, UEA School of Management. [Author of the RAE01 document that delivered an increase from 2* to 3a*].

1999-2000 Director of the Research and Development Fund, Department of Marketing University of Strathclyde. Managing the RDF to support the departments research pump-priming effort.

1995-1998 Member of the Research and Development Group, Department of Marketing University of Stirling.

Academic Management

2001-Present Dean/Head of School, Norwich Business School, UEA (2004-Present).

Senate member (2005-2007). Member of the SSF Executive (2004-Present). Member Board of Trustees, Oversees Development Group

(ODG) [2007-Present]. Chair of Schools Policy Committee (2004-Present).

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Chair of Schools Promotions Committee (2004-Present). Member of UEAs Student Experience Committee (UEA) (2005-

2008). Member of advisory board for Computing Science. Member of the Universitys Study Leave Committee (2003-

2006). 1999-2000 Director of MSc in Marketing. University of Strathclyde.

Responsible for the management of all aspects of the course, including recruitment, course design, teaching and assessment.

External Relations and Regional Engagement

2004-Present Associate Dean Enterprise & Engagement (E&E), Social Sciences Faculty (SSF).

Chair of SSF Knowledge Transfer Committee. Member of UEAs E&E Committee (PVC, 4 ADEE, Director

of Research and Business Services). Jointly responsible for a UKIERI (UK India Education &

Research Initiative) successful grant in collaboration with City College Norwich [2005]

Direct involvement with Norwichs Financial Industry Group (FIG).

LEGI Great Yarmouth grant for community engagement [08-09]

Commissioned the development of DECERe (Diversity and Equality in Careers and Employment Research) in the Business School [2008].

Commissioned the development of the Women in Research and Enterprise Forum, in the Business School [2008].

Leadership Development & Appointments

Member of the scientific support and monitoring group of the European project Vital Rural Area (2009-2013) [7.700.000 Euros]

EFMD (European Foundation for Management Development), accreditor for EPAS (European Programme Association System). (2008-present)

Association of Business Schools (ABS); Deans Training Programme; involving training workshops, action learning, 360o feedback exercises, and leadership & management assessment and mentoring (2007-2008).

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Member of UEAs Research and Business Services Review Committee (2008).

Member of UEAs appointment panels; ranging from appointments of Faculty Dean; Professors & Lecturers in different faculties; Directors & Managers of Central Administration and Services.

5. RESEARCH PORTFOLIO & GRANTS

My research portfolio is illustrated in the figure below. It consists of three clearly identified subject areas of research namely, relationship marketing, new product development and sales management. The common denominator, which navigates and focuses this research portfolio, is the development of our understanding on how the competitiveness of contemporary firms (in terms of effectiveness and efficiency) can be enhanced by means of joint value creation i.e. by means of close collaboration among firms, customers, suppliers and other stakeholders.

Details of Research and other Grants

2009-2010 Project EVOLVE, Secured funding from HEFCE and raised matched funding locally to support Norfolks economy during the economic crisis (500,000 from HEFCE; 600,000 locally).

2008-2009 ESRC Business Engagement Opportunities Scheme. Low carbon competitive solutions: enabling sustainable behavioural change, (PI-98,523)

SalesManagement

RelationshipMarketing

(RM)

New ProductDevelopment

(NPD)

Research Portfolio

Competitivenessthrough joint value

creation

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2008-2009 Norfolk Knowledge. Norfolk County Council, (PI-100,000).

2008-2009 Local Enterprise Growth Initiative (LEGI) Great Yarmouth. Linking employment opportunities to local skills and knowledge (PI-100,000).

2004-2006 Marketing Forum. The UEA Alumni Fund, (PI-5,000).

2003-2005 ESRC Relationship Marketing Theory and Practice: Seminar Series, (PI-15,000)

2001-2002 ICT Skills in Norfolk, Norfolk County Council (PI-10,000).

2000-2001 The valuation of a customer database: benchmarking current practices. Research Grant from the Institute of Direct Marketing, (CI-20,500).

2000-2001 National Foundation for Womens Business Ownership (NFWBO) Womens Business Ownership in the UK (CI-23,000).

2000-2001 Federation of Small Business (FSB) Barriers to growth (CI-65,000).

1997-1999 Critical Information and the Quest for Customer relevant NPD processes, EU Fellowship, Marie Curie, Training and Mobility of Researchers Programme, (grant holder), (PI-90,000 ECUs).

1998-1999 Selling and Sales Management Practices of UK firms: The role of the salesperson in the value creation process. Research Grant from the Institute of Professional Sales, CIM branch (CI-10,500).

1997-1998 The alumni MSc in marketing group at the Department of Marketing, University of Stirling (CI- 1,500).

1997-1998 Service deletion (CI-2,300) from University of Stirling Internal Research Fund..

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1996-1998 Realising our Potential Awards (ESRC-ROPA) - Retail Loyalty Schemes: Outcome and Impact (CI-38,032). The aim of this project was to assess managements perception of customer loyalty and the role of employees in building customer loyalty.

1996-1997 Project Relator: Relationship Orientation of Salespeople and Antecedents (CI-4,000) Stirling and Strathclyde.

6. LEARNING & TEACHING

2005- MBA Elective Services Marketing

2002-2005 MSc Core class Principles of Marketing MSc Core class Marketing Management of New Products MSc Core class International Marketing MBA Elective Services Marketing 2nd Year UG Principles of Marketing

2001-2002 MSc Core class Principles of Marketing MSc Core class International Marketing 2nd Year UG Principles of Marketing

2000-2001 MSc Core class Behavioural Aspects of Marketing 2nd Year UG Principles of Marketing

1999-2000 MBA elective-GBS Marketing Research Methods MScIM core class Advances in International Marketing MScM elective New Product Development MBA - GBS New Product Development MBA GBS Introduction to Marketing Honours core Issues and Trends in Marketing

3rd Year Core Advanced Marketing IV 1st Year Core Principles of Marketing

1998 International Marketing and Export Marketing Research. [Masters in International Marketing, University of Murcia. Spain].

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1998 Introduction to Industrial Marketing. [Two-days (16h), the Consortium MBA, (consisting of managers from Scottish Power and Bank of Scotland) Heriot-Watt University]

1998 Principles of Marketing & Product Policy [MBA joint design and delivery of the course] Marketing Research Methodology [MSc lectures]. Product Policy [Final Year lectures]. Industrial Marketing Management [Final Year lectures]. Sales Management [Final Year lectures]. The Marketing Simulation Game [MBA responsible for planning and running it throughout the course]. (Department of Marketing,University of Stirling. UK.)

1992-1993 Marketing Research Methods (Final Year). Unit Co-ordinator [Department of Mathematics and Computing, University of the West of England, Bristol. UK.]

1990-1991 Product Policy (Final Year - Tutoring). The Marketing Simulation Game [responsible for planning and

running it throughout the course]. [University of Bath, School of Management].

7. RESEARCH SUPERVISION & EXTERNAL EXAMINING

External Examiner for Degree Programmes

European Business Management School, Swansea 2002-2005 (UG Business Programme)

Kingston University 2001-2004 (Kingston/ICBI Greece MBA/MSc Programme)

Cardiff University 2003-2006 (UG Marketing Programme)

Newcastle University 2007 (External assessor of INTOs Management Pathway Programme)

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City College Norwich 2006-present (Chair of Degrees Validation Panel for Business & Management)

University of Strathclyde 2007-present (Graduate Business School, MBA Programme)

Nottingham Trent University 2009-present (Business School, MBA/MSc in Management)

PhD external examiner

University of Wales in Aberystwyth 2002 Loughborough University 2003 Cass Business School, City University 2003 Nottingham University Business School 2004 Nottingham University Business School 2008

Research Supervision

2004 PhD in Integration between accounting and marketing, Norwich Business School, UEA (part time).

2003 PhD in adoption and implementation of e-government, Norwich Business School, UEA (part-time).

Graduation 2003 Phd in Small Business management

Graduation 2003 Ph.D. in Relationship Marketing

Graduation 2002 Ph.D. in Marketing and the use of Information Technology.

1996-2007 More than 6 MBA and MSc Dissertations per year, University of Stirling, University of Strathclyde, Strathclyde Graduate Business School, University of East Anglia.

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8. DISTINCTION / AWARDS /INTERNATIONAL RECOGNITION

Awards

(2005): Best Paper in Track Award at the Academy of Marketing Conference, Dublin, Ireland

(2002): Best Paper in Track Award at the Academy of Marketing Conference, Nottingham, UK

(1999): ANBAR Electronic Intelligence, Citation of Excellence, The Pluri-signified Product in Market Relationships, Journal of Marketing Management, 14: 445-464, (1998).

(1998): Best Paper Award from the Product Development and Management Association at the 22nd Annual International PDMA Conference, Atlanta, Georgia, USA.

Selected Guest Speeches & Personal invitations

Guest speaker at Marketing Week Conference on New Product development in the financial sector, Cass Business School, London, (2003).

Keynote speaker, Putting CRM into practice in the public sector, Rutherford Conference Centre, London, (2002)

Guest speaker at the e-CRM Summit, Staverton Park, UK, 2001.

Guest speaker at the CREDO Conference, Paris, France, 2001.

(2000): Invited to participate in a think-tank exercise with a small group of academics from the UK and abroad. The aim of this was to discuss Future Scenarios in Marketing, i.e. delineating the most promising future research directions for the marketing discipline and aligning different perspectives. Guest speakers included Professor Shelby Hunt and Professor Christian Groonros.

(2000): Invited by the Emory Business School in Atlanta to act as an external assessor of their MBA project dissertations.

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(1998): Guest Speaker, Sixth International Colloquium in Relationship Marketing, 7-9 December, Auckland, New Zealand. [The Value Concept in Relationship Marketing].

(1997): Guest Speaker, 10th UK Services Marketing Workshop, 19-21 November, University of Stirling, UK. [Aligning developments in Services Marketing and Relationship Marketing: A Research Agenda].

Editorial & Reviewing

Editorial Board of the Journal of Marketing Management.

Editorial Board of the Industrial Marketing Management.

(2006): Guest editor (with A. Pressey) in a special issue on Relationship Marketing for the Journal of Marketing Management.

(2000): Guest editor (jointly with Professor M.Saren) in a special issue on Relationship Marketing for the International Journal of Bank Marketing

(Jan. 2002): Guest editor (jointly with Professor Arun Sharma) of a special issue on Sales Management Practices and Customer Value, for the Journal of Marketing Management.

Ad hoc reviewer for: Pitman Publishing (reviewing books and proposals for books) Organization Science International Marketing Review Journal of International Marketing The Journal of Marketing Strategy British Journal of Management The International Journal of Bank Marketing

Organisation of International Conferences & Seminars

(2003-November): ESRC Seminar on Relationship Marketing, UEA, Norwich.

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(2003-June): Workshop on NPD Performance Metrics in the UK. In association with the PDMA (UK&Ireland).

(1999-November): the 7th International Colloquium in Relationship Marketing, hosted by the Department of Marketing at the University of Strathclyde.

(1999-November): Seminar for CEOs in Scotland on Relationship Marketing: Delivering Value out of Bounds. Venue: Glasgow Hilton.

Visiting Professorships

University of Murcia, Spain American University of Beirut, Lebanon Economics University of Prague, Czech Republic

Professional Memberships

The Academy of Marketing (UK) The European Marketing Academy The Product Development and Management Association (PDMA, USA) The Academy of Marketing Science (USA)

Scholarships

(1997-1999) EU Marie Curie Post-Doctoral Fellowship

(1990-1993) PhD Scholarship from the Greek State Scholarship Association.

(1980 & 1984) Scholarship from the Greek State Scholarship Association for the highest performance of the year (Undergraduate Years).

Other

Leader of the Relationship Marketing Special Interest Group of the Academy of Marketing, UK.

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9. PUBLICATIONS

Articles in Refereed Journals

Pressey, A, Winklhofer, H. and Tzokas, N., Purchasing practices in small- to medium-sized enterprises: An examination of strategic purchasing adoption, supplier evaluation and supplier capabilities, Journal of Purchasing and Supply Management, (forthcoming 2009).

Akbar, H., Baruch Y. and Tzokas N., The translation of higher-level knowledge into managerial and creative competencies, International Journal of Learning and Intellectual Capital, 5(2), 223-240, (2008).

Plakoyiannaki, E., Tzokas, N., Dimitratos, P. and Saren, M., How Critical is Employee Orientation for Customer Relationship Management? Insights from a Case Study, Journal of Management Studies, 45 (2), 268-293 (2008). Pressey, A.; Tzokas, N.; Winklhofer, H., Strategic Purchasing and the Evaluation of 'Problem' Key Supply Relationships: What do Key Suppliers Need to Know?, Journal of Business and Industrial Marketing, 22 (5), 282-294 (2007).

Winklhofer, H., Pressey, A. D. and Tzokas, N., A Cultural Perspective of Relationship Orientation: Using Organisational Culture to Support a Supply Relationship Orientation, Journal of Marketing Management, 22(1), 169-194, (2006). Emerald Management Reviews Citation of Excellence

Pressey, A. D., Tzokas, N., and Winklhofer, H., (2005). Strategic Purchasing in small- to medium-sized enterprises: Revisiting the forgotten majority Special issue of Finanza Marketing e Produzione, 23(3), 33-40, (2005)

N.Tzokas, E-J Hultink and S.Hart, Navigating the New Product Development Process. Industrial Marketing Management. 33, 619-626. (2004)

Pressey, A. and N.Tzokas, Lighting up the dark side of international export/import relationships: Evidence from UK Exporters. Management Decisions. 42 [5/6], 694-708. (2004)

Hart, S., N.Tzokas and M. Banerjee. The effect of experience on the market orientation of customer databases. Journal of Customer Behaviour. 3[1], 101-107. (2004). Smith, A.; Sparks, L.; Hart, S.; Tzokas, N., Delivering Customer Loyalty Schemes in Retailing: Exploring the Employee Dimension", International Journal of Retail and Distribution Management, Vol.32, No.4, pp. 178-18, (2004)

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Tzokas, N. and M.Saren, Competitive Advantage, Knowledge & Relationship Marketing: Where, What & How? Journal of Business and Industrial Marketing, 19 (2), 124 135, (2004).

Hart, S., E-J Hultink, N.Tzokas and H.Commandeur, Evaluation Criteria and NPD Gates, Journal of Product Innovation Management, 20(1), 22-36, (2003) Smith, A., L.Sparks, S.Hart and N.Tzokas, Retail loyalty schemes: results from a consumer diary study, Journal of Retailing and Consumer Services, 10(2), 109-119, (2003)

Bready, M., M.Saren and N.Tzokas, Integrating Information Technology into Marketing Management, Journal of Marketing Management, 18(5-6), 555-576, (2002) Veloutsou, C., M.Saren and N.Tzokas, Relationship Marketing: What if?, European Journal of Marketing, 36(4), 433-449 (2002). Sharma, A. and N.Tzokas, Personal selling and sales management in the internet environment: Lessons Learned, Journal of Marketing Management, 18(3-4), 249-258, (2002).

Mouncey, P., N.Tzokas, S.Hart and R.Roslender, Core Strategic Asset or just a Tactical Tool: How UK Companies View the Value of their Customer Databases, Journal of Interactive Marketing, 4(1), 41-58, (2002).

Plakoyiannaki E., and N.Tzokas, Customer Relationship Management: A Capabilities Portfolio Perspective, Journal of Database Marketing, 9(3), 228-237, (2002). Tzokas, N., S.Carter and P. Kyriazopoulos, Marketing and Entrepreneurial Orientation in Small Firms, Enterprise and Innovation Management Studies, 2(1), 19-33 (2001).

Tzokas, N., P.Kyziridis and M.Saren, Aligning Sales Management and Relationship Marketing in the Services Sector, Service Industries Journal, 21(1): 195-210, (2001).

Kavali, S., N.Tzokas, and M.Saren, Corporate ethics: an exploration of contemporary Greece, Journal of Business Ethics. Vol. 30, No. 1, pp. 87-105, (2001). Donaldson, B., N.Tzokas and M.Saren, The Sale Never Closes, The Journal of Selling and Major Account Management, 3(2):31-44 (2001).

Tzokas, N., B.Donaldson and Sade, Abu Bakar, The Customer Service Imperative in Manufacturing, Recherche et Applications en Marketing (RAM), 15(1): 21-38 (2000).

Tzokas, N., and B.Donaldson, A Research Agenda for Personal Selling and Sales Management in the Context of Relationship Marketing, The Journal of Selling and Major Account Management, 2(2), 13-30 (2000).

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Tzokas, N., S.Hart, P.Argouslidis and M.Saren, Export pricing practices in the UK, Industrial Marketing Management, 29(3):191-204 (2000)

Tzokas, N., S.Hart, P.Argouslidis, M.Saren, Strategic Pricing in Export Markets: Empirical Evidence from the UK, International Business Review, 9: 95-117, (2000).

Avlonitis, G., S.Hart and N.Tzokas, A typology of product deletion scenarios, Journal of Product Innovation Management, 17(1): 41-56, (2000) Hart, S. and N.Tzokas, New product launch mix in growth and mature product-markets, Benchmarking: An International Journal, 7(5):389-405 (2000).

Hart, S., N.Tzokas and M.Saren, The Effectiveness of Market Information in Enhancing New Product Success Rates, European Journal of Innovation Management, 2 (1): 20-36, (1999).

Hart, S. and N.Tzokas, The Impact of Marketing Research Activity on SMEs Export Performance: Evidence from the UK, Journal of Small Business Management, 37(2), (1999).

Sharma, A., N.Tzokas, P.Kyziridis and M.Saren, Antecedents of Relationship Marketing in Services Markets, Industrial Marketing Management, 28 (6):610-611, (1999).

Tzokas, N.and M.Saren, Value Transformations in Relationship Marketing, Australia Marketing Journal, 7 (1): 52-61, (1999).

Brady, M., N.Tzokas and M.Saren, The impact of IT on Marketing: an evaluation, Management Decisions, 37(10): 758-766, (1999).

Hart, S., A.Smith, L.Sparks and N.Tzokas, Are Loyalty Schemes a Manifestation of Relationship Marketing, Journal of Marketing Management, 15(6), 541-562, (1999). Kavali, S., M.Saren and N.Tzokas, Relationship Marketing as an Ethical Approach: Philosophical and Managerial Considerations, Management Decisions, 37(7): 573-581, (1999).

M.Saren and N.Tzokas, Some Dangerous Axioms of Relationship Marketing, Journal of Strategic Marketing, 6 (3): 187-196, (1998).

Saren M. and N.Tzokas, The Pluri-signified Product in Market Relationships, Journal of Marketing Management, 14: 445-464, (1998). (ANBAR Citation of Excellence)

Tzokas, N.and M.Saren, Building Relationship Platforms in Consumer Markets: a Value Chain Approach, Journal of Strategic Marketing, 5 (2): 105-120, (1997).

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Tzokas, N., M.Saren and D.Brownlie, Generating Marketing Resources by Means of R&D Activities in High Technology Firms, Industrial Marketing Management, 26: 331-340, (1997).

Tzokas, N. and M.Saren, On Strategy, Typologies and the Adoption of Technological Innovations in Industrial Markets, British Journal of Management, 8: S91-S105, (1997). Avlonitis, G., A.Kouremenos and N.Tzokas, Assessing the Innovativeness of Organizations and its Antecedents : Project Innovstrat, European Journal of Marketing, 28 (11): 5-26, (1994).

Tzokas, N. and M.Saren, Innovation Diffusion: The Emerging Role of Suppliers versus the Traditional Dominance of Buyers, Journal of Marketing Management, 8: 69-79, (1992).

Contributions to Books

Marketing Changes, International Thomson Business Press, 2003

Re-engineering the Sales Force for Relationship Marketing, In Research Methodologies for the New Marketing, ESOMAR Publication Series, (1997), Volume, 24, pp.81-106, ISBN: 9283112482, (with P. Kyziridis and M. Saren).

Articles under review in refereed journals

Strategic Purchasing in small- to medium-sized enterprises: Evidence from the UK,

Lower and Higher-Level Knowledge: Simplifying the link between learning and creativity

Integrating Divergent Perspectives on Knowledge Creation

The translation of Higher-level knowledge into managerial and creative competencies,

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Articles in refereed conference proceedings

What Key Supplier Competencies are Viewed as Most Important to SMEs? Evidence from the UK, in the proceedings of the European Marketing Academy Conference, Athens, Greece, (2006), (w. Winklhofer and Pressey).

Key Supplier Evaluation and Strategic Purchasing: Evidence from the UK, in the proceedings of the Academy of Marketing Conference, Dublin Institute of Technology, July, (2005), (w. Winklhofer and Pressey). [Best Paper Award]

Strategic Purchasing in Small- to Medium-Sized Enterprises: Evidence from the UK", in the proceedings of the European Marketing Academy Conference, Milan, Italy, (2005), (w. Winklhofer and Pressey).

Business Culture Perspective of Supply Relationship Orientation and its Impact on Performance", in the proceedings of the 33rd EMAC Conference, Murcia, Spain, (2004), (w. Winklhofer and Pressey)..

Supply Relationship Orientation: Evidence from the UK", in the proceedings of the ICRM Conference, Gloucestershire, (2003), (w. Winklhofer and Pressey).

Customer Relationship Management (CRM): The Effect of Organisational Culture: A Longitudinal Case Study in the Automotive Services Sector, proceedings of the 10th International Colloquium in Relationship Marketing, September, University of Kaiserslautern, Germany, Volume II, pp. 627-648, (2002), (w. Plakoyannaki and Saren).

Exploring the Interface of Customer Relationship Management (CRM) & Organisational Culture (OC): Conceptual & Methodological Considerations, proceedings of the European Marketing Academy Conference (EMAC), May, University of Minho, Braga, Portugal, CD-ROM, (2002), (w. Plakoyiannaki and Saren).

Relationship MarkITing: Information Technology Assimilation Past, Present and Future, Conference proceedings of The 10th International Colloquium in Relationship Marketing, University of Kaiserslautern, Germany, September. (w. Brady and Saren), (2002)

Integrating Information Technology into Marketing Practice The IT Reality of Contemporary Marketing Practice, Conference Proceedings from the Academy of Marketing (UK), Nottingham University, July, (CDROM) (w. Brady and Saren), (2002). [Best Paper Award]

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IT Supporting, Reinforcing or Transforming Marketing?, Australian and New Zealand Marketing Conference, ANZMAC, Auckland, December, Special Session Contributor (w. Brady and Saren), (2001)

Rethinking the Relationship between the Marketing and the IT Department The Dawn of the MarkITing Era. Conference Proceedings of the Irish Academy of Management, Magee College, Derry, September, (w. Brady and Saren), (2001)

The Assimilation of IT by Marketing: Transactional to Relational Links, Trajectories, and Interactions. Conference proceedings of the Academy of Marketing, Cardiff, (CDROM), (w. Brady and Saren), (2001)

Why is Marketing Slow to Embrace IT? A Discussion of the Barriers to IT use in Marketing. Conference proceedings of the Academy of Marketing, Derby, July, (w. Brady and Saren), (2000)

Are Loyalty Schemes A Manifestation of Relationship Marketing, at Academy of Marketing (AM) Conference, (1999). (w. Smith, Hart and Sparks)

Consuming Loyalty: Expolring Loyalty Cards Through Diary Research, at European Marketing Academy Conference, (1999), (w.Smith, Hart and Sparks).

Information Technology and Its Relationship to Marketing and Marketing Relationships. Conference proceedings of the IMP Conference, University College Dublin, September, CDROM, (w. Brady and Saren), (1999)

The Impact of Information Technology on Marketing: Methodological Considerations, Conference proceedings of the Academy of Marketing, University of Stirling, July, CDROM, (w. Brady and Saren), (1999).

Information Technology and Marketing: An Evaluation of IT's Impact on Marketing in Ireland. Conference proceedings of the European Marketing Academy Conference (EMAC), Berlin, May, CDROM, (w. Brady and Saren), (1999)

New product launch mix in growth and mature product-market, BAM99 conference: Managing Diversity, the Manchester Metropolitan University, 1-3 September (1999), (w. S. Hart).

Ethical problems in relationship marketing: A research agenda, 28th European Marketing Academy (EMAC) Conference, 11-14 May, (1999), (w. S. Kavali and M. Saren)

DAZ KAPITAL: Consumer competition and collaboration in value creation, 28th EMAC Conference, 11-14 May, (1999), (w. J. Fitchett and M. Saren)

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Strategic pricing in export markets: empirical evidence from the UK, 28th EMAC Conference, 11-14 May, (1999), (w. S. Hart, P. Argouslidis and M. Saren)

Consuming Loyalty: Exploring loyalty cards through diary research, 28th EMAC Conference, 11-14 May, (1999), (w. S. Hart, A. Smith and L. Sparks).

Information Technology and Marketing: An Evaluation of IT's Impact on Marketing in Ireland, 28th EMAC Conference, 11-14 May, (1999), (w. M.Brady and M. Saren)

Value Transformation in Relationship Marketing, 6th International Colloquium in Relationship Marketing, University of Auckland, NZ, (1998), (w. M. Saren).

Marketing and Entrepreneurial Orientation in Small Firms: A study of Greek Manufacturing SMEs, RENT Conference, Lyon, (1998), (w. S. Carter and P. Kyriazopoulos).

How Industrial Companies Steer their New Product Development Processes, In PDMA 98 Conference: Achieving Excellence in New Product Development and Management, Atlanta, USA, (1998), (w. S.Hart, E-J. Hultink and H.Commandeur). [Best Paper Award]

Industrial Export Pricing Competence and Practices: Evidence from the UK, In the British Academy of Management Conference, (1998), (w. S.Hart, P.Argouslidis and M.Saren).

Steering the New Product Development Process: Empirical Evidence from Dutch and British Firms, In Performance Measurement Conference, Cambridge University, (1998), (w.S.Hart, E-J Hultink and H.Commandeur).

Relationship Marketing and Loyalty Schemes: The Providers View, In Proceeding of the International Colloquium in Relationship Marketing, Emory University, Atlanta, USA, (1998), (w. S.Hart, A.Smith and L.Sparks).

Ethical Considerations in a Relationship Marketing Context, In Proceedings of the 1998 Conference of the British Academy of Marketing, (1998), (w. S.Kavali and M.Saren).

How Dutch and UK Industrial Companies Steer their New Product Development Processes, In Proceedings of the 27th European Marketing Academy (EMAC) Conference, Marketing Research and Practice, pp.35-54, (1998), (w. S.Hart, E-J Hultink and H.Commandeur)

Professionals views on Corporate Ethics: An Exploration of Contemporary Greece, In Proceedings of the 27th EMAC Conference, Marketing Research and Practice, pp.467-488, (1998), (w. S.Kavali and M. Saren).

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Retail Loyalty Schemes: The Providers View, In Proceedings of the 27th EMAC Conference, Marketing Research and Practice, pp.527--548, (1998), (w. A.Smith, S.Hart and L.Sparks).

How Industrial Companies Steer their New Product Development Processes: Empirical Evidence from Dutch and UK Firms, In Proceedings of the 5th International Product Development Management Conference, Como, Italy, pp.491-502, (1998), (w. S.Hart, E-J Hultink and H.Commandeur).

Some Dangerous Axioms of Relationship Marketing, In proceedings of the 5th International Colloquium in Relationship Marketing, Cranfield University, (1997), (w. M. Saren).

The role of Market Information Capability in Attuning New Products to the Voice of the Customer, In Proceedings of the British Academy of Management Annual Conference, London Business School, London, pp. 477-503, (1997), (with S..Hart and M.Saren).

Exploring the Sales Job in a Relational Sales Context : Relationship Marketing in Action, American Marketing Association (AMA) Conference in Relationship Marketing, June 12-15, Dublin, Ireland, (1997), (with M. Saren and P. Kyziridis).

The Sales Ambassador : Aligning Sales Management and Relationship Marketing, Academy of Marketing/American Marketing Association Conference, 7th July, Manchester Metropolitan University, (1997), (with M. Saren and P. Kyziridis).

The Effectiveness of Marketing Information in enhancing New Product Success rates, Academy of Marketing/American Marketing Association Conference, 7th July, Manchester Metropolitan University, (1997), (with S. Hart and M. Saren).

Project RELATOR: Relationship Orientation of Salespeople and Antecedents, Academy of Marketing/American Marketing Association Conference, 7th July, Manchester Metropolitan University, (1997), (with B. Donaldson and M. Saren).

Relationship Marketing in Consumer Markets: From the Private to the Communal, Paper presented in the 1996 EIASM Seminar on Relationship Marketing in an Era of Hypercompetition, W. Verbecke and B. Weitz (Eds), Rotterdam, (1996), (with M.Saren).

On Strategy, Typologies and the Adoption of Technological Innovations in Industrial Markets, (1996), In Proceedings of the British Academy of Management Annual Conference, Aston University, Birmingham, (with M.Saren).

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Relationship Marketing and Sales Management in the Services Sales Context, 9th UK Services Marketing Workshop, November 20-22, University of Stirling, (1996), (with M.Saren and P.Kyziridis).

Environmental and Strategic Futures of Marketing, In Proceedings of the Marketing Education Group Conference, University of Strathclyde, Glasgow, (1996) (with M. Saren).

The Marketing - R&D Interface: Towards Reconciliation and Synergy, Proceedings of the Bi-Annual World Marketing Congress of the Academy of Marketing Science, Monash University, Melbourne, (1995), (with D. Brownlie and M. Saren).

The Educating Role of Suppliers of Technological Innovations, Marketing Education Group Conference, Coleraine, Northern Ireland, July 4-6, (1994) (with M. Saren).

The Nature of the Product in Market Relationships, In Proceedings of the 23rd Annual Conference of the European Marketing Academy, Maastricht, the Netherlands, (1994), (with M. Saren).

Service Quality in the British Telecommunications Industry, In Proceedings of the 23rd Annual Conference of the European Marketing Academy, Maastricht, the Netherlands, (1994), (with G.Chryssochoidis and M.Blundel).

International Participation in the Esprit Programme: Towards a Technological Two-Tier Europe, In Proceedings of the 20th Annual Conference of the UK Academy of International Business, University of Glamorgan, UK, pp.427-440, (1993), (with M. Saren).

Organizational Diffusion of Technological Innovations, In Proceedings of the 1991 Annual Conference of the Marketing Education Group, Cardiff Business School, UK, pp.1242-1265, (1991), (with M. Saren)

Project Innovstrat: Measuring Organisational Innovativeness and the Factors that Shape it, Proceedings of the 19th Annual Conference of the European Marketing Academy, Innsbruck, Austria, May, (1990), (with G. Avlonitis and A. Kouremenos).