A B C D E F G H I J K L M N O P Q R S T U V W X Y Z

	Wesley J. Johnston CBIM Roundtable Professor of Marketing Department of Marketing J. Mack Robinson College of Business Georgia State University Room: 422, RCB Building Phone: 404-413-7851 E-Mail: wesleyj@gsu.edu Personal Web Page: http://www.gsu.edu/~mktwjj
EDUCATION: Ph.D., University of Pittsburgh M.B.A., University of Pittsburgh M.A., Ball State University B.A., University of Pittsburgh
SPECIALIZATIONS: Customer Relation Management (CRM) Key Account and Salesforce Management Business-to-business Marketing
Johnston’s research interests include application of behavioral sciences to marketing in the areas of customer relationship management and strategic account programs. He is an expert in network dynamics and relationship strategies, especially in sales force management. Johnston’s research has been published in journals such as Journal of Marketing, Journal of Consumer Research, and Decision Science. He is a member of the American Marketing Association, Association for Consumer Research and the Academy of International Business. He has served on the editorial board of several journals and is currently the editor of the Journal of Business and Industrial Marketing and the director of the Center for Business and Industrial Marketing. Johnston has conducted executive seminars in the People’s Republic of China, Australia, Korea, Singapore, Finland, Argentina and Slovenia. His most recent book is titled Managing Salespeople: A Relationship Approach.
PUBLICATIONS: Johnston, Wesley, Nicole E. Coviello, Roderick J. Brodie, and Peter J. Danaher, "How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices." Journal of Marketing 66 (July 2002): 33-46. Johnston, Wesley, Thomas Ritter and Ian Wilkinson, "Measuring Network Competence: Some International Evidence." Journal of Business & Industrial Marketing 17, no. 2/3 (2002): 119-138. Johnston, Wesley, Fred A. Jacobs, and Natalia Kotchetova, "Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-Business Setting." Industrial Marketing Management 30, no. 4 (2001): 353-364. Johnston, Wesley, Aberdeen Leila Borders and Edward E. Rigdon, "Beyone the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management." Industrial Marketing Management 30, no. 2 (2001): 199-206. Johnston, Wesley and Robert Hite, Managing Salespeople: A Relationship Approach. Southwestern Publishing Co., Cincinnati, OH.