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Bruce K. Pilling

Associate Professor    Associate Chair    
Education

Ph.D., Arizona State University
M.B.A., Brigham Young University
B.A., Brigham Young University

Specializations

Integrating marketing and sales functions
Strategic market planning
Sales management

Biography

Pilling’s interests include enhancing coordination between marketing and sales, sales force productivity, and the development and maintenance of buyer-supplier relationships. Prior to joining the CBA faculty, Pilling was the general manager of a plastic pipe manufacturing plant and an economic analyst. He has published his articles in journals such as Journal of Public Policy and Marketing, International Journal of Purchasing, Journal of Business Research, and Journal of Small Business Management.

Publications
  • Ellen, Pam Scholder and Bruce K. Pilling (2002.), “Using Employer Input to Assess Graduate Marketing Education Effectiveness: A Working Example of Curriculum Development,” Marketing Education Review, 12 (Spring), 31-40.
  • Pilling, Bruce K., Naveen Donthu, and Steve W. Henson (1999), “Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance,” Journal of Personal Selling and Sales Management Vol. 21 (No. 2, Spring) 35-45.
  • Yoo, Boonghee, Naveen Donthu and Bruce Pilling, “Channel Efficiency: Franchise Versus Non-Franchise Systems” Journal of Marketing Channels 6, nos. 3/4 (1998): 1-15.