"Advancing Best Practices in Customer Value Management” presented with James C. Anderson for the Institute for the Study of Business Markets, August 2011. (View Now)
"Establishing and Defending Price in Challenging Economic Times" presented to the Diagnostic Marketing Association, March 2009. (Request Free Reprint)
"Customer Value Innovation: from Customer Satisfaction to Non-customer Dissatisfaction" presented to the Institute for the Study of Business Markets, February 2008. (Request Free Reprint)
"Take Your Value Proposition to Your Bottom-line" with Stefanie Zucker. Axios White Paper 2007. (Request Free Reprint)
“Marketing for Tomorrow…Today.” Business-to-business marketing panelist, 2006 Kellogg Marketing Conference, February 2006. “Creating Bottom-Line Results from Your Collaboration” presented at the Center for Collaborative Organizations 15th Annual International Conference, September 2004.
“Measuring Value Delivered to Customers…Tapping the Full Potential of Your Products and Services” presented at the Institute for International Research’s Moving the Customer Agenda Forward in Your Organization Conference, June 2003. (Request PowerPoint Presentation)
“Integrated Marketing and the Web” with Bobby J. Calder, Ph.D. and Richard I. Kolsky, Ph.D., Kellogg on Integrated Marketing (John Wiley & Sons, 2002). (Order Book)
“Integrated Value Pricing to Maximize Profitability” presented at the Kellogg School of Management, June 2002.
“Introducing New Products Can Be Hazardous to Your Company: Use the Right New Solutions Delivery Tools” with Thomas Nacher, Academy of Management Executive, August 2001. (Request Free Reprint)
“Why Good Ideas Go Bust” with Thomas Nacher, Management Review, February 2000.
“Developing a Winning Value Proposition” presented to the BD Marketing Excellence Conference, January 2000. “Using Money to Attract, Develop, and Retain Staff” Journal of Management Consulting, November 1999 (Vol. 10 No. 4).
“Taking Marketing to the Bottom-Line” presented to Northwestern University’s Kellogg School of Management Transportation and Supply Chain Marketing Strategy Conference, Oct. 1996.
“Throw Out Your Market Research -- A Cure for the Slowly-Melting-Ice-Cube Blues” with Richard I. Kolsky, Ph.D., The Leadership Line, Summer 1995.
“The Case for Market-Focused Reengineering -- Or Honey, I Almost Killed the Company” presented to the Kodak Marketing Excellence Conference, October 1993.
"Is Product Management Obsolete?" with Robert Dewar, Ph.D., Journal of Retail Banking, Winter 1992.
“Instructor’s Manual” to accompany Business and Society: A Managerial Approach, Third Edition (Homewood, IL: Richard D. Irwin, Inc., 1985.)Assisted Frederick D. Sturdivant, Ph.D.
