“What is Happening on the Other Side of the Desk?”

NAPM MAY MONTHLY MEETING:

Date: Thursday, May 8, 2008

Time: 12:00 PM (Noon)

Place: Gratziano’s Restaurant - 217 Mary Ave, Waco

RSVP: By Tuesday, May 6^th at Noon 710-6130 or Susan_K_Smith@baylor.edu

Meal Cost: $12

Speaker: Dr. Jeff Tanner, Associate Dean, Research & Faculty Development and Marketing Professor, Baylor University

Education: BBA, University of North Texas

MBA, University of North Texas

Ph.D., The University of Georgia

Areas of Expertise:

Customer Relationship Management & Multi-Channel Relationships
Sales and Sales Management
Trade Shows and Exhibitions
Social marketing issues

Dr. Tanner spent eight years in marketing and sales with Rockwell International and Xerox Corporation. In 1988, Dr. Tanner earned his Ph.D. from the University of Georgia and joined the faculty at Baylor University, where he serves as the Research Director of the Center for Professional Selling. An internationally known expert in professional selling and customer relationship strategies who has taught CRM and sales courses to executives and business school students in France, Canada, Australia, Trinidad & Tobago, Colombia, Mexico, and India, Dr. Tanner has authored or co-authored twelve books, including best selling textbooks on sales and business marketing.

Social Marketing:

Since 1985, Dr. Tanner has studied the application of marketing to the promotion of responsible behaviors, particularly those that reduce the likelihood of sexually-transmitted diseases and out-of-wedlock pregnancy. In 1998, he joined the McLennan County Collaborative Abstinence Project (a Title V program) and began to evaluate abstinence education programs. He now also evaluates Worth the Wait in the Texas Panhandle, Shannon Health in San Angelo, Texas, Fisher County Health in Rotan, Texas, the Southwest Economic Development Corporation in Ft. Worth, and Lighthouse Outreach in Hampton, Virginia. His research in this area has appeared in the Journal of Marketing, Journal of Public Policy and Marketing, Journal of the Academy of Marketing Science, Psychological Reports, and others.

CRM and Buyer Behavior:

Beginning with his dissertation on the buying center formation process, Dr. Tanner has examined how buyers buy, and how companies can gain competitive advantage by selling the way buyers want to buy. His research has appeared in the Journal of Business Marketing, Industrial Marketing Management, and others. He co-hosted the AMA CRM Faculty Consortium with Tom Leigh in Dallas, and they also co-edited a special issue on CRM in the Journal of Personal Selling & Sales Management. More recently, he published an article in the Journal of Business Research on multi-channel buying with Marjorie Cooper and Kirk Wakefield.

Sales and Sales Management:

Dr. Tanner's first research in this area, involving the Leader-Member Exchange (LMX) model applied to sales management, appeared in JPSSM in the mid-eighties. Since then, he has examined LMX in a variety of applications, such as performance and turnover. In 2000, his article with Larry Chonko, Terry Loe and Jim Roberts was cited as the outstanding article in JPPSM for the year. He was also named reviewer of the year by JPSSM in 1997. More recently, Dr. Tanner has worked with doctoral students and Christophe Fournier in France, examining LMX and other factors in sales management, as well as with Jorge Wise in Mexico.

Susan K. Smith
Budget Assistant
254-710-6130
Hankamer School of Business