John Hulland

Emily H. and Charles M. Tanner Jr., Chair in Sales Management

  • Emily H. and Charles M. Tanner Jr. Chair in Sales Management
Office
C303 Benson Hall
610 South Lumpkin Street
Athens, GA 30602
Email Address

Education

Degree Field of Study Institution Graduation Year
PhD
  • Marketing
MIT
1990
MBA
  • Business
Queen's University (Kingston)
1983
BS
  • Chemistry
University of Guelph
1981

Prior Professional Positions

Organization / Department Title Years of Service
University of Pittsburgh
Full Professor 2001 to 2011
University of Western Ontario
Assistant/Associate Professor 1989 to 2001

Editorial Appointments

Position Name of Journal Year(s)
AE
Journal of Marketing
2011 - present
ERB Member
Journal of Marketing Research
2007 - present
ERB Member
Journal of International Business Studies
2007 - present
ERB Member
Journal of International Marketing
1999 - present
AE
JAMS
2007 - present

Selected Publications

Journal Articles

  • Efua Obeng, Ryan Luchs, Jeff Inman, and John Hulland. 2016. Survival of the Fittest: How Competitive Service Overlap and Retail Format Impact Incumbents' Vulnerability to New Entrants. Journal Of Retailing, 92(4):383-396.
  • Casey Newmeyer, Vanitha Swaminathan, and John Hulland. 2016. When Products and Brands Trade Hands: A Framework for Acquisition Success. Journal Of Marketing Theory And Practice, 24(2):129-146.
  • Efua Obeng, John E. Prescott, John Hulland, Robert Gilbert and James Maxham III. 2015. Retail Capability Systems. Ams Review, 5(3-4):103-122.
  • John Hulland, Scott Thompson, and Keith Smith. 2015. Exploring Uncharted Waters: Use of Psychological Ownership Theory in Marketing. Journal Of Marketing Theory And Practice, 23(2):140-147.
  • Dominique Rouzies, John Hulland, and Donald W. Barclay. 2014. Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Capital Perspective. Journal Of The Academy Of Marketing Science , 42(5):511-527.
  • Didem Kurt and John Hulland. 2013. Aggressive Marketing Strategy Following Equity Offerings and Firm Value: The Role of Relative Strategic Flexibility. Journal Of Marketing, 77(September):57-74.
  • John Hulland, Gergana Nenkov, and Donald Barclay. 2012. Perceived Marketing / Sales Relationship Effectiveness: A Matter of Justice. Journal Of The Academy Of Marketing Science, 40(3):450-467.
  • Gergana Nenkov, Jeffrey Inman, John Hulland, and Maureen Morrin. 2009. Ambidextrous Organizations and Firm Performance: The Role of Marketing Function Implementation. Journal Of Marketing Research, 46(December):764-776.
  • Christopher Plouffe, John Hulland, and Trent Wachner. 2009. Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives. Journal Of The Academy Of Marketing Science, 37(4):422-439.
  • Gergana Nenkov, Maureen Morrin, Andrew Ward, Barry Schwartz, and John Hulland. 2008. A Short Form of the Maximization Scale: Factor Structure, Reliability, and Validity Studies. Judgement And Decision Making, 3(June):371-388.
  • Gergana Nenkov, Jeffrey Inman, and John Hulland. 2008. Expectations about the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes. Journal Of Consumer Research, 35(June):126-141.
  • Vanitha Swaminathan, Feisal Murshed, and John Hulland. 2008. Value Creation Following Merger and Acquisition Announcements: The Role of Strategic Emphasis Alignment. Journal Of Marketing Research, 45(February):33-47.
  • John Hulland, Michael Wade, and Kersi Antia. 2007. The Impact of Capabilities and Prior Investments on Online Channel Commitment and Performance. Journal Of Mis , 23(4):109-142.
  • Michael Wade and John Hulland. 2004. The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions for Future Research. Mis Quarterly, 28(1):107-142.
  • Shun Yin Lam, Mark Vandenbosch, John Hulland, and Michael Pearce. 2001. Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects. Marketing Science, 20(2):194-215.
  • Christopher Plouffe, John Hulland, and Mark Vandenbosch. 2001. Richness versus Parsimony in Modeling Technology Adoption Decisions: Understanding Merchant Adoption of a Smart Card-Based Payment System. Information Systems Research, 12(2):208-222.
  • Laurence Capron and John Hulland. 1999. Redeployment of Brands, Sales Forces, and General Marketing Management Expertise Following Horizontal Acquisitions: A Resource-Based View. Journal Of Marketing, 63(April):41-54.
  • John Hulland. 1999. Use of Partial Least Squares (PLS) in Strategic Management Research: A Review of Four Recent Studies. Strategic Management Journal, 20(February):195-204.
  • D. Sandy Staples, John Hulland, and Christopher A. Higgins. 1999. A Self-Efficacy Theory Explanation for the Management of Remote Workers in Virtual Organizations. Organization Science, 10(Nov-Dec):758-776.
  • John Hulland, Yiu Ho Chow, and Shun Yin Lam. 1996. Use of Causal Models in Marketing Research: A Review. International Journal Of Research In Marketing, 13(2):181-197.
  • Julian Birkinshaw, Allen Morrison, and John Hulland. 1995. Structural and Competitive Determinants of a Global Integration Strategy. Strategic Management Journal, 16(8):637-655.
  • Glen L. Urban, John Hulland, and Bruce D. Weinberg. 1993. Premarket Forecasting of New Consumer Durables: Modeling Categorization, Elimination, and Consideration Phenomena. Journal Of Marketing, 57(April):47-63.