John Hulland

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

Office
104 Brooks Hall
310 Herty Drive
Athens, GA 30602
Phone Numbers
Work 706-542-3764
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 -
ERB Member
Journal of Marketing Research
2007 -
ERB Member
Journal of International Business Studies
2007 -
ERB Member
Journal of International Marketing
1999 -
ERB Member
JAMS
2007 -

Selected Publications

Journal Articles

  • 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.