John Hulland

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

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


Degree Field of Study Institution Graduation Year
  • Marketing
  • Business
Queen's University (Kingston)
  • Chemistry
University of Guelph

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)
Journal of Marketing
2011 - present
ERB Member
Journal of International Business Studies
2007 - present
ERB Member
Journal of International Marketing
1999 - present
2015 - present

Selected Publications

Journal Articles

  • Robert W. Palmatier, Mark B. Houston, and John Hulland. 2018. Review Articles: Purpose, Process, and Structure . Journal Of The Academy Of Marketing Science , 46(1):1-5.
  • John Hulland, Hans Baumgartner, and Keith Smith. 2018. Marketing Survey Research Best Practices: Evidence and Recommendations from a Review of JAMS Articles. Journal Of The Academy Of Marketing Science , 46(1):92-108.
  • Jenny Van Doorn, Martin Mende, Stephanie M. Noble, John Hulland, Amy L. Ostrom, Dhruv Grewal, and J. Andrew Petersen. 2017. Domo Arigato Mr. Roboto: Emergence of Automated Social Presence in Organizational Frontlines and Customers’ Service Experiences. Journal Of Service Research, 20(1):43-58.
  • 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.
  • 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.