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Faculty - Gary Hunter

Assistant Professor, Marketing and Policy Studies

Ph.D., University of North Carolina, 1999
M.B.A., University of Tennessee, 1993
B.S., United States Military Academy at West Point, 1985

Professor Hunter earned his B.S. degree from the U.S. Military Academy at West Point, an M.B.A. from the University of Tennessee, and a Ph.D. from the University of North Carolina at Chapel Hill.

His research focuses on sales technology, customer relationship management (CRM), procurement processes, and buyer-seller relationships and includes three award-winning articles which earned the 2010 Marvin Jolson Award, the 2008 American Marketing Association's Excellence in Research Award, and the 2008 James M. Comer Award. His publications appear in the Journal of Marketing, International Journal of Research in Marketing, Journal of Personal Selling and Sales Management, Marketing Letters, and the Oxford Handbook of Strategic Sales and Sales Management, among other outlets.

Dr. Hunter’s research helps organizations design, implement, and improve sales and marketing outcomes through process designs that incorporate information technology solutions (e.g., sales technology). His contributions often center on improving the effectiveness and efficiencies of customer-centric marketing in business markets, particularly business to reseller contexts. His research demonstrates how performance gains occur by first designing processes that deliver desired outcomes, and then considering how technology solutions. Resulting designs help optimize the integration of people, processes, and tools. As such, his research encompassing designing and implementing strategic account management and CRM strategies.

At Weatherhead, Professor Hunter teaches the core MBA course in marketing and the second causal modeling (SEM and MV statistics) course in the Doctorate of Management (DM) program. He has taught MBA electives in business marketing, sales management, negotiation, brand management, and sports marketing. Beyond a focus on strategic sales and marketing concerns, his executive education and consulting experience includes business analytics and has been conducted with clients ranging from Fortune 100 to upstart entrepreneurial firms.

Previously, Gary worked in management and leadership positions for several years with Procter & Gamble, PepsiCo, and the 101st Airborne Division of the US Army (Infantry) and was on the marketing faculties at Arizona State University and Florida International University.

Interests

Teaching

Marketing Management, Sales Management, B2B Marketing, Brand Management, Negotiation, Marketing Research, Customer Relationship Management, Causal Analysis of Business Problems

Research

Sales Technology, Strategic Account Management, Customer Relationship Management, Customer Business Development, Buyer-Seller Relationships, Structural Equation Modeling, Survey Research, and Boundary Management

Selected Publications

  • Bradford, K., Challagalla, G., Hunter, G., Moncrief, W. (2012). Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts (vol. 1, issue 32, pp. 41-56). Journal of Personal Selling and Sales Management.
  • Hunter, G. (2011). In David Cravens, Ken Le Meunier-FitzHugh, and Nigel Piercy (Ed.), Sales Technology (pp. 426-456). Oxford: England: The Oxford Handbook of Sales Management and Sales Strategy.
  • Bradford, K., Brown, S., Ganesan, S., Hunter, G., Onyemah, V., Palmatier, R., Rouziès, D., Spiro, R., Sujan, H., Weitz, B. (2010). The Embedded Sales Force: Connecting Buying and Selling Organizations (vol. 21 (3), pp. pp. 239-253). Marketing Letters: A Journal of Research in Marketing.
  • Dickson, P. R., Lassar, W., Hunter, G., Chakravarti, S. (2009). The Pursuit of Excellence in Process Thinking and Customer Relationship Management (vol. 29 (2), pp. 111-124). Journal of Personal Selling and Sales Management.
  • Hunter, G., Perreault, Jr., W. D. (2007). Making Sales Technology Effective (vol. 71 (1), pp. 16-34). Journal of Marketing.
  • Hunter, G., Bunn, M. D., Perreault, Jr., W. D. (2006). Interrelations among Key Aspects of the Organizaitonal Procurement Process (vol. 23, issue 2, pp. 155-170). International Journal of Research in Marketing.
  • Hunter, G., Perreault, Jr., W. D. (2006). Sales Technology Orientation, Information Effectiveness, and Sales Performance (vol. 26 (2), pp. 95-113). Journal of Personal Selling and Sales Management.
  • Alvarez, C., Dickson, P., Hunter, G. The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation Journal of Business Research.

Presentations

  • Bradford, K. (Author Only), Challagalla, G. (Author Only), Hunter, G. (Presenter & Author), Moncrief, W. (Author Only) 2011 Academy of Marketing Science Annual Conference, "Strategic Account Management: Conceptualizing, Integrating, and Extending the Doman From Fluid to Dedicated Accounts", Academy of Marketing Science, Miami, FL. (2011).
  • Hunter, G. (Presenter & Author), Panagopoulos , N. G. (Author Only) Erin Anderson Research Conference, "The Moderating Effects of Customer-Centric Culture on the Psychological Mechanisms of Change in Sales Technology to Performance Relationships", The Wharton School, Philadelphia, PA. (2008).
  • Hunter, G. (Presenter & Author) American Marketing Association Winter Educators' Conference, "Boundary Blurring Theory and the Management of Inra-organizational Relationships", American Marketiing Association, Austin, TX. (2008).
  • Hunter, G. (Presenter & Author), Perreault, Jr., W. D. (Author Only) 2004 American Marketing Association Winter Educators' Conference, "Sales Technology and Producer-Retailer-Consumer Relationships in the Packaged Goods Channel", American Marketing Association, Scottsdale. AZ. (2004).

Academic and Professional Activities

  • Committee Chair, Curriculum Committee, 2011 - Present
  • Track Chair, Sales and Relationship Marketing, 2009 American Marketing Association Winter Educators' Conference, Tampa, FL, 2008 - 2009
  • Editorial Review Board Member, Journal of Personal Sellling and Sales Management, 2006 - Present
  • Reviewer, Ad Hoc Reviewer, Journal of Marketing, 2006 - Present
  • Reviewer, Ad Hoc Reviewer, Management Science, 2006 - Present
  • Track Co-Chair, Sales and Sales Management, 2007 American Marketing Association Summer Educators' Conference, Washinton DC, 2006 - 2007
  • Track Chair, Business-to-Business (B2B) Marketing, Channels of Distribution and Supply Chain Management, 2005 Academy of Marketing Science Conference, Tampa, FL, 2004 - 2005
  • Reviewer, Ad Hoc Reviewer, Journal of Personal Selling and Sales Management, 2000 - 2006

Awards

  • 2012 Nomination for Weatherhead School of Management Teaching Excellence Award for Doctorate of Management Statistical Modeling Course, (2012).
  • Invited Participant Scholar, Thought Leadership Conference on Sales Profession, Harvard Business School. (2012).
  • 2011 Nomination for Weatherhead School of Management Teaching Excellence Award for MBA Marketing Core Course, (2011).
  • 2010 Nomination for Weatherhead School of Management Teaching Excellence Award for MBA Marketing Core Course, (2010).
  • 2010 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice, (2010).
  • 2008 American Marketing Association's Excellence in Research Award, AMA Sales SIG for Best Paper Published in 2007 , (2008).
  • 2008 Nomination for Weatherhead School of Management Teaching Excellence Award for MBA Electives, (2008).
  • 2007 James A. Comer Award for Best Contribution to Selling and Sales Management Theory/Methodology , (2007).
  • 2004 Best Reviewer, Journal of Personal Selling and Sales Management. (2004).
  • 2003 Nomination for the John W. Teets Outstanding Graduate Teaching Award for MBA Core, W.P. Carey MBA Program, Arizona State University. (2003).