Robert Widing - Professor, Design & Innovation

Faculty – Robert Widing

Professor of Marketing; Design & Innovation

rew99@case.edu
216.368.5425
Peter B. Lewis Building 240
Office Hours: By Appointment Only

Robert E. Widing II, PhD, professor of design and innovation and former dean of Weatherhead. He came to Weatherhead from the Macquarie Graduate School of Management (MGSM Limited) where he served as dean, professor, and managing director. Prior to his work at MGSM, he was provost and professor of marketing at the Thunderbird School of Global Management. Widing served as the dean of Weatherhead School of Management from 2012 to 2017.

Earlier in his career, Widing held the Coles Myer Chair of Retailing and Marketing and served as associate dean of graduate studies at the University of Melbourne. He also held appointments at Bond University in Australia and at Weatherhead. In addition, he has held an honorary research appointment at Thammasat University, Bangkok, and a conjoint professorship with Universitas21 in Singapore.

Widing was recently elected as a Fellow in the International Academy of Management (2017) and to the Board of Trustees of the Globally Responsible Leadership Initiative (2017), with the strategic partners of the latter being the UN Global Compact, AACSB International and the European Foundation for Management Development. He was awarded the highest marketing research honor in Australasia, the Distinguished Marketing Researcher Award from the Australia-New Zealand Marketing Academy. The Journal of Marketing Education has recognized him as a “Top-Ten” academic marketing researcher in Asia and Australasia. Six of his more than 100 publications have received awards, including ones from the American Marketing Association and the Academy of Marketing Science. He was recently identified as a Top 25 Sales Scholars at the Global Sales Science Institute annual conference.

Widing’s teaching has been recognized through eight awards from four universities, and he has also been listed in Businessweek as an “outstanding faculty member.” He has consulted with and given talks to numerous academic and business organizations in Australia, Asia, Europe, the Middle East, and North America. Widing received his PhD, MBA and BA from The Ohio State University and joined the faculty at Weatherhead in 2012. He is a dual citizen of Australia and the U.S. and a U.S. Army veteran.

PhD, Ohio State University, 1986
MBA, Ohio State University, 1979
BA, Ohio State University, 1977

Initially Appointed: 2012

Interests and Courses

Research

The effects of market orientation on performance, frontline impact on strategy and performance, salesperson customer orientation and effectiveness.

Teaching

Marketing Management

Recent Courses and Syllabi

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Selected Publications

  • Terawantonavong, C., Widing, R., Whitwell, G. (2017).
    Manifest Conflict, Customer Orientation and Performance Outcomes in International Buyer-Seller Relationships   (vol. 32, issue 8, pp. 1062-1072). Journal of Business and Industrial Marketing.
  • Chakrabarty, S., Widing, R. (2016).
    The Effect of Perceptual Differences Between Firm Market Orientation and Salesperson Customer Orientation on Salesperson Performance   (vol. 16, issue 1, pp. 18-32). Journal of Selling.
  • Chakrabarty, S., Widing, R., Brown, G. (2014).
    Selling Effectiveness: The Role of Interpersonal Mentalizing   Keller Research Report.
  • Chakrabarty, S., Widing, R., Brown, G. (2014).
    Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing   (vol. 34, issue 2, pp. 112–122). Journal of Personal Selling & Sales Management.
  • Chakrabarty, S., Brown, G., Widing, R. (2013).
    Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer–seller relationships   (vol. 33, issue 3, pp. 245–260). Journal of Personal Selling & Sales Management.
  • Chakrabarty, S., Brown, G., Widing, R. (2012).
    The role of top management in developing a customer-oriented sales force   (vol. 32, issue 4, pp. 437–449). Journal of Personal Selling & Sales Management.
  • Terawatanavong, C., Whitwell, G. J., Widing, R., O’Cass, A. (2011).
    Technological turbulence, supplier market orientation, and buyer satisfaction   (vol. 64, issue 8, pp. 911–918). Journal of Business Research.
  • Chakrabarty, S., Brown, G., Widing, R. (2011).
    The Consequences of open versus closed influence strategies of salespeople in a developing economy   (pp. 170). Marketing Management Journal.
  • Bell, S. J., Mengüc, B., Widing, R. (2010).
    Salesperson learning, organizational learning, and retail store performance   (vol. 38, issue 2, pp. 187–201). Journal of the Academy of Marketing Science.
  • Chakrabarty, S., Brown, G., Widing, R. (2010).
    The effects of perceived customer dependence on salesperson influence strategies   (vol. 30, issue 4, pp. 327–341). Journal of Personal Selling & Sales Management.
  • Chakrabarty, S., Brown, G., Widing, R. (2009).
    Closed influence tactics: do smugglers win in the long run?   (vol. 30, issue 1, pp. 23–32). Journal of Personal Selling & Sales Management.
  • Widing, R., Cooperrider, D. L., Laszlo, C.
    Business as an Agent of World Benefit  

Academic and Professional Activities

  • Board of Directors of a Company, Globally Responsible Leadership Initiative (GRLI), Brussels, 2017 - 2019