SelectedWorks - Daniel H. McQuiston

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Selected Works of Daniel H. McQuiston

Associate Professor Emeritus - Marketing

Daniel H. McQuiston is an Associate Professor Emeritus of Marketing at the College of Business. His research interest include industrial buying behavior, personal selling, industrial channels of distribution, industrial branding, relationship marketing, and customer service.

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About Daniel H. McQuiston

Daniel H. McQuiston is an Associate Professor Emeritus of Marketing at the College of Business. His research interest include industrial buying behavior, personal selling, industrial channels of distribution, industrial branding, relationship marketing, and customer service.

Present	Associate Professor - Marketing, Butler University ‐ Department of Marketing & Management
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Business and Marketing

Sales, marketing management, creating a customer-focused company, developing business relationships, customer-focused new product development, and developing winning marketing plans

Awarded Best Business-to-Business Track Paper for "Personal Stake as a Causal Determinant of Influence in Industrial Buying" at the Academy of Marketing Science, Nashville, TN, 1994

317/940-9474
Holcomb Building - 142

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Articles (8)

Gender Differences in Communication:Implications for Salespeople

Journal of Selling & Major Account Management (2009)

Daniel H. McQuiston and Kathryn A. Morris

As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication ...

Successful branding of a commodity product: The case of RAEX ...

Industrial Marketing Management (2004)

Daniel H. McQuiston

In today's competitive business environment, industrial marketers must work harder than ever before to achieve some degree of differentiation for ...

A Conceptual Model for Building and Maintaining Relationships between Manufacturers ...

Industrial Marketing Management (2001)

Daniel H. McQuiston

As more and more firms decide to outsource their sales function, the entire topic of partnering with resellers has taken ...

The Effect of Perceived Personal Consequences on Participation and Influence ...

Journal of Business Research (1991)

Daniel H. McQuiston and Peter R. Dickson

A potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not ...

An Empirical Investigation of the Evaluative Criteria of Industrial Buyers

Journal of Midwest Marketing (1989)

Daniel H. McQuiston and Rockney G. Walters

A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in ...

Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer ...

Journal of Marketing (1989)

Daniel H. McQuiston

To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence ...

The Evaluative Criteria of Industrial Buyers: Implications for Sales Training,

Journal of Business and Industrial Marketing (1989)

Daniel H. McQuiston and Rockney G. Walters

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which ...

The Buying Center Concept: Fact or Fiction?

AMA Winter Educators' Conference Proceedings (1984)

W. J. Johnston and Daniel H. McQuiston

Focuses on the significance of organizational buying behavior. Importance of purchase decision; Factors affecting collective behavior and performance; Interaction of ...

Contribution to Book

Marketing leadership in hospitality and tourism : strategies and tactics for competitive advantage (2007)

Gregory Osland, Robert Mackoy and Daniel H. McQuiston

Note: full-text not available due to publisher restrictions. Link takes you to an external site where you can purchase the ...

Contribution to Book

Using Role Plays in the Personal Selling Class: Some Suggestions

Great Ideas In Teaching Marketing (2002)

Daniel H. McQuiston

Note: full-text not available due to publisher restrictions. Link takes you to an external site where you can purchase the ...