My research expertise lies in technology-enabled marketing, particularly relationship marketing, customer relationship management (CRM) and entrepreneurial or small business marketing. I am also interested in marketing education research. A major current research project investigates the impact of social media on CRM in both large and small organizations. I have employed a full-time research assistant to assist with this project, which will form the basis of my research publications over the coming few years. This project comprises heavy industrial engagement where I am seeking to ‘impact’ on the business community. My research network spans the UK, France, Netherlands, USA, Hong Kong and Canada. I am an active member of the UK Academy of Marketing's Entrepreneurial Marketing Special Interest Group (SIG). I am also paper track chair for the Academy of Marketing Conference in 2012. From educational and administrative perspectives, I teach marketing at undergraduate and postgraduate levels, and have been heavily involved in re-vamping the curriculum in Southampton and in the creation and publication of the ‘new Marketing DNA’, a new model for marketing education, research and practice. I designed, launched and am Course Director for the new BSc International Marketing degree. I am also a keen user of digital technologies in marketing education.
Articles
Critical Factors Underpinning the e-CRM Activities of SMEs (with Elaine Ramsey and Patrick Ibbotson), Journal of Marketing Management (2011)
Small and medium-sized enterprises (SMEs) are vital components of our economies, but many struggle to...
eCRM capabilities of SMEs: A model and its relationships (with Andreas Schroeder, Qureshi Israr, Fang Yulin, Elaine Ramsey, Patrick Ibbotson, and Darren Meister), International Journal of Electronic Commerce (2011)
The extant research in the context of large firms suggests that dedicated customer relationship management...
‘How can marketing academics serve marketing practice? The New Marketing DNA as a model for marketing education (with Bev Hulbert), Journal of Marketing Education (2011)
This paper seeks to address how marketing academics can best serve marketing practice through marketing...
Investigating the e-CRM Activities of Irish SMEs (with Elaine Ramsey and Pat Ibbotson), Journal of Small Business and Enterprise Development (2009)
Purpose Relationship marketing principles have seldom been applied to the SME. This paper seeks to...
e-CRM in SMEs: an exploratory study in Northern Ireland (with Elaine Ramsey and Pat Ibbotson), Marketing Intelligence and Planning (2008)
Purpose - Relationship marketing principles have seldom been applied to the small and medium sized...
Unpublished Papers
Exploring and Explaining Entrepreneurial Marketing: Investigating e-CRM in SMEs using a Mixed Methods Research Design (with Elaine Ramsey and Patrick Ibbotson), currently under review (2011)
Small and medium-sized enterprises (SMEs) are vital to our economies, and they perform marketing resembling...
Exploring Web Analytics as a Domain of Marketing (with Minyu Bian), currently under review (2011)
Purpose A central tenet of marketing is customer retention based on an inherent understanding of...
Fostering Entrepreneurial Talent with ‘SPEED’: Evidence from the University of Ulster (with Elaine Ramsey, Janine Swail, Patrick Ibbotson, Denise Crossan, and Andrew Kincaid), currently under review (2011)
Entrepreneurship education is a core activity for many higher education institutions in the United Kingdom....
‘Innovative marketing in SMEs: the key capabilities of e-CRM (with Elaine Ramsey and Patrick Ibbotson), currently under review (2011)
Purpose
Small and medium-sized enterprises (SMEs) are vital components of our economies, but many struggle...
Integrating e-CRM to create Customer Insight in SMEs (with Elaine Ramsey and Patrick Ibbotson), currently under review (2011)
This paper is based on the premise that marketing communications should be based on quality...
Presentations
The Impact of Technology on Marketing: Introducing a new Marketing DNA (with Bev Hulbert), German-French-Austrian Conference on Quantitative Marketing (2010)
How can marketing academics serve marketing practice? The New Marketing DNA as a model for marketing education (with James Seligman), Academy of Marketing Conference (2010)
Integrating "employability" into the HE curriculum: case studies of online portfolio implementation in the UK (with Lisa Harris and Annette Naudin), PLE Conference (2010)
In today’s global market place employers are seeking high level skills of communication, networking and...
Understanding the New Marketing DNA: bringing Marketing Education up to speed with Marketing Practice (with James Seligman), Academy of Marketing Conference (2009)
This research is concerned with the overarching impact of technology on marketing, and the need...