The Joseph A. Butt, S.J., College of Business Loyola University New Orleans

William B. Locander

Dean and Professor of Marketing

Address: 6363 St. Charles Avenue, Box 15
New Orleans, LA 70118
Phone: (504)864-7990
Fax: (504)864-7970
Email: locander@loyno.edu
Office: Miller 331

 

Education

  • Ph.D., M.S., B.S. - University of Illinois , at Urbana-Champaign, 1973, 1970, 1966

Academic/Industry Experience

Academic Experience:

  • 2008 - present, Dean and Professor of Marketing, The Joseph A. Butt, S.J., College of Business, Loyola University New Orleans
  • 2004 – 2008, Davis Chair of the Leadership Studies and Founding Director of the Davis Leadership Center , Jacksonville University , Davis College of Business
  • 1999 - 2004, Chairman and Frank Harvey Professor of Marketing and Quality,
  • Director, USF Leadership Center , Department of Marketing, University of South Florida
  • 1992 - 2004, Chairman and Frank Harvey Professor of Marketing and Quality, Department of Marketing, University of South Florida
  • 1983 - 1992, Distinguished Professor of Marketing, and Philips Consumer Electronics Faculty Scholar, Department of Marketing and Transportation, University of Tennessee , Knoxville
  • 1982 - 1983, Associate Professor, Department of Marketing, University of Houston
  • 1981 - 1982, Associate Dean for Research and Administration, Associate Professor of Marketing, University of Houston
  • 1979 - 1981, Chairman, Department of Marketing, University of Houston , Associate Professor of Marketing
  • 1978 - 1979, Associate Professor of Marketing, University of Houston
  • 1973 - 1977, Assistant Professor of Marketing, University of Houston

Administrative Experience:

  • Founding Director, Davis Leadership Center , Jacksonville University , 2004 - present
  • Department Head, Marketing Department, University of South Florida, 1993-2004
  • Founder and Coordinator, Marketing and Customer Value Institute, University of Tennessee, 1990-1991
  • President, American Marketing Association, 1988-89
  • Associate Dean for Research and Administration, University of Houston , 1981 - September, 1982
  • Chairman, Department of Marketing, University of Houston , 1979 - 1981
  • Coordinator, Executive Development Program, Management Development Center , University of Houston , 1978 - 1980
  • Ph.D. Program Coordinator, Marketing Department, University of Houston
  • Assistant to Dean, University of Illinois , College of Business Administration , 1971 - 1973

Course Descriptions

  • Undergraduate Courses
    • MGT 320 - Leadership
    • MKT 301 - Introductory Marketing
    • MKT 438 - Marketing Research
    • MKT 462 - Consumer Behavior
    • MKT 3120 - Marketing Management
    • MKT 4710 - Marketing Strategy
  • Graduate Courses (MBA/EMBA & Ph.D.)
    • MGT 588 - Leadership: Power, Influence and Ethics
    • MGT 589 - Classic Problems in Leadership (Executive MBA)
    • MGT 590 - Leadership Simulation (Executive MBA)
    • MKT 541 - Marketing Management (Executive MBA)
    • MKT 543 - Promotion and Product Strategy (Executive MBA)
    • MKT 661 - Marketing Planning (MBA)
    • MAR 6936 - Marketing and Quality Movement (MBA)
    • MAR 6936 - Total Quality Management (Executive MBA)
    • MKT 662 - Research Methodology (Ph.D.)
    • MKT 663 - Consumer Behavior (Ph.D.)
    • MKT 665 - Consumer Information Processing (Ph.D.)
    • MKT 682 - Marketing Planning (Executive MBA)
    • MKT 5010 - Marketing and Distribution Management (MBA)
    • MKT 5410 - Marketing Strategy (MBA)
    • MKT 6200 - Buyer Behavior (Ph.D.)
    • MKT 6350 - Marketing Strategy (Ph.D.)

COURSE DEVELOPMENT

  • MAR 6936 - Developed a 3 course sequence in Leading the Market Driven Organization
  • MAR 6936 - MBA/EMBA courses in Marketing and Quality
  • MGT 588 - Developed MBA course in Leadership: Power, Influence and Ethics
  • MKT 662 - A Ph.D. level course in research methodology covering the areas of survey methods, experimentation, attitude measurement, and multivariate analysis.
  • MKT 663 - A Ph.D. level course covering the fundamentals of social psychology as applied to human consumption patterns.
  • MKT 665 - A new Ph.D. level course emphasizing human information processing and attitude change as applied to consumer behavior.
  • MKT 682 - A new Executive MBA course.
  • MKT 6350 - A Ph.D. level Seminar in Business/Market Strategy.

Research Interests

  • Leadership
  • Ehtics
  • Marketing Strategy
  • Sales Management

Publications, Proceedings and Papers

Refereed Journal Articles:

  • "An Investigation of Interview Method, Threat, and Response Distortion," Journal of the American Statistical Association , with S. Sudman and N. Bradburn, June 1976.
  • "A Planning Model for Multiple New Product Introductions," Journal of Business Administration , with R. Scamell, Spring 1976.
  • "A Conceptual Approach to Planning New Product Introductions in Sets," Journal of the Academy of Marketing Science , with R. Scamell, Spring 1976.
  • "The Effect of Question Form on Gathering Income Data by Telephone," Journal of Marketing Research , with J. Burton, May 1976.
  • "Screening New Product Ideas: A Two Phase Approach," Research Management , with R. Scamell, March 1976.
  • "Behaviorally Anchored Rating Scales: A New Tool of Retail Management Evaluation & Control," Journal of Retailing , with W. Staples, Winter 1976-77.
  • "Modeling the Product Elimination Decision," Omega: The International Journal of Management Science , with R. Scamell, December 1976.
  • "The Effect of Self-Confidence and Anxiety on Risk Reduction Strategies for an Innovative Product," Journal of the Academy of Marketing Science , with P. Hermann, Spring 1977.
  • "An Evaluative Model to Identify Weak Products for the Elimination Decision," Journal of Business Administration , with R. Scamell, Spring 1977.
  • "A Team Approach to Managing Market Research Process," MSU Business Topics , with R. Scamell, Winter 1977.
  • "Environmentally Concerned Consumers - Racial Variations" Journal of Marketing , with P. Murphy and N. Kangun, October 1978.
  • "A Functional Approach to Attitude Measurement," Journal of Marketing Research , with W. Spivey, November 1978.
  • "Media Allocation Model Based on Nonlinear Benefit Curves," Journal of Business Research , with R. Scamell, R. Sparkman, and J. Burton, December 1978.
  • "Evaluating and Motivating Salesmen with BARS Method," Industrial Marketing Management , with W. A. Staples, February 1978.
  • "The Effect of Self-Confidence and Anxiety on Information Seeking in Consumer Risk Reduction," Journal of Marketing Research , with P. Hermann, May 1979.
  • "A Team Approach to Managing the Development of a Decision Support System," MIS Quarterly , with R. Scamell and A. Napier, March 1979.
  • "Meeting Retail Staffing Needs Via Improved Selection," Journal of Retailing , with W. Spivey and M. Munson, Winter 1979.
  • "Attribution Theory and Advertising Effectiveness," Journal of Consumer Research , with R. Sparkman, December 1980.
  • "Improving the Effectiveness of Persuasive Communications: Matching Message with Functional Profile," Journal of Business Research , with M. Munson and W. Spivey, June 1983.
  • "Dimensional Relationships of Aided Recall and Recognition," Journal of Advertising , with G. M. Zinkhan and J. H. Leigh, 15 (1) 1986.
  • "Product Novelty: Does it Moderate the Relationship Between Ad Attitudes and Brand Attitudes?" Journal of Advertising, with D. S. Cox, 16 (3) 1987.
  • "ESSCA: A Multidimensional Analysis Tool for Marketing Research," Journal of the Academy of Marketing Science , with G. Zinkhan, Spring 1988.
  • "Teaching Techniques for the New Marketing Instructor: Bringing the Business World into the Classroom," Journal of Marketing Education with J. W. Henke, Jr., J. T. Mentzer and G. Nastas III, Spring 1988.
  • "Putting Consumer Experience Back into Consumer Research: The Philosophy and Method of Existential - Phenomenology," Journal of Consumer Research , with C. Thompson and H. Pollio, September 1989.
  • "Effects of Sales Presentation Topic on Cognitive Responses in Industrial Buying Groups," Journal of Academy of Marketing Science , with W. Forrester, Fall 1989.
  • "The Lived Meaning of Free Choice: An Existential Phenomenological Description of Everyday Consumer Experience of Contemporary Married Women," Journal of Consumer Research , with C. Thompson and H. Pollio, December 1990.
  • "Innovation As A Socio-Political Process: An Empirical Analyses of Influence Behavior Among New Product Managers," Journal of Business Research, with M. Maute, June 1994.
  • "The Spoken and the Unspoken: A Hermeneutic Approach to Understanding the Cultural Viewpoints that Underlie Consumers' Expressed Meanings," Journal of Consumer Research, with C. J. Thompson and H. Pollio, December 1994.
  • “The Quality Train is Leaving and Marketers are Nodding Off in the Club Car,” Journal of Marketing Theory and Practice, with D. Goebel, Summer 1996.
  • "Managing Functional Variation: Insights Into The Finance/Marketing Interface" Managerial Finance, with D. Goebel, October 1997.
  • “Activity Based Costing: Accounting for a Marketing Orientation” Industrial Marketing Management , with D. Goebel and G. Marshall, November 1998.
  • “A Functional Approach to Participation in Online Communities: A Conceptual Model,” Quarterly Journal of Economic Commerce , with D. Ladik, 2 (4) 2001
  • “Developing a Leadership-Rich Culture: The Missing Link to Creating a Market-Focused Organization,” Journal of Market-Focused Management , with F. Hamilton, D. Ladik, and J. Stuart, 5, 2002
  • “Enhancing Purchasing's Strategic Reputation: Evidence and Recommendations for Future Research,” The Journal of Supply Chain Management , with D. Goebel and G. Marshall, 39 (2), 2003.
  • “Starting to Solve the Method Puzzle in Sales person Self-Report Evaluations,” with Fernando Jaramillo and Francois A. Carrillat, Journal of Personal Selling and Sales Management, 4, Fall 2003.
  • “An Organizational Communication- Based Model of Individual Customer Orientation of Non-marketing Members of a Firm” with Daniel Goebel and Greg Marshall. Journal of Strategic Marketing, March, 2004 .
  • “Market-Driving Organizations: A Framework,” with Francois Carrillat and Fernando Jaramillo. Academy of Marketing Science Review , Vol. 2004, No. 5, available at http://www.amsreview.org/articles/carrillat05-2004.pdf.
  • “Response to Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations” with Fernando Jaramillo and Francois A. Carrillat, Journal of Personal Selling and Sales Management , 24 (2), 2005, 141-145.
  • “New Directions for Sales Leadership Research” with Thomas N. Ingram and Raymond W. LaForge, Journal of Personal Selling & Sales Management 25:2, Spring 2005, 137-154
  • “A Meta-Analytic Comparison of Managerial Ratings and Self Evaluations” with Fernando Jaramillo and Francois A. Carrillat, Journal of Personal Selling and Sales Management , (Fall 2005) vol. 25, no. 4, 315-328.
  • “Transform or Transact? Which Leader Gets Better Results? – A Meta- Analysis” with Jay Mulki and Fernando Jaramillo, Journal of Business Leadership: Research, Practice and Teaching, 2005, (No. 1), 85-94
  • “Effects of Ethical Climate and Supervisory Trust on Salesperson's Job Attitudes and Intentions to Quit” with Jay Prakash Mulki and Fernando Jaramillo, Journal of Personal Selling & Sales Management (Winter 2006), 19-26.
  • “The Role of Time Wasted in Sales Force Attitudes and Intentions to Quit” with Fernando Jaramillo and Jay Prakash Mulki, International Journal of Bank Marketing , 24 (No. 1, 2006), 24-36.
  • “Emotional Exhaustion & Workplace Deviance: Can the Right Job and a Leader's Style Make a Difference? With Jay Mulki and Fernando Jaramillo, Journal of Business Research, Journal of Business Research. 59 (Nov. 2006), 1222-1230.
  • “Getting One's Own Way : An Investigation of Influence Attempts by Marketers on Non Marketing Members of the Firm” with Dan Goebel and Greg Marshall, Journal of Business Research, 59 (2006) 829-837.
  • “Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling,” with Fernando Jaramillo, Paul E. Spector, and Eric G. Harris, Journal of Personal Selling & Sales Management , vol. XXVII (winter 2007), 59-74.

Editorship:

  • Senior Advisory Editorial Board of the Journal of Marketing Theory and Practice , 2007-present.

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