GERRARD M. MACINTOSH

January 2009

Office:                                                                  Home:

College of Business                                                                   3125 37^th Avenue SW

105B Putnam Hall                                                                    Fargo, North Dakota 58104

North Dakota State University                                                  (701) 235-6647

Fargo, North Dakota

Phone:              (701) 231-7962

E-mail              gerry.macintosh@ndsu.edu

Education:

            Ph.D.               University of Nebraska-Lincoln, 1992

            M.B.A.            University of North Dakota, 1989

            B.S.B.A.          University of North Dakota, 1977

Present Position:

            Chair, Management, Marketing, and Finance

            Professor, North Dakota State University, 2004             

Previous Positions:

            Associate Professor, North Dakota State University, 1997-2004

            Assistant Professor, University of Manitoba, 1992-1997

Honors and Awards

            2005    Nominated for College Teaching Award

            2000    College of Business Research Award

            2000    Apple Polisher Award from Bison Ambassadors (Teaching)

            1999    College of Business Service Award      

           1999    Article, “The Role of Relationship Valence and Perceived Risk in Service Relationships,” selected as Best Paper in the Services and Service                         Relationships Track of the 1999 Summer AMA Educator’s Conference.

1996    Business Associates' Award for outstanding achievement in research in the Faculty of Management, University of Manitoba for 1995.

1996    Co-authored article, "The Effects of Salesperson/Customer Relationships in Wine Retailing," selected as Best Paper in the Retailing and Consumer Services Track of the 1996 AMA Winter Educator's Conference. 

            1993    Co-authored article, "Relationship Development in Selling: A Cognitive Analysis," was selected as the 1992 Mu Kappa Tau Outstanding Article                          published in the Journal of Personal Selling and Sales Management.

 

Subject Matter Expertise:

            Teaching:          Sales Management, Personal Selling, Services Marketing, Marketing Management, Consumer Behavior, Principles of Marketing.

Research:         Interpersonal relationships in sales and services, relationship marketing, decision making in selling, and the effects of knowledge and expertise on sales performance.

Professional Activities:

            The American Marketing Association

            Association for Consumer Research

            Academy of Marketing Science

Teaching:

            Present Courses:                                              

Sales/Sales Management, Services Marketing

            Other Courses Taught:

            Marketing Management, Principles of Marketing, Consumer Behavior, International Marketing, Industrial Marketing

 

Student Rating of Instruction

	361	462	462	466	361	462	466	462	466	462
Sem.	Sp04	Sp04	Sm04	F04	F04	Sp05	F05	Sp06	F06	S07
Enroll.	37	35	9	39	34	60	44	49	38	41
Inst.*	4.26	4.10	4.67	4.46	4.54	4.27	4.43	4.40	4.46	4.55
Mean	4.09	3.86	4.23	4.12	4.12	4.19	4.06	4.10	4.21	4.16

Scale- 1 = Very Poor to 5 = Very Good

Inst = Instructor as a teacher

Mean = College of Business Mean

361 = Marketing Management

462 = Sales / Sales Management

466 = Services Marketing

Publications:                                                                                      

Journal Articles

Macintosh, Gerrard (In Press), “The Antecedents of Trust and Rapport in Services,” Journal of Retailing and Consumer Services.

Macintosh, Gerrard (2009), “The Role of Rapport in Professional Services: Antecedents and Outcomes,” Journal of Services Marketing, 23 (2/ May).

Macintosh, Gerrard and Charles Stevens (2008), “Personality, Motives, and Conflict Strategies in Everyday Service Encounters,” International Journal of Conflict Management, 19(2),  112-131, 2008.

Macintosh, Gerrard (2007), “Customer Orientation, Relationship Quality, and Relational Benefits to the Firm,” Journal of Services Marketing, 21(3), 150-159.

Macintosh, Gerrard (2006), “Personality and Relational Time Perspective in Selling,” Journal of Selling and Major Account Management, 6(2), p.19-33.

Stevens, Charles and Gerrard Macintosh (2003), “Personality and Preferences for Activities within Sales Jobs,” Journal of Personal Selling and Sales Management, 23(1), 19-33.

Macintosh, Gerrard (2002), “Perceived Risk and Outcome Differences in Multi-level Service Relationships,” Journal of Services Marketing, 16(2), 143-157.

Macintosh, Gerrard (2002), “Building Trust and Satisfaction in Travel Counselor/Client Relationships,” 12(4), Journal of Travel and Tourism Marketing, 59-74.

            Macintosh, Gerrard and James W. Gentry (1999), "Decision Making in Personal Selling: Testing the K.I.S.S. Principle," Psychology and Marketing, 16(August), 393-408.

Lockshin, Lawrence, Anthony Spawton, and Gerrard Macintosh (1997), "Using Product, Brand, and Purchasing Involvement for Retail Segmentation," Journal of Retailing and Consumer Services, 4(3), 171-183.

            Macintosh, Gerrard and Lawrence S. Lockshin (1997),"Retail Relationships and Store Loyalty: A Multi-level Perspective," International Journal of Research in Marketing, 14(5), 487-497.

Lockshin, Lawrence and Gerrard Macintosh (1996), “Customer Relationships Mean Greater Loyalty,” The Australian & New Zealand Wine Marketing                          Industry Journal, 2(11), 142-44. <> 

Gentry, James W., Patricia Kennedy, and Gerrard Macintosh (1995), "Marketing Implications of  the Expected Role of Physicians in Family Decisions Concerning                the Institutionalization of the Elderly," Psychology and Marketing, 12(October), 647-662.

Macintosh, Gerrard and James W. Gentry (1995), "Cognitive Process Differences         Between Relationship and Discrete Transaction Contexts," International Business Review, Special Issue on Relationship Marketing, 4(December), 435-446.

Macintosh, Gerrard (1995), "Using Negotiations to Teach Relational Selling and Group Dynamics," Journal of Marketing Education, Special Issue on Teaching                 Sales and Sales Management, 17(Fall), 63-72.

             Macintosh, Gerrard, Kenneth A. Anglin, David M. Szymanksi, and James W. Gentry (1992), "Relationship Development in Selling: A Cognitive Analysis," Journal of Personal Selling and Sales Management, 12 (Fall), 23-34. 

Published Papers in Conference Proceedings

            Macintosh, Gerrard, "Dimensions of Selling Strategy (1996)," in Enhancing Knowledge Development in Marketing, Vol. 7, Cornelia Dröge and Roger Calatone (eds.), Chicago, IL: The American Marketing Association.

Macintosh, Gerrard and James W. Gentry (1995), "Dimensions of Selling Strategy," Proceedings of the 1995 National Conference in Sales Management.

Gentry, James W., Gerrard Macintosh, Jeffery J. Stoltman, and Keith Wilson (1994), Implications of the Trend Toward Relationship Marketing for Experiential Learning," in Developments in Business Simulation & Experiential Exercises, Vol. 21, Precha Thavikulwat and John D. Overby (eds.), Stillwater, OK: Association for Business Simulation and Experiential Learning. 

Macintosh, Gerrard, Kenneth A. Anglin, and James W. Gentry (1994), "The Role of Inference in Prospecting for New Customers," Proceedings of the 1994 National Conference on Sales Management.

Macintosh, Gerrard and Jennifer Meyer (1994), "HyperCard Applications for Innovative Data Collection," in Marketing Theory and Applications, Vol. 5, C. Whan Park and Daniel C. Smith (eds), Chicago: The American Marketing Association.

Gentry, James W., Gerrard Macintosh, and Jeffery J. Stoltman (1993), "Reconsideration of the Structure of the Business Core Curriculum: Implications of the Trend Toward Relationship Marketing," in Enhancing Knowledge Development in Marketing, Vol.4, Chicago, IL: The American Marketing Association.

Macintosh, Gerrard and James W. Gentry (1993), "Similarity Cue Utilization: New Evidence and Suggestions for Salesperson/Client Similarity Research," Proceedings of the 1993 National Conference on Sales Management.

Macintosh, Gerrard, James W. Gentry, and Jeffery J. Stoltman (1993), "A Systematic Approach to the Development and Evaluation of Experiential Exercises," Proceedings of the 1993 Association of Business Simulation and Experiential Learning.

Conference Presentations/Abstracts

Macintosh, Gerrard (2008), “The Antecedents of Interpersonal Trust in Marketing Boundary Spanner Relationships: A Review and Recommendations for Future Research,” 2008 Conference of the Academy of Marketing Science, Sales Track.

Macintosh, Gerrard and Charles Stevens (2007), “Personality, Motives, and Conflict Management Strategies in Service Encounters,” Recent Advances in Retailing Science, 2007 EIRASS Conference, San Francisco, CA.

Macintosh, Gerrard and Charles Stevens (2005), “Customer Conflict Management Strategies in Everyday Service Encounters,” Proceedings of the 2005 National Conference of the Association for Consumer Research.

            Macintosh, Gerrard (2004), Presented in a Special Session on Effective Sales Pedagogical Techniques, 2004 National Conference in Sales Management.

Macintosh, Gerrard (2003), “Individual Time Perspective and Relational Selling,” Proceedings of the 2003 National Conference in Sales Management.

Macintosh, Gerrard, (1999), "The Role of Valence and Perceived Risk in Service Relationships,” in Enhancing Knowledge Development in Marketing, Vol. 10,             Steven Brown and D. Sudharshan, (eds.), Chicago: The American Marketing Association, p. 6. <>

Macintosh, Gerrard (1998), “The Effects of Selling Situation on the Practice of Adaptive and Persuasive Selling,”  in Enhancing Knowledge Development in                     Marketing, Vol. 9, Ronald Goldstein and Scott MacKenzie (eds.), Chicago: The American Marketing Association, p. 3. 

Lockshin, Lawrence S., Anthony Spawton, and Gerrard Macintosh (1997), "A Cross Cultural Comparison of Retail Segmentation Using Product and Purchasing Involvement," 4th International Conference on Recent Advances in Retailing and Services Science.

Macintosh, Gerrard (1997), "Personality as Predictors of Long-Term Relationship Orientation in Personal Selling,"  in Enhancing Knowledge Development in Marketing, Vol. 8, William Pride and Thomas Hult (eds.), Chicago: The American Marketing, p.222.

Macintosh, Gerrard and Lawrence S. Lockshin (1996), "The Effects of Salesperson /Customer Relationships in Wine Retailing," in Marketing Theory and Applications, Vol. 7, Edward A. Blair and Wagner A. Kamakura (eds.), Chicago: The American Marketing Association.

Macintosh, Gerrard and Lawrence Lockshin (1995), "The Effects of Product Involvement and Salesperson/Customer Relationships on Retail Performance," in Marketing Theory and Applications, Vol. 6, David Stewart and Naufel J. Volcassim (eds.), Chicago: The American Marketing Association.

Goodwin, Cathy, Gerrard Macintosh, and Michael Mayo (1994), "Qualities of Successful Industrial Sales Relationships," in Relationship Marketing: Theory, Methods, and Applications, Jagdish N. Sheth and Atul Parvatiyar (eds.), Atlanta: Center for Relationship Marketing.

Lockshin, Lawrence and Gerrard Macintosh (1994), "Micro-Marketing Strategies: Definition and Framework for Application in Retail Specialty Stores," Proceedings of the 1994 International Conference in Retailing and Consumer Services.

RESEARCH GRANTS

1996    $1640 University of Manitoba Research Grants Committee to investigate call reluctance

1995    $700 International Business Studies Grant to investigate compulsive shopping behavior (US, Canadian, and Mexican sample)

1995    $3,200 Faculty of Management Grant to investigate Sales Managers' Mental Models

1993    $2,833 University of Manitoba Research Grants Committee to investigate the dimensions of adaptive selling

1992    $2,500 Research Grants Committee with Cathy Goodwin to investigate long-term relationship development in industrial selling

INSTRUCTIONAL GRANTS

1999    $800 University Faculty Development Committee to fund a one year trial of a marketing simulation in BUSN361.