Faculty

Professor Robert Widing

Dean, Professor in Management (Marketing)

BA (History), MBA, PhD (Marketing and International Business) (Ohio State)

Teaching Areas

• Marketing & Strategic Management

Research Area Affiliations

• Marketing

Contact Details
Phone:   +61 2 9850 9000
E-mail:    robert.widing@mgsm.edu.au

Research management

Professor Widing’s research contributes to the market orientation of the firm, sales management and computer-assisted decision aids for consumers. He was awarded the highest marketing research honour in Australasia, the Distinguished Marketing Researcher Award, from the Australia-New Zealand Marketing Academy and was recognised as a “Top-Ten” marketing researcher in Australasia and Asia by the Journal of Marketing Education. Six of his publications have received awards, including ones from the American Marketing Association and the Academy of Marketing Science.

contribution to management education

Professor Widing's teaching has been recognised through eight awards from four universities and he has also been listed in BusinessWeek as an “outstanding faculty member.” Four of his doctoral students have received prestigious awards for their dissertations. He was awarded the quadrennial “Chairman’s Award” from Thammasat University in recognition of his contributions to its Ph.D. program in marketing.

contribution to management practice

He has consulted with and given talks to numerous academic and business organisations in Australia, Asia, Europe, the Middle East and North America.

media topics

• Market Orientation of the Firm
• Professionalising Management Education, including issues associated with Global Mindset and Global Citizenship

 

Publications

journal articles

• Terawatanavong, C., Whitwell, G.J., Widing, R. & O'Cass, A. (2011). Technological turbulence, supplier market orientation, and buyer satisfaction. Journal Of Business Research, 64(8), 911- 918.
• Chakrabarty, S., Brown, G. & Widing, R. (2011). The Consequences of Open Versus Closed Influence Strategies of Salespeople in a Developing Economy. Marketing Management Journal, 21(1), 169-179.
• Bell, S., Menguc, B. & Widing, R. (2010). Salesperson learning, organizational learning, and retail store performance. Journal Of The Academy Of Marketing Science, 38(2), 187-201.
• Chakrabarty, S., Brown, G. & Widing, R. (2010). The effects of perceived customer dependence on salesperson influence strategies. Journal of Personal Selling and Sales Management, 30(4), 327-341.
• Chakrabarty, S., Brown, G. & Widing, R. (2010). Relationship marketing in a developing economy. Marketing Management Journal, 20(2), 1-14.
• Chakrabarty, S., Brown, G. & Widing, R. (2010). Demographic Antecedents to the Practice of Adaptive Selling, Marketing Management Journal, 20(2). 108-118.
• Chakrabarty, S., Brown, G. & Widing, R. (2009). Closed influence tactics: Do smugglers win in the long run?. Journal of Personal Selling and Sales Management, 30(1). 23-32.
• Terawatanavong, C., Whitwell, G. & Widing, R. (2007). Buyer satisfaction with relational exchange across the relationship lifecycle. European Journal Of Marketing, 41(7/8). 915-938.

conference papers

• Chakrabarty, S., Brown, G. & Widing, R. (2010). The Effects of Formalization on Salesperson Performance. Society for Marketing Advances Conference Going Green - Best Marketing Practices for a Global World. Atlanta, USA.