Gary HunterAssociate Professor of Marketing
Office: 273 Sirrine Hall
Personal Website: http://www.hunterstrategicmarketing.com/
MBA Marketing & Finance
BS Civil Engineering & Life Sciences
Marketing Foundations (MBA)
ProfileDr. Hunter leverages his career experience with global multi-national organizations (Procter & Gamble, PepsiCo, and the US Army) to contribute insights relevant to sales and marketing concerns without compromising on scientific rigor. Gary’s research includes three award-winning journal publications selected as annual best papers in sales management theory and practice, including the 2010 Marvin Jolson Award, the 2008 AMA Excellence in Research Award, and the 2007 James M. Comer Award. His publications appear in the Journal of Marketing, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Marketing Letters, and the Journal of Business Research, among other outlets. His previous academic appointments were at Arizona State University, Florida International University, and Case Western Reserve University. He has demonstrated versatility and effectiveness in teaching at all university program levels and across the range of courses offered in marketing, including executive education on marketing,sales, and marketing/business analytics. He actively serves his university, college and academic discipline of marketing. Recently, Gary co-chaired the 2014 American Marketing Association Winter Educators Conference, held in Orlando, Florida. While serving several on committees for his departments and universities, he co-chaired the Graduate Curriculum Committee at Case Western Reserve for a two-year term from 2011-2013, overseeing major curriculum revisions for several of the School’s nine graduate degree programs. For several years, he has served as an ad hoc reviewing activity for several publication outlets including two of its foremost journals (the Journal of Marketing and the Journal of Marketing Research). Since 2004, he has served on the Editorial Review Board of the Journal of Personal Selling and Sales Management, earning the Best Reviewer Award in 2004. At Clemson, Professor Hunter currently teaches Marketing Foundations in the MBA program and Professional Selling in the undergraduate program.
Sales Technology—including sales-based customer relationship management (CRM) & sales force automation (SFA) processes and tools, Strategic Account Management, Customer Business Development (CBD), Marketing and Sales Strategy, Negotiations, Relationship Marketing, Procurement, Structural Equation Modeling, Multilevel Modeling, Latent Class Analysis, Survey Research.
Hunter, Gary K. (2014), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” Industrial Marketing Management 43(7), 1204-1215. Special issue on Key Account Management.
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