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)
ProfileGary K. Hunter, PhD, earned a BS from the U.S. Military Academy at West Point, an MBA from the University of Tennessee, and a PhD from the University of North Carolina at Chapel Hill. Dr. 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. He actively serves the academic discipline of marketing through ad hoc reviewing activity for several publication outlets including two of its foremost journals (the Journal of Marketing and the Journal of Marketing Research) and has been on the Editorial Review Board of the Journal of Personal Selling and Sales Management for several years. Recently, he co-chaired the American Marketing Associations premier research conference, the 2014 Winter Educators Conference, which was held in Orlando, Florida. His previous academic appointments were at Arizona State University, Florida International University, and Case Western Reserve University, where he taught in undergraduate (introduction to marketing, personal selling and sales management), MBA (marketing core, brand management, B2B marketing), and DM/PhD (causal analysis of business problems / structural equation modeling) degree programs as teaching executive education on marketing, sales, and business analytics. At Clemson, Professor Hunter 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, forthcoming), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” Industrial Marketing Management, special issue on Key Account Management, planned for October issue).