Franklin J. Carter
William A. Donan Clinical Professor of Marketing
Office: 485 Business Building
Member of Faculty Since: 2008
Franklin Carter is the William A. Donan Clinical Professor of Marketing at
His current research includes:
Improving the Productivity of the Salesforce: Development of a Call Attractiveness Model for the pharmaceutical industry;
The Impact of Direct to Consumer Advertising On Health Outcomes;
The Optimal Allocation of e-Detailing versus Personal Selling Dollars;
Medicaid Influence in the Drug Market;
The Diffusion of Antimalarial Drugs and Antiretroviral Drugs in Sub-Saharan Africa.
Pharmaceutical Marketing, Sales Management, Diffusion of Innovation
Füsun F. Gönül, Franklin J. Carter Jr, "Estimation of promotional strategies for newer vs older drugs based on physician prescribing data", International Journal of Pharmaceutical and Healthcare Marketing, 2012, 6, pp. 39-54.
Gonul,Fusun F. and Franklin J. Carter, "Impact of E-Detailing on the Number of New Prescriptions", Health Care Management Science, Summer 2010, 6, pp. 39-54.
Carter, Franklin J., and Ravi Chituri, "Segmentation Based on Physician Behavior: Implications for Marketing-Mix Strategy and Sales Forecasting", Journal of Personal Selling and Sales Management, Winter 2009, 29, pp. 77-91.
Carter, Franklin J., Carol Motley, Alphonso Ogbuehi and Jacqueline A Williams, "An Application of a Repeat-Purchase Diffusion Model to the Pharmaceutical Industry", Advances in Business and Management Forecasting, 2006, 4, pp. 145-174.
Mbah,Chris, Alphonso Ogbuehi, Franklin J. Carter, Charles Blankson,, "An exploration of challenges of Market Orientation (Makor) Strategies Implementation in a Developing Country Context", Proceedings, 7th Annual International Academy of African Business Development, 2006, 7, pp. 197-208.
Carter,Franklin J., Jacqueline A Williams and Alphonso Ogbuehi, "A Negative Binomial Model Applied To The Pharmaceutical Industry", American Marketing Association. Conference Proceedings, 2004, 15, pp. 72-80.
Gonul, Fusun F., Franklin J. Carter, Elina Petrova, Kannan Srinivasan, "Promotion of Prescription Drugs and Its Impact on Physicians’ Choice Behavior", Journal of Marketing, July 2001, 65, pp. 79-90.
Carter,Franklin J., Thani Jambulingam, Vipul K Gupta, Nancy Melone, "Technological Innovations: A Framework For Communicating Diffusion Effects", Information & Management, April 2001, 38, pp. 277-287.
Carter,Franklin J., Carol Motley and Alphonso Ogbuehi, "The Allocation of Marketing Resources in a Detail-Intensive Industry: Forecasting Sales With a Repeat-Purchase Diffusion Model", American Marketing Association Winter Educators Conference Marketing Science Proceedings, 2001, 12, pp. 12-19.
Gonul,Fusun F., Franklin J. Carter, Jerry Wind, "What Kind of Patients and Physicians Value Direct-To-Consumer Advertising of Prescription Drugs", Health Care Management Science, 2000, 3, pp. 215-226.
Ph.D., Marketing Science, Carnegie Mellon University, 1997
M.S.I.A., Marketing Science, Carnegie Mellon University, 1994
M.B.A., Marketing and Management Science, The Wharton School, University of Pennsylvania, 1982
B.S., Administration and Management Science, Carnegie Mellon University, 1978
MKTG 301, Introduction to Marketing
MKTG 221, Contemporary American Marketing