Bio of William Ross
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William Ross |
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Professor of Marketing, Director of PhD Programs |
Introduction
Professor Ross, joined the Smeal College of Business Administration in July of 2000. Previously he served on the faculty at Temple, where he was Assistant Dean for Research and Doctoral Programs, and the Wharton School. He graduated from Wake Forest in 1973, completed the first year of an MBA at The Wharton School during the 1982-1983 academic year, and earned his Ph.D. in Business from Duke University in 1988. His research interests involve the application of behavioral decision theory and cognitive psychology to the examination of how individuals make decisions. His research specializes in the areas of sales force management, ethical decision-making, and buyer decision-making. His publications have appeared in most of the major marketing and business ethics journals and he serves on the editorial boards of Marketing Letters, International Journal of Research in Marketing, and the Journal of Marketing.
His teaching experience has included undergraduate, MBA, executive MBA, doctoral, and executive education courses in both marketing and business ethics. In marketing, he has taught in the areas of sales force management, business-to-business marketing, retailing, consumer behavior, marketing strategy, marketing research, and marketing management.
Current Research
Professor Ross is doing both theoretical and substantive research in the areas of channels of distribution, buyer-seller relationships, and business ethics. Most of his empirical work is either experimental or survey-based.
Expertise
Channels of Distribution
Buyer-Seller Relationships
Marketing Ethics and Corporate Social Responsibility
Publication List
Ross, Tsiros and Mittal, "The Role of Attributions in Consumer Satisfaction: A Re-examination", Journal of Consumer Research, 1/1/2004, 31, 476-483.
Ross, Anderson and Dalsace, "Should you Outsource Your Sales Force? Pitfalls of the Standard Financial Analysis", Business Horizons, 1/1/2005, forthcoming, 476-483.
Ross and Robertson, "The Effects of Situational Factors on the Ethical Decision-Making of Sales Representatives", Journal of Business Ethics, 1/1/2004, 46, 213-234.
Ross, Mittal and Tsiros, "The Role of Issue Valence and Issue Capability in Determining Effort Investment", Journal of Marketing Research, 1/1/2002, 39, 455-468.
Ross and Robertson, "Lying The Role of Decision Context", Business Ethics Quarterly, 1/1/2000, 10, 409-440.
Ross, Moore and Staelin, "Recurrent Marketing Decisions: Decision Complexity, Decision Focus and Firm Performance", Marketing Letters, 1/1/2000, 11, 283-297.
Editorship
Editorial Board, Marketing Letters
Editorial Board, International Journal of Research in Marketing
Editorial Board, Journal of Marketing
Education
Ph.D.,
Business,
Duke University,
1988
BA,
History,
Wake Forest University,
1973
Courses
BA 500, MBA and EMBA Core Marketing Management
MKTG571, MBA Marketing Strategy
MKTG 597, Sales and Sales Management
MKTG 597, MBA PMD Portfolio Immersion
MKTG597 D, Doctoral Seminar in Marketing Management