Gary K. Hunter (PhD, University of North Carolina at Chapel Hill) is Assistant Professor of Marketing at the Weatherhead School of Business, Case Western Reserve University. His research on strategic account management, sales technology, CRM, and marketing strategy includes publications in the Journal of Marketing, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Marketing Letters, and the Journal of Business Research. Prior to commencing his career in academia, Gary's work experience demonstrate proven leadership successes in world-class corporate and military organizations, including roles in marketing, sales, and operations for two Fortune 25 firms (P&G and PepsiCo) along with strategic planning responsibilities for the United States Army's first response units (101st Airborne Division). His achievements include military commendation and achievement medals, award-winning publications in academic journals, nominations for teaching awards across graduate business school platforms, and successful development and leadership of high performing military and customer business development (CBD) teams.
Dr. Hunter's research focuses on B2B marketing and sales, strategic account management, sales technology, customer relationship management (CRM), organizational procurement processes, and buyer-seller relationships and includes three award-winning articles, including papers selected for the 2010 Marvin Jolson Award, the 2008 American Marketing Association's Excellence in Research Award, and the 2008 James M. Comer Award.
Among other roles, Gary serves as the Conference Co-chair for the 2014 American Marketing Association's (AMA) Winter Educator Conference, on the Editorial Review Board of the Journal of Personal Selling and Sales Management, and as the Co-chair of the Weatherhead School of Management's (WSOM) Graduate Curriculum Committee. Additional service roles include reviewing manuscripts for major business, marketing, and sales journals and textbooks, project and dissertation advisory roles for Doctor of Management (DM) and PhD students, faculty recruiting, and has served as a track chair for competitive paper tracksin sales, customer relationship marketing, and B2B marketing for AMA and Academy of Marketing Science (AMS) research conferences.
At WSOM, Gary has taught six courses, including three at the MBA level (the MBA core marketing course, brand management, and business marketing), one at the doctoral level (structural equation modeling / causal modeling), and two undergraduate course (introductory marketing and sales management). He serves or has served as an advisor on more than a dozen doctoral level dissertations in the DM and PhD programs. Teaching is a passion--and Gary considers it both a privilege to develop lifelong relationships with students. He teaches executive education in WSOM's custom programs.
During previous appointments at UNC, ASU, and FIU, in addition to teaching the core MBA course, he also taught MBA and/or undergraduate courses on negotiation and sales management.