Biography

I am a Senior Lecturer in Marketing and Director of Admissions, Recruitment and Marketing. I obtained my PhD from the Warwick Business School, University of Warwick, in Marketing and Strategic Management. My areas of interest include marketing strategy, sales and sales and marketing collaboration. Before becoming an academic, I worked in senior management for Yamaha and have experience in a number of areas including sales and marketing. Prior to joining the Norwich Business School, I held posts at Cranfield School of Management and Birkbeck, University of London, and have been a visiting lecturer at the LSE, King's College London, and St Andrews University. I continue to be an Associate Fellow at Warwick Business School.

I have a number of publications in top academic journals and in 2008 was awarded the Marvin Jolson award for the best contribution to selling and sales management practice by the Journal of Personal Selling and Sales Management. In 2010, I received the best paper in track award (Sales and Customer Relationship Marketing) from the American Marketing Association winter conference and again in 2011 was awarded the best paper in the Service Marketing track at the American Marketing Association summer conference. I co-edited The Oxford Handbook on Strategic Sales and Sales Management with Professor David Cravens and Professor Nigel Piercy, and wrote Creating Effective Sales and Marketing Relationships for Business Expert Press with Leslie Le Meunier-FitzHugh in 2015. My most recent project is Achieving a Strategic Sales Focus: Contemporary issues and Future Challenges with Tony Douglas to be published by Oxford University Press in 2016.

 

Academic Background

Prizes and Awards

2008 The Marvin Jolson Award for the best contribution to selling and sales management practice by the Journal of Personal Selling & Sales Management for a paper entitled "Does Collaboration between Sales and Marketing affect Business Performance?".

2010 American Marketing Association Winter Marketing Educators' Conference - Awarded best paper in track (Sales and Customer Relationship Marketing) entitled "Conceptualizing Trust in the Relationship between Sales and Marketing and the Customer".

2011 American Marketing Association Summer Marketing Educators' Conference - Awarded best paper in track (Service Marketing) entitled "Conceptualizing the impact of Trust on Value Co-Creation in Interpersonal Customer-Service Provider Relationships."

All Publications

<- Page 1 of 3 ->

Baumann, J., Le Meunier-FitzHugh, K., Wilson, H. N.

(2017)

The challenge of communicating reciprocal value promises: Buyer-seller value proposition disparity in professional services,

in Industrial Marketing Management

64

pp. 107–121

Full Text UEA Repository

(Article)

(Published)


Le Meunier-fitzhugh, K., Le Meunier-fitzhugh, L.

(2017)

How Does Market Orientation Affect Sales and Marketing Collaboration and Business Performance?,

in The Customer is NOT Always Right? Marketing Orientationsin a Dynamic Business World : Proceedings of the 2011 World Marketing Congress.

Springer

pp. 307

ISBN 978-3-319-50006-5

Full Text

(Conference contribution)

(Published)


Le Meunier-FitzHugh, K., Le Meunier-FitzHugh, L. C.

(2016)

Sales and Marketing, and Customer Relationships: A Structured Abstract,

in Rediscovering the Essentiality of Marketing : Proceedings of the 2015 Academy of Marketing Science (AMS) World Marketing Congress.

Springer

pp. 779-780

Full Text

(Other chapter contribution)

(Published)


Stuebiger, N., Baumann, J., Haas, A., Le Meunier-Fitzhugh, K.

(2016)

Forgiveness in Buyer–Seller Relationships Gone Bad,

in Rediscovering the Essentiality of Marketing : Proceedings of the 2015 Academy of Marketing Science (AMS) World Marketing Congress.

Springer

pp. 743-744

Full Text

(Conference contribution)

(Published)


Le Meunier-Fitzhugh, K., Douglas, T.

(2016)

Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges,

Oxford University Press, Oxford

ISBN 9780198706649, 9780198706632

UEA Repository

(Book)

(Published)


Cometto, T., Niser, A., Palacios, M., Le Meunier-FitzHugh, K., Labadie, G.

(2016)

Organizational linkages for new product development: Implementation of innovation projects,

in Journal of Business Research

69

(6)

pp. 2093-2100

Full Text UEA Repository

(Article)

(Published)


Cometto, T., Le Meunier-FitzHugh, K., Labadie, G. J., Roux, F.

(2016)

The Role of Sales and Marketing in Innovation Implementation: An Empirical Analysis in Six South American Countries,

in Marketing Challenges in a Turbulent Business Environment : Proceedings of the 2014 Academy of Marketing Science (AMS) World Marketing Congress.

Springer

(Chapter (peer-reviewed))

(Published)


Baumann, J., Le Meunier-Fitzhugh, K., Fitzhugh, L. C.

(2016)

Value Creation Through Reciprocal Value Propositions - The Discrepancy Between Theory and Sales Practice,

Full Text UEA Repository

(Paper)

(Published)


Baumann, J., Le Meunier-FitzHugh, K., Le Meunier-FitzHugh, L.

(2016)

A Study to Consider how Salespeople believe They can Build a Long Term Service Relationship with their Customers,

in Thriving in a New World Economy : Proceedings of the 2012 World Marketing Congress/Cultural Perspectives in Marketing Conference.

Springer

pp. 12

ISBN 978-3-319-24146-3

Full Text

(Conference contribution)

(Published)


Le Meunier-FitzHugh, K., Le Meunier-FitzHugh, L.

(2015)

Sales and marketing, and customer relationships,

UEA Repository

(Paper)

(Published)


Stuebiger, N., Baumann, J., Haas, A., Le Meunier-Fitzhugh, K.

(2015)

Forgiveness in Buyer-Seller Relationships Gone Bad,

UEA Repository

(Paper)

(Published)


Le Meunier-FitzHugh, K., Le Meunier-FitzHugh, L.

(2015)

Creating Effective Sales and Marketing Relationships,

Business Expert Press

ISBN 9781606498590

UEA Repository

(Book)

(Published)


Le Meunier-FitzHugh, K.

(2015)

Sales Territory,

in Wiley Encyclopedia of Management.

John Wiley & Sons

Full Text UEA Repository

(Chapter)

(Published)


Le Meunier-FitzHugh, K.

(2015)

Sales Management,

in Wiley Encyclopedia of Management.

John Wiley & Sons

Full Text UEA Repository

(Chapter)

(Published)


Le Meunier-FitzHugh, K.

(2015)

Sales Must Make a Mark,

(Other contribution)

(Published)


Baumann, J., Le Meunier-FitzHugh, K.

(2015)

Making Value Co-Creation a Reality – Exploring the Co-Creative Value Processes in Customer-Salesperson Interaction,

in Journal of Marketing Management

31

(3-4)

pp. 289-316

Full Text UEA Repository

(Article)

(Published)


Le Meunier-FitzHugh, K.

(2014)

From Another Planet: The Sales vs Marketing Debate,

(Other contribution)

(Published)


Baumann, J., Le Meunier-FitzHugh, K.

(2014)

Trust as a facilitator of co-creation in customer-salesperson interaction – an imperative for the realization of episodic and relational value?,

in AMS Review

4

(1-2)

pp. 5-20

Full Text UEA Repository

(Article)

(Published)


Baumann, J., Le Meunier-Fitzhugh, K., Le Meunier-FitzHugh, L.

(2014)

Making value co-creation a reality – Exploring the co-creative value processes in customer-salesperson interaction,

UEA Repository

(Paper)

(Published)


Baumann, J., Le Meunier-FitzHugh, K., Haas, A., Stuebiger, N.

(2014)

Reciprocal Value Propositions in Professional Service Sales Encounters,

UEA Repository

(Paper)

(Published)


<- Page 1 of 3 ->

Key Research Interests

My research interests include service-dominant logic, sales management, strategic marketing and strategic sales. To date, I have focused on improving the interface between the sales and marketing functions, from both marketing and management points of view. I have a number of publications in academic journals, including the Journal of Personal Selling and Sales Management, European Journal of Marketing, Industrial Marketing Management and Journal of Marketing Management. I have over 30 peer reviewed academic papers and am a member of the American Marketing Association and the Academy of Marketing Science. Over the past five years, I have presented papers at a number of national and international conferences. I have also written and edited four books on sales and marketing, including two for Oxford University Press.

Teaching Interests

I teach on both the MSc and MBA programmes, including the following modules: Integrated Marketing Communications, and Marketing Strategy. In the past he has taught modules on Sales Management, International Marketing and B2B Marketing. I am an experienced dissertation supervisor (MSc) and have supervised and examined a number of PhDs.

I would be happy to hear from anyone who is interested in undertaking a PhD in the fields of strategic marketing and/or strategic sales.

External Activities and Indicators of Esteem

I am an Associate Fellow at Warwick Business School and heve been a Visiting Fellow at the Cranfield School of Management. I am also an ad hoc reviewer for British Journal of Management, Industrial Marketing Management, Journal of Business Research and Journal of Personal Selling and Sales Management and have reviewed a number of books for Sage, Palgrave and OUP.