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Publications
As attested in my curriculum vitae, I have published in a number of highly ranked journals in marketing and in journals from other domains including quality and strategy among others.
Download my vitae/resume in PDF format (90k) |
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My research includes the arenas of sales management, supply chain management, business ethics, TQM, and international. My ongoing efforts are ultimately about improving business performance. Thus, each of my research streams are intimately linked, with my sales management research invariably interconnected with studies of strong B2B relationships and total quality. Although my international focus has been centered on China, my research has involved executives spanning six nations. Finally, following five years with a web start-up I have written case studies used at various academic institutions.
Following are many of my publications. Several can be accessed in their entirety (click on links to view PDF files).
Li, Ning and William H. Murphy (2012), “A Three-Country Study of Unethical Sales Behaviors,” Journal of Business Ethics, (DOI) 10.1007/s10551-012-1203-z. (405k)
Murphy, William H. (2010), "BULL'S-EYE: An Inside Look at how Target Ensures Quality in a Complex Supply Chain," Quality Progress (Feature Article), June, 22-29. (PDF 301k)
Murphy, William H. (2010), Doing Good Work Matters, Tate Publishing & Enterprises, 116 pgs.
Bourassa, Maureen and William H. Murphy (2009), “Hollander’s Sales Devices Throughout the Ages, From 2500 B.C. to 1953 A.D.,” Journal of Historical Research in Marketing, 1, 1, 171-177. (PDF 64k)
Murphy, William H. and Denis Leonard (2009), “Quality Management: A Fixture or a Vital Process?,” Strategic Change Journal, 209 - 220. (PDF 97k)
Leonard, Denis and William H. Murphy, “A Wake-Up Call: Achieving Customer Satisfaction Through Your Employees,” ASQ’s Quality Management Forum, 35 (2), 12 - 14. (PDF 60k)
Murphy, William H. and Peter Dacin (2009), “Sales Contest Research: Business and Individual Difference Factors Affecting Intentions to Pursue Contest Goals,” Industrial Marketing Management, 38, 109-118. (PDF 270k)
Leonard, Denis and William H. Murphy (2009), “Examining Leadership:Turning Quality’s Eyes Upwards,” Quality Digest: Inside Quality Insider, 8/4. (PDF 120k)
Leonard, Denis and William H. Murphy (2009), “Soapbox: Quality + Strategy = Survival,” Quality World, May, 10. (PDF 208k)
Leonard, Denis and William H. Murphy (2009), “Opinion: Same Emperors, Still No Clothes,” Quality Digest: Inside Quality Insider (PDF 126k and Link)
Murphy, William H. and Denis Leonard (2007), “TQM - Total Quality Marketing?” Quality World, November, 2007. (PDF 1.6 MB)
Murphy, William H. and Denis Leonard (2007), “TQM and Marketing as Natural Bedfellows: Do Senior Executives See the Connection?” in Proceedings EMAC, May.
Murphy, William H., Peter Dacin, and Neil Ford, (2004) “Increasing Sales Contest Effectiveness: The Determinants of Positive Attitude Toward Sales Contests,” Journal of the Academy of Marketing Science, 32, 2 (Spring), 127-143. (PDF 1.6 MB)
Murphy, William H. (©2002; print 2004), "In Pursuit of Short-Term Goals: Anticipating t he Unintended Consequences of Using Special Incentives to Motivate the Sales Force," The Journal of Business Research, 57, 11 (November), 1265-1275. (PDF 189k)
O’Connor, Jr., Thomas W., and William H. Murphy, (2002), “Career Planning in Pharmacy,” a guide for Career Services Professionals in Pharmacy provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.
Murphy, William H. (2001), “A Pharmacy Director’s Nightmare – Understaffed, With Too Few Applicants, and No Clear Solution,” a case study for Human Resources teaching provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.
Murphy, William H. (2001), “An Exercise in Searching For and Choosing a Pharmacy Job That is Right for You,” a classroom exercise for Human Resources teaching provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.
Murphy, William H. (2000), "Giordana Holdings Ltd: Dealing with Challenges in Recruiting and Retaining Skilled Salespeople ," Adapted from case prepared by Swee Hoon Ang, National University of Singapore for use at CEIBS Sales Management Programs, Shanghai, P.R.C..
Murphy, William H. (1999), "Hofstede’s National Culture as a Guide for Sales Practices Across Countries: The Case of a MNC’s Sales Practices in Australia & New Zealand," Australian Journal of Management, Summer, 37-58.
Murphy, William H., and Peter A. Dacin (1998), "Sales Contests: A Research Agenda,” Journal of Personal Selling & Sales Management, 18 (Winter), 1-16.
Murphy, William H. and Sidney Sin-Lai Tang (1998), "Continuous Likability Measurement: A Potent Technique for Developing Effective Television Advertising," Marketing Research, Summer.
Murphy, William H. (1998), “Building Strong Customer Relationships Through Partnership Selling,” Babson Entrepreneurial Review, Spring/Summer, 3 – 4, 12.
Murphy, William H. and Linda Gorchaels (1996), "How to Improve Product Management Effectiveness," Industrial Marketing Management, 25, 47-58.
Murphy, William H. and Ravipreet S. Sohi (1995), "Toward a Greater Understanding of Salesperson Perceptions About Sales Contests," European Journal of Marketing, 29 (13), 42-66.
Murphy, William H. and Sidney Sin-Lai Tang (1993), "Executive Development Programs: Insights for Planners and Concerned Administrators," Journal of Education for Business, 68 (January/February), 1984-1989.
Murphy, William H. (1992), "WBYL/Z108 Radio Station," a case in G. A. Churchill, Jr, N. M. Ford and O. C. Walker, Jr. eds., Sales Force Management 4th Edition.
Murphy, William H. (1992), "Midwest Business Forms, Inc.," a case study revision and update in G. A. Churchill, Jr, N. M. Ford and O. C. Walker, Jr. eds., Sales Force Management 4th Edition.
Andrews, Jon Lee and William H., Murphy (1990), Test Bank to Accompany Churchill, Ford, & Walker Sales Force Management, 3rd Edition.
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