Tony Carter

Education

Ph.D Western University Management

J.D. University of Denver, College of Law

M.B.A. Wagner College Graduate School of Business

Northwestern University J.L. Kellogg Graduate School of Management
Non-Degree Studies.

B.A. Hofstra University

Key Accomplishments:

• Recipient 2004 and 2006 "N.J.P.R.O." Book Award

• Faculty Member at Columbia University

• Research used by Nobel Laureate

• Conducted Research in Asia and Europe

• Responsible for Academic Programs

• Awards for Excellence in Scholarship and Publications 2000, 2004

Awards:

Scholarship

• "Best Business Book of New Jersey Business Faculty" 2004 and 2006

• "Distinguished Scholarship Award", Wagner College, October 16, 2000

Teaching

• "Students First Award", William Paterson University, Student Government Association, April 26, 2006. 

Research

• Summer Research Award
  William Paterson University, 2004-2006.

• Marketing Science Institute
  Boston, Massachusettes, 2004 & 2006.

• Donald W. Spiro Fund
  Oppenheimer Management Corporation, 2002.

• General Mills Corporation Grant
  Columbia University, 1994-1995.

Published Books and Articles

The Encyclopedia of Strategic Marketing Management: Customer Advisory Boards, JAICO Publishing House, 2005.

Many Thin Companies: The Change In Customer Dealings And Managers Since September 11, 2001, Best Business Books, 2004.

Sales Force Management: A Contemporary Approach, JAICO Publishing House, 2003.

Customer Advisory Boards: A Strategic Tool for Customer Relationship Building, Best Business Books, 2003.

The Aftermath of Reengineering: Downsizing And Corporate Performance, Viva Books (published by arrangement with Haworth Press, Inc.), 2000.

The Aftermath of Reengineering: Downsizing and Corporate Performance, Haworth Press, Inc., 1999.

Contemporary Sales Force Management, Haworth Press, Inc., 1997.

Published Research

"Why not a Customer Advisory Board", Harvard Business Review, Vol. 75, No. 1, Jan. Feb., 1997, p. 12.

Articles

Refereed Journals:

"Value Innovation Management and Discounted Cash Flow", Management Decision,Vol. 46, No.1, 2008.

"Strategic and Societal Consequences of Managers Empowering Employees", Journal of Telecommunications Management, Vol. 1, No.2, 2008

"Customer Engagement and Behavioral Considerations", Journal of StrategicMarketing,Vol.16, No.1, 2008.

"Value Based Management", Journal of Telecommunications Management, Vol. 1, No. 1 (premiere issue),Oct.-Dec. 2007.

"Managing Retention", Journal of Hospital Marketing and Public Relations,Vol.17, No.2, 2007.|

"Sales Challenges in China as a Dynamic Competitive Opportunity, Asia Journal of Entrepreneurship, Vol. 2, No.1, 2006.

"Sales Management Coaching", Journal of Hospital Marketing and Public Relations,Vol.17, No.1, 2006.

"Another Look at the Relationship between Socioeconomic Factors", Journal of Hospital Marketing and Public Relations, Vol. 16, No. 2, 2006

"Insurance Industry and AON Corporation", Journal of Hospital Marketing and Public Relations, Vol.15, No.2, 2005, p.109-116.

"Visiting Nurse Association of New York and Crisis Management After September 11, 2001", Journal of Hospital Marketing and Public Relations, Vol.15,No.1, 2004, p.89-98.

"Hospital Marketing", Journal of Hospital Marketing and Public Relations, Vol.14,No.2, 2004, p.77-83.

"Pfizer and its Competitive Marketing Challenges", Journal of Hospital Marketing and Public Relations,Vol.14, No.2, 2004, p.85-97.

"Hospital Marketing and Reengineering", Journal of Hospital Marketing and Public Relations, Vol. 14, No. 1, 2002, p.59-77.

"Technology and the Sales Force", Journal of Hospital Marketing and Public Relations, Vol. 14, No. 1, 2002, p. 79-91.

"What can Johnson & Johnson do to Remain a Giant in the Health Care Industry?," Journal of Hospital Marketing and Public Relations, Vol.14, No.1, 2002, p.93-103.

"Marketing Financial Services in London", Services Marketing Quarterly, Vol. 22, No. 4, 2001, p. 63-81.         

"Customer Driven Sales Strategies In China And Poland," Journal of Customer Service In Marketing & Management, Vol. 5, No. 3, 1999, p. 13-30.

"Crisis Management for Sales Force Managers", Journal of Professional Services Marketing, Vol. 15, No. 2, 1997, p. 87-103.

"Strategic Customer Development in China" Columbia Journal of World Business, Vol. 31, No. 4, 1996, p. 56-64.

Magazines:

"Cultivation Council", Selling Power Magazine, Vol. 19, No. 3, May, 1999, p. 100-102.

Abstracts:

Special Abstract Section, NCSM Proceedings, Journal of Personal Selling and Sales Management, Vol. 24, No.2, 2004 and Vol.26, No.2, 2006.

Published Case:

"Managing Diversity in the Large Corporation," Effective Behavior in Organizations and Instructor's Manual, 6th edition (Irwin), by Robin Willits, 1994.

Courses Taught

MG 115 Management
Professional Selling

MG 663 Leadership and Team Building

Negotiation

MG 650 Entrepreneurship and Leadership

Global Field Project (London and Bologna, Italy)

Entrepreneurial Selling

Special Topic Seminar for Executives

Key Account Management
MK 316

Sales Management
MK 205

Consumer Behavior
MK 515

Marketing Management 

Other

• Consultant to Corporations 

• Journal Editor

• Emerging Leaders Program