Ph.D. Management: Western University, Agoura Hills, California, 2004
Juris Doctor: University of Denver, College of Law, Denver, Colorado, 1987
M.B.A. Marketing: Wagner College Graduate School of Business, Staten Island, New York, 1989
Non-Degree Studies: Northwestern University J.L. Kellogg Graduate School of Management, Chicago, Illinois, 1988
B.A. Social Sciences: Hofstra University, Hempstead, New York, 1980
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
Service
Faculty Merit Award, UNH 2008-2009, 2011-2012
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
Pi Sigma Epsilon, National Business Professional Fraternity
"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).
"Why not a Customer Advisory Board," Harvard Business Review, Vol. 75, No. 1, (Jan. Feb., 1997), p. 12.
"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.
"Cultivation Council", Selling Power Magazine, Vol. 19, No. 3, May, (1999), p. 100-102.
Special Abstract Section, NCSM Proceedings, Journal of Personal Selling and Sales Management, Vol. 24, No.2, (2004) and Vol.26, No.2, (2006).
"Managing Diversity in the Large Corporation," Effective Behavior in Organizations and Instructor's Manual, 6th edition (Irwin), by Robin Willits, (1994).
Professor of Management and Director: School of Business University of New Haven, New Haven, Connecticut , 8/06-present
Associate Director and Professor: Christos M. Cotsakos College of Business, Russ Berrie Institute for Professional Sales, William Paterson University, Wayne, N.J., 8/03-7/06
Adjunct Professor: Columbia Business School, Columbia University, New York, New York, 1993-2004
Associate Professor of Business Administration: Chairperson, Business Administration and Professional Programs , Wagner College, Staten Island, NY, 8/90-8/03
National Division Manager/Vice President: LAWYERS INSURANCE CORPORATION, New York, New York, 9/90 to 6/92
Assistant Vice President: COMMONWEALTH LAND, INC., New York, New York, 6/88 to 6/90
Marketing Director: CHICAGO TRUST COMPANY, Chicago, Illinois, 1/87 to 5/88, Denver, Colorado, 7/83 to 1/87
Customer Service Supervisor: TRANSAMERICA, Denver, Colorado, 1/81 to 7/83
