Research Output per year
Personal profile
General
Dave Gilliland is a Senior Lecturer who is also affiliated with Colorado State University, Fort Collins, Colorado. Dave's research interests focus on governance and control characteristics of inter-organizational exchange, including channels of distribution, business-to-business, and regulatory relationships. More specifically, he studies how suppliers craft incentive contracts and resellers’ response, both positive and negative, to incentive offers.
His research on these and other topics such as electronic commerce and loyalty has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Public Policy and Marketing, Industrial Marketing Management, and others. Dave has focused much of his work on the information technology industry, where he served on the 2004 Information Technology Economic Roundtable and has written guest editorials for Computer Reseller News. Before completing his doctoral work at Georgia State University, Dave spent over ten years working in industry in marketing, advertising, and marketing research.
Teaching Activity
- BMM637, Marketing Channels & Strategic Sales Force Management
- BMM638, Marketing Channels & Strategic Sales Force Management
- DISS1, Dissertation Part 1
- DISS2, Dissertation Part 2
- DR2SUP, Doctoral Supervision 2
Contact Details
Phone:+44(0)121 204 3359
Email: d.i.gilliland@aston.ac.uk
Room: ABS236
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Research Output
Revisiting the theory of business-to-business advertising
Mora Cortez, R., Gilliland, D. I. & Johnston, W. J., 30 Apr 2019, In : Industrial Marketing Management.Research output: Contribution to journal › Article
Working more or working less? Contingent allocation of reseller effort in distribution channels
Kim, S. K. & Gilliland, D. I., Jul 2017, In : Industrial Marketing Management. 44, 56, p. 44-56 13 p.Research output: Contribution to journal › Article
The influence of organizational and national culture on new product performance
Eisend, M., Evanschitzky, H. & Gilliland, D. I., May 2016, In : Journal of Product Innovation management. 33, 3, p. 60-276Research output: Contribution to journal › Article
Open Access
File
The effect of exporter’s incentives on foreign distributor’s role performance
Obadia, C., Bello, D. C. & Gilliland, D. I., 1 Oct 2015, In : Journal of International Business Studies. 46, 8, p. 960-983 23 p.Research output: Contribution to journal › Article
Allocation of Reseller Effort in Distribution Channels
Gilliland, D. I. & Kim, S. K., 2014.Research output: Contribution to conference › Paper
Prizes
Outstanding Reviewer 2015 European Journal of Marketing
Gilliland, David (Recipient), 2015
Prize: National/international honour
Outstanding Reviewer Award, International Marketing Review
Gilliland, David (Recipient), 2010
Prize: National/international honour
Best Reviewer Award, Journal of International Business Studies, Academy of International Business
Gilliland, David (Recipient), 2009
Prize: Prize (including medals and awards)
Best Paper Award
Gilliland, David (Recipient) & Erik A Mooi (Recipient), 2008
Prize: Prize (including medals and awards)