ESB Faculty

Acceptances

Bourassa, Maureen and William H. Murphy, "Hollander's Sales Devices Throughout the Ages, From 2500 B.C. to 1953 A.D.," Journal of Historical Research in Marketing.

Leonard, Denis & William H. Murphy, "A Wake-Up Call: If Ensuring Customer Satisfaction Is Your Goal, You'd Better Be Focusing On Employee Satisfaction," ASQ's Quality Management Forum.

Refereed Publications

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.

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.

Murphy, William H. (©2002; print 2004), "In Pursuit of Short-Term Goals: Anticipating the Unintended Consequences of Using Special Incentives to Motivate the Sales Force," The Journal of Business Research, 57, 11 (November), 1265-1275.

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. 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.

Nonrefereed Publications

Murphy, William H. and Denis Leonard, (2007), "TQM - Total Quality Marketing?" Quality World, November 2007

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. (1998), "Building Strong Customer Relationships Through Partnership Selling," Babson Entrepreneurial Review, Spring/Summer, 3 - 4, 12.

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.

Online Work

Murphy, William H. (2007 - Present), Williamhmurphy.com launched and maintained, with resources added regularly for marketing students and marketing professionals.

Conference Proceedings/Presentations

I have given a number of presentations of accepted papers at conferences in the USA (AMA Summer Conferences), EMAC (European conferences including Glasgow, Scotland, Stockholm, Sweden, Warwick, England, and Milan, Italy), and ANZMAC (Wellington, New Zealand).