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2012 Sheth Foundation/Journal of Marketing Award

Peter C. Verhoef is the recipient of the 2012 Sheth Foundation/Journal of Marketing Award for his article, Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development, which appeared in the October 2003 (Vol. 67, No. 4) issue of the Journal of Marketing (JM).  The award is administered through the American Marketing Association Foundation. Nominations for the award were solicited from members of the JM Editorial Review Board, and a committee of former journal editors Roland T. Rust (chair), Ruth N. Bolton, and David W. Stewart made the selection.  The award is given to honor articles that have made long-term contributions to the discipline of marketing.  The award recognizes scholarship based on the benefits of time and hindsight and acknowledges contributions and outcomes made to marketing theory and practice.  This year, the committee considered all articles published in JM between 2003 and 2007.  The committee also weighed information obtained from nomination letters and citation analyses. The Sheth Foundation/Journal of Marketing Award was established through the generosity of the Sheth Foundation.  The criteria for selection include the quality of the article's contribution to theory and practice, the article's originality, its technical competence, and its impact on the field of marketing.  Articles eligible for the award must have been published between six and ten years previously.

As a nomination letter noted, Verhoef's article "constitutes a basis for many papers that have been published after 2003" in the area of CRM.   Marketing managers and academics have sought a better understanding of the factors influencing "share of customer" or "share of wallet" over time.  However, this research problem has been very difficult to investigate for theoretical and technical reasons.  The factors influencing share of customer are different from the factors influencing customer retention but this problem had been given insufficient theoretical attention.  The article tackled a topic that is difficult from both a conceptual and empirical perspective, and is an exemplar of well-designed and well-executed empirical research.  To quote a nominator, "the paper is highly relevant and frequently used by practitioners," and "has been written in a style which stimulates practitioners to implement ideas and outcomes." The committee believed that the significant impact of the article on both scholarly research and marketing practice made it a worthy selection for the Sheth Foundation/Journal of Marketing Award.

The award is presented annually at the American Marketing Association's Summer Marketing Educators Conference.

Peter C. Verhoef is Professor of Marketing at the Department of Marketing, Faculty of Economics and Business, University of Groningen, the Netherlands. He is also Research Professor in Marketing, BI Norwegian School of Business, Oslo, Norway.

Previous Winners

 
2012 Harold H. Maynard Award

Peter N. Golder, Debanjan Mitra, & Christine Moorman have been selected as the recipients of the 2012 Harold H. Maynard Award for their article "What Is Quality? An Integrative Framework of Processes and States," which appeared in the July 2012 (Vol. 76, No. 4) issue of Journal of Marketing.
Votes for the awards were solicited from members of the Journal of Marketing Editorial Review Board, and Jan Heide served as chair. The article was chosen for its significant contribution to marketing theory and thought.

The award is presented annually at the American Marketing Association's Summer Educator's Marketing Educators Conference.

Peter N. Golder is Professor of Marketing, Tuck School of Business, Dartmouth College.
Debanjan Mitra is Associate Professor of Marketing, Warrington College of Business Administration, University of Florida.
Christine Moorman is T. Austin Finch, Sr. Professor of Business Administration, Fuqua School of Business, Duke University.
 
The runner-ups were:
Brand Love
Florian Stahl, Mark Heitmann, Donald R. Lehmann, & Scott A. Neslin

Previous Recipients
2012 Marketing Science Institute/H. Paul Root Award

Florian Stahl, Mark Heitmann, Donald R. Lehmann, & Scott A. Neslin have been selected as the recipients of the 2012 MSI/H. Paul Root Award for their article "The Impact of Brand Equity on Customer Acquisition, Retention, and Profit Margin," which appeared in the July 2012 (Vol. 76, No. 4) issue of Journal of Marketing.

Votes for the awards were solicited from members of the Journal of Marketing Editorial Review Board, and Jan Heide served as chair. The article was chosen for its significant contribution to the advancement of the practice of marketing.

The award is presented annually at the American Marketing Association's Summer Educator's Marketing Educators Conference.

Florian Stahl is Assistant Professor of Marketing, University of Zurich.
Mark Heitmann is Professor of Marketing and Services Management, University of Hamburg.
Donald R. Lehmann is George E. Warren Professor of Business, Columbia Graduate School of Business, Columbia University.
Scott A. Neslin is Albert Wesley Frey Professor of Marketing, Amos Tuck School of Business Administration, Dartmouth College.

The runner-ups were:

Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation
Christian Schulze, Bernd Skiera, & Thorsten Wiesel

The Innovation Effect of User Design: Exploring Consumers' Innovation Perceptions of Firms Selling Products Designed by Users
Martin Schreier, Christoph Fuchs, & Darren W. Dahl

Previous Recipients
 
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