Gerald E. Hills Award 2017


Justin Webb, Duane Ireland, Michael Hitt, Geoffrey Kistruck ald Laszlo Tihanyi have won the AMA Entrepreneurial Marketing SIG's Gerald E. Hills Best Paper Award

Celebrate 30 years of Research at the Marketing and Entrepreneurship Interface

AMA Entrepreneurial Marketing SIG

2017 Gerald E. Hills Best Paper Award

The Gerald E. Hills Award Best Paper on Entrepreneurial Marketing award is presented annually to the author(s) of the “best paper” who have made a significant impact on the marketing/ entrepreneurship interface research. The domain of nominated articles would be papers published in the previous 10 years in any refereed publication. After a thorough review of candidate papers by this year’s selection committee, we are very pleased to announce:


Where is the Opportunity without the Customer? An Integration of Marketing Activities, the Entrepreneurship Process, and Institutional Theory

Webb, Justin W; Ireland, R Duane; Hitt, Michael A; Kistruck, Geoffrey M; Tihanyi, Laszlo 

Journal of Academy of Marketing Science, 2011, 39 (4), 537-554.

Marketing and entrepreneurship have long been recognized as two key responsibilities of the firm. Despite their tight integration in practice, marketing and entrepreneurship as domains of scholarly inquiry have largely progressed within their respective disciplinary boundaries with minimal cross-disciplinary fertilization. Furthermore, although firms increasingly undertake their marketing and entrepreneurial activities across diverse settings, academe has provided little insight into how changes in the institutional environment may substantially alter the processes and outcomes of these undertakings. Herein, we integrate research on marketing activities, the entrepreneurship process, and institutional theory in an effort to address this gap. We first discuss market orientation as enhancing a firm’s opportunity recognition and innovation, whereas marketing mix decisions enhance opportunity exploitation. We then examine how entrepreneurship leads to innovation directed toward market orientation and marketing mix activities. Based on this foundation, we examine differences in marketing and entrepreneurship activities across institutional contexts.

2017 Hills Best Paper Award selection committee:

Yinghong Susan Wei (Chair), Texas A&M International University

Abdul Ali, Babson College

Maija Renko, University of Illinois at Chicago

About the Gerald E. Hills Best Paper Award

Gerald (Gerry) E. Hills is widely recognized for his research and expertise in entrepreneurial marketing, especially for his work on opportunity recognition. In addition, Gerry initiated and continues to organize a symposium on entrepreneurial marketing since the eighties. In fact, Gerry was one of the AMA leaders who initiated the Special Interest Group concept. The Entrepreneurial Marketing SIG is pleased to present a best paper award in recognition of Gerry’s lifetime contributions to the field.

Previous Award winners:

2016: Diane M. Martin (Aalto University) and John Schouten (Aalto University): "Consumption-Driven Market Emergence," Journal of Consumer Research, 2014, 40(5), 855-870.

2015: Stuart Read (IMD Lausanne), Nicholas Dew (Naval Postgraduate School, Monterey), Saras Sarasvathy (University of Virginia), Michael Song (University of Missouri), and Robert Wiltbank (Willamette University): "Marketing Under Uncertainty – The Logic of an Effectual Approach," Journal of Marketing, 2009, 73 (3), 1-18.

2014: Marc Gruber (École Polytechnique Fédérale de Lausanne), Ian C. MacMillan (University of Pennsylvania) and James D. Thompson (University of Pennsylvania): “Look Before You Leap: Market Opportunity Identification in Emerging Technology Firms,”Management Science, 2008, 54(9), 1652-1664.

2013: Nicole E. Coviello (Wilfrid Laurier University) for "Network Dynamics in the International New Venture," Journal of International Business Studies, 2006, 37(5), 713-731.

2012: Michael H. Morris (Oklahoma State University), Minet Schindehutte (Syracuse University), and Raymond W. Laforge (University of Louisville) for “Entrepreneurial Marketing: A Construct for Integrating Emerging Entrepreneurship and Marketing Perspectives,” Journal of Marketing Theory and Practice, 2002, Fall, 1-18.

2011: Ken Matsuno (Babson College), Tom Mentzer (University of Tennessee), and Aysegul Ozsomer (Koc University) for "The Effects of Entrepreneurial Proclivity and Market Orientation on Business Performance," Journal of Marketing, 2002, 66(3), 18-33.

2010:  Helena Yli-Renko (University of Southern California), Erkko Autio (Imperial College), and Harry J. Sapienza (University of Minnesota) for "Social Capital, Knowledge Acquisition, and Knowledge Exploitation in Young Technology-Based Firms,"Strategic Management Journal, 2001, (22), 587-613.

Inaugural 2009 award: Saras Sarasvathy (University of Virginia) for "Causation and Effectuation: Toward a Theoretical Shift from Economic Inevitability to Entrepreneurial Contingency," Academy of Management Review, 2001, (2), 243-263.

2018 Nomination Deadline:

Please email your nomination with a one-page statement of endorsement to Can Uslay (AMA EMSIG chair) or Susan Wei (VC of Research) by March 1, 2018. Self-nominations (for up to two articles) are also acceptable.