Steven H. Dahlquist
Department of Marketing
The Eli Broad College of Business Email:
The Eli Broad Graduate School of Management Phone: (616) 916-1302
Michigan State University Fax: (517) 432-1112
East Lansing, MI 48824
EDUCATION
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Doctor of Philosophy Michigan State University, May 2012
Concentration: Marketing Strategy
Minor: International Marketing
Master of Business Administration Southern Methodist University
Cox School of Business
Bachelor of Science United States Naval Academy
Major: Systems Engineering
Dissertation
Title: Essays on Value Maximizing and Claiming Behavior in Industrial Interfirm Governance Structures
Abstract:
Complex interfirm governance structures are of growing importance to industrial marketers because they reflect increasing global competition among suppliers and enhanced efforts by industrial buyers to gain competitive advantages. These structures often result in an upstream supplier working directly with an intermediate firm, while concurrently marketing and investing in value maximizing initiatives with the intermediate firm’s downstream customer. Marketing strategy research in this triadic context is of growing interest because it provides a more in depth view of the complexities of industrial supply chains and potentially provides a more complete analysis of interfirm behavior. Essay one empirically investigates the value maximizing and value claiming implications of a supplier’s marketing allocations between direct and downstream customers, as well as the moderating factors affecting the outcomes of the allocation decision. Essay two investigates the direct and moderating factors affecting the intermediate firm’s governance response in the form of exploitation and/or countering vis-à-vis the upstream supplier’s marketing initiatives. Both essays use a multi-method two-study approach to test hypotheses and investigate causal mechanisms.
Committee: Dr. David A. Griffith (Chairman), Dr. Roger J. Calantone, Dr. Cornelia Droge, and Dr. Tobias Schoenherr
RESEARCH
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Research Interests
Interfirm Relationships and Governance Behavior
Extensive experience as a sales and marketing executive in technology driven global industrial markets resulted in a keen interest in the study of interfirm relationships. Marketing strategy literature is rich in business-to-business research, however increasing globalization and technology advancement continues to present new challenges and opportunities for industrial marketers and firms. Firms and managers respond to these challenges with innovative marketing strategies and tactics in key activities such as sales and sales management, global account management, value creation and claiming, and interfirm collaboration. The strategic marketing behavior of firms and managers in a global market context is thus a primary research interest.
Implications of Global Sustainability Trends in Strategic Marketing
Growing global social awareness and support for higher levels of sustainable behavior, as well as the rapid expansion of sustainability-focused institutions, places new and increasing demands on firms to implement marketing strategies that embrace the precepts of sustainability. Marketing strategy literature has extensively considered environmental marketing and corporate social responsibility; however increasing globalization of the sustainability agenda offers new challenges (e.g., evolving product standards such as LEED, renewable content, and zero waste) to strategic marketers, leading to new implications for firm behavior and marketing strategy.
Working Papers
Steven H. Dahlquist and David A. Griffith, “Determinants of Collaboration Intensity in Interfirm Relationships.”
Status: Preliminary draft complete, data collection Spring 2012
Target: Journal of Marketing (To be submitted Spring 2013)
Steven H. Dahlquist, “Sustaining the Resource Stream: Effects of an Emerging Implicit Contract Between Sellers and Buyers on Product Disposition.”
Status: Preliminary draft complete
Target: Journal of Public Policy and Marketing (To be submitted Fall 2012)
Kolev, Kalin D., G. Tomas M. Hult, Hayri E. Ozkaya, Sonia A. Manjeshwar, Chitra Srivastava, Steven H. Dahlquist, Jing Zhao, “The Role of Hierarchical Linear Modeling in Strategic Management Research: A Critical Review and Analysis.”
Status: In revision
Target: Organizational Research Methods (To be submitted Fall 2012)
Academic Awards
2011 Institute for the Study of Business Markets (ISBM) Business Marketing Doctoral Fellow, Smeal College of Business, Penn State University
Conference and Symposium Presentations
2010 Academy of International Business (AIB) Annual Conference, Panel Session on Global Marketing Partnerships and Strategies for Competitive Differentiation, “Determinants of Collaboration Effectiveness in International Interfirm Relationships”
28th Annual Doctoral Symposium (2010), C.T. Bauer College of Business Administration, University of Houston, “Complementary and Combinative Relationships: Asset Investments and Governance Mechanisms in Interfirm Alliances”
41st Annual Haring Symposium for Doctoral Research (2011), Kelley School of Business, Indiana University, “Value Maximizing and Claiming Behavior in Complex Industrial Interfirm Governance Structures”
TEACHING AND SERVICE
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Teaching
Adjunct Professor, Grand Valley State University (2007-2008): Marketing Management, Sports Marketing, New Product Development, Internet Marketing – M.B.A. Seminar
Instructor of Record, Michigan State University (2009-2012): Quantitative Business Research, International Marketing Management, International Business, Marketing Management – Masters in Marketing Research (MSMR)
Service
Case Study Competition Judge – International Business Organization (MSU), 2010
Volunteer Manuscript Reviewer – Academy of International Business Conference, 2011
Volunteer Manuscript Reviewer – Academy of Marketing Science Conference, 2011
Volunteer Manuscript Reviewer – Journal of International Marketing, Special Issue, 2012
Volunteer Manuscript Reviewer – American Marketing Association, Summer Educator’s Conference, 2012
Association Memberships
American Marketing Association
Academy of International Business
United States Naval Academy Alumni Association, Blue and Gold Officer
Southern Methodist University, Cox School of Business Alumni Association
PROFESSIONAL EXPERIENCE
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Executive Vice President of Sales, Mannesmann Rexroth Corporation, Chicago, IL and Düsseldorf, Germany – Responsible for the sales and marketing activities of six business units associated with the manufacture and delivery of motion control/automation equipment for use in industrial manufacturing in the United States, Mexico, and Canada. Member of the executive management board.
General Manager and Division President, Culligan International Corporation, Northbrook, IL – Responsible for sales and marketing, product development, design and application engineering, and service functions associated with the manufacture and delivery of commercial, industrial, and municipal water treatment systems to private and government entities in the Americas. Member of the Mergers and Acquisitions Team and the Initial Public Offering (IPO) Team.
Vice President of Sales and Marketing, Del/Villa Medical Systems, Chicago, IL and Milan, Italy – Responsible for global sales and marketing activities associated with the manufacture and delivery of radiographic medical equipment to private and government entities in industrialized and developing markets including Russia, China, Italy, France, Spain, Mexico, Vietnam, Brazil, Canada, and the United States.
North America Sales Manager, Memtec Limited, Timonium, MD and New South Wales, Australia – Responsible for sales and marketing, design and applications engineering functions associated with the manufacture and delivery of fluid treatment systems to critical process industrial manufacturers (e.g., semiconductors, food and beverage, automotive, and pharmaceutical) in the United States and Canada.
Account Manager, British Oxygen Corporation, Murray Hill, NJ – Responsible for customer relationship management and sales of high purity gases and chemicals at semiconductor manufacturers (e.g., Texas Instruments and Hitachi) in north Texas.
Surface Warfare Officer, United States Navy, Washington D.C. – Main Propulsion Division Officer and Combat Information Center Division Officer, U.S.S. Oldendorf (DD972); Flag Lieutenant and Aide, Commander Naval Base Pearl Harbor. Awarded the Sea Service Ribbon (Cold War Operations in the Pacific Ocean, South China Sea, Sea of Japan, Indian Ocean, and Persian Gulf), the Navy Achievement Medal, and the Navy Commendation Medal.
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