Babson College



LAUREN SKINNER BEITELSPACHERCURRICULUM VITAOfficeMarketing DivisionMalloy Hall-Suite 212Babson Park, MA 02457781-239-6441lbeitelspacher@babson.eduHome 6 Deerfield Drive Medfield, MA 02052205-540-3559EDUCATIONPh.D.Manderson Graduate School of Business, The University of Alabama, Tuscaloosa, AL. Concentration: MarketingMinors: Strategy and Supply Chain ManagementAugust 2003 – December 2007M.B.A.Samford University, Birmingham, AL. Concentration: Marketing March 2001- December 2002B.S.M.Tulane University, New Orleans, LA. Majors: Marketing and Organizational BehaviorAugust 1995-May 1999ACADEMIC WORK EXPERIENCESeptember 2018- PresentAssociate ProfessorBabson CollegeMarketing DivisionFall 2015 – June 2018Assistant ProfessorBabson CollegeMarketing DivisionFall 2011- Spring 2015Assistant ProfessorDirector Athletic and Outdoor ProgramPortland State UniversityFall 2007- Summer 2011Assistant ProfessorUniversity of Alabama at BirminghamDepartment of Marketing and Industrial DistributionFall 2006- Spring 2007Visiting Assistant ProfessorUniversity of Alabama at BirminghamDepartment of Marketing and Industrial DistributionSummer 2004- Fall 2006Graduate Teaching AssistantUniversity of AlabamaDepartment of Management and MarketingDISSERTATION “Maximizing Retail Service Efficiency: Service Culture Within the Retail Supply Chain”Committee:Dr. R. Glenn Richey (Co-Chair) Dr. Kristy E. Reynolds (Co-Chair)Dr. Kim Sydow CampbellDr. Jan HeideDr. Robert MorganGeorge Geis, J.DREFEREED PUBLICATIONSGrewal, Dhruv, Carl-Philip Ahlbom, Lauren S. Beitelspacher, Stephanie Noble, and Jens Nordfalt (2018), “A Field Approach to Understanding In-Store Mobile Usage,” Journal of Marketing, 82, 102-126.Beitelspacher, Lauren S. and Vikki Rodgers (2018), “Integrating Corporate Social Responsibility into Retail Management Curriculum,” Journal of Marketing Education, 40 (1), 66-76.Anne L. Roggeveen and Lauren S. Beitelspacher (2018), “Educating the Retailers of Tomorrow: An Overview of Journal of Marketing Education Special Issue on Retailing,” Journal of Marketing Education, 40 (1), 3-6.Beitelspacher, Lauren S., Thomas L. Baker, Adam Rapp, and Dhruv Grewal, (2018) “Understanding the Long-Term Implications of Retailer Returns in Business-to-Business Relationships,” Journal of the Academy of Marketing Science, 46 (2), 252-272.Grewal, Dhruv, Anne Roggeveen, and Lauren S. Beitelspacher (2017), “How Retailing Cues Influence Shopping Perceptions and Behaviors,” The Routledge Companion to Consumer Behavior, Michael Solomon and Tina Lawry, ed. Routledge, New York, NY. Holmes, Yvette, Lauren S. Beitelspacher, Bryan Hochstein, and Willy Bolander (2017), “Let’s Make a Deal: Price Outcomes and the Interaction of Customer Persuasion Knowledge and Salesperson Negotiation Strategies,” Journal of Business Research, 78, 81-92.Freybote, Julia, Lauren Simon, and Lauren S. Beitelspacher (2016), “Understanding the Contribution of Curb Appeal to Retail Real Estate Values,” Journal of Property Research, 33 (2), 147-161.Mullins, Ryan R., Daniel G. Bachrach, Adam A. Rapp, Dhruv Grewal and Lauren Skinner Beitelspacher (2015), "You don't always get what you want and you don't always want what you get: An examination of control-desire for control congruence in transactional relationships," Journal of Applied Psychology, 100 (4), 1073-1088.?Rapp, Adam, Thomas L. Baker, Daniel G. Bachrach, Jessica Ogilvie, and Lauren Skinner Beitelspacher (2015), "Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance," Journal of Retailing, 91 (2), 358-369.Crittenden, Victoria L. and Lauren Skinner Beitelspacher (2015), "Creating a culture of confidence: An interview with Sheryl Adkins-Greene, CMO of Marketing Mary Kay Inc," Business Horizons, 58, 371-376.Rapp, Adam, Lauren Skinner Beitelspacher, Dhruv Grewal, and Douglas Hughes (2013), “Understanding social media effects across seller, retailer, and customer interactions,” Journal of the Academy of Marketing Science, (41), 547-566.Winner, Elsevier Citations of Excellence, 2016Hansen, John D., Lauren Skinner Beitelspacher, and George D. Deitz (2013), “Antecedents and consequences of consumers’ comparative value assessments” Journal of Business Research, 66 (4), 473-479.Beitelspacher, Lauren Skinner, Mert Tokman, Frank G. Adams, and R. Glenn Richey (2012), “Retail service-based operant resources and market performance,” International Journal of Logistics Management, 23 (3), 408-434.Rapp, Adam, Lauren Skinner Beitelspacher, Niels Schillewaert and Thomas L. Baker (2012), “The differing effects of technology on inside versus outside sales forces to facilitate enhanced customer orientation and interfunctional coordination,” Journal of Business Research, 65 (7), 929-936.Beitelspacher, Lauren Skinner, John D. Hansen, Allen C. Johnston, and George D. Deitz (2012), “Exploring Consumer Privacy Concerns and RFID Technology: The Impact of Fear Appeals on Consumer Behaviors,” Journal of Marketing Theory and Practice, 20 (2), 147-159.Tokman, Mert and Lauren Skinner Beitelspacher (2011) “Supply chain networks and service-dominant logic: suggestions for future research,” International Journal of Physical Distribution and Logistics Management, 41 (7), 717-726.Richey, R. Glenn, Chadwick B. Hilton, Michael G. Harvey, Lauren Skinner Beitelspacher, Mert Tokman, and Miriam Moeller (2011), “Aligning operant resources for global performance: An assessment of supply chain human resource management,” Journal of Management and Organization, 17 (3), 364-382.Beitelspacher, Lauren Skinner, R. Glenn Richey, and Kristy E. Reynolds (2011), “Exploring a new perspectives on service efficiency: service culture in retail organizations,” Journal of Services Marketing, 25 (3), 215-228.Trainor, Kevin J., Adam Rapp, Lauren Skinner Beitelspacher, and Niels Schillewaert (2011), “Integrating information technology and marketing: An examination of the drivers and outcomes of e-Marketing capability,” Industrial Marketing Management, 40 (1), 162-174.Jack, Eric P., Thomas L. Powers, and Lauren R. Skinner (2010), “Reverse logistics capabilities: antecedents and cost savings,” International Journal of Physical Distribution and Logistics Management, 40 (3), 228-246.Thomas, Rodney and Lauren R. Skinner (2010), “Total Trust and Trust Asymmetry: Does Trust Need to be Equally Distributed in Interfirm Relationships?” Journal of Relationship Marketing, 9 (1), 43-53.Skinner, Lauren R., Chad W. Autry, and Charles W. Lamb (2009), “Some measures of interorganizational citizenship behaviors: scale development and validation,” International Journal of Logistics Management, 20 (2), 228-242.Autry, Chad W., Lauren R. Skinner and Charles W. Lamb (2008), “Interorganizational Citizenship Behaviors: An Emprical Study,” Journal of Business Logistics, 29 (2), 53-74.Skinner, Lauren R., R. Glenn Richey, and Paul T. Bryant (2008), “Examining the impact of reverse logistics disposition strategies,” International Journal of Physical Distribution and Logistics Management, 38 (7), 518-539.Winner Best Paper Supply Chain Management/ Industrial Distribution Symposium, Society for Marketing Advances (2008)Richey, R. Glenn, Mert Tokman, and Lauren R. Skinner (2008), “Exploring collaborative technology utilization in retailer-supplier performance,” Journal of Business Research, 61 (8), 842-849.Richey, R. Glenn, Lauren R. Skinner and Chad W. Autry (2007), “A Multi-Level Approach to Retail Management Education: Integrating Customer and Supply Chain Perspectives,” Marketing Education Review, 17 (2), 27-43.*Reprinted in “Customer Relationship Management in Retail,” Icfai University Press Text Series (2008), Hyderabad, India. Edited by: Amitabha Ghose.Reisenweitz, Tim, Lauren R. Skinner, and Leonard Weld (2006), “Employee Retirement Education Programs: An Important Part of Corporate Social Responsibility,” Journal of Business and Leadership: Research, Practice, and Teaching, 2 (2), 300-308.Campbell, Kim Sydow, Lenita Davis and Lauren R. Skinner (2006), “Rapport management during the exploration phase of the salesperson-customer relationship,” Journal of Personal Selling and Sales Management, 26 (4), 359-370.UNDER REVIEW AND IN PROGRESSLai, Christine and Lauren S. Beitelspacher, “Impact of Salespeople’s Misattribution on Satisfaction or Dissatisfaction,” Under first review at European Journal of Marketing.TEXTBOOKSAuthor- Lauren S. Beitelspacher-Connect Master- Principles of Marketing 1st Edition- McGraw HillDigital Co-Author- 8th Edition, Levy – Weitz, Retail Management TextbookNON PEER REVIEWEDLauren Skinner Beitelspacher, Victoria Crittenden, and Donna Sosnowski, “Solving for X: Creating a Culture of Readiness,” BizEd AACSB International, July/August 2018: Skinner Beitelspacher (2018), “I am a Toys R Us Kid, But I’ve Grown Up,” Babson Thought and Action, April 4, 2018: PRESENTATIONS/ PROCEEDINGSBeitelspacher, Lauren and Gary Ottley (2018), “Managing Stereotypes in the Classroom: What Stereotypes Exist and How Do We Respond,” Academy of Marketing Science, Annual Conference, New Orleans, LA.Beitelspacher, Lauren (2018), “Experiential Learning in Retail Management,” Marketing Management Association, Fall Conference, Kansas City, MO.Ahlbom, Carl-Philip, Jens Nordfalt, Lauren Beitelspacher, Dhruv Grewal, Stephanie Noble (2017), “Understanding In-Store Mobile Phone Usage and Retail Sales,” American Marketing Education, Winter Educators’ Conference, Orlando, FL.Winner Best Paper by Theme: Connecting for GoodBravo, Sandy and Lauren Beitelspacher (2016), “Whole Student, Whole Faculty, Whole Classroom: Managing Anxiety for Students and Faculty to Maximize the Learning Experience,” Marketing Management Association Fall Educators’ Conference, Providence, RI. Beitelspacher, Lauren, Dee Guillory, Jay Page, and Bill Wellington (2016), “Effective Strategies for Teaching Introductory Marketing,” Marketing Management Association Fall Educators’ Conference, Providence, RI. Beitelspacher, Lauren, Dhruv Grewal, Adam Rapp, and Thomas Baker (2016), “Retailer Returns: The B2B Relationship Implications and Salesperson Responses to Retailer Returns,” American Marketing Association Summer Educators’ Conference, Atlanta, GA.Beitelspacher, Lauren, Yvette Holmes, Brian Hochstein and Willy Bolander (2016), “Examining Negotiation Strategies in the B2C Context: Consumer Persuasion Knowledge VS. Seller Negotiation Techniques,” World Marketing Congress, Paris, France.Holmes, Yvette, Lauren Beitelspacher, Brian Hochstein, and Willy Bolander (2016), “Co-Creating the Deal: How Salesperson Negotiation Strategies and Customer Persuasion Knowledge Interact to Determine Price Discounts and Customer Satisfaction,” Academy of Marketing Science, Lake Buena Vista, FL.Freybote, Julia, Lauren Simon and Lauren Beitelspacher (2016), “Understanding the Contribution of Curb Appeal to Retail Real Estate Values,” American Real Estate Society, Fort Myers, FL (Winner: Practitioner Research Award)Beitelspacher, Lauren, Kristy E. Reynolds, and Jessica Ogilvie (2014), “Customer Engagement: what are Retailers Doing to Keep Customers In-Store?” American Marketing Association Summer Educators’ Conference, San Francisco, CAMullins, Ryan, Adam Rapp, Lauren Beitelspacher, and Dhruv Grewal (2013), “Managing Control Expectations in Business-to-Business Relationships,” Academy of Marketing Science World Marketing Congress, Melbourne, Australia.Andzulis, James ‘Mick’, Adam Rapp, and Lauren Beitelspacher, (2013), “Understanding the Retailer and Consumer Implications of Showrooming,” American Marketing Association Winter Educators’ Conference, Las Vegas, NV.Beitelspacher, Lauren S., Adam Rapp, James ‘Mick’ Andzulis, and Dhruv Grewal, (2012) “A Multi-Level Perspective of Desired and Perceived Control in Sales Interactions,” American Marketing Association Winter Educators’ Conference, Tampa, FL.Tokman, Mert and Lauren S. Beitelspacher (2010), “Supply Chain Networks and Service Dominant Logic: Suggestions for Future Research,” Society for Marketing Advances, Atlanta, GASkinner, Lauren R., R. Glenn Richey, Mert Tokman, and Colin Gabler (2010), “Interconnected Operant Resources and Market Performance: The Retailer’s Perspective,” Academy of Marketing Science, Portland, OR. Winner of the Stanley C. Hollander Award for Best Retailing PaperPowers, Thomas L., Eric P. Jack, and Lauren R. Skinner (2009), “Antecedents of Reverse Logistics Cost Savings,” 2009 Society for Marketing Advances, New Orleans, LA.Skinner, Lauren R., Paul T. Bryant, R. Glenn Richey (2008), “Examining the Impact of Reverse Logistics Disposition Strategies,” 2008 Supply Chain Management and Industrial Distribution Symposium, Society for Marketing Advances, St. Petersburg, FL. Winner, Best Paper Supply Chain TrackSkinner, Lauren R., Eric P. Jack, and Thomas L. Powers (2008), “Retailer-Supplier Affinity: Relationship and Performance Outcomes,” 2008 Retail Strategy and Consumer Decision Symposium, Society for Marketing Advances, St. Petersburg, FL.Skinner, Lauren R., R. Glenn Richey, Kristy E. Reynolds, and Peter Ralston (2008), “Managing Retail Returns: Creating a Balance Between a Solvent Customer Return Policy and Enhanced Customer Retention,” 2008 American Collegiate Retail Association Conference, New York, NYRichey, R. Glenn, and Lauren R. Skinner (2006), “A Multi-Level Approach to Retail Management Education,” 2006 Academy for Marketing Sciences Conference, San Antonio, TX – Marketing Education TrackRichey, R. Glenn, Mert Tokman, and Lauren R. Skinner (2006), “Exploring Technological Collaborations in Retail Partnerships: Technology Driven Logistics Service Quality,” 2006 American Collegiate Retailing Conference, Fayetteville, AKMarkley, Melissa and Lauren R. Skinner (2006), “Improving the Performance of Customer Relationship Management Across Supply Chain Partners,” 2006 Society for Marketing Advances Conference, Nashville, TN-Supply Chain Management TrackRichey, R. Glenn, Mert Tokman, and Lauren R. Skinner (2005), “Exploring Technological Collaborations in Retail Partnerships: How Relational and Informational Resources Can Impact Performance,” 8th Annual Retail Strategy and Consumer Decision Research Symposium 2005 – San Antonio, TX.Skinner, Lauren R., Tim Reisenweitz, and Leonard G. Weld (2005), “Employee Retirement Education Programs: An Important Part of Corporate Social Responsibility,” 2006 MBAA Annual Conference- Chicago, IL.Skinner, Lauren R. and R. Glenn Richey (2005), “Integrating Consumer and Supply Chain Perspectives in Retailing Education,” Society of Marketing Advances 2005 Conference-San Antonio, TX-Marketing Education TrackZhang, Jingyun and Lauren R. Skinner (2004), “The Impact of Customers’ Physical Attractiveness on Retail Salespeople’s Perception and Performance,” Society of Marketing Advances 2004 Conference (St. Petersburg, FL)- Retailing TrackINVITED PRESENTATIONSNew Balance Executive Leadership Team, Brighton, MA “What’s Happening in Retailing and How to Tell Your Story,” Presentation to North America management team, April 2018New Balance Annual Sales Meeting, Atlanta, GA, “Retail and Storytelling,” Presentation to entire North America retail team, Keynote Speaker, June 2018Oofos Recovery Footwear, Braintree, MA, “The Current State and Future State of Retail,” Presentation to entire management team, December 2018MEDIA CITATIONSCited in New York Times, USA Today, Boston Globe, Associated Press, Stores Magazine, AdWeek,WCVB-News Center 5, Chronicle, and more. Complete lists available on request. NPR Academic Minute: Magazine, 10/2/2018, “The Future of Retail Over the Next Five Years with, Dr. Lauren Skinner Beitelspacher, Associate Marketing Professor at Babson College” and Teaching Honors2018- Babson College Professor of the Year Award (Undergraduate)2017- Pearson’s Solomon Marshall Stuart Excellence in Teaching Innovation Award (AMA Teaching and Learning SIG)2017-Journal of the Academy of Marketing Education-Outstanding Reviewer2017-Babson Dean’s Undergraduate Teaching Award2016- Poets & Quants, 40 under 40 Best Business Professors2016-Babson Executive Education Fellow2013-Portland State University, Bartlett Award for Industry Research2010-Academy of Marketing Science- Stanley C. Hollander Award2008- University of Alabama- Watson Little Memorial Award2007-American Marketing Association Birmingham Chapter: Outstanding Marketing Graduate Student 2007-Outstanding Doctoral Student in Research, College of Business Administration 2006-AMA-Sheth Foundation Doctoral Consortium Fellow2006-Society for Marketing Advances Doctoral Consortium Fellow2006-Minnie and Sam Pizitz Scholarship, 2005-2006Service Honors2011- Birmingham Business Journal- Top 40 Under 40 2010- Birmingham American Marketing Association- Marketer of the Year2009-2010-AMA- Outstanding Student Organization, University of Alabama at BirminghamGrants2017- Babson College, Teaching Innovation Fund Award Winner, $5,0002015- Babson College, Faculty Research Fund Award Winner, $2,500TEACHING ACHIEVEMENTSBabson College-Marketing DivisionMarketing Management, Graduate, MSELAverage Teaching Evaluation-Effectiveness (1.3 out of 5, 1 being the highest)Principles of Marketing, UndergraduateAverage Teaching Evaluation-Effectiveness (1.3 out of 5, 1 being the highest)Retail ManagementAverage Teaching Evaluation-Effectiveness (1.3 out of 5, 1 being the highest)Honors Advisor2017-2018- Lauren Schoenadel2018-2019- Druv Garodia and Tanisha JatiaPortland State University-Department of Marketing and AdvertisingPrinciples of Marketing, UndergraduateAverage Teaching Evaluations (4.85 out of 5, 5 being the highest)Athletic and Outdoor Marketing, UndergraduateAverage Teaching Evaluations (4.9 out of 5, 5 being the highest)The University of Alabama Birmingham- Department of Marketing and Industrial DistributionPrinciples of Marketing, UndergraduateFall 2006-Spring 2011Average Teaching Evaluations (4.6 out of 5, 5 being the highest)PROFESSIONAL SERVICEService:University Level2019- Babson College-Dean of Faculty Search Committee- Co-Chair2019-Integrated Sustainability Task Force-Co-Chair2018-Present- Babson College, Teaching Innovation Fund Committee Chair2018- Present- Babson College, Learning Excellence Planning Committee2017- Present-Babson College, Teaching Innovation Fund Committee Member 2017- 2018-Babson College, Reimagining-SEERS Committee2016-2018-Babson College, SME Marketing Course Coordinator2016-Present-Babson College, Classroom Advisory Committee2016 & 2017-Babson College, Faculty Fun Fest Committee 2016-Present-Babson College, College Wellness Committee2016- Present-Babson College, Social Media Council2015-2016-Babson College, Digital Measures Rollout Committee2016-Babson College, CELT, Learn and Share CommitteePortland State University, School of Business, Research Committee MemberPortland State University, Member of the Collegiate Licensing CouncilFaculty Advisor, American Marketing Association, University of Alabama BirminghamAcademic Discipline2014- Present, Co-Chair AMA Retail and Pricing Special Interest Group2015 & 2016- Co-Chair AMS/ Mary Kay Dissertation Competition2012-2016, Secretary/ Treasurer, Academy of Marketing Science2010- 2014, Vice President of Communications, AMA Retail and Pricing SIG2010-2012-AMA Academic Collegiate Council- Member2011, 2012-Co-Chair AMA International Collegiate Conference, New Orleans, March 20112011- VP of Research and Publications, Society for Marketing Advances2009-2010-Co-President, Supply Chain Management and Industrial Distribution Symposium, Society for Marketing AdvancesTrack Chair Positions2018-Conference Co-Chair- AMA/ACRA Triennial Retailing Conference2018-Retailing Track, Co-track Chair, Academy of Marketing Science, Annual Conference2018- Judge-Outstanding Teacher-Scholar Doctoral Student Competition, MMA2015- Pricing, Supply Chain and B2B Track, Track Chair, AMA/ ACRA Retailing Conference2014- Retailing Track, Track Chair, Academy of Marketing Science, Annual Conference2013- Retail and Pricing Track, Track Chair, AMA Summer Educators’ Conference2012- Retail Services Marketing, Track Chair, Academy of Marketing Science2012- Supply Chain Management, Track Chair, ACRA/ AMA Retailing Conference2009- Retailing Track, Track Chair, AMA Winter Educators’ Conference2009-2010-Supply Chain Management/ Industrial Distribution Track, Track Chair, Society for Marketing AdvancesEditorial Boards/ ReviewerAssociate Editor- Retailing, Journal of Business ResearchEditorial Review Board, Journal of RetailingEditorial Review Board, International Journal of Physical Distribution and Logistics ManagementEditorial Review Board, Journal of Marketing EducationEditorial Review Board, Journal of the Academy of Marketing EducationCo-Editor-Special Issue on Retail Education (2018), Journal of Marketing EducationAd hoc Reviewer, Journal of RetailingAd hoc Reviewer, International Journal of Logistics ManagementAd hoc Reviewer, Journal of Supply Chain ManagementAd hoc Reviewer, Journal of the Academy of Marketing EducationAd hoc Reviewer, Journal of Personal Selling and Sales ManagementReviewer, American Marketing Association Educators’ ConferenceMembershipsMember, American Marketing AssociationMember, The Academy of Marketing ScienceMember, Marketing Management AssociationCOMMUNITY SERVICE2018-2020, Medfield Afterschool Program, Board Member2018-2020, Soles of Medfield Running Club, Board Member2017-2018, New N Towne, VP of Activities2017-2019, Angel Run (5K Fundraiser for Medfield Families), Board MemberPROFESSIONAL BUSINESS EXPERIENCESaks Incorporated, Birmingham, ALCustomer Acquisitions ManagerOctober 2002-July 2003Managed the acquisition of 1.4 million new proprietary credit card customers annually. Fiscal capital budget responsibility of $5.5 million.Designed, developed and executed both customer and associate incentive programs to promote the growth of Saks Incorporated’s private label credit card division.Senior Analyst-Customer RetentionJune 2001-October 2002Responsible for implementing all marketing programs that established activities focused on retention of credit card customer.Launched a “New Customer Development” program to increase retention and credit penetration to 42% annually.Marketing AnalystOctober 2000-June 2001Developed a reporting structure that improved advertising efficiencies across five different operating units.Assistant Buyer-Young Men’s Sportswear June 1999-October 2000Worked with Buyer and Divisional Merchandise Manager to manage an $18 million annual volume merchandise division.Coordinated with vendors and internal resources to implement advertising strategy, sales strategy, and promotional pricing strategy for targeted sales area. ................
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