George John

Professor, General Mills/ Paul S Gerot Chair in Marketing
Marketing

Education

  • B Tech 1974
    Aeronautical Engineering Indian Institute of Technology, Madras

  • MBA 1976
    University of Illinois at Urbana-Champaign

  • PhD 1981
    Marketing Northwestern University

Expertise

  • Industrial Marketing
  • Marketing of intellectual property
  • Technology Markets
  • Marketing channels
  • High technology markets

Professor John received his bachelor's degree in Aeronautical Engineering from the Indian Institute of Technology, Madras, India in 1974 and his MBA from the University of Illinois in 1976. After earning his Ph.D. in Marketing from Northwestern in 1981, he joined the faculty at the University of Wisconsin.

In 1987, he moved to the University of Minnesota. He is the Pillsbury-Gerot Chair in Marketing at the Carlson School of Management, University of Minnesota. His interests center around distribution channels and high tech marketing. Specifically, he is interested in the strategic and efficiency aspects of governance choices in these settings.

His academic honors include an American Marketing Association award for his PhD dissertation in 1981, and his selection in 2003 as a "Highly Cited Researcher" in the Business/Economics category by Thomson Reuters Web of Science. 

Selected Works

  • Understanding Value-Added-Resellers' Assortments of Multicomponent Systems, Journal of Marketing, 2016 (with Sourav Ray and Mark Bergen)
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  • Bonuses versus Commissions: A Field Study, Journal of Marketing Research Vol. 50, no. .3, 2013 (with Sunil Kishore, Raghunath Singh Rao, and Om Narasimhan)
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  • A Theoretical and Empirical Investigation of Property Rights Sharing in Outsourced Research Development and Engineering Relationships, Strategic Management Journal, Vol. 34, No.9, 2013 (with Stephen Carson)
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  • An Empirical Investigation of Private Label Supply by National Label Producers, , Marketing Science, Vol. 29, 4, 2010 (with Xinlei Chen and Om Narasimhan)
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  • Understanding the Role of Trade-Ins in Durable Goods Markets: Theory and Evidence, Marketing Science, (September) 2009 (with Om Narasimhan and Raghunath Singh Rao),
  • When Should Original Equipment Manufacturers Use Branded Component Contracts with Suppliers? Journal of Marketing Research, 2009 (with Mrinal Ghosh)
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  • Assessing the Effects of a Channel Switch, Marketing Science, May-June, 2008 (with Om Narasimhan and Xinlei Chen)
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  • Strategic Fit In Industrial Alliances: An Empirical Test of Governance Value Analysis, Journal of Marketing Research, August 2005 ( with Mrinal Ghosh)
  • Experimental Tests of Agency Models of Sales Compensation, Marketing Science, 2001 (w/ Mrinal Ghosh)
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  • The Governance of Exclusive Territories when Dealers Can Bootleg, Marketing Science, 1994 (w/ S. Dutta, M. Bergen)
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  • Do Norms Matter in Marketing Relationships? Journal of Marketing, 1992 (w/ J. Heide)
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  • Unbundling of Industrial Systems, Journal of Marketing Research, 1990 (with Lynn O. Wilson, and Allen M. Weiss)
    Download (3.13 MB)
  • Forward Integration into Distribution, Journal of Law, Economics and Organization, 1988 (with Barton Weitz)
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Current Activities

Current Research

  • Field Experiments on Sales force Compensation
  • Bidding vs Negotiations in Industrial Buying
612-624-6841
3-201 Carlson School
Curriculum Vitae (282.25 KB)

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