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Pepperdine | Graziadio Business School
Jim Salas, PhD Practitioner of Marketing

Jaime Salas, PhD

Practitioner of Marketing
Graziadio Business School
310.506.4119

Biography

Dr. Salas is a practitioner of marketing at Pepperdine Graziadio and has more than 12 years of industry experience. His main research is focused on the implementation of service infusion strategies among traditional industrial manufacturers. His research was sponsored by the Center for Services Leadership at Arizona State University, where he won several teaching awards. Prior to his studies at ASU, Dr. Salas spent more than a decade in corporate sales at AT&T, where he held several management and consulting positions. Dr. Salas is a member of the PhD Project, American Marketing Association and Academy of Marketing Science. He has presented his work at academic conferences and at multinational corporations. In addition to teaching, Dr. Salas leads an international research team working extensively with a leading European technology company in implementing service infusion strategies.

Education

  • Arizona State University, Doctor of Philosophy

  • Arizona State University, Master of Business Administration

  • University of Phoenix, Bachelor of the Arts

 

Research

Research Interest

Service Infusion: the implementation of solution-centric strategies and their effect on the sales organization.

Sales Interface: sales relationships with various units of the firm and their effect on marketing outcomes.
Social Networks: the network effects of firm/customer relationships and marketing strategy.
Presentations:

"The Sales and Service Delivery Interface: A Determinant of Service Infusion Success" 2011 Frontiers in Service Conference, Ohio State University with Stephen W. Brown and Michael Hutt.

Manuscript in Process:

"Dynamic Capabilities and the Service Infusion Continuum: A Framework for Service Infusion Success" with Valarie Zeithaml, Mary Jo Bitner and Stephen Brown.

Works in Progress:

Salas, Jim and Donald W. Jackson Jr., "Isolating the Correlates of SALESPERF".

Salas, Jim and Donald W. Jackson Jr., "Examining the use of Adaptive Selling Behavior in a Team Selling Context". Data collected and analyzed.

Awards

2011 Ken Coney Doctoral Student Outstanding Teaching Award, Department of Marketing, W.P. Carey School of Business, Arizona State University.

2012 Ken Coney Doctoral Student Outstanding Teaching Award, Department of Marketing, W.P. Carey School of Business, Arizona State University.

2007 PhD Project, Annual Conference Attendee and travel grant recipient.

2008 PhD Project & AMA Annual Conference Attendee and travel grant recipient.

2009 Sheth Foundation Annual AMS/PhD Project Conference travel grant recipient.

2009 Arizona State University, Sun Devil Marketing Alumni Teaching Fellowship.

2009 PhD Project & AMA Annual Conference Attendee and travel grant recipient.

2009 AMA Foundation Valuing Diversity Scholarship

2010 Alfred Schmidt Memorial Scholarship

2010 Louis H. Grossman "Life Leadership" Scholarship

2011 Alfred Schmidt Memorial Scholarship

2011 PhD Project, AMA/MDSA Annual Conference Attendee and recipient of travel grant.

Presentations

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," Central Michigan University (9-2012)

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," Elon University, Martha and Spencer Love School of Business (9-2012)

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," Michigan State University, Eli Broad College of Business (9-2012)

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," Salisbury University, Perdue School of Business (10-2012)

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," Pepperdine University, Graziadio School of Business (10-2012)

Salas, Jaime, Michael Hutt D. Hutt, Beth A. Walker, Sungho Park, and Wolfgang Ulaga, "Replicating Hybrid Solutions for Business Customers: The Determinants for Success," California State University at Fullerton, Mihaylo College of Business and Economics (10-2012)

Areas of Expertise

  • Adaptive Selling Behavior
  • Firm and Customer Relationships
  • Decision Making
  • Solution Centric Strategies

Topics

  • Marketing Strategy
  • Sales Management & Key Account Management
  • Business-to-Business Marketing
  • Services Marketing Strategy

Courses

  • MKT 414 Global Strategic Marketing

  • MKT 302 Applied Marketing & Leadership

  • MKT 442 Services Marketing Strategy

  • MKT 302 Applied Marketing & Leadership

  • MKT 302 Applied Marketing & Leadership

  • MKT 452 Business-to-Business Marketing Strategy

  • MKT 452 Business-to-Business Marketing Strategy