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Jim Salas, PhD Practitioner of Marketing

Jim Salas, PhD

Practitioner of Marketing
Graziadio Business School
818-702-1314

Biography

Jim Salas is a Practitioner of Marketing at the Pepperdine University Graziadio Business School.  A California native, he grew up in south central Los Angeles and finished his studies at Arizona State University (ASU) where he earned an MBA and a PhD at the W.P. Carey School of Business.  He enjoys teaching business professionals how to think about relationships.  Specifically, on the best practices of successful organizations to obtain the right (profitable) customers, influence key stakeholder perceptions, capture and deliver strategic value.

Prior to his career in academia, Professor Salas spent more than a decade in corporate sales, most of that time with AT&T, in the business services division serving in a variety of sales, sales management and consulting positions. He has held various part-time positions in industry as part of his consulting practice.  He was the Vice President of Sales and Marketing for a home builder and Strategic Advisor to the Board for an Israeli IT start up in the retail space, and a partner and board member at Endovate, a medical technology incubator.  He is currently a member of the board of directors with the Ventura County Credit Union.

Dr. Salas focuses his current consulting and speaking engagements on issues relating to marketing strategy, branding, pricing, sales and service management strategy, new business ventures, and solution selling.  Industries he has consulted in include:  medical device manufacturing, home building, transportation/logistics, retail, and a variety of firms in the IT/software industries.

Research

His research examines the intersection of the marketing function at the edge of the organization and on key outcomes such as brand value, sales effectiveness and innovation.  Specifically, his work has explored the impact of service infusion strategies among traditional industrial manufacturers.   Dr. Salas is a member of the PhD Project, American Marketing Association (AMA), and Academy of Marketing Science.  

In addition to presenting his research at academic conferences such as the Institute for the Study of Business Markets (ISBM), AMA, and the Academy of Marketing (AoM), his research has been published by the AMA, the Journal of the Academy of Marketing Science, the Journal of Product and Brand Management, and the Journal of Business Research, among others.  His work was sponsored by the Center for Services Leadership at ASU and Sage Publications published his most recent book entitled “Profiting from Services and Solutions:  What Product Centric Firms Need to Know”.

Education

  • PhD, Arizona State University WP Carey Business School

  • MBA, Arizona State University 

  • BA, University of Phoenix

 

Research

Academic Journal Publications

  • Rouziou, Maria, Willy Bolander, Karen Peesker, Pia Hautamaki, Deva Rangarajan, Manoshi Samaraweera, Jorge Bullemore, Michel Klein, Raj Agnihotri, Karina Burgdorff Jensen, Danny Pimentel Claro, Christophe Fournier, Gabriel Gonzalez, Paulo Guenzi, Selma Kadic-Maglajlic, Christine Lai-Bennejean, Walter Palomino-Tamayo, Carla Ramos, Lynette Ryals, Jim Salas, Huanhuan Shi, Philip Squire, and Jorg Westpaul. (2024) “Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe”.  Journal of International Marketing, 1069031X241282431.
  • Miller, Chadwick, Laslow Sajtos, Kay Lemon, Jim Salas, Martha Troncoza, and Lonnie Ostrom. (2023) “Longitudinal Upgrades and Asymmetric Effects of Satisfaction and Perceived-Value”.  Journal of Services Marketing, 37 (4), 478-494.
  • Miller, Chadwick, Daniel Brannon, Jim Salas, and Martha Troncoza (2021) “Advertising, Incentives, and the Upsell: How Advertising and Customer – vs. Retailer-Directed Price Incentives Impact Preferences for Premium Products”. Journal of the Academy of Marketing Science, 49(6), 1043-1064.
  • Nagel, Duane M., Larry Guinipero, Hyeyoon Jung, Jim Salas, and Bryan Hochstein (2021) “Purchaser Perceptions of Early Phase Supplier Relationships: The Role of Similarity and Likeability”, Journal of Business Research, 128, 174-186.
  • Miller, Chadwick, Adriana Samper, Naomi Mandel, Daniel C. Brannon, Jim Salas, and Martha Troncoza (2021) “Activity Apprehension in Experiential Purchases”, Journal of Services Marketing, 35(4), 516-534.
  • Plouffe, Christopher, Duane Nagel, Bryan Hochstein, Leif Bonney and Jim Salas (2020) “ The Austrian View and Value Co-Creation Process in Solution-Oriented Firms: A Seven Stage, Solution Prototyping Framework”, Journal of Marketing Theory and Practice, 28:1, 79-97.
  • Shanahan, Doreen, Jim Salas, and Lynda Palmer (2019) “Achieving Scaled and Sustained use of Client-Based Projects in Business School Marketing Education: A Proposed Suprastructure”. Journal of Marketing Education, Vol. 43 (1) 59-74.
  • Salas, Jim, Doreen Shanahan and Gabriel Gonzalez (2019) “Strategies for Managing in the Age of Boycotts.” Graziadio Business Review, Vol 22 (Issue 3).
  • Harjoto, Agus, and Jim Salas (2017) “Strategic and Institutional Sustainability: Corporate Social Responsibility, and Brand Value, and Interbrand Listing” Journal of Product and Brand Management. Vol. 26 No.6, pp. 545-558.

Books/Book Chapters

  • “Profiting from Services and Solutions: What Product Centric Firms Need to Know”, July 2014. With Valarie Zeithaml, Mary Jo Bitner, Steve Brown, Jim Salas. Sage Publications, Business Expert Press (ISBN 10: 1606497480, ISBN-13: 978-1606497487)
  • Rixom, Jessica and Jim Salas (2015) “Chapter 9, Last Year as a PhD Student “ in AMA Transitions Guide: Navigating the Progression from Doctoral Student to Marketing Professor (Ed.), American Marketing Association and AMA Doctoral Student SIG, 41-44 (ISBN: 87757-359-1)

Published Peer-Review Cases

  • Jim Salas and Lynda Palmer “Thirsty Dog! Thirsty Cat! Is the second time a charm.” (January, 2016) Sage Publications

 

Awards

  • Julian Virtue Professorship, Pepperdine University, Graziadio Business School (2018-2019)
  • AMA Summer Educators Conference, Best Paper Award in Services Marketing Track (2017)
  • Ken Conley Doctoral Teaching Award (2012). Arizona State University
  • Schmidt Memorial Scholar (2010). Arizona State University
  • Grossman “Life Leadership” Scholar (2010). Arizona State University
  • AMA Foundation Valuing Diversity Scholarship (2009)
  • Arizona State University, Sun Devil Marketing Alumni Teaching Fellowship (2009)

Presentations

Referred Conference Presentations

  • “Replicating Hybrid Solutions for Business Customers: A Proposed Framework for Service Infusion Success.” (August, 2018). The Institute for Study of Business Markets (ISBM) at Pennsylvania State University’s Academic Conference hosted at the Massachusetts Institute of Technology (MIT), Boston, MA.
  • “Comparable Purchase Deviations: How Consumer Learning in a Committed Firm Relationship Impacts Longitudinal Upgrading.” (June, 2018). American Marketing Association Service Sig, IESEG Paris, France.
  • “Experiences in Succession: An Analysis of Longitudinal Consumer Upgrading with Hedonic Experiences.” (August, 2017). American Marketing Association (AMA) Summer Educators Conference, Chicago, IL.
    • Won best paper in Services Marketing track
  • “Corporate social responsibility, brand value, and Interbrand listing.” (April, 2016). 11th Global Brand Conference. Academy of Marketing, Bradford University. Bradford, UK
  • “Corporate social responsibility and brand management.” (June, 2016). European Business Ethics Network 2016 Annual Conference, European Business Ethics Network and Nottingham Trent University, Nottingham UK

Invited Webinars, Workshops & Presentations

  • “Adapting to Challenges in the Mortgage Industries:  Strategies for Sales Success” (2022).  Bank of Utah.  Layton, UT.
  • “Service Management: Exploring the Strategic Shift from Products to Services”. (February, 2020). EGADE Business School, Technologico de Monterrey (Monterrey Polytechnic), Monterrey and Mexico City, Mexico.
  • “Understanding the US Business Market:  Navigating Barriers to Innovation & Success” (2019). Shougang Group.  Los Angeles, CA.
  • "Effective Marketing and Communication Strategies for B2B Manufacturers.” (April, 2017). Young Professionals Organization. Long Beach, CA.
  • “Replicating hybrid offerings: The path to service transitional strategies.” (September 2012). Central Michigan University
  • “Creating product-solutions: The determinants to service infusion success.” (September, 2012). Elon University
  • “Reproducing sales engagements: Lessons from hybrid offering diffusion.” (September, 2012). Michigan State University
  • “Replicating hybrid offerings: The determinants to service infusion success.” (October, 2012). Salisbury University
  • “Replicating hybrid offerings: Tips to successful service strategies.” (October, 2012). California State University at Fullerton
  • “The Characteristics of High Performing Salespeople.” (April, 2013). Volvo, Gothenburg Sweden.

Areas of Expertise

  • Marketing & Brand Strategy
  • Sales
  • Customer Relationship Marketing
  • Services Marketing

Topics

  • Innovation
  • Personal Branding
  • Business-to-Business
  • Professional Selling

Courses

  • Marketing Management
  • Sales Management
  • Pricing
  • Branding & Global Branding
  • Marketing Consulting
  • Services Marketing
  • B2B Marketing
  • Doctoral Seminar:  Innovation
  • Integrated Digital Marketing