Profile


Linda Orr, Ph.D.

Linda Orr, Ph.D.

Title: Associate Professor of Marketing
Department: Department of Marketing
Office: CBA 307
Phone: (330) 972-5447
Email: linda@uakron.edu


Education:

  • Doctor of Philosophy, Business Administration, (2005)
    University of Mississippi, University, MS
    Major Area: Marketing
    Minor Area: Psychology and Statistics
  • Masters of Business Administration, (1998)
    Middle Tennessee State University, Murfreesboro, TN
  • Bachelor of Business Administration, (1996)
    Middle Tennessee State University, Murfreesboro, TN
    Major Area:Marketing

Biography

Professional & Academic Experience:

Academic Experience

  • Interim Director of Fisher Institute of Professional Selling - The University of Akron, Akron, OH, July 2009 - 2011.
  • Associate Professor of Marketing - The University of Akron, Akron, OH, August 2005-Present
  • Marketing Adjunct Instructor - Pennsylvania State University, Beaver Campus, Monaca, PA, June 2004-June 2005
  • Marketing Instructor for Online Independent Study Courses - The University of Mississippi, University, MS, January 2001- August 2005
  • Marketing and Management Instructor - Pellissippi State Technical Community College, Knoxville, TN, January 1999-July 2000
  • Graduate Teaching and Research Assistant - The University of Mississippi, University, MS, August 2000- May 2003
  • Graduate Teaching and Research Assistant - Middle Tennessee State University, Murfreesboro, TN, August 1997- December 1998

Undergraduate Courses Taught

  • Sales Management
  • Marketing Strategy
  • Professional Selling (also called Personal selling or Buyer-Seller Communications)
  • Integrated Marketing Communications
  • Strategy/Business Policy (capstone course)
  • Management Strategy and Project Planning
  • Principles of Marketing
  • Retailing
  • Advertising
  • Promotion
  • Consumer Behavior
  • Team Leadership
  • Relationship Marketing and Services Marketing
  • Principles of Management

Graduate Courses Taught

  • Competitive Business Strategies
  • Sales Management
  • Marketing Concepts

Professional Experience

  • Consulting and Executive Education Experience
    • Suarez Industries (2010): one day of sales training to teach inbound telemarketers how to handle outbound un-scripted sales calls for entirely new product line
    • Gertenslager Company (2010): conducting 5 day sales “boot camp” beginning September 17, 2010 and running every other Friday after that
    • Carizma (2010): a Saudi Arabian sales training firm – reviewing their sales training materials and editing them or providing commentary to give them our “stamp of approval”
    • CSI Infusion & Network Services (2010)
      • Performing a 2 day sales training seminar
      • Consulting with them in regards to calculating sales forecast
    • Welty Building LTD:
      • Revised internal communications survey (2009).
      • Helped developed and implement customer satisfaction survey.
      • Conducted a 2 day Tape-review and action planning session for continued sales education (2009).
      • Prepared all materials for and taught “sales boot camp,” a 4-day intensive training seminar (2009)
    • Marron, Inc (2009): Examined marketing strategy and focused on how to expand business into two new product categories as part of class strategy project.
    • Hitchcock, Fleming and Associates (2008): data mining for client
    • Suarez (2008): Customer lifetime value modeling and segmentation
    • Infocision (2009): Project to increase direct mailer effectiveness for non-profits.
    • Midwest Industrial Supply (2008): Examined marketing strategy and focused on how to expand business into mining, municipal, and international arenas.
    • Nicole Jeffrey’s Day Spa and Salon (2007): Examined marketing strategy and focused on how to promote business, increase awareness, and increase male clientele.
    • Pinnacle Sports Facility (2006): Examined marketing strategy as part of a three-part class project
    • Roadway Express (2005): Developing a measure of return on investment (ROI) for direct marketing and sport sponsorship programs
    • United Parcel Service (UPS) (2003): Examined customer satisfaction, brand equity, and the effect of the addition of retail outlets to the firm’s strategy
  • Assistant Marketing Director
    • Warner Bros. Records, Nashville, TN
      Maintained relationships with current dealers.
      Analyzed and tracked sales data.
      Identified, developed, and maintained new markets.
      Developed and designed a new catalog of artists and records.
      Increased sales over 300% in six months.
  • Customer Service Representative
    • Ford Motor Credit, Nashville, TN
      Developed and proposed financial solutions to customer credit problems.
      Organized and computed financial extensions, contract rewrites, and finance charges.
  • Restaurant Industry Experience
    • Restaurant Buyer and Beverage Manager, Kobe Steaks, Nashville, TN.
    • Event Manager and Floor Supervisor, Gaylord Entertainment/Opryland USA, Nashville, TN.
    • Service and Cash Manager, Chattanooga Choo-Choo, Chattanooga, TN.


Research Accomplishments

Refereed Journals

  • Linda M Orr and Dave J. Orr, Eliminating Waste in Business: Run Lean, Boost Profitability, Apress, New York, 2014, 370 pages.
  • Linda M Orr and Dave J. Orr, When to Hire—or Not Hire—a Consultant: Getting Your Money's Worth from Consulting Relationship, Apress, New York, 2013, 284 pages.
  • “Improving Marketing Capabilities and Firm Financial Performance via Marketing Exploration and Exploitation,” Journal of the Academy of Marketing Science, in press, 2010, (with Douglas Vorhies and Victoria Bush).
  • “Improving Marketing Capabilities and Firm Financial Performance via Marketing Exploration and Exploitation,” Journal of the Academy of Marketing Science, in press, 2010, (with
  • “Leveraging the Integration of Firm-Level Marketing Capabilities with Marketing Employee Development: Implications for Performance,” Journal of Business Research, in press, 2010, (with Victoria Bush and Douglas Vorhies).
  • “Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation,” Journal of Business Ethics, Vol. 95, No. 2, pp. 239 – 257, August 2010, (with Victoria Bush and Alan Bush).
  • Leveraging the Integration of Firm-Level Marketing Capabilities with Marketing Employee Development: Implications for Performance, conditionally accepted at the Journal of Business Research, with Douglas W. Vorhies and Victoria D. Bush.
  • Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation, Journal of Business Ethics, (2010), with Victoria D. Bush and Alan J. Bush.
  • ”A Re-Inquiry of Hofstede’s Cultural Dimensions: A Call for 21st Century Cross-Cultural Research”, Marketing Management Journal, Vol. 18 No 2(Fall, 2008), Pages 1-19, with William J. Hauser
  • ”Exploring Ethical Issues Surrounding Information Technology and Sales Force Productivity: A Qualitative Field Study”, Journal of Business Research, (2007), 60 (11), 1198-1205. With Alan J. Bush, Victoria D. Bush, and Richard A. Rocco.
  • ”Symbolic Money Meanings: Refinements in Conceptualization and Measurement”, Psychology and Marketing, (2007), 24(9), 743-761. With Gregory M. Rose.
  • ”Practice Makes Perfect: A Case Study for Skill Development”, The Journal of Selling & Major Account Management, (2006), 6(2), 60-67, with Michael J. Williams, Michael and Jon M. Hawes.
  • ”Building Skills with Professional Activity Reports”, Marketing Education Review, (2006), spring (16), 35-40, with Jon M. Hawes.
  • ”The Marketing and Ethical Implications of Advertising to Children”, The National Social Science Journal, (2000), 15(1), article number 13, with Ronald H. Moser.

Books, Book Chapters, and Supplements

  • Advanced Sales Management Cases, Role Plays, and Experiential Exercises, Invited Book Proposal from Routledge Publishers, final manuscript due December 30, 2010.
  • Orr, Linda M. and Jon M. Hawes (2007), Company and Customer Relations, Volume 3, Linda M Orr and Jon M. Hawes (Eds.), in Marketing in the 21st Century, Bruce Keillor (Ed.), Praeger Publishers: Westport, CT.
  • Orr, Linda M. (2007), "What Does Relationship Marketing Really Mean?" Chapter in Company and Customer Relations, Volume 3 in Marketing in the 21st Century, Praeger Publishers: Westport, CT.
  • Fields, Ingrid, Michael F. d'Amico, and Orr, Linda M. (2007), "It's all about Money and the Bottom Line: Creating and Measuring Sales Effectiveness," Chapter in Company and Customer Relations, Volume 3, Linda M Orr and Jon M. Hawes (Eds.), in Marketing in the 21st Century, Bruce Keillor (Ed.), Praeger Publishers: Westport, CT.
  • DiLauro, Jason and Orr, Linda M. (2007), "Learning From Your Customers: Building Market Feedback into Innovation," Chapter in Company and Customer Relations, Volume 3, Linda M Orr and Jon M. Hawes (Eds.), in Marketing in the 21st Century, Bruce Keillor (Ed.), Praeger Publishers: Westport, CT.
  • Orr, Linda M. and Victoria D. Bush (2007), "The Ethics of Managing Customer Information: Can Customer Relationship Management Backfire?" Chapter in Company and Customer Relations, Volume 3, Linda M Orr and Jon M. Hawes (Eds.), in Marketing in the 21st Century, Bruce Keillor (Ed.), Praeger Publishers: Westport, CT.
  • Thomas, Andrew R. Dale M. Lewison, William J. Hauser, and Linda M. Foley, (2006), Direct Marketing in Action: Cutting Edge Strategies for Finding and Keeping the Best Customers, Praeger Publishers: Westport, CT.
  • Foley, Linda M., "Competitor Analysis: Assessing Competitive Formats and Advantages," (2006), Chapter in Direct Marketing in Action: Cutting Edge Strategies for Finding and Keeping the Best Customers.
  • Foley, Linda M. (2006), "Adaptation and Innovation: Modifying and Changing Direct Marketing Processes," Chapter in Direct Marketing in Action: Cutting Edge Strategies for Finding and Keeping the Best Customers.
  • Ann Fleming and Linda M. Foley (2006), "Fulfillment and Service: Meeting and Exceeding the Customer's Expectations," Chapter in Direct Marketing in Action: Cutting Edge Strategies for Finding and Keeping the Best Customers.
  • Ann Fleming and Linda M. Foley (2006), "Measurement and Assessment: Analyzing and Interpreting Performance Results," Chapter in Direct Marketing in Action: Cutting Edge Strategies for Finding and Keeping the Best Customers.
  • Horton (Foley), Linda M. (2002), The First Twenty-Five Years of the International Journal of Intercultural Relations: Cumulative Author and Subject Index, (with introduction by Linda M. Horton and Richard T. Foley), Elsevier Scientific, Ltd. Pp 1-199.

Research Grants and Awards

  • Fisher Institute for Professional Selling Innovative teaching grants, summer 2010 ($2,500).
  • University of Akron Summer Research Grant and Suarez Corporation Industries and the Suarez Applied Marketing Research Laboratories for: “Advanced Customer Lifetime Value Segmentation: Using Demographic and Psychographic Variables to Expand CLV Models,” sole authored, summer 2009 ($15,000)
  • 2008 Berry-AMA Book Prize for the Best Book in Marketing for, Direct Marketing In Action: Cutting-Edge Strategies for Finding and Keeping the Best Customers by Andrew R. Thomas, Dale M. Lewison, William J. Hauser, and Linda M. Fole
  • American Marketing Association (AMA) Sales Special Interest Group/Direct Selling Education Foundation (DSEF) Sales Dissertation Research Grant (2003), ($2,000), Executive report submitted 2005.
  • Pennsylvania State University's Institute for the Study of Business Markets (ISBM) Doctoral Dissertation Award Competition, (2003).
  • Hearin Foundation Summer Research Grant (2001). Consumer Attitudes Toward Money: Scale Development and Validation, received grant with Gregory M. Rose, ($10,000).
  • Office of Naval Research (2000). Examining Cross-Cultural Values: Synthesis and Measurement, received grant with Gregory M. Rose and Jeffery G. Blodgett, ($97,632).

Referred Proceedings Articles

  • Foley, Linda M., Victoria D. Bush and Douglas W. Vorhies (2007), "Internally and Externally-Focused marketing Capabilities," Proceedings American Marketing Association (AMA) Winter Educators Conference, San Diego, CA, in press.
  • Vorhies, Douglas W., Linda M. Foley, and Victoria D. Bush (2007), "Organizational Market Information Processing and Market Learning Capabilities: Implications for Creativity and Performance," Proceedings American Marketing Association (AMA) Winter Educators Conference, San Diego, CA, in press.
  • Gregory Rose and Linda M. Foley (2007), "Symbolic Money Meanings: Conceptualization and Measurement," Proceedings Society for Consumer Psychology, Las Vegas, NV, in press.
  • Blodgett, Jeffery, Gregory Rose, Linda M. Foley and Aysen Bakir, (2005), "A Test of the Validity of Hofstede's Cultural Dimensions," Proceedings Cross-Cultural Research Conference, Cancun, Mexico, Lenard Huff (Ed.), forthcoming.
  • Foley, Linda M., Douglas W. Vorhies and Victoria D. Bush (2005), "Organizational Learning and Dynamic Marketing Capabilities - Implications for Organizational Performance," Proceedings American Marketing Association (AMA) Winter Educators Conference, San Antonio, TX, Kathleen Seiders and Glenn B. Voss (Eds.), 138-139.
  • Baca, Erin, Gregory M. Rose, and Linda M. Horton Foley (2004), "Consumer Susceptibility to Interpersonal Influence in High and Low Context Cultures," Proceedings Academy of Marketing Science 2004 Conference, Vancouver, Canada, 30.
  • Foley, Linda M. Horton and Foley, Richard T. (2004), "A Strategic and Theoretical Approach to Evaluating Marketing Distance Education," Proceedings 28th Annual Marketing Educators' Association Conference, Beverlee B. Anderson and Deborah Cours (Eds.), Las Vegas, NV, 68.
  • Rose, Gregory M., Linda Horton (Foley), Jeffrey J. Blodgett, Bongjin Cho, and Maja Makeovec Brencic (2001), "Assessing Cross-Cultural Values: Synthesis and Measurement," Proceedings of the 8th Cross Cultural Research Conference, Sponsored by the Association for Consumer Research and the American Psychological Association, Oahu, Hawaii, Terrence Witkowski and Scott Smith (Eds.), on CD-Rom, 1-5.
  • Horton (Foley), Linda M., Gregory M. Rose, and Jeffery G. Blodgett, (2001), "A Synthesis of Cross-Cultural Values," Proceedings of the 2nd Biennial Congress of the International Academy for Intercultural Research, Dan Landis (Ed.), University, MS, 101.
  • Moser, H. Ronald and Linda M. Horton (Foley), (1999), "The Marketing and Ethical Implications of Advertising to Children," National Social Science Association Perspectives Journal, Las Vegas, NV, 35.

Working Papers

  • A Comprehensive View of Sales force Productivity, working with Tim Daly, Steve Ash, and Goodyear, plan to submit to Journal of Personal Selling and Sales Management, have been given total access to all of Goodyear’s sales force and management staff, also given all data on personality entrance exams, and performance indicators.
  • Sales Capabilities, Organizational Integration, and Firm Performance, Collecting data summer2010, plan to submit to Journal of Personal Selling and Sales Management.
  • The Moderating Effect of Creativity on Consensus and Performance: A Moderated Hierarchical Polynomial Regression Model, paper completed, being revised, plan to submit to Journal of Marketing, with Douglas W. Vorhies , Victoria D. Bush, and Hyeong-Gyu Choi.
  • Customer Response Models: What data predicts best, hard or soft? Paper in final revisions, plan to submit to Decision Sciences, with Bill Hauser and Terry Daugherty

Papers Presented:

  • ”Adaptive Marketing – Assessing the Past and Planning the Future”, (2008) Presentation at Interaction 2008 conference, Akron, OH.
  • Foley, Linda M. Horton (2004), "The Moderating Role of Organizational Culture and Cultural Diversity in Business-to-Business Selling Encounters," Winner of the Direct Selling Education Foundation Doctoral Dissertation Award, Presented at the American Marketing Association Winter Educators' Conference, Special session honoring the winners, Scottsdale, AZ.
  • Rose, Gregory M., Jeffery G. Blodgett, and Linda M. Horton (Foley), (2001), "Integrating, Conceptualizing, and Exploring Cross-Cultural Values," Research report to sponsor, Mississippi Consortium for Military Personnel Research sponsored by Navy Personnel Research Science and Technology Office (NPRST) and the Universities of Mississippi and Memphis (also presented on July 20, 2001).

Awards:

  • First place professor for Standard Register’s “Sales Idol” (2007).
  • Office of Naval Research, Fellowship, $20,000 (2000-2003).
  • University of Mississippi Graduate School's Honors Scholarship, $8,000 (2000-present).
  • University of Mississippi, School of Business Administration Fellowship, approximately $30,000 (2000-2003).
  • Society for Marketing Advances Doctoral Consortium Fellow, March 2001.
  • Selected to represent the University of Mississippi at the Institute for Research on Intercultural Cooperation and announcement of Geert Hofstede's (2001) edition of Culture's Consequences, April 2001, in Tilburg, Netherlands.
  • Beta Gamma Sigma: Honorary society for academic excellence in business majors, inducted 1996.