2012 Sheth Foundation/Journal of Marketing Award
Peter C. Verhoef is the recipient of the 2012 Sheth Foundation/Journal of Marketing Award for his article, “Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development,” which appeared in the October 2003 (Vol. 67, No. 4) issue of the Journal of Marketing (JM). The award is administered through the American Marketing Association Foundation. Nominations for the award were solicited from members of the JM Editorial Review Board, and a committee of former journal editors—Roland T. Rust (chair), Ruth N. Bolton, and David W. Stewart —made the selection. The award is given to honor articles that have made long-term contributions to the discipline of marketing. The award recognizes scholarship based on the benefits of time and hindsight and acknowledges contributions and outcomes made to marketing theory and practice. This year, the committee considered all articles published in JM between 2003 and 2007. The committee also weighed information obtained from nomination letters and citation analyses. The Sheth Foundation/Journal of Marketing Award was established through the generosity of the Sheth Foundation. The criteria for selection include the quality of the article’s contribution to theory and practice, the article’s originality, its technical competence, and its impact on the field of marketing. Articles eligible for the award must have been published between six and ten years previously.
As a nomination letter noted, Verhoef’s article “constitutes a basis for many papers that have been published after 2003” in the area of CRM. Marketing managers and academics have sought a better understanding of the factors influencing "share of customer" or "share of wallet" over time. However, this research problem has been very difficult to investigate for theoretical and technical reasons. The factors influencing share of customer are different from the factors influencing customer retention but this problem had been given insufficient theoretical attention. The article tackled a topic that is difficult from both a conceptual and empirical perspective, and is an exemplar of well-designed and well-executed empirical research. To quote a nominator, “the paper is highly relevant and frequently used by practitioners,” and “has been written in a style which stimulates practitioners to implement ideas and outcomes.” The committee believed that the significant impact of the article on both scholarly research and marketing practice made it a worthy selection for the Sheth Foundation/Journal of Marketing Award.
The award is presented annually at the American Marketing Association’s Summer Marketing Educators Conference.
- Peter C. Verhoef is Professor of Marketing at the Department of Marketing, Faculty of Economics, University of Groningen, the Netherlands.
Previous Winners
2011 Harold H. Maynard Award
Crina O. Tarasi, Ruth N. Bolton, Michael D. Hutt, & Beth A. Walker have been selected as the recipients of the 2011 Harold H. Maynard Award for their article “Balancing Risk and Return in a Customer Portfolio” which appeared in the May 2011 (Vol. 75, No. 3) issue of Journal of Marketing.
Votes for the awards were solicited from members of the JM Editorial Review Board, and Valarie Zeithaml served as chair. The article was chosen for its significant contribution to marketing theory and thought.
The award is presented annually at the American Marketing Association’s Summer Educator’s Marketing Educators Conference held this August in Chicago, IL.
- Crina O. Tarasi is Assistant Professor of Marketing at Central Michigan University.
- Ruth N. Bolton is 2009-11 Executive Director of the Marketing Science Institute.
- Michael D. Hutt is the Ford Motor Company Distinguished Professor of Marketing at the W. P. Carey School of Business, Arizona State University.
- Beth A. Walker is the State Farm Professor of Marketing and Associate Dean, MBA Programs, at the W. P. Carey School of Business, Arizona State University.
The runner-ups were:
"Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing?" (Vol. 75. No. 1)
V. Kumar, Eli Jones, Rajkumar Venkatesan, & Robert P. Leone
"Social Effects on Customer Retention: (Vol. 75. No. 6)
Irit Nitzan & Barak Libai
Previous Winners
2011 Marketing Science Institute/H. Paul Root Award
Philipp Schmitt, Bernd Skiera, and Christophe Van den Bulte have been selected as the recipients of the 2011 MSI/H. Paul Root Award for their article “Referral Programs and Customer Value,” which appeared in the January 2011 (Vol. 75, No. 1) issue of Journal of Marketing.
Votes for the awards were solicited from members of the JM Editorial Review Board, and Valarie Zeithaml served as chair. The article was chosen for its significant contribution to the advancement of the practice of marketing.
The award is presented annually at the American Marketing Association’s Summer Educator’s Marketing Educators Conference held this August in Chicago, IL.
- Philipp Schmitt is a doctoral student in the Marketing Department in the Faculty of Business and Economics at Goethe University Frankfurt, Germany and was a visiting doctoral student in the Stern School of Business and the Wharton School.
- Bernd Skiera is a Chaired Professor of Electronic Commerce in the Department of Marketing in the Faculty of Business and Economics at Johann Wolfgang Goethe-University
- Christophe Van den Bulte is Associate Professor of Marketing in the Wharton School at the University of Pennsylvania, which he joined before completing his PhD at Pennsylvania State University
The runner-ups were:
Social Effects on Customer Retention (Vol. 75, No. 6)
Irit Nitzan & Barak Libai
Seeding Strategies for Viral Marketing: An Empirical Comparison (Vol. 75, No. 6)
Oliver Hinz, Bernd Skiera, Christian Barrot, & Jan U. Becker
Previous Winners