Dr John Wilkinson was born in Durban, South Africa, where he completed BSc and BCom degrees at University of Natal. He later completed an MBA at University of Adelaide and a PhD at University of South Australia (UniSA). He also completed a Graduate Certificate in Education at UniSA.
John was Associate Professor of Marketing and Head of Discipline-Marketing at Australian Institute of Business (AIB) from January 2017 to March 2019. At AIB, the focus of his teaching (and that of his staff within the Marketing discipline) was on a marketing specialisation within an online MBA program. John previously worked at UniSA (until December 2016), holding positions of Lecturer, Senior Lecturer, Program Director and Associate Head-School of... Read more
About me
Dr John Wilkinson was born in Durban, South Africa, where he completed BSc and BCom degrees at University of Natal. He later completed an MBA at University of Adelaide and a PhD at University of South Australia (UniSA). He also completed a Graduate Certificate in Education at UniSA.
John was Associate Professor of Marketing and Head of Discipline-Marketing at Australian Institute of Business (AIB) from January 2017 to March 2019. At AIB, the focus of his teaching (and that of his staff within the Marketing discipline) was on a marketing specialisation within an online MBA program. John previously worked at UniSA (until December 2016), holding positions of Lecturer, Senior Lecturer, Program Director and Associate Head-School of Marketing. He also was a Research Associate in the Ehrenberg-Bass Institute for Marketing Science. He taught marketing courses in MBA programs in Australia and Malaysia, as well as undergraduate courses in Australia, Hong Kong, Malaysia and Singapore. He also taught within the Master of Marketing program. At UniSA, he supervised three PhD students whose focus was on business-to-business marketing and channel management.
He has published in a range of Australasian and international journals, contributed to several books, and presented his research at conferences in Australasia, Europe and the United States.
John had substantial industry experience prior to joining UniSA, including positions of Product Manager, Industrial Detergents with Unilever South Africa; Manager, Marketing Information & Analysis with Kodak Australasia; Domestic Market Manager, Ingot with Alcoa of Australia; and Marketing & Sales Manager with Monier Castings.
About me
Doctor of Philosophy University of South Australia
Master of Business Administration University of Adelaide
Bachelor of Science University of Natal
Bachelor of Commerce University of Natal
Research
Research outputs for the last seven years are shown below. Some long-standing staff members may have older outputs included. To see earlier years visit ORCID, ResearcherID or Scopus
Open access indicates that an output is open access.
Year | Output |
---|---|
2017 |
34
20
|
2016 |
Open access
9
7
|
2013 |
11
9
|
2010 |
|
2009 |
|
Year | Output |
---|---|
2017 |
34
20
|
2016 |
Open access
9
7
|
2014 |
|
2013 |
11
9
|
2010 |
|
2009 |
|
2009 |
|
2008 |
|
Year | Output |
---|---|
2016 |
Open access
|
2012 |
Open access
|
2012 |
Open access
|
2011 |
Open access
|
2011 |
Open access
|
2011 |
Veyhl, UM, Borgmeier, A & Wilkinson, JW 2011, 'The influence of dual leadership on cross-functional selling team performance: A conceptual analysis and research proposal', in GSSI. |
2011 |
Open access
|
2010 |
Open access
|
2010 |
|
2009 |
|
2009 |
|
2008 |
|
2008 |
|
Other Research Outputs since 2011
Refereed Journal Articles
Mulki, J and Wilkinson, JW (2017): ‘Customer-Directed Extra-Role Performance and Emotional Understanding: Effects on Customer Conflict, Felt Stress, Job Performance and Turnover Intentions’, Australasian Marketing Journal, 25 (3), 206-214.
Articles in Research Books
Zippel, C; Wilkinson, J and Vogler, T: (2013): ‘Relationship selling strategies to increase cooperation from dominant retail channel partners – Findings of an exploratory study’. In G. Hofbauer, A. Pattloch and M. Stumpf (eds.): Marketing in Forschung und Praxis: Jubiläumausgabe zum 40-jährigen Bestehen der Arbeitsgemeinschaft fur Marketing (709-724), uni-edition, Berlin.
Book Chapters
‘Selling and sales management’, in Sharp, B (2017): Marketing: Theory, evidence, practice (2nd ed); Oxford University Press, South Melbourne, Vic. (394-435).
‘International selling’, in Guenzi, P and Geiger, S (eds) (2011): Sales management – A multinational perspective (251-277), Palgrave Macmillan, Houndmills.
Refereed conference proceedings
Blockley, C; Wilkinson, J and Shafei, I: ‘Sales force change management in response to the emergence of dominant retail chains: A planned Australian case study within the wine industry’, in 12th Annual Global Sales Science Institute Conference Proceedings, FHWien der WKW University of Applied Sciences of Management & Communication, Vienna, June 2018.
Dr Wilkinson and colleagues have received the following conference awards since 2011:
Best paper in Track: Sales, Supply Chain Management, Logistics at the Australian & New Zealand Marketing Academy conference, Adelaide, 2012, for: Zippel, Christian; Wilkinson, John and Vogler, Thomas: 'The influence of private labels on cooperation between manufacturers and retailers of fast moving consumer goods in Germany: Exploratory research findings'.
Best paper at the Global Islamic Marketing Conference, Dubai, 2011, for: Bakar, Abou; Wilkinson, John and Lee, Richard: 'An Islamic perspective of internal marketing'.
External engagement & recognition
Organisation | Country |
---|---|
Technical University Ingolstadt | GERMANY |
Technical University of Ingolstadt | GERMANY |
University of Adelaide | AUSTRALIA |
University of South Australia | AUSTRALIA |
University of Toledo | UNITED STATES |
External engagement & recognition
Dr Wilkinson is a Certified Practising Marketer (CPM) and Fellow of the Australian Marketing Institute. He is a former State Council member and Vice President, South Australian branch of the AMI. He also is a member of the Global Sales Science Institute (and current Australian representative and former Vice Chair - Education).
He has made the following industry presentations since 2008:
'Marketing and customer engagement', seminar presented to Canberra Institute of Technology senior staff, September, 2016.
'Are you managing your key clients effectively?', seminar presented to the Asia-Pacific Professional Services Marketing Association (SA), Adelaide, July 2014.
'Effects of inadequate management training on sales leadership and salesperson performance', presented at The Sales Force Effectiveness Training, Coaching and Leadership Forum, Liquid Learning, Sydney, September 2010.
'Personal selling is the forgotten element of marketing communication', presented at a CPM Forum, Australian Marketing Institute, Adelaide, September 2009.
UniSA Business School Teaching and Learning Excellence Awards: Teaching Commendation (2020), Program Leadership (2016)
Teaching & student supervision
Teaching & student supervision
Supervisions from 2010 shown
Thesis title | Student status |
---|---|
Management of retail channel partners by FMCG manufacturers | Completed |
The role and leadership of functional experts in cross-functional selling centres | Completed |
Towards a greater understanding of relationship selling | Completed |