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Roger Brooksbank Curriculum Vitae

PERSONAL DETAILS

Nationality: English

Citizenship: Great Britain and New Zealand.

University Address: MSB.4.21, Waikato Management School, The University of Waikato, Private Bag 3105, Hamilton, New Zealand.

Telephone: Office (07) 837 9294

Email: rogerb@waikato.ac.nz

PROFILE

Roger Brooksbank BA, MBA, Dip M, PhD is currently Associate Professor of Marketing at the University of Waikato, New Zealand. He is a former Programme Director at the University of Durham in the UK, with over ten years’ business experience as a Salesperson, Sales Manager, Sales and Marketing Manager, Marketing Director and Business Owner. Roger has also worked extensively in Europe and Australasia as an independent marketing consultant. His research interests lie in all aspects of strategic marketing and business competitiveness and he has a variety of publications in these areas. Roger has taught a number of courses at all levels and is a recipient of his School’s Outstanding Teaching Award.

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ACADEMIC QUALIFICATIONS

1985-1988 University of Bradford Management Centre, UK. Ph.D. Strategic Marketing (Supervised by Professor Graham J. Hooley)

1983-1984 University of Bradford Management Centre, UK. M.B.A. (Marketing Option) (Recipient of scholarship from The International Wool Secretariat)

1976-1979 University of Sunderland, UK. B.A. (Hons) Combined Studies (Sociology and Psychology) 2ii

PROFESSIONAL QUALIFICATIONS

1985 Diploma in Marketing - The Chartered Institute of Marketing, UK.

WORK EXPERIENCE

1993-Present University of Waikato, New Zealand. Associate Professor of Marketing and previously Senior Lecturer in Marketing,

Department of Marketing, Waikato Management School.

1990-2012 The Marketing Improvement Group, UK and New Zealand. Business Owner and Independent Marketing Consultant (part-time)

1989-1993 Task (Retail Management Systems) Ltd, UK. Marketing Director and joint Business Owner

1988-1989 Durham University Business School, UK. Programme Director for the Graduate Associate Programme and Lecturer in

Entrepreneurship.

1985-1988 University of Bradford Management Centre, UK. Doctoral Candidate and occasionally worked in the role of Tutor (part-time)

1982-1985 Yorkshire Post Electronics Limited, UK (Subsidiary of United News). Sales and Marketing Manager. Started as Sales Executive prior to M.B.A. studies.

1979-1982 Greaseaters Ltd, UK (Subsidiary of Sketchley). Regional Sales Manager. Previously Depot Manager responsible for setting up and

managing the Leicester Depot, having started as Sales Executive.

1975-1976 Pathfinder Filling Station, UK. Forecourt Manager

PUBLICATIONS

BOOKS

Brooksbank, R. (2010). Teach yourself: Close that sale. London, England: Hodder Education. (144 pages).

Brooksbank, R. (2009). Teach yourself: Successful selling. New York, NY: McGraw Hill. (128 pages).

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Brooksbank, R. (2006). How to close more sales. Wellington, New Zealand: Dunmore Publishing. (133 pages).

Brooksbank, R. (2004). Hot marketing, cool profits (translated into formal Chinese). Beijing, China: Holybird. (210 pages).

Brooksbank, R. (2002). Hot marketing, cool profits. Sydney, Australia: McGraw Hill. (201 pages). Brooksbank, R. (1999). The 7 key principles of successful small business marketing. Sydney,

Australia: Thomson. (133 pages). Brooksbank, R. (1990). This is successful marketing! Bradford, England: Horton Publishing. (61

pages).

BOOK CONTRIBUTIONS

Garland, R. & Brooksbank, R. (2005). Marketing. In C. Massey (Eds.), Entrepreneurship and small business management in New Zealand (pp.91-103). Auckland, New Zealand: Pearson Education.

Brooksbank, R. (1999). Taskmaster Pty Ltd: A case of strategic marketing planning in a small business. In L. Wood (Ed.), Marketing trends in Australasia: Essays and case studies (pp. 26-29). South Yarra, Australia: MacMillan.

REFERREED ACADEMIC JOURNAL ARTICLES

Rader, S., Brooksbank, R., Subhan, Z., Flint, D., & Lanier, C.D., (in press 2015). Toward a theory of consumer adoption of mobile technology devices: An ecological shift in life-worlds. Journal of the Academy of Marketing Studies.

Brooksbank, R., Subhan, Z., Garland, R., & Rader, S. (in press 2015). Strategic marketing in times of recession versus growth. Asia-Pacific Journal of Marketing and Logistics.

Subhan, Z., Brooksbank, R., Garland, R., & Rader, S. (2015). The adoption of strategic marketing among Indian manufacturers. Journal of the Academy of Marketing Studies, 19(1), 46-68.

Rader, S., Flint, D., Lanier, C.D., Subhan, Z., & Brooksbank, R. (2015). Upwardly mobile with no place to go: A cross-cultural investigation into constrained consumption experiences in the United States and Vietnam. Journal of the Academy of Marketing Studies, 19(1), 225-250.

Subhan, Z., Brooksbank, R., Rader, S., Steel, D., & Mackay, K. (2014). Running an effective induction program for new sales recruits: Lessons from the financial services industry. Journal of Selling,14(1), 20-33.

Rader, S., Subhan, Z., Lanier, C. D., Brooksbank, R.,Yankah,S. & Spears, K. (2014). Cyber Rx: emerging social media strategy for pharmacueticals. Pharmaceutical and Healthcare Marketing, 8(2),193-225.

Brooksbank, R., Garland, R., & Werder, W. (2012). Strategic marketing practices as drivers of successful business performance in British, Australian and New Zealand golf clubs. European Sport Management Quarterly, 12(5), 457-475.

Garland, R., Brooksbank, R., & Werder W. (2011). Strategic marketing’s contribution to Australasian golf club performance. Sport, Business and Management: An International Journal, 1(2), 138-154.

Brooksbank, R., Davey, J., & McIntosh, J. (2010). Time to face up to marketing’s worldwide identity crises. International Review of Business Research Papers, 6(4), 262-268.

Brooksbank, R., Garland, R., Taylor, D., & Babis, P. The adoption of strategic marketing practices: A comparison between New Zealand and Chinese manufacturers. Chinese Business Review, 9(6), 18-28.

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Brooksbank, R., Davey, J., & McIntosh, J. (2010). Marketing’s great identity crises: A revised definition and urgent research agenda. World Journal of Management, 2(1), 81-97.

Brooksbank, R., Garland, R., & Taylor, D. (2010). Strategic marketing in New Zealand companies. Journal of Global Marketing, 23(1), 33-44.

Brooksbank, R., Garland, R., & Taylor D. (2008). Strategic marketing practices: Their contribution to the competitive success of medium-sized manufacturing firms in New Zealand. Small Enterprise Research, 16(2), 8-20.

Huan, G., Brooksbank, R., Babbis, P., & Taylor, D. (2008). Strategic marketing in Chinese manufacturing companies. Asia Pacific Journal of Marketing and Logistics, 20(3), 276-288.

Brooksbank, R. (2007). Ways that high-performing UK manufacturers build a marketing-led company culture. Innovative Marketing, 3(3), 93-101.

Brooksbank, R., & Taylor, D. (2007). Strategic marketing in action: A comparison of higher and lower performing manufacturing firms in the UK. Marketing Intelligence and Planning, 25(1), 31-44.

Brooksbank, R., & Taylor, D. (2004). Marketing in New Zealand: A comparison of consumer and industrial firms. Problems and Perspectives in Management, 3, 210-215.

Brooksbank, R., Kirby, D. A., & Taylor, D. (2004). Marketing in ‘survivor’ medium-sized British manufacturing firms: 1987-1997. European Business Review, 16(3), 292-306.

Brooksbank, R., Kirby, D. A., & Thompson, G. (2003). Marketing as a determinant of long-run competitive success in medium-sized UK manufacturing firms. Small Business Economics, 20,(3) 259-272.

Brooksbank, R., & Taylor, D. (2002). The adoption of strategic marketing and its contribution to the competitive success of New Zealand companies. Marketing Intelligence and Planning, 20(7), 452-461.

Brooksbank, R., Kirby, D. A., & Taylor, D. (2001). The adoption of marketing in medium-sized manufacturing companies: A comparison between New Zealand and the United Kingdom. Journal of International Marketing and Market Research, 26(2), 99-111.

Joseph, M., Joseph, B., Poon, S., & Brooksbank, R. (2001). Strategic marketing processes of Australian companies: A preliminary investigation. European Business Review, 13(4), 234-240.

Brooksbank, R., & Taylor, D. (2000). Marketing in medium-sized New Zealand companies: The state-of-the-art. Journal of International Marketing and Marketing Research, 25(2), 95-103.

Brooksbank, R., Taylor, D., & Bayes, J. (1999). Direct marketing in New Zealand: The state-of-the-art. Journal of International Marketing and Marketing Research, 24(3), 127-136.

Brooksbank, R., Kirby, D. A., Taylor, D., & Evans-Jones, D. (1999). Marketing in medium sized manufacturing firms: The state-of-the-art in Britain, 1987-92. European Journal of Marketing, 33(1/2), 103-120.

Brooksbank, R. (1999). The theory and practice of marketing planning in the smaller business. Marketing Intelligence and Planning, 17(2/3), 78-91.

Thwaites, D., Brooksbank, R., & Hanson, A. (1997). Bank selection criteria in New Zealand: A student perspective. New Zealand Journal of Business, 19(1/2), 95-107.

Brooksbank, R. (1996). The BASIC marketing planning process: A practical framework for the smaller business. Marketing Intelligence and Planning, 14(4), 16-23.

Joseph, M., Ford, J. B., & Brooksbank, R. (1995). Perceptions of New Zealand tertiary educational institutions: A preliminary investigation. New Zealand Journal of Business (Special Issue on Services Marketing), 17, 129-134.

Brooksbank, R., & Taylor, D. (1995). Marketing in small New Zealand organisations. Journal of Enterprising Culture, 3(2), 149-160.

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Brooksbank, R. (1995). The new model of personal selling: Micromarketing. The Journal of Personal Selling and Sales Management, 15(2), 61-66.

Brooksbank, R. (1994). The anatomy of marketing positioning strategy. Marketing Intelligence and Planning, 12(4), 10-15.

Brooksbank, R., & McIntosh, J. (1993). Small business management education in New Zealand: Is there a missing link? New Zealand Journal of Business, 15, 107-113.

Brooksbank, R. (1993). The selling skills workbook. [Special Edition]. Marketing Intelligence and Planning, 11(9), 2-56.

Brooksbank, R., Kirby, D. A., & Wright, G. (1992). Marketing and company performance: An examination of medium-sized manufacturing firms in Britain. Small Business Economics, 4(3), 221-236.

Brooksbank, R., Kirby, D. A., & Wright, G. (1992). Marketing in UK-based medium-sized manufacturing companies: The state of the art. Picola Impresa/Small Business, 1, 145-161.

Brooksbank, R. (1991). The essential characteristics of an effective marketing plan for the 1990’s. Marketing Intelligence and Planning, 9(4), 17-21.

Brooksbank, R., Kirby, D. A., & Kane, S. V. (1991). Information technology and the independent retailer. International Small Business Journal, 10(3), 53-59.

Brooksbank, R. (1991). Marketing health check! Marketing Intelligence and Planning, 9(2), 4-7. Brooksbank, R. (1991). Defining a small business: A new classification of company size. Journal

of Entrepreneurship and Regional Development, 3(1), 17-31. Brooksbank, R. (1991) Successful marketing practice: A literature review and checklist for

marketing practitioners. European Journal of Marketing, 25(5), 30-29. Brooksbank, R. (1990). Marketing planning: A seven stage process. Marketing Intelligence and

Planning, 8(7), 21-29. Hooley, G. J., Lynch, J. E., Brooksbank, R., & Shepherd, J. (1988). Strategic market environments.

Journal of Marketing Management, 4(2), 131-147.

PROFESSIONAL JOURNAL ARTICLES

Brooksbank, R. (2016). Why marketers need to put customers first. Stop Press, New Zealand Marketing Magazine, May 13th.

Brooksbank, R. & Subhan, Z. (2016, April). Seven steps to cultural heaven. International Journal of Sales Transformation, Q2, 24-27.

Brooksbank, R., Subhan, Z, & Steel, D. (2015, July). Best practice for running an effective salesperson induction programme. International Journal of Sales Transformation, Q3, 24-25.

Brooksbank, R., Davey, J, & McIntosh, J. (2010, November/December). Marketing’s worldwide identity crisis: How did it happen and what can we do about it? New Zealand Marketing Magazine, 12-15.

Brooksbank, R., Garland, R., & Taylor, D. (2009).New Zealand marketing survey: Summary of main findings. DLB NZ Marketing Association Member Magazine, 77, 24-25.

Brooksbank, R. (2004, October). Hallmarks of professionalism: Roger Brooksbank argues it’s time to view selling as a true profession. New Zealand Marketing Magazine, p. 20.

Brooksbank, R. (2003, December). Set the scene for successful sales. New Zealand Asset, p. 30-31.

Brooksbank, R. (2003, November). Three ways to build stronger customer relationships. New Zealand Asset, p. 34-35.

Brooksbank, R. (2003, October). Four ways to become an expert sales prospector. New Zealand Asset, p. 8.

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Brooksbank, R. (2003). Build a market-led business. The Malta Management Journal, 15(3), 14-16.

Brooksbank, R. (2000, April/May). How well is your business performing? Small Business New Zealand, 2-3.

Brooksbank, R., & Taylor, D. (2000, April/May). Direct marketing in New Zealand: Some facts and figures. DLB – The Journal of the Direct Marketing Association of New Zealand. 8.

Brooksbank, R. (2000, February/March). Programme yourself for success. Small Business New Zealand, 2-3.

Brooksbank, R. (1999/2000, December/January). How to grow a customer-driven company. Small Business New Zealand, 6-7.

Brooksbank, R. (1999, November/December). How to make more sales appointments by phone. Her business, 38-39.

Brooksbank, R. (1999, September/October). How to write a winning print advertisement. Her Business, 26-27.

Brooksbank, R. (1999, July/August). Become a sales professional. Small Business New Zealand, 6-7.

Brooksbank, R. (1999, June/July). Formulating a marketing strategy. Small Business New Zealand, 6-7.

Brooksbank, R. (1999, June/July). Write a news release and get noticed? Her Business, 12-13. Brooksbank, R. (1999, April/May). Creative new ways to generate sales leads. Small Business

New Zealand, 8-9. Brooksbank, R. (1999, April/May). How to develop an effective sales brochure. Her Business, 14-

15. Brooksbank, R., & Taylor, D. (1998, May). New Zealand marketing survey 1997 results. DLB – The

Journal of the Direct Marketing Association of New Zealand. 13. Brooksbank, R. (1997, October). Cultivating a customer culture. New Zealand Marketing

Magazine, p. 45-46. Brooksbank, R. (1996, November). Shooting the breeze. New Zealand Marketing Magazine, p.

49. Brooksbank, R. (1996, May). Shooting the breeze. New Zealand Marketing Magazine, p. 49. Brooksbank, R., & Charbonneau, J. (1995, October). Marketing and the creativity challenge. New

Zealand Marketing Magazine, p. 17. Brooksbank, R. (1993). The theory and practice of marketing positioning strategy. The Malta

Management Journal, 5(2), 28-32. Brooksbank, R. (1993). Practical marketing research for the smaller business. The Malta

Management Journal, 5(1), 22-25. Brooksbank, R. (1992). Marketing planning is fun!. The Malta Management Journal, 4(1), 31-34. Brooksbank, R. (1990, November 20). Computer update. Journal of the Federation of Retail

Newsagents, p. 34-35. Brooksbank, R. (1988, October 22). High-tech newsagents. Journal of the Federation of Retail

Newsagents, p. 20-21.

PRESS ARTICLES

Brooksbank, R. (2009). Set an agenda. Waikato Business News, 17(2), p. 10. Brooksbank, R. (2009, December 15). Employ the SPOTS interview framework. Waikato Business

News, p. 16.

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Brooksbank, R. (2009, September 15). Use closed questions with pinpoint precision. Waikato Business News, p. 7.

Brooksbank, R. (2009, April 21). Ask plenty of questions. Waikato Business News, p. 12. Brooksbank, R. (2009, January 19). Use an appropriate attention-grabber. Waikato Business

News, p. 8. Brooksbank, R. (2008, December 22). Take control of your selling space. Waikato Business News,

p. 4. Brooksbank, R. (2008, November 20). Qualify your customer. Waikato Business News, p. 17. Brooksbank, R. (2008, October/November). Build STAR-quality rapport. Waikato Business News,

p. 16. Brooksbank, R. (2008, September/October). Introduce your company as a “perfect partner”.

Waikato Business News, p. 27. Brooksbank, R. (2008, August/September). One-two-three-four. Waikato Business News, p. 16. Brooksbank, R. (2008, July 15). Go through a set-up routine. Waikato Business News, p. 23. Brooksbank, R. (2006, December). Exciting the senses. Business South, p. 6. Brooksbank, R. (2006, March). If it worked for Amazon.com....Business South, p. 6. Brooksbank, R. (2005, December/January). Feedback by telephone is hard to beat. Business

South, p. 6. Brooksbank, R. (2005, December/January). Grabbers make the most of ready-made assets.

Business North, p. 7. Brooksbank, R. (2005, November). A publicity tool with stickability. Business North, p. 6. Brooksbank, R. (2005, September). Involving staff is the cure for SPOTS. Business North, p.6. Brooksbank, R. (2005, May). Silent sufferers will come back to haunt you. Business North, p. 7. Brooksbank, R. (2004, September). Alternative quotes for the short-sighted. Business North, p.

6. Brooksbank, R. (2004, May). Put a human face on professional profiles. Business South, p. 6. Brooksbank, R. (2004, March). Great stories can beat a sales pitch. Business South, p. 6. Brooksbank, R. (2004, January). Audio adds fresh dimension to brochures. Business North, p. 6. Brooksbank, R. (2003, November). Sales by animation. Business North, p. 5 Brooksbank, R. (2003, October). Phone-hard to beat for a fast survey. Business News, p. 8. Brooksbank, R. (2003, September). Pick the brains of an expert. Business News, p. 7. Brooksbank, R. (2003, August). Talk to an industry expert. Business Monthly, 8(5), p. 7. Brooksbank, R. (2003, June). Listening with attitude. Business Monthly, 8(4), p. 10. Brooksbank, R. (2003, May). Customer mission is a powerful tool. Business Monthly, 8(3), p. 11. Brooksbank, R. (2003, April). Remember who’s the real boss. Business Monthly, 8(2), p. 10. Brooksbank, R. (2001, December 4). Be a good corporate citizen. Business to Business -

Auckland, 9(24), p. 12 Brooksbank, R. (2001, February 19). Selling matching benefits. Business to Business - Auckland,

10(3), p. 12. Brooksbank, R. (2001, February 5). Seminar selling. Business to Business - Auckland, 10(2), p. 12. Brooksbank, R. (2000, November 27). Try the information-pack prospector. Business to Business

- Auckland, 9(23), p. 14. Brooksbank, R. (2000, November 13). Set longer- and shorter-term marketing objectives.

Business to Business - Auckland, 9(22), p. 12. Brooksbank, R. (2000, October 30). Focus and concentrate. Business to Business - Auckland,

9(21), p. 18. Brooksbank, R. (2000, October 16). Analyse the market. Business to Business - Auckland, 9(20),

p. 8.

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Brooksbank, R. (2000, October 2). Make the most of marketing assets. Business to Business - Auckland, 9(19), p. 14.

Brooksbank, R. (2000, September 18). Study marketplace for winning formula. Business to Business - Auckland, 19(18), p. 9.

Brooksbank, R. (2000, May 15). Looking for a winning strategy? Business to Business - Waikato, 9(9), p. 14.

Brooksbank, R. (2000, May 1). Best tools for promoting customer culture. Business to Business - Auckland, 9(8), p. 14.

Brooksbank, R. (2000, April 17). Aim to score some early wins. Business to Business – Auckland, 9(7), p. 11.

Brooksbank, R. (1994, August 8). Get more value out of your advertising dollar. Waikato Business News, p. 14.

Brooksbank, R. (1994, July 4). Putting customer care into action. Waikato Business News, p. 13. Brooksbank, R. (1994, June 7). Negotiate to win! Waikato Business News, p. 6. Brooksbank, R. (1994, May 2). Ways to sell more effectively. Waikato Business News, p. 13. Brooksbank, R. (1994, March 7). Smart ideas to raise your company’s profile. Waikato Business

News, p. 12. Brooksbank, R. (1993, December 6). Sales by negotiation: How to negotiate a good deal.

Waikato Business News, p. 8. Brooksbank, R. (1993, November 15). Sell the appointment, not the product. Waikato Business

News, p. 6. Brooksbank, R. (1993, October 18). Face-to-face sales techniques. Waikato Business News, p. 6. Brooksbank, R. (1993, February 7). Key factors in generating sales leads. Waikato Business

News, p. 4.

CONFERENCE CONTRIBUTIONS – FULL PAPERS

Fullerton, S., Brooksbank, R., & Bisschoff, Christo. (2012, December 18-22). New Zealand university students’ attitudes towards online delivery of classes. Proceeedings of the Academy of Business Administration: Global Trends Conference, Palm Beach, Aruba.

Garland, R., & Brooksbank, R. (2010, September 9-12). Marketing strategy-specific practices and the competitive success of New Zealand firms 1997-2007. Proceedings of the 2010 Global Marketing Conference: Marketing in a Turbulent Environment, Tokyo, Japan.

Garland, R., & Brooksbank, R. (2010, November). Key drivers of successful marketing strategy in times of recession versus growth. Proceedings of the Australian and New Zealand Marketing Academy Conference, University of Canterbury, New Zealand.

Brooksbank, R., Davey, J., & McIntosh, J. (2009, December 2-4). Marketing’s great identity crises: A revised definition and an urgent research agenda. Proceedings of the International Business Research Conference, Sydney, Australia, 1-17.

Brooksbank, R., Garland, R., & Taylor, D. (2009, December 1-4). The adoption of strategic marketing: A comparison of New Zealand and Chinese manufacturers. Proceedings of the Annual ANZAM Conference, Melbourne, Australia, 1-23.

Garland, R., & Brooksbank, R. (2009, November 30 – December 2). Strategic marketing practices and business performance in a sport context. Proceedings of the Australian and New Zealand Marketing Academy Conference, Monash University, Australia, 1-8.

Garland, R., Brooksbank, R., Taylor D., & Werder, W. (2007, September 27-29). Strategic marketing planning and sport club success. Paper presented at the 1st Biannual International Conference: Strategic Developments in Services Marketing, Chios Island, Greece, 1-8.

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Brooksbank, R., & Taylor, D. (1999, May). Marketing in medium sized New Zealand companies: The state-of-the-art. Proceedings of the Small Enterprise Association of Australia and New Zealand (SEAANZ) Conference, Melbourne, Australia, 41-48.

Brooksbank, R. (1998, September). Marketing planning in the small business: Theory and practice. Proceedings of the Small Enterprise Association of Australia and New Zealand (SEAANZ) Conference, Tasmania, Australia, 1998.

Brooksbank, R., Hanson, A., & Thwaites, D. (1997, December). Bank selection criteria in New Zealand: A student perspective. Proceedings of the Australian and New Zealand Marketing Educator’s Conference, Melbourne, Australia, 2, 763-764.

Brooksbank, R., Taylor, D., Kirby, D., & Jones-Evans, D. (1997, January). Marketing: The state of the art in British medium-sized manufacturing companies 1987-1992. Proceedings of the Academy of Marketing/UIC/AMA Special Interest Group Symposium on the Marketing and Entrepreneurship Interface, Dublin, Ireland, 55-70.

Brooksbank, R., O’Rourke, S., & Taylor, D. (1996, December). Mixing your metaphors in marketing. Proceedings of the E.N.D.E.C. World Conference on Entrepreneurship, 437-446.

Brooksbank, R. (1995, November). Sales negotiating: A customer-oriented framework for tactics development. Proceedings of the New Zealand Marketing Educator’s Conference, Wellington, New Zealand, 56-63.

Brooksbank, R. (1995, March). A case of strategic marketing in a small business. Proceedings of the New Zealand Strategic Management Educator’s Conference, Hamilton, New Zealand, 208-216.

Brooksbank, R., & Koslow, P. (1994, November). In search of a new way of teaching marketing strategy. Proceedings of the New Zealand Marketing Educator’s Conference, Hamilton, New Zealand, 93-97.

Brooksbank, R., & Kirby, D. A. (1993). Marketing in medium-sized manufacturing companies in Britain. In G. E. Hills, R. W. La Forge, & D. F Muzyka (Eds.), Research at the marketing/entrepreneurship interface: Proceedings of the UIC symposium on marketing and entrepreneurship (pp.130-148). Chicago, IL: University of Illinois at Chicago.

Brooksbank, R. (1993, November). The selling process as a framework for skills development. Proceedings of the New Zealand Marketing Educator’s Conference, Christchurch, New Zealand, 376-383.

Brooksbank, R., & Kirby, D. A. (1992, May). Marketing in medium-sized manufacturing companies in Britain: Implementation and company performance. Proceedings of the UIC/AMA Research Symposium on Marketing and Entrepreneurship, 130-147.

Brooksbank, R., & Hooley, G. J. (1986, June). Marketing in medium-sized UK companies. Proceedings of the XVth E.M.A.C. Conference: Contemporary Research in Marketing, Helsinki, Finland, 2, 143-159.

CONFERENCE CONTRIBUTIONS – ABSTRACTS

Rader, S., Lanier, C. Subhan, Z., Flint, D. & Brooksbank, R. (2014, March 26-29). Upwardly mobile with no place to go: A cross-cultural investigation into truck-drivers’ constrained consumption experiences in the United States and Vietnam. Proceedings of the Academy of Marketing Studies. 19, (1), Nashville, Tennesee, USA p.5.

Subhan, Z., Brooksbank, R., Garland, R., & Rader, S. (2013, October 9-12). The adoption of strategic marketing among Indian manufacturers. Proceedings of the Academy of Marketing Studies, 18 (2), San Antonio, Texas, USA p.15.

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Rader, S., Subhan, Z., Flint, D., Lanier, C.D. & Brooksbank, R. (2013, November). Toward a theory of consumer adoption of mobile technology devices: An ecological shift in life-worlds. Proceedings of the Society for Marketing Advances Annual Conference, 25 (2), Hilton Head, South Carolina, USA pp.36-37.

Subhan, Z., Brooksbank, R., Rader, S., Steel, D., & Mackay, K. (2013, November). Running an effective induction program for new sales recruits: Lessons from the financial services sector. Proceedings of the Society for Marketing Advances Annual Conference, 25 (2), Hilton Head, South Carolina, USA, pp.227-228.

Garland, R., & Brooksbank, R. (2011, November 23-25). Strategic marketing practice in golf clubs: A multi-country context. Proceedings of the 17th Annual SMAANZ Conference, Melbourne, Australia, p.38.

Garland, R., Brooksbank, R., & Roth, J. (2010, November 29-30). Building sponsor loyalty: Adidas’ use of All Black haka in its theme-based advertising. Proceedings of the 16th Annual SMAANZ Conference, Wellington, New Zealand.

Garland, R., Brooksbank, R., & Werder, W. (2009, November 26-29). Examining strategic sport marketing practices in a multi-country context. Proceedings of the 15th Annual SMAANZ Conference, Gold Coast, Australia, p.51.

Garland, R., Brooksbank, R., Taylor, D., & Fullerton, S. (2007, November 29 – December 1). Marketing planning in Australasian golf clubs. Proceedings of the Sport Management Association of Australia and New Zealand Conference, Auckland, New Zealand, p.37.

Garland, R., Brooksbank, R., Taylor, D., & Fullerton, S. (2007, September 12-15). Strategic marketing in Australasian golf clubs: What’s par for the course?. Proceedings of the 15th Congress of the European Association for Sport Management, Torino, Italy, pp.323-324.

Brooksbank, R., & Taylor, D. (2002, July 2-5). Marketing in New Zealand: A comparison of consumer and industrial firms. Paper presented at the Academy of Marketing Conference, Nottingham, England. [CD-ROM]

Brennan, R., Shepherd, I. D. H. & Brooksbank, R. (2000, July 5-7). Exploring contemporary marketing practice in the UK: Inductive and deductive approaches. Paper presented at the Academy of Marketing Conference. [CD-ROM]

Joseph, M., Joseph, B., Poon, S., & Brooksbank, R. (1999, June). Strategy development of major Australian companies: A preliminary investigation. Proceedings of the World Marketing Congress, p.224.

Joseph, M., Joseph, B., Poon, S., & Brooksbank, R. (1999, May). Diagnosing the strategic planning process in Australian companies. Proceedings of the Annual Academy of Marketing Science Conference, Florida, FL, XXII, p.326.

Brooksbank, R., & Taylor, D. (1998, June). Marketing: The state-of-the-art in small and medium- sized enterprises in New Zealand, 1992-1997. Proceedings of the ICSB World Conference: Entrepreneurship at the Threshold of the 21st Century, Singapore, p.5.

Brooksbank, R., Taylor, D., Kirby, D., & Jones-Evans, D. (1995, July). Marketing in medium-sized manufacturing companies: The state of the art 1987-1992. Proceedings of the 1995 UK Marketing Educator’s Group Conference, Bradford, England, p.912.

VIDEO PROGRAMMES

Brooksbank, R. (1993). Sales meeting. The International Business Television Network, Vols. 21-24.

Brooksbank, R. (1993). Creative business promotion. The Marketing Improvement Group. Brooksbank, R. and Bottomley, M. (1992). 101 ways to promote your business. 101 Promotions.

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AUDIO/ WORKBOOK PROGRAMMES

Brooksbank, R. (1990, 2002). How to become a more successful salesperson. The Marketing Improvement Group. (164 pages).

Brooksbank, R. (1990, 2002). How to advertise and promote your business. The Marketing Improvement Group. (162 pages).

Brooksbank, R. (1990, 2002). How to prepare your strategic marketing plan. The Marketing Improvement Group. (145 pages).

Brooksbank, R. (2002). Instructor’s resource pack: How to become a more successful salesperson. The Marketing Improvement Group.

Brooksbank, R. (2002). Instructor’s resource pack: How to advertise and promote your business. The Marketing Improvement Group.

Brooksbank, R. (2002). Instructor’s resource pack: How to prepare your strategic marketing plan. The Marketing Improvement Group.

AUDIO PROGRAMMES

Brooksbank, R. (1990). Roger Brooksbank’s top 20 psychology of success tips. The Marketing Improvement Group.

Brooksbank, R. (1990). Roger Brooksbank’s top 20 sales prospecting tips. The Marketing Improvement Group.

Brooksbank, R. (1990). Roger Brooksbank’s top 20 face-to-face selling tips. The Marketing Improvement Group.

Brooksbank, R. (1990). Roger Brooksbank’s top 20 sales negotiating tips. The Marketing Improvement Group.

COMMISSIONED COMPANY TRAINING MANUALS

Brooksbank, R. (1987). Selling skills. Hilti (GB) Ltd. Brooksbank, R. (1986). Selling appointments. 3i plc.

STUDENT LEARNING RESOURCES

Brooksbank, R. (2016). WMS Sales Academy: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Walmsley, A., & Brooksbank, R. (2015). Code Avengers Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Brooksbank, R. (2014). Aeronavics Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Sommerville, Q., & Brooksbank, R. (2010). The Heartland Bank: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Sommerville, Q., & Brooksbank, R. (2009). Universal Carpets Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Brooksbank, R. (2008). Fabricare Services Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Sommerville, Q., & Brooksbank, R. (2007). Quick-fit Aluminium Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

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Brooksbank, R., Davey, J., & Varey, R. (2006). Dealing with research project sponsors [video]. University of Waikato, Hamilton, New Zealand.

Brooksbank, R. (2000). Taskmaster Technologies Ltd: Marketing strategy case study. University of Waikato, Hamilton, New Zealand.

Brooksbank, R. (1999). The strategic marketing process: Student reading. Hamilton, New Zealand: University of Waikato.

UNPUBLISHED RESEARCH

Brooksbank, R. (1989). The graduate associate programme: A new initiative from Durham University’s small business centre. (Internal report).

Brooksbank, R. (1989). Strategic marketing in medium-sized companies: A comparative investigation into higher and lower performing UK-based manufacturing companies operating in repeat industrial markets. (Unpublished doctoral thesis). Bradford University, Bradford, England.

Brooksbank, R. (1984). Wool in career clothing: A marketing research project (Unpublished master’s thesis). Bradford University, Bradford, England. (Commissioned by the International Wool Secretariat).

Brooksbank, R. (1979). Local perception of planning for recreation in Seahouses. (Unpublished honour’s degree dissertation). Sunderland Polytechnic, Sunderland, England.

ARTICLES CURRENTLY UNDER REVIEW

Please contact me (rogerb@waikato.ac.nz) for details of articles currently under review.

ARTICLES CURRENTLY IN PROGRESS

Please contact me (rogerb@waikato.ac.nz) for details of articles currently in progress.

BOOKS CURRENTLY IN PROGRESS

Brooksbank, R. “ The New Zealand handbook of professional selling”.

TEACHING EXPERIENCE

UNDERGRADUATE TEACHING

BMS Marketing Strategy, University of Waikato (whole course). BMS Marketing Research, University of Waikato (part course). BMS Advertising and Promotional Management, University of Waikato (part course). BMS Direct Marketing, University of Waikato (whole course). BMS Professional Selling, University of Waikato (whole course). BMS Introduction to Marketing & International Management, University of Waikato (whole course).

POSTGRADUATE TEACHING

Dip E.M. Entrepreneurship, Marketing Core Course, University of Durham, UK (whole course).

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Dip E.M. Marketing Core Course, University of Durham, UK (whole course). M.B.A. Small Business elective, University of Bradford, UK (part course). M.B.A. Marketing Core Course, University of Durham, UK (part course). International M.B.A. Marketing Core Course, Southern Cross University, Australia (whole course). M.B.A. Marketing Core Course, University of Malta (part course). M.B.A. Marketing Core Course, University of Waikato (whole course). E.M.B.A. Marketing Core Course, University of Waikato (whole course). E.M.B.A. Entrepreneurship elective, University of Waikato (part course). Postgraduate Certificate in Management, University of Waikato (part course).

POST-EXPERIENCE TEACHING

Taught strategic marketing planning, promotional management, and professional selling on a number of post-experience programmes at the University of Durham, the University of Bristol, and the University of Waikato (including "Firmstart", "The Management Extension Programme" and "Getting Started in Business"). Also taught NZIM courses, and many others.

UNIVERSITY TEACHING EVALUATION

Very favourably evaluated by students on all courses and at all levels (e.g., latest overall course rating of teaching in "Marketing Strategy" for 130 undergraduate students was 1.4, and for “Professional Selling” for 29 undergraduate students was 1.2 on a five-point scale where 1 = excellent and 5 = poor). Most common student comment (unprompted): “Best paper, best lecturer!”

RESEARCH SUPERVISION

DOCTORAL SUPERVISION

Joseph, M. (1995). The determinants of customer perceptions for a quality service in New Zealand business education. (Unpublished doctoral thesis). University of Waikato, Hamilton, New Zealand.

DOCTORAL THESIS EXAMINER

Amolo, J. (2015). Institutional and learning impact on student entrepreneurial inclinantion.(Unpublished doctoral thesis). University of Natal, Durban, South Africa.

Thomas, M. (2013). Identity: its purpose and function within consumer residential property purchase decisions. (Unpublished doctoral thesis). Southern Cross University, Australia.

Kunst, M. (2008). Factors influencing the adoption of Toyota hybrid electric passenger vehicles in Australia. (Unpublished doctoral thesis). Southern Cross University, Australia.

Joseph, M. (1995). The determinants of customer perceptions for a quality service in New Zealand business education. (Unpublished doctoral thesis). University of Waikato, Hamilton, New Zealand.

OTHER STUDENT RESEARCH SUPERVISION

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Supervised approximately twenty postgraduate dissertations at the Diploma, Masters and M.B.A. level together with approximately eighty undergraduate projects - convenor for the University of Waikato fourth-year BMS paper Report of an Investigation (1995 to 2010).

AWARDS

2005 Outstanding Teaching Award. Presented by the Waikato Management School, University of Waikato.

2005 Most Downloaded Articles of All Time Top 200 Award. (Of over 50,000 academic articles) for: The anatomy of marketing positioning strategy. Presented by the Emerald Literati Network.

2005 Most Downloaded Articles of All Time Top 200 Award. (Of over 50,000 academic articles) for: The theory and practice of marketing planning in the smaller business. Presented by the Emerald Literati Network.

2006 Letter of commendation from Keith Crosier, editor of Marketing Intelligence and Planning, for the 12th most downloaded article from the Emerald network website 2001 to 2006 with 7,259 downloads, for:

The anatomy of marketing positioning strategy.

PROFESSIONAL ACTIVITIES

JOURNAL EDITORSHIP

Member of the Editorial Board for the Journal of Applied Marketing, 2003 to 2008.

Regional Editor for the Journal of Research in Marketing and Entrepreneurship, 2001 to 2006.

ARTICLE REVIEWER

Occasional article reviewer for a number of journals including the Journal of Research in Marketing and Entrepreneurship, New Zealand Journal of Business, Marketing Intelligence and Planning (Australasian edition), Australasian Marketing Journal, Asia Pacific Journal of Marketing and Logistics, Journal of Management History, Pharmaceutical and Healthcare Marketing, plus papers for various conferences including: ANZMAC and ANZAM, among others.

COMMISSIONED BOOK REVIEWS

Small business marketing (2012). Conducted full review on behalf of publisher: Palgrave Macmillan.

How to prepare a strategic communications plan (2011). Conducted full review on behalf of publisher: Routledge.

CONFERENCE RESPONSIBILITIES

Conference Convenor for the New Zealand Marketing Educator's Conference, and Editor of the Conference Proceedings, 1994.

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Acted as a speaker and panel member at the 11th International Business Research Doctoral Symposium, Sydney, Australia, 2009.

Served as ‘Track Chair’ at a number of conferences.

UNIVERSITY ADMINISTRATION

At the University of Durham: served on the Board of Examiners, and was Chairperson of the Course Committee for the Graduate Associate Programme. At the University of Waikato: administrative roles on behalf of the department have included Research Seminar Coordinator, Curriculum Review Panel Member, Marketing Careers Workshop Organiser, Undergraduate Research Project (Marketing “499”) Academic Manager, occasional stints as “Acting Head of Department”, and Enrolment Representative. Other roles on behalf of the School include membership of the appointments panel on many occasions, staff committee member for the Management School Students Association, "Colleague in Support" for three new members of staff, in addition to "hosting" a number of visiting interviewees on behalf of various departments throughout the School. Also served as a member of the School’s Corporate and Executive Education advisory panel and have twice been appointed as a member of the External Academic Promotions Committee at Southern Cross University, Australia.

EXTERNAL MONITOR

For the BBS Marketing Major at UNITEC Institute of Technology, Auckland, New Zealand, 1995 to 2000.

PROFESSIONAL AFFILIATIONS

Full member of the Chartered Institute of Marketing, 1985 to 2005. Corporate member of the New Zealand Marketing Association, since 2001. Member of Waikato Marketers, 1993 to 1996.

GUEST SPEAKER/PRESENTER

Invited to present to a number of professional bodies. Examples include: at the Conference of the Small Business Enterprise Centres of New Zealand (1999) in Dunedin; at the New Zealand Annual Flower Growers’ Conference (2000) in New Plymouth; at the New Zealand Strategic Pricing Conference (2001) in Auckland; at the Financial Planners’ Annual Conference (2003) in Rotorua; at the Malta Institute of Management (2003) in Valetta, and; for the Hamilton Enterprise Agency (1998-2009) at various venues around Hamilton.

VOLUNTARY OUTREACH

Business Advisor to the “Journey Back to Awesome Programme”, Hibiscus Coast Youth Suicide Prevention Service, 2014 to 2015. Expert Panel Member for the Entrepreneurs Club at SODA Inc. (local business incubator), September, 2015.

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Judge for the Waipa Business Network Excellence Awards 2015, 2004, (marketing category). Guest speaker at St. Peter’s School, Cambridge: May, 2015 and March 2016; and at Long Bay College, Hibiscus Coast: April 2016. Appointed on behalf of the University to act as monitor to the Graduate Certificate Programme at the Telecom Sales Academy, Auckland. 2008 to 2010.

Guest facilitator of marketing strategy workshop for new business start-ups at SODA Inc. (local business incubator), 2009.

Member of the Board of Trustees for the CCS Waikato Fundraising Trust, 1999 to 2000.

Mentoring for High School students, as a participant in the New Zealand Young Enterprise Scheme, 1997.

Occasional guest presenter/discussion leader for Waikato Marketers, 1993 to 1996.

MEDIA APPEARANCES

2002 Good Morning, TVNZ, New Zealand. Guest interviewee (August 21).

2002 The Business Programme, Australia National Radio. Guest interviewee (August 20).

1995 Dollars and Sense, Horizon TV, New Zealand. Guest interviewee (November 21).

1993 Sales Meeting, New Zealand. Episodes 21-24, The International TV Network New Zealand. Guest presenter and discussion panel member (November).

1993 Bay Radio, Malta. Guest interviewee (May) on behalf of the Malta Institute of Management.

ACQUISITION OF RESEARCH FUNDING

Total value of business sponsorship (non-University funding) generated for various research projects to date: approximately $19,000.

INDEPENDENT CONSULTANCY WORK

Please contact me (rogerb@waikato.ac.nz) for details of independent marketing consultancy work undertaken for a wide range of large corporations, small-medium enterprises, public sector organisations and professional bodies.

REFEREES

A list of referees is available upon request.