Publications

As attested in my curriculum vitae, I have published in a number of highly ranked journals.   My ongoing efforts are ultimately about improving business performance and I select projects that meet this aspiration. As result, I find my self working with colleagues spanning multiple disciplines, ranging from sales management, supply chain management, business ethics, quality management, and international business.   Most of my papers are linked – just click on the titles to gain access!  For others, I have permission to provide pdfs – just click and open these!  I hope you find my work useful, bringing you new insights as you grow your businesses.

Download my vitae/resume in PDF format 2017 Feb Murphy Vitae.

Gölgeci, Ismail, Johnston, David A., and Murphy, William H. (2017), “Power-based Behaviors in Supply Chains and Their Effects on Relational Satisfaction: A Fresh Perspective and Directions for Research,” European Management Journal, Issue pending

Murphy, William H., and Denis Leonard (2016), “Quality management (QM) leads to Healthier Small Businesses,” Journal of Small Business and Enterprise Development, 23, 4, 1104 – 1119.

Point of Interest:  Downloaded 1,601 times between November 2016 publication and April 2017. Since publication, this paper has been discussed at length in the official Baldrige blog of the National Institute of Standards and Technology and by a Harvard scribe.

Murphy, William H. (2016), “Small and Mid-Sized Enterprises (SMEs) Quality Management (QM) Research (1990–2014): A Revealing Look at QM’s Vital Role in Making SMEs Stronger,” Journal of Small Business & Entrepreneurship, pp. 1-16 | DOI: 10.1080/08276331.2016.1166554

Murphy, William H., and Ning Li (2015), “Government, company, and dyadic factors affecting key account management performance in China: Propositions to provoke research. Industrial Marketing Management, 51, 115-121.

Murphy, William H., and Ning Li (2015), “Key Account Management in China: Insights from a Chinese Supplier,” Journal of Business Research, 68, 6, 1234-1241.

Murphy, William H. (2014), “LEDALS Redistributor: Enacting Policies that Frustrate Salespeople and Customers,” Case Study & Notes for Instructors; Ivey Publishing, Ivey Business School, London, Ontario.

Li, Ning, and William H. Murphy (2013), “Consumer’ Alliance Encounter Satisfaction, Attributions, and Behavioral Intentions,” Journal of Consumer Marketing, 30, 6, 517 – 529.

Li, Ning, and William H. Murphy (2013) “Prior Consumer Satisfaction and Alliance Encounter Satisfaction Attributions,” Journal of Consumer Marketing, 30, 4, 371 – 381.

Murphy, William H. and Monica Popa (2012), “To Recall or Not to Recall a Flawed Product: Corporate Responses and Consumer Perceptions of Toy Recalls,” Psychology Research, 2, 6 (June).

Murphy, William H. and Ning Li (2012), “A Multi-Nation Study of Sales Manager Effectiveness with Global Implications,” Industrial Marketing Management, 41, 7, 1152 – 1163.

Li, Ning and William H. Murphy (2012), “A Three-Country Study of Unethical Sales Behaviors,” Journal of Business Ethics, (DOI) 10.1007/s10551-012-1203-z.

Murphy, William H. (2010), “BULL’S-EYE: An Inside Look at how Target Ensures Quality in a Complex Supply Chain,” Quality Progress (Feature Article), June, 22-29.

Murphy, William H. (2010), Doing Good Work Matters, Tate Publishing & Enterprises, 116 pgs.

Bourassa, Maureen and William H. Murphy (2009), “Hollander’s Sales Devices Throughout the Ages, From 2500 B.C. to 1953 A.D.,” Journal of Historical Research in Marketing, 1, 1, 171-177.

Murphy, William H. and Denis Leonard (2009), “Quality Management: A Fixture or a Vital Process?,” Strategic Change Journal, 209 – 220.

Leonard, Denis and William H. Murphy, “A Wake-Up Call: Achieving Customer Satisfaction Through Your Employees,” ASQ’s Quality Management Forum, 35 (2), 12 – 14.

Murphy, William H. and Peter Dacin (2009), “Sales Contest Research: Business and Individual Difference Factors Affecting Intentions to Pursue Contest Goals,” Industrial Marketing Management, 38, 109-118.

Leonard, Denis and William H. Murphy (2009), “Examining Leadership:Turning Quality’s Eyes Upwards,” Quality Digest: Inside Quality Insider, 8/4. (PDF 120k)

Leonard, Denis and William H. Murphy (2009), “Soapbox: Quality + Strategy = Survival,” Quality World, May, 10. (PDF 208k)

Leonard, Denis and William H. Murphy (2009), “Opinion: Same Emperors, Still No Clothes,” Quality Digest: Inside Quality Insider (PDF 126k and Link)

Murphy, William H. and Denis Leonard (2007), “TQM – Total Quality Marketing?” Quality World, November, 2007. (PDF 1.6 MB)

Murphy, William H. and Denis Leonard (2007), “TQM and Marketing as Natural Bedfellows: Do Senior Executives See the Connection?” in Proceedings EMAC, May.

Murphy, William H., Peter Dacin, and Neil Ford, (2004) “Increasing Sales Contest Effectiveness: The Determinants of Positive Attitude Toward Sales Contests,” Journal of the Academy of Marketing Science, 32, 2 (Spring), 127-143.

Murphy, William H. (©2002; print 2004), “In Pursuit of Short-Term Goals: Anticipating the Unintended Consequences of Using Special Incentives to Motivate the Sales Force,” The Journal of Business Research, 57, 11 (November), 1265-1275.

O’Connor, Jr., Thomas W., and William H. Murphy, (2002), “Career Planning in Pharmacy,” a guide for Career Services Professionals in Pharmacy provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.

Murphy, William H. (2001), “A Pharmacy Director’s Nightmare – Understaffed, With Too Few Applicants, and No Clear Solution,” a case study for Human Resources teaching provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.

Murphy, William H. (2001), “An Exercise in Searching For and Choosing a Pharmacy Job That is Right for You,” a classroom exercise for Human Resources teaching provided online to all Pharmacy Schools in U.S.A., PharmacyOneSource Press.

Murphy, William H. (2000), “Giordana Holdings Ltd: Dealing with Challenges in Recruiting and Retaining Skilled Salespeople ,” Adapted from case prepared by Swee Hoon Ang, National University of Singapore for use at CEIBS Sales Management Programs, Shanghai, P.R.C..

Murphy, William H. (1999), “Hofstede’s National Culture as a Guide for Sales Practices Across Countries: The Case of a MNC’s Sales Practices in Australia & New Zealand,” Australian Journal of Management, Summer, 37-58.

Murphy, William H., and Peter A. Dacin (1998), “Sales Contests: A Research Agenda,” Journal of Personal Selling & Sales Management, 18 (Winter), 1-16.

Murphy, William H. and Sidney Sin-Lai Tang (1998), “Continuous Likability Measurement: A Potent Technique for Developing Effective Television Advertising,” Marketing Research, Summer.

Murphy, William H. (1998), “Building Strong Customer Relationships Through Partnership Selling,” Babson Entrepreneurial Review, Spring/Summer, 3 – 4, 12.

Murphy, William H. and Linda Gorchaels (1996), “How to Improve Product Management Effectiveness,” Industrial Marketing Management, 25, 47-58.

Murphy, William H. and Ravipreet S. Sohi (1995), “Toward a Greater Understanding of Salesperson Perceptions About Sales Contests,” European Journal of Marketing, 29 (13), 42-66.

Murphy, William H. and Sidney Sin-Lai Tang (1993), “Executive Development Programs: Insights for Planners and Concerned Administrators,” Journal of Education for Business, 68 (January/February), 1984-1989.

Murphy, William H. (1992), “WBYL/Z108 Radio Station,” a case in G. A. Churchill, Jr, N. M. Ford and O. C. Walker, Jr. eds., Sales Force Management 4th Edition.

Murphy, William H. (1992), “Midwest Business Forms, Inc.,” a case study revision and update in G. A. Churchill, Jr, N. M. Ford and O. C. Walker, Jr. eds., Sales Force Management 4th Edition.

Andrews, Jon Lee and William H., Murphy (1990), Test Bank to Accompany Churchill, Ford, & Walker Sales Force Management, 3rd Edition.