Lisa K. Scheer
Emma S. Hibbs Distinguished Professor and Professor of Marketing
Trulaske College of Business
Office:
428 Cornell Hall
University of Missouri
Columbia, MO 65211
Office Hours:
By Appointment Only
Phone: (573) 882-4829
E-Mail: scheerl@missouri.edu
Vita
Professor Scheer is Professor of Marketing and Emma S. Hibbs Distinguished Professor. She serves as Doctoral Coordinator of the Department’s Ph.D. program and teaches Ph.D., MBA, and undergraduate courses. Dr. Scheer’s research interests include interorganizational behavior, marketing relationships, the development and implementation of marketing strategy, and interdependence, fairness, trust and conflict in business relationships. Dr. Scheer is a member of the American Marketing Association (AMA), the European Marketing Academy (EMAC), and the Academy of Marketing Science. She has published in Journal of Marketing Research, Journal of Marketing, Academy of Management Journal, International Journal of Research in Marketing (IJRM), Journal of the Academy of Marketing Science, Marketing Letters, and other peer-reviewed journals. She and her co-authors received the 2010 J.B. Steenkamp Award for Long-Term Impact from EMAC and IJRM.Professor Scheer serves on the editorial review or advisory boards of IJRM, Journal of Retailing, Journal of Business Market Management, International Marketing Review, European Journal of Marketing and previously served on the Journal of Marketing editorial board. She is an elected member of the AMA’s Academic Council and co-chaired the 2008 AMA Sheth Foundation Doctoral Consortium and the 2002 Winter Marketing Educators’ Conference. She received her doctorate from Northwestern University.
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Educational BackgroundB.S.B.A., University of Missouri (summa cum laude), 1981
M.B.A., University of Missouri, 1982
Ph.D., Northwestern University, 1990.
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Publications
Refereed Journal Articles
“How Budget Constraints Impact Consumers’ Response to Discount Presentation Formats,” with O. Shehryar and C. Wood, Journal of Product and Brand Management, 19 (3), 225-32, 2010.
“Channel Design, Coordination, and Performance: Future Research Directions,” with Vinhas, Alberto sa, Sharmila Chatterjee, Shantanu Dutta, Adam Fein, Joseph Lajos, Scott Neslin, William Ross, and Qiong Wang, Marketing Letters, 21 (3), 223-37, 2010.
"The Effects of Supplier Capabilities on Industrial Customers' Loyalty: The Role of Dependence," with C. Fred Maio and J. Garrett, Journal of the Academy of Marketing Science, 38 (1), 90-104, 2010.
"The Role of Equity and Work Environment in the Formation of Salesperson Distributive Fairness Judgements," with T. Arnold, T. Landry, and S. Stan, Journal of Personal Selling and Sales Management, 29 (1, Winter), 61-80, 2009.
"Achieving Relationship Marketing Effectiveness in Business-to-Business Exchanges," with R.W. Palmatier, K.R. Evans and T.J. Arnold, Journal of the Academy of Marketing Science, 36 (2, June), 174-190, 2008.
"Trust at Different Organizational Levels," with E. Fang, R. W. Palmatier, and N. Li, Journal of Marketing, 72 (March), 80-98, 2008.
"Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships: Differential Influence on Financial Outcomes," with R.W. Palmatier, M.B. Houston, K.R. Evans and S. Gopalakrishna, International Journal of Research in Marketing, 24 (3), 210-23, 2007.
"Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty," with R. Palmatier and J. Steenkamp, Journal of Marketing Research, 44 (2), 185-199, 2007. (Featured in the May 1, 2007, Marketing News and the June 2007 Marketing Thought Leaders Newsletter, both of which are published by the American Marketing Association.)
"Reactions to Perceived Inequity in U.S. and Dutch Interorganizational Relationships" with N. Kumar and J. Steenkamp, Academy of Management Journal, 46 (3), 303-316, 2003.
"From Market Driven to Market Driving" with N. Kumar and P. Kotler, European Management Journal, 18 (2), 129-142, 2000. (Excerpted and reviewed in The Antidote: The Independent Guide to Issues Currently on the Management Agenda, 28, 12-14.)
"Interdependence, Punitive Capability, and the Reciprocation of Punitive Action in Channel Relationships" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 35 (May), 225-235, 1998.
"The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study" with I. Geyskens, J. Steenkamp, and N. Kumar, International Journal of Research in Marketing, 13, 303-317, 1996.
"The Effects of Perceived Interdependence on Dealer Attitudes" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (August), 348-356, 1995.
"The Effects of Supplier Fairness on Vulnerable Resellers" with N. Kumar and J. Steenkamp, Journal of Marketing Research, 32 (1), 54-65, 1995.
"The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer," with L. Stern, Journal of Marketing Research, 29 (February), 128-142, 1992.
Book Chapters
"Trust, Distrust and Confidence in B2B Relationships," Handbook on B2B Marketing, with G. Lilien and R. Grewal (editors), Edward Elgar Publishing Ltd., forthcoming.
Conference Proceedings
"Exploration of Fairness Perceptions in a Cross-Cultural Setting," with I. Kozlenkova and D. Lund, Proceedings of the 40th European Marketing Academy Conference, 2011.
"The Central Role of Process, Task and Relationship Conflict in Marketing Relationships," with I. Kozlenkova and D. Lund, Proceedings of the 40th European Marketing Academy Conference, 2011.
"Unresolved Research Questions in Channel Relationships," Erin Anderson Memorial Business-to-Business Research Conference, Wharton Business School, Philadelphia, Pennsylvania, October 17, 2008.
"Opportunities in Business-to-Business Research - Embracing the Complexity," ISBM Academic Conference, La Jolla, CA, August 7, 2008.
"How Does Culture Impact the Assessment of Outcome Fairness in Marketing Channel Relationships?" Proceedings of the 33rd European Marketing Academy Conference, 2004.
"The Antecedents of Relationship Termination Costs" with W. Smith, Jr., Enhancing Knowledge Development in Marketing, 7, 136-41, 1996.
"The Case for a Bi-Dimensional Model of Relationship Dependence" with W. Smith, Jr., Contemporary Knowledge of Relationship Marketing, 79-88, 1996.
"Countertrade Dimensions and Marketing Implications" with W. Smith, Jr., Marketing Theory and Applications, 7, 251-257, 1996.
"Incorporating Perceived Risk into Models of Deal Assessment and Purchase Intent" with C. Wood, Advances in Consumer Research, 23, 399-404, 1996.
"Fairness and Influence: Building on a Classical Foundation" Marketing Theory and Applications, 4, 219-225, 1993.
Recent Presentations
"Are Relationship Marketing Theories Universal - or Universally Incomplete?" 17th International Colloquium on Relationship Marketing, Maastricht University, Maastricht, Netherlands, Sept. 18, 2009, invited speaker.
"Deciphering Dependence in Marketing Relationships," Technical University Darmstadt, Darmstadt, Germany, September 14, 2009, invited speaker.
"Challenges & Opportunites in B2B Research - Embracing the Complexity," 3rd International Conference on Business Market Management, St. Gallen, Switzerland, March 12, 2008. Invited keynote speaker.
"Fairness in Interorganizational Relationships: Is What We Think We Know True?" AMA Winter Marketing Educators' Conference, Austin, TX, February 16, 2008.
"How is Fairness Determined in Cross-National B2B Relationship?" Relationship Marketing Summit, Buenos Aires, Argentina, Dec. 13, 2007.
"Deconstructing Dependence and Its Role in Marketing Relationships," London Business School Marketing Summer Camp, London, England, July 9, 2007. Invited presenter and participant.
"What's Fair? The Complex Nature of Fairness in Retailer-Supplier Relationships," European Marketing Academy Conference (EMAC), Reykjavik, Iceland, May 24, 2007.
Conference Service
Faculty Fellow, 45th AMA Sheth Foundation Doctoral Consortium, Texas Christian University, Summer 2010.
"Fairness in Marketing Relationships: Insights from Diverse Cultures," session chair, organizer and presenter at EMAC 2009 in Nantes, France, May 28, 2009.
Other Publications
"Planning Business-to-Business Research for the Review Process," ISBM Research Quarterly, with G. Lilien and R. Grewal (editors), Volume 3 (2), Summer 2011.