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Shaoming Zou

Robert J. Trulaske, Sr. Professor and Associate Professor of Marketing
Marketing
College of Business

Office:
335 Cornell Hall
University of Missouri
Columbia, MO 65211

Office Hours:
By Appointment Only

Phone: (573) 884-0920
E-Mail: zou@missouri.edu

Home Page
Vita

Professor Zou's research interests are in global marketing strategy, export marketing, and international market entry strategy. Professor Zou’s publications include articles in Journal of Marketing, Journal of International Business Studies, Journal of the Academy of Marketing Science, Journal of Advertising, Journal of International Marketing, International Marketing Review, Decision Sciences, among others. He is the recipient of the 1998 Hans B. Thorelli Best Paper Award in Journal of International Marketing, the 1999 Best Paper Award in International Marketing Review, and the 2003 American Marketing Association Global Marketing SIG’s inaugural "Excellence in Global Marketing Research Award" for the article that is considered to have most significantly influenced the direction of global marketing research in the preceding ten years.  Professor Zou served as a Department Editor of Journal of International Business Studies, the top journal in international business, between 2005 and 2007. He is serving as the editor of Advances in International Marketing, and a current member of the editorial review boards of f Journal of International Business Studies, Journal of the Academy of Marketing Science, Journal of International Marketing, Journal of Public Policy & Marketing, Journal of International Management, and Multinational Business Review.

Publications

Refereed Journal Articles

"Antecedents and Consequences of Marketing Dynamic Capabilities (MDCs) in International Joint Ventures:  A Dyadic Investigation," with E. Fang, Journal of International Business Studies, forthcoming.

"MNC's Control of Their Operations in the Foreign Markets: An Integrative Theoretical Model," with B. Dong and C.R. Taylor, Journal of International Marketing, 16 (1), 98-119, 2008.

"The Effects of Customer Participation in Co-Created Service Recovery," with B. Dong and K.R. Evans, Journal of the Academy of Marketing Science, 36 (1), 123-137, 2008.

"The Role of Salesperson Motivation in Sales Control Systems:  Intrinsic and Extrinsic Motivation Revisited," with F. Miao and K.R. Evans, Journal of Business Research, 60, 417-425, 2007.

"The Effect of E-Commerce Drivers on Export Marketing Strategy," with G. D. Gregory and M. Karavdic, Journal of International Marketing, 15 (2), 30-57, 2007.

"Mediating Influence of Psychological Climate on the Effects of Sales Controls on Salesperson Job-Related Outcomes," with K.R. Evans, T. Landry, and P. Li, Journal of the Academy of Marketing Science, 35 (3), 445-459, 2007.

"Advertising Standardization's Positive Impact on the Bottom Line: A Model of When and How Standardization Improves Financial and Strategic Performance," with O. Shintaro and C.R. Taylor, Journal of Advertising, 35 (3), 17-34, 2006.

"Global Account Management Capability: Insights from Leading Suppliers," with L. Shi, J.C. White, R.C. McNally, and S.T. Cavusgil, Journal of International Marketing, 13 (2), 93-113, 2005.

"The Moderating Effect of Goal-Setting Characteristics on Sales Control Systems - Job Performance Relationship: A Cross-Cultural Analysis," with E. Fang and K.R. Evans, Journal of Business Research, 58, 1214-1222, 2005.

"Contributions to International Advertising Research: An Assessment of the Literature between 1990 and 2002," Journal of Advertising, 34 (1), 99-110, 2005.

“A Conceptual Framework of Global Account Management Capabilities and Firm's Performance,” with L. Shi and S.T. Cavusgil, International Business Review, 13, 539-553, 2004.

“The Effect of Export Marketing Capabilities on Export Performance: An Investigation of Chinese Exporters,” with E. Fang and S. Zhao, Journal of International Marketing, 11 (4), 32-55, 2003.

“Experiential and Informational Knowledge, Architectural Marketing Capabilities and the Adaptive Performance of Export Ventures: A Cross-National Study,” with N.A. Morgan, D.W. Vorhies and C.S. Katsikeas, Decision Sciences, 34 (2), 287-321, 2003.

“MNC Control over Foreign Market Ventures: Do Host Governments Still Play a Major Role?” with C.R. Taylor and E. Fang, Advances in International Marketing, 14, 35-47, 2003.

"The GMS: A Broad Conceptualization of Global Marketing Strategy and Its Effect on Firm Performance," with S.T. Cavusgil, Journal of Marketing, 66 (4), 40-56, 2002.

"The Impact of Industry Concentration and Firm Location on Export Propensity and Intensity: An Empirical Analysis of Chinese Manufacturing Firms," with H. Zhao, Journal of International Marketing, 10 (1), 52-71, 2002.

"Selecting International Modes of Entry and Expansion," with G.E. Osland and C.R. Taylor, Marketing Intelligence & Planning, 19 (3), 153-161, 2001.

"Foreign Market Entry Strategies of Japanese MNCs," with C.R. Taylor and G.E. Osland, International Marketing Review, 17 (2), 146-163, 2000.

"Global Product R&D and the Firm's Global Strategic Position," with A. Ozsomer, Journal of International Marketing, 7 (1), 57-76, 1999.

"The R&D, Manufacturing, and Marketing Competencies and Firm's Global Competitive Position: An Empirical Study," with M.B. Myers, Journal of Global Marketing, 12 (3), 5-21, 1999.

"The Determinants of Export Performance: A Review of the Empirical Literature between 1987 and 1997," with S. Stan, International Marketing Review, 15 (5), 333-356, 1998. (Winner of the "1998 Most Outstanding Article in IMR" Award for having made the most significant contribution to international marketing literature.)

"International Market Entry Mode Choice by U.S. and Japanese MNCs: A Cross Cultural Assessment of the Transaction Cost Analysis Framework," with C.R. Taylor and G.E. Osland, Thunderbird International Business Review, (formerly International Executive), 40:4 (Jul-Aug), 389-412, 1998.

"The EXPERF Scale: A Cross-National Generalized Export Performance Measure," with C.R. Taylor and G.E. Osland, Journal of International Marketing, 6 (3) (Fall), 37-58, 1998. (Winner of the "1998 Hans B. Thorelli Best Paper Award" for having made the most significant contribution to international marketing theory and thought.)

"Standardization of Marketing Program and Process: A Developing Country Perspective," with D.M. Andrus and D.W. Norvell, International Marketing Review, 14 (2), 107-123, 1997.

"Dimensions of Global Strategy and Their Utilization by European and Japanese MNCs: An Exploratory Study," with J. Laughlin, Advances in International Marketing, 7, 199-210, 1996.

"Service Contract Negotiations in Marketing Channels: Assessing Motor Carriers' Perceptions," with L.M. Rinehart, Journal of Marketing Channels, 5 (2), 45-61, 1996.

"Advertising and Its Effect on Industrial Concentration: A Contingency Perspective," with C.R. Taylor and A. Ozsomer, Journal of Current Issues and Research in Advertising, 18, 1 (Spring), 35-44, 1996.

"Global Strategy: A Review and An Integrated Conceptual Framework," with S.T. Cavusgil, European Journal of Marketing, 30 (1), 52-69, 1996.  (A translated version was published in the Turkish language journal Marketing World, 12 (69), 4-13, 1998.)

"Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures," with S.T. Cavusgil, Journal of Marketing, 58, 1 (January), 1-21, 1994.  (Winner of the 2003 (inaugural) “Excellence in Global Marketing Research Award” by AMA Global Marketing SIG for having most significantly influenced the direction of global marketing research in the past 10 years.)

"Product and Promotion Adaptation in Export Ventures: An Empirical Investigation," with S.T. Cavusgil and G.M. Naidu, Journal of International Business Studies, 24, 3 (Fall), 479-506, 1993.

"Modeling Customer Behavior in Negotiations for Motor Carrier Contracts," with L.M. Rinehart, Transportation Journal, 31, 3, 39-45, 1992.

Refereed Proceedings

“International Advertising: A Review of the Literature from 1990 to 2002,” with J. Garrett and C. Taylor, Proceedings of the American Marketing Association Summer Educators' Conference, Chicago, IL, 2003.

"The Effect of Export Marketing Capabilities on Export Performance: An Investigation of Chinese Exporters," with E. Fang and S. Zhao, Proceedings of the American Marketing Association Winter Educators' Conference, Austin, Texas, February, 2002.     (The Best Paper Award, Global Marketing/Society Track)

"Market Orientation and Performance: An Investigation in Global Market Context," with J. Schmidt, Proceedings of the American Marketing Association Summer Educators' Conference, Chicago, IL, August, 1997.

"The R&D, Manufacturing, and Marketing Competencies and Firm's Global Competitive Position: An Empirical Study," with M. Myers, Proceedings of the Academy of Marketing Science Annual Conference, Miami, FL, May, 1997.

"The Social Responsibility for Today's Multinational Corporations: The Issue of Child Labor," with C. Gurr and A. West, Proceedings of the Association for Global Business Annual Conference, Dallas, TX, November, 1996.

"International Market Entry Mode Choice by U.S. and Japanese MNCs: A Cross Cultural Assessment of the Transaction Cost Analysis Framework," with C. Taylor and G. Osland, Proceedings of the 1996 American Marketing Association Summer Educators' Conference, San Diego, CA, August, 1996.

"Standardization of International Marketing: A Developing Country Perspective," with D. Andrus and D. Norvell, Proceedings of the American Marketing Association Summer Educators' Conference, Washington, DC, August, 1995.

"Global Strategy of European and Japanese MNCs: An Exploratory Study," with J. Laughlin, Proceedings of the American Marketing Association and Korean Marketing Association Joint Conference, Seoul, Korea, May, 1995.

"Political Risk Assessment: A Review and A New Approach," Proceedings of the Academy of Marketing Science Annual Conference, Miami, May, 245-8, 1993.

"Product Characteristics, Product Adaptation, and Sales Growth: Cases in Export Market Ventures," 22nd Annual Albert Haring Symposium Proceedings, Indiana University, Bloomington, IN, March, 51-69, 1992.

"Advertising and Its Effect on Industrial Concentration: The Case of the Soft Drink Industry," with C. Taylor, Proceedings of the Annual Conference of the American Academy of Advertising, San Antonio, March, 42-3, 1992.

"Handicraft Exports From Southeast Asia: Issues and Perspectives," with S. Cavusgil, Proceedings of the Research Conference on Southeast Asian Business, University of Michigan, Ann Arbor, MI, May, 1990.