Publications

Waller, DS 2004, Mountain Bike Mania: The Promotion Plan, McGraw-Hill Book Company, Sydney, Australia.

Waller, DS 2004, Tofu Tiger: The Marketing Plan, McGraw-Hill Book Company, Sydney, Australia.

Hingorani, A 2004, 'Marketing: Creating and delivering value, 4th edition' in Quester, P & Mcguigan, R (eds), Cybersearch for love, Mcgraw-Hill Asutralia, Sydney, Australia, pp. 561-562.

Dowling, GR 2004, 'Corporate reputations: Should you compete on yours?', CALIFORNIA MANAGEMENT REVIEW, vol. 46, no. 3, pp. 19-+.
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Dowling, GR 2004, 'Journalists' Evaluation of Corporate Reputations', Corporate Reputation Review, vol. 7, no. 2, pp. 196-205.
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Fam, K-S & Waller, DS 2004, 'Ad likeability and brand recall in Asia: A cross-cultural study', Journal of Brand Management, vol. 12, no. 2, pp. 93-104.
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Fam, KS, Waller, DS & Erdogan, BZ 2004, 'The influence of religion on attitudes towards the advertising of controversial products', European Journal of Marketing, vol. 38, no. 5/6, pp. 537-555.
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Miller, KE & Waller, DS 2004, 'Attitudes towards DTC advertising in Australia: an exploratory study', International Journal of Advertising, vol. 23, no. 3, pp. 389-405.
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In Australia direct-to-consumer (DTC) advertising of prescription medicines is currently not permitted. Despite a government report that did not recommend a change, pharmaceutical companies have continued a campaign for the ban to be lifted, resulting in strong opposition by doctors and consumer groups. This exploratory study aims to discover the attitudes of a sample of Australians towards the advertising of prescription medicines before any possible (or probable) changes takes place. A survey of 619 people was undertaken and four factors were discovered: (I) information; (II) quality; (III) credibility; and (IV) price. Comparisons were also made to determine whether there were any differences in attitudes based on gender or age. From these results some issues relating to DTC advertising will be discussed. © 2004, Advertising Association.

Nguyen, TTM, Barrett, NJ & Nguyen, TD 2004, 'Cultural Sensitivity, Information Exchange, and Relationship Quality: The Case of Vietnamese Exporters and their Asian vs. European Importers', Journal of Customer Behaviour, vol. 3, no. 3, pp. 281-303.
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Polonskya, MJ & Wallerb, DS 2004, 'Making Oral Presentations: Some Practical Guidelines and Suggestions', The Marketing Review, vol. 4, no. 4, pp. 431-444.
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Shyan Fam, K, Waller, DS & Zafer Erdogan, B 2004, 'The influence of religion on attitudes towards the advertising of controversial products', European Journal of Marketing, vol. 38, no. 5/6, pp. 537-555.
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In a constantly changing and increasingly globalized world, religion still plays a significant role in influencing social and consumer behavior. This study will analyze what influence religion and intensity of belief has on attitudes towards the advertising of particular controversial products and services. A questionnaire was distributed to 1,393 people across six different countries and resulting in samples of four main religious groups. The results indicated some statistically significant differences between the groups, which can have important implications for global marketers.

Voola, R, Carlson, J & West, A 2004, 'Emotional intelligence and competitive advantage: examining the relationship from a resource‐based view', Strategic Change, vol. 13, no. 2, pp. 83-93.
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AbstractBe the change that you want to see in the worldMahatma Gandhi (1869–1948)Leaders have an essential role in facilitating strategic change within organizations. As resistance to change is primarily an emotional reaction to change, the study of emotions and the emotional intelligence of the leader is of growing interest in modern organizations.From a strategic perspective, the process of how the emotional intelligence of a leader contributes to competitive advantage for an organization is unclear.Based on the resource‐based view of the firm, this paper introduces a framework that links emotional intelligence to competitive advantage. Essentially, it is argued that emotional intelligence leads indirectly to competitive advantage by influencing the leadership capability necessary for implementing effective strategic change.In the current volatile business environment, it is argued that organizations possessing emotionally intelligent leaders will be more likely to obtain competitive advantage. Suggestions for organizations are discussed and directions for future research are also presented.Copyright © 2004 John Wiley & Sons, Ltd.

Waller, DS 2004, 'Developing an account‐management lifecycle for advertising agency‐client relationships', Marketing Intelligence & Planning, vol. 22, no. 1, pp. 95-112.
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This paper will discuss the concept of account management in the area of advertising agency‐client relationships. The main theoretical issues regarding agency‐client relationships are discussed by means of a review of the literature to identify an account‐management lifecycle for agency‐client relationships. Three main stages were identified: agency evaluation/selection; relationship development and maintenance; and agency review/termination. Discussing the literature will also provide a greater understanding of agency‐client relationships and identify possible areas for further research.

Auger, P, Burke, PF, Devinney, TM & Louviere, JJ 1970, 'Consumer reaction to social issues: a six country study.', Proceedings of the 33rd EMAC Conference: Worldwide Marketing?, Engineering Mathematics and Applications Conference, University of Murcia, Murcia, Spain, pp. 1-5.

Barrett, NJ, Nguyen, DT & Miller, K 1970, 'Brand passion and its antecedents: an empirical study of international brands in Vietnam', Proceedings of the 33rd EMAC Conference: 'Worldwide Marketing?', Engineering Mathematics and Applications Conference, University of Murcia, Murcia, Spain, pp. 1-8.

Bateman, I, Day, B, Dupont, DP, Georgiou, S, Louviere, JJ, Morimoto, S & Wang, PZ 1970, 'Preference formation in choice experiments (CE): task awareness and learning in the cognitive process.', 13th Annual Conference of the European Association of Environmental and Resource Economics, Annual Conference of the European Association of Environmental and Resource Economics, Budapest University of Economic Sciences and Public Administration, Budapest, Hungary, pp. 1-21.

Burke, PF 1970, 'Constructing willingness to pay for product attributes in the probability space.', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-7.

Burke, PF 1970, 'Modeling the Variance of the Random Utility Components in Choice', -, Institute for Operations Research and the Management Sciences Annual Meeting, -, Denver, USA.

Hackman, D, Gudergan, S, Wang, PZ & Daniel, K 1970, 'Online service evaluation and behavioural intentions', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-7.

Kyriazis, E & Massey, GR 1970, 'The causal ordering of key cross-functional relationship dimensions: a replication study using the marketing/R&D relationship.', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-10.

Massey, GR & Dawes, PL 1970, 'Managing effectiveness in working relationships between marketing managers and sales managers: contextual, structural and process effects.', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-8.

Miller, K 1970, 'Analysing Customer Behaviour and Market trends and the impact on attrition and retention', -, Raising Customer retention in financial services to achieve sustained profitability, -, Sydney, Australia.

Nguyen, DT, Nguyen, TT & Barrett, NJ 1970, 'The impact of consumer ethnocentrism and cultural sensitivity on the intention to buy local products by Vietnamese consumers.', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-6.

Nguyen, TT, Barrett, NJ & Nguyen, DT 1970, 'Cultural sensitivity, information exchange and relationship quality: the case of Vietnamese exporters and their Asian vs European importers.', 20th Annual Conference of the Industrial Marketing and Purchasing (IMP) Group: Interacting, Influencing, Strategizing Where Are We Heading?, Copenhagen Business School & the University of Southern Denmark, Copenhagen, Denmark, pp. 281-303.

Oppewal, H, Morrison, MD, Rungie, C, Waller, DS, Wang, PZ, Louviere, JJ & Devinney, TM 1970, 'A conceptual model of consumer decision states using information acceleration.', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-5.

Rungie, C, Morrison, MD, Waller, DS, Wang, PZ, Louviere, JJ, Oppewal, H, Devinney, TM & Coltman, T 1970, 'Decision states and information acceleration', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-5.

Waller, DS 1970, 'Offensive Advertising in Australasia : An Overview', -, Association for Education in Journalism & Mass Communication, -, Toronto, Canada.

Waller, DS 1970, 'What factors make controversial advertising offensive? a preliminary study', Australian and New Zealand Communication Association International Conference 2004: 'Making a Difference', Australian and New Zealand Communication Association International Conference, ANZCA & University of Sydney, Sydney, Australia, pp. 1-10.

Waller, DS & Shao, AT 1970, 'Advertising standardisation in Australia: some preliminary results.', 2004 Inaugural Academy of Word Business, Marketing and Management Development Conference: 'The Challenge of Inter-Disciplinary Perspectives and Globalization in the 21st Century, Inaugural Academy of Word Business, Marketing and Management Development Conference, Academy of Word Business, Marketing and Management Development, Gold Coast, Australia, pp. 538-546.

Waller, DS, Wang, PZ, Oppewal, H, Morrison, MD, Rungie, C, Louviere, JJ & Devinney, TM 1970, 'Decision states for purchasing a DVD player: a preliminary study', Conference Proceedings of the 2004 Australian and New Zealand Marketing Academy Conference: 'Marketing Accountabilities and Responsibilities', Australian and New Zealand Marketing Academy Conference, ANZMAC, Wellington, New Zealand, pp. 1-5.

Wang, PZ 1970, 'Assessing motivations for sports volunteerism', ADVANCES IN CONSUMER RESEARCH, VOLUME XXXI, Annual Conference of the Association-for-Consumer-Research (ACR 2003), ASSOC CONSUMER RESEARCH, Toronto, CANADA, pp. 420-425.

Woodside, A & Miller, K 1970, 'The impact of Service Orientation on Relationship Quality and Future Intentions', -, 20th Annual Conference of the Industrial Marketing and Purchasing Group, -, Copenhagen, Denmark.