Current Courses

• MKT330   Business Customer Relationships

• MKT410   Marketing Research

Education

• Ph.D. in Marketing, Georgia State University

• M.B.A. in Finance, Georgia State University

• B.S. in Marketing, University of Tennessee
  

Recent Publications

• Lohtia, Ritu, Daniel C. Bello, Teruhisa Yamada, and David I. Gilliland (2005), "The Role of Commitment in Foreign-Japanese Relationships: Mediating Performance for Foreign Sellers in Japan," Journal of Business Research, 58(8).

• Gilliland, David I. and K. Douglas Hoffman (2004),  “Examining a Key Aspect of Agency-to-Business Relationship: The Effects of Regulatory Control on the Satisfaction of Regulated Firms,” Journal of Business-to-Business Marketing, 11(4), 75-98.
  

• Gilliland, David I. (2004), "Designing Channel Incentives to Overcome Reseller Rejection," Industrial Marketing Management, 33(2), 87-95.

• Gilliland, David I. (2003), "Toward a Business-to-Business Channel Incentives Classification Scheme," Industrial Marketing Management, 32(1), 55-67.
  

• Gilliland, David I. and Daniel C. Bello (2002), “Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels,” Journal of the Academy of Marketing Science, 30(1), 24-43. 
  

• Gilliland, David I. and Kenneth C. Manning (2002), “When Do Firms Conform? The Effect of Regulatory Control Processes on Compliance and Opportunism,” Journal of Public Policy & Marketing, 21(1), 319-331.
  

Article Abstracts and More Research by Dave Gilliland

Research Interests

• Governance and coordination of distribution intermediaries

• Channel incentives and motivation

Honors and Awards

• Invited Panelist, Global Technoogy Distribution Council Summit, San Francisco (2005)

• Invited Lecture, Leeds Business School, Leeds University, Leeds, UK (2005).

• Invited Lecture, ESCP-EAP, Paris (2005).

• Invited Panelist, Computer Reseller News 2004 Information Technology Economic Roundtable, New York, NY.

• Track Chair, Channels of Distribution Trade, Summer AMA Conference, Boston (2004).

• Best Paper Award (2002), Business-to-Business and Supply Chain Track, Society for Marketing Advances Annual Conference, St. Petersburgh, FL.

• Northern Colorado Multicultural Service Award (2000), Directors of the Northern Colorado Multicultural Corporation.  

Bio

• Dave Gilliland, an associate professor of Marketing at Colorado State University, teaches classes in Business Customer Relationship Management and Marketing Research. His research interests focus on governance and control characteristics of inter-organizational exchange, including channels of distribution, business-to-business, and regulatory relationships. His research, on these and other topics such as electronic commerce and business advertising, has appeared in the Journal of Marketing, Industrial Marketing Management, the Journal of Advertising Research, and others. Dave was named a C.S.U. Service Learning Scholar in 1999 and was awarded the Northern Colorado Multicultural Service Award in 2000 for his work with student service learning projects. Before completing his doctoral work at Georgia State University, Dave worked over ten years in industry in marketing, advertising, and marketing research.