Dr.Gary Frankwick

Marcus Jonathan Hunt Chair in International Business
Associate Dean for Faculty Development
Professor of Marketing

Recent Publications

On This Page:

Published Papers - Academic Journals

Yoo, Jaewan; Todd J. Arnold; and Gary L. Frankwick (2014) Promoting Boundary Spanning Behavior Among Service Personnel, European Journal of Marketing, 48, 9/10, 1626-47

Yoo, Jaewon; Karen Flaherty; and Gary L. Frankwick (2014) The Effect of Communication Practice on Deviance among Korean Salespeople: The Meditating Role of Intrinsic Motivation. Journal of Business Research, 67, 9, 1991-99.

Jiménez, Fernando R., Kevin E. Voss, and Gary L. Frankwick (2013), “A Classification Schema of Co-production of Goods: An Open-Systems Perspective,” European Journal of Marketing, 42 (4), 267-273. 2012 ISI IF: 0.781 5YR IF: 1.575

Srivastava, Prashant, Jaewon (Jay) Yoo, Gary L. Frankwick, and Kevin E. Voss, (forthcoming) “Evaluating the Relationship of Firm Strategic Orientations and New Product Development Program Performance,” Journal of Marketing Theory and Practice,

Yoo, Jaewon (Jay) and Gary L. Frankwick, (2013) “Social Undermining and Frontline Employee Deviant Behavior,” Journal of Personal Selling and Sales Management.

Yoo, Jaewon (Jay), Todd J. Arnold, and Gary L. Frankwick, (2012) “Effects of Positive Customer-to-Customer Interaction,” Journal of Business Research, 65, (9), 1313-13-20.

Wei, Yinghong (Susan), Gary L. Frankwick, and Binh H. Nguyen, (2012) “Should Firms Consider Employee Input on Reward System Design? The Effects of Participation on Market Orientation and New Product Performance” Journal of Product Innovation Management. 29 (4), 546-558.

Yoo, Jaewon (Jay) and Gary L. Frankwick, (2012) “New Product Development Capabilities and New Product Performance: Moderating Role Organizational Climate,” Journal of Global Academy of Marketing Science. 22 (1), 83-100.

Srivastava, Prashant and Gary L. Frankwick, (2011) “Environment, Management Attitude, and Organizational Learning in Alliances,” Management Decisions, 49, (1), 156-166.

Wei, Yinghong, Gary L. Frankwick, Tao (Tony) Gao, and Nan Zhou, (2011) “Consumer Adoption Intentions Toward the Internet in China: The Effects of Impersonal and Interpersonal Communication Channels,” for the Journal of Advertising Research. 51 (4), 594-607.

Carlson, Brad D., Gary. L. Frankwick, and Kevin J. Cumiskey, (2011) “A Framework for Understanding New Product Alliance Success,” Journal of Marketing Theory and Practice, 19, (1), 7-25.

Winners of the Mary Kay Doctoral Dissertation Competition Receive Awards in Portland

Claycomb, Vicentia and Gary L. Frankwick (2010), “Buyers' Perspectives of Buyer-Seller Relationship Development,” Journal of Industrial Marketing Management,(39), 252-263.

Christia, Jerome, Kevin E. Voss, and Gary L. Frankwick (2010) "Hi-Tech Company Image: the Construct and its Measure," American Journal of Business Research, 3 (2), November, 53-68

Iyer, Karthik N.S., Richard Germain, and Gary L. Frankwick (2007), “Supply Chain Analytic Capability: Environment and Performance,” International Journal of Integrated Supply Management, 3 (3), 302-320.

Conference Proceedings

Olivas and Frankwick, (2015) Understanding Hispanic Entrepreneurial Success: an Exploratory Study, ACME Conference,

The UT-Transform Project

Srivastava, Prashant, Srinivasan Swaminathan, and Gary L. Frankwick (2014) Radical Innovation, Technological Orientation, and New Product Development Performance: A Structured Abstract, Acacemy of Marketing Science, Summer Conference, Indianapolis,

The Heterogeneous Market Dynamics and New Product success in The Web 2.0 Era: An Electronic Marketing Orientation Perspective. Academy of Marketing Science, Summer Conference, Indianapolis, IN.

The Heterogeneous Market Dynamics and New Product success in The Web 2.0 Era: An Electronic Marketing Orientation Perspective. Academy of Marketing Science, Summer Conference, Indianapolis, IN.

Nguyen, Binh Hou and Gary L. Frankwick (2013), “Improving Inter-firm Knowledge Sharing Effectiveness through Adaptation Ambidexterity,” American Marketing Association (AMA), Winter, Las Vegas, NV.

Nguyen, Binh Hou, Gary L. Frankwick, and Karen E. Flaherty (2013), “Inter-firm Knowledge Sharing Effectiveness: An Empirical Examination of Adaptation Ambidexterity,” Academy of Marketing Science (AMS), Melbourne, Australia.

New product development, top management, risk-taking

Felix A. Flores and Gary L. Frankwick, (2013), “Intuitive Thinking Tools for Enhanced New Product Generation,” Product Development and Management Association’s (PDMA) Product Innovation Management Annual (PIM) Conference. Phoenix, AZ.

Zhening (Jimmy) Xu, Binh H. Hguyen, and Gary L. Frankwick (2013), “Moderation Effects of Partner Dependence on Ambidextrous Adaptation and New Product Success,” Association of Collegiate Marketing Educators (ACME), Albuquerque, NM.

Zhening (Jimmy) Xu, Binh H. Hguyen, and Gary L. Frankwick (2013), “Moderation Effects of Partner Dependence on Ambidextrous Adaptation and New Product Success,” Association of Collegiate Marketing Educators (ACME), Albuquerque, NM.

Yang, Shuang, Fernando R. Jiménez, John Hadjimarcou, and Gary Frankwick (2012), “How Do Market Characteristics Influence Brand Country of Origin Effects?” Academy of Marketing Science Conference, New Orleans, LA.

Gilliam, David and Gary L. Frankwick (2011), “Sales Managers: Should They coach or Play? A Salesperson’s Perspective,” Society for Marketing Advances (SMA): Memphis, TN.

Yoo, Jay, Thomas W. Lanis, Gary L. Frankwick, and Susan Wei (2011), “Investment in Sales-force IT and NPD Success: Effects of Context and Process,” PDMA conference, Phoenix, AZ.

Yoo, Jaewon (Jay) and Gary L. Frankwick, (2010) “Effects of Sales Control Systems from a Regulatory Focus Perspective: Conceptual Model Development,” SMA 2010 conference.

Nguyen, Binh H. and Gary L. Frankwick, (2010) “Exploring Organizational Ambidexterity in Market Information Processing and Research and Development in The New Product Development Process,” AMA summer conference, Boston.

Moderating Effect of Organizational Climate on the Relationship Between New Product Development Capabilities and New Product Performance

Frankwick, Gary L., Kevin E. Voss, and Jaewon (Jay) Yoo, (2010), “Moderating Effect of Organizational Climate on the Relationship Between New Product Development Capabilities and New Product Performance,” ACME conference, Dallas, TX .

Yoo, Jaewon (Jay) and Gary L. Frankwick, (2010) “Person-Organization Fit and Boundary Spanning Behavior: the Role of Intrinsic Motivation and Emotional Exhaustion,” AMA summer conference, Boston.

Yoo, Jaewon (Jay), E. Scott Cragin, and Gary L. Frankwick, (2010) “Relational and Situational Characteristics as Moderators of the Product Traits-Product Adoption Link.” PDMA conference, Orlando, FL.

Cumiskey, Kevin J. and Gary L. Frankwick, (2010) “The Effects of Personal Involvement on the Relationship Between Market Orientation and Product Innovation,” ACME conference, Dallas, TX.

Nguyen, Binh H. and Gary L. Frankwick, (2010) “The Influence of Internal Relationship Quality on External Relationship Quality and Company Performance,” ACME conference, Dallas, TX .

Al Jafari, Abdullah and Gary L. Frankwick, (2010) “Expanding Market Orientation to Include Suppliers,” ACME conference, Dallas, TX

Cragin, E. Scott, Jaewon (Jay) Yoo, and Gary L. Frankwick, (2009) “Effects of Product Characteristics and OEM NPD Participation on OEM Performance: Examining Supplier-OEM New Product Development Efforts,” Anaheim, CA., PDMA conference.

Al Jafari, Abdullah, Jaewan Yoo, and Gary L. Frankwick (2009), “new Product Capabilities and Organizational Performance: The Moderating Role of Manufacturing and Distribution Capabilities,” Oklahoma City, ACME conference.

Precycling Attitude Model: Antecedents to Managerial Attitudes

The Moderating Effect of Customer Participation on the New Product Capability-Performance Relationship

New Product Capabilities and Organizational Performance: The Moderating Role of Manufacturing and Distribution Capabilities

Yoo, Jaewan (Jay) and Gary L. Frankwick (2009), “The Moderating Effect of Customer Participation on the New Product Capability-performance Relationship,” Oklahoma City, ACME conference.

Al Jafari, Abdullah, Fernando Jimenez, and Gary L. Frankwick (2008) “supplier Orientation: Expanding the Conceptual Scope of Market Orientation,” Academy of Marketing Science, Vancouver, BC, Canada

Hunt, C. Shane, Gary L. Frankwick, Karen Flaherty, and Alex Zablah (2008), “The Influence of Organizational Identification on the Relationship Between Formal Sales Management Control and Salesperson Performance,” NCSM, Dallas, TX

Impact of Corporate Social Performance on Product Innovativeness and New Product Performance Linkage

Srivastava, Prashant and Gary L. Frankwick (2007), “the effect of Radical Innovation Mix on new Product Development Program Performance,” PDMA, Orlando, FL.

Nguyen, Binh H., Yinghong Wei, and Gary L. Frankwick (2007), “The Missing Link Between reward Systems and Innovation: the Role of Market Orientation,” PDMA, Orlando, Florida.

Duesing, Bob and Gary L. Frankwick (2006), “Impact of Corporate Social Performance on Product Innovativeness and New Product Performance Linkage,” Academy of Management Conference, Atlanta, GA.

Lanis, Thomas W. and Gary L. Frankwick (2006), “Measuring Performance in Strategy and Sales Research: Reflective Scales, Formative Scales, or Individual Performance Items?,” Association of Marketing Educators, Oklahoma City, OK.

Srivastava, Prashant and Gary L. Frankwick, (2006), “The Moderating Effect of Environmental Turbulence on the Relationship Between Alliance Cooperative Competence and New Product Development Success,” Association of Marketing Educators, Oklahoma City, OK.

ElSamen, Amjad Abu, Goutam Chakraborty, and Gary L. Frankwick (2006), “The Role of Trust and Commitment in Adopting E-Procurement Techniques,” AMA Summer Educators Conference,

Lawlor, Blaine and Gary L. Frankwick, (2006) “Alliance Performance: Determinants, Moderators, and Mediators,” Western Academy of Management, Long Beach, CA.


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