Kirk Smith

 

OFFICE                                                                                               

Boise State University                                                                        

Business Graduate Studies                                                               

College of Business                                                                          

1910 University Drive                                                                         

Boise, Idaho  83725-1630

(208) 426-3180

(208) 426-5384 (FAX)

ksmith@boisestate.edu

 

 

 

 

EDUCATION

   PhD Marketing May 1993, University of Houston.

   Dissertation Topic:   Behavioral Aspects of Salesforce Territory Reallocation.

 

   MBA December 1982, Colorado State University.

   Thesis: New Industrial Product Introduction and Market Penetration Plan for

   Engineering Measurements Company, Longmont Colorado.

 

   B.S. Mechanical Engineering May 1981, Colorado State University

   Engineer in Training (EIT) examination passed in the fall of 1980.

 

 

 

ACADEMIC APPOINTMENTS

Boise State University (1993-present)

   Associate Dean for Graduate Studies and Executive Education (2004-present)

   Department Chair and Associate Professor of Marketing (1998-2004)

   Assistant Professor of Marketing (1993-1998)

 

Scuola Amministrazione Aziendale, Torino Italy

   Visiting Associate Professor of Marketing (Summer 1998)

 

National Economics University, Hanoi Vietnam

   Guest Professor for Marketing Research Segment in MBA Capstone Course (1995)

   Guest Professor for Advanced MBA Course:  Marketing Strategy (1996 and 1998)

 

University of Houston (1989-93)

   Research Assistant (Summer and Fall, 1989; Fall 1991)

   Teaching Fellow (1990-93)

 

 

 

 

 

TEACHING EXPERIENCE

Undergraduate Courses Taught:

Marketing Strategy (senior level)

Marketing Via the Internet (senior)

            Professional Selling (junior)

            Sales Management (senior)

            Industrial Marketing (senior)

            Principles of Marketing (junior)

            Current Issues in Marketing and Society (freshman)

 

Graduate Courses Taught:

Marketing Strategy (Advanced MBA)

            Marketing Administration (Foundation MBA)

 

           

TEACHING AWARDS

Recipient, Boise State University Honored Faculty Member, by 2004 Top MBA Student, Kirk Hanson.

Recipient, Boise State University Honored Faculty Member, by 2002 Top MBA Student, Valentina Kuskova.

Nominee, Boise State University, University-Wide Foundation Teaching Scholar Award, 2002.

Recipient, Boise State University Honored Faculty Member, by 1999 top ten scholar Annette Magee.

Nominee, Boise State University, University-Wide Foundation Teaching Scholar Award, 1998.

Recipient, University of Houston College of Business Teaching Effectiveness Award, 1991.

Recipient, University of Houston University-Wide Teaching Excellence Award, 1990.

 

 

 

 

           

RESEARCH AND TEACHING INTERESTS           

            Personal Selling                                              Services Marketing

            Sales Management                                         Marketing Strategy

            High-Tech Marketing                                       Industrial Marketing

            Questionnaire Design                                     Marketing Research

 

 

 

 

PUBLICATIONS

“The Effects of Technology-Mediated Communication on Industrial Buyer Behavior (2004),” with Jason MacDonald, Industrial Marketing Management, (33), 107-116.

 

“Strategy Development for Incumbent Urban Universities: Moving Forward in an Increasingly Competitive Environment (2002), Journal of Marketing for Higher Education, 12(2) 35-48.

 

"Managing Salesperson Motivation in a Territory Realignment (2000)," with Eli Jones and Ed Blair, Journal of Personal Selling and Sales Management, 20 (4), 215-227.

 

“A Marketing Plan in Your Principles Course,” refereed book chapter in Great Ideas for Teaching Marketing (2000).

 

"Service Aspects of Industrial Products Lead To Future Product Purchase Intentions," Industrial Marketing Management, 27 (January 1998), pp 83-93.

 

"Adaptive Selling and Variable Pricing:  A Way to Maximize Retail Revenues?"  Southern Marketing Association 1994 Conference Proceedings.

           

"What a Bargain!  Customer Price Perceptions at the Non-Profit Thrift Store," with Ed Petkus, Jr.  Southern Marketing Association 1994 Conference Proceedings.

 

"Motivational Aspects of Sales Territory  Realignments."  Dissertation, University of Houston, 1993.

 

            "Refractory Heat Dry Considerations," Hydrocarbon Processing , January 1990.

 

"The DHDC Metering Experience," with Herb Jaehne.  1984 International District Heating Association Proceedings.

           

 

 

RESEARCH IN PROGRESS

“Scale Development for Orientation Towards Modern Self and Traditional Self: A Key to Consumer Behavior in Regions With Transitional Economies,” with Thi Tuyet Mai Nguyen and Johnson S. C. Cao, under second review since 25 June 2004 at The Journal of the Academy of Marketing Science.

           

“Communicating Via Technology:  Seller’s Tech Choices Build Organizational Buyer Commitment” Smith, Kirk; Artis, Andy; Petkus, Ed and Cynthia Gibson

 

 

 

 

GRANTS RECEIVED

2004 Boise State University, College of Business Summer Research Grant, $2,000

2003 Boise State University, College of Business Summer Research Grant, $2,000

2002 USAID, to study emerging economy consumer behavior in Vietnam, with Thi Tuyet Mai Nguyen, $9030      

2002 Micron Foundation, to start a Center for High-Technology Marketing, $100,000.

2001 Elloriaga Graduate Faculty Summer Research Grant, with Jason MacDonald, $5,000

1994 Boise State University, College of Business Summer Research Grant, $5,000

 

 

 

ACADEMIC SERVICE - Boise State University College of Business and Economics

   Associate Dean for Graduate Studies and Executive Education (2004-present)

   Chair, Department of Marketing and Finance (1998-2004)

   Dean’s Evaluation Committee (1999, 2001 (Chair), 2003, 2004)

   COBE Marketing Committee (2000, 2001, 2002)

   COBE Undergraduate Outcomes Assessment Evaluator (2002)

   COBE Strategic Plan Committee Facilitator (1999, 2000)

   COBE Alumni Committee Chair (1995, 1996, 1997, 1998, 1999)

   COBE Alumni and Development Committee member, 94-95 Academic Year.

   COBE AACSB Re-Accreditation Committee (1999, 2000, 2001)

   COBE Promotion and Tenure Committee (Spring 1999)

   Academic Advisor for BSU’s student marketing club, PSE, (1994-2001).

   Member, COBE Outcomes Assessment Committee, '93-94 Academic Year.

   Host, Vietnamese MBA Weekend Camping Trip to McCall 1995 and 1997.

 

COMMUNITY SERVICE

   Anser Charter School Marketing Committee 2004

   Treasure Valley United Way Market Segmentation 2003

   Head coach for Metro U10 Boys Soccer Team 2000-2001 Academic Year.

   Head coach for Metro U10 Boys Soccer Team 1999-2000 Academic Year.

   Head coach for Recreation U8 Boys Soccer Team, August-October 1998.

   Head coach for Recreation U8 Boys Soccer Team, August-October 1997.

   Head coach for Metro U10 Boys Soccer Team, '95-96 Academic Year.

   Head coach for Metro U10 Boys Soccer Team, '94-95 Academic Year.

   Head coach for Treasure Valley U12 Boys Soccer Team, Alliance Club, '93-94 Academic Year.

   Sales & Marketing Executives of Boise (SME), Top Management Night Committee,1997.

   Sales & Marketing Executives of Boise (SME), Top Management Night Committee,1996.

   Sales & Marketing Executives of Boise (SME), Top Management Night Committee,1995.

   SME BSU Marketing Student Scholarship Committee, 1994-2000.

   Faculty Partnership in International Business, Electronic Controls Corporation, Boise, Summer-Fall 1995.

   DECA Judge, Personal Selling Competition, March, 1995.

   SME BSU Marketing Student Scholarship Committee, March 1994.

   Support Center of Houston (nonprofit organization), pricing seminar, July 1992.

 

 

 

ACADEMIC SERVICE-Discipline

   Reviewer, 2002 Summer AMA, Consumer Behavior Track

   Participant, 1999 Southwestern Federation of Administrative Disciplines Department

   Chairperson’s Roundtable Discussion.

   Reviewer, 1997 Southwestern Marketing Association Conference.

   Reviewer, 1997 Academy of Marketing Science Conference.

   Breakout Group Leader, American Marketing Association Sales and Sales Management

   Special Interest Group Conference, Orlando Florida, Summer 1996.

   Reviewer, 1996 Southwestern Marketing Association Conference.

   Reviewer, 1996 American Marketing Assoc. Winter Marketing Educator’s Conference.

   Reviewer, 1995 Southwestern Marketing Association Conference.

   Reviewer, 1994 Southwestern Marketing Association Conference.

   Reviewer, 1993 Southwestern Marketing Association Conference

 

 

 

PROFESSIONAL AFFILIATIONS

            American Marketing Association

            Southern Marketing Association

            Southwestern Federation of Administrative Disciplines

            Sales and Marketing Executives of Boise

            BSU College of Business and Economics Alumni Chapter

 

 

PUBLIC SEMINARS/TRAINING SESSIONS PRESENTED

   Albertsons Corporation, "Critical Thinking and Decision-Making," 2004

   Hawley, Troxell, Ennis, and Hawley, "Critical Thinking for CEOs," 2004

   Washington Group International, "Perception vs Reality," 2004

   Idaho Small Business Development Administration, "Building Brand Image," 2003

   BSU Ctr. For Management Development, “Calculating ROI for Marketing Projects,” 2003

   ProClarity Corporation, “Negotiation Strategies,” 2002

   Geneva Companies, “How to Profit From the Internet,” 2000, 2001, 2002.

   Sales and Marketing Executives of Boise, "Customer Behavior After the Big Sale," 2000.

   BSU College of Bus. Alumni, "How Your Company Can Profit From the Internet," 2000.

   BSU Ctr for Management Development, "Developing Successful Marketing Plans," 1998.

   Idaho Association of CPAs, "Personal Selling for CPAs," 1997.

   Sales and Marketing Executives of Boise, "Sales Territory Realignments," 1997.

   BSU MBA Student Association, "Personal Selling," 1997.

   Idaho Professional Investigators Workshop, "Marketing Your Firm," 1996.

   Small Business Development Center of Ontario OR, "Personal Selling Techniques," 1996.

   National Association of Professional Saleswomen, Houston TX, "Sales Questions," 1992.

Am. Mkt Assoc., UH Student Chapter, "Career Opportunities in Personal Selling," 1991.

   TX Sm. Bus. Dev. Ctr. Nat'l Innovators Workshop, "Presenting Your Idea Effectively," 1990.

 

 

WORK EXPERIENCE

Cooperheat, Inc. (1986-1989), Houston, TX.

District Manager with Profit/Loss responsibility for a $2M field service heat treating operation.  Turned this division from a $35,000 annual loss (1985) to $220,000 profit (1986) in a mature market during the Gulf Coast economic depression.  Steadily increased sales and profits thereafter.

 

Engineering Measurements Company (1983-1985), Longmont, CO.

Positive Displacement Meters Products Manager (1984-85) with Profit/Loss responsibility for a $1M flow meter company acquisition.  Turned division from $20,000/month loss to $20,000/month profit in eight months. 

 

BTU Meter Product Manager (1984) responsible for a successful new industrial product introduction.  Duties included primary market research, promotional planning and execution, engineering design direction, sales, and sales representative training.

 

Western USA Sales Manager (1983) responsible for industrial product sales via manufacturers' representatives in a $1.5M territory.

 

 

BOISE-AREA CONSULTING CLIENTS

            WRC Advertising

            Scientific Wizardry

            Life Chiropractic Center

            Hewlett-Packard

            Stellar Dynamics, Inc.

            Extended Systems, Inc.

            POS of Idaho

            Idaho Power

            MWI Veterinary Supply

            Fisher's Office Equipment

            Sedgwick James