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John Edwards

B.Com (UNSW); MBA (UTS); MRes (Mac)
PhD Candidate

H70 - Abercrombie Building
The University of Sydney
NSW 2006 Australia


Bio

John has over 25 years’ experience working in business and education industries. He was the Marketing Director and Director of Executive Education at MGSM (Education); Business Development Director at George Patterson Bates (Media); Senior Marketing roles at Westpac, Citibank and Advance Bank (Financial Services); and Senior Brand Manager at Diageo and various Sales roles at Kellogg’s (FMCG).

John currently lectures at the University of Sydney in MKTG3110 E-Marketing; MKTG6015 Digital Marketing (postgraduate); MKTG3121 Advertising and Creativity.


Thesis working title

B2B Sales Performance and the role of Intraprenuership

This proposed study fills a gap in the sales performance literature by exploring the effect individual salespeople, sales teams, organisational /environmental factors and intrapreneurship have on sales performance in the business-to-business (B2B) market.

The overall objective of this study is to develop and empirically test a conceptual model of B2B sales performance, to better identify, understand and examine the role and importance of intrapreneurship to salesperson’s performance. This research aims to explore the internal mechanisms of individual salespeople behaviours by using a bottom-up approach (ie, not an organisational approach) and creating the themes and characteristics built from the experiences of individual salespeople working in real B2B organisations, selling medium to complex products / services.

Supervisor: Catherine Sutton-Brady