Find us on Facebook Find us on LinkedIn Follow us on Twitter Subscribe to our YouTube channel

Ian Wilkinson

Ian Wilkinson

BSc (Hons) Southampton; MSc Warwick; PhD UNSW; FANZMAC; FRSN
Honorary Professor
I.Wilkinson@econ.usyd.edu.au

Room 508
H69 - Economics and Business Building
The University of Sydney
NSW 2006 Australia

Phone: +61 2 9036 7610

Ian is an Honorary Professor of Marketing in the University of Sydney Business School and a Professor (part time) in the Institute for Entrepreneurship and Relationship Management, University of Southern Denmark. He was previously  Professor of Marketing at UNSW and Foundation Chair in Marketing at the University of Western Sydney, Nepean. He was educated in the UK and Australia, where he completed the first ever doctorate in marketing at UNSW in 1972.

He has held academic posts at various American, European as well as Australian universities including: University of Bath, University of California at Berkeley, University of Cincinnati, Cranfield School of Management, University of International Business and Economics, Beijing, Lancaster University, University of New South Wales, Stockholm School of Economics and Temple University. 

Awards and distinctions

  • Journal of Service Marketing (2013) Finalist, Best Article Award
  • Fellow of the Royal Society of NSW
  • Fellow of the Australia New Zealand Marketing Academy, 2010
  • Distinguished Researcher of the Year, Australia New Zealand Marketing Academy, 2005
  • Outstanding Article Awards: Australasian Marketing Journal (2001), International Marketing Review (2009), Journal of Business to Business Marketing (1997, 2002), Journal of Macromarketing (1990), European Journal of Marketing (1985 paper selected as one of 7 best articles of first 22 years of the journal)
  • 2005, Keynote speaker, Third China Marketing Scholars Forum, Fudan University, June
  • 2005, Keynote Speaker, American Antitrust Institute's Roundtable on the Science of complexity and its Implications for Antitrust theory and Practice, National Press Club, Washington DC, June
  • 2006, Keynote Speaker, Fourth China Marketing Scholar Forum, Hong Kong University, May
  • 2007 Keynote Speaker, Second International Conference on Business Market Management March, Delft, the Netherlands
  • 2009 Keynote Speaker, International Conference on Tourism, Rio de Janiero, March

Editorial board membership

  • Journal of Business and Industrial Marketing (1996+, Regional Editor 1997+)
  • Journal of Business Research (1977-1981, 2002+); Joint Editor (with L. Young) Special Issue "Marketing in the Next Millennium: Looking Backwards and Forwards" (February 2002)
  • Journal of Business to Business Marketing (1993+)
  • Journal of Industry and Innovation International Marketing Review (1988 - 1992)
  • Journal of Marketing Theory
  • Journal of International Marketing (1992-2000)
  • Journal of Marketing Channels (1990+)
  • Journal of Global Marketing (1987+)
  • Journal of International Consumer Marketing (1987+)
  • Australasian Marketing Journal (Editorial Review Board, 2000+)
  • Journal of Relationship Marketing (2001+)

Research Interests

Professor Wilkinson's research focus is on business to business marketing, with an emphasis on the nature and role of business relations and networks. Currently he is examining the structure and dynamics of actual business relations and networks using case studies and, with others as part of an ARC Discovery project, developing agent based models of the development and evolution of business relations and networks in order to develop "flight simulators" for managers and policy makers. Other interests include innovation and opportunity discovery processes in business, the reliability and validity of managers as key informants in surveys, complex systems theory and management and process theories of change.

Publications

2016

2
Book Section/s

Held F and Wilkinson I 2016 Forthcoming 'Agent Based Simulation models as a Research Method' in Collaborative B2B Research Design: Working with Managers for Meaningful Findings, ed. Per Freytag and Louise Young, Springer

Evers W, Freytag P and Wilkinson I 2016 Forthcoming 'Displaying Research Results' in Collaborative B2B Research Design: Working with Managers for Meaningful Findings, ed. Per Freytag and Louise Young, Springer

2015

2
Book Section/s

Plinke W and Wilkinson I 2015 'The Market Process' in Fundamentals of Business-to-Business Marketing: Mastering Business Markets (Springer Texts in Business and Economics), ed. Kleinaltenkamp M, Plinke W, Wilkinson I and Geiger I, Springer International Publishing, Chem, Switzerland, pp. 1-75

Günter B, Kuhl M, Ungruhe M and Wilkinson I 2015 'Procurement Policy' in Fundamentals of Business-to-Business Marketing: Mastering Business Markets (Springer Texts in Business and Economics), ed. Kleinaltenkamp M, Plinke W, Wilkinson I and Geiger I, Springer International Publishing, Chem, Switzerland, pp. 227-73

Wilkinson I and Young L 2015 'Kleinaltenkamp Integration: The Man and the Academic' in Kundenintegration und Leistungslehre: Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, ed. Sabine Fliess, Michaela Haase, Frank Jacob, Michael Ehret, Springer Gabler, Wiesbaden, Germany, pp. 33-42

3
Edited Book/s

Kleinaltenkamp M, Plinke W, Wilkinson I and Geiger I 2015 'Fundamentals of Business-to-Business Marketing: Mastering Business Markets (Springer Texts in Business and Economics)', Springer International Publishing, Chem, Switzerland

4
Journal Article/s

Young LC, Wilkinson I and Smith A 2015 'A Scientometric Analysis of Publications in the Journal of Business to Business Marketing 1993-2014', Journal of Business to Business Marketing, vol.22:1-2, pp. 111-23 Link

Sharma N, Young L and Wilkinson I 2015 'The Nature and Role of Different Types of Commitment in Interfirm Relationship Competition', Journal of Business and Industrial Marketing, vol.30:1, pp. 45-59 Link

Chandra Y, Styles C and Wilkinson I 2015 'Opportunity Portfolio: Moving Beyond Single Opportunity Explanations in International Entrepreneurship Research', Asia Pacific Journal of Management, vol.32:1, pp. 199-228 Link

Soutar G, Wilkinson I and Young L 2015 'Research Performance of Marketing Academics and Departments: An International Comparison', Australasian Marketing Journal, vol.23:2, pp. 155-61 Link

Ladley D, Wilkinson I and Young L 2015 Forthcoming 'The impact of individual versus group rewards on work group performance and cooperation: A computational social science approach', Journal of Business Research

5
Conference Paper/s

Ladley D, Wilkinson I and Young L 2015 Forthcoming 'The Effect of Individual vs Group Selection Mechanisms on the Evolution of Cooperation in Groups: The Emergence of Self-sacrificers', Conference on Complex Systems CCS2015, Tempe, United States, 2nd October 2015

Huang Y and Wilkinson I 2015 Forthcoming 'Using Event Structure Analysis to Develop a Process Model of Trust in Business Relations', 31st Annual Industrial Marketing and Purchasing IMP Conference & Doctoral Colloquium 2015, Kolding, Denmark, 29th August 2015

Ladley D, Wilkinson I and Young L 2015 'Engineering Cooperation Within and Between Firms to Improve Business Marketing and Purchasing Performance', 7th Bi-Annual International Conference on Business Market Management BMM 2015, Queen Mary University of London, United Kingdom, 4th July 2015

2014

2
Book Section/s

Wilkinson I 2014 'The Marketing of Higher Education Services' in Wiley Encyclopedia of Management- 3rd edition, ed. Cary L. Cooper, John Wiley & Sons, pp. 545 Link

Wilkinson I, Held F, Marks R and Young L 2014 'Developing Agent-Based Models of Business Relations and Networks' in Networks in Society: Links and Language, ed. Robert Stocker and Terry Bossomaier, Pan Stanford Publishing, Singapore, pp. 113-40 Link

4
Journal Article/s

Buttriss GJ and Wilkinson I 2014 'Pinpointing the deeper structures, processes and mechanisms of change within interactional fields', Australasian Marketing Journal (Special Issue on Complex Systems and Agent-Based Modelling), vol.22:1, pp. 45-50 Link

Held FP, Wilkinson I, Marks RE and Young L 2014 'Agent-based Modelling, a new kind of research', Australasian Marketing Journal (Special Issue on Complex Systems and Agent-Based Modelling), vol.22:1, pp. 4-14 Link

Huang Y and Wilkinson I 2014 'A Case Study of the Development of Trust in a Business Relation: Implications for a Dynamic Theory of Trust', Journal of Business Market Management, vol.7:1, pp. 254-79 Link

5
Conference Paper/s

Soutar G, Wilkinson I and Young L 2014 'Research Impact in Marketing: A Comparison of the Top 500 Universities in Australia, New Zealand, Canada, the UK and the USA', Australian & New Zealand Marketing Academy Conference ANZMAC 2014, Brisbane, Australia, 3rd December 2014

Webster J and Wilkinson I 2014 'Innovation & Open Online Communities: A Network Perspective', Australian & New Zealand Marketing Academy Conference ANZMAC 2014, Brisbane, Australia, 3rd December 2014

Mourran S, Wilkinson I and Young L 2014 'Researching Consumer Behaviour at the Top of the Pyramid: Cultures of Consumption of the Super Rich', Australian & New Zealand Marketing Academy Conference ANZMAC 2014, Brisbane, Australia, 3rd December 2014

Buttriss GJ and Wilkinson I 2014 'Using Event Structure Analysis to Analyze a Case of Firm Internationalization', 30th Annual Industrial Marketing and Purchasing Conference, Bordeaux, France, 6th September 2014

2013

4
Journal Article/s

Tax SS, McCutcheon D and Wilkinson I 2013 'The Service Delivery Network (SDN): A Customer–Centric Perspective of the Customer Journey', Journal of Service Research, vol.16:4, pp. 454-70 Link

Wilkinson I and Young LC 2013 'The past and the future of business marketing theory', Industrial Marketing Management, vol.42:3, pp. 394-404 Link

Huang Y and Wilkinson I 2013 'The Dynamics and Evolution of Trust in Business Relationships', Industrial Marketing Management, vol.42:3, pp. 455-65 Link

Siebers P and Wilkinson I 2013 'Editorial', International Journal of Innovation and Technology Management (Special Issue on Multi-Agent Simulation as a Novel Decision Support Tool for Innovation and Technology Management), vol.10:5, pp. 1-4

6
Conference Proceeding/s

Wilkinson I, Young L and Burford M 2013 'Why is research on Education Services underrepresented in top Marketing services journals and textbooks?', ANZMAC Conference, Auckland, New Zealand, 4th December 2013

Huang Y and Wilkinson I 2013 'Conceptualizing Dynamics of Trust in Business Relationships', 29th Industrial and Marketing Purchase Group IMP Conference, Atlanta, United States, 2nd September 2013

Wilkinson I and Young LC 2013 'Rethinking Innovation in Business Relations and Net-Works: A Complex Systems Perspective', 6th International Conference on Business Market Management BMM 2013, Bamberg, Germany, 22nd June 2013

Borg SW, Young LC and Wilkinson I 2013 'NLP – The Lubricator of Buyer-Seller Relationships?', 6th International Conference on Business Market Management BMM 2013, Bamberg, Germany, 22nd June 2013

2012

4
Journal Article/s

Chandra Y, Styles C and Wilkinson I 2012 'An Opportunity-Based View of Rapid Internationalization', Journal of International Marketing, vol.20:1, pp. 74-102

Wilkinson I 2012 'Roger A. Layton and marketing systems theory', Australasian Marketing Journal, vol.20:3, pp. 185-89 Link

Wilkinson I 2012 'Introduction to Special Issue on the Life and Work of Roger A Layton', Australasian Marketing Journal, vol.20:3, pp. 179-80

5
Conference Paper/s

Wilkinson I and Young L 2012 'Towards a Theory of Change and Non-Change of Business Relations and Networks', IMP Asia Conference, Goa, India, 12th December 2012

Thompson M, Young L and Wilkinson I 2012 'The Complexities of Measuring Complexity', 28th Annual Industrial Marketing and Purchasing IMP 2012 Conference, Rome, Italy, 15th September 2012

Wilkinson I and Young L 2012 'Innovation and Evolution of Business Relations and Networks: Theory and Method', Innovation in Business Networks Seminar, Syddansk, Denmark, 23rd March 2012

13
Film or Broadcast

Wilkinson I 2012 'Ockham's Razor talk', ABC Radio National, Australia, 1st January 2012

2011

4
Journal Article/s

Wilkinson I 2011 'There’s more to university than the qualification at the end', The Conversation - 6 April Link

Frow P, Payne A, Wilkinson I and Young L 2011 'Customer Management and CRM: Addressing the dark side', Journal of Services Marketing, vol.25:2, pp. 79-89

Rong B and Wilkinson I 2011 'What do managers’ survey responses mean and what affects them? The case of market orientation and firm performance', Australasian Marketing Journal, vol.19:3 , pp. 137-47

Wilkinson I 2011 'Don Dixon: A Scholar of Marketing and Gentleman of the First Order', Journal of Historical Research in Marketing (Special Issue: Honoring Donald F. Dixon), vol.3:1, pp. 96-107

Wilkinson I 2011 'Tipping Point: The Teaching of the Wharton Marketing Theory Seminar 50 Years Ago', Journal of Historical Research in Marketing (Special Issue: Honoring Donald F. Dixon), vol.3:1, pp. 29-32

5
Conference Paper/s

Wilkinson I 2011 'Keynote speaker', Eighth China Marketing Scholars Forum, Peking University, China, 1st January 2011-31st December 2011

Wilkinson I and Held F 2011 'Beer Game Simulation: Implications for Multi-Level Marketing', Australian & New Zealand Marketing Academy Conference ANZMAC 2011 - "Marketing in the Age of Consumerism: Jekyll or Hyde?" - (Beer Marketing Special Session), Perth, Australia, 30th November 2011 Link

Buttriss GJ and Wilkinson I 2011 'Mechanisms, Interactional Fields and Functional Kinds Explaining Organisational Change', Australian & New Zealand Marketing Academy Conference ANZMAC 2011 - "Marketing in the Age of Consumerism: Jekyll or Hyde?" - (Beer Marketing Special Session), Perth, Australia, 30th November 2011

Wilkinson I and Earnest D 2011 'Using Kauffman NK Models and Agent-Based Models to Model the Dynamics of Marketing Systems', 3rd Annual Complexity in Business Conference, University of Maryland, Washington DC, United States, 14th October 2011

Wilkinson I and Buttriss G 2011 'Interactional Fields: Social Kinds in Processes of Development and Change', 27th Industrial Marketing and Purchasing Group Conference IMP 2011, Glasgow, United Kingdom, 3rd September 2011

Wilkinson I, Young L, Marks R and Bossomaier T 2011 'A Business Network Agent-Based Modeling System for domain specialists', Eighth International Conference on Complex Systems 2011, Boston, United States, 1st July 2011

Wilkinson I and Young L 2011 'Toward a Business Network Simulation System for Researchers, Educators, Managers and Policymakers', 5th International Conference on Business Market Management BMM 2011, University of Tampere, Finland, 20th May 2011

12
Newspaper Article/s

Wilkinson I 2011 'Baby-Boomer Academics – Time for a Change?', Australian Financial Review- March, Australia

2010

2
Book Section/s

Wilkinson I, Wiley J and Lin A 2010 'Modelling the Structural Dynamics of Industrial Networks' in Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, ed. Ali A. Minai, Dan Braha & Yaneer Bar-Yam, Springer, New York, United States, pp. 347-65

Wilkinson I and Fletcher R 2010 'Relationships and Networks in International Marketing: The case of Gateway Pharmaceuticals (Case 11)' in International Marketing: An Asia-Pacific Perspective (5th Edition), ed. R. Fletcher & H. Crawford, Pearson, Australia, pp. 438-46

Wilkinson I, Marks RE and Young L 2010 'Toward Agent-Based Models of the Development and Evolution of Business Relations and Network' in Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, ed. Ali A. Minai, Dan Braha & Yaneer Bar-Yam, Springer, New York, United States, pp. 414-21

4
Journal Article/s

Etemad H, Dana LP and Wilkinson I 2010 'Internetization as the necessary condition for internationalization in the newly emerging economy', Journal of International Entrepreurship, vol.8:4, pp. 319-42

Wong C, Wilkinson I and Young L 2010 'Towards an Empirically Based Taxonomy of Buyer-Seller Relations in Business', Journal of the Academy of Marketing Science, vol.38:6, pp. 720-37

5
Conference Paper/s

Wilkinson I, Wong C and Young L 2010 'Buyer-Seller Relationship Taxonomies in Stable and Unstable Environments', Australia & New Zealand Marketing Academy ANZMAC Conference, University of Canterbury, Christchurch, New Zealand, 1st December 2010

Held F, Marks R, Wilkinson I and Young L 2010 'Modelling the Dynamics Relations and Networks in B2B Market', Australia & New Zealand Marketing Academy ANZMAC Conference, University of Canterbury, Christchurch, New Zealand, 1st December 2010

Wilkinson I, Held F, Marks R and Young L 2010 'Exploring the Dynamics of Economic Networks: First Steps of a Research Project', 3rd World Congress on Social Simulation – “Scientific Advances in Understanding Societal Processes and Dynamics”, University of Kassel, Germany, 9th September 2010

Wilkinson I, Held F, Marks R and Young L 2010 'Towards Simulation Models of the Dynamics of Business Relations and Networks', 26th Industrial Marketing and Purchasing IMP Annual Conference – “Business Networks – Globality, Regionality, Locality”, Corvinus University of Budapest, Hungary, 4th September 2010

Wilkinson I, Young L, Denize S, Simoff S and Nankani E 2010 'Researching the structures and processes of collaborative academic networks', Academy of Marketing Science AMS Annual Conference, Portland, United States, 29th May 2010

Wilkinson I and Young L 2010 'The Role of Business Relations and Networks in Tourism Performance', International Seminar on Tourism, Pontifical Catholic University of Rio de Janeiro, Brazil, 4th March 2010

2009

4
Journal Article/s

Wilkinson I, Young L and Wiley J 2009 'A Comparison of European and Chinese Supplier and Customer Functions and the impact of Connected Relations', Journal of Business and Industrial Marketing, vol.24:1, pp. 35-45

March R and Wilkinson I 2009 'Conceptual tools for evaluating tourism partnerships', Tourism Management, vol.30:3, pp. 455-62

Chandra Y, Styles C and Wilkinson I 2009 'The recognition of first time international entrepreneurial opportunities: Evidence from firms in knowledge-based industries', International Marketing Review, vol.26:1, pp. 30-61

5
Conference Paper/s

Dawson B, Murray J, Young L and Wilkinson I 2009 'Secrets of Success: The Performance of a Chinese-based International Joint Venture', Industrial Marketing and Purchasing IMP Asia Conference, Kuala Lumpur, Malaysia, 9th December 2009

Kozak A and Wilkinson I 2009 'Ultimate Consumption', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference, Melbourne, Australia, 2nd December 2009

Dawson B, Murray J, Young L and Wilkinson I 2009 'Towards a More Substantial Examination of Supplier-Customer Relationship Performance', 25th Industrial Marketing and Purchasing IMP Group Annual Conference, Marseilles, France, 5th September 2009

Chandra Y, Styles C and Wilkinson I 2009 'Effectual and Causal Logic in International Venturing: Evidence from Serial and Novice Entrepreneurs', Academy of International Business (AIB) Annual Meeting 2009, San Diego, United States, 30th June 2009

Wilkinson I, Chandra Y and Styles C 2009 'An Illustrative Case of International Entrepreneurship: The Biovite Case', Asia Pacific Symposium on Entrepreneurship and Innovation, University of Sydney, Australia, 6th April 2009

2008

1
Book/s

Wilkinson I 2008 'Business Relating Business: Managing Organisational Relation and Networks', Edward Elgar , Abingdon, United Kingdom

2
Book Section/s

Wilkinson I and March R 2008 'Conceptual Tools for Evaluating Tourism Partnerships' in Network Analysis and Tourism: From Theory to Practice, ed. Noel Scott, Rodolfo Baggio and Chris Cooper, Channel View Publications, Clevedon, United Kingdom, pp. 27-39

4
Journal Article/s

Wilkinson I 2008 'Managing and Being Managed in Relations and Networks in Academic Life', Australasian Marketing Journal, vol.16:2, pp. 78-83

Wilkinson I and Crossfield R 2008 'The Business Genome Project and the Advancement of Business Practice', European Business Review, vol.20:4, pp. 331-49

5
Conference Paper/s

Wilkinson I, Frow P, Payne A and Young L 2008 'Customer Husbandry: The Rearing, Growing and Fleecing of Customers', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference – “Marketing: Shifting the Focus from Mainstream to Offbeat”, Olympic Park, Sydney, Australia, 3rd December 2008

Wilkinson I, Wong C and Young L 2008 'Relationship Attractors: Distinguishing Between Stable and Transient Relationship Atmospheres using the IRRP data base', 24th Industrial Marketing and Purchasing IMP Annual Conference, University of Uppsala, Sweden, 6th September 2008

2007

2
Book Section/s

Wilkinson I and Young L 2007 'Extending the mind and body of the firm through global partnerships' in Globalization and Partnerships: Features of Business Alliances and International Cooperation, ed. Jacques-Marie Aurifeille, Serge Svizzero and Clement A. Tisdell, Nova Publishers, New York, United States, pp. 39-46

4
Journal Article/s

Wilkinson I and Gray D 2007 'The Production and Consumption of Marketing Theory', Australasian Marketing Journal, vol.15:1, pp. 39-52

Easton G, Brooks R, Georgieva K and Wilkinson I 2007 'Understanding the Dynamics of Industrial Networks Using Kauffman Boolean Networks', Advances in Complex Systems, vol.11:1, pp. 139-64

5
Conference Paper/s

Wilkinson I, Wong C and Young L 2007 'Towards an Empirically Based Taxonomy of Buyer-Seller Relations in Business Markets: Cluster Analysis of the IRRP data base', 3rd Industrial Marketing and Purchasing IMP Asia Conference, Phuket, Thailand, 12th December 2007

Wilkinson I and Huang Y 2007 'Interpreting Interpretive Research', Australia & New Zealand Marketing Academy ANZMAC Conference – “Reputation, Responsibility & Relevance”, University of Otago, Dunedin, New Zealand, 5th December 2007

Wilkinson I and Razzaque M 2007 'Research Performance of Senior Level Marketing Academics in the Australian Universities: An Exploratory Study Based on Citation Analysis', Australia & New Zealand Marketing Academy ANZMAC Conference – “Reputation, Responsibility & Relevance”, University of Otago, Dunedin, New Zealand, 5th December 2007

Wilkinson I, Ladley D and Young L 2007 'Group Selection and the Evolution of Cooperation', 9th European Conference on Artificial Life, Lisbon, Portugal, 14th September 2007

Wilkinson I, Ladley D and Young L 2007 'Group Selection versus Individual Selection and the evolution of cooperation in business networks', Industrial Marketing and Purchasing IMP Annual Conference, University of Manchester, United Kingdom, 1st September 2007

Wilkinson I and Young L 2007 'Escher Does It Better: Re-Presenting our Concepts, Theories, Models and Methods', Theory Development Colloquium on Internationalization, Marketing and Networking, University of Technology, Tampere, Finland, 24th August 2007

Wilkinson I and Young L 2007 'From A to C: Evolving Collaborative Advantage in Business Relations and Networks', Theory Development Colloquium on Internationalization, Marketing and Networking, University of Technology, Tampere, Finland, 24th August 2007

Wilkinson I and Young L 2007 'Rethinking Marketing: Putting Firms, Relationships and Networks in Context', Theory Development Colloquium on Internationalization, Marketing and Networking, University of Technology, Tampere, Finland, 24th August 2007

Wilkinson I and Young L 2007 'The Biology of Business (Keynote Address)', The International Brain Research Organisation (IBRO) Satellite Meeting – Brain Mechanisms, Cognition and Behaviour in Birds, Heron Island, Australia, 23rd July 2007

Wilkinson I, Marks R and Young L 2007 'Mean Bad Birds versus Kind Friendly Chickens: Group Selection and the Evolution of Cooperation', 8th Asia-Pacific Complex Systems Conference Complex07, Gold Coast, Australia, 5th July 2007

Wilkinson I and Wiley J 2007 'Using Kauffman', 8th Asia-Pacific Complex Systems Conference Complex07, Gold Coast, Australia, 5th July 2007

Wilkinson I, Sharma N and Young L 2007 'Linking Multi-Component Commitment to Relationship Value, Trust, Conflict and Cooperation', 36th European Marketing Academy EMAC Annual Conference, Reykjavik University, Iceland, 25th May 2007

Wilkinson I and Rong B 2007 'Sensemaking in the Market Orientation-Performance Relationship Research (Opening Address - Special Panel Session: “Are Correlations Leading us Astray?”)', 36th European Marketing Academy EMAC Annual Conference, Reykjavik University, Iceland, 25th May 2007

Wilkinson I 2007 'Mean Birds vs. Friendly Chickens - Collaborative Advantage in Business (Keynote Address)', 2nd International Conference on Business Market Management, Delft University, Netherlands, 27th March 2007

13
Film or Broadcast

Wilkinson I 2007 'How the hell do they do it .. and why?', ABC Radio National “Perspective", 2nd August 2007

2006

2
Book Section/s

Wilkinson I and Young L 2006 'To Teach or Not to Teach Alderson? There is No Question' in A twenty-first century guide to Aldersonian marketing thought, ed. Ben Wooliscroft, Robert D. Tamilia and Stanley J. Shapiro, Springer, New York, United States, pp. 529-39

4
Journal Article/s

Wilkinson I and Debenham J 2006 'Exploration versus Exploitation in Market Competition', Industry and Innovation, vol.13:3, pp. 263-89

Wilkinson I, Sharma N and Young L 2006 'The Commitment Mix: Dimensions of Commitment in International Trading Relationships with India', Journal of International Marketing, vol.14:3, pp. 64-91

Wilkinson I 2006 'The Evolution of an Evolutionary Perspective on B2B Business', Journal of Business and Industrial Marketing, vol.21:7, pp. 458-65

Wilkinson I 2006 'The Evolvability of Business and the Role of Antitrust', Antitrust Bulletin, vol.51:1, pp. 111-41

Wilkinson I, Wiley J and Young L 2006 'The Impact of Connected Relations on Relationship Performance: A Comparison of European and Chinese International Business Relations', Journal of Business and Industrial Marketing, vol.21:1, pp. 3-13

Wilkinson I and Buttriss G 2006 'Using narrative sequence methods to advance international entrepreneurship theory', Journal of International Entrepreneurship, vol.4:4, pp. 157-74

5
Conference Paper/s

Rong B and Wilkinson I 2006 'Reinterpreting the Market Orientation-Performance Relationship: A Psychological Perspective', Proceedings of the Australia and New Zealand Marketing Academy ANZMAC Conference – “Advancing Theory, Maintaining Relevance”, Queensland University of Technology (QUT), Brisbane, Australia, 6th December 2006

Wilkinson I 2006 'The Production and Consumption of Marketing Theory', ANZMAC/EMAC Colloquium, Queensland University of Technology (QUT), Brisbane, Australia, 3rd December 2006

Wilkinson I and Huang Y 2006 'Understanding Power and Trust in Interfirm Relationships: A Dynamic Perspective', Industrial Marketing and Purchasing IMP Annual Conference, University of Bocconi, Milan, Italy, 9th September 2006

Wilkinson I, Marks R and Young L 2006 'Toward Agent-based Models of the Development and Evolution of Business Relations and Networks', International Conference on Complex Systems ICCS2006, Boston, United States, 30th June 2006

Wilkinson I, Wiley J, Young L and Denize S 2006 'The Direct and Indirect Functions of International Business Relationships for Suppliers and Customers: A Comparative Study or European and Chinese Firms', 35th European Marketing Academy EMAC Annual Conference, Athens, Greece, 26th May 2006

Wilkinson I and Young L 2006 'Extending the mind and body of the firm through global partnerships (Invited Paper)', Workshop on Globalisation and Business Partnerships, Universities of Mauritius and La Reunion, 24th January 2006

Wilkinson I 2006 'Modeling Market Competition and the Dynamics and Evolution of Business Relations and Networks', Agent Based Models of Market Dynamics and Consumer Behaviour Conference, University of Surrey, United Kingdom, 18th January 2006

8
Magazine Article/s

Wilkinson I 2006 'Stay Cool on Global Warming', Australian School of Business Magazine

2005

2
Book Section/s

Wilkinson I and Young L 2005 'A planning framework for relationship and network management' in Perspectives on market networks – boundaries and new connections, ed. P. Andersson, S. Hertz and S. Sweet , Economic Research Institute, Stockholm School of Economics, Sweden, pp. 39-52

Wilkinson I and Yeoh K 2005 'Value Creation in Chinese and European Business Relationships' in Challenges for China’s Development: An Enterprise Perspective, ed. David Brown and Alistair McBean, Routledge, pp. 87-101

4
Journal Article/s

Wilkinson I, Young L and Freytag PV 2005 'Business mating: Who chooses and who gets chosen?', Industrial Marketing Management, vol.34:7, pp. 669-80

Wilkinson I, Morlacchi P and Young L 2005 'Social Networks of Researchers in B2B Marketing: A Case Study of the IMP Group 1984-1999', Journal of Business to Business Marketing, vol.12:1, pp. 3-34

Wilkinson I, Wiley J and Young L 2005 'The Impact of Connected Relations on Firm Performance: A Comparison of European and Chinese results using the IMP Data Base', Australasian Marketing Journal, vol.13:2, pp. 49-60

Wilkinson I and Young L 2005 'Toward A Normative Theory of Normative Marketing Theory', Marketing Theory, vol.5:4, pp. 363-96

Welch C and Wilkinson I 2005 'Network Perspectives on Interfirm Conflict: Reassessing a Critical Case in International Business', Journal of Business Research, vol.58:2, pp. 205-13

5
Conference Paper/s

Wilkinson I, Buttriss G, Anderssdon P and Mattsson L 2005 'Mapping Mechanisms of Internationalisation', Industrial Marketing and Purchasing IMP Asia Conference – “Building Social Capital in Networks”, Phuket, Thailand, 14th December 2005

Wilkinson I, Wiley J and Young L 2005 'The Development and Functions of Connected Relations: A Comparison of European and Chinese Customer Perspectives', Industrial Marketing and Purchasing IMP Asia Conference – “Building Social Capital in Networks”, Phuket, Thailand, 14th December 2005

Wilkinson I and Tang LP 2005 'The Role, Meaning and Importance of Context in the Study of Marketing Behaviour', Australia & New Zealand Marketing Academy ANZMAC Conference, Fremantle, Australia, 7th December 2005

Wilkinson I 2005 'When do Managers think their firm is Market Oriented?', Australia & New Zealand Marketing Academy ANZMAC Conference, Fremantle, Australia, 7th December 2005

Wilkinson I and Young L 2005 'The Firm in the Network and the Network in the Firm', 1st Industrial Marketing and Purchasing IMP Journal Seminar, Oslo, Norway, 29th May 2005

6
Conference Proceeding/s

Chandra Y, Styles C and Wilkinson I 2005 'The discovery of international entrepreneurial opportunities: Insights from knowledge-based industries', AGSE Regional Entrepreneurship & Innovation Research Exchange 2005, Melbourne VIC, Australia, 11th February 2005

11
Seminar Paper/s

Wilkinson I 2005 'Networks and Channels Thinking in Marketing in the 20th Century and a Look to the Future (Invited Keynote Address), 3rd China Scholars Marketing Forum, Fudan University, Shanghai, China 2005

Wilkinson I 2005 'The Evolvability of Business and the Role of Antitrust (Invited Keynote Address), American Antitrust Institute Workshop, Washington D.C., United States 2005

2004

2
Book Section/s

Wilkinson I and Young L 2004 'Improvisation and Adaptation in International Business Research Interviews' in Handbook of Qualitative Research Methods for International Business, ed. R. Marschan-Piekkari and C. Welch, Edward Elgar, Cheltenham, United Kingdom, pp. 207-23

4
Journal Article/s

Wilkinson I, Ritter T and Johnston W 2004 'Firms’ Ability to Manage in Business Networks: A Review of Concepts', Industrial Marketing Management, vol.33:3, pp. 175-83

Roy S, Sivakumar K and Wilkinson I 2004 'Innovation Generation in Supply Chain Relationships – A Conceptual Model and Research Propositions', Journal of the Academy of Marketing Science, vol.32:1, pp. 61-79

Wilkinson I and Roy S 2004 'International Long Term Business Relationship, communities of practice and innovation - A Longitudinal Case Study of NDDB, India and Tetra Pak, Sweden', International Journal of Technology Transfer and Commercialisation, vol.3:4, pp. 454-69

Wilkinson I and Grundström C 2004 'The role of personal networks in the development of industry standards: a case study of 3G mobile telephony', Journal of Business and Industrial Marketing, vol.19:4, pp. 283-93

Welch C and Wilkinson I 2004 'The Political Embeddedness of International Business Networks', International Marketing Review, vol.21:2, pp. 216-31

5
Conference Paper/s

Wilkinson I and Gray D 2004 'It’s all very well in theory but will marketing practitioners actually use it?', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference – “Marketing accountabilities and responsibilities”, Victoria University of Wellington, New Zealand, 1st December 2004

Wilkinson I and Beekman M 2004 'What Can Social Insects Teach Us About Marketing?', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference – “Marketing accountabilities and responsibilities”, Victoria University of Wellington, New Zealand, 1st December 2004

Wilkinson I and Young L 2004 'Evolution of Networks and Cognitive Balance', 20th Industrial Marketing and Purchasing IMP Annual Conference, Copenhagen, Denmark, 4th September 2004

Wilkinson I and Buttriss G 2004 'From ‘snap-shots’ to ‘moving pictures’: Tracing Processes Using Narrative Sequence Analysis in the Evolution of an E-Business', 20th Industrial Marketing and Purchasing IMP Annual Conference, Copenhagen, Denmark, 4th September 2004

Wilkinson I and Widjojo Y 2004 'Asian Intra-cultural Perceptions and Response to Cultural Stimuli in Advertising', 33rd European Marketing Academy EMAC Annual Conference, Murcia, Spain, 21st May 2004

2003

4
Journal Article/s

Wilkinson I and Nguyen V 2003 'A Contingency Model of Export Entry Mode Performance: The Role of Production and Transaction Costs', Australasian Marketing Journal, vol.11:3, pp. 44-60

Wilkinson I and Young L 2003 'A View from the Edge', Journal of Marketing Theory, vol.3:1, pp. 179-81

Wilkinson I 2003 'Review: Ralph Frederick Breyer: Contemporary Theory and Method in a Distant Past? A Review Essay of Ralph Breyer's Commodity Marketing (1931) and its Relation to his Book The Marketing Institution (1934)', Journal of Macromarketing, vol.23:1, pp. 42-49

5
Conference Paper/s

Wilkinson I and Buttriss G 2003 'Narrative Sequence Methods: New methods for marketers', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference, University of South Australia, Adelaide, Australia, 3rd December 2003

Wilkinson I 2003 'On Generalising: Seeing the General in the Particular and the Particular in the General in Marketing', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference, University of South Australia, Adelaide, Australia, 3rd December 2003

Wilkinson I, Freytag P, Young L and Chery M 2003 'Business Mating: Who Chooses Whom and Gets Chosen?', Industrial Marketing and Purchasing IMP Annual Conference, Lugarno, Switzerland, 6th September 2003

Wilkinson I and Roy S 2003 'Developing and Using the Interaction Measure from IMP databases', Industrial Marketing and Purchasing IMP Annual Conference, Lugarno, Switzerland, 6th September 2003

Wilkinson I and Buttriss G 2003 'Towards a Process Model of Internetalisation: Becoming an E-Business', Industrial Marketing and Purchasing IMP Annual Conference, Lugarno, Switzerland, 6th September 2003

Wilkinson I and Young L 2003 'Towards a Normative Theory of Normative Theory: Or When Can and Should you say Should to a manager', 7th Research Conference on Customer Relationship Marketing Management – “Co-operation-Competition-Co-Evolution?”, Freie Universtat, Berlin, Germany, 25th June 2003

Wilkinson I and Yeoh K 2003 'Value Creation in Chinese and European Business Relationships', Inaugural Conference of the Lancaster Centre for Management in China – “Economy and Business in China: Now and Future”, Lancaster University, United Kingdom, 4th April 2003

2002

4
Journal Article/s

Wilkinson I and Young L 2002 'Marketing in the Third Millennium: Looking Backwards and Forwards', Journal of Business Research, vol.55:2, pp. 81-85

Wilkinson I, Ritter T and Johnston W 2002 'Measuring network competence: some international evidence', Journal of Business and Industrial Marketing, vol.17:2-3, pp. 119-38

Wilkinson I and Young L 2002 'On Cooperating: Firms, Relations and Networks', Journal of Business Research, vol.55:2, pp. 123-32

Wilkinson I and Havila V 2002 'The principle of the conservation of business relationship energy: or many kinds of new beginnings', Industrial Marketing Management, vol.31:3, pp. 191-203

Welch C and Wilkinson I 2002 'Idea Logics and Network Theory in Business Marketing', Journal of Business-to-Business Marketing, vol.9:3, pp. 27-48

5
Conference Paper/s

Wilkinson I and Chery M 2002 'E-Procurement and Intrafirm Influence', EMAC/ANZMAC Colloquium, Kuala Lumpur, Malaysia, 17th December 2002

Wilkinson I, Ritter T and Johnston W 2002 'Firms’ Ability to Manage in Business Networks: A Review of Concepts', Proceedings of the 1st Industrial Marketing and Purchasing IMP Asia Conference, Curtin University, Perth, Australia, 13th December 2002

Wilkinson I, Wiley J and Young L 2002 'Toward Developing Measures of Business Relationships', Proceedings of the 1st Industrial Marketing and Purchasing IMP Asia Conference, Curtin University, Perth, Australia, 13th December 2002

Wilkinson I 2002 'A Hierarchical Model of Export Entry Mode Choice', Proceedings of the Australia & New Zealand Marketing Academy ANZMAC Conference, Melbourne, Australia, 4th December 2002

Wilkinson I and Young L 2002 'Soft Assembled Strategies: Bringing the Manager, Organisation and Network Together', Proceedings of the 10th Annual International Colloquium in Relationship Marketing, University of Kaiserslautern, Germany, 2nd October 2002

Wilkinson I and Grunstrom C 2002 'Standardization as a Personal Network Phenomenon– Findings from a Study of 3G Mobile Telephony Development', Proceedings of the 18th Annual Industrial Marketing and Purchasing (IMP) Conference, Dijon Business School , Dijon, France, 7th September 2002

Wilkinson I, Bock T and Young L 2002 'The Nature and evolution of intra and intergroup working relations: a preliminary study', Proceedings of the 18th Annual Industrial Marketing and Purchasing (IMP) Conference, Dijon Business School , Dijon, France, 7th September 2002

Wilkinson I and Young L 2002 'Scientific Method and Marketing: An Analytical Framework', Proceedings of the 27th Macromarketing Conference – “Macromarketing in the Asia Pacific Century”, University of NSW, Sydney, Australia, 14th June 2002

Wilkinson I and Young L 2002 'Management within and of Complex Systems', 1st Biannual Conference on Complexity, Instituto di Filosofia, Havana, Cuba, 12th January 2002

6
Conference Proceeding/s

Welch C and Wilkinson I 2002 'The Political Embeddedness of International Business Networks', 18th Annual Industrial Marketing and Purchasing (IMP) Conference, Dijon, France, 7th September 2002