People_

Professor Ian Wilkinson

BSc (Hons) Southampton; MSc Warwick; PhD UNSW; FANZMAC; FRSN

Phone

+61 2 9036 7610

Email

ian.wilkinson@sydney.edu.au

Resume

Curriculum vitae

Biographical details

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.

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.

Awards and honours

In 2005 he was awarded the Distinguished Researcher of the Year Award for his contributions to research in marketing by the Australia New Zealand Marketing Academy and made a Fellow in 2010. In 2014 he was made a Fellow of the Royal Society of NSW.

Selected publications

Fundamentals of Business-to-Business Marketing: Mastering Business Markets

(Springer International Publishing, 2015)

Business Relating Business: Managing Organisational Relation and Networks

(Edward Elgar Publishing, 2008)

Publications

By Type

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Books

Wilkinson, I. (2008). Business Relating Business: Managing Organisational Relation and Networks. Cheltenham, United Kingdom: Edward Elgar Publishing.

Edited Books

Kleinaltenkamp, M., Plinke, W., Wilkinson, I., Geiger, I. (2015). Fundamentals of Business-to-Business Marketing: Mastering Business Markets. Cham: Springer International Publishing.

Book Chapters

Held, F., Wilkinson, I. (2024). Collaborating with Managers to Develop Flight Simulators to Address Complex Problems Using Agent-Based Models. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 367-377). Singapore: Springer.
Held, F., Wilkinson, I. (2018). Computer Simulation and Agent-Based Models as a Research Method. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 377-398). Singapore: Springer. [More Information]
Evers, W., Wilkinson, I., Freytag, P. (2018). Displaying Research Results. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 285-310). Singapore: Springer. [More Information]
Frow, P., Payne, A., Wilkinson, I., Young, L. (2016). CRM and customer management: Identifying and confronting dark side behaviours. In Bang Nguyen, Lyndon Simkin and Ana Isabel Canhoto (Eds.), The Dark Side of CRM: Customers, Relationships and Management, (pp. 21-38). Oxon: Routledge. [More Information]
Wilkinson, I., Young, L. (2015). Kleinaltenkamp Integration: The Man and the Academic. In Sabine Fliess, Michaela Haase, Frank Jacob, Michael Ehret (Eds.), Kundenintegration und Leistungslehre: Integrative WertschÃ¶pfung in Dienstleistungen, Solutions und Entrepreneurship, (pp. 33-42). Wiesbaden: Springer. [More Information]
Gunter, B., Kuhl, M., Ungruhe, M., Wilkinson, I. (2015). Procurement Policy. In Michael Kleinaltenkamp, Wulff Plinke, Ian Wilkinson, Ingmar Geiger (Eds.), Fundamentals of Business-to-Business Marketing: Mastering Business Markets, (pp. 227-273). Cham: Springer International Publishing. [More Information]
Plinke, W., Wilkinson, I. (2015). The Market Process. In Michael Kleinaltenkamp, Wulff Plinke, Ian Wilkinson, Ingmar Geiger (Eds.), Fundamentals of Business-to-Business Marketing: Mastering Business Markets, (pp. 1-75). Cham: Springer International Publishing. [More Information]
Wilkinson, I., Held, F., Marks, R., Young, L. (2014). Developing Agent-Based Models of Business Relations and Networks. In Not known (Eds.), Networks in Society: Links and Language, (pp. 113-140). TBC. [More Information]
Wilkinson, I. (2014). Higher Education Marketing. In 3rd Edition (Eds.), Wiley Encyclopedia of Management. United States: John Wiley & Sons.
Wilkinson, I. (2014). The Marketing of Higher Education Services. In Cary L. Cooper (Eds.), Wiley Encyclopedia of Management - 3rd edition, (pp. 545-545). John Wiley & Sons.
Wilkinson, I., Wiley, J., Lin, A. (2010). Modelling the Structural Dynamics of Industrial Networks. In Ali A. Minai, Dan Braha and Yaneer Bar-Yam (Eds.), Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, (pp. 347-365). New York: Springer.
Wilkinson, I., Yeoh, K. (2010). Relationships and Networks in International Marketing: The case of Gateway Pharmaceuticals (Case 11). In R. Fletcher, H. Crawford (Eds.), International Marketing: 5th Edition, (pp. 438-446). Pearson Publishing Service.
Wilkinson, I., Marks, R., Young, L. (2010). Toward Agent-Based Models of the Development and Evolution of Business Relations and Network. In Ali A. Minai, Dan Braha and Yaneer Bar-Yam (Eds.), Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, (pp. 414-421). New York: Springer.
Wilkinson, I., March, R. (2008). Conceptual Tools for Evaluating Tourism Partnerships. In Noel Scott, Chris Cooper, Rodolfo Baggio (Eds.), Network analysis and tourism: from theory to practice, (pp. 27-39). United Kingdom: Channel View Publications.
Wilkinson, I., Young, L. (2007). Extending the Mind and Body of the Firm Through Global Partnerships. In Jacques-Marie Aurifeille, Serge Svizzero, Clement Allan Tisdell (Eds.), Globalization and Partnerships: Features of Business Alliances and International Cooperation, (pp. 39-46). United States: Nova Science Publishers.
Wilkinson, I., Young, L. (2006). To Teach or Not to Teach Alderson? There is No Question. In Ben Wooliscroft, Robert D. Tamilia, Stanley J. Shapiro (Eds.), A Twenty-First Century Guide to Aldersonian Marketing Thought, (pp. 529-540). United States: Springer.
Wilkinson, I., Young, L. (2005). A Planning Framework for Relationships and Networks. In Per Andersson, Susanne Hertz, Susannne Sweet (Eds.), Perspectives on Market Networks: Boundaries and New Connections, (pp. 39-52). Sweden: Stockholm School of Economics.
Wilkinson, I., Yeoh, K. (2005). Value creation in Chinese and European business relationships. In David H. Brown, Alasdair I. MacBean (Eds.), Challenges for China's development: An enterprise perspective, (pp. 87-101). United Kingdom: Routledge imprint of Taylor & Francis.
Wilkinson, I., Young, L. (2004). Improvisation and Adaptation in International Business Research Interviews. In Rebecca Marschan-Piekkari, Catherine Welch (Eds.), Handbook of Qualitative Research Methods for International Business, (pp. 207-223). United Kingdom: Edward Elgar Publishing.

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Journals

Wilkinson, I., Young, L. (2021). Vale Roger A. Layton: The Father of Marketing in Australasia. Australasian Marketing Journal, 29(4), 379-379. [More Information]
Mooi, E., Mani, S., Kleinaltenkamp, M., Lilien, G., Wilkinson, I. (2020). Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration. Journal of Business and Industrial Marketing, 35(8), 1305-1310. [More Information]
Daniels, K., Wilkinson, I., Young, L., Lu, Q. (2020). Extreme brand love: measuring and modelling the intensity of sports team love. European Journal of Marketing, 54(9), 2195-2221. [More Information]
Earnest, D., Wilkinson, I. (2018). An agent based model of the evolution of supplier networks. Computational and Mathematical Organization Theory, 24(1), 112-144. [More Information]
Dawson, B., Young, L., Wilkinson, I., Murray, J. (2017). Drivers of Supplier-Customer Relationship Profitability in China: Assessing International Joint Ventures versus State Owned Enterprises. Industrial Marketing Management, 66, 29-41. [More Information]
Chandra, Y., Wilkinson, I. (2017). Firm internationalization from a network-centric complex-systems perspective. Journal of World Business, 52(5), 691-701. [More Information]
Young, L., Wilkinson, I., Smith, A. (2015). A Scientometric Analysis of Publications in the Journal of Business-to-Business Marketing 1993-2014. Journal of Business-to-Business Marketing, 22(1-2), 111-123. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2015). Opportunity Portfolio: Moving Beyond Single Opportunity Explanations in International Entrepreneurship Research. Asia Pacific Journal of Management, 32(1), 199-228. [More Information]
Soutar, G., Wilkinson, I., Young, L. (2015). Research Performance of Marketing Academics and Departments: An International Comparison. Australasian Marketing Journal, 23(2), 155-161. [More Information]
Ladley, D., Wilkinson, I., Young, L. (2015). The impact of individual versus group rewards on work group performance and cooperation: A computational social science approach. Journal of Business Research, 68(11), 2412-2425. [More Information]
Sharma, N., Young, L., Wilkinson, I. (2015). The nature and role of different types of commitment in inter-firm relationship cooperation. Journal of Business and Industrial Marketing, 30(1), 45-59. [More Information]
Huang, Y., 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, 7(1), 254-279.
Held, F., Wilkinson, I., Marks, R., Young, L. (2014). Agent-based Modelling, a new kind of research. Australasian Marketing Journal, 22(1), 4-14. [More Information]
Buttriss, G., Wilkinson, I. (2014). Pinpointing the deeper structures, processes and mechanisms of change within interactional fields. Australasian Marketing Journal, 22(1), 45-50. [More Information]
Siebers, P., Wilkinson, I. (2013). Editorial: Multi-agent simulation as a novel decision support tool for innovation and technology management. International Journal of Innovation and Technology Management, 10(5), 1-4. [More Information]
Huang, Y., Wilkinson, I. (2013). The Dynamics and Evolution of Trust in Business Relationships. Industrial Marketing Management, 42(3), 455-465. [More Information]
Wilkinson, I., Young, L. (2013). The past and the future of business marketing theory. Industrial Marketing Management, 42(3), 394-404. [More Information]
Tax, S., McCutcheon, D., Wilkinson, I. (2013). The Service Delivery Network (SDN): A Customer-Centric Perspective of the Customer Journey. Journal of Service Research, 16(4), 454-470. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2012). An Opportunity-Based View of Rapid Internationalization. Journal of International Marketing, 20(1), 74-102. [More Information]
Wilkinson, I. (2012). Introduction to Special Issue on the Life and Work of Roger A Layton. Australasian Marketing Journal, 20(3), 179-180. [More Information]
Wilkinson, I. (2012). Roger A. Layton and marketing systems theory. Australasian Marketing Journal, 20(3), 185-189. [More Information]
Frow, P., Payne, A., Wilkinson, I., Young, L. (2011). Customer Management and CRM: Addressing the Dark Side. Journal of Services Marketing, 25(2), 79-89. [More Information]
Wilkinson, I. (2011). Don Dixon: A Scholar of Marketing and Gentleman of the First Order. Journal of Historical Research in Marketing, 3(1), 96-107. [More Information]
Wilkinson, I. (2011). There's more to university than the qualification at the end. The Conversation, , 1-3.
Wilkinson, I. (2011). Tipping Point: The Teaching of the Wharton Marketing Theory Seminar 50 Years Ago. Journal of Historical Research in Marketing, 3(1), 29-32. [More Information]
Rong, B., Wilkinson, I. (2011). What do managers' survey responses mean and what affects them? The case of market orientation and firm performance. Australasian Marketing Journal, 19(3), 137-147. [More Information]
Etemad, H., Wilkinson, I., Dana, L. (2010). Internetization as the necessary condition for internationalization in the newly emerging economy. Journal of International Entrepreneurship, 8(4), 319-342. [More Information]
Wong, C., Wilkinson, I., Young, L. (2010). Towards an empirically based taxonomy of buyer-seller relations in business markets. Journal of the Academy of Marketing Science, 38(6), 720-737. [More Information]
Young, L., Wiley, J., Wilkinson, I. (2009). A comparison of European and Chinese supplier and customer functions and the impact of connected relations. Journal of Business and Industrial Marketing, 24(1), 35-45. [More Information]
March, R., Wilkinson, I. (2009). Conceptual tools for evaluating tourism partnerships. Tourism Management, 30(3), 455-462. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2009). The recognition of first time international entrepreneurial opportunities: Evidence from firms in knowledge-based industries. International Marketing Review, 26(1), 30-61. [More Information]
Wilkinson, I. (2008). Managing and Being Managed in Relations and Networks in Academic Life. Australasian Marketing Journal, 16(2), 78-83. [More Information]
Wilkinson, I., Crossfield, R. (2008). The Business Genome Project and the advancement of business practice. European Business Review (Bingley).
Easton, G., Brooks, R., Georgieva, K., Wilkinson, I. (2008). Understanding the Dynamics of Industrial Networks Using Kauffman Boolean Networks. Advances in Complex Systems, 11(1), 139-164. [More Information]
Wilkinson, I., Gray, D. (2007). The Production and Consumption of Marketing Theory. Australasian Marketing Journal, 15(1), 39-52. [More Information]
Debenham, J., Wilkinson, I. (2006). Exploration versus Exploitation in Market Competition. Industry and Innovation, 13(3), 263-289. [More Information]
Sharma, N., Young, L., Wilkinson, I. (2006). The Commitment Mix: Dimensions of Commitment in International Trading Relationships with India. Journal of International Marketing, 14(3), 64-91. [More Information]
Wilkinson, I. (2006). The evolution of an evolutionary perspective on B2B business. Journal of Business and Industrial Marketing, 21(7), 458-465. [More Information]
Wilkinson, I. (2006). The evolvability of business and the role of antitrust. Antitrust Bulletin, 51(1), 111-141.
Wiley, J., Wilkinson, I., Young, L. (2006). The nature, role and impact of connected relations: a comparison of European and Chinese suppliers' perspectives. Journal of Business and Industrial Marketing, 21(1), 3-13. [More Information]
Buttriss, G., Wilkinson, I. (2006). Using narrative sequence methods to advance international entrepreneurship theory. Journal of International Entrepreneurship, 4(4), 157-174. [More Information]
Wilkinson, I., Young, L., Vagn Freytag, P. (2005). Business mating: Who chooses and who gets chosen? Industrial Marketing Management, 34(7 Special), 669-680. [More Information]
Wiley, J., Wilkinson, I., Young, L. (2005). Evaluating a Model of Industrial Relationship Performance: A Comparison of European and Chinese results using the IMP Data Base. Australasian Marketing Journal, 13(2), 49-60. [More Information]
Welch, C., Wilkinson, I. (2005). Network perspectives on interfirm conflict: reassessing a critical case in international business. Journal of Business Research, 58(2), 205-213. [More Information]
Morlacchi, P., Wilkinson, I., 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, 12(1), 3-34. [More Information]
Wilkinson, I., Young, L. (2005). Toward a normative theory of normative marketing theory. Marketing Theory, 5(4), 363-396. [More Information]
Roy, S., Sivakumar, K., Wilkinson, I. (2004). Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions. Journal of the Academy of Marketing Science, 32(1), 61-79. [More Information]
Roy, S., Wilkinson, I. (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, 3(4), 454-469.
Ritter, T., Wilkinson, I., Johnston, W. (2004). Managing in complex business networks. Industrial Marketing Management, 33(3), 175-183. [More Information]
Welch, C., Wilkinson, I. (2004). The political embeddedness of international business networks. International Marketing Review, 21(2), 216-231. [More Information]
Grundstrom, C., Wilkinson, I. (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, 19(4), 283-293. [More Information]
Wilkinson, I., Nguyen, V. (2003). A Contingency Model of Export Entry Mode Performance: The Role of Production and Transaction Costs. Australasian Marketing Journal, 11(3), 44-60. [More Information]
Wilkinson, I., Young, L. (2003). A view from the edge. Marketing Theory, 3(1), 179-181. [More Information]
Wilkinson, I. (2003). 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, 23(1), 42-49. [More Information]
Welch, C., Wilkinson, I. (2002). Idea Logics and Network Theory in Business Marketing. Journal of Business-to-Business Marketing, 9(3), 27-48.

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Conferences

Vagn Freytag, P., Ingstrup, M., Young, L., Wilkinson, I. (2016). Facilitating and Framing Network Entry in New International Networks: The Cases of Danish Water Technologies and Australian Agriculture in Asia. 32nd Annual International Marketing and Purchasing Conference (IMP 2016), Poznan: IMP Group.
Matous, P., Pattison, P., Wilkinson, I., Perez, P., Axtell, R., Todo, Y., Wang, P. (2016). Modelling the resilience and disruption propagation in Australian business networks at the firm level. 2nd European Conference on Social Networks (EUSN), Paris, France: Presses de Sciences Po.
Huang, Y., Wilkinson, I. (2013). Conceptualizing Dynamics of Trust in Business Relationships. The 29th Annual IMP Conference, Atlanta, USA: IMP Group.
Borg, S., Young, L., Wilkinson, I. (2013). NLP - The Lubricator of Buyer-Seller Relationships? 6th International Conference on Business Market Management (BMM 2013), Bamberg, Germany: University of Bamberg.
Wilkinson, I., Young, L. (2013). Rethinking Innovation in Business Relations and Net-Works: A Complex Systems Perspective. 6th International Conference on Business Market Management (BMM 2013), Bamberg, Germany: University of Bamberg.
Wilkinson, I., Young, L., Burford, M. (2013). Why is research on Education Services underrepresented in top Marketing services journals and textbooks? Australian and New Zealand Marketing Academy Conference, Auckland, New Zealand: University of Auckland.
Buttriss, G., Wilkinson, I. (2011). Interactional Fields: Social Kinds in Processes of Development and Change. 27th Industrial Marketing and Purchasing Group Conference IMP 2011, Glasgow, United Kingdom: IMP Group.
Wilkinson, I., Wong, C., Young, L. (2010). Buyer-Seller Relationship Taxonomies in Stable and Unstable Environments. Australian and New Zealand Marketing Academy Conference ANZMAC 2010, New Zealand: Department of Management, College of Business and Economics, University of Canterbury.
Held, F., Marks, R., Young, L., Wilkinson, I. (2010). Exploring the Dynamics of Economic Networks - First Steps of a Research Project. 3rd World Congress on Social Simulation WCSS 2010.
Wilkinson, I., Buttriss, G., Anderssdon, P., Mattsson, L. (2010). Mapping Mechanisms of Internationalisation. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2005, United States: Industrial Marketing and Purchasing Group.
Held, F., Marks, R., Wilkinson, I., Young, L. (2010). Modelling the Dynamics of Relations and Networks in B2B Markets - First Steps of a Research Project. Australian and New Zealand Marketing Academy Conference ANZMAC 2010, New Zealand: Department of Management, College of Business and Economics, University of Canterbury.
Wilkinson, I., Young, L., Denize, S., Simoff, S., Nankani, E. (2010). Researching the Structures and Processes of Collaborative Academic Networks. Academy of Marketing Science Annual Conference AMS 2010, United States: Academy of Marketing Science.
Young, L., Wilkinson, I. (2010). The Role of Business Relations and Networks in Tourism Performance. International Seminar on Tourism 2010.
Wilkinson, I., Marks, R., Young, L. (2010). Towards Simulation Models of the Dynamics of Business Relations and Networks. 26th Industrial Marketing and Purchasing Group IMP Conference 2010, Europe: IMP Group.
Chandra, Y., Styles, C., Wilkinson, I. (2009). An Illustrative Case of International Entreprepreneurship: Biovite Australia Pty Ltd. Asia Pacific Symposium on Entrepreneurship and Innovation 2009, Australia: University of Sydney.
Chandra, Y., Styles, C., Wilkinson, I. (2009). Effectual and Causal Logic in International Venturing: Evidence from Serial and Novice Entrepreneurs. 51st Annual Meeting of the Academy of International Business AIB 2009, United States: Academy of International Business.
Dawson, B., Murray, J., Young, L., Wilkinson, I. (2009). Secrets of Success: The Performance of a Chinese-based International Joint Venture. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2009, United Kingdom: Industrial Marketing and Purchasing Group.
Wilkinson, I., Marks, R., Young, L. (2009). Toward Agent-based Models of the Development and Evolution of Business Relations and Networks. 6th International Conference on Complex Systems ICCS 2006, United States: Springer.
Dawson, B., Murray, J., Young, L., Wilkinson, I. (2009). Towards a More Substantial Examination of Supplier-Customer Relationship Performance. 25th Industrial Marketing and Purchasing Group Conference IMP 2009, United Kingdom: Industrial Marketing and Purchasing Group.
Kozak, A., Wilkinson, I. (2009). Ultimate Consumption. Australian and New Zealand Marketing Academy Conference ANZMAC 2009, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Frow, P., Payne, A., Young, L. (2008). Customer Husbandry: The Rearing, Growing and Fleecing of Customers. 11th Australia and New Zealand Marketing Academy Conference ANZMAC 2008, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Wong, C., Young, L. (2008). Relationship Attractors: Distinguishing Between Stable and Transient Relationship Atmospheres using the IRRP data base. 24th Industrial Marketing and Purchasing Group Conference IMP 2008, United Kingdom: IMP Group.
Huang, Y., Wilkinson, I., Young, L. (2007). A Case Study on the Dynamics of Trust in Dyadic Business Relationships. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2007). Escher Does It Better: Re-Presenting our Concepts, Theories, Models and Methods. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., Young, L. (2007). From A to C: Evolving Collaborative Advantage in Business Relations and Networks. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., Ladley, D., Young, L. (2007). Group Selection and the Evolution of Cooperation. 9th European Conference on Artificial Life ECAL 2007, Germany: Springer.
Wilkinson, I., Ladley, D., Young, L. (2007). Group Selection versus Individual Selection and the evolution of cooperation in business networks. 23rd Industrial Marketing and Purchasing Group Conference IMP 2007, United Kingdom: Industrial Marketing and Purchasing Group.
Huang, Y., Wilkinson, I. (2007). Interpreting Interpretive Research. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Sharma, N., Young, L. (2007). Linking Multi-Component Commitment to Relationship Value, Trust, Conflict and Cooperation. 36th European Marketing Academy Conference EMAC 2007, Belgium: European Marketing Academy (EMAC).
Wilkinson, I., Ladley, D., Young, L. (2007). Mean bad birds versus kind friendly chickens: Group selection and the evolution of cooperation. 8th Asia-Pacific Complex Systems Conference: Complex'07, Australia: ARC Centre for Complex Systems.
Wilkinson, I. (2007). Mean Birds versus Friendly Chickens - Collaborative Advantage in Business. 2nd International Conference on Business Market Management 2007.
Razzaque, M., Wilkinson, I. (2007). Research Performance of Senior Level Marketing Academics in the Australian Universities: An Exploratory Study Based on Citation Analysis. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2007). Rethinking Marketing: Putting Firms, Relationships and Networks in Context. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., 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 Conference EMAC 2007, Belgium: European Marketing Academy (EMAC).
Wilkinson, I., Young, L. (2007). The Biology of Business. International Brain Research Organisation Satellite Meeting: IBRO Heron Island 2007, France: International Brain Research Organisation.
Wilkinson, I., Wong, C., 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 Asia Conference: IMP Asia 2007, United States: Industrial Marketing and Purchasing Group.
Wilkinson, I., Wiley, J. (2007). Using Kauffman. 8th Asia-Pacific Complex Systems Conference: Complex'07, Australia: ARC Centre for Complex Systems.
Wilkinson, I. (2006). Modeling Market Competition and the Dynamics and Evolution of Business Relations and Networks Agent Based Models of Market. 1st Agent-Based Models of Market Dynamics and Consumer Behaviour Workshop 2006, United States: Elsevier.
Rong, B., Wilkinson, I. (2006). Reinterpreting the Market Orientation-Performance Relationship: A Psychological Perspective. Australian and New Zealand Marketing Academy Conference ANZMAC 2006, Melbourne, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Wiley, J., Young, L., Denize, S. (2006). The Direct and Indirect Functions of International Business Relationships for Suppliers and Customers: A Comparative Study of European and Chinese Firms. 35th European Marketing Academy Conference (EMAC), online: European Marketing Academy (EMAC).
Wilkinson, I. (2006). The Production and Consumption of Marketing Theory. Joint European Marketing Academy / Australian and New Zealand Marketing Academy Colloquium EMAC/ANZMAC 2006, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Huang, Y. (2006). Understanding Power and Trust in Interfirm Relationships: A Dynamic Perspective. 22nd Industrial Marketing and Purchasing Group Conference IMP 2006, United Kingdom: Industrial Marketing and Purchasing Group.
Wilkinson, I. (2005). Networks and Channels Thinking in Marketing in the 20th Century and a Look to the Future. 3rd China Scholars Marketing Forum 2005, China: Fudan University Press.
Wilkinson, I., Wiley, J., Young, L. (2005). The Development and Functions of Connected Relations: A Comparison of European and Chinese Customer Perspectives. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2005, United States: Industrial Marketing and Purchasing Group.
Chandra, Y., Styles, C., Wilkinson, I. (2005). The discovery of international entrepreneurial opportunities: Insights from knowledge-based industries. 2nd AGSE Regional Entrepreneurship & Innovation Research Exchange 2005, Australia: Swinburne Press.
Wilkinson, I. (2005). The Evolvability of Business and the Role of Antitrust. American Antitrust Institute Workshop 2005, United States: American Antitrust Institute.
Wilkinson, I., Young, L. (2005). The Firm in the Network and the Network in the Firm. 21st Industrial Marketing and Purchasing Group Conference IMP 2005, United Kingdom: Industrial Marketing and Purchasing Group.
Tan, L., Wilkinson, I. (2005). The Role, Meaning And Importance Of Context In The Study Of Marketing Behaviour. Australian and New Zealand Marketing Academy Conference ANZMAC 2005, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2005). When do Managers think their firm is Market Oriented? Australian and New Zealand Marketing Academy Conference ANZMAC 2005, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Widjojo, Y. (2004). Asian Intra-cultural Perceptions and Response to Cultural Stimuli in Advertising. 33rd Annual European Marketing Academy Conference 2004 (EMAC), Murcia, Spain: University of Murcia.
Wilkinson, I., Young, L. (2004). Evolution of Networks and Cognitive Balance. 20th Annual Industrial Marketing and Purchasing Group Conference IMP 2004, Denmark: IMP Group.
Wilkinson, I., Buttriss, G. (2004). From 'snap-shots' to 'moving pictures': Tracing Processes Using Narrative Sequence Analysis in the Evolution of an E-Business. 20th Annual Industrial Marketing and Purchasing Group Conference IMP 2004, Denmark: IMP Group.
Wilkinson, I., Gray, D. (2004). It's All Very Well In Theory But Will Marketing Practitioners Actually Use It? Australian and New Zealand Marketing Academy Conference ANZMAC 2004, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Beekman, M., Wilkinson, I. (2004). What can Social Insects Teach Us About Marketing? Australian and New Zealand Marketing Academy Conference ANZMAC 2004, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Vagn Freytag, P., Young, L., Chery, M. (2003). Business Mating: Who Chooses Whom and Gets Chosen? 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Roy, S., Wilkinson, I. (2003). Developing and Using the Interaction Measure from IMP Databases. 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Buttriss, G., Wilkinson, I. (2003). Narrative Sequence Methods: New Methods for Marketers. Australian and New Zealand Marketing Academy Conference ANZMAC 2003, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2003). On Generalising: Seeing the General in the Particular and the Particular in the General in Marketing Research. Australian and New Zealand Marketing Academy Conference ANZMAC 2003, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., 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 2003.
Wilkinson, I., Buttriss, G. (2003). Towards a Process Model of Internetalisation: Becoming an E-Business. 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Wilkinson, I., Yeoh, K. (2003). Value Creation in Chinese and European Business Relationships. Inaugural Conference of the Lancaster Centre for Management in China 2003, United Kingdom: Lancaster University Management School.

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Magazine / Newspaper Articles

Wilkinson, I. (2011). Baby-Boomer Academics â€“ Time for a Change? Australian Financial Review, March/ April.
Wilkinson, I. (2006). Stay Cool on Global Warming. Australian School of Business Magazine.

Other

Wilkinson, I. (2012), There's a quiet revolution going on in the social sciences. Ockham's Razor, ABC Radio National.
Wilkinson, I. (2007), How the hell do they do it . and why?. Perspective, ABC Radio National.

By Year

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2024

Held, F., Wilkinson, I. (2024). Collaborating with Managers to Develop Flight Simulators to Address Complex Problems Using Agent-Based Models. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 367-377). Singapore: Springer.

2021

Wilkinson, I., Young, L. (2021). Vale Roger A. Layton: The Father of Marketing in Australasia. Australasian Marketing Journal, 29(4), 379-379. [More Information]

2020

Mooi, E., Mani, S., Kleinaltenkamp, M., Lilien, G., Wilkinson, I. (2020). Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration. Journal of Business and Industrial Marketing, 35(8), 1305-1310. [More Information]
Daniels, K., Wilkinson, I., Young, L., Lu, Q. (2020). Extreme brand love: measuring and modelling the intensity of sports team love. European Journal of Marketing, 54(9), 2195-2221. [More Information]

2018

Earnest, D., Wilkinson, I. (2018). An agent based model of the evolution of supplier networks. Computational and Mathematical Organization Theory, 24(1), 112-144. [More Information]
Held, F., Wilkinson, I. (2018). Computer Simulation and Agent-Based Models as a Research Method. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 377-398). Singapore: Springer. [More Information]
Evers, W., Wilkinson, I., Freytag, P. (2018). Displaying Research Results. In Per Vagn Freytag, Louise Young (Eds.), Collaborative Research Design: Working with Business for Meaningful Findings, (pp. 285-310). Singapore: Springer. [More Information]

2017

Dawson, B., Young, L., Wilkinson, I., Murray, J. (2017). Drivers of Supplier-Customer Relationship Profitability in China: Assessing International Joint Ventures versus State Owned Enterprises. Industrial Marketing Management, 66, 29-41. [More Information]
Chandra, Y., Wilkinson, I. (2017). Firm internationalization from a network-centric complex-systems perspective. Journal of World Business, 52(5), 691-701. [More Information]

2016

Frow, P., Payne, A., Wilkinson, I., Young, L. (2016). CRM and customer management: Identifying and confronting dark side behaviours. In Bang Nguyen, Lyndon Simkin and Ana Isabel Canhoto (Eds.), The Dark Side of CRM: Customers, Relationships and Management, (pp. 21-38). Oxon: Routledge. [More Information]
Vagn Freytag, P., Ingstrup, M., Young, L., Wilkinson, I. (2016). Facilitating and Framing Network Entry in New International Networks: The Cases of Danish Water Technologies and Australian Agriculture in Asia. 32nd Annual International Marketing and Purchasing Conference (IMP 2016), Poznan: IMP Group.
Matous, P., Pattison, P., Wilkinson, I., Perez, P., Axtell, R., Todo, Y., Wang, P. (2016). Modelling the resilience and disruption propagation in Australian business networks at the firm level. 2nd European Conference on Social Networks (EUSN), Paris, France: Presses de Sciences Po.

2015

Young, L., Wilkinson, I., Smith, A. (2015). A Scientometric Analysis of Publications in the Journal of Business-to-Business Marketing 1993-2014. Journal of Business-to-Business Marketing, 22(1-2), 111-123. [More Information]
Kleinaltenkamp, M., Plinke, W., Wilkinson, I., Geiger, I. (2015). Fundamentals of Business-to-Business Marketing: Mastering Business Markets. Cham: Springer International Publishing.
Wilkinson, I., Young, L. (2015). Kleinaltenkamp Integration: The Man and the Academic. In Sabine Fliess, Michaela Haase, Frank Jacob, Michael Ehret (Eds.), Kundenintegration und Leistungslehre: Integrative WertschÃ¶pfung in Dienstleistungen, Solutions und Entrepreneurship, (pp. 33-42). Wiesbaden: Springer. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2015). Opportunity Portfolio: Moving Beyond Single Opportunity Explanations in International Entrepreneurship Research. Asia Pacific Journal of Management, 32(1), 199-228. [More Information]
Gunter, B., Kuhl, M., Ungruhe, M., Wilkinson, I. (2015). Procurement Policy. In Michael Kleinaltenkamp, Wulff Plinke, Ian Wilkinson, Ingmar Geiger (Eds.), Fundamentals of Business-to-Business Marketing: Mastering Business Markets, (pp. 227-273). Cham: Springer International Publishing. [More Information]
Soutar, G., Wilkinson, I., Young, L. (2015). Research Performance of Marketing Academics and Departments: An International Comparison. Australasian Marketing Journal, 23(2), 155-161. [More Information]
Ladley, D., Wilkinson, I., Young, L. (2015). The impact of individual versus group rewards on work group performance and cooperation: A computational social science approach. Journal of Business Research, 68(11), 2412-2425. [More Information]
Plinke, W., Wilkinson, I. (2015). The Market Process. In Michael Kleinaltenkamp, Wulff Plinke, Ian Wilkinson, Ingmar Geiger (Eds.), Fundamentals of Business-to-Business Marketing: Mastering Business Markets, (pp. 1-75). Cham: Springer International Publishing. [More Information]
Sharma, N., Young, L., Wilkinson, I. (2015). The nature and role of different types of commitment in inter-firm relationship cooperation. Journal of Business and Industrial Marketing, 30(1), 45-59. [More Information]

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2014

Huang, Y., 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, 7(1), 254-279.
Held, F., Wilkinson, I., Marks, R., Young, L. (2014). Agent-based Modelling, a new kind of research. Australasian Marketing Journal, 22(1), 4-14. [More Information]
Wilkinson, I., Held, F., Marks, R., Young, L. (2014). Developing Agent-Based Models of Business Relations and Networks. In Not known (Eds.), Networks in Society: Links and Language, (pp. 113-140). TBC. [More Information]
Wilkinson, I. (2014). Higher Education Marketing. In 3rd Edition (Eds.), Wiley Encyclopedia of Management. United States: John Wiley & Sons.
Buttriss, G., Wilkinson, I. (2014). Pinpointing the deeper structures, processes and mechanisms of change within interactional fields. Australasian Marketing Journal, 22(1), 45-50. [More Information]
Wilkinson, I. (2014). The Marketing of Higher Education Services. In Cary L. Cooper (Eds.), Wiley Encyclopedia of Management - 3rd edition, (pp. 545-545). John Wiley & Sons.

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2013

Huang, Y., Wilkinson, I. (2013). Conceptualizing Dynamics of Trust in Business Relationships. The 29th Annual IMP Conference, Atlanta, USA: IMP Group.
Siebers, P., Wilkinson, I. (2013). Editorial: Multi-agent simulation as a novel decision support tool for innovation and technology management. International Journal of Innovation and Technology Management, 10(5), 1-4. [More Information]
Borg, S., Young, L., Wilkinson, I. (2013). NLP - The Lubricator of Buyer-Seller Relationships? 6th International Conference on Business Market Management (BMM 2013), Bamberg, Germany: University of Bamberg.
Wilkinson, I., Young, L. (2013). Rethinking Innovation in Business Relations and Net-Works: A Complex Systems Perspective. 6th International Conference on Business Market Management (BMM 2013), Bamberg, Germany: University of Bamberg.
Huang, Y., Wilkinson, I. (2013). The Dynamics and Evolution of Trust in Business Relationships. Industrial Marketing Management, 42(3), 455-465. [More Information]
Wilkinson, I., Young, L. (2013). The past and the future of business marketing theory. Industrial Marketing Management, 42(3), 394-404. [More Information]
Tax, S., McCutcheon, D., Wilkinson, I. (2013). The Service Delivery Network (SDN): A Customer-Centric Perspective of the Customer Journey. Journal of Service Research, 16(4), 454-470. [More Information]
Wilkinson, I., Young, L., Burford, M. (2013). Why is research on Education Services underrepresented in top Marketing services journals and textbooks? Australian and New Zealand Marketing Academy Conference, Auckland, New Zealand: University of Auckland.

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2012

Chandra, Y., Styles, C., Wilkinson, I. (2012). An Opportunity-Based View of Rapid Internationalization. Journal of International Marketing, 20(1), 74-102. [More Information]
Wilkinson, I. (2012). Introduction to Special Issue on the Life and Work of Roger A Layton. Australasian Marketing Journal, 20(3), 179-180. [More Information]
Wilkinson, I. (2012). Roger A. Layton and marketing systems theory. Australasian Marketing Journal, 20(3), 185-189. [More Information]
Wilkinson, I. (2012), There's a quiet revolution going on in the social sciences. Ockham's Razor, ABC Radio National.

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2011

Wilkinson, I. (2011). Baby-Boomer Academics â€“ Time for a Change? Australian Financial Review, March/ April.
Frow, P., Payne, A., Wilkinson, I., Young, L. (2011). Customer Management and CRM: Addressing the Dark Side. Journal of Services Marketing, 25(2), 79-89. [More Information]
Wilkinson, I. (2011). Don Dixon: A Scholar of Marketing and Gentleman of the First Order. Journal of Historical Research in Marketing, 3(1), 96-107. [More Information]
Buttriss, G., Wilkinson, I. (2011). Interactional Fields: Social Kinds in Processes of Development and Change. 27th Industrial Marketing and Purchasing Group Conference IMP 2011, Glasgow, United Kingdom: IMP Group.
Wilkinson, I. (2011). There's more to university than the qualification at the end. The Conversation, , 1-3.
Wilkinson, I. (2011). Tipping Point: The Teaching of the Wharton Marketing Theory Seminar 50 Years Ago. Journal of Historical Research in Marketing, 3(1), 29-32. [More Information]
Rong, B., Wilkinson, I. (2011). What do managers' survey responses mean and what affects them? The case of market orientation and firm performance. Australasian Marketing Journal, 19(3), 137-147. [More Information]

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2010

Wilkinson, I., Wong, C., Young, L. (2010). Buyer-Seller Relationship Taxonomies in Stable and Unstable Environments. Australian and New Zealand Marketing Academy Conference ANZMAC 2010, New Zealand: Department of Management, College of Business and Economics, University of Canterbury.
Held, F., Marks, R., Young, L., Wilkinson, I. (2010). Exploring the Dynamics of Economic Networks - First Steps of a Research Project. 3rd World Congress on Social Simulation WCSS 2010.
Etemad, H., Wilkinson, I., Dana, L. (2010). Internetization as the necessary condition for internationalization in the newly emerging economy. Journal of International Entrepreneurship, 8(4), 319-342. [More Information]
Wilkinson, I., Buttriss, G., Anderssdon, P., Mattsson, L. (2010). Mapping Mechanisms of Internationalisation. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2005, United States: Industrial Marketing and Purchasing Group.
Held, F., Marks, R., Wilkinson, I., Young, L. (2010). Modelling the Dynamics of Relations and Networks in B2B Markets - First Steps of a Research Project. Australian and New Zealand Marketing Academy Conference ANZMAC 2010, New Zealand: Department of Management, College of Business and Economics, University of Canterbury.
Wilkinson, I., Wiley, J., Lin, A. (2010). Modelling the Structural Dynamics of Industrial Networks. In Ali A. Minai, Dan Braha and Yaneer Bar-Yam (Eds.), Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, (pp. 347-365). New York: Springer.
Wilkinson, I., Yeoh, K. (2010). Relationships and Networks in International Marketing: The case of Gateway Pharmaceuticals (Case 11). In R. Fletcher, H. Crawford (Eds.), International Marketing: 5th Edition, (pp. 438-446). Pearson Publishing Service.
Wilkinson, I., Young, L., Denize, S., Simoff, S., Nankani, E. (2010). Researching the Structures and Processes of Collaborative Academic Networks. Academy of Marketing Science Annual Conference AMS 2010, United States: Academy of Marketing Science.
Young, L., Wilkinson, I. (2010). The Role of Business Relations and Networks in Tourism Performance. International Seminar on Tourism 2010.
Wilkinson, I., Marks, R., Young, L. (2010). Toward Agent-Based Models of the Development and Evolution of Business Relations and Network. In Ali A. Minai, Dan Braha and Yaneer Bar-Yam (Eds.), Unifying Themes in Complex Systems - Volume VI: Proceedings of the Sixth International Conference on Complex Systems, (pp. 414-421). New York: Springer.
Wong, C., Wilkinson, I., Young, L. (2010). Towards an empirically based taxonomy of buyer-seller relations in business markets. Journal of the Academy of Marketing Science, 38(6), 720-737. [More Information]
Wilkinson, I., Marks, R., Young, L. (2010). Towards Simulation Models of the Dynamics of Business Relations and Networks. 26th Industrial Marketing and Purchasing Group IMP Conference 2010, Europe: IMP Group.

show 9 more

2009

Young, L., Wiley, J., Wilkinson, I. (2009). A comparison of European and Chinese supplier and customer functions and the impact of connected relations. Journal of Business and Industrial Marketing, 24(1), 35-45. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2009). An Illustrative Case of International Entreprepreneurship: Biovite Australia Pty Ltd. Asia Pacific Symposium on Entrepreneurship and Innovation 2009, Australia: University of Sydney.
March, R., Wilkinson, I. (2009). Conceptual tools for evaluating tourism partnerships. Tourism Management, 30(3), 455-462. [More Information]
Chandra, Y., Styles, C., Wilkinson, I. (2009). Effectual and Causal Logic in International Venturing: Evidence from Serial and Novice Entrepreneurs. 51st Annual Meeting of the Academy of International Business AIB 2009, United States: Academy of International Business.
Dawson, B., Murray, J., Young, L., Wilkinson, I. (2009). Secrets of Success: The Performance of a Chinese-based International Joint Venture. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2009, United Kingdom: Industrial Marketing and Purchasing Group.
Chandra, Y., Styles, C., Wilkinson, I. (2009). The recognition of first time international entrepreneurial opportunities: Evidence from firms in knowledge-based industries. International Marketing Review, 26(1), 30-61. [More Information]
Wilkinson, I., Marks, R., Young, L. (2009). Toward Agent-based Models of the Development and Evolution of Business Relations and Networks. 6th International Conference on Complex Systems ICCS 2006, United States: Springer.
Dawson, B., Murray, J., Young, L., Wilkinson, I. (2009). Towards a More Substantial Examination of Supplier-Customer Relationship Performance. 25th Industrial Marketing and Purchasing Group Conference IMP 2009, United Kingdom: Industrial Marketing and Purchasing Group.
Kozak, A., Wilkinson, I. (2009). Ultimate Consumption. Australian and New Zealand Marketing Academy Conference ANZMAC 2009, Australia: Australian and New Zealand Marketing Academy (ANZMAC).

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2008

Wilkinson, I. (2008). Business Relating Business: Managing Organisational Relation and Networks. Cheltenham, United Kingdom: Edward Elgar Publishing.
Wilkinson, I., March, R. (2008). Conceptual Tools for Evaluating Tourism Partnerships. In Noel Scott, Chris Cooper, Rodolfo Baggio (Eds.), Network analysis and tourism: from theory to practice, (pp. 27-39). United Kingdom: Channel View Publications.
Wilkinson, I., Frow, P., Payne, A., Young, L. (2008). Customer Husbandry: The Rearing, Growing and Fleecing of Customers. 11th Australia and New Zealand Marketing Academy Conference ANZMAC 2008, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2008). Managing and Being Managed in Relations and Networks in Academic Life. Australasian Marketing Journal, 16(2), 78-83. [More Information]
Wilkinson, I., Wong, C., Young, L. (2008). Relationship Attractors: Distinguishing Between Stable and Transient Relationship Atmospheres using the IRRP data base. 24th Industrial Marketing and Purchasing Group Conference IMP 2008, United Kingdom: IMP Group.
Wilkinson, I., Crossfield, R. (2008). The Business Genome Project and the advancement of business practice. European Business Review (Bingley).
Easton, G., Brooks, R., Georgieva, K., Wilkinson, I. (2008). Understanding the Dynamics of Industrial Networks Using Kauffman Boolean Networks. Advances in Complex Systems, 11(1), 139-164. [More Information]

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2007

Huang, Y., Wilkinson, I., Young, L. (2007). A Case Study on the Dynamics of Trust in Dyadic Business Relationships. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2007). Escher Does It Better: Re-Presenting our Concepts, Theories, Models and Methods. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., Young, L. (2007). Extending the Mind and Body of the Firm Through Global Partnerships. In Jacques-Marie Aurifeille, Serge Svizzero, Clement Allan Tisdell (Eds.), Globalization and Partnerships: Features of Business Alliances and International Cooperation, (pp. 39-46). United States: Nova Science Publishers.
Wilkinson, I., Young, L. (2007). From A to C: Evolving Collaborative Advantage in Business Relations and Networks. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., Ladley, D., Young, L. (2007). Group Selection and the Evolution of Cooperation. 9th European Conference on Artificial Life ECAL 2007, Germany: Springer.
Wilkinson, I., Ladley, D., Young, L. (2007). Group Selection versus Individual Selection and the evolution of cooperation in business networks. 23rd Industrial Marketing and Purchasing Group Conference IMP 2007, United Kingdom: Industrial Marketing and Purchasing Group.
Wilkinson, I. (2007), How the hell do they do it . and why?. Perspective, ABC Radio National.
Huang, Y., Wilkinson, I. (2007). Interpreting Interpretive Research. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Sharma, N., Young, L. (2007). Linking Multi-Component Commitment to Relationship Value, Trust, Conflict and Cooperation. 36th European Marketing Academy Conference EMAC 2007, Belgium: European Marketing Academy (EMAC).
Wilkinson, I., Ladley, D., Young, L. (2007). Mean bad birds versus kind friendly chickens: Group selection and the evolution of cooperation. 8th Asia-Pacific Complex Systems Conference: Complex'07, Australia: ARC Centre for Complex Systems.
Wilkinson, I. (2007). Mean Birds versus Friendly Chickens - Collaborative Advantage in Business. 2nd International Conference on Business Market Management 2007.
Razzaque, M., Wilkinson, I. (2007). Research Performance of Senior Level Marketing Academics in the Australian Universities: An Exploratory Study Based on Citation Analysis. Australian and New Zealand Marketing Academy Conference ANZMAC 2007, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2007). Rethinking Marketing: Putting Firms, Relationships and Networks in Context. Theory Development Colloquium on Internationalization, Marketing and Networking 2007.
Wilkinson, I., 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 Conference EMAC 2007, Belgium: European Marketing Academy (EMAC).
Wilkinson, I., Young, L. (2007). The Biology of Business. International Brain Research Organisation Satellite Meeting: IBRO Heron Island 2007, France: International Brain Research Organisation.
Wilkinson, I., Gray, D. (2007). The Production and Consumption of Marketing Theory. Australasian Marketing Journal, 15(1), 39-52. [More Information]
Wilkinson, I., Wong, C., 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 Asia Conference: IMP Asia 2007, United States: Industrial Marketing and Purchasing Group.
Wilkinson, I., Wiley, J. (2007). Using Kauffman. 8th Asia-Pacific Complex Systems Conference: Complex'07, Australia: ARC Centre for Complex Systems.

show 15 more

2006

Debenham, J., Wilkinson, I. (2006). Exploration versus Exploitation in Market Competition. Industry and Innovation, 13(3), 263-289. [More Information]
Wilkinson, I. (2006). Modeling Market Competition and the Dynamics and Evolution of Business Relations and Networks Agent Based Models of Market. 1st Agent-Based Models of Market Dynamics and Consumer Behaviour Workshop 2006, United States: Elsevier.
Rong, B., Wilkinson, I. (2006). Reinterpreting the Market Orientation-Performance Relationship: A Psychological Perspective. Australian and New Zealand Marketing Academy Conference ANZMAC 2006, Melbourne, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2006). Stay Cool on Global Warming. Australian School of Business Magazine.
Sharma, N., Young, L., Wilkinson, I. (2006). The Commitment Mix: Dimensions of Commitment in International Trading Relationships with India. Journal of International Marketing, 14(3), 64-91. [More Information]
Wilkinson, I., Wiley, J., Young, L., Denize, S. (2006). The Direct and Indirect Functions of International Business Relationships for Suppliers and Customers: A Comparative Study of European and Chinese Firms. 35th European Marketing Academy Conference (EMAC), online: European Marketing Academy (EMAC).
Wilkinson, I. (2006). The evolution of an evolutionary perspective on B2B business. Journal of Business and Industrial Marketing, 21(7), 458-465. [More Information]
Wilkinson, I. (2006). The evolvability of business and the role of antitrust. Antitrust Bulletin, 51(1), 111-141.
Wiley, J., Wilkinson, I., Young, L. (2006). The nature, role and impact of connected relations: a comparison of European and Chinese suppliers' perspectives. Journal of Business and Industrial Marketing, 21(1), 3-13. [More Information]
Wilkinson, I. (2006). The Production and Consumption of Marketing Theory. Joint European Marketing Academy / Australian and New Zealand Marketing Academy Colloquium EMAC/ANZMAC 2006, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2006). To Teach or Not to Teach Alderson? There is No Question. In Ben Wooliscroft, Robert D. Tamilia, Stanley J. Shapiro (Eds.), A Twenty-First Century Guide to Aldersonian Marketing Thought, (pp. 529-540). United States: Springer.
Wilkinson, I., Huang, Y. (2006). Understanding Power and Trust in Interfirm Relationships: A Dynamic Perspective. 22nd Industrial Marketing and Purchasing Group Conference IMP 2006, United Kingdom: Industrial Marketing and Purchasing Group.
Buttriss, G., Wilkinson, I. (2006). Using narrative sequence methods to advance international entrepreneurship theory. Journal of International Entrepreneurship, 4(4), 157-174. [More Information]

show 10 more

2005

Wilkinson, I., Young, L. (2005). A Planning Framework for Relationships and Networks. In Per Andersson, Susanne Hertz, Susannne Sweet (Eds.), Perspectives on Market Networks: Boundaries and New Connections, (pp. 39-52). Sweden: Stockholm School of Economics.
Wilkinson, I., Young, L., Vagn Freytag, P. (2005). Business mating: Who chooses and who gets chosen? Industrial Marketing Management, 34(7 Special), 669-680. [More Information]
Wiley, J., Wilkinson, I., Young, L. (2005). Evaluating a Model of Industrial Relationship Performance: A Comparison of European and Chinese results using the IMP Data Base. Australasian Marketing Journal, 13(2), 49-60. [More Information]
Welch, C., Wilkinson, I. (2005). Network perspectives on interfirm conflict: reassessing a critical case in international business. Journal of Business Research, 58(2), 205-213. [More Information]
Wilkinson, I. (2005). Networks and Channels Thinking in Marketing in the 20th Century and a Look to the Future. 3rd China Scholars Marketing Forum 2005, China: Fudan University Press.
Morlacchi, P., Wilkinson, I., 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, 12(1), 3-34. [More Information]
Wilkinson, I., Wiley, J., Young, L. (2005). The Development and Functions of Connected Relations: A Comparison of European and Chinese Customer Perspectives. Industrial Marketing and Purchasing Asia Conference: IMP Asia 2005, United States: Industrial Marketing and Purchasing Group.
Chandra, Y., Styles, C., Wilkinson, I. (2005). The discovery of international entrepreneurial opportunities: Insights from knowledge-based industries. 2nd AGSE Regional Entrepreneurship & Innovation Research Exchange 2005, Australia: Swinburne Press.
Wilkinson, I. (2005). The Evolvability of Business and the Role of Antitrust. American Antitrust Institute Workshop 2005, United States: American Antitrust Institute.
Wilkinson, I., Young, L. (2005). The Firm in the Network and the Network in the Firm. 21st Industrial Marketing and Purchasing Group Conference IMP 2005, United Kingdom: Industrial Marketing and Purchasing Group.
Tan, L., Wilkinson, I. (2005). The Role, Meaning And Importance Of Context In The Study Of Marketing Behaviour. Australian and New Zealand Marketing Academy Conference ANZMAC 2005, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I., Young, L. (2005). Toward a normative theory of normative marketing theory. Marketing Theory, 5(4), 363-396. [More Information]
Wilkinson, I., Yeoh, K. (2005). Value creation in Chinese and European business relationships. In David H. Brown, Alasdair I. MacBean (Eds.), Challenges for China's development: An enterprise perspective, (pp. 87-101). United Kingdom: Routledge imprint of Taylor & Francis.
Wilkinson, I. (2005). When do Managers think their firm is Market Oriented? Australian and New Zealand Marketing Academy Conference ANZMAC 2005, Australia: Australian and New Zealand Marketing Academy (ANZMAC).

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2004

Wilkinson, I., Widjojo, Y. (2004). Asian Intra-cultural Perceptions and Response to Cultural Stimuli in Advertising. 33rd Annual European Marketing Academy Conference 2004 (EMAC), Murcia, Spain: University of Murcia.
Wilkinson, I., Young, L. (2004). Evolution of Networks and Cognitive Balance. 20th Annual Industrial Marketing and Purchasing Group Conference IMP 2004, Denmark: IMP Group.
Wilkinson, I., Buttriss, G. (2004). From 'snap-shots' to 'moving pictures': Tracing Processes Using Narrative Sequence Analysis in the Evolution of an E-Business. 20th Annual Industrial Marketing and Purchasing Group Conference IMP 2004, Denmark: IMP Group.
Wilkinson, I., Young, L. (2004). Improvisation and Adaptation in International Business Research Interviews. In Rebecca Marschan-Piekkari, Catherine Welch (Eds.), Handbook of Qualitative Research Methods for International Business, (pp. 207-223). United Kingdom: Edward Elgar Publishing.
Roy, S., Sivakumar, K., Wilkinson, I. (2004). Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions. Journal of the Academy of Marketing Science, 32(1), 61-79. [More Information]
Roy, S., Wilkinson, I. (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, 3(4), 454-469.
Wilkinson, I., Gray, D. (2004). It's All Very Well In Theory But Will Marketing Practitioners Actually Use It? Australian and New Zealand Marketing Academy Conference ANZMAC 2004, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).
Ritter, T., Wilkinson, I., Johnston, W. (2004). Managing in complex business networks. Industrial Marketing Management, 33(3), 175-183. [More Information]
Welch, C., Wilkinson, I. (2004). The political embeddedness of international business networks. International Marketing Review, 21(2), 216-231. [More Information]
Grundstrom, C., Wilkinson, I. (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, 19(4), 283-293. [More Information]
Beekman, M., Wilkinson, I. (2004). What can Social Insects Teach Us About Marketing? Australian and New Zealand Marketing Academy Conference ANZMAC 2004, New Zealand: Australian and New Zealand Marketing Academy (ANZMAC).

show 8 more

2003

Wilkinson, I., Nguyen, V. (2003). A Contingency Model of Export Entry Mode Performance: The Role of Production and Transaction Costs. Australasian Marketing Journal, 11(3), 44-60. [More Information]
Wilkinson, I., Young, L. (2003). A view from the edge. Marketing Theory, 3(1), 179-181. [More Information]
Wilkinson, I., Vagn Freytag, P., Young, L., Chery, M. (2003). Business Mating: Who Chooses Whom and Gets Chosen? 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Roy, S., Wilkinson, I. (2003). Developing and Using the Interaction Measure from IMP Databases. 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Buttriss, G., Wilkinson, I. (2003). Narrative Sequence Methods: New Methods for Marketers. Australian and New Zealand Marketing Academy Conference ANZMAC 2003, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2003). On Generalising: Seeing the General in the Particular and the Particular in the General in Marketing Research. Australian and New Zealand Marketing Academy Conference ANZMAC 2003, Australia: Australian and New Zealand Marketing Academy (ANZMAC).
Wilkinson, I. (2003). 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, 23(1), 42-49. [More Information]
Wilkinson, I., 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 2003.
Wilkinson, I., Buttriss, G. (2003). Towards a Process Model of Internetalisation: Becoming an E-Business. 19th Industrial Marketing and Purchasing Group Conference IMP 2003, United Kingdom: Industrial Marketing and Purchasing Group.
Wilkinson, I., Yeoh, K. (2003). Value Creation in Chinese and European Business Relationships. Inaugural Conference of the Lancaster Centre for Management in China 2003, United Kingdom: Lancaster University Management School.

show 7 more

2002

Welch, C., Wilkinson, I. (2002). Idea Logics and Network Theory in Business Marketing. Journal of Business-to-Business Marketing, 9(3), 27-48.

Selected Grants

2010

Modelling the Development and Evolution of Business Relations and Networks as Complex Adaptive Systems using Agent Based Models, Wilkinson I, Marks R, Young L, Australian Research Council (ARC)/Discovery Projects (DP)

2007

"It's all about me" Anthropomorphised Trading in Believable Electronic Markets, Simoff S, Debenham J, Sierra C, Wilkinson I, Australian Research Council (ARC)/Discovery Projects (DP)

2004

UNSW Faculty Research Grant: Using Narrative Sequence Methods to analyse the process of adoption and impact of internet technologies on firm behaviour and performance, Wilkinson I, University of New South Wales (UNSW)/Faculty Research Grant

2003

Supply chain management and e-procurement, Fowell S, Elliot S, Wilkinson I, Langfield-Smith K, Australian Research Council (ARC)/Linkage Projects (LP)
The Evolution Of Business Networks In Virtual Marketplaces, Simoff S, Debenham J, Wilkinson I, Maher M, Australian Research Council (ARC)/Discovery Projects (DP)

2002

CRC for Sustainable Tourism Research Grant for The Structure of the Tourism Industry, March R, Wilkinson I, Cooper C, Scott N, Pforr C, CRC for Sustainable Tourism/Research Support

2001

Shaping E-markets by Timely Information Discovery, Debenham J, Simoff S, Wilkinson I, Australian Research Council (ARC)/Discovery Projects (DP)

2000

Network Competence:Measurement, Antecedents and Impact on Performance, Johnston W, Ritter T, Wilkinson I, Pennsylvania State University/Institute for the Study of Business Markets Research Award

1996

Towards Evolutionary Models of Industrial Networks, Wilkinson I, Hibbert D, Australian Research Council (ARC)/Small Grants

1994

The development and Management of Interfirm Relations in International Trade with Asia - A Cross Cultural Comparative Study, Wilkinson I, Young L, Australian Research Council (ARC)/Large Research Grants (LRG)