John Wilkinson

Dr John Wilkinson

Adelaide University Online and Learning Futures

Academic


Dr John Wilkinson was born in Durban, South Africa, where he completed BSc and BCom degrees at University of Natal. He later completed an MBA at University of Adelaide and a PhD at University of South Australia (UniSA). He also completed a Graduate Certificate in Education at UniSA.
John was Associate Professor of Marketing and Head of Discipline-Marketing at Australian Institute of Business (AIB) from January 2017 to March 2019. At AIB, the focus of his teaching (and that of his staff within the Marketing discipline) was on a marketing specialisation within an online MBA program. John previously worked at UniSA (until December 2016), holding positions of Lecturer, Senior Lecturer, Program Director and Associate Head-School of Marketing. He also was a Research Associate in the Ehrenberg-Bass Institute for Marketing Science.  He taught marketing courses in MBA programs in Australia and Malaysia, as well as undergraduate courses in Australia, Hong Kong, Malaysia and Singapore. He also taught within the Master of Marketing program. At UniSA, he supervised three PhD students whose focus was on business-to-business marketing and channel management.
He has published in a range of Australasian and international journals, contributed to several books, and presented his research at conferences in Australasia, Europe and the United States.
John had substantial industry experience prior to joining UniSA, including positions of Product Manager, Industrial Detergents with Unilever South Africa; Manager, Marketing Information & Analysis with Kodak Australasia; Domestic Market Manager, Ingot with Alcoa of Australia; and Marketing & Sales Manager with Monier Castings.

Year Citation
2017 Verdonk, N., Wilkinson, J., Culbert, J., Ristic, R., Pearce, K., & Wilkinson, K. (2017). Toward a model of sparkling wine purchasing preferences. International Journal of Wine Business Research, 29(1), 58-73.
DOI Scopus37 WoS28
2017 Mulki, J. P., & Wilkinson, J. W. (2017). Customer-directed extra-role performance and emotional understanding: effects on customer conflict, felt stress, job performance and turnover intentions. Australasian marketing journal, 25(3), 206-214.
DOI WoS21
2016 Wilkinson, J., Trinh, G., Lee, R., & Brown, N. (2016). Can the negative binomial distribution predict industrial purchases?. Journal of business and industrial marketing, 31(4), 543-552.
DOI Scopus13 WoS10
2014 Pentina, I., Bolman, P. E., & Wilkinson, J. (2014). Comparing drivers of social media marketing adoption by salespeople in Australia and the USA: a pilot study. International journal of information systems and management, 1(1-2), 146-165.
2013 Zippel, C., Wilkinson, J., & Vogler, T. (2013). The influence of private labels on retailer cooperation. Australasian marketing journal, 21(4), 271-277.
DOI WoS10
2010 Wilkinson, J. W. (2010). Cross-functional selling teams : the loss of control of the selling function. Marketing review St. Gallen, 27(1), 20-25.
DOI
2009 Wilkinson, J. W. (2009). Toward a comprehensive framework of sales management within business-to-business marketing organisations. Marketing review, 9(1), 79-95.
DOI
2009 Wilkinson, J. W. (2009). Why sales managers should provide more leadership: the relationship between levels of leadership and salesperson performance. Journal of selling & major account management, 9(2), 22-38.
2008 Wilkinson, J. W. (2008). Levels of sales leadership support: an exploratory study. Journal of selling & major account management, 8(4), 8-22.
1997 Quester, P., & Wilkinson, J. (1997). Business orientations of Australian managers. New Zealand Journal of Business, 19(1-2), 15-29.
1996 Quester, P., Wilkinson, J., & Mahara, A. (1996). Asian Students: Their Experiences and Perceptions of Australian Universities.. Journal of Marketing for Higher Education, 7(3), 65-80.
DOI Scopus6

Year Citation
2016 Verdonk, N. R., Wilkinson, J. W., Culbert, J. A., Ristic, R., Lane, M. J., Pearce, K. L., & Wilkinson, K. L. (2016). Australian consumers' perceptions of champagne and other sparkling wine: an exploratory study. In J. Bruwer (Ed.), 9th Academy of Wine Business Research Conference (pp. 184-193). Australia: University of South Australia.
2012 Zippel, C., & Wilkinson, J. W. (2012). Relationship selling strategies to increase cooperation from dominant retail channel partners: findings of an exploratory study. In W. Soontiens (Ed.), 26th Annual Australian and New Zealand Academy of Management Conference: managing for volatility and instability. Australia: Australian and New Zealand Academy of Management.
2012 Zippel, C., Wilkinson, J., & Vogler, T. (2012). The influence of private labels on cooperation between manufacturers and retailers of fast moving consumer goods in Germany: exploratory research findings. In Australian and New Zealand Marketing Academy Conference proceedings (pp. 1-7). Australia: ANZMAC.
2011 Zippel, C., & Wilkinson, J. W. (2011). Relationship selling strategies to increase cooperation from dominant retail channel partners: a conceptual framework. In The future of work and organisations : 25th annual Australian and New Zealand academy of management conference, 7-9 December 2011, Wellington, New Zealand (pp. 1-19). Wellington, New Zealand: ANZAM - Australian and New Zealand Academy of Management.
2011 Bakar, A., Wilkinson, J. W., & Lee, R. (2011). An Islamic perspective of internal marketing. In Global Islamic Marketing Conference (pp. 1-24). United Arab.
2011 Veyhl, U., Thoma, A., & Wilkinson, J. (2011). The global account manager as multidimensional leader: skills required to master leadership challenges. In Proceedings of the future of work and organisations: 25th annual Australian and New Zealand Academy of Management conference, ANZAM 2011 (pp. 1-18). Australia: Australian and New Zealand Academy of Management.
2010 Veyhl, U., & Wilkinson, J. (2010). Implementation problems with customer relationship management programs: a case study. In B. Gurd (Ed.), Proceedings of the 24th annual Australian and New Zealand Academy of Management conference (ANZAM 2010) (pp. 1-14). Australia: Australian and New Zealand Academy of Management.
2010 Zippel, C., & Wilkinson, J. W. (2010). The role of the salesforce in achieving cooperation from dominant channel partners. In P. Kwiatek, & D. Weilbaker (Eds.), Global Sales Science Institute (GSSI) conference 2010 (pp. 1-16). Poland: Poznan University of Economics.
2009 Lim, K. S. T., & Wilkinson, J. W. (2009). Business-to-business salespeople's understanding of relationship selling principles. In P. Brassier, & D. Weilbaker (Eds.), Global sales science institute (GSSI) conference 2009 (pp. 1-8). Clermont-Ferrand, France: Group ESC Clermont Graduate School of Management.
2009 Wilkinson, J. W. (2009). Sales management issues relating to cross-functional business-to-business selling teams. In P. Brassier, & D. Weilbaker (Eds.), Global sales science institute (GSSI) conference 2009 (pp. 1-7). Clermont-Ferrand, France: Group ESC Clermont Graduate School of Management.
2008 Wilkinson, J. W. (2008). Towards a comprehensive framework of sales management. In Academy of marketing annual conference AM2008, Reflective marketing in a material world (pp. 1-9). Aberdeen, Scotland: Aberdeen Business School.
2008 Wilkinson, J. W. (2008). Marketing students' atttitudes toward selling: Implications for program development in a declining educational market. In Proceeding of the academy of marketing annual conference 2008, Reflective marketing in a material world, AM2008 (pp. 1-7). Aberdeen, Scotland: Aberdeen Business School.
2007 Li, F., Rungie, C. M., Driesener, C. B., & Wilkinson, J. W. (2007). Does the NBD model fit the Chinese radio market?. In 2007 Academy of Marketing Conference. Surrey, UK.
2007 Wilkinson, J. W. (2007). Variations in levels of sales leadership support. In R. Riley, & F. F. (Eds.), Academy of Marketing Conference 2007: Marketing Theory into Practice. Surrey, UK: Kingston Business School.
2007 Wilkinson, J. W. (2007). Effects of sales leadership support on salesperson performance. In R. Riley, & F. F. (Eds.), Academy of Marketing Conference 2007: Marketing Theory into Practice. Surrey, UK: Kingston Business School.
2006 Smith, M. J., & Wilkinson, J. W. (2006). Benefits of empowerment of sales personnel: results of a pilot study. In Proceedings of the Australian and New Zealand Marketing Academy (ANZMAC) Conference. Australia: Queensland University of Technology.
2006 Wilkinson, J. W. (2006). The sales management roles of coach and captain. In Academy of Marketing Conference. Middlesex: Middlesex University Press.
2006 Wilkinson, J. W. (2006). Leadership support received by Australian business-to-business salespeople. In Academy of Marketing Conference. Middlesex: Middlesex University Press.
2005 Wilkinson, J. W. (2005). Leadership support provided by sales managers. In ANZMAC 2005 Conference Broadening the Boundaries: Conference Proceedings. Australia: University of Western Australia.
2005 Wilkinson, J. W. (2005). Differences in rater perceptions about leadership style and salesperson performance. In ANZMAC 2005 Conference Broadening the Boundaries: Conference Proceedings. Australia: The University of Western Australia.
2005 Wilkinson, J. W. (2005). Consequences of limited sales management training. In Proceedings of the 19th Australian and New Zealand Academy of Management Conference. Sydney, Australia: ANZAM, C/0 School of Management, UTS.
2004 Wilkinson, J. W. (2004). Toward an enhanced framework of the business-to-business selling process. In ANZMAC (Australian and New Zealand Marketing Academy) 2004 Proceedings: Marketing Accountabilities and Responsibilities. New Zealand: Victoria University of Wellington.

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