John Dawes

Teaching Strengths

Extensive Industry Experience
Marketing

Prof John Dawes

Professor of Marketing

Office of Business and Law

College of Business and Law

Eligible to supervise Masters and PhD - email supervisor to discuss availability.

Available For Media Comment.

John Dawes is Professor in the School of Marketing, and an Associate Director of the Ehrenberg-Bass Institute. John conducts high-quality research into pricing and the effects of price changes; repeat-purchase behaviour and brand loyalty.  His research on these phenomena emphasizes generalisability - consistent patterns in results across different contexts and time.  Generalisability in results means that marketers can use the knowledge generated from this sort of research to make better decisions.  
John has a Bachelor of Business degree (UniSA), a Masters by Research degree (UniSA), and a PhD from UniSA conferred in 1999.  He was awarded an Australian Postgraduate scholarship for his Master's degree after winning a host of prizes for excellence in the Bachelor of Business.  
John regularly speaks at industry conferences in SA and the Eastern states and has published research in leading journals such as the Journal of Retailing, Journal of Service Research and Journal of Business Research.  He conducts contract research for industry partners, in SA, Australia, as well as for the international corporations that support the Ehrenberg-Bass Institute.  Examples of the industry partners are Telstra, the NRMA, People's Choice Credit Union; and internationally, Gustav Paulig, Mars Inc, Glaxo Smith-Kline and HSBC.   
John had a long background in industry before joining UniSA, working for various divisions of James Hardie Industries.  His industry experience coupled with research expertise brings a unique blend of insights to the UniSA Business School.
 

Effects of price promotions and price changes on demand. A recent finding I made in this regard is that when a consumer good (e.g. say, Crest 4 oz. toothpaste) is promoted, around 20% of the sales uplift is simply stolen from other variants of the same brand.

Market structure analysis - patterns in brand purchases, market partitions. Which brands gain and lose sales to which others ?

Brand performance measures such as repeat-purchase rates, share-of-wallet, brand penetration. A  study by myself, Lars Meyer-Waarden and Carl Driesener in the Journal of Business Research using data across US and the UK found brand loyalty quite stable over periods between five and ten years.  

Analysis of cigarette purchasing data from the US showed that purchasing this product category surprisingly followed an 'NBD' distribution, with many more 'light' or infrequent buyers and far fewer very heavy purchasers.  The implication of this finding is that survey-based approaches to measure smoking levels in the population may severely underestimate the full population of 'occasional' smokers.  

Analysis of alcohol purchasing from consumer panel data in the US shows we can successfully model the proportion of households who transition from 'non' 'light' 'moderate' and 'heavy' levels of alcohol purchasing from one year to the next.  This work was published in the Journal of Marketing Management in 2025.   

I have been working on customer satisfaction and word of mouth metrics over the past 3 or 4 years.  I won two ANZMAC-AMI awards for work on this topic, in 2023 ans 2024.  

Year Citation
2025 Dawes, J. G. (2025). Examining the longitudinal association between positive and negative likelihood-to-recommend scores and brand growth. Australasian Marketing Journal, 33(2), 100-113.
DOI Scopus1 WoS2
2025 Pleshko, L., & Dawes, J. (2025). Why satisfied buyers might not be (attitudinally or behaviorally) loyal. International Journal of Quality and Service Sciences, 17(3), 405-424.
DOI
2025 Ward, E., Trinh, G., Beal, V., Dawes, J., & Romaniuk, J. (2025). Standing out while fitting in: an objective measure of visual branding cohesion across a product portfolio. International Journal Of Market Research, 67(1), 53-76.
DOI Scopus1 WoS2
2025 Dawes, J. G. (2025). Examining the brand-level associations between customer satisfaction, demographic profile and loyalty. International Journal of Bank Marketing, 43(5), 1047-1073.
DOI Scopus4 WoS4
2025 Trinh, G., Dawes, J., & Sharp, B. (2025). Predicting transitions in alcohol buying behaviour. Journal of Marketing Management, 41(7-8), 599-620.
DOI Scopus2 WoS2
2025 Dunn, S., Nenycz Thiel, M., Graham, C., Dawes, J., Danenberg, N., Tanusondjaja, A., . . . McColl, B. (2025). How categories grow: the behavioural drivers of revenue growth. Journal of Business Research, 195(115385), 1-12.
DOI Scopus2 WoS2
2025 Dawes, J. (2025). Demographics and customer satisfaction: a multi-category study. Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, 38(1), 99-122.
2025 Ward, E., Beal, V., Dawes, J., Trinh, G., & Romaniuk, J. (2025). Keeping it in the family: measures and drivers of portfolio brand cohesion. Journal Of Brand Management, online(2), 1-14.
DOI
2025 Tanusondjaja, A., Nenycz Thiel, M., Dawes, J., Kennedy, R., & Dunn, S. (2025). Does size matter: how product assortment size is related to brand performance. Journal of Marketing Management, online(17-18), 1-27.
DOI WoS1
2025 Victory, K., Romaniuk, J., Nenycz Thiel, M., Tanusondjaja, A., & Dawes, J. (2025). How to identify line extensions that survive. Journal of Product and Brand Management, online, 1-14.
DOI
2024 Dawes, J. G. (2024). Satisfaction leads to loyalty - or could loyalty lead to satisfaction? Investigating brand usage and satisfaction levels in consumer banking. International Journal of Bank Marketing, 42(7), 1614-1633.
DOI Scopus3 WoS3
2024 Dawes, J. G. (2024). The net promoter score: What should managers know?. International Journal of Market Research, 66(2-3), 182-198.
DOI Scopus12 WoS11
2024 Ward, E., Romaniuk, J., Trinh, G., Dawes, J., & Beal, V. (2024). How to signal product variety on pack: an investigation of color and image cues. International Journal of Market Research, 66(1), 46-72.
DOI Scopus12 WoS9
2024 Dawes, J. G. (2024). Net promoter and revenue growth: a examination across three industries. Australasian Marketing Journal, 32(1), 4-18.
DOI Scopus8 WoS6
2024 Trinh, G. T., Dawes, J., & Sharp, B. (2024). Where is the brand growth potential? an examination of buyer groups. Marketing Letters, 35(1), 95-106.
DOI Scopus13 WoS13
2024 Pleshko, L., & Dawes, J. (2024). Why are satisfied buyers not necessarily loyal?. International Journal of Quality and Service Sciences, 16(4), 478-497.
DOI Scopus3 WoS2
2024 Victory, K., Tanusondjaja, A., Dawes, J., Nenycz Thiel, M., & Romaniuk, J. (2024). Are there generalizable patterns in line extension performance?. Journal of Product and Brand Management, 33(6), 733-744.
DOI Scopus1 WoS1
2023 Dawes, J. G. (2023). Patterns of buyer behavior and brand metrics in a "high loyalty" category: liquor. Journal Of Consumer Behaviour, 22(5), 1173-1187.
DOI Scopus4 WoS4
2023 Sharp, B., Dawes, J., & Victory, K. (2023). The market-based assets theory of brand competition. Journal of Retailing and Consumer Services, 76(103566), 1-13.
DOI Scopus25 WoS24
2022 Trinh, G., Dawes, J., Wright, M. J., Danenberg, N., & Sharp, B. (2022). Extended conditional trend analysis: predicting triple period buyer flows with a tri-variate NBD model. Journal of Consumer Behaviour, 21(1), 92-101.
DOI Scopus3 WoS4
2022 Dawes, J., Graham, C., Trinh, G., & Sharp, B. (2022). The unbearable lightness of buying. Journal of Marketing Management, 38(7-8), 683-708.
DOI
2022 Dawes, J. G. (2022). How can each brand's buyer base buy the category at above the average rate?. International Journal of Market Research, 64(6), 703-709.
DOI
2022 Dawes, J. (2022). Factors that influence manufacturer and store brand behavioral loyalty. Journal of Retailing and Consumer Services, 68, 10 pages.
DOI Scopus25 WoS23
2021 Dawes, J. G., Graham, C., & Trinh, G. (2021). The long-term erosion of repeat-purchase loyalty. European Journal of Marketing, 55(3), 763-789.
DOI Scopus23 WoS19
2021 Victory, K., Nenycz-Thiel, M., Dawes, J., Tanusondjaja, A., & Corsi, A. M. (2021). How common is new product failure and when does it vary?. Marketing Letters, 32(1), 17-32.
DOI Scopus32 WoS26
2021 Grasby, A., Corsi, A., Dawes, J., Driesener, C., & Sharp, B. (2021). How loyalty extends across product categories. Journal of Consumer Behaviour, 21(1), 153-163.
DOI Scopus12 WoS12
2020 Trinh, G., & Dawes, J. (2020). A comparison of brand loyalty between on the go and take-home consumption purchases. Journal of Retailing and Consumer Services, 53(101968), 1-8.
DOI Scopus15 WoS13
2020 Dunn, S., Dawes, J., & Bogomolova, S. (2020). The effects of competitive context on consumer response to price changes. Journal of Marketing Management, 36(7-8), 608-632.
DOI Scopus8 WoS5
2020 Martin, J., Nenycz Thiel, M., Dawes, J., Tanusondjaja, A., Cohen, J., McColl, B., & Trinh, G. (2020). Fundamental basket size patterns and their relation to retailer performance. Journal of Retailing and Consumer Services, 54(102032), 1-12.
DOI Scopus20 WoS19
2020 Dawes, J. (2020). The Natural Monopoly effect in brand purchasing: do big brands really appeal to lighter category buyers?. Australasian Marketing Journal, 28(2), 90-99.
DOI Scopus15 WoS14
2020 Dawes, J., Stocchi, L., & Dall'Olmo Riley, F. (2020). Over-time variation in individual's customer satisfaction scores. International Journal of Market Research, 62(3), 262-271.
DOI Scopus12 WoS11
2018 Tanusondjaja, A., Nenycz Thiel, M., Dawes, J., & Kennedy, R. (2018). Portfolios: patterns in brand penetration, market share, and hero product variants. Journal of retailing and consumer services, 41, 211-217.
DOI Scopus21 WoS23
2018 Dawes, J. G. (2018). Price promotions: examining the buyer mix and subsequent changes in purchase loyalty. Journal of consumer marketing, 35(4), 366-376.
DOI Scopus11 WoS9
2018 Romaniuk, J., Dawes, J., & Nenycz Thiel, M. (2018). Modeling brand market share change in emerging markets. International marketing review, 35(5), 785-805.
DOI Scopus29 WoS27
2018 Dawes, J., Kennedy, R., Green, K., & Sharp, B. (2018). Forecasting advertising and media effects on sales: econometrics and alternatives. International journal of market research, 60(6), 611-620.
DOI Scopus12 WoS7
2017 Scriven, J., Clemente, M., Dawes, J., Trinh, G., & Sharp, B. (2017). Buying brands at both regular price and on promotion over time. Australasian marketing journal, 25(4), 252-260.
DOI Scopus10 WoS10
2017 Dawes, J., Bond, A., & Hartnett, N. (2017). Does double jeopardy apply using average spend per buyer as the loyalty metric?. Australasian marketing journal, 25(4), 261-268.
DOI Scopus12 WoS11
2017 Huang, A., Dawes, J., Lockshin, L., & Greenacre, L. (2017). Consumer response to price changes in higher-priced brands. Journal of retailing and consumer services, 39, 1-10.
DOI Scopus36 WoS29
2017 Huang, A., Dawes, J., Lockshin, L., & Greenacre, L. (2017). Understanding consumer response to price changes for high-priced wine brands. Wine & viticulture journal, 32(3), 1-24.
2016 Dawes, J. G. (2016). Brand growth in packaged goods markets: ten cases with common patterns. Journal of consumer behaviour, 15(5), 477-490.
DOI Scopus23 WoS23
2016 Anesbury, Z., Nenycz Thiel, M., Dawes, J., & Kennedy, R. (2016). How do shoppers behave online? An observational study of online grocery shopping. Journal of consumer behaviour, 15(3), 261-270.
DOI Scopus111 WoS105
2016 Dawes, J. G. (2016). Testing the robustness of brand partitions identified from purchase duplication analysis. Journal of marketing management, 32(7-8), 695-715.
DOI Scopus23 WoS21
2016 Jardine, B., Romaniuk, J., Dawes, J. G., & Beal, V. (2016). Retaining the primetime television audience. European journal of marketing, 50(7-8), 1290-1307.
DOI Scopus17 WoS15
2015 Dawes, J., Meyer Waarden, L., & Driesener, C. (2015). Has brand loyalty declined? A longitudinal analysis of repeat purchase behavior in the UK and USA. Journal of business research, 68(2), 425-432.
DOI Scopus73 WoS69
2014 Trinh, G., Rungie, C., Wright, M., Driesener, C., & Dawes, J. (2014). Predicting future purchases with the Poisson log-normal model. Marketing letters, 25(2), 219-234.
DOI Scopus25 WoS20
2014 Dawes, J. (2014). Patterns in competitive structure among retail financial services brands. European journal of marketing, 48(5/6), 924-942.
DOI Scopus10 WoS6
2014 Dawes, J. (2014). Cigarette brand loyalty and purchase patterns: an examination using US consumer panel data. Journal of business research, 67(9), 1933-1943.
DOI Scopus50 WoS47
2014 Romaniuk, J., Dawes, J., & Nenycz Thiel, M. (2014). Generalizations regarding the growth and decline of manufacturer and store brands. Journal of retailing and consumer services: forging the link between research and practice, 21(5), 725-734.
DOI Scopus34 WoS33
2013 Dawes, J. G., & Nenycz Thiel, M. K. (2013). Comparing retailer purchase patterns and brand metrics for in-store and online grocery purchasing. Journal of marketing management, 30(3-4), 364-382.
DOI Scopus69 WoS53
2013 Dawes, J. (2013). Reasons for variation in SCR for private label brands. European journal of marketing, 47(11), 1804-1824.
DOI Scopus14 WoS14
2012 Sharp, B., Wright, M., Dawes, J., Driesener, C., Meyer Waarden, L., Stocchi, L., & Stern, P. (2012). It's a dirichlet world: modeling individuals' loyalties reveals how brands compete, grow, and decline. Journal of advertising research, 52(2), 203-213.
DOI Scopus72 WoS66
2012 Pare, V., & Dawes, J. (2012). The persistence of excess brand loyalty over multiple years. Marketing letters, 23(1), 163-175.
DOI Scopus30 WoS27
2012 Dawes, J. G. (2012). Brand-pack size cannibalization arising from temporary price promotions. Journal of retailing, 88(3), 343-355.
DOI Scopus23 WoS21
2011 Dawes, J., & Nenycz Thiel, M. (2011). Analyzing the intensity of private label competition across retailers. Journal of business research, 66(1), 60-66.
DOI Scopus63 WoS57
2011 Dawes, J. (2011). Erratum to The Eeffect of Service Price Increases on Customer Retention: The Moderating Role of Customer Tenure and Relationship Breadth (Journal of Service Research, (2009), 11, 3, (232-245), 10.1177/1094670508328986). Journal of Service Research, 14(4), 489.
DOI
2009 Dawes, J. (2009). You need more customers the key is how many you have, not how much they buy.. Marketing Research, 21(2), 30-31.
Scopus8
2009 Dawes, J. (2009). Ageing Prisoners: Issues for Social Work. AUSTRALIAN SOCIAL WORK, 62(2), 258-271.
DOI WoS47
2009 Nenycz Thiel, M. K., Sharp, B. M., Dawes, J. G., & Romaniuk, J. T. (2009). Competition for memory retrieval between private label and national brands. Journal of business research, 63(11), 1142-1147.
DOI Scopus35 WoS32
2009 Trinh, G. T., Dawes, J. G., & Lockshin, L. S. (2009). Do product variants appeal to different segments of buyers within a category?. The journal of product and brand management, 18(2), 95-105.
DOI Scopus15 WoS14
2009 Dawes, J. G. (2009). The effect of service price increases on customer retention : the moderating role of customer tenure and relationship breadth. Journal of service research, 11(3), 232-245.
DOI Scopus82 WoS68
2009 Dawes, J. G., Romaniuk, J. T., & Mansfield, A. J. (2009). Generalized pattern in competition among tourism destinations. International journal of culture, tourism and hospitality research, 3(1), 33-53.
DOI Scopus18 WoS13
2009 Dawes, J. G., Mundt, K. A., & Sharp, B. M. (2009). Consideration sets for financial services brands. Journal of financial services marketing, 14(3), 190-202.
DOI Scopus17 WoS14
2009 Dawes, J. G. (2009). Brand loyalty in the UK sportswear market. International journal of market research, 51(4), 449-463.
DOI Scopus26 WoS27
2008 Dawes, J. G. (2008). Regularities in buyer behavior and brand performance: The case of Australian beer. The journal of brand management, 15(3), 198-208.
DOI WoS43
2008 Dawes, J. G. (2008). Cross-brand cannibalization kills the profitability of price promotions. Ehrenberg-Bass Institute research and development reports, (47), 1-4.
2008 Dawes, J. G. (2008). Do data characteristics change according to the number of scale points used? An experiment using 5-point, 7-point and 10-point scales.. International journal of market research, 50(1), 61-77.
DOI Scopus1569 WoS1319
2006 Riebe, E. L., & Dawes, J. G. (2006). Recall of radio advertising in low and high advertising clutter formats. International journal of advertising, 25(1), 71-86.
DOI Scopus26 WoS24
2006 Dawes, J. G. (2006). Interpretation of brand penetration figures that are reported by sub-groups. Journal of Targeting, Measurement and Analysis for Marketing, 14(2), 173-183.
DOI
2006 Mundt, K. A., Dawes, J. G., & Sharp, B. M. (2006). Can a brand outperform competitors on cross-category loyalty? : an examination of cross-selling metrics in two financial services markets. Journal of consumer marketing, 23(7), 465-469.
DOI Scopus22
2005 Romaniuk, J. T., & Dawes, J. G. (2005). Loyalty to price tiers in purchases of bottled wine. Journal of product and brand management, 14(1), 57-64.
DOI Scopus24 WoS20
2004 Dawes, J. G. (2004). Price changes and defection levels in a subscription-type market : can an estimation model really predict defection levels?. Journal of Services Marketing, 18(1), 35-44.
DOI Scopus24
2004 Dawes, J. G. (2004). Assessing the impact of a very successful price promotion on brand, category and competitor sales. The Journal of Product and Brand Management, 13(5), 303-314.
DOI Scopus34
2003 Romaniuk, J. T., & Dawes, J. G. (2003). Is discounting a muggle's game. B and T Magazine.
2003 Dawes, J. G. (2003). Frequency and ad clutter - where do they meet. B and T.
2003 Dawes, J. G. (2003). Marketing gurus - approach with caution. Admap.
2002 Dawes, J. G. (2002). Interviewer evaluations of interview quality. Australasian Journal of Market Research.
2002 Dawes, J. G. (2002). Further evidence on the predictive accuracy of the verbal probability scale: the case of household bill payments in Australia. Journal of Financial Services Marketing.
2002 Dawes, J. G., & Riebe, E. L. (2002). The impact of different scale anchors on responses to the verbal probability scale. Canadian Journal of Marketing Research.
2002 Dawes, J. G. (2002). De-bunk a marketing guru for fun and profit. B and T.
2002 Dawes, J. G. (2002). Five points vs. eleven points scales: does it make a difference to data characteristics?. Australasian Journal of Market Research.
2002 Sharp, B. M., Riebe, E. L., & Dawes, J. G. (2002). A marketing economy of scale - big brands loss less of their customer base than small brands. Marketing Bulletin.
2001 Dawes, J. G. (2001). The impact of mentioning a scale mid-point in administering a customer satisfaction questionnaire via telephone. Australasian Journal of Market Research.
2001 Sharp, B. M., & Dawes, J. G. (2001). What is differentiation and how does it work?. Journal of Marketing Management, 17(7-8), 739-759.
DOI Scopus90
2001 Lowndes Avery, M., & Dawes, J. G. (2001). Do distinct servqual dimensions emerge from mystery shopping data? A test of convergent validity. Canadian Journal of Program Evaluation.
2000 Dawes, J. G. (2000). Market Orientation and Company Profitability: Further Evidence Incorporating Longitudinal Data. Australian journal of management.
2000 Dawes, J. G. (2000). The impact of question wording reversal on probabilistic estimates of defection/loyalty for a subscription product. Marketing Bulletin.
2000 Dawes, J. G. (2000). Market orientation and company profitability: further evidence incorporating longitudinal data. Australian Journal of Management.
2000 Dawes, J. G., & Sharp, B. M. (2000). The reliability and validity of objective measures of customer service: "mystery shopping". Australasian Journal of Market Research.
2000 Dawes, J. (2000). 3 Market Orientation and Company Profitability: Further Evidence Incorporating Longitudinal Data. Australian Journal of Management, 25(2), 173-199.
DOI Scopus146
1999 Dawes, J. G. (1999). The relationship between subjective and objective company performance measures in market orientation research: further empirical evidence. Marketing Bulletin.
1998 Dawes, J. G. (1998). Case study - doing a market assessment for an unfamiliar product. Journal of Marketing Practice: Applied Marketing Science, 4(8), 221-230.
DOI
1996 Dawes, J., & Sharp, B. (1996). Independent empirical support for Porter's generic marketing strategies? A re-analysis using correspondence analysis. Journal of Empirical Generalisations in Marketing Science, 1(2), 36-53.
1996 Dawes, J., & Sharp, B. (1996). Independent empirical support for Porter's generic marketing strategies? A re-analysis using correspondence analysis. Journal of Empirical Generalisations in Marketing Science, 1, 35-53.
Scopus5
1977 DAWES, J. G., & DAVIES, J. K. W. (1977). SIGNIFICANT NUMBERS OF ACCIDENTS. JOURNAL OF OCCUPATIONAL ACCIDENTS, 1(2), 123-134.
DOI
1957 DAWES, J. G., GREENOUGH, G. K., & SEAGER, J. S. (1957). THE PENETRATION OF IRREGULARLY-SHAPED PARTICLES THROUGH AN AIRBORNE-DUST ELUTRIATOR. BRITISH JOURNAL OF APPLIED PHYSICS, 8(6), 236-241.
DOI WoS3
1954 DAWES, J. G. (1954). DENSITOMETRIC EVALUATION OF COAL-DUST STAINS ON FILTER PAPER. BRITISH JOURNAL OF APPLIED PHYSICS, 5(JUN), 221-224.
DOI WoS5
1950 DAWES, J. G. (1950). THE ACOUSTIC BLASTMETER. JOURNAL OF SCIENTIFIC INSTRUMENTS, 27(5), 123-127.
DOI WoS5

Year Citation
2023 Dawes, J., & Chanana, V. (2023). The empirical realism case study approach. In ANZMAC 2023: Marketing for Good (pp. 369-371). Australia: ANZMAC.
2016 Ludwichowska, G., Nenycz Thiel, M., Sharp, B., & Dawes, J. (2016). Brand awareness and mental availability: does more than one cue matter?. In Proceedings of the Engineering mathematics and applications conference (pp. 1-8). Australia: University of South Australia.
2016 Nenycz-Thiel, M., Romaniuk, J., & Dawes, J. (2016). Is Being Private Better or Worse Online? Private Labels Performance in Online Grocery Channel. In F. J. MartinezLopez, J. C. GazquezAbad, & E. Gijsbrecht (Eds.), Springer Proceedings in Business and Economics (pp. 63-65). SPAIN, Barcelona: SPRINGER INT PUBLISHING AG.
DOI Scopus5 WoS5
2012 Anesbury, Z., Dawes, J. G., Kennedy, R., & Nenycz Thiel, M. (2012). Supermarket shelving: a conceptual paper on the value of shelf position. In R. Lee (Ed.), Australia New Zealand Marketing Academy Conference 2012 (pp. 1-7). Australia: Ehrenberg-Bass Institute for Marketing Science.
2010 Dawes, J. G., Nenycz Thiel, M. K., & Nehring, A. (2010). How do private labels compete?. In 6th international conference 2010 - thought leaders in brand management (pp. 395-405). Lugano, Switzerland: Universita della Svizzera Italiana.
2009 Dawes, J. G. (2009). Brand-pack size cannibalization arising from temporary price promotions - an examination in two FMCG markets. In D. Tojib (Ed.), Australian and New Zealand marketing academy conference proceedings: ANZMAC. Australia: ANZMAC.
2009 Dawes, J. G., Keynes, W. L., Lockshin, L. S., & Russo, G. L. (2009). A coherent pattern in consumer purchase across price tiers: Australian wine. In T. Tojib, & D. Dewi (Eds.), Australian and New Zealand Marketing Academy Conference Proceedings: ANZMAC. Australia: ANZMAC.
2009 Jardine, B. I., Riebe, E. L., & Dawes, J. G. (2009). Investigating zapping of commercial breaks and programming content during prime time Australian TV. In T. Tojib, & D. Dewi (Eds.), ANZMAC 2009 conference proceedings : sustainable management and marketing. Melbourne, Australia: Australian and New Zealand Marketing Academy.
2008 Dawes, J. G., Meyer Warden, L., & Driesener, C. B. (2008). Has consumer loyalty declined? an extension of Dekimpe et al (1997). In S. Spanjaard, & D. Daniela (Eds.), Australian and New Zealand marketing academy conference. Australia: ANZMAC.
2008 Trinh, G. T., Dawes, J. G., & Lockshin, L. S. (2008). Pack-size segmentation - an examination at the individual level using a person-situation variable. In S. Spanjaard, & D. Daniela (Eds.), Australian and New Zealand marketing academy conference ANZMAC 2008. Marketing: shifting the focus from mainstream to offbeat. Australia: ANZMAC.
2008 Pare, V., & Dawes, J. G. (2008). Do all private label brands exhibit excess loyalty?. In S. Spanjaard, & D. Daniela (Eds.), Australian and New Zealand marketing academy conference. Australia: ANZMAC.
2007 Pare, V., & Dawes, J. G. (2007). Deviations from double jeopardy: how many private label and high share brands exhibit excess loyalty?. In T. Thyne, & M. M. (Eds.), ANZMAC, Australian and New Zealand Marketing Academy : Conference 2007 : abstracts and programme : 3Rs - reputation, responsibility, relevance. New Zealand: University of Otago.
2007 Dawes, J. G. (2007). Are long-tenure customers less price sensitive? an empirical examination in a services context. In Australian and New Zealand Marketing Academy : Conference 2007 : 3Rs : reputation, responsibility, relevance. New Zealand: University of Otago.
2007 Dawes, J. G. (2007). The structure of switching: an examination of market structure across brands and brand variants. In T. Thyne, & M. M. (Eds.), ANZMAC, Australian and New Zealand Marketing Academy : Conference 2007 : abstracts and programme : 3Rs - reputation, responsibility. New Zealand: University of Otago.
2006 Dawes, J. G. (2006). An experiment gauging affective responses to hypothetical price changes - extending 'prospect theory'. In Advancing Theory, Maintaining Relevance. Queensland, Australia: Australian and New Zealand Marketing Academy.
2006 Pare, V., Dawes, J. G., & Driesener, C. B. (2006). Double jeopardy deviations for small and medium share brands - how frequent and how persistent?. In Advancing Theory, Maintaining Relevance. Queensland, Australia: Australian and New Zealand Marketing Academy.
2006 Huang, R. H., & Dawes, J. G. (2006). Segmentation for Private Labels and National Brands - an examination of 'Within-Demographic Market Share'. In Advancing Theory, Maintaining Relevance. Queensland, Australia: Australian and New Zealand Marketing Academy.
2004 Allsopp, J., Sharp, B. M., & Dawes, J. G. (2004). The double jeopardy line - empirical results. In ANZMAC (Australian and New Zealand Marketing Academy) 2004 Proceedings: Marketing Accountabilities and Responsibilities. New Zealand: Australian and New Zealand Marketing Academy.
2004 Mundt, K. A., Dawes, J. G., & Sharp, B. M. (2004). Evaluation sets in financial services. In ANZMAC (Australian and New Zealand Marketing Academy) 2004 Proceedings: Marketing Accountabilities and Responsibilities. New Zealand: Australian and New Zealand Marketing Academy.
2004 Dawes, J. G., Riebe, E. L., & Tustin, M. K. (2004). Using the juster scale to examine reference price effects, using a new environmentally-friendly consumer product as a test case. In ANZMAC (Australian and New Zealand Marketing Academy) 2004 Proceedings: Marketing Accountabilities and Responsibilities. New Zealand: Australian and New Zealand Marketing Academy.
2004 Murphy, T. C., & Dawes, J. G. (2004). Understanding price tiers: a preliminary descriptive study?. In ANZMAC (Australian and New Zealand Marketing Academy) 2004 Proceedings: Marketing Accountabilities and Responsibilities. New Zealand: Victoria University of Wellington.
2003 Mundt, K., Sharp, B. M., & Dawes, J. G. (2003). An investigation of multi-product loyalty in financial services. In Celebration of Ehrenberg and Bass: Marketing Discoveries, Knowledge and Contribution. Adelaide: University of South Australia.
2003 Dawes, J. G. (2003). Negative evidence of asymmetric brand substitution between manufacturer brands and lower priced store brands. In Celebration of Ehrenberg and Bass: Marketing Discoveries, Knowledge and Contribution. Adelaide: Australian and New Zealand Marketing Academy & University of South Australia.
2003 Dawes, J. G., Riebe, E. L., & Sharp, B. M. (2003). Radio advertising effectiveness under high and low clutter formats. In Marketing : responsible and relevant? : proceedings of the 32nd EMAC conference, May 20-23rd, 2003. Glasgow, Scotland: University of Strathclyde.
2003 Dawes, J. G. (2003). Within-the-line cannibalisation arising from price promotions: an examination using Australian beer brands. In International Colloquium in Wine Marketing 2003. Adelaide: University of South Australia.
2002 Riebe, E. L., Dawes, J. G., & Sharp, B. M. (2002). Testing the relationship between radio advertising clutter and recall. In ANZMAC 2002 Conference Proceedings. Melbourne, Australia: Deakin University.
2002 Dawes, J. G. (2002). Survey responses using scale categories follow a "double jeopardy" pattern. In ANZMAC 2002 Conference Proceedings. Melbourne, Australia: Deakin University.
2002 Dawes, J. G. (2002). Assessing the impact of a big price promotion on brand, category and competitor sales. In ANZMAC 2002 Conference Proceedings. Melbourne, Australia: Deakin University.
2001 Dawes, J. G. (2001). Comparing data gathered using five point vs eleven point scales. In Bridging Marketing Theory and Practice. http://130.195.95.71:8081/WWW/ANZMAC2001/home.htm: Massey University.
2001 Eddy, C. M., Sharp, B. M., Page, N. D., & Dawes, J. G. (2001). Grounded benchmarks for service quality. In S. Chetty, & B. Collins (Eds.), Bridging Marketing Theory and Practice. http://130.195.95.71:8081/WWW/ANZMAC2001/home.htm: Massey University.
2001 Sharp, B. M., Riebe, E. L., & Dawes, J. G. (2001). A marketing economy of scale - big brands lose less of their customer base than small brands. In Bridging Marketing Theory and Practice. http://130.195.95.71:8081/WWW/ANZMAC2001/home.htm: Massey University.
2000 Dawes, J. G. (2000). Further evidence on the predictive accuracy of the verbal probability scale - The case of household bill payments. In Visionary Marketing for the 21st Century: Facing the Challenge. Brisbane: Griffith University.
2000 Sharp, B. M., Page, N. D., & Dawes, J. G. (2000). A new approach to customer satisfaction, service quality and relationship quality research. In Visionary Marketing for the 21 Century: Facing the Challenge. Brisbane: Griffith University.
1998 Dawes, J. G., Avery, M., & Riebe, E. L. (1998). Are some aspects of service quality assessment more subjective than others?. In Marketing Connections: Proceedings of the ANZMAC Conference. Dunedin, NZ: Department of Marketing, University of Otago.
1998 Rundle Thiele, S. R., Dawes, J. G., & Sharp, B. M. (1998). An empirical investigation of the relationship between three types of loyalty. In Marketing Connections: Proceedings of the ANZMAC Conference. Dunedin, NZ: Department of Marketing, University of Otago.
1998 Dawes, J. G. (1998). Market orientation vs other business approaches, and their relationship with profitability. In Marketing Connections: Proceedings of the ANZMAC Conference. Dunedin, NZ: Department of Marketing, University of Otago.
1997 Sharp, B. M., Dawes, J. G., & Faulkner, M. E. (1997). Developing business orientation scales. In ANZMEC 97. Melbourne: Department of Marketing, Monash University.
1997 Dawes, J. G. (1997). Undertaking a market assessment for an unfamiliar product - a case study. In ANZMEC 97. Melbourne: Department of Marketing, Monash University.
1997 Sharp, B. M., Dawes, J. G., & Rundle Thiele, S. R. (1997). Three conceptualisations of loyalty. In ANZMEC 97. Melbourne: Department of Marketing, Monash University.

Courses I teach

  • MARK 3019 Marketing Clinic (2025)
  • MARK 3019 Marketing Clinic (2024)

Date Role Research Topic Program Degree Type Student Load Student Name
2025 Co-Supervisor Ehrenberg Bass Institute Research Degree -2025 Doctor of Philosophy Doctorate Full Time Miss Victoria Tait
2025 Co-Supervisor 390 - Ehrenberg Bass Institute Research Degree - 2024 - Master Full Time Miss Nadia Lerner
2024 Co-Supervisor How market-leading brands grow - Master Full Time Mrs Mikhaila Pritchard
2023 Co-Supervisor Purchase likelihoods & brand usage: revisiting a 60-year-old relationshi - Master Full Time Miss Millie Kate Smith

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