J. David Lichtenthal - Zicklin School of Business

About

J. David Lichtenthal, BA (SUNY at Potsdam); MBA (SUNY at Buffalo); PhD (Pennsylvania State University), is Professor of Marketing at the Zicklin School of Business, Baruch College, City University of New York, and a research associate with the Institute for the Study of Business Markets at Penn State until 2010. Dr. Lichtenthal has published in Advances in Business Marketing & Purchasing, Industrial Marketing Management, Journal of Business Research, Journal of Business-to-Business Marketing, Journal of Business & Industrial Marketing, Journal of Contingencies & Crisis Management, Journal of Marketing Channels, Journal of Personal Selling & Sales Management, Journal of Relationship Marketing, Market Intelligence & Planning, Psychology & Marketing and Research in Marketing.

In 1990 Dr. Lichtenthal served as editor for the first American Marketing Association Educator’s Conference devoted entirely to industrial marketing. He was among the 29 founding editorial board members and the first book review editor for the Journal of Business-to-Business Marketing. Since 1995 he has served as the Editor in Chief of the Journal of Business-to-Business Marketing and currently serves on three editorial boards: Industrial Marketing Management since 2004, Journal of Business and Industrial Marketing since 1995, and Associate Editor for the Journal of Customer Behaviour since 2008. He has four years of corporate marketing and market research experience with a leading manufacturer of consumable office supplies. In 2002, he created the Foundations Series in Business Marketing and was its Senior Editor through Fall 2007. In 2004, he received the President’s Excellence Award – Distinguished Teaching – Baruch College.

Publications

Sharma, P., Sengupta, R. and J. David Lichtenthal (2019), “Facets of Business-to-Business Brand Equity: Mixed Methods Approach,” Marketing Intelligence & Planning, 37, 7, 754-769.

Tzempelikos N., Kooli, K. and J. David Lichtenthal (2019) “Innovation in Business-to-Business Marketing”, Journal of Business-to-Business Marketing, 26, 3-4, 229-232.

Valenzuela-Fernández, L., Merigó, J. M., Lichtenthal, J. David and Carolina Nicolas, (2019), “A Bibliometric Analysis of the first 25 years of the Journal of Business-to-Business Marketing,” Journal of Business- to-Business Marketing, 26, 1, 75- 94.

Lichtenthal, J. David and Tzempelikos, N. and Thomas Tellefsen (2018), “Journal Positioning Meta-Issues as Evolving Contexts: Organizational Marketing at the Crossroads,” Industrial Marketing Management, 69 (February), 40 – 52.

Mummalaneni, Venkatapparao & J. David Lichtenthal (2015), “At 21—the JBBM Comes of Age: Assessment and Outlook” Journal of Business to Business Marketing, 21, ½, 13-36. (lead article)

Lichtenthal, J. David and V. Mummalaneni (2009), “Commentary: The Relative Presence of Business Marketing Research in the Marketing Literature: Review and Directions,” Journal of Business-Business Marketing, 16, ½, 40-54.

Mummalaneni, V., J. David Lichtenthal and D.T. Wilson (2008), Reply to Commentaries Dant & Lapuka, Malhotra, Uslay & Ndubisi, LaPlaca and, Woodside “The Essence of Business Marketing: Theory, Research and Tactics” Contributions of the Journal of Business to Business Marketing, Journal of Business-to-Business Marketing, 15, 2, 234 – 245. (lead article)

Lichtenthal J. David, Mummalaneni, V. and D.T. Wilson (2008), “The Essence of Business Marketing Theory, Research and Tactics: The First Thirteen Years of the Journal of Business to Business Marketing, Journal of Business-to-Business Marketing, 15, 2, 91 – 179. (lead article)

Long, M.M., Tellefsen, T. and J. David Lichtenthal (2007), “Internet Integration into the Industrial Selling Process: A Step-By-Step Approach, Industrial Marketing Management, 36, 676 – 689.

Lichtenthal, J. David, Yadav, V. and N. Donthu (2006), “Outdoor Advertising for Business Markets,” Industrial Marketing Management, 35, 4, 236 – 247.

Lichtenthal, J. David, G. R. Iyer, P.S. Busch and T. Tellefsen (2006), “We Are All Business Marketers Now,” Journal of Business and Industrial Marketing, Special Issue Commemorating the 20th Anniversary of the Journal of Business and Industrial Marketing, 21, 7, 414 – 421.

Lichtenthal, J. David and S. A. Goodwin (2006), “Product Related Attributes for Business Markets: Implications for Selling and Sales Management,” Psychology & Marketing, 23, 3, 225 – 251.

Lichtenthal, J. David and S. Eliaz (2003), ”Internet Integration in Business Marketing Tactics,” Industrial Marketing Management, 32/1, 2 -13. (lead article)

Lichtenthal, J. David and T. Tellefsen (2001), ”Toward a Theory of Business Buyer-Seller Similarity,” Journal of Personal Selling and Sales Management, 21, 1, 1 – 14. (lead article)

Hwang, P.J. and J. David Lichtenthal (2000), “Anatomy of Organizational Crises,” Journal of Crises and Contingency Management, 8, 3 129 – 140. (lead article)

Lichtenthal, J. David and S. Shani (2000), ”Fostering Client-Agency Relationships: A Business Buyer Behavior Perspective,” Journal of Business Research, 49, 213 – 228. (lead article)

Lichtenthal, J. David and M. M. Long (1998), “Service Support and Capital Goods: Dissolving the Resistance to Obtaining New Product Acceptance in New Business Markets,” Journal of Business and Industrial Marketing, Special Issue on Industrial Services Marketing, 13, 4/5, 356 – 370.

Lichtenthal, J. David, D.T. Wilson and M. M. Long (1997), “Scientific Contributions to the Field from the Journal of Business-to-Business Marketing,” Journal of Business Research, 35, 3, 211 – 234.

Lichtenthal J. David and M. M. Long “Duprey Progressing Cavity Oil Production Pumps” (1996), Advances in Business Marketing and Purchasing, Vol. 7, JAI Press, Inc., Greenwich, CT, 125 -141.

Lichtenthal, J. David and R. Ducoffe (1994), “Industrial Advertising Decisions,” Advances in Business Marketing and Purchasing, Vol. 6, 219 – 256.

Lichtenthal, J. David and W.J. Copulsky (1993), “How Big Blue IBM Became the Big Black and Blue,” Industrial Marketing Management, 22, 277 – 285.

Lichtenthal, J. David and D.T. Wilson (1992), “Becoming Market Oriented,” Journal of Business Research, 24, 3, 191 – 208 (lead article).

Lichtenthal, J. David and N. Eyuboglu (1991), “Channel Power in Business Markets: Structural Linkages,” Journal of Marketing Channels, 1, 1, 39 – 58.

Lichtenthal, J. David and G. Butaney (1991), “Undergraduate Industrial Marketing Education: Content & Methods,” Industrial Marketing Management, 20, 3, 231 – 239.

Lichtenthal, J. David, Sikri, S. and Folk, K. (1989), “Teleprospecting: An Approach to Qualifying Accounts,” Industrial Marketing Management, 18, 1, 9 – 17.

Lichtenthal, J. David (1988), “Group Decision Making in Organizational Buying: A Role Structure Approach,” Advances in Business Marketing, Arch G. Woodside (ed.), JAI Press, Vol. 3, 119 – 157.

Lichtenthal, J. David and Beik, L. L. (1984), “A History of the Definition of Marketing,” Research in Marketing, Jagdish N. Sheth (ed.), JAI Press, Vol. 7, 133 – 163.

Awards