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Academic Background

B.B.A., University of Michigan
Ph.D., Northwestern University

Research Specialties

• Consumer Behavior
• Brand Equity
• Brand Loyalty
• Marketing Research

Current Research

• Brand architecture
• Drivers of Retailer Share of Wallet
• Latent Class Segmentation Methods
• Retailer Equity

Major Works

• Sailors, J. and J. Heyman, "Compound Anchors and Their Subsequent Effect onJudgments," American Behavioral Scientist 55:8 (2011): 1035-1051.
• Al-Khatib, Jamal, Avinash Malshe, John J. Sailors and Irvine Clark, “The Impact of Deceitful Tendencies, Relativism and Opportunism on the Negotiation Tactics of US and Belgian Managers,” European Journal of Marketing, 45:12 (2011): 133 - 152.
• Heyman, James E. and John J. Sailors, “Peer Assessment of Class Participation: Applying Peer Nomination to Overcome Rating Inflation,” Assessment & Evaluation in Higher Education (2010).
• Malshe, Avinash, Jamal Al-Khatib and John J. Sailors, “Business to Business Negotiations: The Role of Relativism, Deceit, and Opportunism,” Journal of Business to Business Marketing, 17:2 (2010): 173-207.
• Militello, Jack, John J. Sailors and Mick Sheppeck, “The Equifinality of Success in the Operational Excellence Market Discipline,” Journal of Business and Behavioral Sciences 22:1 (2010): 2-24.
• “Preventing Childhood Obesity by Persuading Mothers to Breastfeed: Matching Appeal Type to Personality.” In  Leveraging Consumer Psychology for Effective Health Communications: The Obesity Challenge, edited by Rajeev Batra, Punam Anand Keller, and Victor J. Strecher, Chapter 13. Armonk, N.Y.:  M.E.Sharpe, 2010.
• "The Product Stereotype Effect," with B. Calder. Under review.

Conference Presentations

• “A Facet Model of Full-time MBA Student Satisfaction:  Program Elements and Outcomes.” Paper presented at the Academy of Management Annual Meeting,  Montreal, Canada, 2010. 
• “Marketing Decision Support Systems and Firm Performance in the Middle East.” Paper presented at the Marketing Dynamics Conference, Istanbul, Turkey, 2010.
• “Spending Intentions Across Consumer Shopping Style Clusters at the Beginning of the Economic Downturn.” Paper presented at the European Institute of Retailing and Service Studies Conference, Istanbul, Turkey, June 2010.
• “Findings That Challenge Current Alignment Models.” Paper presented at the American Society of Business and Behavioral Sciences Conference, Las Vegas, Nevada, 2009. 
• “Preventing Childhood Obesity by Persuading Mothers to Breastfeed: Matching Appeal Type to Personality.” Paper presented at the Advertising and Consumer Psychology Conference, Ann Arbor, Michigan, 2009.