Robert Spekman


Robert Spekman is the Tayloe Murphy Professor of Business Administration at the University of Virginia’s Darden Graduate School of Business. He is a recognized authority on business-to-business marketing strategy, channels of distribution design, and the implementation go-to-market strategies. Robert is also well known for his research and corporate consultancy work in strategic alliances, partnerships, and supply chain management. In 2004, he was named a Fellow to the Institute for the Study of Business Markets at the Pennsylvania State University’s Smeal School of Business. Robert has served on the board of Atlantic Food Service, Comdial and currently is on the board of Odin Technologies (an integration and consultation start-up in the RFID space).

Robert has taught in a number of executive programs in the U.S., Canada, Latin America, Asia, and Europe. His executive program experience ranges from general marketing strategy, to sales force management, to channels strategy, to creating strategic alliances, business-to-business marketing strategy, to a number of single-company and senior executive management programs. Robert has worked with many of the Fortune 100 as well as with a number of non- US based global firms.

He has broad industry experience ranging from pharmaceuticals to aerospace to heavy and light manufacturing. His academic research has been cited for its outstanding contribution to management thought on six separate occasions. Also, several of his articles on procurement practices and supply chain management have been used as part of the CPM program.

He was formerly Professor of Marketing and Associate Director of the Center for Telecommunications at the University of Southern California. Prior to joining the faculty at USC, Professor Spekman taught in the College of Business at the University of Maryland, College Park. During his tenure at Maryland, he was granted the Most Distinguished Faculty Award by the MBA students on three separate occasions.

The author of more than 85 articles and papers, Robert has also written/edited eight books and monographs. His Alliance Competency book was published by John Wiley in 2000 and his most recent book, The Extended Enterprise was published by Prentice Hall/Financial Times in 2003. His academic research has been cited for its outstanding contribution to management thought on six separate occasions.

Robert was granted his PhD from Kellogg School of Management, Northwestern University in 1977.

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