BIOGRAPHY

Jan Heide is the Irwin Maier Chair in Marketing at the University of Wisconsin-Madison. Previously, he was a faculty member in the Weatherhead School of Management, Case Western Reserve University. He has been a guest lecturer at many different universities, including the University of Cambridge, the University of Melbourne, and the Norwegian School of Management. His research, which focuses on inter-firm relationships and strategic partnerships, has been published in the Journal of Marketing Research, the Journal of Marketing, the Academy of Management Journal, the Academy of Management Review, the Journal of Law and Economics, and the Journal of Law, Economics, and Organizations. He currently teaches the core Marketing Management course in the MBA and Executive MBA programs.
 

Professor Heide's VITA

RESEARCH

The focus of my research is on the design and management of inter-firm relationships. Specifically, my projects examine manufacturers’ interactions with (upstream) suppliers and (downstream) resellers. Theoretically, most of my work is anchored in the “economics of organization” literature, in particular in transaction cost and agency theory. Some of my projects have explored the public policy aspects of inter-firm relationships. For instance, I am interested in the use of vertical territorial restrictions such as exclusive territory and exclusive dealing arrangements. A new line of research explores how inter-firm relationships within regional clusters are organized.

RECOGNITION FOR RESEARCH

• Harold H. Maynard Award for Journal of Marketing article “Transaction Cost Analysis: past, Present, and Future Applications”, 1997 (with Aric Rindfleisch)
• Three-time winner of the Louis W. Stern Award from the American Marketing Association, for the following articles: 1) “Interorganizational Governance in Marketing Channels” 2001, 2) “Transaction Cost Analysis: Past, Present and Future Applications”, 2004 (with Aric Rindfleisch), 3) “Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions”, 2007 (with Kenneth Wathne)
• Featured in Thomson’s Highly Cited Researchers Directory
• Vilas Associate Award, University of Wisconsin
• Invited faculty member, American Marketing Association’s Doctoral Consortium, 1997, 1999, 2000, 2002-2009
• Elected Visiting Fellow, Sidney Sussex College, University of Cambridge

TEACHING

• Marketing management, marketing channels, product and price management,  business-to-business marketing (undergraduate, MBA, and Executive MBA programs)
• Marketing channels, interorganizational relationships (doctoral programs)
• Managing strategic partnerships, new product development (executive programs)
• Invited presentations, guest lectures and visiting appointments at different universities, including the University of Cambridge, the University of Melbourne, and the Norwegian School of Management.

RECOGNITION FOR TEACHING

• University of Wisconsin System Underkofler Excellence in Teaching Award, 1998
• Outstanding Faculty Awards, Graduate Business Association, Wisconsin School of Business
• Mu Kappa Tau Marketing Professor of the Year 1998
• Listings in the “Top Professors” section in Business Week’s Guide to the best Business Schools (University of Wisconsin and Case Western Reserve)
• Fellow of the University of Wisconsin Teaching Academy
• Dean’s Teaching Award, Beta Gamma Sigma, 1997
• Lawrence Larson Excellence in Teaching Award, Wisconsin School of Business 1996
• Teaching Excellence Award, Wisconsin School of Business Evening MBA Program 2001

PROFESSIONAL SERVICE

Associate Editor - Journal of Marketing Research

Editorial Review Board - Journal of Marketing, Marketing Science, Journal of Retailing, Journal of Business-to-Business Marketing, Managerial and Decision Economics, Review of Marketing Research

Advisory Board - Journal of Supply Chain Management

RECOGNITION FOR SERVICE

• Outstanding Reviewer Award, Journal of Marketing, 1999-2001, 2003-2005
• Outstanding Reviewer Award, Journal of Retailing
• Erwin A. Gaumnitz Distinguished Faculty Award, Wisconsin School of Business, 2003

SELECTED WORKS

Simon J. Bell, Paul Tracey, and Jan B. Heide, “The Organization of Regional Clusters”, Academy of Management Review, forthcoming.

Jan B.Heide, Kenneth H. Wathne, and Aksel Rokkan, “Inter-Firm Monitoring, Social Contracts, and Relationship Outcomes”, Journal of Marketing Research, 2007, Vol.44 (August), 425-433.

Jan B. Heide and Kenneth H. Wathne, “Friends, Businesspeople, and Relationship Roles: A Conceptual Framework and A Research Agenda,” Journal of Marketing, 2006, Vol. 70 (July), 90-103.

Kenneth H. Wathne, and Jan B. Heide, “Relationship Governance in a Supply Chain Network,” Journal of Marketing, 2004, Vol. 68 (January), 73-89. 

Jan B. Heide, “Plural Governance in Industrial Purchasing,” Journal of Marketing, 2003, Vol. 67 (October), 18-29.

Aksel Rokkan, Jan B. Heide, and Kenneth H. Wathne, “Specific Investments in Marketing Relationships: Expropriation and Bonding Effects,” Journal of Marketing Research, May 2003, Vol. 40 (May), 210-224.

Kenneth H. Wathne, Harald Biong, and Jan B. Heide, “Choice of Supplier in Embedded Markets: Relationship and Marketing Program Effects,” Journal of Marketing, 2001, Vol. 65 (April). 54-66. 

Kenneth H. Wathne and Jan B. Heide, “Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions,” Journal of Marketing, 2000, Vol. 64 (October), 36-51. 

Shantanu Dutta, Jan. B. Heide and Mark Bergen, “Vertical Territorial Restrictions and Public Policy: Theories and Industry Evidence,” Journal of Marketing, 1999, Vol. 63 (October), 121-134.

Debi Mishra, Jan B. Heide, and Stanton Cort, “Levels of Agency Relationships in Service Delivery: Theory and Empirical Evidence,” Journal of Marketing Research, 1998, Vol. 35 (August), 277-295. 

Mark Bergen, Jan B. Heide, and Shantanu Dutta, “Managing Gray Markets Through Tolerance of Violations: A Transaction Cost Perspective,” Managerial and Decision Economics, 1998, vol. 19 (October), 157-165.

John P. Murry and Jan B. Heide, “Managing Promotion Program Participation Within Manufacturer-Retailer Relationships,” Journal of Marketing, 1998, Vol. 62 (January), 58-68. 

Aric Rindfleisch and Jan B. Heide, “Transaction Cost Analysis: Past, Present and Future Applications,” Journal of Marketing, 1997, Vol. 61 (October), 30-54. 

Rodney L. Stump and Jan B. Heide, “Controlling Partner Opportunism in Industrial Relationships,” Journal of Marketing Research, 1996, Vol. 33 (November), 431-441.

Jan B. Heide and Allen M. Weiss, “Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets” Journal of Marketing, 1995, Vol. 59 (July), 30-43.

Mark Bergen, Shantanu Dutta, Jan B. Heide and George John, “Understanding Dual Distribution: The Case of Reps and House Accounts,” Journal of Law, Economics and Organization, 1995, Vol. 11 (April), 189-204.

Jan B. Heide, “Interorganizational Governance in Marketing Channels,” Journal of Marketing, 1994, Vol. 58 (Janury), 71-85. 

Jan B. Heide and Rodney L. Stump, “The Performance Implications of Buyer‑Supplier Relationships in Industrial Markets: A Transaction Cost Explanation,” Journal of Business Research, 1995, Vol. 32 (January), 57-66.

Allen M. Weiss and Jan B. Heide, “The Nature of Organizational Search in High-Technology Markets”, Journal of Marketing Research, 1993, Vol. 30 (May), 220-223. 

Jan B. Heide and George John, “Do Norms Matter in Marketing Relationships?,” Journal of Marketing, 1992, Vol. 56 (April), 32‑44.

Jan B. Heide and Anne S. Miner, “The Shadow of the Future: The Effects of Anticipated Interaction and Frequency of Contact on Buyer-Seller Cooperation,” Academy of Management Journal, 1992, Vol. 35 (June), 265-291.  

Jan B. Heide and George John, “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships,” Journal of Marketing Research, 1990, Vol. 27 (February), 20-36. 

Jan B. Heide and George John, “The Role of Dependence Balancing in Safeguarding Transaction‑Specific Assets in Conventional Channels,” Journal of Marketing, 1988, Vol. 52 (January), 20‑35.

Timothy M. Stearns, Alan N. Hoffman and Jan B. Heide, “Performance of Commercial Television Stations as an Outcome of Interorganizational Linkages and Environmental Conditions,” Academy of Management Journal, 1987, Vol.30, No. 1, 71‑90.