Author Archives: Scott Cowley

2015 Who Went Where Survey Results Are In!

2015_Who_Went_Where_BannerDocSIG is pleased to announce publication of the 2015 Who Went Where Survey results, which reflect responses from marketing doctoral candidates on the job market between summer 2014 and early 2015. Credit goes to Paul Mills and Jamie Grigsby at Kent State University for executing this year’s data collection, analysis, and reporting.

Highlights from the Report:

  • The number of respondents whose research focus is modeling increased by 10% from last year to 28% of all respondents.
  • Modelers’ average total salaries fell from $173,209 to $159,410. This made the gap between modelers and the other areas of focus (CB: $149,680; Strategy: $138,933) the smallest it has been since we started collecting data in 2003.
  • Average salaries, regardless of research focus, are the highest they have been at an average 9-month salary of $130,092 and an average total salary of $147,430.
  • 21% of respondents reported having at least 1 A-level publication, and nearly 50% reported having at least one B-level or lower publication. While the average number of B-level or lower publications per respondent fell slightly, the average number of A-level publications per respondent is the highest it has ever been.

Download Button

Also, be sure to check out Jamie Grigsby’s Summer AMA presentation about this year’s Who Went Where survey and check out the historical archive of Who Went Where reports.

Any comments or questions can be directed to

2015 Mathew Joseph Emerging Scholar Award Winner

Niket JindalDocSIG is pleased to announce that Niket Jindal, University of Texas at Austin, has been awarded the 2015 Mathew Joseph Emerging Scholar Award. The award, sponsored by Dr. Mathew Joseph, honors a doctoral student who has displayed exemplary scholarship and exhibits a bright future in the academic discipline.

“Thank you to the American Marketing Association for this recognition, to Mathew Joseph for his generosity, and to the many members of the marketing academic community who have supported my research – particularly Leigh McAlister, my advisor at the University of Texas,” said Jindal.

The faculty judges also wished to acknowledge several other promising students as honorable mentions for the award:

Mitchell Olsen, Indiana University
Valeria Stourm, University of Pennsylvania
Jacob Suher, University of Texas at Austin

Three marketing scholar judges evaluated all of the candidate submissions. The award funding and plaque will be presented at the Summer Educators’ Conference in Chicago.

“The level of scholarship being produced by some of these students is simply unreal,” says Scott Cowley, DocSIG Chair. “Their dedication and productivity should serve as a shining beacon to current and many future students in our discipline. I have an immense amount of respect for the sacrifices made by our winners in reaching these heights.”

Please stay tuned to the DocSIG blog, Facebook, and Twitter for details on how to apply for the Mathew Joseph Emerging Scholar Award. Congratulations to the winners!

Mathew Joseph, Niket Jindal, Scott Cowley, Jacob Suher - DocSIG Award

(L-R): Dr. Mathew Joseph, Niket Jindal, Scott Cowley, Jacob Suher

Announcing the AMA Transitions Guide for Job Market Prep

AMA_Transitions_GuideDocSIG is pleased to announce a brand new publication in collaboration with the American Marketing Association and 21 great marketing scholars.

AMA Transitions Guide: Navigating the Progression from Doctoral Student to Marketing Professor is a resource designed to provide an overview of the traditional job preparation and placement process in marketing. It includes codified standard practices (and best practices) that address areas such as:

  • Job search
  • C.V. and packet organization
  • Summer AMA interviews
  • Fly-outs and research presentations
  • Negotiating offers
  • Preparing for success as a new faculty member

We encourage students and departments to take advantage of this new resource. We also extend our sincere thanks to Lynn Brown-Reyes at the American Marketing Association, editors, designers, DocSIG officers, and the faculty who contributed their experience and expertise toward the compilation of this guide:

Ali Besharat, University of Denver
Laurel Cook, West Virginia University
Andrea Dixon, Baylor University
Dave Hardisty, University of British Columbia
Conor Henderson, University of Oregon
Ronald Hill, Villanova University
Mark Houston, Texas Christian University
Ginger Killian, University of Central Missouri
Son Lam, University of Georgia
Cait Lamberton, University of Pittsburgh
Kristy McManus, University of Wisconsin-LaCrosse
Dave Norton, University of Connecticut
Ethan Pew, Stonybrook University
Teresa Preston, University of Arkansas
Jessica Rixom, Florida International University
Jim Salas, Pepperdine University
Robin Soster, University of Arkansas
Clay Voorhees, Michigan State University
Jeremy Wolter, Auburn University
Marie Yeh, Loyola Maryland University
César Zamudio, Kent State University

Hard copies of the guide will be available at the AMA Winter Educators’ Conference in San Antonio and at subsequent AMA conferences.

Call For Submissions: 2014 John A. Howard / AMA Doctoral Dissertation Award

Call for Submissions for the
John A. Howard/AMA Doctoral Dissertation Award
Submissions Due: October 15, 2014
Recognizing Excellent Marketing Dissertations for Over 50 Years


Students completing the requirements for their doctoral degrees in marketing and consumer behavior-related topics between October 1, 2013 and September 30, 2014, are invited to enter the annual John A. Howard/AMA Doctoral Award Competition. Graduates from doctoral programs in any part of the world are invited to participate.

The Award and its History

In 1960, the AMA invited top doctoral candidates to present their papers at the annual Marketing Educators’ Conference. In 1967, this recognition process was formalized with the establishment of the Doctoral Dissertation Awards.

The John A. Howard/AMA Doctoral Dissertation Endowment was established in 1992 with the initial gift from Dr. Jagdish Sheth of Emory University in honor of his advisor. The purpose of the endowment is to both assure the continuity of the program and to further promote the importance of the dissertation process.

John Howard was the George E. Warren Professor Emeritus of Business at Columbia University. He was a recognized innovator in the application of basic research in marketing, and consumer and buyer behavior. His numerous marketing texts and articles contributed to the development of the profession for nearly 40 years, before his death in 1999. Howard also taught at the Universities of Illinois, Chicago, Pittsburgh, Western Ontario and Stanford. His leadership in directing doctoral candidates through the dissertation process influenced both the quality of the research and the preparation of current marketing faculty across the country.

Sheth, also internationally recognized for his contributions to marketing and the academic community, developed his dissertation under the guidance of Howard while at the University of Pittsburgh. According to Sheth, “John Howard was a major influence on me both personally and professionally. His devotion to the discipline of marketing and his hard work were an inspiration to all of us who have had the honor and the privilege of working with him. He was a true scholar because he was always eager to learn, challenge, and innovate new concepts and perspectives.”

For a list of previous winners of the John A. Howard/AMA Doctoral Dissertation Award, please visit

Selection Criteria

A team of reviewers will be appointed by the award co-chairs, Professors Klaus Wertenbroch (INSEAD, Europe Campus) and Susan Fournier (Boston University School of Management) to review the submissions. A double-blind review procedure will be followed to review the papers based on the following criteria:

  • Importance of the research question/issue to marketing
  • Conceptual rigor
  • Methodological rigor and technical competence in the execution of the research
  • Value of the findings in contributing to knowledge in marketing
  • Value of the findings to marketing practitioners and other stakeholders
  • Originality of the research

Authors will be notified in mid-January regarding the status of their submission.  Winner(s) will be recognized at the 2015 AMA Winter Marketing Educators’ Conference on February 14, 2015 in San Antonio, Texas.

Submission Details (Due date: October 15, 2014)

The submission should describe the research questions/issues, propositions and/or formal hypotheses (if appropriate to the method), relevant literature, data, research and analytic methods, findings, limitations of the study, conclusions, the contributions of the study for theory and practice, and suggestions for future research. The literature background, design, methods, analysis, and findings should be presented in enough detail and clarity to provide a theoretical grounding for the study and to allow the proper assessment of its methodology and findings.

When printed, the submission must be no more than 30 double-spaced pages in 12-point type; this limit is inclusive of all pages (e.g., text, references, figures, tables, and appendices). The manuscript guidelines for the Journal of Marketing should be used as a style guide. Submissions beyond the page limit or inconsistent with the style guidelines will not be sent out for review.

Authors should submit their manuscripts electronically as email attachments (one file only) in MS Word to Professors Klaus Wertenbroch and Susan Fournier by way of Julie Schnidman, Foundation Manager at The letter to the award co-chairs (see below) must be included in the email message itself.

Please note that the single file submission must be complete (text, references, figures, tables) and shared as one file only. We cannot accept submissions sent as multiple file attachments or with incomplete information. Please do not mail hard copies.

Because the review process will be double-blind, candidates making submissions should not include author names and schools on the paper itself.

The accompanying email letter to the co-chairs should include all of the following information: author’s name, telephone numbers, fax number, e-mail address, telephone number, the school awarding the degree, the date the dissertation defense was successfully completed, the name of the faculty member(s) chairing the dissertation committee, and the candidate’s current and future positions.

If you have any questions about the competition, please contact:

Klaus Wertenbroch

Professor of Marketing at INSEAD, Europe Campus

Susan Fournier

Professor of Marketing, Questrom Professor in Management, and Faculty Director of the MBA Program at Boston University

Open DocSIG Leadership Positions for 2014-2015


DocSIG has a couple of openings for leadership roles for the 2014-2015 school year. These roles will allow you to expand your professional network of students and professors and contribute meaningfully to the academic community. The term for officers begins September 1, 2014.
If you are interested in applying for either of these positions, please send an e-mail to by Tuesday, July 15, specifying which position(s) you’re interested in and a few words explaining your interest.
Scott Cowley
Arizona State University


1.  Chair Elect
·  Work closely with the DocSIG Chair and members of the DocSIG leadership team to (1) develop and execute quality programs and networking opportunities at the Summer and Winter AMA conferences, and (2) assist in communicating these opportunities to doctoral students.
·  Coordinate with other DocSIG officers about the responsibilities involved in their roles.
Time commitment:
·  Two-year commitment to DocSIG (September 1, 2014 – September 1, 2016).  The nominated candidate will serve as Chair Elect in the first year, followed by an appointment as Chair of DocSIG in the second year.
·  The Chair Elect and Chair play key roles in planning DocSIG events at the Winter and Summer American Marketing Association conferences. As such, it is suggested that the nominated candidate attends the Winter and Summer AMA conferences. Some travel funding is provided by the American Marketing Association.
·      The position of Chair Elect is a high-visibility position allowing the officer the chance to meet students and faculty and work with AMA representatives in planning student events.


2.  Vice Chair of Information
·  Work with the Chair and other officers to expand the value provided by DocSIG online.
– Help coordinate the creation of new knowledge resources to aid current and future PhD students and coordinate with the Vice Chair of Communication to market these resources.
– Contribute to DocSIG’s social media presence if desired.
Time commitment:
–  Weekly time commitment depends on specific projects, but should be manageable
– One-year commitment to DocSIG (September 1, 2014 – September 1, 2015).
·      This Vice Chair position allows the officer to network with faculty, students, and AMA through collaboration on DocSIG’s information resources. It includes editorial control over DocSIG’s content strategy.

2014 Winter AMA DocSIG Symposium Recap (with Slides)


Welcome to the DocSIG Pre-Conference Symposium!

Welcome to the DocSIG Pre-Conference Symposium!


We had a great group of PhD students and professors attend DocSIG’s pre-conference symposium at the Winter Educator’s Conference (“Winter AMA”) in Orlando, held February 21, 2014. The symposium theme was “What I Wish I Had Known As a Young Scholar” and covered everything from starting the dissertation all the way through applying for tenure.

To help give you a feel for what we covered, we’ve included some of the key takeaways from the professors along with their presentation decks if they had one.

Starting the Dissertation

Doug Chung (Harvard University)

Doug Chung, Harvard Business School, on starting the dissertation

Doug Chung, Harvard Business School, on starting the dissertation

  • The dissertation is a roller coaster. The only good fuel is passion. 95% of your time should go into your dissertation.
  • In planning your dissertation, strive for state-of-the-art methodological techniques and important, relevant questions. Being the “first” to do something does not necessarily make it valuable.
  • If you’re still early as a doctoral student, don’t take the easy route. Take demanding, rigorous courses from economics, psychology, and statistics to develop the fundamental skills. Without skills, you’ll continue to be hurt even after you get a job.


Beth Walker (Arizona State)

  • The time after comprehensive exams can be called “The Black Hole” or “The Devil’s Triangle.” Time without structure can be a plus/minus. Set aside a certain number of hours per day – maybe 5 hours, to spend writing your dissertation. Don’t give up those hours. If you have one great paragraph at the end of 5 hours, that’s OK. You just want to avoid having any “Zero Days.”
  • Read widely and read across disciplines. This is where the most insight comes from. But force yourself to write, because reading becomes the easy part. The other benefit to writing frequently is that advisors need something to react to. Talking becomes unproductive.
  • Meet with your advisors regularly. Give them something to read and offer feedback on.
  • Remember that this will be a very special time. You will never have this much time to focus on your research and skill development.

Choosing a Committee & Defending the Proposal/Dissertation

Michael Ahearn (University of Houston)

  • Pick a topic you can sell to people with different research areas and methods.
  • A “strategy of success” is working on things that your advisor/committee are already successful with. Anything else should be considered a high-risk move.
  • When you hit the job market, you should be significantly far along on your dissertation (at least one essay that is “clean”).

John Hulland (University of Georgia)

    • When choosing a committee, pick members who are committed to giving you feedback, seeing you get done quickly, who work well together, and who add some sort of value, whether it be methodological, conceptual, substantive, supportive, or reputational.
    • Give your advisor material to work with – if you can get the table/figure right, this is something very concrete to work with and getting that solidified is the first step to having the paper write itself.
    • Remember that a successful dissertation is one that gets you the degree. Publication is just gravy. If you have taken true ownership of your topic and dissertation, YOU are the expert.
    • Manage your timelines. Defend your proposal before you go on the job market. Have a final draft version of your dissertation in the hands of your committee 3 weeks before your submission date (submission is often 2-3 weeks before the actual defense date).

Applying for Jobs

Neil Morgan (Indiana University)

    • Be realistic about the job market. Don’t limit yourself geographically. This seems to be the main reason that candidates don’t work out.
    • Target your schools and prioritize your letters. You can’t effectively personalize 150 letters, so “bucketize” and personalize your top schools.
    • Start looking at vitas NOW. There are huge variations in quality, so look at who is getting the kind of jobs you want and what their vitas look like. Hirers are looking for quality signals in terms of education, research and publications, teaching experience and ratings, interests, and even past work experience.
    • Remember that you’re looking for your first job, not your last. Go some place where you feel like you will learn something and where you’ll be more valuable if you ever decide to leave. Who can you work with effectively?

Geraldine Henderson (Rutgers University)

    • While on the market, it is extremely important to stay organized.
    • Be wary of your advisor’s well-meaning desire to see you to the very best school possible. Go where you’re going to be happy. It’s okay to consider professional factors AND personal factors when choosing schools. Things can and do work out even if you apply to a limited number.
    • Don’t go onto the job market until you are ready. “Ready” means having refereed journal articles, having more expertise in your area than anybody, having defended your proposal and your advisor signing off on your preparedness.

Summer AMA and Campus Interviews

P.K. Kannan (University of Maryland)

P.K. Kannan, University of Maryland, speaks on Summer AMA and campus interviews

P.K. Kannan, University of Maryland, speaks on Summer AMA and campus interviews

  • Search committees are looking for a few things: (1) how good is your research, (2) how well can you teach (3) how well do you respond to questions, and (4) how deep can you go within your topic. Remember that interviews are sales pitches; focus on being polished and achieving intellectual “depth.”
  • Remember to present to the whole audience, not just to the group of researchers that shares your methodology.

DocSIG/TechSIG Joint Session

DocSIG and TechSIG members brainstorm ideas for catchy academic paper titles

DocSIG and TechSIG members brainstorm ideas for catchy academic paper titles

DocSIG seeks to expose its members to a variety of opportunities, so the DocSIG and TechSIG came together for a joint session entitled, “What Makes Academic Research Catch On?”. Members of each SIG formed groups and generated catchy title ideas for academic papers related to gamification. After a brief brainstorming session, each group announced its title idea. This session allowed members of both SIGs to network in an informal atmosphere and it seemed like a good time was had by all!

Dip Biswas (University of South Florida)

  • Remember that schools are generally doing 20-25 interviews at AMA. What would make you more salient in the mind of the search team? Find something about yourself to stay memorable (in a good way).
  • Make some scheduling tweaks that give you an advantage. Arrive early to Summer AMA so you can get a feel for the hotel and layout. Also, keep a time slot open before a desirable school interview so you can be relaxed and confident (most of his campus visits were from early morning time slots).

Surviving the First Year at the First Job

Natalie Mizik (University of Washington)

    • Teaching is an important part of the job of a professor. You must know how to teach so that you can do good research (efficiency).
    • Tips for teaching: (1) learn the local culture; students on one coast may be very different from students on the other, (2) borrow everything you can to support your teaching, including lecture slides, examples, best practices, homework assignments–don’t try to reinvent the wheel, (3) identify students in the classroom that you can use as tools to accomplish certain things like keep conversations alive, provide insight, diffuse situations.

Christine Moorman (Duke University)

Christine Moorman, Duke University, on surviving the first year at the first job

Christine Moorman, Duke University, on surviving the first year at the first job

    • Thriving (versus striving) is about prioritizing. There will be constant demands on your time. Find your hardest problems and work on those during your productive time. Don’t be afraid to say no. You have to invest selectively. Just don’t say no all the time or you’ll be a bad colleague.
    • Learn to be a research “closer.” New projects are always alluring, but you need to be focused on what needs your attention to move current projects along in the process.
    • Don’t worry about being a perfect teacher. Invest and improve over time. People who try to improve and who care will become better.
    • Remember that a first-year professor is a a colleague and an emerging scholar. You should not be viewed as “less than” the other faculty.

Applying for Tenure

Ajay Kohli (Georgia Institute of Technology)

  • Learn what kind of model your school uses when assessing publications, whether it be an additive model (every paper contributes to your total) or an averaging model (lower-grade journals bring down your average).
  • Tenure is about demonstrating intellectual independence, which you can do through having first-author papers, papers with those other than your dissertation chair, and multiple co-authors. Being known for multiple things is very, very hard. Try to be known for at least one thing.

Kevin Lane Keller (Dartmouth University)

Kevin Lane Keller, Dartmouth College, shares insights on applying for tenure

Kevin Lane Keller, Dartmouth College, shares insights on applying for tenure

    • Invest heavily during the doctoral program. This time is a great time to invest in skills, take courses, develop academic stamina and curiosity, and embrace the power of models.
    • Be careful with your time. It is made up of nickels and dimes and will unfocused time adds up. You may want to wait until after tenure to do any consulting, for example.


More symposium photos are available on Facebook:

Thank you again to our outstanding speakers and dedicated attendees. We look forward to seeing you at future DocSIG events!