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John Quelch

John deButts Professor of the Practice in Marketing in the Fuqua School of Business
DKU Faculty

Selected Publications


Choice Matters: How Healthcare Consumers Make Decisions (and Why Clinicians and Managers Should Care)

Book · July 19, 2018 The direct-to-consumer business model has transformed how people seek out goods and services from music to mortgages. So what happens now that the revolution has come for healthcare? While consumers have begun to insist on healthcare that is as convenient ... Cite

Compassionate Management of Mental Health in the Modern Workplace

Book · January 1, 2018 This proactive guide brings the relationship between work life and mental well-being into sharp focus, surveying common challenges and outlining real-life solutions. The authors’ approach posits managers as the chief mental health officers of their teams, ... Full text Cite

Marketing in the International Airline Industry: An Analysis of Change

Chapter · January 1, 2016 Marketing the services of international carriers is undergoing major changes. Hitherto, limitations on competition resulted in part from regulation including international agreements under the International Air Transport Association (IATA). At a 1978 meeti ... Full text Cite

The Impact of the Cable Converter on Television Viewing Patterns: A Pilot Study

Chapter · January 1, 2016 The cable converter is a "brown box" that may be attached to a television in order to permit a choice of up to 35 channels. This study found that introduction of the converter was associated with up to 35 percent more television viewing compared to respond ... Full text Cite

Community health

Chapter · January 1, 2016 In 2014, Humana Inc., a health insurance provider, announced an enterprise goal of improving the health of the communities it served by 20 % by 2020. It began the initiative in an effort to make healthcare “easier” for individuals, make a complicated and f ... Full text Cite

Employee health

Chapter · January 1, 2016 On June 15th, 2015, CNNMoney published a short article titled “Amazon is America’s best company. Says who? You!” According to the Reputation Institute, a firm that assesses public opinion on companies and industries, Amazon had the highest rating of any co ... Full text Cite

Consumer health

Chapter · January 1, 2016 In 2012, New York City Mayor Michael Bloomberg proposed a ban on sugary dinks (e.g., sodas, teas, and energy drinks) larger than 16 oz. in restaurants, delis, sports arenas, movie theaters and food carts. The bold public health decision was made in an effo ... Full text Cite

Implementing a culture of health

Chapter · January 1, 2016 All corporations intentionally and unintentionally impacted public health through their positive and negative contributions to consumer health, employee health, community health, and environmental health. The sum of these four impacts constituted a corpora ... Full text Cite

Building a culture of health

Chapter · January 1, 2016 Every company, large and small, impacted health in four main ways. First, through the healthfulness and safety of the products and services it sold. Second, through its attention to employee health and well-being in its work practices and benefits. Third, ... Full text Cite

Environmental health

Chapter · January 1, 2016 In November 2015, world leaders from over 190 countries gathered in Paris at the 2015 Paris Climate Conference (“COP21”) to discuss challenges posed by climate change, as well as potential solutions. Between 1900 and the mid-2000s, the Earth warmed by 0.7 ... Full text Cite

Case study: Should you address a colleague’s erratic behavior?

Journal Article Harvard Business Review · January 1, 2016 Cite

Government adoption of sales promotions: An initial appraisal

Journal Article Journal of Public Policy and Marketing · January 1, 2010 Governments have begun to adopt sales promotions to shape household consumption. Successful private-sector promotions hinge on choice of goals, design parameters, and implementation, particularly coordination between manufacturers and retailers. In the pub ... Full text Cite

How to market in a downturn

Journal Article Harvard Business Review · April 1, 2009 Cite

Holding a mirror up to marketing

Journal Article Marketing Management · November 1, 2008 The Dove campaign addressed a common concern that crossed cultural boundaries. Confronted by standard visual stereotypes of beauty in the global media, many young women develop self-image and self-esteem problems. The Dove Real Beauty campaign rejected the ... Cite

An exploration of marketing's impacts on society: A perspective linked to democracy

Journal Article Journal of Public Policy and Marketing · January 1, 2008 The authors propose a political theory perspective for examining the impact of the modern aggregate marketing system on consumer welfare and society. Specifically, they suggest that the benefits marketing delivers to consumers are similar to the conditions ... Full text Cite

Which levers boost ROI?

Journal Article Harvard Business Review · June 1, 2007 Cite

Building and valuing global brands in the nonprofit sector

Journal Article Nonprofit Management and Leadership · January 1, 2007 Global nonprofit brands are the world's new “super brands” (Wootliff and Deri, 2001). Nonprofit organizations command unprecedented levels of trust, and nonprofit brand valuations are on par with major international corporations. Leaders and managers of no ... Full text Cite

Outsourcing marketing

Other Harvard Business Review · March 1, 2005 Cite

Bringing customers into the boardroom.

Journal Article Harvard business review · November 2004 Misguided marketing strategies have destroyed more shareholder value than shoddy accounting or shady fiscal practices. Yet marketing functions typically reside deep in the organization, far from the executive suite and boardroom, and they are often poorly ... Cite

How global brands compete.

Journal Article Harvard business review · September 2004 It's time to rethink global branding. More than two decades ago, Harvard Business School professor Theodore Levitt argued that corporations should grow by selling standardized products all over the world. But consumers in most countries had trouble relatin ... Cite

Mining Gold in Not-for-Profit Brands

Journal Article Harvard Business Review · April 1, 2004 Cite

Profit Globally, Give Globally

Journal Article Harvard Business Review · December 1, 2003 Cite

The Return of the Global Brand

Journal Article Harvard Business Review · August 1, 2003 Cite

Prepare your company for global pricing

Journal Article MIT Sloan Management Review · December 1, 2001 Cite

Global brands: Taking stock

Journal Article Business Strategy Review · January 1, 1999 Global brands have never quite delivered on their promise. This article focuses on why this may now be about to change. The author first addresses three basic issues: Why global brands matter more now than in the past; what distinguishes them from national ... Full text Cite

The mass marketing of luxury

Journal Article Business Horizons · January 1, 1998 Full text Cite

Country managers in transitional economies: The case of vietnam

Journal Article Business Horizons · January 1, 1998 Whom do the multinationals trust to run their operations in these high-potential yet highly volatile environments? ... Full text Cite

Business-to-business market making on the Internet

Journal Article International Marketing Review · January 1, 1997 Full text Cite

Country managers: The next generation

Journal Article International Marketing Review · January 1, 1996 Full text Cite

The Product Management Audit: Design and Survey Findings

Journal Article Journal of Product Brand Management · April 1, 1992 In many companies, product managers are under increasing time pressure. They are generalists in a marketing world that is increasingly specialized and complex. There are more tasks to perform, more specialist skills to acquire, more fires to fight, and les ... Full text Cite

Pharmaceutical marketing practices in the third world

Journal Article Journal of Business Research · January 1, 1991 Major criticisms of pharmaceutical marketing are summarized and industry responses identified. Analysis of this industry case study highlights ethical issues in marketing and the broader problem of harnessing enterprise to ensure quality of life and public ... Full text Cite

Can sales promotion go global?

Journal Article Business Horizons · January 1, 1990 Full text Cite

Why not exploit dual marketing?

Journal Article Business Horizons · January 1, 1987 What happens when industrial marketers start selling to consumers? Or when companies who serve consumers begin marketing to industry? Although not without its problems, dual marketing offers synergies that have been largely overlooked. © 1987. ... Full text Cite

Marketing the premium product

Journal Article Business Horizons · January 1, 1987 From gourmet ice cream to luxury imported cars, increasing attention is being paid to the development and marketing of premium products targeted at the upper end of the price performance pyramid. However, despite the current wave of enthusiasm, marketers s ... Full text Cite

Consumer promotions in service marketing

Journal Article Business Horizons · January 1, 1983 Full text Cite

Hospitals, consumers and advertising.

Journal Article Texas hospitals · August 1980 Cite

Consumer satisfaction with food products

Journal Article Food Policy · January 1, 1980 An important problem facing public policy makers is how best to measure market performance. Economists have traditionally used criteria such as the existence of monopoly forces, entry barriers, and externalities in production and consumption. Increasingly, ... Full text Cite

Marketing principles and the future of preventive health care.

Journal Article The Milbank Memorial Fund quarterly. Health and society · January 1980 Whether preventive programs are advanced as complementary to therapy or as partial substitutes to lower costs, public resistance makes the cost effectiveness of these programs questionable. "Marketing" may be helpful in differentiating among the nature of ... Full text Cite

Energy conservation policies for builders' purchases of domestic appliances

Journal Article Energy Policy · January 1, 1980 The author argues that policy makers should become more interested in the impact which 'imposed choice' purchases of energy using equipment by builders have on residential sector energy consumption. Canadian data suggest that builder purchases account for ... Full text Cite

Hospitals, consumers and advertising.

Journal Article Times · December 1979 Cite

Hospitals, consumers and advertising.

Journal Article Dimensions in health service · November 1979 Cite

Measurement of the relative importance of product attribute information: A review of the information display approach

Journal Article Journal of Consumer Policy · September 1, 1979 In determining whether or not to mandate disclosures of product information, policymakers may wish to first investigate the relative importance of different attribute-related information cues in influencing the purchase decision-making of consumers. This p ... Full text Cite

Hospitals, consumers and advertising.

Journal Article Hospital trustee · July 1979 Cite

The resource allocation process in nutrition policy planning.

Journal Article The American journal of clinical nutrition · May 1979 Full text Cite

Marketing and distribution strategies for international organizations

Journal Article Intereconomics · May 1, 1979 Recently international organizations as e.g. the International Monetary Fund or the GATT have increasingly been criticized particularly by developing countries. Even the creation of a kind of super-UNCTAD is under discussion. Other institutions are also su ... Full text Cite

BUILDERS AS CONSUMERS: THEIR ROLE IN RESIDENTIAL SECTOR ENERGY CONSERVATION.

Conference Journal of Geophysical Research · January 1, 1979 This paper reports the results of a survey of builders designed to assess their knowledge, attitudes, and behaviors relating to energy conservation. In addition, the decision-making processes used by builders when purchasing energy-using equipment for inst ... Cite

US national dietary goals. Food industry threat or opportunity?

Journal Article Food Policy · January 1, 1979 The authors discuss the recent controversial promulgation of a set of national dietary goals for the USA, in the context of their effect on the food industry. A report is described which surveyed reactions to the goals. Several suggestions are made for foo ... Full text Cite

The role of nutrition information in national nutrition policy.

Journal Article Nutrition reviews · November 1977 Full text Cite