Dr Iain Davies
BSc, PhD, PGCert
Senior Lecturer in Marketing
Key research interests:
Fair Trade and Social Enterprise research; Ethical Luxury Markets; Key Account Management and Business Networks
Iain lectures, consults and researches in Sales, Key Account Management and Marketing Ethics. He previously led research for the KAM Best Practice Club at Cranfield School of Management, and has a PhD in Strategy and Marketing from Nottingham University. Iain is widely published particularly in fair trade where he has had most downloaded papers in both the Journal of Business Ethics and Business Ethics: A European Review. He has also won multiple best paper in conference awards including the Academy of Marketing Science in 2010; Academy of Marketing Conference in 2010; Fair Trade International Syposium in 2012; Academy of Marketing Best Paper in Business-to-Business track 2010; Runner-up best paper in the Social Issues in Management Division at the Academy of Management 2010.
Prior to his academic career Iain held a number of posts in B2B Marketing including as a Strategic Consultant with Accenture, a Legal Policy Advisor in the Banking Sector for HMCE and working in sales and marketing in the fair trade industry.
He specialises in coaching Business-to-Business Marketing - particularly Account Management and Sales Performance - and Marketing Ethics - focused on Social Entrepreneurship and Ethical Brand Management.
Jump to:Leading Refereed Journals Papers | Other Outputs
Leading Refereed Journal Papers
Davies, I. & Ryals, L. 2014. The effectiveness of Key Account Management practices. Industrial Marketing Management.
Davies, I. A. & Ryals, L. 2013. Attitudes and behaviours of key account managers: are they really any different from senior sales professionals? Industrial Marketing Management, DOI: 10.1016/j.indmarman.2013.02.019.
Doherty, B., Davies, I. A. & Tranchell, S. 2013. Where now for fair trade? Business History, 55(2): 161-189, DOI: 10.1016/j.indmarman.2013.02.019.
Ryals, L. & Davies, I. A. 2013. Where’s the strategic intent in key account relationships? Journal of Business and Industrial Marketing, 28(2): 111-124, DOI: 10.1108/08858621311295254.
Davies, I. A., Lee, Z. & Ahonkhai, I. 2012. Do consumers care about ethical luxury. Journal of Business Ethics, 106(1): 37-51, DOI: 10.1007/s10551-011-1071-y.
Ryals, L. & Davies, I. A. 2010. Do you really know who your best sales people are? Harvard Business Review, 88(12): 34-35.
Davies, I. A. 2010. Network combinations and value creation in Fair Trade organizations. Academy of Management Best Paper Proceedings, 1-6.
Davies, I. A. & Ryals, L. 2010. The Role of Social Capital in the Success of Fair Trade. Journal of Business Ethics, 96: 317-338, DOI: 10.1007/s10551-010-0468-3.
Davies, I. A. & Ryals, L. 2010. Relationship Management: a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force. Industrial Marketing Management, 39(7): 1049-1062, DOI: 10.1016/j.indmarman.
Davies, I. A. & Crane, A. 2010. CSR in SMEs:Investigating employee engagement in fair trade companies. Business Ethics: A European Review, 19(20): 126-139, DOI: 10.1111/j.1467-8608.2010.01586.x.
Davies, I. A., Doherty, B. & Knox, S. 2010. The rise and stall of a fair trade pioneer: The story of Cafédirect. Journal of Business Ethics, 92(1): 127-147, DOI: 10.1007/s10551-009-0145-6.
Davies, I. A. & Ryals, L. 2009. A stage model for transitioning to KAM. Journal of Marketing Management, 25(9-10): 1027-1048, DOI: 39AB045.
Storbacka, K., Ryals, L., Davies, I. A. & Nenonen, S. 2009. The changing role of sales: viewing sales as a strategic, cross-functional process. European Journal of Marketing, 43(7&8): 890-906, DOI: 10.1108/03090560910961443.
Davies, I. 2009. Alliances and networks: creating success in the UK fair trade market. Journal of Business Ethics, 86(1): 109-126, DOI: 10.1007/s10551-008-9762-8.
Wilson, H., Daniel, E. & Davies, I. 2008. The diffusion of E-commerce in UK SME. Journal of Marketing Management, 24(5-6): 489-516, DOI: 10.1362/026725708X325968.
Davies, I. 2007. The eras and participants of fair trade: an industry structure/stakeholder perspective of growth of the fair trade industry. Corporate Governance, 7(4): 455-470, DOI: 10.1108/14720700710820533.
Davies, I. & Crane, A. 2003. Ethical decision-making in fair trade companies. Journal of Business Ethics, 45(1/2): 79-92, DOI: 10.1023/A:1024124629399.
Doherty, B., Davies, I. A., Knox, S. 2012. Cafédirect: The Marketing Evolution and Market Penetration for Fair Trade Products. In D. Collins (Eds.), Business Ethics: How to Design and Manage Ethical Organizations: 523-534. Wiley.
Striet, C-M., Davies, I. A. 2012. Sustainability isn't sexy: An exploratory study into luxury fashion". In A. L. Torres and M. A. Gardetti (Eds.), Sustainable Fashion and Textiles. Sheffield, U.K.: Greenleaf Publishing.
Davies, I. A. Forthcoming. Key Account Management. In M. Lewis, N. Slack and S. Carey. Wiley Encyclopedia of Management: Volume 10 Operations Management, 2012. Wiley.
Davies, I. A., Ryals, L., Ward, R. & Fitzhugh, K. 2010. Improving the Sales Force: Linking sales meeting success to sales success, (2nd ed.). Cranfield University Press: Cranfield.
Ryals, L., Davies, I. A. & Woodburn, D. 2009. “Make the transition from Sales to KAM” Winning Edge – June 2009.
Ryals, L & Davies, I. A. 2009. “Investigating your sales force behaviours” Winning Edge – April 2009.
Davies I. A. 2008. “Why Engineers make Great Key Account Managers” ASME Journal February 2008.
Davies I. A., Ryals L., Ward. R. & Fitzhugh K. 2008. Improving the Sales Force: Linking sales meeting success to sales success. Cranfield University Press: Cranfield.