Dr Iain Davies
BSc, PhD, PGCert
Job Title: Senior Lecturer in Marketing
Subject Group: 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.
Refereed Journal Papers
Davies IA & Ryals L (Forthcoming) 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 IA & 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 IA (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 IA, 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 IA (2010) Do you really know who your best sales people are? Harvard Business Review. 88(12):34-35.
Davies IA (2010) Network combinations and value creation in Fair Trade organizations Academy of Management Best Paper Proceedings 1-6
Davies IA & 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 IA & 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 IA & 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 IA, 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 IA & 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 IA & 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 Denis Collins Eds. (2012) Business Ethics: How to Design and Manage Ethical Organizations, Wiley. pp 523-534
Striet, C-M.; Davies, I.A. (forthcoming september 2012) “Sustainability isn't sexy: An exploratory study into luxury fashion", Ana Laura Torres and Miguel Angel Gardetti Eds.(2012) Sustainable Fashion and Textiles, Greenleaf Publishing.
Davies, I.A. (Forthcoming) "Key Account Management", in Lewis, M.; Slack, N.;Carey, S. (2012) Wiley Encyclopedia of Management: Volume 10 Operations Management, Wiley.
Davies I.A., Ryals L., Ward. R. and Fitzhugh K. 2010. Improving the Sales Force: Linking sales meeting success to sales success 2nd Edition, Cranfield University Press: Cranfield
Ryals, L., Davies, I.A. and Woodburn, D., 2009 “Make the transition from Sales to KAM” Winning Edge – June 2009
Ryals, L and 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. and Fitzhugh K. 2008. Improving the Sales Force: Linking sales meeting success to sales success Cranfield University Press: Cranfield
Davies, I.A.; Ryals, L. and Holt, S. 2007. GAMs, KAMs and Relationship Managers Cranfield University Press: Cranfield
Davies, I.A.; Ryals, L. 2007. Sales Force Profiling Cranfield University Press: Cranfield
Davies, I.A.; Ryals, L.; Bruce, l.; 2006 Implementing KAM successfully Cranfield University Press: Cranfield