Matthew Robson

Mat Robson

Professor Marketing

+44 (0) 113 343 6348
Academic, Marketing, Global and Strategic Marketing Research Centre (GLOSMARC)
1.03, 18 Lyddon Terrace


PhD, Cardiff University
Diploma in Social Science Research Methods, Cardiff University
BSc American Management Science, Swansea University & Concordia University, Montreal


Matthew Robson is Professor of Marketing at Leeds University Business School.  He earned his Ph.D. at Cardiff University.  His teaching and research interests focus on international, strategic, and relationship marketing.  Prof. Robson has published in many journals of international repute including British Journal of Management, International Marketing Review, Journal of International Marketing, Journal of Marketing, Journal of World Business, Management International Review, and Organization Science. 

Prof. Robson currently serves on the Editorial Advisory Boards of British Journal of Management, International Marketing Review, Journal of International Business Studies, and Journal of Management Studies.  His classroom teaching and doctoral supervision work spans several areas of (international) marketing strategy.  Prof. Robson has been involved in consultancy work for Cummins, Holiday Inn, and General Motors, among other firms.


The research of Prof. Robson concentrates on the following areas; Prof. Robson is willing to undertake PhD supervision on research questions falling within these general areas.

·           International strategic alliances

·           Distribution channel relationships

·           Franchising

·           The internationalization process and foreign market entry

·           Social and contractual governance processes

·           Relationship marketing

·           New product development

·           Organizational performance

·           Structural equation modelling


(Refereed) Journal Papers

“Alignments and Misalignments of Realized Marketing Strategies with Administrative Systems: Performance Implications” (with Chari, S., Balabanis, G., and Slater, S.), Industrial Marketing Management, forthcoming.

“Money Can’t Buy Me Trust: Evidence of Exogenous Influences Crowding Out Process-based Trust in Alliances” (with Christoffersen, J.), British Journal of Management, forthcoming.

“Psychic Distance and Country Image in Exporter–Importer Relationships” (with Durand, A. and Turkina, E., 2016), Journal of International Marketing, 24, 3, 31-57.

“The Influence of Desire for Control on Monitoring Decisions and Performance Outcomes in Strategic Alliances” (with Musarra, G. and Katsikeas, C.S., 2016), Industrial Marketing Management, 55, 10-21.

“Customer and Competitor Insights, New Product Development Competence, and New Product Creativity: Differential, Integrative, and Substitution Effects” (with Chuang, F.-M. and Morgan, R.E., 2015), Journal of Product Innovation Management, 32, 2, 175–182.

“Sustainable Export Marketing Strategy Fit and Performance” (with Zeriti, A., Spyropoulou, S., and Leonidou, C.N., 2014), Journal of International Marketing, 22, 4, 44-66.

“Measures of Strategic Alliance Performance, Classified and Assessed” (with Christoffersen, J. and Plenborg, T., 2014), International Business Review, 23, 479-489.

"Emergent Marketing Strategies and Performance: The Effects of Market Uncertainty and Strategic Feedback Systems" (with Chari, S., Katsikeas, C.S., and Balabanis, G., 2014), British Journal of Management, 25, 2, 145-165.

“Perceptions of Web Knowledge and Usability: When Sex and Experience Matter” (with Page, K. and Uncles, M., 2012), International Journal of Human–Computer Studies, 70, 12, 907-919, DOI: 10.1016/j.ijhcs.2012.07.006

“Resource Deployment Stability and Performance in International R&D Alliances: A Self-Determination Theory Explanation” (lead author, with Schlegelmilch, B.B. and Bojkowszky, B., 2012), Journal of International Marketing, 20, 1, 1-18, DOI

“Social Capital in Japanese–Western Alliances: Understanding Cultural Effects” (with Slater, S., 2012), International Marketing Review, 29, 1, 6-23, DOI: 10.1108/02651331211201525

“A Value-in-Process Analysis of Relationship Interactions in Non-Equity Alliances” (with Toon, M.A. and Morgan, R.E., 2012), Industrial Marketing Management, 41, 1, 186-196, DOI: 10.1016/j.indmarman.2011.11.016

“Clan Culture, Strategic Orientation and New Product Performance in Chinese Marketing Ventures: An Exploration of Main and Moderating Effects” (with Chuang, F.-M. and Morgan, R.E., 2012), Journal of Strategic Marketing, 20, 3, 267-286, DOI: 10.1080/0965254X.2011.643914

“Cultural Interpretations of Destructive Acts and Trust in Japanese Supply Channel Partnerships” (with Slater, S., 2012), International Business Review, 21, 3, 357-368, DOI: 10.1016/j.ibusrev.2011.04.003

“Export Promotion Strategy and Performance: The Role of International Experience” (with Hultman, M. and Katsikeas, C.S., 2011), Journal of International Marketing, 19, 4, 17-39, DOI: 10.1509/jim.11.002

“Does Accommodating a Self-Serving Partner in an International Marketing Alliance Payoff?” (with Bello, D. and Katsikeas, C.S., 2010), Journal of Marketing, 74, November, 77-93, DOI: 10.1509/jmkg.74.6.77
“Realising Product-Market Advantage in High-Technology International New Ventures: The Mediating Role of Ambidextrous Innovation” (with Hughes, M., Martin, S.L., and Morgan, R.E., 2010), Journal of International Marketing, 18, 4, 1-21, DOI: 10.1509/jimk.18.4.1
“Antecedents and Consequences of Firms’ Export Commitment: An Empirical Study”, (with Navarro, A., Acedo, F.J., Ruzo, E., and Losada, F., 2010), Journal of International Marketing, 18, 3, 41-61, DOI: 10.1509/jimk.18.3.41

“Export Product Strategy Fit and Performance: An Empirical Investigation” (with Hultman, M. and Katsikeas, C.S., 2009), Journal of International Marketing, 17, 4, 1-23, DOI: 10.1509/jimk.17.4.1

“Determinants of Relationship Quality in Importer–Exporter Relationships” (with Skarmeas, D., 2008), British Journal of Management, 19, 171-184, DOI: 10.1111/j.1467-8551.2007.00537.x

“Drivers and Performance Outcomes of Trust in International Strategic Alliances: The Role of Organizational Complexity” (lead author, with Katsikeas, C.S. and Bello, D., 2008), Organization Science, 19, 4, 647-665, DOI: 10.1509/jimk.18.4.1

 “Behavioral Attributes and Performance in International Strategic Alliances: Review and Future Directions” (lead author, with Skarmeas, D. and Spyropoulou, S., 2006), International Marketing Review, 23, 6, 585-609 (winner of the IMR best paper award 2006), DOI: 10.1509/jimk.18.3.41

“Anxiety of Dependency in International Joint Ventures? An Empirical Study of Drivers and Consequences of Relationship Insecurity” (lead author, with Spyropoulou, S. and Al-Khalifa, A.K., 2006), Industrial Marketing Management, 35, 5, 556-566, DOI: 10.1509/jimk.17.4.1

“The Roles of Perceived Value, Perceived Equity and Relational Commitment in a Disconfirmation Framework: An Initial Assessment in a Relationship-Rich Consumption Environment” (with Musa, R. and Pallister, J., 2005), Advances in Consumer Research, 32, 349-357.

“International Strategic Alliance Relationships within the Foreign Investment Decision Process” (lead author, with Katsikeas, C.S., 2005), International Marketing Review, 22, 4, 399-419, DOI: 10.1108/02651330510608433

“In Search of Relevance and Rigour for Research in Marketing” (with Katsikeas, C.S. and Hulbert, J.M., 2004), Marketing Intelligence and Planning, 22, 5, 568-578. DOI: 10.1108/02634500410551941

“Top Management Staffing in Strategic Alliances: A Conceptual Explanation of Decision Perspective and Objective Formation” (lead author, with Paparoidamis, N. and Ginoglou, D., 2003), International Business Review, 12, 173-191, DOI: 10.1016/S0969-5931(02)00095-1

“Factors Influencing International Joint Venture Performance: Theoretical Perspectives, Assessment, and Future Directions” (lead author, with Leonidou, L.C. and Katsikeas, C.S., 2002), Management International Review, 42, 4, 385-418.

“Partner Selection in Successful International Strategic Alliances: The Role of Cooperation” (single authorship, 2002), Journal of General Management, 28, 1, 1-15.

“Communication Apprehension and Perceptions of Salesperson Performance: A Multinational Perspective” (with Pitt, L.F. and Berthon, P., 2000), Journal of Managerial Psychology, 15, 1, 68-86.

“Developing a Pan-European Co-Marketing Alliance: The Case of BP-Mobil” (lead author, with Dunk, M.A.J., 1999), International Marketing Review, 16, 3, 216-230.

“Value-for-Money and Local Government Services Pricing: The Marketing Perspective” (lead author, with Pitt, L.F. and Nel, D., 1999), Contemporary Issues in Business and Government, 5, 2, 41-45.

“Communication in the Salesperson/Customer Dyad: An Empirical Investigation” (with Gillis, C., Pitt, L.F. and Berthon, P., 1998), Marketing Intelligence and Planning, 26, 2, 100-106.

“The Internationalisation of Management Knowledge Dissemination: A Dialectic” (with Pitt, L.F. and Berthon, P., 1997), (formerly Columbia) Journal of World Business, 32, 4, 369-386.

 Other Publications

“The Born Global Phenomenon in Mexico: A Bright Start for Technology Intensive Start-Ups” (with Lozano, S. and Morgan, R.E., 2007), Revista del Centro de Investigacion, 7, 28, September–December.

“Factors Influencing International Joint Venture Performance: Theoretical Perspectives, Assessment, and Future Directions” (lead author, with Leonidou, L.C. and Katsikeas, C.S., 2006), in Masaaki Kotabe (Ed.), International Marketing, six volume set, SAGE Library in Marketing.

“International Marketing Research: The Importance of Being Complex” (single authorship, 2005), Strategic Direction, 21, 6, 30-32.

 “The Role of Trust Issuers in International Strategic Alliance Partnerships” (with Katsikeas, C.S, 2003), American Marketing Association Global SIG E-News;

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