Constantine Katsikeas

Arnold Ziff Research Chair in Marketing and International Management
Director of Global and Strategic Marketing Research Centre (GLOSMARC)

+44 (0)113 343 2624
Academic, Marketing, Global and Strategic Marketing Research Centre (GLOSMARC)
Room 1.08c, Maurice Keyworth Building


Constantine S. Katsikeas is the Arnold Ziff Research Chair and Professor of Marketing and International Management, and the Founder and Director of the Global and Strategic Marketing Research Center at Leeds University Business School (LUBS), University of Leeds. He served as Department Chair in the periods 2004-2010 and 2014-2016, and as Associate Dean for Faculty in the period 2011-2016. He was Vice President of the Academy of Marketing Science between 2012 and 2014. He also served as Faculty Executive Board Member in LUBS from 2007 to 2010 and from 2014 to 2016. Prior to this, he held the Sir Julian Hodge Chair in Marketing and International Business at Cardiff Business School, Cardiff University. He holds a B.Sc. from Athens University of Economics and Business, an M.A. from Lancaster University, and a Ph.D. from Cardiff University. His doctoral studies were supported by a scholarship from the ONASSIS Foundation. He has significant business experience in sales and international management.

His interests are global marketing and exporting, sales management, cross-border relationships, strategic alliances, and competitive strategy. He has published widely and his articles have appeared in Journal of Marketing, Strategic Management Journal, Organization Science, Journal of International Business Studies, Decision Sciences, Journal of International Marketing, Journal of World Business, Journal of the Academy of Marketing Science, Journal of Business Research, Industrial Marketing Management, Management International Review, Long Range Planning, International Marketing Review, and other journals. He is the recipient of the American Marketing Association's 2013 and 2015 Excellence in Global Marketing Award for outstanding research, which has significantly influenced the direction of global marketing, the 2006 Hans B. Thorelli 5-Year Research Award by the American Marketing Association Foundation, and the 1999 S. Tamer Cavusgil Award for the best Journal of International Marketing article that advances the practice of international marketing management. 

He is the Editor-in-Chief of Journal of International Marketing, published by the American Marketing Association, Editor–Marketing of Journal of International Business Studies, published by the Academy of International Business, and Area Editor of Journal of the Academy of Marketing Science, published by the Academy of Marketing Science. He was Associate Editor of British Journal of Management (2004–2007) and serves on the editorial boards of Journal of Marketing, Journal of Marketing Research, Management International Review, Industrial Marketing Management, Journal of Business Research, and British Journal of Management, Journal of Marketing Management. He is an active member of the American Marketing Association, Academy of International Business, Academy of Marketing Science, and European Marketing Academy. He has led management development courses on strategic marketing, direct marketing, international management and export management, sales management, key account management, and competitive strategy. He has taught managers from a wide range of organizations including Toyota, Delhaize Le Lion, Aramco, Coca Cola, Atkins, Siemens, Boehringer Ingelheim, Sabic, Nadec, Philip Morris, Minerva, Audi, Mitsui Chemicals, Fortnum & Mason, A1 Telekom Austria, Mercedes-Benz, FirstPlus, Prozone, AB Vassilopoulos, GlaxoSmithKline, and Johnson & Johnson.


Head of Global and Strategic Marketing Research Centre (GLOSMARC)


“Geographic Dispersion and Co-location in Global R&D Portfolios: Consequences for Firm Performance” (with M. Kafouros, C. Wong, E. Mavroudi, and J. Hong), Research Policy, 2018, forthcoming.

"Unpacking the relationship between sales control and salesperson performance: a regulatory fir perspective" (with S. Auh, S. Spyropoulou, and B. Menguc), Journal of Marketing, 2018, 82, forthcoming.

"Power Source Drivers and Performance Outcomes of Functional and Dysfunctional Conflict in Exporter-Importer Relationships" (with G. Pfajfar, A. Shoham, M. Makovec Brencic, D, Koufopoulos and M. Mitrega), Industrial Marketing Management, 2018, forthcoming.

"The Role of Supplier Performance in Building Customer Trust and Loyalty: A Cross-Country Examination" (with N.Paparoidamis and R. Chumpitaz), Industrial Marketing Management, 2018, Forthcoming.

"Strategic Goal Accomplishment in Export Ventures: The Role of Capabilities Knowledge, and Environment" (with S. Spyropoulou, D. Skarmeas, and N. Morgan), Journal of the Academy of Marketing Science, 2017, 46, 1, 109-129.

"Power Source Drivers and Performance outcomes of Functional and Dysfunctional Conflict in Exporter-Importer Relationships", (with G. Pfajfar, A. Shoham, M. Makovec Brencic, D. Koufopoulos and M. Mitrega), Industrial Marketing Management, 2017, forthcoming.

"The Role of Supplier in Building Customer Trust and Loyalty: A Cross-Country Examination" (with N. Paparoidamis and R. Chumpitaz), Industrial Marketing Management, 2017, forthcoming.

"The role of climate: implications for service employee engagement and customer service performance" (with B. Menguc, V. Yeniaras and S. Auh), Journal of the Academy of Marketing Science, 2017, 45, 3, 428-451.

"Assessing performance outcomes in marketing" (With N. Morgan, L. Leonidou, and T. Hult), Journal of Marketing, 2016, 80, 2 (March), 1-20.

"When Does (Mis)Fot in Customer Orientation Matter for Frontline Employees' Job Satisfaction and Performance?" (with B.Menguc, S. Auh, and Y. S. Jung), Journal of Marketing, 2016, 80, 1 (January), 65-83

"Eco-friendly product development strategy, antecedents, outcomes, and contingent effects" (with C. Leonidou and A Zeriti), Journal of the Academy of Marketing Science, 2016, 44, 6, 660-684.

"The Influence of Desire for Control on Monitoring Decisions and Performance Outcomes in Strategic Alliances" (with G. Musarra and M. J. Robson), Industrial Marketing Management, 2016, 55, May, 10-21.

"Corporate social responsibility in international marketing research: synthesis and the way forward" (with P. Eteokleous and L. C. Leonidou), International Marketing Review, Special Issue on International Marketing and CSR, 2016, 33, 4, 580-624.

"Environmentally friendly export business strategy: its determinants and effects on competitive advantage and performance" (with L. Leonidou, T. Fotiadis, P. Christodoulides and S. Spyropoulou), International Business Review, 2015, 24, 5, 798-811.  ISSN 0969-5931.

"Emergent marketing strategies and performance: the effects of market uncertainty and strategic feedback systems" (with S. Chair, G. Balabanis and M. Robson), British Journal of Management, 2014, 25, 2, 145-65. ISSN 1045-3172

"Journal of International marketing: objectives, challenges, and the way forward", Journal of International Marketing, 2014, 22, 1, 1-4, Editorial statement.  ISSN 1069-031X

"Antecedents and consequences of an eco-friendly export marketing strategy: the moderating role of foreign public concern and competitive intensity" (with L. Leonidou, T. Fotiades and P. Christodoulides(, Journal of International Marketing, 2013, 21, 3, 22-46. ISSN 1069-031X.

""Greening" the marketing mix: do firms do it and does it pay off?" (with C. Leonidou and N. Morgan), Journal of the Academy of Marketing Science, 2013, 41, 2, 151-70. ISSN 0092-0703

"Export marketing strategy implementation, export marketing capabilities, and export venture performance" (with N. Morgan and D. Vorhies), Journal of the Academy of Marketing Science, 2012, 40, 2, 271.89. ISSN 0092-0703, DOI: 10.1007/s11747-011-0275-0

"Export promotion strategy and performance: the role of international experieince" (with M. Hultman and M. Robson), Journal of International Marketing, 2011, 19, 4, 17-39 . ISSN 1069-031X, DOI: 10.1509/jim.11.0022

“Print advertisings type size effects” (with K. G. Pillai and C. Presi), Journal of Business Research, 2012, 65, 6, 865-68. ISSN 0148-2963, DOI: 10.1016/j.jbusres.2010.04.010

“An examination of branding advantage in export ventures” (with S. Spyropoulou and D. Skarmeas), European Journal of Marketing, 45, 6, 2011 pp. 910-35. ISSN 0309-0566, DOI: 10.1108/03090561111119967

"Does accomodating a self-serving partner in an international marketing alliance payoff?" (with D. Belloand M. Robson), Journal of Marketing, 74, 6, 2010 pp.77-93. ISSN 0022-2429, DOI: 10.1509/jmkg.74.6.77

 “Assessing the contribution of leading mainstream marketing journals to the international marketing discipline” (with L. C. Leonidou, B. R. Barnes, and S. Spyropoulou), International Marketing Review, 27, 5, 2010, pp. 491-518. ISSN 0265-1335, DOI:10.1108/02651331011076563

“Five decades of business research into exporting: a bibliographic analysis” (with L. C. Leonidou and D. Koudounaris), Journal of International Management, 16, 1, 2010, pp. 78-91. ISSN 1075-4253, DOI: 10.1016/j.intman.2009.06.001

“The role of corporate image in business-to-business export ventures: a resource-based approach” (with S. Spyropoulou and D. Skarmeas), Industrial Marketing Management, 39, 5, 2010, pp. 752-60. ISSN 0019-8501, DOI:10.1016/j.indmarman.2010.02.014

“An integrative assessment of exporting research published in business journals during the period 1960–2007” (with L. C. Leonidou), Journal of Business Research, 63, 8, 2010, pp. 879-87. ISSN 0148-2963, DOI: 10.1016/j.jbusres.2010.01.005

“Export product strategy fit and performance: an empirical investigation” (with M. Hultman and M. Robson), Journal of International Marketing, 17, 4, 2009, pp. 1-23. ISSN 1069-031X, DOI: 10.1509/jimk.17.4.1

“Developing successful trust-based international exchange relationships” (with D. Skarmeas and D. Bello), Journal of International Business Studies, 40, 1, 2009, pp. 132-55. ISSN 0047-2506, DOI: 10.1057/palgrave.jibs.8400401

“How does relationship management infrastructure influence performance?” (with D. Jarratt), Journal of Marketing Management, 25, 1-2, 2009, pp. 51-74. ISSN 0267-257X, DOI: 10.1362/026725709X410034

“Drivers and performance outcomes of trust in international strategic alliances: the role of organizational complexity” (with M. Robson and D. Bello), Organization Science, 19, 4, 2008, pp. 647-65. ISSN 1526-5455, DOI: 10.1287/orsc.1070.0329

“Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products” (with D. Skarmeas, S. Spyropoulou, and E. Salehi-Sangari), Industrial Marketing Management, 36, 1, Special Issue, 2008, pp. 23-36. ISSN 0019-8501, DOI: 10.1016/j.indmarman.2007.04.004

“An analytical review of the factors stimulating smaller firms to export: implications for policy-makers” (with L. C. Leonidou, D. Palihawadana, and S. Spyropoulou), International Marketing Review, 24, 6, 2007, pp. 735-70. ISSN 0265-1335, DOI:10.1108/02651330710832685

“Strategy fit and performance consequences of international marketing standardization” (with S. Samiee and M. Theodosiou),Strategic Management Journal, 27, 2006, pp. 867-90. ISSN 0143-2095, DOI: 10.1002/smj.549

“Global marketing of industrial products: contemporary developments and future directions”, Industrial Marketing Management, 35, 5, Special Issue, 2006, pp. 540-44. ISSN 0019-8501, DOI: 10.1016/j.indmarman.2005.10.007

“International strategic alliance relationships within the foreign investment decision process” (with M. Robson), International Marketing Review. 22, 4, 2005, pp. 399-419. ISSN 0265-1335, DOI: 10.1108/02651330510608433

“In search of relevance and rigor for research in marketing” (with M. Robson and J. M. Hulbert), Marketing Intelligence and Planning, 22, 5, 2004, pp. 568-78. ISSN 0263-4503.

“Supply source selection criteria: the impact of supplier performance on distributor performance” (with N. Paparoidamis and E. Katsikea), Industrial Marketing Management, 33, 2004, pp. 755-64. ISSN 0019-8501, DOI: 10.1016/j.indmarman.2004.01.002

“Drivers of export venture performance: a theoretical model and empirical assessment” (with N. Morgan and A. Kaleka), Journal of Marketing, 67, 1, 2004, pp. 90-108.  ISSN 0022-2429.

“Experiential and informational knowledge, architectural marketing capabilities and the adaptive performance of export ventures: a cross-national study” (with N. Morgan, S. Zou, and D. Vorhies), Decision Sciences, 34, 2, 2003, pp. 287-322.  ISSN 0011-7315.

“The role of foreign customer influence strategies in building global business relationships”, (with L. Leonidou), Long Range Planning, 36, 3, 2003, pp. 227-52.  ISSN 0024-6301.

“Reflections on Czinkota and Ronkainen’s international marketing manifesto”, Journal of International Marketing, 11, 1, 2003, pp. 28-34.  ISSN 1069-031X.

“Advances in international marketing theory and practice”, International Business Review, 12, 2, 2003, pp. 135-140.  ISSN 0969-5931.

“Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: the importer’s perspective”, (with D. Skarmeas and B. Schlegelmilch), Journal of International Business Studies, 33, 4, 2002, pp.757-783.  ISSN 0047-2506.

“Building successful export business relationships: a behavioral perspective”, (with L.C. Leonidou and J. Hadjimarcou), Journal of International Marketing, 10, 3, 2002, pp. 96-115.  ISSN 1069-031X.

“Factors influencing international joint venture performance: theoretical perspectives, assessment, and future directions”, (with L.C. Leonidou and M. Robson), Management International Review, 42, 4, 2002, pp. 385-418. ISSN 0938-8249.

“Marketing strategy determinants of export performance: a meta-analysis” (with L.C. Leonidou and S. Samiee), Journal of Business Research, 53, 1, 2002, pp. 51-67.  ISSN 0148-2963.

“Factors influencing degree of international pricing strategy standardization of multinational corporations” (with M. Theodosiou),Journal of International Marketing, 9, 3, 2001, pp. 1-18.  ISSN 1069-031X.

“Drivers of superior importer performance in cross-cultural supplier–reseller relationships (with D.A. Skarmeas), Industrial Marketing Management, 30, 2001, pp. 227-241.  ISSN 0019-8501.

“Firm-level export performance assessment: review, evaluation, and development” (with L.C. Leonidou and N.A. Morgan),Journal of the Academy of Marketing Science, 28, 4, 2000, pp. 493-511.  ISSN 0092-0703.

“Level of import development and transaction cost analysis: implications for industrial exporters” (with D.A. Skarmeas and E. Katsikea), Industrial Marketing Management, 29, 2000, pp.575-588.  ISSN 0019-8501.

“Sources of power in international marketing channels” (with M. Goode and E. Katsikea), Journal of Marketing Management, 16, 1-3 [Special Issue on Marketing for a New Millennium edited by Michael Baker], 2000, pp. 185-202. ISSN 0267-257X.

“Marketing and technical managers: an interfunctional exploration of problem perception” (with P. Berthon and L. Pitt), European Journal of Marketing, 33, 7/8, 1999, pp. 772-792. ISSN 0309-0566.

“Import motivation in manufacturer–overseas distributor relationships: guidelines for U.S. industrial exporters” (with A. Kaleka),Industrial Marketing Management, 28, 6 (November), 1999, pp. 613-625. ISSN 0019-8501.

“Virtual services go international: international services in the marketspace” (with P. Berthon, L. Pitt and J.P. Berthon), Journal of International Marketing, 7, 3, 1999, pp. 84-105, (Award Received: S. Tamer Cavusgil Best Paper Award).  ISSN 1069-031X.

“Sources of competitive advantage in high performing export companies” (with N.F. Piercy and A. Kaleka), Journal of World Business, 33, 4, 1998, pp. 378-393.  ISSN 1090-9516.

“Advances in export marketing theory and practice” (with J. Bell and R.E. Morgan), International Marketing Review, 15, 5 [Editorial], 1998, pp. 322-332. ISSN 0265-1335.

“Exporting problems of industrial manufacturers” (with R.E. Morgan), Industrial Marketing Management, 27, 2 (March), 1998, pp. 161-176. ISSN 0019-8501.

“Market orientation and organizational learning capabilities” (with R.E. Morgan and K. Appiah-Adu), Journal of Marketing Management, 14, 1998, pp. 353-381. ISSN 0267-257X.

“Import stimuli and import development”, Management International Review, 38, 3, 1998, pp. 215-237. ISSN 0938-8249.

Essai: weaving postmodernism” (with P. Berthon)Internet Research, 8, 2, 1998, pp.149-155 (Award Received: Most Distinguished Article of the Year). ISSN 1066-2243.

“Managerial influences on export behaviour: past research and future directions” (with L.C. Leonidou and N.F. Piercy), Journal of International Marketing,6, 2, 1998, pp. 74-102. (Award Received: The 2006 Hans B. Thorelli 5-Year Award by the American marketing Association Foundation). ISSN 1069-031X.

“Issues in international joint venture research”, International Marketing Review, 15, 1 [Viewpoint], 1998, pp. 6-9. ISSN 0265-1335.

“Obstacles to export initiation and expansion” (with R.E. Morgan), Omega: The International Journal of Management Science, 25, 6, 1997, pp. 677-690. ISSN 0305-0483.

“Export information sources: the role of organizational and internationalization influences” (with L.C. Leonidou),Journal of Strategic Marketing, 5, 2, 1997, pp. 65-87. ISSN 0965-254X.

“Perceived export success factors of small- and medium-sized Canadian firms” (with S.L. Deng and L.H. Wortzel), Journal of International Marketing, 5, 4, 1997, pp. 53-72. ISSN 1069-031X.

“Export stimuli: export intention compared with export activity” (with R.E. Morgan), International Business Review, 6, 5, 1997, pp. 477-499. ISSN 0969-5931.

“Examining the role of buyer-seller relationships in export performance” (with N.F. Piercy and D. Cravens), Journal of World Business, 32, 1 (Spring), 1997, pp. 73-86. ISSN 1090-9516.

“Manufacturers’ understanding of their overseas distributors: the relevance of export involvement” (with A. Al-Khalifa and D. Crick), International Business Review, 6, 2, 1997, pp. 147-163. ISSN 0969-5931.

“The impact of level of company export development on exercised power in relationships between manufacturers and overseas distributors” (with A. Kaleka and N.F. Piercy), Journal of Marketing Management, 13, 1-3 [special issue on Internationalization, edited by Jim Hamill], 1997, pp. 119-134. ISSN 0267-257X.

“Theories of international trade, foreign direct investment and firm internationalization: a critique” (with R.E. Morgan),Management Decision, 35, 1, 1997, pp. 68-78. ISSN 0025-1747.

“Ongoing export motivation: differences between regular and sporadic exporters”, International Marketing Review, 13, 2, 1996, pp. 4-19. ISSN 0265-1335.

“The export development process: a review of empirical models” (with L.C. Leonidou), Journal of International Business Studies, 27, 3, 1996, pp. 545-579. ISSN 0047-2506.

“Export market expansion strategy: differences between market concentration and market spreading” (with L.C. Leonidou),Journal of Marketing Management, 12, 1-3 [special issue on Exploring Marketing Planning, edited by John Saunders and Jim Saker], 1996, pp. 113-134. ISSN 0267-257X.

“Diagnosing organizational planning benefits: the efficacy of planning formalization” (with K. Appiah-Adu and R.E. Morgan),Journal of Strategic Marketing, 4, 4, 1996, pp. 221-238. ISSN 0965-254X.

“Determinants of export performance in a European context” (with N.F. Piercy and C. Ioannides), European Journal of Marketing,30, 6, 1996, pp. 6-35. ISSN 0309-0566.

“International supplier selection: the relevance of import dependence (with L.C. Leonidou), Journal of Global Marketing, 9, 3, 1996, pp. 23-45. ISSN 0891-1762.

“Exploring the consumer in former Soviet Republics: purchasing characteristics and patterns” (with L.C. Leonidou), Journal of East-West Business, 2, 3/4, 1996, pp. 79-101. ISSN 1066-9868.

“Global competitiveness: what do British importers want from their U.S. suppliers, and do they get it?” (with N.F. Piercy), Journal of Global Competitiveness, 3, 1, 1995, pp. 72-77. ISSN 1071-0736.

“Importing problems experienced by distributors: the importance of level of import development” (with T. Dalgic), Journal of International Marketing, no 2, 1995, pp. 51-70. ISSN 1069-031X.

“Export practices in the U.K. clothing and knitwear industry” (with D. Crick), Marketing Intelligence and Planning, 13, 7, 1995, pp. 13-22. ISSN 0263-4503.

“Exporting problems: the relevance of export development” (with A. Kaleka), Journal of Marketing Management, 11, 5, 1995, pp. 499-515. ISSN 0267-257X.

“Perceived export problems and export involvement: the case of Greek exporting manufacturers”, Journal of Global Marketing, 7, 4, 1994, pp. 29-57. ISSN 0891-1762.

“Export competitive advantages: the relevance of firm characteristics”, International Marketing Review, 11, 3, 1994, pp. 35-55. ISSN 0265-1335.

“Differences in perceptions of exporting problems based upon firm size and export market experience” (with R.E. Morgan),European Journal of Marketing, 28, 5, 1994, pp. 17-35. ISSN 0309-0566.

“Long term export stimuli and firm characteristics” (with N.F. Piercy), Journal of International Marketing, 3, 1993, pp. 23-47. ISSN 1069-031X.

“The issue of import motivation in manufacturer-overseas distributor relationships: implications for exporters” (with A. Al-Khalifa),Journal of Marketing Management, 9, 1, 1993, pp. 65-77. ISSN 0267-257X.

“Adapting export business relationships: the Greek experience in the U.K.” (with N.F. Piercy), Marketing Intelligence and Planning, 11, 2 [special issue on Global Reach], 1993, pp. 22-27. ISSN 0263-4503.

“Export marketing decision variables: the case of Greek exporting manufacturers", Journal of International Marketing (U.K.), 3, 1993, pp. 20-29. ISSN 0262-1703.

“The process of conflict in buyer-seller relationships at domestic and international levels: a comparative analysis”, Journal of Marketing Management, 8, 4, 1992, pp. 365-381. ISSN 0267-257X.

“A comparative analysis of exporter-importer and exporter-domestic customer relationships: power considerations” (with N.F. Piercy), Management Decision, 30, 4, 1992, pp. 12-19. ISSN 0025-1747.

“The relationship between exporters from a developing country and importers based in a developed country: conflict considerations” (with N.F. Piercy), European Journal of Marketing, 25, 1, 1991, pp. 6-25. ISSN 0309-0566.

“The relationship between Greek export manufacturers and U.K. importers: the dimension of exercised power” (with N.F. Piercy),Journal of Marketing Management, 6, 3, [special issue on International Marketing edited by Stephen Young], 1990, pp. 239-256. ISSN 0267-257X.

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