Ghasem Zaefarian

Associate Professor of Marketing
Associate Editor, Industrial Marketing Management

+44 (0) 113 343 3233
Academic, Marketing, Global and Strategic Marketing Research Centre (GLOSMARC)
G.03, 18 Lyddon Terrace


BSc: Industrial Engineering, Sharif University of Technology, Iran

MSc: Master of Business Administration (MBA), Sharif University of Technology, Iran

PhD: Marketing, Manchester Business School, University of Manchester, UK


Dr. Ghasem Zaefarian is an Associate Professor of Marketing at Leeds University Business School. He earned his PhD at Manchester Business School. His research interests focus on services, business marketing and international marketing fields of research.   His research has been published or currently is under review in many journals of international repute including Industrial Marketing Management, Long Range Planning, and International Journal of Operations and Product Management. His works are also regularly presented at leading academic conferences across the world. 

Dr. Zaefarian currently serves as an Associate Editor of the Industrial Marketing Management and on the review panel of several leading Journals as an ad hoc reviewer.  His classroom teaching and doctoral supervision work spans several areas of services marketing and B2B marketing.


 Dr. Zaefarian’s research focuses on the following areas; He is willing to undertake PhD supervision on research questions falling within these general areas:

• B2B Marketing
o Relationship ending capabilities
o Interorganisational relationships – Measurement and Management
o Relationship Marketing
o Networks and Networking capabilities
• Services Marketing
o Service recovery strategy – application of fairness theory
o Managing the Services Environment – Analysing the Servicescape
o Customer satisfaction


LUBS5470M MSc International Services Marketing

LUBS5210M MSc Marketing for Management


Teaching at MSc programs
Marketing Division’s representative in Academic Integrity committee


Najafi-Tavani, Z., Robson, M., Zaefarian, G., Ulf, A., and Chong Y. (forthcoming) “Building Subsidiary Local Responsiveness: (When) Does the Directionality of Intrafirm Knowledge Transfers Matter?”, Journal of World Business.

Shahzad, K., Ali, T., Takala, J., Helo, P., and Zaefarian, G. (2017) “The varying roles of governance mechanisms on ex-post transaction costs and relationship commitment in buyer-supplier relationships”, Industrial Marketing Management.

Ullah, S., Akhtar, P., and Zaefarian, G. (forthcoming) “Dealing with endogeneity bias: The generalized method of moments for panel data”, Industrial Marketing Management.

Zaefarian, G., Kadile, V., Henneberg, S., and Leischnig, A. (forthcoming) “Endogeneity Bias in Marketing Research: Problem, Causes and Remedies”, Industrial Marketing Management.

Zaefarian, G., Thiesbrummel, C., Henneberg, S., and Naudé, P. (2017) “Different Recipes for Success in Business Relationships”, Industrial Marketing Management, 63(5), 69-81.

 Mitrega, M., Forkmann, S., Zaefarian, G., and Henneberg, S. (2017) “Networking Capability in Supplier Relationships and its Impact on Product Innovation and Firm Performance”, International Journal of Operations and Production Management, 37(5), 577-606.

Zaefarian, G., Forkmann, S., Mitrega, M., Henneberg, S. (2017) “A Capability Perspective on Relationship Ending and its Impact on Product Innovation Success and Firm Performance”, Long Range Planning, 50(2), 184-199.

Oghazi, P., Rad, F. F., Zaefarian, G., Beheshti, H. M., & Mortazavi, S. (2016). Unity is strength: A study of supplier relationship management integration. Journal of Business Research, 69(11), 4804-4810.

Zaefarian, G., Najafi-Tavani, Z., Henneberg, S. C., & Naudé, P. (2016). Do supplier perceptions of buyer fairness lead to supplier sales growth?. Industrial Marketing Management, 53, 160-171.

Najafi-Tavani, Z., Zaefarian, G., Henneberg, S. C., Naudé, P., Giroud, A., & Andersson, U. (2015). Subsidiary knowledge development in knowledge-intensive business services: a configuration approach. Journal of International Marketing, 23(4), 22-43.

Najafi Tavani, Z., Zaefarian, G., Naudé, P., Giroud, A. (2015) “Reverse Knowledge Transfer and Subsidiary Power” Industrial Marketing Management, 48, 103-110.

Naudé, P., Zaefarian, G., Najafi Tavani, Z., Neghabi, S., Zaefarian, R. (2014) “The Influence of Network Effects on SME Performance” Industrial Marketing Management, 43 (4), 630-641.

Shiu, E., Jiang, Z., Zaefarian, G. (2014), “Antecedents of behavioural commitment in inter-organisational relationships - a field study of the UK construction industry”, Construction Management and Economics, 32(9), 888-903.

Ormrod, R. P., Zaefarian, G., Henneberg, S. C., & Vries, P. (2013), “Strategy, market orientation and performance: the political context”, Journal of Public Affairs.

Zaefarian, G., Henneberg, S., Naudé, P. (2013), “Assessing the strategic fit between business strategies and business relationships in knowledge-intensive business services", Industrial Marketing Management Journal, 42 (2), 260-272.

Zaefarian, G., Henneberg, S., Naudé, P. (2011), "Resource Acquisition Strategies in Business Relationships," Industrial Marketing Management, 40 (6), 862-74.

Zaefarian, G., Naudé, P., and Henneberg, S. (2010), "Configuration Theory Assessment of Business Relationship Strategies: Conceptual Model and Hypothesis Development," Journal of Customer Behaviour, 9 (3), 299-316.

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