Appointed to a Chair of Marketing in 1998. Previously at the Open University and a Research Fellow within School of Business and Economics. Obtained a first degree in Economics from the University of Macedonia, Hellas, an MBA in Marketing from the University of New Haven CT, USA, and a PhD in sales management from the University of Huddersfield, UK. Joined the School of Business and Economics to lecture in Marketing. He has many years of work experience in industry and has held managerial positions in both Hellenic and American companies. He holds visiting professorial appointment at the Sup de Co LeHavre/Caen France, and acts as a consultant for various companies. His research interests are in the areas of personal selling and sales management, industrial marketing and consumer behaviour. His work has appeared in several journals as well as national and international conference proceedings.

International Business Negotiations

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990-2000) have attracted considerable attention among researchers. However, cross-cultural negotiations based on communication media such as the internet and call for an investigation on the role, nature and importance of a certain type of argument structures that contribute to the minimization of cross-cultural misunderstandings. This research project attempts to assess the impact of tautological argument structures on international business negotiations. In addition, this project focuses on the transformation of the sales function as a result of two major change agents. Namely: cultural identification and information communication technologies.  

Research methodology

“Change” is a central concept in marketing and has a polymorphic effect on phenomena such as population demographics, public opinion, processes, product diffusion, to name but a few). The conventional wisdom is that in order to measure change repeated measurements on a sample of individuals at multiple points in time is required (Byrne and Crombie, 2003). However, when true change follows an interesting trajectory over time, ‘snapshots’ or status taken before and after are unlikely to reveal the intricacies of that change (Willett and Sayer, 1994; 1996). Although methods for addressing weaknesses in longitudinal research have been proposed, this project focuses on change when measured using subjective evaluations in cross-sectional research with data from retrospective questioning. Namely, this project investigates the method discrepancies when measuring change retrospectively. Furthermore, areas pertaining to speed and accuracy of response behaviors cross-culturally in a marketing research context are being examined.

List of recent publications

Journal articles 

• Reynolds, L.N., Simintiras, C.A. and Diamantopoulos A. (2003) “Theoretical Justification of Sampling Choices in International Marketing Research: Key Issues and Guidelines for Researchers”, Journal of International Business Studies, Vol. 34, pp.80-89.
• Reynolds L.N., Vlachou, E. and Simintiras, C.A., (2003) “Cross-Cultural Negotiations: Trend Analysis of the 90’s Publications Portfolio”, International Marketing Review, Vol. 20, (3), pp.236-261.
• Balabanis, G., Reynolds, L.N. and Simintiras A.C. (2006), “Bases for e-store Loyalty: Perceived switching Barriers and Satisfaction”, Journal of Business Research, 59(2), pp. 214-224
• Diamantopoulos, A., Reynolds, L.N., and Simintiras A.C. (2006), “The Impact of Response Style on the Stability of Cross-National Comparisons”, Journal of Business Research, in press, available online 6 May 2006.

Books

Honeycutt E., Ford, J. and Simintiras A., (2003), Sales Management: A Global Perspective, Routledge.

Editorial

Simintiras C.A., and Reynolds L.N., (2003) “Editorial on Cross Cultural Negotiations” as Guest Editor for a special Issue of the International Marketing Review, Vol. 20, (3), pp. 233-236.

Conference Proceedings 

• Johnston, J., Reynolds, L.N., and Simintiras, C.A., (2003), “Is Technology Killing Sales?” Proceedings of the 11th Biennial World Marketing Congress, 9-15 June 2003, Perth-Australia.
• Reynolds, L.N., Severn, C. and Simintiras, C.A., (2003) “The Impact of Face-to-Face vs. Online Negotiations on the Satisfaction of Negotiators: Propositions for Further Research” Proceedings of the Annual Academy of Marketing Conference, 7-11 July 2003, Aston, UK.
• Simintiras C.A. and Reynolds L.N., (2004), “Negotiation Satisfaction: The Impact of Communication Form and Cultural Characteristics” Proceedings of the Annual European Academy of Marketing Conference, 18-21 March, Murcia, Spain.