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Dr Susi Geiger MA, PHD
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Biography:
Susi Geiger is the Director of Research & Innovation for the UCD Business School and the Director of the Diploma in Sales Management and the MSc Strategic Sales Management at UCD Smurfit School Executive Education. Educated at the University of Mannheim, Germany, the Sorbonne Nouvelle, Paris, and Dublin City University, Susi's academic work investigates marketing interfaces in both business-to-business and consumer contexts. Her specific research interests lie in the area of industrial buyer-seller interfaces, an area which she currently studies in relation to the North Sea oil industry, through a large-scale project funded by the UK Leverhulme Foundation (in collaboration with Strathclyde University, Glasgow). Beyond this core interest, Susi participates in an international interdisciplinary group studying business market phenomena and she currently collaborates with colleagues at the University of Auckland, New Zealand, on a marketing and design project. In the past, she has been a Visiting Scholar at the University of Auckland and consulted for a range of industrial and consumer companies. She has gained international recognition for her research through research fund awards and Best Paper prizes such as the Highly Commended Paper Award 2007 for an article on salespeople's customer knowledge. Her work has appeared in a wide range of international journals. Dr Geiger sits on the editorial boards of Industrial Marketing Management and Consumption, Markets and Culture and has recently published a book on Sales Management (with Paolo Guenzi, Bocconi University). |
Research Interests
| Susi's research interests include all aspects of the interaction of individuals with marketing systems and markets; three areas in particular are focused on in her research: the sales/customer interface, the consumer/marketing interface, and the marketing manager/markets interface. Susi is currently working with a group of scholars from Stockholm School of Economics, Lancaster University, BI Norway, Strathclyde University and Ecole de Mines, Paris on a range of projects investigating market practices and market shaping across business to business and consumer markets. She is also involved with a group of scholars from the University of Auckland in a design orientation project, and studies a range of sales management issues with international colleagues from Universities such as Bocconi University, Milan. New projects of interest would be particularly in the areas of 'non-conventional' markets (base of pyramid, sustainable markets, not-for-profit) and pharmaceutical markets. |
Research Projects
| Sponsor : University College Dublin (UCD) Title : International Marketing and Purchasing (IMP) Conference Presentation 2010. Two Papers to be presented. Market Studies Track Chair. Start Date / End Date : 17-MAY-10 / 16-NOV-11 |
| Sponsor : University College Dublin (UCD) Title : International Marketing and Purchasing Conference Paper Presentation Start Date / End Date : 03-AUG-09 / 31-JAN-11 |
| Sponsor : University College Dublin (UCD) Title : How Regulators Shape Buyers¿ and Sellers¿ Valuations of Industrial Chemistry Products Start Date / End Date : 03-AUG-09 / 31-JAN-11 |
| Sponsor : UCD School of Business Title : Stabilising Products and Marketing Practises across Firm Boundaries Start Date / End Date : 01-MAY-07 / 30-APR-09 |
| Sponsor : UCD School of Business Title : A model of relationship types, antecendents and outcomes Start Date / End Date : 01-JAN-06 / 31-OCT-06 |
Book Chapters
| Guenzi, Paolo and Susi Geiger; (2011) 'Sales management in the twenty-first century' In: Paolo Guenzi and Susi Geier (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave MacMillan. [Details] |
| Geiger, Susi; (2011) 'Salespeople's self-management: knowledge, emotions and behaviours' In: Paolo Guenzi and Susi Geiger (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave Macmillan. [Details] |
| Guenzi, Paolo and Susi Geiger; (2011) 'Sales organization performance and evaluation' In: Paolo Guenzi and Susi Geiger (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Pagrave Macmillan. [Details] |
| John Finch and Susi Geiger; (2010) 'Of Markets as Trading Zones' In: Luis Araujo, John Finch and Hans Kjellberg (eds). Reconnecting Marketing to Markets. Oxford: Oxford University Press. [Details] |
Edited Books
| Paolo Guenzi and Susi Geiger (Ed.). (2011) Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave Macmillan. [Details] |
Peer Reviewed Journals
| John Finch and Susi Geiger; (2011) 'Constructing and Contesting Markets through the Market Object'. Industrial Marketing Management, . [Details] |
| Susi Geiger and John Finch; (2011) 'Buyer-Seller Interactions in Mature Industrial Markets: Blurring the Relational-Transactional Selling Dichotomy'. Journal of Personal Selling & Sales Management, . [Details] |
| John Finch and Susi Geiger; (2010) 'Positioning and Relating: Market Boundaries and the Slippery Identity of the Marketing Object'. Marketing Theory, 10 (3):237-251. [Details] |
| The VOICE Group (Andrea Davies, Susan Dobscha, Susi Geiger, Stephanie O'Donohoe, Lisa O'Malley, Andrea Prothero, Elin Brandi Sorensen, Thyra Uth Thomsen): ; (2010) 'Buying into motherhood? Problematic consumption and ambivalence in transitional phases'. Consumption, Markets and Culture, . [Details] |
| The VOICE Group (Andrea Davies, Susan Dobscha, Susi Geiger, Stephanie O'Donohoe, Lisa O'Malley, Andrea Prothero, Elin Brandi Sorensen, Thyra Uth Thomsen); (2010) 'Motherhood, Marketization, and Consumer Vulnerability'. Journal of Macromarketing, . [Details] |
| Geiger, Susi and John Finch; (2010) 'Networks of Minds and Networks of Organizations: The Map Metaphor in Business Network Research'. Industrial Marketing Management, 39 (April):381-389. [Details] | |||||||||
| Geiger, Susi and John Finch; (2009) 'Industrial Sales People as Market Actors'. Industrial Marketing Management, 38 :608-617. [Details] | |||||||||
| Geiger, Susi and Paolo Guenzi; (2009) 'The sales function in the 21st century: Where are we and where do we go from here?'. European Journal of Marketing, 43 (7/8):873-899. [Details] | |||||||||
| The VOICE Group; (2008) 'The Involved Ostrich: Mothers’ Perceptions of Fathers’ Participation in the Transition to Parenthood'. Advances in Consumer Research, 36 :254-260. [Details] | |||||||||
| The Voice Group; (2008) 'Reflections on collaboration in interpretive consumer research'. Qualitative Market Research: An International Journal, 11 (2):147-165. [Details] | |||||||||
| Geiger, Susi; (2007) 'Exploring night-time grocery shopping behaviour'. Journal of Retailing and Consumer Services, 14 (1):24-34. [Details] | |||||||||
| Geiger, S. and A. Prothero ; (2007) 'Passive Patients versus Active Agents: Exploring Consumer Empowerment in a Maternity Setting'. Consumption, Markets and Culture, . [Details] | |||||||||
| Salimbene, F. and S. Geiger ; (2007) 'Adding Value to International Business Education: An Irish-American Road Map to Service Learning'. Journal of Management Education, 6 (2). [Details] | |||||||||
| Geiger, S. and Turley, D.; (2006) 'The Perceived Impact of Information Technology on Salespeople's Relational Competencies'. JOURNAL OF MARKETING MANAGEMENT, 22 :827-851. [Details] | |||||||||
| Turley, D; Geiger, S; ; (2006) 'Exploring salesperson learning in the client relationship nexus'. EUROPEAN JOURNAL OF MARKETING, 40 (5-6):662-681. [Details] | |||||||||
| Geiger, S. and Turley, D.; (2005) 'Socializing Behaviors in Business-to-Business Selling: An Exploratory Study from the Republic of Ireland'. Industrial Marketing Management, 34 :263-273. [Details] | |||||||||
| Geiger, S. and Turley D.; (2005) 'Personal Selling as Knowledge-based Activity: Communities of Practice in Sales'. Irish Journal of Management, . [Details] | |||||||||
| Geiger S. & Turley, D.; (2003) 'Grounded theory in sales research: an investigation of salespeoples' client relationships'. Journal of Business & Industrial Marketing, 18 (6/7):580-594. [Details] | |||||||||
| Geiger, S. and Fennell, A.; (2003) 'Beauty or the Beast? Attractive Spokespeople in Chocolate Advertisements'. European Advances in Consumer Research, 6 :110-114. [Details] | |||||||||
| Geiger S. & Martin, S.; (1999) 'The Internet as a Relationship Marketing Tool Some Evidence from Irish Companies'. Irish Marketing Review, 12 (2):24-36. [Details] | |||||||||
| Geiger, S. & Henn-Memmesheimer, B.; (1998) 'Visuell-verbale Textgestaltung von Werbeanzeigen: Zur textlinguistischen Untersuching multikodaler Kommunikationsformen'. Kodikas/Code, 21 (1-2):55-74. [Details] | |||||||||
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Conference Publications
| Brookes, Richard, Victoria Little, Harold Cassab and Susi Geiger; (2011) Understanding Design-Driven Innovation: The Role of Strategic Design 'Postures' Cambridge Academic Design Management Conference [Details] |
| Rachel Harkness, John Finch and Susi Geiger ; (2011) Matter Out of Place: Insights on Matter from Ecological Phenomenology, the Consideration of Pollution and a Study of Green Chemistry in the North-East Atlantic Third International Symposium on Process Organization Studies, Corfu, Greece, June 15-18 [Details] |
| Keating A., Geiger, S. & D. McLoughlin ; (2010) Scientific Advisory Boards as social resources- exploring their role, use, and impact in the market development activities of new ventures Industrial Marketing and Purchasing Group Conference [Details] |
| John Finch and Susi Geiger; (2010) Why Marketers can¿t handle hot objects IMP Conference Budapest, , 02-SEP-10 - 05-SEP-10 [Details] |
| Brookes, Richard W., Vicki J. Little, Harold Cassab and Susi Geiger; (2010) Transcending crises: Design-led strategy and innovation International Product Development Management Conference Murcia, Spain, , 13-JUN-10 - 15-JUN-10 [Details] |
| Finch, John and Susi Geiger; (2009) Making and Exchanging Green Chemistry: The Encounters of Hydrocarbons, Chemistry and Ecosystems in Markets EGOS (European Group of Organisational Studies) Barcelona, Spain, , 01-JUL-09 - 04-JUL-09 [Details] | |||||||||
| Finch, John and Susi Geiger; (2009) Markets are Trading Zones: On the Material, Situated and Cognitive Dimensions of Market Encounters IMP (Industrial Marketing and Purchasing) Conference Marseille, France, , 02-SEP-09 - 05-SEP-09 [Details] | |||||||||
| Little, V., R. Brookes, H. Cassab and S. Geiger; (2009) Strategic Design Postures: Understanding ¿Big-D¿ and ¿small d¿ EMAC Conference Nantes, France, , 26-MAY-09 - 29-MAY-09 [Details] | |||||||||
| VOICE Group; (2008) Buying into Motherhood? Consumption Ambivalence and Liminality in Transitional Phases Consumer Culture Conference, Boston, MA [Details] | |||||||||
| Finch, John and Susi Geiger; (2008) Chemists who Sell and Chemists who don¿t: Product Development in Oil Field Services DRUID Conference, Copenhagen [Details] | |||||||||
| Little, Victoria, Richard Brookes and Susi Geiger; (2008) Translating Strategic Aspirations into Delivered Customer Value Irish Academy of Management Conference, Dublin City University [Details] | |||||||||
| Maguire, Louise and Susi Geiger; (2008) Consumption Emotions in Services ¿ A Measurement Question Irish Academy of Management Conference, Dublin City University [Details] | |||||||||
| Geiger, Susi and John Finch; (2008) Industrial Sales People as Market Actors ¿ A Case Study 24th IMP Conference, Uppsala University [Details] | |||||||||
| John Finch and Susi Geiger; (2007) Positioning and Relating: Market Boundaries and the Marketing Object Critical Management Conference [Details] | |||||||||
| John Finch and Susi Geiger; (2007) Embedding Product Development in Oil Field Services Industrial Marketing and Purchasing [Details] | |||||||||
| Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) Hall of Mirrors: Methodological Choices for Mothers Researching Mothers ACR Gender Conference Edinburgh, [Details] | |||||||||
| Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) The Making of A Mother: What Role Does Consumption Pay in Mothering Experiences and Identities EMAC Athens, [Details] | |||||||||
| Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) Exploring the Motherhood Institution, Motherhood Ideals and Mothering Experiences Macromarketing Conference Queenstown, NZ, [Details] | |||||||||
| Geiger, S. & Prothero, A.; (2006) Empowered Mothers: Can Their 'Voices' Be Heard? ACR Gender Conference Edinburgh, [Details] | |||||||||
| Geiger, S.; (2005) Round Midnight: An Exploration of Night-Time Consumer Behaviour EMAC Milan, [Details] | |||||||||
| Geiger, S. & Veltrop, S.; (2005) Of Night Owls and New Parents Interpretive Consumer Research Workshop Copenhagen, [Details] | |||||||||
| Geiger, S. & Prothero, A.; (2005) Passive Parents versus Active Agents Academy of Marketing Services Marketing Workshop Glasgow, [Details] | |||||||||
| Geiger, S. & Turley, D.; (2002) Learning to Become a Relational Seller: An Epistemology of Practice for Sales Training National Conference in Sales Management Atlanta, USA, , 04-APR-02 - 06-APR-02 , pp.27-37 [Details] | |||||||||
| Geiger, S; (1999) Mining Sales Peoples Tacit Customer Knowledge: Automate, Informate or Socialize? National Conference in Sales Management New Orleans, , 08-APR-99 - 10-APR-99 , pp.59-73 [Details] | |||||||||
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Working Paper
| Geiger, S.; (2000) Semiotics a theoretical introduction. Working Paper [Details] |
| Geiger, S.; (1994) Existe-t-il la consommatrice franco-allemande?. Working Paper [Details] |
Published Case Studies
| Geiger, S.; (2004) Follain Jam firms drive to bear fruit. The Sunday Times, 26th Dec. Contribution to the Case. Published Case Studies [Details] |
| Geiger, S.; (2003) Selling a luxury destination in turbulent times the Mount Juliet Estate. In: Earl D. Honeycutt, John B. Ford and Antonis Simintiras: Sales Management: A Global Perspective. London: Routledge. Published Case Studies [Details] |
Honours and Awards
| Year: 2007. Title: Emerald Highly Commended Paper Award - European Journal of Marketing |
| Year: 2007. Title: UCD Business School Teaching Award |
| Year: 2001. Title: Government of Ireland Scholarship for Postgraduate Research |
| Year: 2000. Title: Postgraduate Research Prize, Dublin City University |
| Year: 1999. Title: Outstanding Student Paper Award |
| Year: 1998. Title: Scholarship |
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Associations
| Association: Global Sales Science Institute, Function/Role: Member |
| Association: European Marketing Academy (EMAC), Function/Role: Member |
Committees
| Committee : Centre for Community Engagement and Service Learning |
