James Anderson

James C. Anderson is the William L. Ford Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management at the Kellogg School of Management, Northwestern University. Professor Anderson joined the faculty of the Kellogg School in 1984 as an assistant professor of marketing. In 1987, he was named the first to hold the Kellogg School's newly-endowed William L. Ford Distinguished Chair in Marketing and Wholesale Distribution.

Professor Anderson teaches the graduate-level course in business marketing. He is the program director of the Business Marketing Strategy executive program and teaches in a number of executive development programs at the Kellogg School. He has consulted and provided seminars for a number of companies in North America, South America, Europe, Asia, and Australia, such as American Express, bioMerieux, ExxonMobil, GE, Holcim, International Paper, C. P. Kelco, Orkla, PPG Industries, and Tetra Pak. He is Principal of James C. Anderson LLC, an international management consulting firm focusing on implementing customer value management at client firms.

Professor Anderson's research interests are in constructing persuasive value propositions in business markets, and measurement approaches for demonstrating and documenting the value of market offerings. He has written more than 50 journal articles, including six published in Harvard Business Review. His management practice book, Value Merchants: Demonstrating and Documenting Superior Value in Business Markets, was published in November, 2007 by Harvard Business School Press. He also has co-authored the book, Business Market Management: Understanding, Creating and Delivering Value, which was published in its third edition in June, 2008 by Pearson Prentice Hall. He is a member of the editorial boards of the Journal of Business-to-Business Marketing and Journal of Strategic Marketing, and has served on the editorial boards of the Journal of Applied Psychology and Journal of Marketing Research. He is a Fellow of the American Psychological Association.

Professor Anderson is the Irwin Gross Distinguished ISBM Research Fellow at the Institute for the Study of Business Markets and is a member of its advisory board. He has been a visiting research professor at the School of Business, Public Administration, and Technology, University of Twente, The Netherlands; Eindhoven University of Technology, the Netherlands; and Uppsala University and Stockholm School of Economics, Sweden. He also has been vice president of the business marketing division of the American Marketing Association (AMA) and a member of the board of directors of the AMA.

Professor Anderson came to Kellogg after three years as a member of the marketing faculty of the University of Texas at Austin. Prior to that, from 1978 to 1981, he worked as a senior research psychologist in the corporate marketing research division of E.I. duPont de Nemours and Company, Inc. He earned his Ph.D. in Psychology from Michigan State University in 1978.

Areas of Expertise Business to Business Markets
Distribution Channels
Marketing Strategy
Measurement Techniques

Education PhD, 1978, Psychology, Michigan State University

MA, 1975, Psychology, Michigan State University - MA

BA, 1974, Psychology, Western Illinois University

Academic Positions William L. Ford Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management, Kellogg School of Management, Northwestern University, 1990-present

William L. Ford Distinguished Professor of Marketing and Wholesale Distribution, and Associate Professor of Behavioral Science in Management, Marketing, Kellogg School of Management, Northwestern University, 1987-1990

Associate Professor of Behavioral Science, Marketing, Kellogg School of Management, Northwestern University, 1987-1990

Assistant Professor, Marketing, Kellogg School of Management, Northwestern University, 1984-1987

Assistant Professor, Marketing Administration, University of Texas at Austin, 1981-1984

Adjunct Assistant Professor, Business Administration, University of Delaware, 1980-1981

Part-time Assistant Professor, Business Administration, University of Delaware, 1979-1979

Honors and Awards Irwin Gross Distinguished ISBM Research Fellow, Institute for the Study of Business Markets

Outstanding Article of the Year for "Purchasing Higher-Value, Higher-Price Offerings in Business Markets, co-authored with Finn Wynstra, Journal of Business-to-Business Marketing, 2010

Highly Cited Researcher, Institute for Scientific Information, 2010-2011

Education Academic Positions Honors and Awards