"Concurrent Commercialization: Taking New Technology To Market", 1996 Conference Co-Director and Speech on Topic: "Connecting Features and Benefits to Market Value

Purchasing Management Association of Boston, October 1996 Monthly Meeting" The New England Economy: 1996 Report on Business"

Northeast Business and Economic Association, 1995 Annual Conference "Dynamics of the Relationship Between Product Features, Quality Evaluation, and Pricing"

National Association of Purchasing Managers, 1995 National Conference, "Linking Strategic Investments In Customers and Suppliers" ( with D. Lewis)

Purchasing Management Association of Boston, October 1995 Monthly Meeting "The New England Economy: 1995 Report on Business"

Purchasing Management Association of Boston, October 1993 Monthly Meeting "The New England Economy: The Report on Business and How to Use It"

American Marketing Association, 1993 Business-to-Business Marketing Research Conference, Session: Buyers Search & Use of Information, Paper: "Trade Shows: How Managers Pick Their Winners" (with E. Yoon)

Northeast Business and Economic Association, 1993 Annual Conference, Paper Presentation: "Structure and Dynamics of Functional Discounts: A Descriptive Study of the PC Printer Industry". (with E. Yoon)

Institute for the Study of Business Markets, Research Conference, 1993.Paper Presentation: "Trade Shows: How Managers Pick Their Winners"

Purchasing Management Association of Boston, October 1992 Monthly Meeting "The New England Economy: A Forecast for 1993"

Institute for the Study of Business Markets, Spring Conference, 1992.Paper Presentation: "Exhibitors Go/No Go Decision"

National Association for Purchasing Management, National Conference, Keynote Academic Luncheon Speaker, 1992. Paper Presentation: "Being Market and Customer Driven; Implications For Purchasing Performance"

TIMS/ORSA National Conference, Fall, 1991.Paper Presentation: "The Brand Awareness to Preference Link in Business Markets"

Institute for the Study of Business Markets, Fall Conference, 1991.Session Chair and Presenter: "Pricing for Advantage"

National Association of Purchasing Management, Regional Conference, 1991.Paper Presentation: "The Economic Outlook for the New England Economy"

Institute for the Study of Business Markets, Winter Conference, 1990.Paper Presentation: "Industrial Marketing Communications: What We Know vs. What We Need to Know!"

TIMS/ORSA National Conference, 1990.Paper Presentation: "Buyer-Seller Perspective on Trade Shows", with Gary Young

American Marketing Association: National Winter Educators Conference,1990.Paper Presentation: "Trade Shows: A Long Way To Go"

Purchasing Management Association of Boston, Membership Meeting, 1990.Paper Presentation: "Measuring Economic Activity in the Boston Region"

American Marketing Association: Business Marketing Workshop, 1988.Paper Presentation: "Becoming Market Driven: Hot Single or Classic LP"

American Marketing Association: National Conference - Software Solutions in Marketing, 1988. Paper Presentation: "Value-Based Pricing"

Institute for the Study of Business Markets, National Conference, 1988 Keynote Speaker/Paper: "Market Driven vs. Customer Oriented"

Business/Professional Advertising Association, National Conference, 1987.Paper Presentation: "Setting Industrial Marketing Budgets"

Technomic Foodservice Industry Association, National Meeting, 1986.Paper Presentation: "Price - Quality Relationships"

Technomic Foodservice Industry Association, National Meeting, 1985.Paper Presentation: "Foodservice Industry Profitability & Growth"

International Foodservice Manufacturers Association, National Senior Managers Conference, 1983. Paper Presentation: "How the Winners Do It"

Business/Professional Advertising Association, National Conference, 1982.Paper Presentation: "Media Advertising When Your Market Is In A Recession"

Business/Professional Advertising Association Local Chapter Meetings: Numerous presentations between 1982 - 1985. Topics of: "Advertising in a Recession" and "How Much to Spend on Advertising"

American Marketing Association National Conference, Co-Chair, Chicago, 1988. Conference Title: Software Solutions in Marketing

National Association of Purchasing Management, National Academic Planning Committee, New England (District IX) Representative. Term of Office 1991 - 1994.

Major Academic Seminars/Presentations to Practitioner Audiences

Strategic Planning Institute, International Seminar for Invited Marketing and Strategy Academics, 1977.
Paper Presentation: Modeling Market Share Changes

Shell Chemical, Seminar to World-Wide Planning Staff, London, 1978.
Paper Presentation: Analysis of Market Share Changes

Imperial Chemical Industries, World-wide Planning and Marketing Management Officers, London, 1981.
Paper Presentation: Natural Market Structures and their Significance for Market Share Strategy

General Electric Company, World-wide Marketing Consulting Staff, Bridgeport, 1982.
Paper Presentation: Natural Market Structures and their Significance for Market Share Strategy

Named the Cahners Publishing Company Research Fellow by the Institute for the Study of Business Markets at Penn State University. June 1990

"Dynamics of the Relationship between Product Features, Quality Evaluation, and Pricing", Pricing Strategy and Practice: An International Journal, forthcoming, 1997, co-authored with E. Yoon

"The Brand Awareness-to-Preference Link in Business Markets: A Study of the Semiconductor Manufacturing Industry", Journal of Business-to-Business Marketing, Vol. 2, No. 4. (Winter 1995), co-authored with E. Yoon.

"How Exhibitors Select Trade Shows", Industrial Marketing Management, November 1993, co-authored with E. Yoon.

"Roles and Sources of Company Reputation: An Exploratory Study of the Business Insurance Industry", Journal of Business Research,Vol.27, No.3, 1993, co-authored with E. Yoon, and H. Guffey

"Computer Usage In Purchasing: Implications for Business Marketers, Industrial Marketing Management, November 1992, co-authored with R. Plank, D. Reid, J. Lim

"Using Marketing Communications To Drive Price", Journal of Pricing Management, January 1991.

"The Development of Approved Supplier Lists", International Journal of Purchasing and Materials Management, Spring 1991, co-authored with R. Plank

The Best Readings From Business Marketing Magazine: A View From The Trenches, PWS-Kent Publishing Company, Boston, MA, 1993. Co-authored and edited with David Wilson, and Bob Donath.

How Advertising Drives Profitability, Strategic Planning Institute, Research Report, Cambridge, MA., 1985.

To Advertise or Not to Advertise, Strategic Planning Institute, Research Report, Cambridge, MA., 1985.

Advertising and Promotion: How Much Should You Spend, Strategic Planning Institute, Research Report, Cambridge, MA., 1983.

Media Advertising When Your Market Is In A Recession, Strategic Planning Institute, Research Report, Cambridge, MA., 1982.

"Market Share Strategy: Beliefs vs. Actions", PIMSLETTER #9, Strategic Planning Institute, Cambridge, MA., 1979.

"Impact of Unions on Profitability", PIMSLETTER #6, Strategic Planning Institute, Cambridge, MA., 1978.

"Setting the Marketing Budget", Workshop on Effective Marketing, Cambridge, 1985.

"Cost of Gaining Market Share", European Conference, Manchester, England, 1981.

"Share Proportionality And Its Implications, European Conference, Manchester, England, 1981.

"Market Share Strategy", Cambridge, 1978.

"Some Factors Affecting Change in Market Share", Cambridge, 1977.

"Dynamics of the Relationship Between Product Features, Quality Evaluation, and Pricing: Abstract"
Northeast Business and Economic Association 1995 Annual Conference Proceedings, Vol. 22, Pp 84-86, with E. Yoon

"Linking Strategic Investments in Customers and Suppliers" National Association of Purchasing Managers, Spring 1995

"Structure and Dynamics of Functional Discounts: A Descriptive Study of the PC Printer Industry" Northeast Business and Economic Association, Fall 1993

"Does Industrial Advertising Pay?" Atlantic Marketing Association, Fall 1992, with R. Plank

"The Brand Awareness To Preference Link In Business Markets", TIMS/ORSA National Meeting, Fall 1991.

"Trade Shows: A Long Way To Go", American Marketing Association Winter Educators Conference Proceedings, 1990.

"Buyer - Seller Perspectives On Trade Shows", TIMS/ORSA National Meeting, 1990.

"Student vs. Faculty Sponsorship of Mail Surveys: Does It Improve Response Rates", Atlantic Marketing Association Conference Proceedings, 1990, with R. Plank, W.  Timperley, and S. Cao.

"Natural Market Structures: Their Strategic Significance", TIMS/ORSA Marketing Science Conference, Los Angeles, 1983.

"Is Your Company Market Driven?", Marketplace: The ISBM Review, Penn State University, University Park, Spring 1988, with Irwin Gross.

"How An Expert System Evaluates Budgeting For Marketing", Marketing News, February 27, 1987, P.22, with Gary Lilien.

"ADVISOR" A software package designed to guide marketing managers set budgets for business-to-business products. Currently in use in over 100 corporations. Published by Assessment Technologies, Inc. Copyrighted by V. Kijewski and G. Lilien

"MARKET MANAGER" A software package designed to assist managers in setting base level prices based on comparative product performance. Published by Assessment Technologies, Inc. Copyrighted by V. Kijewski

"What is Market Driven: A Managerial Framework", Penn State University, Institute for the Study of Business Markets, Working Paper 6-1990, with I. Gross

"The Brand Awareness To Preference Link In The International in the Semiconductor Manufacturing Industry", Penn State University, Institute for the Study of Business Markets, Working Paper 12-1990, with E. Yoon