Nigel Piercy

• Professor of Marketing & Strategic Management, Associate Dean (Masters Programmes)

Following posts in retailing and in business planning with Nycomed Amersham, was the Sir Julian Hodge Chair in Marketing and Strategy at Cardiff University, and lately Professor of Strategic Marketing and Head of the Marketing Group at Cranfield School of Management. Has held visiting posts at Columbia School of Business, New York; Fuqua School of Business, Duke University; Texas Christian University; the University of California, Berkeley; and the Vienna University of Economics. Global experience in executive education and management development with leading companies. Has published more than 200 books and articles in Europe and the USA. Currently editor of the Journal of Strategic Marketing.

Market strategy; planning and control; marketing organisation; internal marketing; strategy implementation; sales organisation effectiveness and performance; behaviour-based control strategies in the sales organisation; salesforce compensation systems and performance; salesforce distinctive competencies and competitive advantage; key and strategic account management strategies; cross-functional synergies in the marketing/sales interface.