Professor Nick Lee
Professor of Marketing
(Marketing Group)

Professor Nick Lee leads the core Marketing module on the WBS Distance Learning MBA, which is currently the top ranked distance learning MBA in the world (FT Rankings 2018, 2019, 2020). He also teaches quantitative research methods on the WBS DBA, and Philosophy of Science on the WBS PhD. Nick is the Business and Finance Institutional Co-ordinator for the Midlands Graduate School ESRC Doctoral Training Partnership (a collaboration for social science doctoral training between Warwick, and 5 other Midlands universities).

In 2017 (less than 15 years after he gained his Ph.D.), The Academy of Marketing honored Nick with Life Membership in recognition of his outstanding lifetime research achievements and contribution to marketing scholarship.

Prior to joining WBS in 2016, Nick was Professor of Sales and Management Science at Loughborough University, and Professor of Marketing and Organizational Research at Aston Business School. He still holds Honorary Chairs at both institutions.

Nick's work has appeared in world-leading journals across multiple fields of business research and behavioral / psychological science, including The Journal of the Academy of Marketing Science, Organization Science, Journal of Management, Journal of Business Ethics, Human Relations, Organizational Research Methods, Frontiers in Human Neuroscience, the American Journal of Bioethics, and PLOS One. These papers have been cited almost 7600 times (28 Sept 2020) since his first publication in 2005. His h-index is 33, and his i10 index is 66. His g-index is 87, making his hg-index 54, placing him in the top 2% of Full Professors in Marketing worldwide, and top 1% of all worldwide marketing researchers (see Soutar et al., [2015], Research performance of marketing academics and departments: An international comparison. Australasian Marketing Journal).

Nick was the Editor in Chief of the European Journal of Marketing from 2008-2018, and helped drive a significant growth in the journal's academic reputation and ranking. He is currently the the Editor-in-Chief of the Journal of Personal Selling and Sales Management (JPSSM), the first UK academic to hold this position, and only the second ever from outside the US,

Nick is an Honorary Fellow of the Association of Professional Sales, who recognized him with an award for outstanding contribution to the sales profession in 2016. He holds strategic advisor positions for a number of innovative sales and leadership development companies, and he was part of the All Party Parliamentary Group inquiry into professional sales in 2019. His work has been featured in The Times, the Financial Times and Forbes, and he has appeared on BBC Radio 4, BBC Radio 5Live, and BBC Breakfast television. He's also a regular commentator in the business and general media on marketing issues, having featured in publications around the world, including Advertising Age, The Financial Times, and Business Insider.

In 2009, Nick was one of the youngest scholars in marketing to be appointed to a Professorship, a year in which he was also featured in The Times as 'one of the 15 scientists whose work will shape the future'. His research has won multiple awards throughout the entirety of his career, including the 2018 James M Comer Award for contribution to selling and sales management theory, the 2014 Darden award for Best Methodology Paper from the Academy of Marketing Science, the 2010 Joseph Lister Award Lecture for Social Science from the British Science Association, the 2005 Emerald Outstanding Special Issue Award, and the 2002 EMAC award for best doctoral work.

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Research Interests

Nick's work connects theories from social psychology, cognitive neuroscience, economics, and philosophy, to advanced measurement and modelling methods, in order to solve important problems in sales management, professional selling, organizational psychology, social science research methodology, philosophy of science, and business ethics. His work can be classed under three main themes, each connected by an underlying desire to challenge accepted wisdom, and deliver counter-intuitive knowledge which drives real change in management, policy, and social science theory and practice.

Nick completed his Ph.D. in sales management at Aston Business School, under the supervision of Prof. John Cadogan, in 2003. Since then, his primary area of interest in terms of business research has been the social and individual psychology of sales management and sales force performance. Within this context, Nick focuses on both intra-individual influences (e.g. psychological influences on individual performance), and social interactions, such as those between managers and salespeople (e.g. incentivization, motivation, and personal relationships), and between salespeople and customers.

At the same time, Nick has been a strong advocate of the informed use of neuroscientific methods to examine management research questions. He has been a key thought leader in the development of the Organizational Cognitive Neuroscience approach, of which a key aim is to integrate biological and neuroscientific models and methods with behavioral and social scientific methods, in a holistic multi-level framework and methodology. Since 2007, his writing in this area, and neuromarketing, has broken significant new ground, and is amongst the most highly cited in the area.

Finally, since Nick's first ever publication in 2005, he has maintained a strong interest in measurement, and associated issues in philosophy of science (e.g. metaphysics, scientific realism, causality). Most recently, Nick has been especially interested in unpacking the underlying assumptions of psychological measurement, and especially the implications of philosophy of mind, consciousness, and neuroscientific advances, for social and psychological measurement. Further, Nick has been active in working within the ongoing debate regarding formative indicator models, arguing that there are significant problems inherent to their current theory and use.

Nick would be interested in supervising top-quality doctoral students in many areas of sales management, organizational psychology, behavioral science, philosophy of science, and research methodology. However, any prospective students should be able to demonstrate an extremely strong background (e.g. a high quality degree or outstanding experience) in a highly quantitative field of study (e.g. engineering or computer science), econometrics or behavioral research methods (e.g. economics, finance, or quantitative psychology, sociology, or psychometrics), neuroscience, or if appropriate, philosophy of science or mind.