University of Southern California

Gary Frazier
Richard and Jarda Hurd Chair in Distribution Management & Professor of Marketing

USC Marshall School of Business
Los Angeles, CA 90089-0808

Phone: 
213-740-5032
Education: 
DBA, MBA, Indiana University; BA, BS, Bemidji State University

Overview

Gary Frazier is an expert on structuring and managing channels of distribution, and has published extensively in leading marketing journals. He currently serves as editor of Journal of Marketing. He has won several awards for his teaching, including Marshall's Golden Apple Award in 2008. Professor Frazier has consulted and taught for a number of major corporations, including Coca-Cola, General Electric, Honeywell, IBM, Intel, Microsoft, and Weyerhaeuser, and is active in expert witnessing. He served as an advisor to the Justice Department in its examination of Microsoft. Before joining USC in 1984, Professor Frazier served on the faculty of the University of Illinois.

Research

Antia, Kersi, , Mooi, Erik, , Kashyap, Vishal, , and Frazier, G. L. (2013) "Vertical Restraints and Channel Relationship Dissolution in Franchise Systems," submitted to the Journal of Marketing Research.
Antia, K. D., Zheng, V. X., and Frazier, G. L. (2013) "Conflict Management and Outcomes in Franchise Relationships: The Role of Regulation," Journal of Marketing Research, 50 (October), 577-589.
Vishal Kashlap (Xavier University), , Kersi Antia (University of Wisconsin-Madision), , and Frazier, G. L. (2012) "Contracts, Extra-Contractual Incentives, and Ex-Post Behavior in Franchise Channel Relationships," Journal of Marketing Research, 49 (April), 260-276.
Frazier, G. L., Maltz, E., Antia, K., and Rindfleisch, A. (2009) "Distributor Sharing of Strategic Information with Suppliers," Journal of Marketing, 73 (July).
Frazier, G. L. (2009) "Physical Distribution and Channel Management: A Knowledge and Capabilities Perspective," Journal of Supply Chain Management (April).
Shervani, T., Frazier, G. L., and Challagalla, G. (2007) "The Moderating Influence of Firm Market Power on the Transaction Cost Economics Model: An Empirical Test in a Forward Channel Integration Context," Strategic Management Journal, forthcoming (28 (June)), 635-652.
Antia, K., and Frazier, G. L. (2001) "The Severity of Contract Enforcement in Inter - Firm Channel Relationships," Journal of Marketing, 65, 67-81.
Frazier, G. L. (1999) "Organizing and Managing Channels of Distribution," Journal of the Academy of Marketing Science, 27, 226-240.
Harrell, G. P., and Frazier, G. L. (1999) "Principles of Marketing," Upper Saddle River, NJ: Prentice-Hall.
Kim, K., and Frazier, G. L. (1997) "On Distributor Commitment in Industrial Channels of Distribution: A Multi-Component Approach,," Psychology and Marketing, 14, 847-877.
Kim, K., and Frazier, G. L. (1997) "On the Measurement of Distributor Commitment in Industrial Channels of Distribution," Journal of Business Research, 40, 139-154.
Celly, K., and Frazier, G. L. (1996) "Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships," Journal of Marketing Research, 33, 200-210.
Kim, K., and Frazier, G. L. (1996) "A Typology of distribution Channel Systems: A Contextual Approach," International Marketing Review, 13 (1), 19-32.
Frazier, G. L., and Lassar, W. M. (1996) "Determinants of Distribution Intensity," Journal of Marketing, 60, 39-51.
Frazier, G. L., and Antia, K. (1995) "Exchange Relationships and Inter-firm Power in channels of Distribution," Journal of the Academy of Marketing Science, 23, 321-326.
Frazier, G. L., Jaworski, B. J., Kohli, A. K., and Weitz, B. A. (1994) "Buyer-Supplier Relational Characteristics and Joint Decision Making," Marketing Letters, 5, 259-270.
Frazier, G. L. (1994) "A Perspective on Interorganizational Exchange in Channels of Distribution," Research Traditions in Marketing 378-382.
Stewart, D. W., Frazier, G. L., and Martin, I. (1993) "Integrated Channel Management: Merging the Communications and Distribution Functions of the Firm.," The Psychology of Integrated Communication.
Frazier, G. L., and Sheth, J. N. (1993) "The Vertical Integration Issure in Channels of Distribution," Strategic Perspectives on the Marketing of Information Technologies .
Sheth, J. N., and Frazier, G. L. (1993) "Advances in Telecommunications Management," Strategic Perspective on the Marketing of Information Technologies, 4.
Frazier, G. L. (1992) "Advances in Distribution Channels Research," JAI Press, 1.
Frazier, G. L., and Shervani, T. (1992) "Multiple Channels of Distribution and Their Impact on Retailing," The Future of U. S. Retailing: An Agenda for the 21st Century.
Frazier, G. L., and Rody, R. C. (1991) "The Use of Influence Strategies in Inter-firm Relationships in Industrial Product Channels," Journal of Marketing, 55, 52-69.
Klein, S., Frazier, G. L., and Roth, V. J. (1990) "A Transaction Cost Analysis Model of Channel," Journal of Marketing Research, 27, 196-208.
Frazier, G. L., and Stewart, D. W. (1990) "Channel Member Response to Trade Programs," Research in Marketing, 10, 15-59.
Frazier, G. L., Sawhney, K., and Shervani, T. (1990) "Intensity, Functions, and Integration in Channels of Distribution," Review of Marketing, 4, 263-298.
Frazier, G. L. (1990) "The Design and Management of Channels of Distribution: A State-of-the-Art Perspective," The Interface of Marketing and Strategy.
Frazier, G. L. (1989) "Proceedings, American Marketing Associations' Winter Theory Conference," American Marketing Association, Chicago.
Frazier, G. L., Gill, J. D., and Kale, S. H. (1989) "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country," Journal of Marketing, 53, 50-69.
Frazier, G. L. (1989) "Distribution Channel Relationship: A Sellers Versus Buyers Market Perspective," International Marketing Review, 6 (6), 7-26.
Frazier, G. L., Spekman, R. E., and O'Neal, C. R. (1988) "Just-In-Time Exchange Relationships in Industrial Markets," Journal of Marketing, 52, 52-67.
Frazier, G. L. (1988) "Proceedings, American Marketing Association's National Educators' Conference," American Marketing Association, Chicago.
Shamdasani, P. N., and Frazier, G. L. (1988) "Intrachannel Complaining Behavior and Conflict," Journal of Consumer Satisfaction, Dissatisfaction, and Complaining Behavior., 1, 97-103.
Frazier, G. L., and Sheth, J. N., "Contemporary Views on Marketing Practice," in Contemporary Views on Marketing Practice, Lexington 1987.
Frazier, G. L. (1987) "On the Theory of Distribution Channel Structure," Proceedings, 12th American Marketing Association Chicago..
Frazier, G. L., and Summers, J. O. (1987) "Push and Pull Strategies in Industrial Markets: A Normative Framework," Contemporary Views on Marketing Practice 217-235.
Frazier, G. L., and Summers, J. O. (1986) "Perceptions of Inter-firm Power and Its Use within a Franchise Channel of Distribution," Journal of Marketing Research, 23, 169-176.
Frazier, G. L., and Sheth, J. N. (1985) "An Attitude-Behavior Framework for Distribution Channel Management," Journal of Marketing, 49, 38-48.
Frazier, G. L., and Howell, R. D. (1985) "The Data Aggregation Issue in Empirical Analysis for Strategic Market Planning," Strategic Marketing and Management 167-180.
Frazier, G. L., and Summers, J. O. (1984) "Inter-firm Influence Strategies and Their Application within Distribution channels," Journal of Marketing, 48, 43-55.
Frazier, G. L. (1984) "The Inter-firm Power-Influence Process within a Marketing Channel," Research in Marketing, 7, 63-91.
Frazier, G. L. (1983) "Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective," Journal of Marketing, 47, 68-78.
Frazier, G. L. (1983) "On the Measurement of Inter-firm Power in Channels of Distribution," Journal of Marketing Research, 20, 158-166.
Sheth, J. N., and Frazier, G. L. (1983) "A Margin-Return Model for Strategic Market Planning," Journal of Marketing, 47, 100-109.
Frazier, G. L., and Howell, R. D. (1983) "Business Definition and Performance," Journal of Marketing, 47, 59-67.
Frazier, G. L., and Howell, R. D. (1982) "Intraindustry Marketing Strategy Effects on the Analysis of Firm Performance," Journal of Business Research, 10, 431-443.
Howell, R. D., Frazier, G. L., and Stelphenson, P. R. (1982) "Using Industry Data in Small Business Decision Making: Potential Problems," Journal of Small Business Management, 20, 45-56.
Sheth, J. N., and Frazier, G. L. (1982) "A Model of Strategy Mix Choice for Planned Social Change.," Journal of Marketing, 46, 15-26.
Stephenson, R., Cron, W. L., and Frazier, G. L. (1979) "Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance," Journal of Marketing, 43, 21-28.
Frazier, G. L. (1978) "An Indirect Approach to Measuring Power in Distribution Channels," Proceedings, Midwest AIDS.
Frazier, G. L., and Brown, J. R. (1978) "Use of Power in the Inter-firm Influence Process," Proceedings, Albert Haring Doctoral Symposium, Indiana University.
Brown, J. R., and Frazier, G. L. (1978) "The Application of Channel Power: Its Effects and Connotations," Proceedings Marketing Educators' Conference American Marketing Association..
Granbois, D., Summers, J. O., and Frazier, G. L. (1977) "Correlates of Consumer Expectations and Complaining Behavior," Consumer Satisfaction, Dissatisfaction, and Complaining Behavior.