Gary Frazier

Richard and Jarda Hurd Chair in Distribution Management and Professor of Marketing
Room / Office

DBA, MBA, Indiana University; BA, BS, Bemidji State University

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 at the University of Illinois.

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Gary Frazier, Kersi Antia, Ting Liu, Sajeev Nair () "Communication in Distribution Channel Relationships ,"  Journal of Marketing.
Kersi Antia, Erik Mooi, Vishal Kashyap, Gary Frazier () "Vertical Restraints and Channel Relationship Dissolution in Franchise Systems ,"  submitted to the Journal of Marketing Research.
Kersi Antia, Vivian Zheng, Gary Frazier () "Conflict Management and Outcomes in Franchise Relationships: The Role of Regulation ,"  Journal of Marketing Research  50, 577-589.
Vishal Kashlap (Xavier University), Kersi Antia (University of Wisconsin-Madision), Gary Frazier () "Contracts, Extra-Contractual Incentives, and Ex-Post Behavior in Franchise Channel Relationships ,"  Journal of Marketing Research  49, 260-276.
Gary Frazier, Elliot Maltz, Kersi Antia, Aric Rindfleisch () "Distributor Sharing of Strategic Information with Suppliers ,"  Journal of Marketing  73.
Gary Frazier () "Physical Distribution and Channel Management: A Knowledge and Capabilities Perspective ,"  Journal of Supply Chain Management.
Tassu Shervani, Gary Frazier, Goutam Challagalla () "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, 635-652.
Kersi Antia, Gary Frazier () "The Severity of Contract Enforcement in Inter - Firm Channel Relationships ,"  Journal of Marketing  65, 67-81.
Gary Frazier () "Organizing and Managing Channels of Distribution ,"  Journal of the Academy of Marketing Science  27, 226-240.
Gil Harrell, Gary Frazier () "Principles of Marketing ,"  Upper Saddle River, NJ: Prentice-Hall.
Keysuk Kim, Gary Frazier () "On Distributor Commitment in Industrial Channels of Distribution: A Multi-Component Approach, ,"  Psychology and Marketing  14, 847-877.
Keysuk Kim, Gary Frazier () "On the Measurement of Distributor Commitment in Industrial Channels of Distribution ,"  Journal of Business Research  40, 139-154.
Kirti Celly, Gary Frazier () "Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships ,"  Journal of Marketing Research  33, 200-210.
Keysuk Kim, Gary Frazier () "A Typology of distribution Channel Systems: A Contextual Approach ,"  International Marketing Review  13, 19-32.
Gary Frazier, Walfried Lassar () "Determinants of Distribution Intensity ,"  Journal of Marketing  60, 39-51.
Gary Frazier, Kersi Antia () "Exchange Relationships and Inter-firm Power in channels of Distribution ,"  Journal of the Academy of Marketing Science  23, 321-326.
Gary Frazier, Bernard Jaworski, Ajay Kohli, Barton Weitz () "Buyer-Supplier Relational Characteristics and Joint Decision Making ,"  Marketing Letters  5, 259-270.
Gary Frazier () "A Perspective on Interorganizational Exchange in Channels of Distribution ,"  Research Traditions in Marketing, 378-382.
Jagdish Sheth, Gary Frazier () "Advances in Telecommunications Management ,"  Strategic Perspective on the Marketing of Information Technologies  4.
David Stewart, Gary Frazier, Ingrid Martin () "Integrated Channel Management: Merging the Communications and Distribution Functions of the Firm. ,"  The Psychology of Integrated Communication.
Gary Frazier, Jagdish Sheth () "The Vertical Integration Issure in Channels of Distribution ,"  Strategic Perspectives on the Marketing of Information Technologies .
Gary Frazier () "Advances in Distribution Channels Research ,"  JAI Press  1.
Gary Frazier, Tassu Shervani () "Multiple Channels of Distribution and Their Impact on Retailing ,"  The Future of U. S. Retailing: An Agenda for the 21st Century.
Gary Frazier, Raymond Rody () "The Use of Influence Strategies in Inter-firm Relationships in Industrial Product Channels ,"  Journal of Marketing  55, 52-69.
Saul Klein, Gary Frazier, Victor Roth () "A Transaction Cost Analysis Model of Channel ,"  Journal of Marketing Research  27, 196-208.
Gary Frazier, David Stewart () "Channel Member Response to Trade Programs ,"  Research in Marketing  10, 15-59.
Gary Frazier, Kirti Sawhney, Tassu Shervani () "Intensity, Functions, and Integration in Channels of Distribution ,"  Review of Marketing  4, 263-298.
Gary Frazier () "The Design and Management of Channels of Distribution: A State-of-the-Art Perspective ,"  The Interface of Marketing and Strategy.
Gary Frazier () "Proceedings, American Marketing Associations' Winter Theory Conference ,"  American Marketing Association, Chicago.
Gary Frazier () "Distribution Channel Relationship: A Sellers Versus Buyers Market Perspective ,"  International Marketing Review  6, 7-26.
Gary Frazier, James Gill, Sudhir Kale () "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country ,"  Journal of Marketing  53, 50-69.
Gary Frazier, Robert Spekman, Charles O'Neal () "Just-In-Time Exchange Relationships in Industrial Markets ,"  Journal of Marketing  52, 52-67.
Gary Frazier () "Proceedings, American Marketing Association's National Educators' Conference ,"  American Marketing Association, Chicago.
Prem Shamdasani, Gary Frazier () "Intrachannel Complaining Behavior and Conflict ,"  Journal of Consumer Satisfaction, Dissatisfaction, and Complaining Behavior.  1, 97-103.
Gary Frazier, Jogdish Sheth () "Contemporary Views on Marketing Practice ,"  Contemporary Views on Marketing Practice.
Gary Frazier () "On the Theory of Distribution Channel Structure ,"  Proceedings, 12th American Marketing Association Chicago..
Gary Frazier, John Summers () "Push and Pull Strategies in Industrial Markets: A Normative Framework ,"  Contemporary Views on Marketing Practice, 217-235.
Gary Frazier, John Summers () "Perceptions of Inter-firm Power and Its Use within a Franchise Channel of Distribution ,"  Journal of Marketing Research  23, 169-176.
Gary Frazier, Jagdish Sheth () "An Attitude-Behavior Framework for Distribution Channel Management ,"  Journal of Marketing  49, 38-48.
Gary Frazier, Roy Howell () "The Data Aggregation Issue in Empirical Analysis for Strategic Market Planning ,"  Strategic Marketing and Management, 167-180.
Gary Frazier, John Summers () "Inter-firm Influence Strategies and Their Application within Distribution channels ,"  Journal of Marketing  48, 43-55.
Gary Frazier () "The Inter-firm Power-Influence Process within a Marketing Channel ,"  Research in Marketing  7, 63-91.
Gary Frazier () "Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective ,"  Journal of Marketing  47, 68-78.
Gary Frazier () "On the Measurement of Inter-firm Power in Channels of Distribution ,"  Journal of Marketing Research  20, 158-166.
Jagdish Sheth, Gary Frazier () "A Margin-Return Model for Strategic Market Planning ,"  Journal of Marketing  47, 100-109.
Gary Frazier, Roy Howell () "Business Definition and Performance ,"  Journal of Marketing  47, 59-67.
Gary Frazier, Roy Howell () "Intraindustry Marketing Strategy Effects on the Analysis of Firm Performance ,"  Journal of Business Research  10, 431-443.
Roy Howell, Gary Frazier, P. Stelphenson () "Using Industry Data in Small Business Decision Making: Potential Problems ,"  Journal of Small Business Management  20, 45-56.
Jagdish Sheth, Gary Frazier () "A Model of Strategy Mix Choice for Planned Social Change. ,"  Journal of Marketing  46, 15-26.
Ronald Stephenson, William Cron, Gary Frazier () "Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance ,"  Journal of Marketing  43, 21-28.
Gary Frazier () "An Indirect Approach to Measuring Power in Distribution Channels ,"  Proceedings, Midwest AIDS.
Gary Frazier, James Brown () "Use of Power in the Inter-firm Influence Process ,"  Proceedings, Albert Haring Doctoral Symposium, Indiana University.
James Brown, Gary Frazier () "The Application of Channel Power: Its Effects and Connotations ,"  Proceedings Marketing Educators' Conference American Marketing Association..
Donald Granbois, John Summers, Gary Frazier () "Correlates of Consumer Expectations and Complaining Behavior ,"  Consumer Satisfaction, Dissatisfaction, and Complaining Behavior.