1 Gary L. Sullivan Department of Marketing and Management ...

1. EDUCATION:
Gary L. Sullivan
Department of Marketing and Management
University of Texas at El Paso
El Paso, Texas 79968
Tel: (915) 747-7776
Fax: (915) 747-5348
E-mail: gsull@utep.edu
Ph.D. University of Florida, 1978
Major Area: Marketing
Minor Areas: Research Methods and Psychology
MBA Florida Atlantic University, 1973
Major Area: Marketing
BS University of Massachusetts, Lowell, 1972
2. EXPERIENCE:
Major Area: Industrial Management
Minor Area: Marketing
1985- Professor of Marketing, Department of Marketing and
2004 Management, University of Texas at El Paso
1981- University of Cincinnati
1985
1977- University of Kentucky
1981
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3. PUBLICATIONS/PROCEEDINGS:
LEGEND: DB = Discipline-Based / CP = Contributions to Practice / LP= Learning and
Pedagogical Research / PR = Peer Reviewed / NPR = Not Peer Reviewed
BOOKS/BOOK CHAPTERS:
DB PR Sullivan, G. L. “A New Approach to Evaluating Business Ethics: An
JOURNAL ARTICLES:
Artificial Neural Networks Application,” Chapter XX in Advanced Topics
in End User Computing, Mo Adam Mahmood, Editor, Idea Group
Publishing, 2002, pp. 334-350 (with M. Mahmood and R. Tung).
CP PR Sullivan, G. L. “Commercial Banks and Small Business Financial Needs
in a Metropolitan Border Economy,” 2001, Comercio Exterior (Mexico),
vol. 51, no. 4, pp. 279-288 (with D. Schauer).
DB PR Sullivan, G. L. “A New Approach to Evaluating Business Ethics: An
Artificial Neural Networks Approach,” 1999, Journal of End User
Computing, vol. 11, no. 3, pp. 11-19 (with M. Mahmood and R. Tung).
DB PR Sullivan, G. L. “Market Segmentation: A Comparison of
Benefits/Attributes Desired and Brand Preference,” 1995, Psychology &
Marketing, vol. 12, no. 7, pp. 613-635 (with P. O’Connor).
DB PR Sullivan, G. L. “Designing an Expert Consultation System to Screen New
Product Ideas: A Consumer Product Application,” 1992, Expert Systems
with Applications: An International Journal, vol. 4, no. 2, pp. 87-101 (with
M. Mahmood).
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DB PR Sullivan, G. L. “Poetic Figures and Advertising Message Effects: Simile
versus Symbol,” 1991, Werbeforschung & Praxis (Germany), pp. 209-215
(with B. Stern and M. Macklin).
CP PR Sullivan, G. L. “The Role(s) of the International Travel Agent in the
Travel Decision Process of Client Families,” 1990, Journal of Travel
Research, vol. 29, no. 2, pp. 30-38 (with D. Michie).
DB PR Sullivan, G. L. “Music Format Effects in Radio Advertising,” 1990,
Psychology & Marketing, vol. 7, no. 2, pp. 97-108.
DB PR Sullivan, G. L. “Comprehension of Spanish Language Ad Claims by
Hispanic Consumers: A Comparison of Bilingual and Monolingual
Performance,” 1989, Southwest Journal of Business & Economics, vol. 6,
nos. 2 & 3, pp. 13-18 (with J. Foster and V. Perea).
DB PR Sullivan, G. L. “Vividness-Unvividness Effects in Print Advertising: An
Experimental Investigation,” 1988, Journal of Mental Imagery, vol. 12,
nos. 3 & 4, pp. 133-144 (with M. Macklin).
DB PR Sullivan, G. L. “The Family Purchase Decision Process: A Cross-Cultural
Review and Framework for Research,” 1988, Southwest Journal of
Business & Economics, vol. 6, no. 1, pp. 43-63 (with P. O’Connor).
DB PR Sullivan, G. L. “Women’s Role Portrayals in Magazine Advertising: 1958-
1983,” 1988, SEX ROLES: A Journal of Research, vol. 18, nos. 3 & 4, pp.
181-188 (with P. O’Connor).
DB PR Sullivan, G. L. “An Investigation of the Determinants of Cue Utilization,”
1987, Psychology & Marketing, vol. 4, no. 1, pp. 63-74 (with K. Burger).
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DB PR Sullivan, G. L. “Some Psychometric Properties of Two Scales (the
Hansen-Lundsgaard and the Richardson VVQ) for the Measurement of
Verbalizer-Visualizer Differences in Cognitive Style,” 1986, Journal of
Mental Imagery, vol. 10, no. 4, pp. 75-86 (with M. Macklin).
DB PR Sullivan, G. L. “Social Power-Based Print Advertising: Theoretical and
Practical Considerations,” 1985, Psychology & Marketing, vol. 2, no. 3,
pp. 217-228 (with P. O’Connor).
DB PR Sullivan, G. L. “A Structural Assessment of the Original and a Modified
Version of the CAD Scale,” 1984, Journal of the Academy of Marketing
Science, vol. 12, no. 4, pp. 41-51 (with P. O’Connor).
DB PR Sullivan, G. L. “Role of Referent Selection in Primary Care Provider
Choice and Satisfaction,” 1984, Journal of Health Care Marketing, vol. 4,
no. 3, pp. 27-36.
DB PR Sullivan, G. L. “The Impact of Preventive Health Education Programs on
Beliefs, Attitudes, and Behavioral Intentions: An Experimental
Investigation of a Breast Self-Examination Program,” 1981, Journal of
Health Care Marketing, vol. 1, no. 3, pp. 32-43 (with M. Joyce).
EDITORSHIP OF JOURNALS: None
PROCEEDINGS/PRESENTATIONS AT SEMINARS, CONVENTIONS,
MEETINGS:
CP PR Sullivan, G. L. “Tax Increment Financing (TIF) Best Practices,” 2003,
International Atlantic Economic Association, Vienna, Austria (with D.
Soden and J. Conary).
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CP PR Sullivan, G. L. “Minority Small Business’ Satisfaction with Commercial
Banks,” 1997, Western Social Science Association, Albuquerque (with D.
Schauer).
CP PR Sullivan, G. L. “Financial Services Needs Assessment of the Small
Business Sector in a Regional Economy,” 1997, Southwestern Economics
Association, New Orleans (with D. Schauer).
DB PR Sullivan, G. L. “An Application of Artificial Neural Networks in
Evaluating Business Ethics: An Exploratory Study,” 1995, IEEE
Conference on Artificial Intelligence Applications, Los Angeles (with M.
Mahmood).
DB PR Sullivan, G. L. “Contextual Variables in Radio Advertising: A
Framework for Music Format Research,” 1995, American Academy of
Advertising, Norfolk.
DB PR Sullivan, G. L. “Does Musical Context Affect Radio Advertising
Results?”1995, International Academy of Business Disciplines, Los
Angeles.
DB PR Sullivan, G. L. “Imaginal Processing of Print Ads: What Role Do
Message and Audience Factors Play?” 1988, American Imagery
Conference, San Diego.
DB PR Sullivan, G. L. “Vividness-Unvividness Effects in Print Advertising,”
1987, American Imagery Conference, New York.
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DB PR Sullivan, G. L. “Cross-Cultural Family Purchasing Decisions: A
Literature Review,” 1984, Association for Consumer Research,
Washington, D.C. (with P. O’Connor and D. Pogorzelski).
DB PR Sullivan, G. L. “Search for a Relationship between Viewer Responses to
the Creative Aspects of Televised Messages and Behavioral Intention,”
1982, Association for Consumer Research, San Francisco (with P.
O’Connor).
LP PR Sullivan, G. L. “An Assessment of Computer-Assisted Instruction on
Performance in and Attitudes toward the Introductory Marketing Course,”
1982, American Marketing Association Summer Educators’ Conference,
Chicago (with S. Skinner).
DB PR Sullivan, G. L. “An Evaluation of the Characteristics of Response Quality
Induced by Follow-up Survey Methods,”1981, Association for Consumer
Research, St. Louis (with P. O’Connor and W. Jones).
DB PR Sullivan, G. L. “An Approach for Identifying Critical Attributes of
Primary Care Providers,” 1980, North American Primary Care Research
Group, Baltimore (with J. Guiltinan and P. Berger).
DOCUMENTED PRACTICE SOFTWARE DEVELOPMENT: None
OTHER PUBLICATIONS:
CP NPR Sullivan, G. L. “Survey of Voter Attitudes in El Paso, Texas,” 2003,
Institute for Policy and Economic Development (IPED), The University of
Texas at El Paso. Prepared under contract to the El Paso Association of
Builders (EPAB). Complete text available on the EPAB and IPED
websites.
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CP NPR Sullivan, G. L. “Effective Best Practices for School Boards: Linking
Local Governance with Student Academic Success,” 2003, Institute for
Policy and Economic Development (IPED), The University of Texas at El
Paso. Prepared under contract to the Leadership Research Council (LRC),
Woody Hunt, El Paso, Texas (with C. Brenner and E. Dalton).
CP NPR Sullivan, G. L. “Tax Increment Financing (TIF) Best Practices Study,
2002, Institute for Policy and Economic Development (IPED), The
University of Texas at El Paso. Complete text available on Greater El
Paso Chamber of Commerce website (with S. Johnson and D. Soden).
CP NPR Sullivan, G. L. “Profile, Trends and Opportunities in the El Paso Retail
Market,”1999. White Paper for presentation sponsored by the El Paso
Times.
LP NPR Sullivan, G. L. “Marketing 101,” 1999. Course book developed as a
member’s benefit for the Family and Closely Held Business Forum at
UTEP (with R. Grambling).
LP NPR Sullivan, G. L. “Target Marketing: An Overview,” 1994. Course book
prepared for the American Council of Chambers of Commerce, Denver.
LP NPR Sullivan, G. L. “Market Research for Small Business,” 1994. Course book
prepared for presentation sponsored by the Greater El Paso Chamber of
Commerce.
LP NPR Sullivan, G. L. “Developing a Business Plan: the Nurse Practitioner,”
1993. Course book prepared for College of Nursing students at UTEP.
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CP NPR Sullivan, G. L. “An Assessment of the Effectiveness of the Public Service
Announcement Program: Part II,” 1981, Office of Highway Safety,
Department of Transportation, 256 pps. (with P. O’Connor).
CP NPR Sullivan, G. L. “An Assessment of the Effectiveness of the Public Service
Announcement Program: Part I,” 1980, Office of Highway Safety,
Department of Transportation, 413 pps. (with P. O’Connor).
RESEARCH AWARDS: None
4. GRANTS/REPORTS FROM SPONSORED RESEARCH:
$65,948, El Paso Association of Banks, 1994-1996, (with D. Schauer).
$10,000, College of Engineering, UTEP, 1990.
$3,000, Institute for Manufacturing and Materials Management, UTEP, 1989 (with C.
Lackey).
$21,004, Institute for Manufacturing and Materials Management, UTEP, 1988 (with C.
Lackey).
$3,000, University Research Institute, UTEP, 1985-1986 (with J. DeLisle).
$14,048, Department of Transportation, Office of Highway Safety, 1980-1981 (with P.
O’Connor).
$3,602, St. Cloud State University, 1980-1981 (with W. Rodgers).
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$10,000, Department of Transportation, Office of Highway Safety, 1979-1980 (with P.
O’Connor).
5. TEACHING:
COURSES TAUGHT:
University of Texas El Paso
MKT 3300 Principles of Marketing
MKT 3302 Buyer Behavior
MKT 3310 Principles of Retailing
MKT 4392 Product and Price Management
University of Cincinnati
Undergraduate Consumer Behavior
MS seminar in Consumer Behavior
Undergraduate and MBA Principles of Marketing
University of Kentucky
Undergraduate and MBA Principles of Marketing
Undergraduate and MBA Consumer Behavior
Doctoral seminar in Advertising Research
Doctoral seminar in Consumer Behavior
University of Florida
Undergraduate Consumer Behavior
NEW COURSE CREATION: None
EXECUTIVE EDUCATION COURSE CREATION: None
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6. SERVICE:
DISSERTATIONS/THESES CHAIRED: None
DISSERTATIONS/THESES COMMITTEES: None
TEACHING AWARDS: None
ACADEMIC OR PROFESSIONAL ORGANIZATIONS: None
UNIVERSITY:
1997-2003, Member, Intellectual Property Committee, The University of Texas at El
Paso
COLLEGE:
2002-2003, Faculty Director, Institute for Policy and Economic Development Survey
Research Program, The University of Texas at El Paso
1988-1994, Editor, Southwest Journal of Business and Economics, The University of
Texas at El Paso
DEPARTMENT:
2003-2004, Chair, Faculty Development Committee
1992-2002, Chair, Department of Marketing and Management, The University of Texas
at El Paso
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OTHER (COMMUNITY, ETC.):
2003, Director, Camino Real Angels, an Angel Investor Group located in El Paso, TX
2002-2003, Member, Deal Screening Committee, Camino Real Angels, and Angel
Investor Group located in El Paso, TX
1995-2003, Member, Numerous Committees, Greater El Paso Chamber of Commerce,
El Paso, TX
7. MEMBERSHIPS: None
8. PRESENTATIONS/SPEECHES NOT INCLUDED IN 3. ABOVE: None
9. FACULTY DEVELOPMENT: OTHER EVIDENCE OF MAINTENANCE OF
RELEVANCY AND CURRENCY: None
10. OTHER: None
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