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Eller College Home > Department of Marketing > Faculty and Research > Fred Webster

Fred Webster

Frederick Webster

Contact Info and Links

Contact Information

Curriculum Vitae

Jon Underwood Distinguished Research Fellow in Marketing (The University of Arizona)
Professor Emeritus of Management (Dartmouth College)

  • Ph.D. in Business, Stanford University, 1964

Current Courses

  • Guest Lecturer in Executive MBA Program -Customer Value Proposition module

Research Interests

  • Marketing Strategy and Organization
  • Industrial (B-to-B) Marketing
  • Organizational Buying Behavior
  • Social and Ethical Issues in Marketing
  • Evolution of Marketing Management
  • Relationship between Sales Management and Marketing
  • Marketing Strategy as the Link between Customer Orientation and Profitability

Publications and Working Papers

  • The Decline and Dispersion of Marketing Competence
  • A Perspective on the Evolution of Marketing Managment
  • Marketing: A Perpetual Work-in-Progress
  • A Roadmap for Branding in Industrial Markets
  • Can Marketing Regain a Seat at the Table?
  • Back to the Future:  Integrating Marketing as Tactics, Strategy, and Culture

Professional Associations

  • Marketing Science Institute Executive Directors' Council
  • American Marketing Association
  • Editorial Policy Board, Marketing Management


  • Charles Henry Jones Third Century Professor of Management, Tuck School of Business, Dartmouth College, 1993-2003.
  • E.B. Osborn Professor of Marketing, Tuck School of Business, Dartmouth College, 1979-1993.
  • Alpha Kappa Psi Foundation Award, Journal of Marketing, 1980 and 1992.
  • Marketing Science Institute Best Paper Award, 1993 and 2005.
  • Biographies in Who's Who in America, Who's Who in Advertising in America, Who's Who in Finance and Industry.
  • Vijay Mahajan Award, American Marketing Association, 2005.