Dr Nektarios Tzempelikos

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Associate Professor

Faculty:Faculty of Business and Law

School:Management

Location: Cambridge

Areas of Expertise: Business, management and leadership , Marketing

Research Supervision:Yes

Nektarios Tzempelikos is Associate Professor of Marketing in the School of Management at the Faculty of Business and Law. He is also Senior Fellow of the Higher Education Academy.

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Background

Nektarios Tzempelikos is Associate Professor of Marketing in the School of Management at the Faculty of Business and Law. He received his PhD in 2011 from the Athens University of Economics & Business, Greece.

His research interests include Business-to-Business Marketing, Key Account Management, Relationship Marketing and Customer Value. His research has been published in journals such as Industrial Marketing Management, Journal of Business & Industrial Marketing, Journal of Business-to-Business Marketing, Journal of Strategic Marketing, and Journal of Relationship Marketing. He is a member of the editorial board of Industrial Marketing Management, Journal of Business & Industrial Marketing and Journal of Business-to-Business Marketing. He has been guest editor for journals including Industrial Marketing Management, Journal of Business Research, and Journal of Business-to-Business Marketing.

Nektarios also has experience in consulting and research projects for various public and private organisations and has also attracted funding through winning research awards. He is also Senior Fellow of the Higher Education Academy. He has received the outstanding reviewer status award from the Industrial Marketing Management (2016) and from the Journal of Business & Industrial Marketing (2017). He has also received the ARU Vice Chancellor’s Outstanding Doctoral Supervision Award (2022) and the ARU Research Excellence Award - Early Career Researcher (2013).

Spoken Languages

  • Greek
  • English

Research interests

  • Business to business marketing
  • Relationship marketing
  • Sales management/key account management
  • Customer value in business-to-business marketing
  • Managerial relevance of marketing research
  • Customer satisfaction/loyalty

Areas of research supervision

  • Relationship Marketing in Business-to-Business Markets
  • Sales Management/ Key Account Management
  • Customer Value in Business-to-Business Marketing
  • Managerial Relevance of Marketing Research

Teaching

Modules taught at ARU:

Postgraduate level:

  • Principles of Marketing Management (Level 7), (Module Leader)
  • Marketing Planning (Level 7) (Module Leader)  
  • Marketing Research (Level 7) (Module Leader)
  • Principles of Marketing Management (Level 7) (Module Leader)
  • Marketing Design and Innovation (Level 7) (Module Leader)
  • Research Methods for Business and Management (Level 7) 
  • International Marketing and Brand Management (Level 7)
  • Integrated Marketing Communications (Level 7)

Undergraduate level:

  • Principles of Marketing (Level 4) (Module Leader)
  • Marketing Essentials (Level 4)
  • Academic Skills (Level 4)
  • Customer Relationship Marketing (Level 5) (Module Leader)
  • Business-to-Business (B2B) Marketing (Level 5) (Module Leader)
  • International Marketing (Level 6)
  • Undergraduate Major Project (Level 6)
  • Career Management & Employability (Level 6)

Qualifications

  • Senior Fellow of the Higher Education Academy (SFHEA) (Ref: PR083630)
  • PGCE (Higher Education)
  • PhD in Marketing, Athens University of Economic and Business
  • MSc in Marketing and Communication with new technologies (specialization in Marketing), Athens University of Economic & Business
  • BSc in Marketing and Communication (specialization in Marketing), Athens University of Economic & Business

Memberships, editorial boards

Memberships
  • Member of the Association for Key Account Management's (AKAM) Academic Advisory Board
  • Member of the Industrial Marketing and Purchasing (IMP) Group
  • Member of the B2B Special Interest Group of the Academy of Marketing
  • Editorial Board Member, Industrial Marketing Management (3*ABS, impact factor: 3.678), 2015 - present
  • Editorial Board Member, Journal of Business-to-Business Marketing (2*ABS, impact factor: 0.941), 2015 - present
  • Editorial Board Member, Journal of Business and Industrial Marketing (2*ABS, impact factor: 1.961), 2015 – present
  • The Bottom Line, member of the editorial board as of 2020
Guest editorships
  • Guest co-editor at Industrial Marketing Management (3*CABS, Impact Factor: 8.890) - Special Issue on ‘Transformative Times for Key Account Management’ (2023).
  • Guest co-editor at Journal of Business Research (3*CABS, Impact Factor: 10.969) - Special Issue on ‘The influences of branding on personal selling and sales management strategies for the digital age’ (2023).
  • Guest co-editor at Journal of Business-to-Business Marketing (2*CABS, Impact Factor: 3.045) - Special Issue on Business-to-Business Marketing in the Light of the Evolution of the Business Environment (2021).
  • Guest co-editor at Journal of Business-to-Business Marketing (2*CABS, Impact Factor: 3.045)- Special Issue on Innovation in Business-to-Business Marketing (Vol. 26 No. 3-4, 2019).
  • Co-editor in a book entitled Special Topics in Economics & Management, Atiner Publications, 2017.
  • Guest co-editor at Industrial Marketing Management (3*CABS, Impact Factor: 8.890) - Special Issue on Relational Key Account Management (Vol. 43 No. 7, pp. 1109-1268, October 2014)

Research grants, consultancy, knowledge exchange

  • 2022: BRONZE (Business Resilience Opportunities for a Net-Zero carbon Essex) project, collaboration with Essex County Council. Academic lead.
  • 2018: Innovation Bridge project – European Regional Development Fund. Business Consultancy. Company name: Dermatonics Principal Investigator
  • 2018: Innovation Bridge project – European Regional Development Fund. Business Consultancy. Company name: Honestley. Principal Investigator
  • 2018: Innovation Bridge project – European Regional Development Fund. Business Consultancy. Company name: VirtualDesignCloud. Principal Investigator
  • 2017: Innovation Bridge project – European Regional Development Fund. Business Consultancy. Company name: Teleostec. Principal Investigator
  • 2017: Innovation Bridge project – European Regional Development Fund. Business Consultancy. Company name: Applied Business Computers. Principal Investigator
  • 2016: Silver Economy Accelerating Strategies 2 Grow project. Co-investigator with focus on quantitative data analysis and marketing research (awarded). The Project is part-financed by the European Regional Development Fund
  • 2009: Hellenic Migration Policy Institute (IMEPO), “Study of the integration of 2nd wave of immigrants in the work labor”
  • 2007: Observatory for the Greek Information Society, “Study of the level of information technology (IT) skills adoption on the public sector” (eGovernment)
  • 2006: Gergeris, S.A. “Study of the distribution intermediates’ buying behavior on the bottled water industry”
  • 2006: Apivita, “Study of consumer’s behavior on natural-based cosmetics”
  • 2005: Public Power Corporation S.A. “Study of employee’s satisfaction with the organization’s educational programs”
  • 2005: Abbott, “Study of the doctors’ buying behavior on children’s medicines”
  • 2005-2007: Yamaha Motors S.A., “Longitudinal customers’ satisfaction survey for motorbikes”.

Selected recent publications

Tzempelikos, N. (2022) 'Some Reflections on the State of Business-to-Business Marketing Research', Journal of Business-to-Business Marketing, 29(2), pp. 119-130. Available at: https://doi.org/10.1080/1051712X.2022.2058542

Kapetanaki, A. B., Tzempelikos, N. and Halliday, S. V. (2021) 'Building relationships: Is this the answer to effective nutritional policy formulation?', Journal of Consumer Affairs, 55(3), pp. 1090-1110. Available at: https://doi.org/10.1111/joca.12396

Lautenschlager, C. and Tzempelikos, N. (2021) 'Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps', Journal of Business-to-Business Marketing, 28(2), pp. 149–167. Available at: https://doi.org/10.1080/1051712X.2021.1935469

Tzempelikos, N., Kooli, K., Stone, M., Aravopoulou, E., Birn, R. and Kosack, E. (2020) 'Distribution of marketing research material to universities: The case of Archive of Market and Social Research (AMSR)', Journal of Business-to-Business Marketing, 27(2), pp. 187-202. Available at: https://doi.org/10.1080/1051712X.2020.1748376

Tzempelikos, N. (2020) 'Relationship value in business-to-business markets: a replication and extension of Ulaga and Eggert’s (2006) study', Journal of Business & Industrial Marketing, 35(7), pp. 1273-1288. Available at: https://doi.org/10.1108/JBIM-07-2019-0320

Tzempelikos, N., Kooli, K. and Lichtenthal, D. (2019) 'Innovation in business-to-business marketing', Journal of Business-to-Business Marketing, 26(3-4), pp. 229-232. Available at: https://doi.org/10.1080/1051712X.2019.1611068

Kooli, K., Tzempelikos, N., Foroudi, P. and Mazahreh, S. (2019) 'What drives B-to-B marketers in emerging countries to use social media sites?' Journal of Business-to-Business Marketing, 26(3-4), pp. 245-264. https://doi.org/10.1080/1051712X.2019.1611078

Pereira, G., Tzempelikos, N., Trento, L., Trento, C., Borchardt, M. and Viegas, C. (2019) 'Top managers’ role in key account management', Journal of Business & Industrial Marketing, 34(5), pp. 977-993. Available at: https://doi.org/10.1108/JBIM-08-2018-0243

Tzempelikos, N. and Kooli, K. (2018) 'Moderating effects of environmental uncertainty on behavioural intentions in business markets – a study across theoretical perspectives', Journal of Business & Industrial Marketing, 33(7) pp., 1037-1051. Available at: https://doi.org/10.1108/JBIM-12-2017-0308

Lichtenthal, D., Tzempelikos, N. and Tellefsen, T. (2018) 'Journal positioning meta-issues as evolving contexts: Organizational marketing at the crossroads', Industrial Marketing Management, 69, pp. 40-52. Available at: https://doi.org/10.1016/j.indmarman.2018.01.027

Tzempelikos, N. (2017) 'Shifting from bad practices to good practices in research', Journal of Business-to-Business Marketing, 24(1), pp. 75-78. Available at: https://doi.org/10.1080/1051712X.2016.1275834

Tzempelikos, N. and Gounaris, S. (2015) 'Linking key account management practices to performance outcomes', Industrial Marketing Management, 45, pp. 22-34. Available at: https://doi.org/10.1016/j.indmarman.2015.02.018

Tzempelikos, N. (2015) 'Top management commitment and involvement and their link to key account management effectiveness', Journal of Business & Industrial Marketing, 30(1), pp. 32-44. Available at: https://doi.org/10.1108/JBIM-12-2012-0238

Gounaris, S. and Tzempelikos, N. (2014) 'Relational Key Account Management: Building Key Account Management Effectiveness through Structural Reformations and Relationship Management Skills', Industrial Marketing Management, 43(7), pp. 1110-1123. Available at: https://doi.org/10.1016/j.indmarman.2014.06.001

Brennan, R., Tzempelikos, N. and Wilson, J. (2014) 'Improving relevance in B2B research: Analysis and recommendations', Journal of Business & Industrial Marketing, 29(7/8), pp. 601-609. Available at: https://doi.org/10.1108/JBIM-09-2013-0201

Gounaris, S. and Tzempelikos, N. (2013) 'Key Account Management Orientation and its Implications – A Conceptual and Empirical Examination', Journal of Business-to-Business Marketing, 20(1), pp. 33-55. Available at: https://doi.org/10.1080/1051712X.2012.690173

Tzempelikos, N. and Gounaris, S. (2013) 'Approaching Key Account Management from a Long Term Perspective', Journal of Strategic Marketing, 21(2), pp. 179-198. Available at: https://doi.org/10.1080/0965254X.2012.752399

Recent presentations and conferences

  • Melewar, TC., Tzempelikos, N., Broderick, A. J., and Saunders, J. (2023). International marketing mix standardisation vs. adaptation debate: literature, review, research propositions and integrative framework. 11th ICCMI 2023, Corfu, Greece, 12-14 July 2023.
  • Fall, A., Kooli, K., and Tzempelikos, N. (2020). Exploring stakeholders’ expectations of firms' online marketing communication about sustainability in the legitimacy discourse. 4th International Conference Marketing, Strategy & Policy (online), 10-11 December.
  • Tzempelikos, N. and Kooli, K. (2017). When does relationship marketing has the greatest impact on the behaviour intentions in business relationships? Assessing the moderating role of environmental uncertainty. 2017 Annual Conference of Emerging Markets Conference Board, Delhi NCR, India, 05-07 January.
  • Tzempelikos, N. (2016). The academic/practitioner gap in business-to-business marketing: A review and future research directions. 2016 IMP Conference, Poznan, Poland, 30 August – 03 September.
  • Tzempelikos, N. (2016). When relationship marketing does has the greatest impact on the behaviour intentions in business relationships? A study of the environmental uncertainty across theoretical perspectives. 2016 Academy of Marketing B2B SIG, Paris, France, 23-24 June.
  • Tzempelikos, N. and Gounaris, S. (2013). Implementing key account management: Key dimensions and outcomes. Industrial Marketing and Sales Management Symposium & Special Issue in Industrial Marketing Management, Helsinki, Finland, November 7, 2013.
  • Tzempelikos, N. and Gounaris, S. (2012). Conceptualization and Empirical Validation of Key Account Management Orientation. 41th European Marketing Academy Conference (EMAC), Lisbon, Portugal, May 22-25.
  • Tzempelikos, N. and Gounaris, S. (2011). Key Account Management Orientation and Company Performance – Does Relationship Quality Matter?. American Marketing Association (AMA) Winter Marketing Educators' Conference, Austin, Texas, USA, February 18-20.
  • Tzempelikos, N. and Gounaris, S. (2010). Antecedents and consequences of key account management orientation – An empirical study. 39th European Marketing Academy Conference (EMAC), Copenhagen, Denmark, June 1-4.

Media experience

  • Tzempelikos, N. (2018). Working with local companies to provide innovation support. Insight, July edition, 10 July 2018, p4.
  • Tzempelikos, N. (2017). Innovation Bridge, a case study of Knowledge Exchange – Interview. Bulletin, edition 35, July 2017, feature published online on 26 July 2017.
  • Jess Pike and Tzempelikos, N. (2017). Everything you need to know about net promoter score (NPS) - including the alternatives. B2B Marketing, feature published online on 5 May 2017.
  • Tzempelikos, N. (2014). How do we bridge the gap between academics and business. Research Highlights, Vol 2 (Autumn), pp. 6-7.