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 1. EDUCATION: 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 Major Area: Industrial Management Minor Area: Marketing 2. EXPERIENCE: 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 1
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Discipline-Based / CP = Contributions to Practice / LP= Learning and Pedagogical Research / PR = Peer Reviewed / NPR = Not Peer Reviewed BOOKS/BOOK CHAPTERS: Sullivan, G. L. A New Approach to Evaluating Business Ethics: An Artificial Neural Networks Application, Chapter XX in Advanced Topics in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). JOURNAL ARTICLES: 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). 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). 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). 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). 2
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). Sullivan, G. L. Music Format Effects in Radio Advertising, 1990, Psychology & Marketing, vol. 7, no. 2, pp. 97-108. 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). 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). 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). 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). Sullivan, G. L. An Investigation of the Determinants of Cue Utilization, 1987, Psychology & Marketing, vol. 4, no. 1, pp. 63-74 (with K. Burger). 3
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). 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). 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). 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. 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). 4
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). 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). Sullivan, G. L. Contextual Variables in Radio Advertising: A Framework for Music Format Research, 1995, American Academy of Advertising, Norfolk. Sullivan, G. L. Does Musical Context Affect Radio Advertising Results? 1995, International Academy of Business Disciplines, Los Angeles. Sullivan, G. L. Imaginal Processing of Print Ads: What Role Do Message and Audience Factors Play? 1988, American Imagery Conference, San Diego. Sullivan, G. L. Vividness-Unvividness Effects in Print Advertising, 1987, American Imagery Conference, New York. 5
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). 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). 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). 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. 6
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. 7
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). 8
$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 9
DISSERTATIONS/THESES CHAIRED: None DISSERTATIONS/THESES COMMITTEES: None TEACHING AWARDS: None 6. SERVICE: 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 10
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 11