Faculty staff profile
Don O'Sullivan
PhD (National University of Ireland) MBS (University College Cork)
Associate Professor - Marketing
Don O'Sullivan joined the faculty at Melbourne Business School in 2008 from University College Cork, Ireland. Don's principal academic interest is in the impact of marketing activities on company performance. His research has been published in the European Journal of Marketing, and the Journal of Marketing among others, and his case studies on technology marketing are taught in business schools across Europe.
Don is an active member of the Chief Marketing Officers (CMO) Council of the USA. Since 2003 he has led the Council's Marketing Performance Measurement (MPM) research program, and is a co-author of the Council's Report on this topic.
Don has consulted on marketing performance measurement and marketing communications for a wide variety of companies Previously, Don was Client Services Director at a marketing services agency targeting the European technology sector. In this role he was responsible for a range of blue-chip clients. His team developed numerous international award-winning campaigns including an global ECHO award and two Icon Awards from BusinessWeek.
Recent publications and working papers
- Proving Marketing Success Pays Off: Marketing Performance Measurement and its Effects on Marketing’s Stature and Firm Success
- Does Customer Satisfaction Influence the Relationship Between Earnings and Firm Value?
- Measuring Alpha: The Consequences of Ignoring the Four-Factor Model
- Service Quality, Trust, Commitment and Service Differentiation in Business Relationships
- Empirical Evidence of the Stock Market's (Mis)Pricing of Customer Satisfaction
- Advertising and the Organizational Production of Humour
- Marriages Made in Heaven: The Power of Network Latency
- Heritage Marketing On The Internet
- Service Quality in the Irish Health Service
- The Measurement of Marketing Performance In Irish Firms
- Marketing Performance Measurement Ability and Firm Performance
- Marketing Performance Measurement and Firm Performance: Evidence from the European High-Technology Sector
- Market Orientation and Enterprise Policy
- View all Don's working papers & publications
