Nottingham University Business School
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Dr Linda D. Peters

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BA (Hons) (Laban Centre, U. of London), DipM (Chartered Institute of Marketing), MBA (Strathclyde Graduate Business School), PhD (UEA)
Associate Professor in Marketing

Division: Marketing
E-mail: Linda.Peters@nottingham.ac.uk
Tel: +44 (0) 115 8466098
Location: B78 (North Building, Jubilee Campus)

Currently an Associate Professor in Marketing at Nottingham University Business School, having previously been a Senior Lecturer in Marketing at the University of East Anglia and completed the ESRC Management Teaching Fellowship scheme at Cardiff Business School. Business experience prior to entering academia includes nine years Market Research experience; gathering, processing and analysing research results in consumer, financial and industrial markets (including new product development, packaging, advertising and promotional projects, consumer testing panels and opinion research). Three years in Facilities Management and four years in Manufacturing, offering the opportunity to develop experience in developing and maintaining successful customer and supplier relationships.

Research Interests
Business network formation and management; Collective learning in networks; How learning relates to value creation.

My current research work focuses on two main questions. Firstly, what is the role of the customer (and in particular their knowledgeability) in a business-to-business value constellation network? Secondly, how do resource integration and learning processes happen in business-to-business networks? I am actively investigating these research themes through my work with Dr Andrew Pressey at Lancaster University (UK) and Professor Wesley Johnston at Georgia State University (USA) examining interorganisational relationships in the UK construction industry. This work is supported by a British Academy research grant.

Administrative Roles
Director of Undergraduate Programmes
I teach at both postgraduate and undergraduate levels in the school, and my main areas of interest in teaching are business-to-business marketing and marketing strategy. I am module convenor for the undergraduate "Marketing Strategy" module (N12402) and the MBA "Contemporary Theme in Marketing" module (N14M84). Applications from prospective PhD students are welcome, in particular for research in the areas of team working, SD logic and value co-creation in a B-to-B context, organisational cognition and learning, and the dynamics of organisational and/or industry networks.


Undergraduate

Business School Dissertation (N13311)


MSc

Market Relationships: A Strategic Approach (N14176)


Details of all modules can be found in the Module Catalogue


External Exminerships & Validations
2015 - 2018    ESCP Europe Business School External Examinar for the Master in Marketing & Creativity.
2010 - 2013    External Examiner: MSc Marketing and marketing modules at Bradford University School of Management.
Current Research Activities
I am currently conducting research into the areas of business network formation and management, and collective learning in networks. In particular I am interested in how networks learn and how learning relates to value creation. My interests extend to relationship and internal marketing issues, organisational learning and knowledge management, and value creation and SD logic.

The primary ontological perspective informing my research is that of Critical Realism (Bhaskar, 2008). However, I am also interested in the more constructivist approach of Structuration Theory and how structures are created and maintained through the structuration process as proposed by Giddens (1984), and in its interplay with agency through the more recent work of Archer (1995, 2007) concerning the role of the self-reflexive actor. I am particularly interested in how these perspectives can be applied to understanding business-to-business networks.

Two main research themes arise from my interest in the application of theory to business networks. Firstly, what is the role of the customer (and in particular their knowledgeability) in a business-to-business value constellation network? In marketing, we have seen a new approach to understanding value creation where customers co-create value through their interactions with the organization or networks of organisations. This implies that organizations must learn to manage knowledge within organizations and between organizational network partners, and to include the customer in this management process. Secondly, how do resource integration and learning processes happen in business-to-business networks? While much attention has been afforded to the knowledge held by firms and their knowledge dissemination practices, less attention has been directed towards knowledge and learning at the level of the interfirm network. We cannot simply focus on the learning of isolated actors, but must recognise that learning also depends on the capabilities and competencies of the wider network in which they are embedded.

I am actively investigating these research themes through my work with Dr Andrew Pressey at the University of Birmingham (UK), Dr Alan Gilchrist at Lancaster University (UK) and Professor Wesley Johnston at Georgia State University (USA) examining interorganisational relationships in construction and consulting industries. This work had been supported by a British Academy research grant, and internal funding from Nottingham University Business School.

Published Work: Highlights
     Peters, L.D. and Pressey, A.D. (2016) "The co-ordinative practices of temporary organisations\ published in the Journal of Business & Industrial Marketing was selected by the journal's editorial team as a Highly Commended paper in the 2017 Emerald Literati Network Awards for Excellence.
Tags: added as Innovation
International Collaborations, Organisation & Contributions
2015 - 2015    External Examinar for PhD at University of Southampton Business School.
2015 - 2015    External examiner for PhD at University of Southampton.
2013 - 2013    Theory and Theorizing in industrial marketing mangement: A panel discussion on theoretical developments in industrail marketing management I acted as panel leader and organiser, the panel discussion included leading marketing academics from the USA (includingProfessor Shelby Hunt, often cited as the foremost leader in theory development in marketing) and Europe to discuss theory and theoretical directions in the area of business-to-business marketing . The panel discussion was videoed and mounted on the Industrial Marketing Mangement website.
2011 - 2012    Awarded a British Academy grant to explore Learning Processes in Temporary Organisations with co-researchers Dr Andrew Pressey and Professor Wesley Johnston.
2011 - 2012    British Academy grant with Professor Wesley J. Johnston at Georgia State University, USA
2012 - 2012    External examiner for PhD candidate from the University of East Anglia
2009 - 2009    Winner of the best paper award in the Network Theory track, EIASM Naples Forum on Services: Service Dominant Logic, Service Science, and Network Theory.
2002 - 2002    Winner of the best paper award in the Relationship Marketing track, Academy of Marketing Conference.
1997 - 1997    Winner of the MCB award for Excellence: outstanding paper published in the Marketing Intelligence and Planning.
1996 - 1996    Awarded a British Telecom Research Fellowship Project for research work in "The Impact of Communication Media and User Characteristics upon Relationship Development between Buyers and Sellers".
I am currently supervising the following Research Students:

Anca Elena Cretu
Hoda El Kolaly
Samuel Johnson Ogundipe
 

Publications prior to 2005



Publications prior to 2005

Journal Articles

Peters, L.; Fletcher, K. (2004), "They Love Me, They Love Me Not: Consumer Relationship Orientation and CRM", Journal of Customer Behaviour, Vol.3, special issue on CRM, vol 3.

Peters, L.; Fletcher, K. (2004), "Communication Strategies and Marketing Performance: an application of the Mohr and Nevin framework to Intra-organisational cross-functional teams", Journal of Marketing Management, Vol.20(7-8), pp.741-770.

Peters, L.; Fletcher, K. (2004), "A market-based approach to understanding communication and teamworking: a multi-disciplinary literature review", Academy of Marketing Science Review, Vol.2004(2).

Peters, L. (2002), "Theory Testing in Social Research", Marketing Review, Vol.3(1).

Peters, L.; Hasannudin, S. (2000), "Mass Customization of Services: The Challenge of Implementation", International Journal of Information Management, Vol.20(2), pp.103-119.

Peters, L. (1998), "The new Interactive Media: 1 to 1 but Who to Whom?", Marketing Intelligence and Planning, Vol.16(1).

Fletcher, K.; Peters, L. (1997), "Trust and Direct marketing Environments: a Consumer Perspective", Journal of Marketing Management, Vol.13(6).

Peattie, K.; Peters, L. (1997), "The Marketing Mix in the Third Age of Computing", Marketing Intelligence and Planning, Vol.15(3), Winner of the MCB Excellence Award for best paper in journal for 1997.

Peters, L. (1997), "I.T. Enabled Marketing: A Framework for Value Creation in Customer Relationships", Journal of Marketing Practice: Applied Marketing Science, Vol.3(4).

Piercy, N.; Harris, L.; Peters, L.; Lane, N. (1997), "Marketing management, market strategy and strategic management: domain realignment and redefinition", Journal of Strategic Marketing, Vol.5(1), pp.50-62.

Piercy, N.; Lane, N.; Peters, L. (1997), "The Validity Reliability of Student Evaluation of Courses and Faculty in British Business Schools", Journal of European Business Education, Vol.6(2).

Fletcher, K.; Peters, L. (1996), "Issues in Customer Information Management", Journal of the Market Research Society, Vol.38(2).

Peters, L. (1996), "Ethical Conduct in Customer Information Management", Science and Engineering Ethics, Vol.2(2), Special issues on Global Information Ethics.



Chapters in Books

Peters, L. (1998), "The Internet", in Exploring Direct Marketing, Thompson International Publishing.



Conferences

Peters, L.; Fletcher, K. 2003, "Measuring commitment in intra-organisational teams: the product/service divide", at EASIM Workshop on Trust within and between Organisations.

Peters, L.; Fletcher, K. 2003, "Consumer Relationship Orientation and Exchange Uncertainty in Direct Marketing", at Academy of Marketing Conference.

Peters, L. 2002, "Communication Strategies and Marketing Performance: an application of the Mohr and Nevin framework to Intra-organisational cross-functional teams", at Academy of Marketing conference, Awarded best paper in the Relationship Marketing track.

Peters, L. 2002, "Using a Multi-Methodological approach in Marketing Research Design - a Lovers' Waltz or Last Tango in Paris?", at AMA Winter Educators' Conference.

Peters, L.; Fletcher, K. 2000, "Communication in Cross-Functional and Virtual Teams: A Market-Based Approach to Understanding Marketing Relationships", at Research Conference on Relationship Marketing, Emory University.

Peters, L. 1999, "New Media Use and the Development of Organisational Relationships: a Market Based Approach", at Academy of Marketing Conference.

Peattie, K.; Peters, L. 1996, "The Marketing Mix in the Third Age of Computing", at Merketing Educators Group Conference.

Peters, L.; Fletcher, K. 1996, "Experience Effects upon Consumer Privacy Concerns", at Research Conference on Relationship Marketing, Emory University.

Peters, L.; Fletcher, K. 1996, "Customer Information Management and Relationship Development in Direct Marketing Environments", at AMA Winter Educators' Conference.

Piercy, N.; Peters, L. 1996, "The Validity and Reliability of Student Evaluations: An Internal market Perspective", at AMA Winter Educators' Conference.

Peters, L. 1995, "Ethical Conduct in Customer Information Management", at Ethicomp95 (Essay Competition winner).

Peters, L.; Fletcher, K. 1995, "The Role of Trust in Information Exchange", at Marketing Educators Group Conference.

Piercy, N.; Peters, L. 1995, "Marketing & Strategic Management: Domain Realignment and Redefinition in Developing Curricula", at Marketing Educators Group Conference.



Discussion Papers

Fletcher, K.; Peters, L. 1994, "The Use of Databases in Customer Information Management and their Impact upon the Market Research Industry", SGBS Discussion Paper Series, Discussion paper.



Reports for external body

Piercy, N.; Peters, L. 1995, "Report on the Current Method of Student Evaluation of Courses and Lecturers at Cardiff Business School", in Cardiff Business School Working Paper, Working paper.



Publications from 2005 to the present day

Journal Articles

Peters, L.D., Pressey, A.D., Gilchrist, A., Johnston, W.J. (2018), "Involving customers in innovation: Knowledgeability and Agency as process variables", Journal of Business and Industrial Marketing, Vol.33 (2), 164-173.

Toth, Z.; Peters, L.D.; Pressey, A.D.; Johnston, W.J. (2018), "Tension in a Value Co-Creation Context: A Network Case Study Industrial Marketing Management", Industrial Marketing Management, Vol.70, 34-45, forthcoming 2018.

Brodie, R., Nenonen, S., Peters, L.D. and Storbacka, K. (2017), "Theorizing with Managers to Bridge the Theory-Praxis Gap: Foundations for a Research Tradition", European Journal of Marketing, Vol.51 (7/8), 1173-1177.

Brodie, R., Nenonen, S., Storbacka, K. And Peters, L. (2017), "Theorizing with Managers: How to Achieve Both Academic Rigor and Practical Relevance?", European Journal of Marketing, Vol.51 (7/8), 1130-1152.

Peters, L. (2016), "Heteropathic vs Homopathic Resource Integration and value co-creation in service ecosystems", Journal of Business Research, Vol.69 (8), 2999-3007.

Peters, L.; Pressey, A. (2016), "The coordinative practices of temporary organisation", Journal of Business and Industrial Marketing, Vol.31 (2), pp. 301-311.

Peters, L.; Pressey, A.; Johnston, W. (2016), "Contingent factors affecting network learning", Journal of Business Research, Vol.69 (7), pp. 2507-2515.

Peters, L.D.; Pressey, A.D.; Johnston, W.J. (2016), "Contagion and learning in business networks", Industrial Marketing Management, Vol.61, 43-54.

Taillard, M.; Peters, L.; Pels, J.; Mele, C. (2016), "The role of shared intentions in the emergence of service ecosystems?", Journal of Business Research, Vol.69 (8), 2972-2980.

Zolkiewski, J., Story, V., Burton, J., Chan, P., Gomes, A., Hunter-Jones, P., O?Malley, L., Peters, L., Raddats, C., and Robinson, W. (2016), "Strategic B2B customer experience management: the importance of outcomes-based measures", Journal of Services Marketing, Vol.31 (2), 172-184.

Oh, J.; Johnston, W.; Peters, L. (2014), "Who\'s Acquiring Whom? - Experimental Evidence of Firm Size Effect on Merger Outcomes", Industrial Marketing Management, Vol.43 (6), pp. 1035-1044, doi: 10.1016/j.indmarman.2014.05.016.

Peters, L.; Lobler, H.; Brodie, R.; Breidbach, C.; Hollebeek, L.; Smith, S.; Varey, R.;, (2014), "Theorizing about resource integration through service-dominant logic", Marketing Theory, Vol.4 (3), pp. 249-268, DOI: 10.1177/1470593114534341.

Ashby, S.; Peters, L.; Devlin, J. (2013), "When an irresistible force meets an immovable object: The interplay of agency and structure in the UK Financial Crisis", Journal of Business Research, Vol.67 (1), pp. 2671-2683, Special issue on Avoiding/Responding to Global Economic Disasters.

Peters, L.; Pressey, A.; Vanharanta, M.; Johnston, W. (2013), "Theoretical Developments in Industrial Marketing Management: Multidisciplinary Perspectives.", Industrial Marketing Management, Vol.42 (3), pp. 275-282, 10.1016/j.indmarman.2013.02.001.

Peters, L.; Pressey, A.; Vanharanta, M.; Johnston, W. (2013), "Constructivism and critical realism as alternative approaches to the study of business networks: convergences and divergences in theory and in research practice.", Industrial Marketing Management, Vol.42 (3), pp. 336-346.

Ali, S.; Peters, L.; Lettice, F. (2012), "An Organisational learning Perspective on Conceptualising Dynamic and Substantive Capabilities", Journal of Strategic Marketing, Vol.20 (7), pp.PP. 589-607.

Brodie, R.; Frow, P.; Hughes, T.; Kleinaltenkemp, M.; Peters, L.; Woratscket, H. (2012), "Resource Integration", Marketing Theory, Vol.12 (2), pp. 201-205.

Peters, L.; Vanharanta, M.; Pressey, A.; Johnston, W. (2012), "Taking time to Understand Theory", Industrial Marketing Management, Vol.41 (5), pp. 730-738.

Ali, S.; Peters, L.; He, H.; Lettice, F. (2010), "Market based organizational learning and company capabilities: An integrative framework", Journal of Strategic Marketing, Vol.18 (5), pp. 363-377.

Peters, L.; Johnston, W.; Pressey, A.; Kendrick, T. (2010), "Collaboration and Collective Learning: Networks as Learning Organisations", Journal of Business and Industrial Marketing, Vol.25 (6), pp.478-484, special issue on Networks as Learning Organisations.

Peters, L.; Gassenheimer, J.; Jule, B.; Johnston, W. (2009), "Marketing and the Structuration of Organisational Learning", Marketing Theory, Vol.9(3), pp.341-368.

Peters, L.; Johnston, W. (2009), "Network Formation, Collaboration, and Collective Learning: An exploration of Absorptive Capacity from a Network Perspective", Journal of Business Market Management, Vol.3(1), pp. 29-50, invited for inclusion in the special issue from the Relationship Marketing Summit, Buenos Aires.

Johnston, W.; Peters, L.; Gassenheimer, J. (2006), "Questions about Network Dynamics: Characteristics, Structures and Interactions", Journal of Business Research, Vol.59, pp.945-954.

Peters, L. (2006), "Conceptualising Computer-Mediated Communication Technology and its Use in Organisations", International Journal of Information Management, Vol.26, pp.142-152.



Chapters in Books

Peters, Linda D. (2018), "Resource Integration: Concepts and Processes", in Sage Handbook on Service Dominant Logic, Sage, forthcoming 2018.

Peters, Linda D. (2018), "Resource Integration Processes: The Dialectic of Presence and Absence", in Sage Handbook on Service Dominant Logic, Sage, forthcoming 2018.

Peters, L. (2012), "The Role of the Knowledgeable Customer in Business Network Learning, Value Creation, and Innovation", in Review of Marketing Research, (9), Special Issue on: Toward a Better Understanding of the Role of Value in Markets and Marketing,.

Johnston, W.; Peters, L. (2011), "Organisational Commitment to Sales", in Le Meunier-Fitzhugh, K.; Cravens, D.; Piercy, N (ed) The Oxford Handbook on Strategic Sales and Sales Management, (17), pp.pp 457-488, Oxford University Press.



Conferences

Peters, L.D. 2016, "The Call of the Hinterland", in Forum on Marketing and Marketing.

Pressey, A.D., Gilchrist, A., Peters, L.D. 2016, "Manageing Metis", in Industrial Marketing and Purchaing Group Conference.

Peters, L.; Taillard, M.; Pels, J.; Mele, C. 2015, "Understanding service ecosystems and doing dialectic: what it is and why it matters", in Naples Forum on Service, June 2015.

Taillard, M.; Peters, L.; Pels, J.; Mele, C. 2015, "Shared intentions and the emergence of service ecosystems", in Naples Forum on Service, June 2015.

Peters, L. 2014, "Resource integration in service-ecosystems: an emergent process", in Forum on Markets and Marketing 2014, University of Karlstad, Sweden.

Peters, L.; Lee, N.; White, S. 2014, "Self-perceptions of intelligence and their effect on sales advisors? performance", in Industrial Marketing and Purchasing Group Conference, Bordeaux.

Peters, L.; Pressey, A. 2013, "Contingent factors affecting learning processes in temporary organisations", in Industrial Marketing and Purchasing Group Conference, Atlanta, USA.

Pressey, A.; Peters, L. 2013, "The Coordinative practices of complex temporary networks: evidence from the UK construction industry", in Industrial Marketing and Purchasing Group Conference, Atlanta, USA.

Peters, L. 2012, "Customers as Resources Integrators: What can Agency tell us?", in Forum on Markets and Marketing, University of Auckland.

Peters, L.; Johnston, W.; Pressey, A. 2012, "Involving clients in innovation: Exploring expectation, knowledge, and competency gaps", in Industrial Marketing and Purchasing Group Conference, Rome.

Peters, L.; Pressey, A.; Johnston, W. 2011, "Contagion Theories and Learning in Emergent Networks: Evidence from the UK Construction Industry,", in Industrial Marketing and Purchasing Group Conference, Glasgow.

Peters, L.; Vanharanta, M.; Pressey, A.; Johnston, W. 2011, "Time and Process in Business Networks: A Structuration Perspective.", in Industrial Marketing and Purchasing Group Conference, Glasgow.

Peters, L. 2010, "The Role of the Knowledgeable Customer in Business Network Learning, Value Creation, and Innovation", in Forum on Markets and Marketing: Extending Service-Dominant Logic, Cambridge.

Peters, L.; Pressey, A. 2010, "Sociology, Structuration, and Understanding Business Networks", in Industrial Marketing and Purchasing Group Conference, Budapest.

Ali, S.; He, H.; Peters, L. 2009, "Market based organizational learning and company capabilities: An integrative framework", at Academy of Marketing Conference, Leeds.

Peters, L.; Pressey, A. 2009, "Mechanisms for Resource Integration in Business Networks", at EIASM Naples Forum on Services: Service Dominant Logic, Service Science, and Network Theory, Capri, Winner of best paper in the Network theory track.

Peters, L.; Pressey, A.; Johnston, W. 2009, "Novating Knowledge in Business Networks: Facilitating Cognitive Consistency in the Construction Industry", at Industrial Marketing and Purchasing Group Conference, Marcelles.

Peters, L.; Johnston, W. 2007, "Network Formation, Collaboration, and Collective learning: An exploration of Absorptive Capacity from a Network Perspective", at The Realtionship Marketing Summit, Buenos Aires, Conference held in Buenos Aires.

Johnston, W.; Peters, L. 2005, "Questions about Networks Dynamics: Characteristics, Structures and Interations", at Industrial Marketing and Purchasing Group Conference, Conference held in Rotterdam.

Peters, L.; Gassenheimer, J.; Johnston, W. 2005, "Marketing and the Structuration of Organisational Learning", at Academy of Marketing Conference, Conference held in Dublin.

 

 

Nottingham University Business School

Jubilee Campus
Nottingham
NG8 1BB

telephone: +44 (0) 115 846 6602
fax: +44 (0) 115 846 6667
email: business-enquiries@nottingham.ac.uk