University of Vermont

School of Business Administration

James M. Sinkula, Ph.D. Professor and John L. Beckley Chair

Contact Information
Office: 206 Kalkin
Phone: (802) 656-0497
E-Mail: James.Sinkula@uvm.edu

Office Hours: MW 10:00 - 11:00 a.m. or by appointment

Dr. Sinkula is the John L. Beckley Professor of American Business. He received his undergraduate and masters degrees in Business Administration from the University of Wisconsin at Madison and his Ph.D. in Marketing from the Walton School of Business at the University of Arkansas. He has been on the faculty at UVM's School of Business Administration since the fall semester of 1983. He teaches in the areas of Market Research and Marketing Management. He also teaches the School's Honors Research Methods Seminar.

His research interests lie primarily in the areas of organizational learning, strategic orientation, product innovation and organizational performance. He is best known for integrating the construct of organizational learning into a conceptualization of market information use in the firm. His most current work (published in the Journal of Small Business Management and winner of Emerald Publishing's Citations of Excellence Award for 2013) explores the complementary effects of market orientation and entrepreneurial orientation on profitability in small business.

Dr. Sinkula's work is widely cited and can be found in the leading scholarly journals, including the Journal of Marketing (reprinted in Starbuck and Whalen 2008), Journal of the Academy of Marketing Science (where he recived the Sheth Award for best paper in 2000), Journal of Business Research, Journal of Product and Innovation Management (where his paper was runner up for best paper in 2007), Journal of Small Business Management, Journal of Advertising Research, Journal of Market Focused Management (where his article was the most downloaded document in 2012), Journal of Business and Industrial Marketing, Journal of International Marketing and others. Additionally, he has publications in Developments in Marketing Science (where he won a best paper award) and the American Marketing Association Proceedings. Dr. Sinkula has also done work in export management and has published two book chapters in Advances in International Marketing. He has served on numerous editorial review boards to include the Journal of Marketing, Journal of Retailing, Journal of Business and Industrial Marketing, Journal of the Academy of Marketing Science, and the Journal of Business Research. He is a frequent participant in scholarly meetings (often an invited speaker) and has presented research papers throughout the United States and Europe. He has consulted with and served on the boards of numerous manufacturing and service organizations. He has done volunteer work for a number of not-for-profit organizations in the Burlington area.

Affiliations:
American Marketing Association; Academy of Marketing Science; Consortium for International Marketing Research; Beta Gamma Sigma.

Courses Currently Taught by James Sinkula:

Publication History

Journal Article, Academic Journal
  • Baker, W. E.; Sinkula, J.; Grinstein, A.; Rosenszwig, S. - (Forthcoming) "The Effect of Radical Innovation Congruence on New Product Success " (Refereed) - Industrial Marketing Management - 2014 [Show/Hide Abstract]
  • Sinkula, J.; Baker, W. - "The Complementary Effects of Market Orientation and Entrepreneurial Orientation on Profitability in Small Businesses" (Refereed) - Journal of Small Business Management - 2009 - v. 47, no. 2, pp. 443-464 [View publication] [Show/Hide Abstract]
  • Baker, W. E.; Sinkula, J. - "Does Market Orientation Facilitate Balanced Innovation Programs? An Organizational Learning Perspective" (Refereed) - Journal of Product Innovation Management - 2007 - v. 24, no. 4, pp. 316-334 RUNNER UP - BEST PAPER FOR 2007. [View publication] [Show/Hide Abstract]
  • Baker, W. E.; Sinkula, J. - "Environmental Marketing Strategy and Firm Performance: Effects on New Product Performance and Market Share" (Refereed) - Journal of the Academy of Marketing Science - 2005 - v. 33, no. 4, pp. 461-475 [View publication] [Show/Hide Abstract]
  • Sinkula, J.; Baker, W. E. - "Market Orientation and the New Product Paradox" (Refereed) - Journal of Product Innovation Management - 2005 - v. 22, no. 6, pp. 483-502 [View publication] [Show/Hide Abstract]
  • Souchon, A. L.; Diamantopoulos, A.; Holzmuller, H. H.; Axinn, C. N.; Sinkula, J.; Simmet , H.; Durden , G. R. - "Export Information Use: A Five-Country Investigation of Key Determinants" (Refereed) - Journal of International Marketing - 2003 - v. 11, no. 3, pp. 106-127 [View publication] [Show/Hide Abstract]
  • Baker, W.; Sinkula, J. - "Market Orientation, Learning Orientation and Product Innovation: Delving into the Organization's Black Box" (Refereed) - Journal of Market Focused Management - 2002 - v. 5, no. 1, pp. 5-23. [View publication] [Show/Hide Abstract]
  • Sinkula, J. - "Market-Based Success, Organizational Routines, and Unlearning" (Refereed) - Journal of Business and Industrial Marketing - 2002 - v. 17, no. 4, pp. 253-269 [View publication] [Show/Hide Abstract]
  • Baker, W.; Sinkula, J. - "Learning Orientation, Market Orientation, and Innovation: Integrating and Extending Models of Organizational Performance" (Refereed) - Journal of Market Focused Management - 1999 - v. 4, no. 4, pp. 295-308. [View publication] [Show/Hide Abstract]
  • Baker, W.; Sinkula, J. - "The Synergistic Effect of Market Orientation and Learning Orientation on Organizational Performance" (Refereed) - Journal of the Academy of Marketing Science - 1999 - v. 27, no. 4, pp. 411-27 [View publication] [Show/Hide Abstract]
  • Sinkula, J.; Baker, W.; Noordewier, T. - "A Framework for Market-Based Organizational Learning: Linking Values, Knowledge and Behavior" (Refereed) - Journal of the Academy of Marketing Science - 1997 - v. 25, no. 4, pp. 305-318 [View publication] [Show/Hide Abstract]
  • Axinn, C. C.; zz-Savitt, R.; Sinkula, J.; Thach, S. V. - "Export Intention, Beliefs and Behaviors in Smaller Industrial Firms" (Refereed) - Journal of Business Research - 1995 - v. 32, no. 1, pp. 49-55 [View publication] [Show/Hide Abstract]
  • Axinn, C. C.; zz-Savitt, R.; Sinkula, J.; Thach, S. V. - "Export Intention, Beliefs and Behaviors in Smaller Industrial Firms" (Refereed) - Journal of Business Research - 1995 - v. 32, no. 1, pp. 49-55 [View publication] [Show/Hide Abstract]
  • Sinkula, J. - "Market Information Processing and Organizational Learning" (Refereed) - Journal of Marketing - 1994 - v. 58, no. 1, pp. 35-45. Reprinted in Starbuck and Whalen (2008).
  • Sinkula, J. - "Some Factors Affecting the Adoption of Scanner Based Research in Organizations" (Refereed) - Journal of Advertising Research - 1991 - v. 2, pp. 50-55
  • Sinkula, J. - "Perceived Characteristics, Organizational Factors, the Utilization of External Market Research Suppliers" (Refereed) - Journal of Business Research - 1990 - v. 21, no. 1, pp. 1-17 [View publication]
  • Sinkula, J.; Lawtor, L. - "Bank Characteristics and Consumer Bank Choice: How Important are Importance Measures" (Refereed) - Journal of Professional Services Marketing - 1988 - v. 3, no. 3/4, pp. 131-141
  • Sinkula, J.; Hampton, R. D. - "Centralization and Information Acquisition by In-House Market Research Departments" (Refereed) - Journal of Business Research - 1988 - v. 16, no. 4, pp. 337-349
  • Hampton, R. D.; Guy, B. S.; Sinkula, J. - "Consumer Images of Financial Institutions: A Comparative Study of Banks Versus Savings and Loans" (Refereed) - Journal of Professional Services Marketing - 1987 - v. 2, no. 3, pp. 83-100
  • Sinkula, J. - "Single Parent Shopping Orientations: Some Male/Female Comparisons" (Refereed) - Business Insights - 1986 - v. 5, no. 2, pp. 18-21
  • Sinkula, J. - "Status of Company Usage of Scanner Based Research" (Refereed) - Journal of the Academy of Marketing Science - 1986 - v. 14, no. 1, pp. 63-71 [View publication] [Show/Hide Abstract]
Magazine/Trade Publication
  • Sinkula, J. - "Norrell/Vermont Business Magazine Employment Survey Forecasts Fourth Quarter Increase" - Vermont Business Magazine - 1997 - v. 25, no. 10, pp. 43-46
  • Sinkula, J. - "Vermont Employment Index Provides Most Accurate Employment Forecast Ever: Predicts Significant Increase for First Quarter of 1997" - Vermont Business Magazine - 1997 - v. 25, no. 1, pp. 32-35
  • Sinkula, J. - "Vermont Employment Index Provides Most Accurate Employment Forecast Ever: Predicts Significant Increase for First Quarter of 1997" - Vermont Business Magazine - 1997 - v. 25, no. 1, pp. 32-35
  • Sinkula, J. - "Norrell/Vermont Business Magazine Employment Trends Survey First Full Year of Survey Data Charts Employment Trends in Vermont" - Vermont Business Magazine - 1996 - v. 24, no. 1, pp. 84-85
  • Sinkula, J. - "New Survey Suggests Employment Growth for Second Quarter ???95" - Vermont Business Magazine - 1995 - v. 23, no. 4, pp. 19-20
  • Darden, W. R.; Sinkula, J. - "Grocery Product Marketers Creatively Apply Scanner Data to Strategic Planning, Research" - Marketing News - 1982 - v. 16, no. 6, pp. 18-19
Conference Proceeding
  • Sinkula, J. - "Enviropreneurial Marketing and Corporate Reputation" (Refereed) - American Marketing Association - Summer Educator's Conference - 2010 [Show/Hide Abstract]
  • Baker, W. E.; Sinkula, J. - "Strategic Congruence and New Product Success: The Effects of Fit Between Intended and Realized Radical Innovation in the Firm" (Refereed) - American Society of Business and Behavioral Sciences 13th Annual Conference Proceedings - 2006
  • Baker, W. E.; Sinkula, J. - "The Complementary Effects of Market Orientation and Entrepreneurial Orientation on Firm Performance" (Refereed) - European Marketing Academy Annual Conference - 2006
  • Sinkula, J. - "An Integrative Model of Market Orientation's Effect on Firm Performance" (Refereed) - Academy of Marketing Science Annual Conference - 2003
  • Baker, W. E.; Sinkula, J. - "Market Orientation, Performance and a New Product Paradox" (Refereed) - European Marketing Academy Annual Conference - 2003
  • Souchon, A. L.; Diamantopoulos, A.; Holzmuller, H. H.; Axxin, C.; Sinkula, J.; Simmet-Blomberg, H. - "A Cross-Cultural Enquiry Into Export Information Use" (Refereed) - 28th European Marketing Academy Conference - 1999 - pp. 95-112
  • Baker, W.; Sinkula, J. - "Maintaining Competitive Advantage Through Organizational Unlearning" (Refereed) - Developments in Marketing Science/The 1999 Academy of Marketing Science Annual Conference and Faculty Consortium - 1999 - pp. 206-209
  • Noordewier, T.; Sinkula, J. - "Export Strategies and Export Performance: An Empirical Investigation of a Products/Markets Typology" (Refereed) - Proceedings of the Third Symposium of the Consortium for International Marketing Research (CIMaR) - 1995 - pp. 1-47
  • Sinkula, J. - "Information Supply and Information Use: The Effect of Selected Company Characteristics on Organizational Processing of Market Information" (Refereed) - Advances in Marketing - 1995 - pp. 98-116
  • Sinkula, J. - "Information Processing in the Learning Organization" (Refereed) - Marketing in an Era of Rapid Change/AMA Summer Educator's Conference - 1994 - pp. 442-443
  • Sinkula, J. - "Information Supply and Information Use: The Effect of Selected Company Characteristics on Organizational Processing of Market Infromation" (Refereed) - Advances in Marketing - 1994 - pp. 98-116
  • Axinn, C. C.; Sinkula, J.; Thach, S. - "Linking Strategic Choice to Context and Implementation" (Refereed) - Proceedings of First CIMAR Symposium/ The Consortium for International Marketing Research - 1993 - pp. 145-177
  • Karuppan, M.; Sinkula, J. - "Outsourcing: Identification of A User Profile" (Refereed) - Proceedings of the National Decision Sciences Institute Annual Conference - 1991 - v. 2, pp. 712
  • Rao, C. P.; Karuppan, M.; Sinkula, J. - "Income Effect On Consumption Behavior" (Refereed) - The Academy of Marketing Science Annual Conference, Developments in Marketing Science - 1987 - v. 10, pp. 496
  • Lawtor, L.; Sinkula, J. - "Positioning in the Financial Services Industry: A Look at the Decomposition of Image" (Refereed) - The Academy of Marketing Science Annual Conference, Developments in Marketing Science - 1987 - pp. 439-442
  • Guy, B. S.; Hampton, R. D.; Sinkula, J. - "Small Financial Institutions: Positioning for Survival" (Refereed) - The Academy of Marketing Science and American Collegiate Retailing Association, Retailing: Theory and Practice for the 21st Century - 1985 - v. 1, pp. 70-74
  • Sinkula, J. - "A Look At Some Shopping Orientations In Single Parent Households" (Refereed) - 1984 AMA Educators' Proceedings - 1984 - v. 50, pp. 22-25
  • Sinkula, J. - "A Preliminary Investigation of the Perceived Product Life Cycle, Corporate Information Seeking and Strategy Formulation" (Refereed) - Proceedings, The New England Business and Economic Association - 1983
Book, Chapter in Scholarly Book-New
  • Noordewier, T.; Sinkula, J. - "Export Strategies and Export Performance: An Empirical Investigation of a Products/Markets Typology" (Refereed) - JAI Press - 1996 - v. 8, pp. 27-58 ,
  • Axinn, C. C.; Sinkula, J.; Thach, S. - "Linking Distribution Strategy Choice to Context and Implementation in Export Markets" (Refereed) - Advances in International Marketing/ JAI Press - 1994 - pp. pp 143-160 ,
Research Report
  • Baker, W.; Sinkula, J. - "A 1998 National Survey of the Vermont Visitor" - Vermont Department of Tourism and Marketing - 1999 - no. Winter,
  • Baker, W.; Sinkula, J. - "1997-1998 Winter Inquiry Study: Monitoring 1-800-Vermont" - Vermont Department of Tourism and Marketing - 1998 - no. Spring,
  • Baker, W.; Sinkula, J. - "Unlocking the Brand Equity of Vermont: Message and Visual Appeal Analysis" - Vermont Department of Tourism and Marketing - 1998
Working Paper
  • Souchon, A.; Diamantopoulos, A.; Axinn, C.; Holzmuller , H.; Sinkula, J. - "A Cross-Cultural Enquiry Into Export Information Use: Empirical Evidence from Austria, Germany, UK and USA" (Refereed) - Aston Business School Working Paper Series Number RP9907 - 2006 - no. ISBN No: 1 85449 303 5,
Other
  • Sinkula, J. - "Market Information Processing and Organizational Learning" - Edward Elgar - 2009 - v. 6, pp. 274-284
  • Sinkula, J. - "Vermont Employment Index Indicates Increase in Fourth Quarter of 1996" - Vermont Business Magazine - 1996 - pp. October, pp. 52-53
  • zz-Savitt, R.; Sinkula, J. - "Factors Influencing Export Intentions in Small Firms" - Association for International Business Annual Conference - 1991 - pp. Miami, FL
  • Sinkula, J. - "Outsourcing: Identification of a User Profile" - DSI Proceedings of the National Decision Sciences Institute Annual Conference - 1991 - pp. Vol. 2., 712