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JOHN F. TANNER JR. Dr. Tanner is dean, Strome College of Business, Old Dominion Uni- versity. He earned his PhD from the University of Georgia. Prior to entering academia, Dr. Tanner spent eight years in industry with Rockwell International and Xerox Corporation as both salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has also been named Reviewer of the Year and coauthor of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or coauthored 15 books, including The Hard Truth about Soft Selling with George Dudley. His book, Dynamic Customer Strategy: Big Prof- its from Big Data, was published in 2014 and in Chinese in 2015. Research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, the Walmart Foundation, and others have supported his research efforts. Dr. Tanner has published over 80 articles in the Jour- nal of Marketing, Journal of Business Research, Journal of Personal Selling and Sales Management, international journals, and others. Twice, he has served as special issue editor for JPSSM as well as JMTP and JBIM, and recently completed a term as the editor of Mar- keting Educators' Review. He serves on the review boards of several journals, including Marketing Education Review, Journal of Personal Selling and Sales Management, and Industrial Marketing Manage- ment. Dr. Tanner has been a featured presenter at executive workshops and conferences for organizations such as the Market- ing Science Institute, National Retail Federation, Canadian Association of Exhibition Managers, and Oracle's OpenWorld. Over the past 15 years, he has taught executive and graduate programs in India, Australia, Trinidad, Colombia, Canada, France, the United Kingdom, and Mexico, and his consulting clients include IBM, Cabela's, EMC, SAP, and others. Jeff and his wife also breed and race thoroughbred horses. jtanner@odu.edu www.odu.edu/directory/people/j/jtanner Chuck Thomas xviii ABOUT THE AUTHORS

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