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Leslie L. Simmel

Adjunct Assistant Professor, Marketing
DBA, Boston University
B.A., University of Wisconsin
M.A. Managment, Simmons College; M.S. Library Science, Simmons College
Office: Morison Hall 236 | 781.891._2079 | lsimmel@bentley.edu
                       


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Bio

Leslie Simmel has a broad background in value-based marketing, information services, and technology that spans both academia and industry. At the present time, Leslie specializes in teaching business-to-business marketing and value analysis. Her current research focuses on how value estimation techniques can be used to assess the worth of information and knowledge management services. Prior to joining the Bentley faculty, Leslie taught pricing strategy and international marketing at Boston University. While there she also completed her Doctorate in Business Administration with an award-winning dissertation. Her work has resulted in articles in trade publications as well as refereed journals including the Journal of Interactive Marketing and the CASE International Journal of Educational Advancement. Earlier in her career, Leslie's background in information and library science led her into management in the IT industry, first as a Marketing Manager at Digital Equipment Corporation during its heyday, then as a Director with Groupe Bull, the French computer company.

Teaching Interests

Value-Based Strategies & Value Analysis; Business-to-Business Marketing; Marketing Management; Management Theory; Pricing Strategies

Research Interests

Value Assessment & Estimation Techniques; Information Services & Knowledge Management; Value-Based Marketing Strategies; Conversation Analysis

Consulting/Practice Interests

Value Analysis; Information Services; Pricing & Sales Training

Awards and Honors

2003, Bentley Publication Award
2001, CASE: Outstanding Doctoral Dissertation Award
2001, Bentley Publication Award
2001, Featured Graduate, Doctor of Business Administration (Marketing) Boston University
1997, Fellow, American Marketing Association, Doctoral Consortium

Publications

Journal Article(s)
Simmel, L. L. (2007). Building Your Value Story and Business Case: Observations from a Marketing Faculty and (former) Librarian Perspective. College & Research Libraries News, 68 (2), 88-91. (link)

Harmer, R., Simmel, L. L. (2003). Surviving Price Negotiations with Tough Customers: How to Win at Value Tennis. Journal of Professional Pricing, 12 (4), 16-21.

Simmel, L. L., Siegal, W. S., Berger, P. D., Psathas, G. (2002). A Conversation Analysis of Practices and Competencies in Telefundraising. The CASE International Journal of Educational Advancement, 3 (1), 22-40.

Simmel, L. L., Berger, P. D. (2000). The Art of the Ask: Maximizing Verbal Compliance in Telefundraising. Journal of Interactive Marketing, 14 (3), 12-40.

Conference Presentations

Simmel, L. L., Anderson, C. D. (2009). "Quantifying the Value of Information Services in Law Libraries."

Simmel, L. L., Anderson, C. D. (2007). "Why Services Matter: Building Your Value Story and Business Case."

Simmel, L. L., Anderson, C. (2006). "Estimating the Benefit & Worth of Librarian-Provided Information Literacy Instruction to Faculty & Institutions of Higher Education."

Simmel, L. L., Anderson, C. (2006). "Making the Case for Information Literacy Instruction: Assessing Its Value to Faculty and Institutions of Higher Education."

Harmer, R., Simmel, L. L. (2005). "B2B Pricing Certification Workshop."

Simmel, L. L., Anderson, C. (2005). "Motivating Students with Discipline-Based Information Instruction: Getting Your Faculty on Board."

Simmel, L. L., Harmer, R. (2004). "Value Tennis: How to Win Price Negotiations with Savvy Customers."

Harmer, R., Simmel, L. L. (2004). "Value-Based Pricing in B-to-B Markets, Pre-Conference Workshop."

Harmer, R., Simmel, L. L. (2003). "B2B Pricing Certification Workshop."

Simmel, L. L., Harmer, R. (2003). "How to Avoid 'ConsumerThink' in B2B Marketing and Pricing Strategy."

Harmer, R., Simmel, L. L. (2003). "The Business Case Approach to Understanding and Communicating Customer Value."

Simmel, L. L., Harmer, R. (2003). "Using Your Business Case to Manage B2B Customers' Multiple Purchasing Agendas."

Simmel, L. L., Harmer, R. (2003). "Value-Based Pricing Strategies for Sustainable Profits."

Simmel, L. L., Harmer, R. (2002). "How Much Market Share Is Too Much?"

Simmel, L. L. (1997). "The Art of the Ask: Interpersonal Communication in Telefundraising."

Simmel, L. L. (1994). "Strategies for Segmented Pricing."

Simmel, L. L. (1992). "Strategies for Segmented Pricing."