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Poh-Lin Yeoh

Professor, Marketing
Ph.D., Michigan State University, 1992
Office: Morison Hall 276 | 781.891._2261 | pyeoh@bentley.edu
                       


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Bio

Primary teaching interests are entrepreneurship, export marketing, and international marketing strategy. Current research interests include brand extensions in international marketing, exporting entrepreneurship and export performance, and information acquisition and firm performance. Has published articles in Strategic Management Journal, European Journal of Marketing, Industrial Marketing Management, Journal of Global Marketing, Journal of Public Policy and Marketing, and International Business Review. Previously taught at University of South Carolina, National University of Singapore and Michigan State University.

Teaching Interests

International Marketing Marketing Management Marketing Research Integrated Business Fubctions

Research Interests

Newly Internationalization strategies and success factors; Marketing Management; Entrepreneurship and family firm internationalization

Professional Memberships

Academy of International Business
American Marketing Association
Society for Marketing Advances
Aacdemy of Marketing Science

Awards and Honors

2012, 2012 Top 10 cIted artIcles from the Journal of Marketing theory and Practice, Volumes 16–20 (2008–2012), Journal of Marketing Theory and Practice
2010, Best Reviewer Award, AIB Conference, San Diego
2010, Nominated to serve in the Editoral Board of Journal of Marketing Theory and Practice, Society of Marketing Advances
2009, Best Reviewer Award, AIB Conference, San Diego, CA
2006, 7th rank most cited Journal of International Marketing article
2006, Outstanding paper awarded by Emerald LiteratiNetwork for the (2005) paper, "A Conceptual Framework for Antecedents of Information Search in Exporting: Importance of Ability and Motivation," International Marketing Review
2000, Best Paper Award, Marketing Education Track, Society for Marketing Advances Conference
1998, Best Paper Award, International and Cross-Cultural Track, American Marketing Association Summer Educators' Conference

Publications

Journal Article(s)
Yeoh, P. What do Small-sized Buyers Want From Their Relationships with Optical Buying Groups? Understanding the Role of Environmental Uncertainty, Embeddedness, and Commitment Journal of Small Business and Entrepreneurship Development. Forthcoming

Yeoh, P. (2014). Internationalization and Performance Outcomes of Entrepreneurial Family SMEs: The Role of Outside CEOs, Technology Sourcing, and Innovation. Thunderbird International Business Review, 56 (1), 77-96. (link)

Yeoh, P., Eshghi, A., Woolford, S. W., Butaney, G. T. (2014). Consumer Response to Service Recovery in Online Shopping. Journal of Services Research, 14 (2).

Yeoh, P. (2011). Location choice and the internationalization sequence: Insights from Indian pharmaceutical companies. International Marketing Review, 28 (3), 291-312. Forthcoming (link)

Yeoh, P. (2009). Realized and Potential Absorptive Capacity: Understanding Their Antecedents and Performance in a Sourcing Context. Journal of Marketing Theory and Practice, 17 (1). Forthcoming (link)

Yeoh, P. (2009). Understanding Health, Culture, and Empowerment in a Disability Context. International Journal of Pharmaceutical and Healthcare Marketing, 3 (2), 96-117.

Yeoh, P. (2008). Earning the Doctoral Degree: An Example of Relationship Marketing. Academy of International Marketing, 19.

Yeoh, P. (2005). Antecedents of Information Acquisition Among Exporting Firms: The Role of Ability and Motivation to Search. International Marketing Review, 22 (2), 165-198.

Yeoh, P. (2004). International Learning: Antecedents and Performance Implications Among Newly Internationalizing Companies in an Exporting Context. International Marketing Review, 21 (4/5), 511-535.

Yeoh, P. (2002). International Business Education: Identifying the Emergent Topics in International Business and Their Relevance for Knowledge Development. Journal of Teaching in International Business, 13 (2), 7-27.

Yeoh, P. (2000). Information Acquisition Activities: A Study of Global Start-up Exporting Companies. Journal of International Marketing, 8 (3), 36-60.

Yeoh, P., Roth, K. (1999). An Empirical Analysis of Sustained Advantage in the U.S. Pharmaceutical Industry: Impact of Firm Resources and Capabilities. Strategic Management Journal, 20, 637-53.

Yeoh, P. (1995). Speed to Global Markets: An Empirical Analysis of New Product Success in the Ethical Pharmaceutical Industry. European Journal of Marketing, 28 (11), 29-49.

Yeoh, P., Cavusgil, S. T., Mitri, M. (1995). Selecting Foreign Distributors: An Expert Systems Approach. Industrial Marketing Management, 24, 297-304.

Yeoh, P., Jeong, I. (1995). Contingency Relationships Among Entrepreneurship, Export Channel Structure, and Environment: A Proposed Conceptual Model of Export Performance. European Journal of Marketing, 29 (8), 95-115.

Yeoh, P., Cavusgil, T. (1994). Public Sector Promotion of Export Activity: An Assessment and Directions for Future. Journal of Public Policy and Marketing, 13 (1).

Yeoh, P. (1994). Entrepreneurship and Export Promotion Programs: Engines of Creative Destruction" Advances in International Marketing. Advances in International Marketing, 3, 46-68.

Yeoh, P., Calantone, R. (1994). An Application of the Analytical Hierarchy Process in International Marketing: Selection of Foreign Distributor. Journal of Global Marketing, 8 (3).

Yeoh, P., Cavusgil, T., Yaprak, A. (1993). A Decision Making Framework for Global Sourcing. International Business Review, 2 (2), 143-156.

Conference Proceeding(s)
Yeoh, P. (2008). The Effects of Functional Capabilities and Structural Factors on Firm's Product and Process Technology Emphasis. , American Marketing Association Summer Educators'.

Yeoh, P. (2006). Understanding the Antecedents and Outcomes from Potential and Realized Absorptive Capacity. , Academy of International Business.

Yeoh, P. (2006). The Role of Absorptive Capacity and Knowledge Internalization in Sourcing Performance: A Supplier's Perspective. , American Marketing Association.

Yeoh, P. (2005). Disability and Sports: Application of the Empowerment Concept. , Society for Marketing Advances.

Conference Presentations

Yeoh, P. (2010). "Upgrading Trajectories: Impact of Strategic Orientation and Extra- and Intra-Industry Ties on Process and Intra-chain Upgrading among SMEs." Presented at the Academy of International Business (AIB)'s Academy of International Business Conference , Rio de Janeiro, Brazil.

Yeoh, P. (2008). "The Effects of Functional Capabilities and Structural Factors on Firm's Product and Process Technology Emphasis." Presented at the American Marketing Association Summer Educators', San Diego, California.

Yeoh, P. (2006). "Understanding the Antecedents and Outcomes from Potential and Realized Absorptive Capacity." Presented at the Academy of International Business, Beijing, China.

Yeoh, P. (2006). "The Role of Absorptive Capacity and Knowledge Internalization in Sourcing Performance: A Supplier's Perspective." Presented at the American Marketing Association, Chicago, Illinois.

Yeoh, P. (2005). "Disability and Sports: Application of the Empowerment Concept." Presented at the Society for Marketing Advances, San Antonio.

Yeoh, P. (2002). "Internationalization, Organizational Learning, and New Venture Success: A Contingency Perspective." Presented at the Society for Marketing Advances, St. Petersburg.

Yeoh, P. (2001). "Exporting Entrepreneurship as a Source of Competitive Advantage: Understanding the Differential Impact of Proactiveness, Risk-taking, and Innovativeness on Firm Performance." Presented at the Society for Marketing Advances, New Orleans.

Yeoh, P. (2000). "Antecedents of Information Search Among Exporting Companies: The Role of Ability and Motivation to Search." Presented at the Academy of Marketing Science, Montreal.

Yeoh, P. (2000). "Enhancing Knowledge Development in International Business: Perspectives from Academic Professionals." Presented at the Society for Marketing Advances, Orlando.

Yeoh, P. (1998). "Antecedents and Performance Implications of Information Search Among Exporting Companies." Presented at the American Marketing Association Summer Educators' Conference, Boston.

Yeoh, P. (1996). "Entrepreneurship and Export Performance Among Small and Medium-sized Companies." Presented at the Academy of International Business, Calgary, Canada.

Yeoh, P., Blumentritt, T. (1996). "The Use of Personal and Secondary Sources of Information Among Small and Medium-sized Exporting Companies: The Impact of Cultural and Administrative Heritage." Presented at the Academy of International Business, Calgary.

Yeoh, P., Jeong, I. (1996). "Contingency Relationships Among Entrepreneurship, Organizational Structure, and Environment: A Proposed Conceptual Model of Export Performance." Presented at the American Marketing Association Summer Educators Conference, San Diego.

Yeoh, P. (1995). "Do Government Regulations Hurt New Product Introductions?: The Case of Drug Lags in the U.S. Pharmaceutical Industry" Presented at the Academy of International Business, Seoul, South Korea.

Yeoh, P., Jeong, I. (1995). "Contingency Relationships Among Entrepreneurship, Organizational Structure, and Environment: A Proposed Conceptual Model of Export Performance." Presented at the American Marketing Association Summer Educators Conference, San Diego.

Yeoh, P. (1994). "Factors in Product Innovation: An Illustration from the Pharmaceutical Industry." Presented at the The Sixth Bi-Annual World Marketing Congress, Istanbul, Turkey.

Yeoh, P. (1993). "Entrepreneurship and Export Promotion Programs: Engines of Creative Destruction." Presented at the First Symposium of the Consortium for International Marketing Research, East Lansing, Michigan.

Yeoh, P. (1992). "Sources of Global Competitiveness in the U.S. Pharmaceutical Industry." Presented at the American Marketing Association Summer Educators Conference, San Diego.

Yeoh, P., Cavusgil, T., Yaprak, A. (1991). "A Decision-Making Framework for Global Sourcing." Presented at the American Marketing Association Winter Educators Conference, Orlando.

Yeoh, P., Cavusgil, T. (1991). "Theory-Building in International Marketing: The Eclecticism Continue." Presented at the American Marketing Association Winter Educators Conference, Orlando.

Service

Department Service
Committee Member for Scholarly Activity , 2013 - 2014

University Service
GB320 Course Coordinator for GB320 Coordinator, 2014 - 2014
Committee Member for Teaching and Scholarly Activities, 2014 - 2014

Professional Service
Reviewer, Journal Article for International Marketing Review, 2014 - Present
Editorial Review Board Member for Journal of Marketing Theory and Practice, 2014 - 2014
Reviewer, Conference Paper for Academy of International Business Conference, 2014 - 2014