James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management at the Kellogg School of Management, Northwestern University. Professor Anderson joined the faculty of the Kellogg School in 1984 as an assistant professor of marketing. In 1987, he was named the first to hold the Kellogg School’s newly-endowed William L. Ford Distinguished Chair in Marketing and Wholesale Distribution.

Professor Anderson teaches the graduate-level course in business marketing. He is a faculty member of the Executive Master’s Program and teaches in a number of executive development programs at the Kellogg School. He is the program director of the Business Marketing Strategy executive program. He has consulted and provided seminars for a number of companies in North America, South America, Europe, Asia, and Australia, such as American Express, ARCADIS, bioMérieux, Orkla, ExxonMobil, FEMSA Empaque, GE, International Paper, Johnson & Johnson, 3M, Microsoft, and PPG Industries. He is Principal of James C. Anderson LLC, an international management consulting firm focusing on implementing customer value management at client firms.

Professor Anderson’s research interests are in constructing persuasive value propositions in business markets, and measurement approaches for demonstrating and documenting the value of market offerings. He has written more than 40 journal articles, including five published in Harvard Business Review. He has been named a Highly Cited Researcher by the Institute for Scientific Information (ISI), a recognition given to the upper one-half of one percent of the more than 5 million researchers indexed in the ISI database. His management practice book, Value Merchants: Demonstrating and Documenting Superior Value in Business Markets, was published in November, 2007 by Harvard Business School Press. He also has co-authored the book, Business Market Management: Understanding, Creating and Delivering Value, which was published in its third edition in June, 2008 by Pearson Prentice Hall. He is a member of the editorial boards of the Journal of Business-to-Business Marketing and Journal of Strategic Marketing, and has served on the editorial boards of the Journal of Applied Psychology and Journal of Marketing Research. He is a Fellow of the American Psychological Association.

Professor Anderson is the Irwin Gross Distinguished ISBM Research Fellow at the Institute for the Study of Business Markets and is a member of its advisory board. He also is a visiting research professor at the School of Business, Public Administration, and Technology, University of Twente, The Netherlands. He has been a visiting research professor at Eindhoven University of Technology, the Netherlands, and at Uppsala University and Stockholm School of Economics, Sweden. He also has been vice president of the business marketing division of the American Marketing Association (AMA) and a member of the board of directors of the AMA.

Professor Anderson came to Kellogg after three years as a member of the marketing faculty of the University of Texas at Austin. Prior to that, from 1978 to 1981, he worked as a senior research psychologist in the corporate marketing research division of E.I. duPont de Nemours and Company, Inc. He earned his Ph.D. in Psychology from Michigan State University in 1978.

Business to Business Markets
Distribution Channels
Marketing Strategy/Planning/Policy
Measurement Techniques