Michael D. Hutt is Professor Emeritus of Marketing at the W. P. Carey School of Business. He has also held faculty positions at Miami University (Ohio) and the University of Vermont. Dr. Hutt's teaching and research interests are concentrated in the areas of business-to-business marketing and strategic marketing. His most recent research centers on the marketing-finance interface, particularly the application of financial portfolio theory to customer management. Dr. Hutt's research has been published in the Journal of Marketing, Journal of Marketing Research, MIT Sloan Management Review, Journal of the Academy of Marketing Science, Journal of Business-to-Business Marketing, and other scholarly journals. From this research program, Dr. Hutt was the recipient of the Hunt/Maynard Award at the Journal of Marketing, the Richard Bechard Prize and MIT Sloan Management Review, and the Best Article Award at the Journal of Business-to-Business Marketing.
He is also the co-author of Business Marketing Management: B2B, now in its 13th edition (Cengage, 2023). A market leader for over four decades, the B2B volume remains a popular and widely-adopted text among U.S. and European universities.
An active contributor to the doctoral program and an engaging mentor for doctoral students, Professor Hutt served on 33 dissertation committees, 17 as Chair. Through a unique corporate research partnership model created with colleagues within the W. P. Carey Center for Services Leadership, doctoral students were provided with ready access to senior marketing executives for exploring strategy priorities, refining research questions, and implementing ambitious dissertation studies. Fortune-500 companies, from IBM to Honeywell and AT&T to American Express, provided the context, access to rare data, and funding for nearly all of the doctoral dissertations that Dr. Hutt chaired. Collectively, the studies demonstrate how a corporate research partnership model can effectively bridge the theory-practice gap.
- Ph.D. Michigan State University
- M.B.A. Ohio University
- B.B.A. Ohio University
Research
Selected Publications
Articles:
“Bridging the Theory-Practice Gap in Business Marketing: Lessons from the Field,” Michael D. Hutt and Beth A. Walker, Journal of Business-to-Business Marketing,” 22 (January 2015), 67-72. (Winner, Annual Best Article Award at Journal of Business-to-Business Marketing).
“Balancing Risk and Return in a Customer Portfolio,” Crina O. Tarasi, Ruth N. Bolton, Michael D. Hutt, and Beth A. Walker, Journal of Marketing 75 (May 2011), 1-17.
(Winner, Harold H. Maynard Award, recognizing article that makes the most significant contribution to marketing theory and thought within calendar year)
“Balancing Risk and Return in a Customer Portfolio: A Reply,” Crina O. Tarasi, Ruth N. Bolton, Michael D. Hutt, and Beth A. Walker, Journal of Marketing 75 (May 2011), 23-26.
“Coordination Strategies of High-Performing Salespeople: Internal Working Relationships that Drive Success,” Michelle Steward, Beth Walker, Michael Hutt, and Ajith Kumar, Journal of the Academy of Marketing Science, 38 (October 2010), 550-566.
“Role Identity of High-Performing Account Managers,” Michelle Steward, Beth Walker, Michael D. Hutt, and Ajith Kumar, Journal of Business and Industrial Marketing, 24 (2009, 7), 463-473.
“Engaging Corporate Partners to Bridge the Theory-Practice Gap,” Michael D. Hutt, Journal of Supply Chain Management, 44 (May 2008), 68-72.
Books
Business Marketing Management: B2B, 13th Edition, Michael Hutt, Thomas Speh, and K Douglas Hoffman (Mason, OH: Cengage, 2023).
Business Marketing Management: B2B, 12th Edition, Michael Hutt and Thomas Speh (Mason OH: Cengage). (1981, 1985, 1989, 1992, 1995, 1998, 2001, 2004, 2007, 2010, 2013, 2017).
Chapters
“Financial Portfolio Theory and Customer Management: Insights and Research Directions,” Michael Hutt, Crina Tarasi, and Beth Walker, in Handbook of Marketing and Finance, Shankar Ganesan and Sundar Bharadwaj, eds. (Edward Elgar Publishing Ltd., 2012).
Marketing: Best Practices, Chapter 6: “Business-to-Business Marketing,” Michael Hutt and Thomas Speh (Mason, OH: Thomson South-Western, 2000, 2003, 2004).
HONORS
Best Article Award, Journal of Business-to-Business Marketing (2015)
2011 Harold H. Maynard Award, Journal of Marketing
Outstanding Professor–Doctoral Programs (2007)
College of Business Distinguished Faculty Researcher Award, 1991
Student Affairs Recognition Award, 1990; 1992
Finalist, Graduate College Student Mentoring Award, 1993
Davis Distinguished Professor of Marketing (1996-2000)
Ford Motor Company Distinguished Professorship (2000-2014)
Richard Beckhard Memorial Prize, Volume 41 of MIT Sloan Management Review (2001)
John W. Teets Outstanding Teaching Award Nominee (2001)
Professional Service
Member, Editorial Review Boards
Journal of Marketing, 1996-2002
Journal of the Academy of Marketing Science
Journal of Business-to-Business Marketing
Journal of Strategic Marketing
Journal of Business and Industrial Marketing
Industrial Marketing Management
Journal of Macromarketing, 1982-1990
Ad Hoc Reviewer
Strategic Management Journal
Journal of Marketing Research
Sloan Management Review
Journal of Management Studies
Journal of Public Policy & Marketing
Journal of Personal Selling & Sales Management
Management Science
Community Service: Nonprofit Organizations
Arizona Industries for the Blind, Board of Directors, 2013-continuing
St. Vincent de Paul, Phoenix, One-at-a-Time College Scholarship Program Selection Committee: 2022-continuing
St. Vincent de Paul, Phoenix, Dental Clinic Development Advisory Committee: 2019-continuing
Consultant in the areas of marketing strategy and buyer behavior to:
- IBM
- Honeywell
- AT&T
- YRC Worldwide
- Motorola
- S.C. Johnson
- National Association of Food Chains
- Arvin Industries, Inc.