Faculty & Research

Robert E. Spekman

Robert E. Spekman, Tayloe Murphy Professor of Business Administration Emeritus

  • BS, University of Massachusetts, Amherst; MBA, Syracuse University; PhD, Northwestern University
Phone: +1-434-924-4860
E-mail: SpekmanR@virginia.edu


Robert E. Spekman, Tayloe Murphy Professor of Business Administration Emeritus, is an internationally recognized authority on business-to-business marketing, supply chain/channels management and strategic alliances. His consulting experiences include marketing research and competitive analysis, strategic market planning, supply chain management, channels of distribution design and implementation, and strategic partnering. In addition to teaching MBA courses, his executive program experience includes teaching general marketing strategy, sales force management, channels strategy, creating strategic alliances and business-to-business marketing strategy. He has edited or written seven books and is co-author of over 100 articles and papers.

Spekman, who joined the Darden faculty in 1991, previously taught at the University of Southern California, the University of Maryland and the Norwegian School of Business Administration and Economics. In 1995, Spekman was made an inaugural ISBM Fellow in recognition of his contributions to research, scholarship and education in the study of business-to-business markets.


Articles and Books

Robert E. Spekman, Joe Spear and John Kamauff, "Supply Chain Competence: Learning as a Key Component," Supply Chain Management, Vol. 71, 41-55, 2002. Received the 2003 MCB awards for excellence as the most outstanding paper in the journal.

C.J. Lambe, R.E. Spekman, and Shelby Hunt, "Alliance Competence, Resources and Alliance Success: Conceptualitzation, Measurement and Initial Test," Journal of the Academy of Marketing Science, Vol. 30, No. 2, 114-158, 2002.

 D. Eric Boyd and Robert Spekman, "The Market Value Impact of Indirect Ties within Technology Alliances," Journal of the Academy of Marketing Science, Vol. 36, 2008, 488-500.

Stephen Melnyk, Ed Davis, Robert Spekman and Joe Sandor, "Outcome Driven Supply Chains," Sloan Management Review, Winter 2010, Vol. 51 (2), 33-38.

Boyd, D. Eric and Robert E. Spekman (2010), "The Licensing of Marketing Control Rights in Technology Alliances: A Shareholder Perspective," Journal of Product Innovation Management, 27 (4), 593-605.

Robert E. Spekman, Lynn Isabella, Thomas MacAvoy and Theodore Forbes (1997), "Alliances and Partnership Strategy," Cambridge, MA: ICEDR.

Robert Bruner, Mark Eaker, R. Edward Freeman, Robert Spekman, Elizabeth O. Teisberg (1997), "The Portable MBA, 3rd edition," New York, NY: John Wiley and Sons. The fourth edition was released in Feb. 2003.

Robert E. Spekman and Lynn A. Isabella with Thomas MacAvoy, "Alliance Competence Maximizing the Value of Your Partnerships," New York: John Wiley and Sons, 2000.

Edward W. Davis and Robert E. Spekman, "The Extended Enterprise: The Key to Supply Chain Alliances, Partner Leverage, and Competitive Advantage," New York, Prentice Hall Financial Times, Fall 2003

Olaf Ploetner and Robert Spekman (eds.), "Bringing Technology to Market," John Wiley and Sons, Germany 2006.


Business-to-Business Marketing
Channels of Distribution and Go-to-Market Strategies
Marketing Planning Process
Managing the Interface Between Marketing and Sales
Strategic Alliances/Partnerships
Strategic Planning
Strategic Procurement Planning and Supply Chain Management
Telecommunications, Aerospace and Pharmaceutical Industries

Executive Education Courses

Business-to-Business Marketing Program
Marketing Channels: Design, Implementation and Evaluation
Marketing and Sales Executive Program
Strategic Alliances Program
Strategic Sales Management
Strategic Marketing Management


My major research interests are in the general area of B2B marketing. However, my research spans three separate but somewhat related areas: strategic alliances, supply chain management, and B2B marketing strategy with a focus on strategy development and channels management. I am interested in “messy” business problems that cross business functions and rely on a multi-disciplinary approach to problem solving. If the problem involves understanding a relationship among organizations, I have an interest.

Featured Video

Darden Executive Education - Supply Chain Strategy

Join Darden Professor Robert Spekman and learn about the role supply chains play in successful organizations.