Kenneth Le Meunier-FitzHugh


  • 0.18 Thomas Paine Study Centre

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Personal profile



I am an Associate Professor in Marketing and Sales Management and my areas of interest include Marketing Strategy, Sales Management, and Sales and Marketing Collaboration. I obtained my PhD from the Warwick Business School, University of Warwick, in Marketing and Strategic Management. Before becoming an academic I spent 20 years working in senior roles in a range of organisations including Yamaha and Thorn/EMI. Prior to joining the Norwich Business School, I held posts at Cranfield School of Management and Birkbeck, University of London, and have been a visiting lecturer at the LSE, King's College London, and St Andrews University. I continue to be an Associate Fellow at Warwick Business School.

I have published several articles in key academic journals, including the Industrial Marketing Management, Journal of Business Research, Journal of Personal Selling and Sales Management, European Journal of Marketing and Thunderbird International Business Review. I co-edited The Oxford Handbook on Strategic Sales and Sales Management with David Cravens and Nigel Piercy, and wrote Creating Effective Sales and Marketing Relationships  with Leslie Le Meunier-FitzHugh in 2015. Achieving a Strategic Sales Focus: Contemporary issues and Future Challenges with Tony Douglas in 2016 and revised a bestselling textbook on Selling and Sales Management in 2019. My most recent project was Marketing A Very Short Introduction is published by Oxford University Press.

I am a member of Parliamentary Advisory Committee on Sales. The remit of the committee is to work with and advise the All-Party Parliamentary Advisory Group (APPG) on Sales to create a wider awareness of the critical importance of the sales profession to the economy in the UK. 

Key Research Interests

My research interests include service-dominant logic, sales management, strategic marketing and strategic sales. To date, I have focused on improving the interface between the sales and marketing functions, from both marketing and management points of view. I have a number of publications in academic journals, including the Journal of Personal Selling and Sales Management, European Journal of Marketing, Industrial Marketing Management and Journal of Marketing Management. I have over 30 peer reviewed academic papers and am a member of the American Marketing Association and the Academy of Marketing Science. Over the past five years, I have presented papers at a number of national and international conferences. I have also written and edited six books on sales and marketing, including three for Oxford University Press.

Teaching Interests

I teach on both the MSc and MBA programmes, including the following modules: Integrated Marketing Communications, and Marketing Strategy. In the past he has taught modules on Sales Management, International Marketing and B2B Marketing. I am an experienced dissertation supervisor (MSc) and have supervised and examined a number of PhDs.

I would be happy to hear from anyone who is interested in undertaking a PhD in the fields of strategic marketing and/or strategic sales.

Academic Background

Prizes and Awards

2008 The Marvin Jolson Award for the best contribution to selling and sales management practice by the Journal of Personal Selling & Sales Management for a paper entitled "Does Collaboration between Sales and Marketing affect Business Performance?".

2010 American Marketing Association Winter Marketing Educators' Conference - Awarded best paper in track (Sales and Customer Relationship Marketing) entitled "Conceptualizing Trust in the Relationship between Sales and Marketing and the Customer".

2011 American Marketing Association Summer Marketing Educators' Conference - Awarded best paper in track (Service Marketing) entitled "Conceptualizing the impact of Trust on Value Co-Creation in Interpersonal Customer-Service Provider Relationships".

2020 Honourable Mention James M. Comer Award for the Best Contribution to Selling and Sales Management Theory in Journal of Personal Selling & Sales Management for a paper entitled “Sales Profession and Professionals in the Age of Digitization and Artificial Technologies: Concepts, Priorities, and Questions”.

Education/Academic qualification

Doctor of Philosophy, University of Warwick

Award Date: 1 Jan 2006


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