Peter Kaufman

Professor

Office

SFHB State Farm Hall of Business

Office Phone

(309) 438-8995office
phone

pkaufma@ilstu.eduemail

About
Education
Awards & Honors
Selected Research

Biography

Prior to joining academia, Dr. Kaufman worked in sales for Nabisco Biscuit Company. In this capacity he managed territories and developed and implemented store level sales promotions. On a Fulbright, he gained international experience working in planning for DuPont in Mexico City and separately as a Thomas J. Watson Fellow spent one year in Mexico interviewing executives and government officials regarding their perceptions of free trade.

At the university he has been a co-director on a U.S. Department of Education grant and was also awarded a Small Business Administration grant to promote international business education at Illinois State University. These grant monies total $250,000. Most recently he has co-created interdisciplinary minors in Business Environment & Sustainability and Analytics.

Through classes and grant sponsored activity, he has consulted extensively with U.S. companies in the following areas: automobiles, packaging, eye-wear, chemicals, agriculture, beverages, medical devices, air filtration, and construction.

Dr. Kaufman's teaching/research interests include Marketing Strategy, International Marketing, Sustainability, and Career Management.

He has received several awards which include the following:

Wilma Jean Alexander Innovation Award (College of Business) (2008)American Marketing Association Prentice Hall Solomon-Marshall-Stuart Award for Innovative Excellence in Education (national) (2008)Outstanding Team Research Award (university-wide) (2012) MBA Professor of the Year (College of Business) (2012, 2017, 2021) and the Amar Kamath Faculty Innovation Award (College of Business) (2012, 2014).

He has presented his research at conferences organized by the American Marketing Association and the Marketing Science Institute and has published research in leading marketing journals such as the Journal of the Academy of Marketing Science, Journal of Marketing, and the Journal of Marketing Research.

Current Courses

MBA 430.001 Advanced Marketing Management

MBA 430.002 Advanced Marketing Management

FIL 299.002 Independent Honor Study

MKT 299.002 Independent Honor Study

MKT 287.001 Independent Study

IDS 310.001 Innovation Consulting Community

IDS 310.002 Innovation Consulting Community

IDS 410.001 Innovation Consulting Community

IDS 410.002 Innovation Consulting Community

MKT 338.002 Strategic Marketing Management

MBA 430.001 Advanced Marketing Management

MBA 430.002 Advanced Marketing Management

HON 285.006 Honors Undergraduate Research I

MKT 299.001 Independent Honor Study

MKT 287.001 Independent Study

IDS 310.001 Innovation Consulting Community

IDS 310.002 Innovation Consulting Community

MKT 190.004 Marketing Fundamentals And Career Choices

Teaching Interests & Areas

Dr. Kaufman's teaching interests include Marketing Strategy, International Marketing, Sustainability, and Career Management.

Research Interests & Areas

Dr. Kaufman's research interests include Marketing Strategy, International Marketing, Sustainability, and Career Management.

MA International Relations

Tufts University

PhD Marketing

University of South Carolina

MBA Marketing

University of Florida

BS Marketing

Babson College

ISU Campus Hero

2024

Outstanding MBA Professor

ISU MBA Program

2021

Case Study - ICC

Academic Impressions

2017

MBA Professor of the Year

MBA Program

2017

Amar Kamath Faculty Innovation Award

College of Business

2014

Grants and Contracts

Provost Innovation and Enhancement Grant: Design Thinking @ ISU Collaboration Space

Rick Norman Valentin, Peter Kaufman, Jim Jones, Rose Marshack

Provost's Office. October 15 2022 - June 30 2023

$100,000 Developing Export Plans for Participating Illinois Businesses

Peter Andrew Kaufman

U.S. Small Business Administration. 2009 - 2009

Business And International Education (BIE) Program

Peter Andrew Kaufman

GOV-Department of Education (DE). 2007 - 2007

Establishing Partnerships Between ISU & IL Businesses to Develop Export Capabilities

Peter Andrew Kaufman, Iris Varner, Mark Hoelscher

COB RSP Research & Scholarship Development Grant Program. 2006 - 2006

Relational and Economic Antecedents to Retailer Sales Promotion Participation

Peter Andrew Kaufman, David Wallace

University Research Grant (URG). 2006 - 2006

Conference Proceeding

Relational And Economic Antecedents to Trade Promotion Success

Wallace, D., & Kaufman, P.

Society for Marketing Advances (SMA) Conference, (2018)

Experiential Learning and Value Co-Creation In the Classroom: A New Examination Using Social Media Monitoring

Donovan, L., Ishida-Lambert, C., & Kaufman, P.

Academy of Marketing Science Annual Conference, (2017)

The creation of videos by marketing students: An exploration of attitudes and motivations in a capstone course. Creating marketing magic and innovative future marketing trends: Proceedings of

Kaufman, P., Lambert, C., Donovan, L., & Kaufman, K.

Academy of Marketing Science Conference, (2016)

Building Student Professional Confidence via Conference Calling Experience

Kaufman, P., Langrehr, F., & Melton, H.

Marketing Management Association, (2011)

Developing Career Management Competency through Alumni Mentoring

Kaufman, P., & Langrehr, F.

Marketing Education Conference, (2008)

How Does a Country's Foreign Policy Influence Global Brand Equity and the Willingness to Purchase Global Brands?

Kaufman, P., & Langrehr, F.

American Marketing Association Winter Educators' Conference, (2007)

Wallace, D.W., & Kaufman, P. (2018). Relational and Economic Antecedents to Trade Promotion Success.

Wallace, D., & Kaufman, P.

Society for Marketing Advances (SMA) Conference, West Palm Beach, Florida.

Journal Article

Fostering Value Co-Creation using an Agency-Style Client Project in Marketing Education"

Ishida-Lambert, C., Kaufman, P., Gibson, M., & Hunter, G.

Journal of Marketing Education, (2025)

Design Thinking in the University and the Business Classroom: A Collaborative Search for Solutions

Kaufman, P., Hartman, N., Valentin, R., Hunter, G., Jones, J., Zamudio, M., LaMont, R., & Baldauf, K.

Business Education Innovation Journal, 16 (1), 222-235, (2024)

Warhol Speaks: How One Museum Leverages Communications Strategies to Engage in an Era of Innovation and Value Creation

Kaufman, K., & Kaufman, P.

Atlantic Marketing Journal, 13 (2), 1-18, (2024)

The Service Contracts Model Act: A Quarter Century and Counting — What Now?

Pope, N., Ishida, C., & Kaufman, P.

Journal of Insurance Regulation, (November), 2-21, (2022), 10.52227/25541.2022

Professional Athletes’ Social Media Use and Player Performance: Evidence from the National Football League

Lim, J., Donovan, L., Kaufman, P., & Ishida, C.

International Journal of Sport Communication, 14 (1), 33-59, (2021), https://doi.org/10.1123/ijsc.2020-0055

The Role of Competency Based Education in Higher Education: The Process of Tuning the Marketing Discipline

Kaufman, P., Cartwright, D., & Gore, K.

Business Education Innovation Journal, 11 (1), 16, (2019)

The Use of Extracurricular Interdisciplinary Project-Based Teams in Higher Education as a Catalyst for Actionable Knowledge

Kaufman, P., Hartman, N., Jones, J., Saripalle, R., & Smudde, P.

Business Education Innovation Journal, 11 (1), 126-136, (2019)

Marketers Understanding Engineers and Engineers Understanding Marketers: The Opportunities and Constraints of a Cross-discipline Course Using 3D Printing to Develop Marketable Innovation

Kaufman, P., Reifschneider, L., Langrehr, F., & Kaufman, K.

Marketing Education Review, 25 (3), 259-273, (2015)

The Role of Relational Embeddedness in New Product Selection by Retail Buyers

Kaufman, P., Jayachandran, S., & Rose, R.

Journal Of Marketing Research, XLIII, 580-587, (2006)

The Role of Relational Information Processes and Technology Use in Customer Relationship Management

Jayachandran, S., Sharma, S., & Kaufman, P.

Journal Of Marketing, (69), 177-192, (2005)

Customer Response Capability in a Sense-and-Respond Era: The Role of Customer Knowledge Process

Jayachandran, S., Hewett, K., & Kaufman, P.

Journal Of The Academy Of Marketing Science, 32 (3), 219-233, (2004)

Presentations

Design Thinking in the Classroom: Teaching Empathy

Peter Andrew Kaufman

2023 Teaching & Learning Symposium ISU, Normal Illinois, January 11, 2023

Quantitative anxiety and insights for preparing students for data-driven marketing jobs

Chiharu Ishida-Lambert, Pui Ying Tong, Peter Andrew Kaufman

Academy of Marketing Science Annual Conference, Monterey, CA, May, 2022

Authentic New Product Development Instruction Made Possible with Low-Fidelity and Lower-Cost Rapid Prototyping

Lou Reifschneider, Peter Andrew Kaufman

Normal Illinois, , 2014

Student Success and the Marketing Discipline Tuning Initiative

Rick Bonsall, Debi Cartwright, Karen Gore, Peter Andrew Kaufman

Minneapolis Unknown, September, 2012

Extended Warranties vs. Extended Service Plans: A Comparison of Consumer Perception and Purchasing Behavior

Chiharu Ishida, Peter Andrew Kaufman, Nat Pope, Frederick Langrehr

Hawaii Unknown, January, 2012

Developing and Marketing 'Green' Products: A Business and Engineering Technology Collaboration

Peter Andrew Kaufman, Lou Reifschneider

Normal Illinois, , 2011

Interdiscipinary Team-Based Local Sustainability Efforts: Green Light on Energy Efficiency

Peter Andrew Kaufman, Tom Bierma, Lou Reifschneider, Dale Fitzgibbons

Normal Illinois, , 2011

Global Brand Licensing: The Impact of Two-Sided Moral Hazard on Royalty Rates - Received Top 10% Award

Peter Andrew Kaufman, Satish Jayachandran, Kelly Hewett

Milan Italy, July, 2008

The Path: From Idea to Funding

Peter Andrew Kaufman, Mark Hoelscher, Iris Varner

Normal Illinois, May, 2008

The Export Project: A Cross-Campus Collaborative Effort

Peter Andrew Kaufman, Mark Hoelscher, Iris Varner

Normal Illinois, January, 2008

Liberalization of India's Retail Sector: An Opportunity for Foreign Retailers?

Peter Andrew Kaufman

Chicago Illinois, April, 2007

Supermarket Category Managers Evaluations of New Products: Does Newness Make a Difference?

Peter Andrew Kaufman, Frederick Langrehr

Bentonville Arkansas, April, 2006

Building Alliances Through Global Entrepreneurship

Peter Andrew Kaufman, Iris Varner

Bloomington Illinois, January, 2006

The Influence of Buyer-Seller Relationships on New Product Selection

Peter Andrew Kaufman, Satish Jayachandran, Randy Rose

New Haven Connecticut, , 2004

Customer Knowledge, Organizational Risk Propensity, and Customer Response Capability

Satish Jayachandran, Kelly Hewett, Peter Andrew Kaufman

Orlando Florida, , 2003

Does the Persuasive Impact of a PSA Affect the Brand?

Peter Andrew Kaufman, Randall L. Rose, Matthew J. Bernthal

Orlando Florida, , 2003

Retailer Acceptance of New Products: A Relational Perspective

Peter Andrew Kaufman

San Diego California, , 2002