Michael Hutt


View Vita


Ph. D., Michigan State University, 1975; MBA, Ohio University, 1970; B.B.A., Ohio University, 1968

Research Areas

Customer portfolio management; characteristics and skills of high-performing managers; service infusion strategies by business-to-business firms

Current Projects

Customer portfolio management project with a logistics firm and service infusion study with a global manufacturing firm

Academic Positions

Arizona State University: 1982-present. Previous Appointments: Miami University, Ohio; University of Vermont.

Career and Professional Awards; Teaching Awards

2011 Harold H. Maynard Award, Journal of Marketing; Outstanding Professor Award - Doctoral Programs, 2007; Richard Beckhard Memorial Prize, MIT Sloan Management Review, 2001

Professional Leadership

Editorial Review Boards: Journal of the Academy of Marketing Science, Journal of Strategic Marketing, Journal of Business-to-Business Marketing, Industrial Marketing Management, and Journal of Business and Industrial Marketing.

Representative Publications

Crina Tarasi, Ruth Bolton, Michael Hutt, and Beth Walker, "Balancing Risk and Return in a Customer Portfolio," 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)

Michelle Steward, Beth Walker, Michael Hutt, and Ajith Kumar, "Coordination Strategies of High-Performing Salespeople: Internal Working Relationships that Drive Success," Journal of the Academy of Marketing Science 38 (October 2010), 550-566.

Michelle Steward, Beth Walker, Michael Hutt, and Ajith Kumar, "Role Identity of High-Performing Account Managers," Journal of Business and Industrial Marketing 24 (2009, 7) 463-473.

Michael Hutt, "Engaging Corporate Partners to Bridge the Theory-Practice Gap," Journal of Supply Chain Management 44 (May 2008), 68-72.

Michael Hutt. and Thomas Speh, "Cross-Functional Relationships in Business Marketing: The Skills of High-Performing Managers," Journal of Business-to-Business Marketing, 14, No. 1, 2007, pp. 75-94.

Michael Hutt and Beth Walker, "A Network Perspective of Account Manager Performance," Journal of Business and Industrial Marketing 21 (Issue 7, 2006), 466-473.

John Barnes, Donald Jackson, Michael Hutt, and Ajith Kumar, "The Role of Culture Strength in Shaping Sales Force Outcomes," Journal of Personal Selling & Sales Management,  26, Summer, 2006, 255-270.

Michael Hutt and Thomas Speh, Business Marketing Management: B2B, 11th Edition (Mason, OH: South-Western Cengage Learning, 2013).