Brendan Gray - Publications
Refereed Journal Articles
Collier, A., Gray, B., & Ahn, M. (2011). Enablers and barriers to university and high technology SME partnerships. Small Enterprise Research, 18(1), 2-18.
Tanakinjal, G.H., Deans, K.R., & Gray, B.J. (2011). Intention to adopt mobile marketing: An exploratory study in Labuan, Malaysia. Asian Journal of Business Research, 1(1), 62-79.
Gray, B. J., & McNaughton, R. (2010). Knowledge, values and internationalisation: Introduction to the special edition. Journal of International Entrepreneurship, 8(2), 115-120. doi: 10.1007/s10843-010-0060-z
Gray, B. J., & Kirkwood, J. (2010). Issues in experiential entrepreneurship education: Introduction to the special edition. International Review of Entrepreneurship, 8(1), 3-18.
Gray, B. (2010). Fine tuning market oriented practices. Business Horizons, 53, 371-383. doi: 10.1016/j.bushor.2010.03.002
Tanakinjal, G. H., Deans, K. R., & Gray, B. J. (2010). Third screen communication and the adoption of mobile marketing: A Malaysia perspective. International Journal of Marketing Studies, 2(1), 36-47.
Tanakinjal, G. H., Deans, K. R., & Gray, B. J. (2010). Innovation characteristics, perceived risk, permissibility and trustworthiness in the adoption of mobile marketing. Journal of Convergence Information Technology, 5(2), 112-123. doi: 10.4156/jcit.vol5.issue2.13
Kirkwood, J., & Gray, B. (2009), From entrepreneur to mayor: Assessing the impact of the founder's changing reputation on Hubbard Foods Ltd. Australasian Marketing Journal, 17, 115-124.
Sogn-Grundvåg, G., Arne Rånes, S., Grønhaug, K., & Gray, B. (2009). Co-creating value in a retail market setting. Journal of Food Products Marketing, 15 (1) 1-14.
Browning, V., Edgar, F., Gray, B., & Garrett, T. (2009). Realising competitive advantage through HRM in New Zealand service industries. Services Industries Journal, 29(6), 741-760.
Browning, V., Edgar, F., Gray, B., & Garrett, T. C. (2009). Realising competitive advantage through HRM in New Zealand service industries. Service Industries Journal, 29(6), 741-760. doi: 10.1080/02642060902749237.
Tanakinjal, G., Deans, K. R., & Gray, B. (2007). Management of permission-based mobile marketing diffusion: A conceptual model. International Journal of Business and Management, 2(6), 52-59.
Aitken, R., Gray, B., & Lawson, R. (2008). Advertising effectiveness from a consumer perspective. International Journal of Advertising, 27(2), 279-297.
Gray, B., Matear, S., Deans, K. R., & Garrett, T. (2007). Assessing sources of competitive advantage in a service-dominant world. Australasian Marketing Journal, 15(1), 72-78.
Gray, B., Otteson, G., Bell, J., Chapman, C., & Whiten, J. (2007). What are the essential capabilities of marketers? A comparative study of managers’, academics’ and students’ perceptions. Marketing Intelligence and Planning, 25(3), 271-295.
Ottesen,G., Egenes,F.-A., Grønhaug,K., & Gray, B. (2006). Kan bedriftene lære noe nyttig av fiaskoprodukter? Økonomisk Fiskeriforskning, 16, 48-61.
Gray, B. (2006). Benchmarking services branding practices. Journal of Marketing Management, 22(7/8), 758-771.
Gray, Brendan J ., Geir Grundvåg Ottesen and Sheelagh Matear, “Disseminating Academic Research Information to Marketing Practitioners: The Receiver's Perspective,” Marketing Intelligence and Planning, 23 (2), 2005, pp. 124-135.
Ottesen, G.G., Rånes, S.A., Grønhaug, K. & Gray, B., “Produktutvikling i fiskebutikker gjennom interaksjon med forbruker, “ Økonomisk Fiskeriforskning, 15, 2005, pp.1-6.
Ottenbacher, Michael, and Gray, Brendan, “Hospitality innovations: Identifying successful practices,” Hospitality Review, 22 (2), 2004, pp.59-70.
Matear, S.M.,Garrett, T. and Gray, B.J., “Market Orientation, Brand Investment, New Service Development, Market Position and Performance for Service Organisations", International Journal of Service Industry Management, 15 (3), 2004, pp. 284-301.
Rams ey, E., Ibbotson, P., Bell, J. and Gray, B. “ A Projectives Perspective of International ‘E’-Services”, Qualitative Market Research: An International Journal, 7 (1), 2004, pp34-47.
Bell, J.D., McNaughton R and Gray, B.J. “Developing an Undergraduate International Business Program: Context, Rationale, Process and Focus”, Journal of Teaching in International Business, 15 (1), 2003, pp 61-84.
Matear, S., Knightbridge, K. and Gray, B. “Competitiveness in service firms”, Vezetestudomany (Budapest Management Review) 24 (7-8), 2003, pp106-110.
Ramsey, E., Ibbotson, P., Bell, J. and Gray, B. “ E-Opportunities of service sector SMEs: An Irish cross-border study”, Journal of Small Business and Enterprise Development , 10(3), 2003, pp 250-264.
Gray, B., Bell, J. and Ponsonby, S. “Are you in the mood … for food?” Journal of Food Products Marketing 9 (1), 2003, pp. 3-13.
Deans, K.R., Gray, B.J., Ibbotson, P., Osborne, P. and Knightbridge, K. “Web marketing practices of service providers”’Services Industries Journal 23(4) , 2003, pp 82-102.
Gray, B.J., Fam, K.S. and Llanes, V. “ Branding universities in Asian markets”, Journal of Product and Brand Management 12(2), 2003, pp 108-118.
Gray, B.J . and Hooley, G. J. “ Market orientation and service firm performance - a research agenda.”, European Journal of Marketing, edited by Brendan Gray and Graham Hooley, 36 (9/10), October 2002, pp. 980-988.
Matear, S.M., Osborne, P., Garrett, T. and Gray, B.J. “ How does market orientation contribute to service firm performance? An examination of alternative mechanisms”, European Journal of Marketing 36 (9/10), October 2002, pp. 1058-1075.
Ramsey, E., Ibbotson, P., Bell, J. and Gray, B. “Getting 'E' Real: The Strategic Challenges of the Information Age for Irish Small and Medium-Sized Enterprises”, The E-Business Review, 2 (March), 2002, pp. 118-123.
Gray, B.J ., Matear, S., Matheson, P. “Improving service firm performance”, Journal of Services Marketing, 16(3), 2002, pp. 186-200.
Matear, S.M ., Gray, B.J. and Irving, G.P. “What makes a good export channel relationship?” Asia Pacific Journal of Management, 17 (3), December 2000, pp. 539-559.
Gray, B.J., Matear, S., Matheson, P., “Improving the performance of hospitality firms”, International Journal of Contemporary Hospitality Management, 12 (3), 2000, pp. 149-155.
Gray, B.J., Greenley, G.E., Matear, S., Matheson, P., “Thriving on turbulence”, Journal of Market-Focused Management, 4 (3), 1999, pp. 231-257.
McNaughton, R.B., Quickenden, P., Matear, S., Gray, B.J. “Intranet adoption and inter-functional co-ordination”, Journal of Marketing Management, 15, 1999, pp. 387-403.
Gray, B.J., Matear, S., Boshoff, C., Matheson, P. “Developing a better measure of market orientation”, European Journal of Marketing, 32 (9), 1998, pp. 884-903.
Gray, B.J. “Profiling managers to improve export promotion targeting”, Journal of International Business Studies, 28 (2), 1997, pp.387-420.
Chetty, S. and Gray, B.J. “Exporting success: Key success factors for smaller exporters” New Zealand Strategic Management [The Journal of the New Zealand Strategic Management Society] 2 (3), 1996, pp. 45-49.
Gray, B.J. “Assessing the influence of attitudes, skills and experience on international investment decision-making: a behavioral/environmental systems approach”, Journal of Global Marketing, 8 (3/4), 1995, pp. 103-123.
Gray, B.J . “Active and passive international marketing strategies: the case of two state-owned broadcasters”, European Journal of Marketing, 28 (2), 1994, pp. 42-56.
Refereed Conference Proceedings
Gray B.J., Deans K. R., Collier A., Ahn M., & McNaughton R. B. (2011). Improving SME innovation and commercialisation through university partnerships. In Proceedings of the 4th IPSIM Innovation Symposium – Managing Innovation for Sustained Productivity: Creating Advantage and Resilience, Wellington, New Zealand.
Kro, G., & Gray, B. (2010). Quality issues in international entrepreneurship research. In the Proceedings of the 13th McGill International Entrepreneurship Conference, McGill University, Montreal, Canada, Septemeber 2010.
Gray, B. (2009). Optimizing market oriented practices. Proceedings of the Performance Measurement Association (PMA) Conference. Retrieved from http://www.pma.otago.ac.nz/pma-cd/papers.html.
Campelo, A., Gnoth, J., & Gray, B. (2008). Social capital and cooperation in small communities: tensions and effectiveness of networks for business and for pleasure activities. In Proceedings of the ANZMAC 2008 Conference, Sydney, University of Western Sydney, December 2008.
Tanakinjal, G. H., Gray, B. J., & Deans, K. R. (2008). Trust development in mobile marketing: A conceptual model. International Conference on Communication and Media (i-COME 08). Corus Hotel, Kuala Lumpur, Malaysia (14-16 June 2008).
Stein, S., Osborne, P., Aitken, R. & Gray, B. (2008). Using the Bigg’s 3P model to assess deeper learning. Proceedings of the Spotlight on Tertiary Teaching and Learning Colloquium, (pp.33). Dunedin, New Zealand: HEDC, University of Otago.
Gray, Brendan J., Ottesen, Geir G. and Matear, Sheelagh M. “Best practices in market orientation”, in the Proceedings of the 10 th McGill International Entrepreneurship Conference, Los Angelis, UCLA, September 28-30, 2007, on disk.
Ottesen,G.G., Egenes,F.-A., Grønhaug,K. og Gray,B. “Hvorfor mislykkes nye produkter og kan bedriftene lære noe av fiaskoer?” Fagkonferansen i bedriftsøkonomiske emner, NHH, 4-5 January, 2007, Bergen, Norway, on disk.
Gray, Brendan J. “How MPC research compares with CMP and MC21: Complementary ways of assessing marketing practices and firm performance”. In Proceedings of the ANZMAC 2006 Conference , Brisbane, Queensland University of Technology, December 2006, on disk.
Gray, Brendan . “ Addressing service firms’strategic barriers – Implications for international marketing education ”. In Proceedings of the 2006 American Marketing Association Summer Marketing Educators’ Conference, Chicago, USA, August 4-7, 2006, on disk.
Gray, Brendan . Hoek, Janet & McCarthy, Christie. “Integrating Social Marketing and Regulation”. In Proceedings of the Macromarketing Conference, Queenstown, NZ, June 5-8, 2006, on disk.
Ottesen,G.G., Rånes, S.A., Grønhaug,K & Gray,B. (2006): Do firms learn from interactions with customers in mass-markets characterised by classical contracts and interactions? An Exploratory Study, In Avlonitis,G.J., Papavassiliou,N. and Papastathopoulou,P. (ed.), 35th EMAC 2006 Conference Proceedings, 23-26 May, Athens, Greece.
Gray, Brendan J. “Understanding Strategic Barriers Facing International Service Providers”. In Proceedings of the 33 rd Annual Conference of the Academy of International Business – UK Chapter, Manchester, U.K., April 7-8, 2006, on disk [see also www.mbs.ac.uk/aib2006]
De Run, Ernest Cyril & Gray, Brendan J. “Assessing Measurement Invariance in Cross-Ethnic Research”. InProceedings of the ANZMAC 2005 Conference, Perth, University of Western Australia, December 2005, on disk.
Garrett, Tony, Gray, Brendan, and Matear, Sheelagh. “ Service Product Development for Sustainable Competitive Advantage; the Use of the Sources – Position –Performance Model”. InProceedings of the ANZMAC 2005 Conference, Perth, University of Western Australia, December 2005, on disk.
Gray, Brendan J. and Matear, S. “Overcoming Services Strategy Barriers”. In Proceedings of the 12 th Biennial World Marketing Congress, Academy of Marketing Science, Muenster, Germany, July 2005, on disk.
Aitken, R., Lawson, R., & Gray, B. (2005). Personal Construct Theory and the Construction of Reality. Proceedings of the 2005 Academy of Marketing: Incorporating the 5th American Marketing Association/Academy of Marketing Joint Biennial Conference, (pp. 1-11). Ireland: Dublin Institute of Technology.
Deans, Kenneth R., Garrett, Tony, Matear, Sheelagh, Gray, Brendan, McCole, Patrick, and Osborne Phil. “PBRF, RAE, TQA & ADJ:Making Sense and Use of Academic Research”, in the Proceedings of the Academy of Marketing Conference, Cheltenham, UK, June 2004, on disk.
de Run, Ernest C., and Gray, Brendan J. “Assessing measurement invariance in cross-ethnic research.”In Proceedings of the 33rd EMAC Conference, University of Murcia (Spain), May 18-21, 2004, on disk.
Gray, Brendan J . and de Run, Ernest C. “Adaptation, standardization or alienation?” In Proceedings of the 31 st Annual Conference of the Academy of International Business (UK Chapter), University of Ulster, Londonderry, U.K., April 22-24, 2004, on disk.
Matear, S., Gray, B. and Osborne, P. Market-oriented practices of top New Zealand services firms. InProceedings of the 6th Australasian Services Research Workshop, University of Otago, Dunedin, New Zealand, February 2004, on disk.
Gray, B. Best practices in services branding. InProceedings of the 6th Australasian Services Research Workshop, University of Otago, Dunedin, New Zealand, February 2004, on disk.
Gray, B., Edgar, F. and Browning, V. HRM practices to improve service firm competitiveness. InProceedings of the 6th Australasian Services Research Workshop, University of Otago, Dunedin, New Zealand, February 2004, on disk.
Garrett, T. and Gray, B. Best practices in services innovation. InProceedings of the 6th Australasian Services Research Workshop, University of Otago, Dunedin, New Zealand, February 2004, on disk.
Deans, K., Gray, B. and McCole, P. Best practices in internet marketing. InProceedings of the 6th Australasian Services Research Workshop, University of Otago, Dunedin, New Zealand, February 2004, on disk.
Yu, H., Deans, K.R., Gray, B., Garrett, T.C., Matear S., Osborne, P. & McCole P. (2004). The Chinese service sector: How do we compare? In Proceedings of the International Conference on Service Systems and Service Management, {CD-ROM]. http://www.rccm.tsinghua.edu.cn/ieeesssm04/.
Gray, B.J., Morrow, T., Mallon, M. and Knightbridge, K. Linking HRM and Marketing to Improve Services Competitiveness. In the Proceedings of the Academy of Marketing Science World Marketing Congress, Perth, Australia, 2003, on disk.
Knightbridge, K., Hassan, V., Matear, S., and Gray, B. Barriers to Adoption of Best Practices in New Zealand Service Firms. In the Proceedings of the Academy of Marketing Science World Marketing Congress , Perth , Australia , 2003, on disk.
Gray B. J . and Deans K. R. Service Firms’ Adoption and Use of the Internet: Closing the Gaps. In Proceedings of the 5th Australasian Services Research Workshop, Monash University, Australia, February 2003, pp 19-23.
Matear, S., Ottesen, G. G., Gray, B. J. and Osborne, P.O. Disseminating marketing research to practitioners: Exploring the usefulness of different disseminating modes. In Proceedings of the Academy of Marketing Annual Conference: A History of the Next Decade, Aston Business School, A Farrell, N Lees & I Ling (eds), 2003, on disk.
Aitken, R., Lawson, R. and Gray, B.J. Advertising Typologies: A Meta Analysis. In Proceedings of the Australia New Zealand Marketing Academy Conference. Adelaide, University of South Australia, December 2003, on disk.
De Run, E. C. and Gray, B. J. Is targeting all that it is supposed to be? In Proceedings of the Australia New Zealand Marketing Academy Conference. Adelaide, University of South Australia, December 2003, on disk.
Gray, B.J., Whiten, J. and Knightbridge, K. What skills do marketing students need? Accepted for publication in the Proceedings of the Australia New Zealand Marketing Academy Conference . Melbourne, Monash University (December 2002), on disk.
Zatezalo, A. and Gray, B.J. Market Orientation in the Small Business Environment. In Proceedings of the Australia New Zealand Marketing Academy Conference. Melbourne, Monash University (December 2002), on disk.
Matear, S., and Gray, B.J. Capabilities, Market Position and Performance for Service Firms: An Empirical Test of the S-P-P Framework. In the Proceedings of the European Marketing Academy Conference, Portugal, (May 2002), on disk.
Fam, K.S. and Gray, B.J. Asian students’ perceptions of university brands. In the Proceedings of the Academy of Consumer Research Conference, Beijing, China, (2002), on disk.
Ibbotson, P., Ramsey, E., Bell, J. and Gray, B. Getting 'E' Real: The Strategic Challenges of the Information Age for Irish Small and Medium-Sized Enterprises. In the Proceedings of the International Academy of E-Business Conference, Orlando, Florida, (March 2002), on disk.
Gray, B.J., Matear, S.M., Garrett, T., Shaw, V. Deans, K.R., , Osborne, P. and Knightbridge, K. Benchmarking Services Marketing & Management Practices. In Proceedings of the Australia New Zealand Marketing Academy Conference. Auckland, Massey University (December 2001), on disk.
Gray, B.J. and Bell, J.D. Improving the International Competitiveness of Internationalising SMEs; New Zealand Business Managers’ Perceptions of International Business Education Needs. In the Proceedings of the International Entrepreneurship Conference, Strathclyde University, Glasgow, Scotland, (September 2001), on disk.
Matear, S., and Gray, B.J. Rethinking Positional Advantage: An Exploration of How Service Firms Combine Market Positions. In the Proceedings of the European Marketing Academy Conference, Bergen, Norway (2001), on disk.
Matear, S., Gray, B.J., and Garrett, T. Service Characteristics, Positional Advantage and Performance. In the Proceedings of the World Marketing Congress, Cardiff, U.K. (2001), on disk.
Gray, B., Osborne, P. and Matear, S. Are Service Firms More Market-Oriented? In Proceedings of the Australia New Zealand Marketing Academy Conference. Gold Coast, Griffith University (2000), on disk.
Matear, S., Gray, B., Garrett, T. and Deans, K. Moderating Effects of Service Characteristics on the Sources of Competitive Advantage – Positional Advantage Relationship. In Proceedings of the Australia New Zealand Marketing Academy Conference. Gold Coast, Griffith University (2000), on disk.
Osborne, P. and Gray. B. Forms of Market Orientation in New Zealand Service Firms. InProceedings of the Australia New Zealand Marketing Academy Conference. Gold Coast, Griffith University (2000), on disk.
Zatezalo, A. and Gray, B. Competitor Orientation in Small Organisations. InProceedings of the Australia New Zealand Marketing Academy Conference. Gold Coast, Griffith University (2000), on disk.
Gray, B.J. Improving Service Sector Performance. In Marketing in a Global Economy: The Proceedings of the American Marketing Association International Educators’ Conference, Buenos Aires, Argentina, Universidad Torcuato Di Tella (2000), on disk.
Gray, B.J. and Fam, K.S. WWW Marketing Communication Strategies to Attract International Students. In Marketing in a Global Economy: The Proceedings of the American Marketing Association International Educators’ Conference, Buenos Aires, Argentina, Universidad Torcuato Di Tella (2000), on disk.
Fam, K.S., Gray, B. Asian Values and Education Promotion: An Empirical Study. In Marketing in a Global Economy: The Proceedings of the American Marketing Association International Educators’ Conference, Buenos Aires, Argentina, Universidad Torcuato Di Tella (2000), on disk.
Tahtinen, J., Matear, S. and Gray, B. The Reasons Relationships End: An International Channels Context. In Marketing in a Global Economy: The Proceedings of the American Marketing Association International Educators’ Conference, Buenos Aires, Argentina, Universidad Torcuato Di Tella (2000), on disk.
Gray, B.J., Matear, S.M., Deans, K.R. and Matheson, P.K. Making New Zealand Service Firms More Competitive. In Proceedings of the Annual Educators’ Conference of the Strategic Management Society of New Zealand. Christchurch, Massey University, (2000), 75-86.
Gray, B.J ., Juhl, H.J. and Matear, S.M. Predictors of Profitability in Service Organisations. In Proceedings of the Australian Services Workshop. Melbourne, Monash University (2000), 56.
Fam, K.S. and Gray B.J. Asian values and education marketing. In Proceedings of the American Marketing Academy International Conference. Buenos Aires, University of Argentina (2000), on disk.
Gray, B.J., Matear, S., Matheson, P., Deans, K.R., Bell, J. and Garret, T., Cowley, G. and Buisson, D. Profiling top service firms. In Proceedings of the Australia New Zealand Marketing Academy Conference. Sydney, University of New South Wales (1999), on disk.
Zatezalo, A. and Gray, B.J. Measuring Market Orientation in Small Service Organisations. In Proceedings of the Australia New Zealand Marketing Academy Conference. Sydney, University of New South Wales (1999), on disk.
Shore, N. and Gray, B.J. Teen reactions to anti-drink driving fear appeals. In Proceedings of the Australia New Zealand Marketing Academy Conference. Sydney, University of New South Wales (1999), on disk.
Bell, J., Gray, B.J., and McNaughton, R. Developing an International Business Programme: Context, Process and Focus. In Proceedings of the Australia – New Zealand International Business AcademyConference. Sydney, University of New South Wales (1999), 34-49.
Gray, B.J ., Matear, S., Matheson, P., Deans, K.R., Buisson, D., Bell, J. and Garret, T. Improving the market orientation and performance of service firms. In Proceedings of the International Services Conference. Brisbane, University of Queensland (1999), on disk.
Gray, B.J. Improving service sector competitiveness. In Proceedings of the Australian Services Workshop . Melbourne, Monash University (1999), 21-22.
Matheson, P., Matear, S., Gray, B. A Multi-dimensional Measure of Relative Business Performance. In Proceedings of Research Seminar: Assessing Marketing Performance. London, Chartered Institute of Marketing (1999)142-154. [350204]
Matear, S.M. Gray, B.J. and Irving, G.P. A Network Perspective on International Channel Management. I n McLoughlin, D. and Horan, C. (eds.) Proceedings of the 15th Annual IMP Conference, Interactions, Relationships and Networks: Towards the New Millennium, University College, Dublin, Ireland (1999) 12pp, on disk.
Gray, B.J., Matear, S. and Matheson, P. Market orientation and performance: implications for managers in developing economies. In Proceedings of the 27 th EMAC Conference. Stockholm, Stockholm School of Economics (1998) 297-314.
Shore, N. and Gray, B.J. Teenagers' attitudes to anti-drink driving advertising. In Proceedings of the Australia & New Zealand Communication Association Conference, Hamilton, University of Waikato (1998) 63.
Gray, B.J., Greenley, G., Matear, S., Matheson, P. and Boshoff, C. Environmental influences on the market orientation-performance relationship. In Proceedings of the Australia and New Zealand Marketing Educators’ Conference. Melbourne, Monash University (1997) 960-984.
Bell , J., Chetty, S. and Gray, B.J. A comparison of export promotion in Ireland and New Zealand. . In Proceedings of the Australia and New Zealand Marketing Educators’ Conference. Melbourne, Monash University (1997) 431-452.
Matear, S., Gray, B.J., and Irving, G. Resolving international channel conflict. In Proceedings of the Australia and New Zealand Marketing Educators’ Conference. Melbourne, Monash University (1997) 468-469.
Gray, B.J. Improving the targeting of export promotion. In Proceedings of the Academy of International Business 23rd Annual Conference. Birmingham, Aston University (1996) 436-437.
Gray, B.J. and Matheson P. Market orientation and firm performance; A multi-industry study. In Proceedings of the Marketing Educators’ Group Conference. Glasgow, University of Strathclyde (1996), on disk.
Gray, B.J. and Chetty, S. Internationalisation and export performance of small to medium-sized exporters: Management and policy implications. In Proceedings of the Ninth New Zealand Marketing Educator’s Conference. Wellington, Victoria University of Wellington (1995) 192-197.
Gray, B.J. and Mueller-Heumann, G. Using attitudes, knowledge and skills to classify types of international marketing managers. In Proceedings of the 1994 Australian Marketing Conference. Adelaide, Australian Marketing Association (1994) 1-29.
Gray, B.J . Exploring the commitment-performance link in international marketing: a broadcasting case study. In Proceedings of the Sixth New Zealand Marketing Educators' Conference. Dunedin, University of Otago (1992) 312-335
Gray, B.J . Business skills, internationalisation and export performance: a research agenda. In Proceedings of the Sixth New Zealand Marketing Educators' Conference. Dunedin, University of Otago (1992) 336-372
Gray, B.J. Attitudes, internationalisation and business performance: an exploratory study of small and medium-sized New Zealand companies. In Proceedings of the1992 Australasian Colloquium for Doctoral Students in Marketing. Dunedin, University of Otago (1992) 1-26.
Gray, B.J. Psychic distance and Asia-Pacific markets. In Conference Proceedings of the Fifth New Zealand Marketing Educators’ Conference. Palmerston North, Massey University (1991) 68-77.
Llanes, V., Gray, B.J. and Joseph, M. New Zealand exporters' views of the Asia-Pacific marketing environment. In Proceedings of the 1991 Academy of International Business Conference. Singapore, Academy of International Business (1991) 249-262.
Llanes, V., Gray, B.J. and Joseph, M. Value perceptions of NZ exporters and international marketing students towards the international marketing environment. In Proceedings of 1990 ANZAME Conference. Launceston, Australian and New Zealand Association of Management Educators (1990) 359-372.
Books and Book Chapters
Collier, A., Ahn, M., & Gray, B. (2010). Gardasil: From university discovery to blockbuster drug. In M. Ahn, M. Alvarez, A. Meyers & A. York (Eds.). Building the case for biotechnology: Management case studies in science, laws, regulations, politics and business (pp. 331-347). Washington DC: Logos Press.
Gray, B.J., Deans, K.R. (Editors), Australia and New Zealand Marketing Academy Conference Proceedings. CDRom, Department of Marketing, University of Otago (1998), 2,897pp [ISBN 1-877156-07-8]
Gray, B.J., Deans, K.R. (Editors), Marketing connections: Abstracts of papers presented at the Australia and New Zealand Marketing Academy Conference. Department of Marketing, University of Otago (1998), 78pp [ISBN 1-877156-08-6]
Non-refereed Journal Articles & Reports
Gray, Brendan. “Competitive Branding Practices of Professional and Business Services”. University of Otago WorkingPapers in Competitiveness, UOWPC2005.4, December 2005, 32pp [ISSN 1176-9122]
Gray, Brendan and Matear, Sheelagh. “Improving the Competitiveness of Professional and Business Services”. University of Otago WorkingPapers in Competitiveness, UOWPC2005.2, April 2005, 27pp [ISSN 1176-9122]
Gray, B.J . and Chapman, C. Essential Skills for Marketing Graduates. Marketing Performance Centre, University of Otago (2004), 35pp [ISBN 1-877156-24-8]
Gray, B.J. “Firms shy away from internet marketing”, The National Business Review, December 19: 40 (2003)
Gray, B.J . et al., Overcoming Barriers to Better Performance in Service Businesses, Marketing Performance Centre, University of Otago (2003), 60pp [ISBN 1-877156-42-6]
Gray, B.J . and Whiten, J. Essential Skills for Marketing Professionals. Marketing Performance Centre, University of Otago (2002), 30pp [ISBN 1-877165-39-6]
Gray, B.J . Best Practices in Marketing and Managing Service Businesses. Marketing Performance Centre, University of Otago (2001), 57pp [ISBN 1-877156-36-1]
Tahtinen, J., Matear, S. and Gray, B. “The Reasons Relationships End”, Faculty of Economics and Industrial Management University of Oulu Working Papers, No. 15, University of Oulu, Finland, March (2000)
Gray, B.J. “I is for Issues”, Marketing Magazine, April: 25 (1999)
Gray, B.J . Improving Service Sector Competitiveness. Marketing Performance Centre, University of Otago (1999), 41pp [ISBN 1-877165-03-4]
Gray, B.J ., Matear, S., Irving, G. and Lim, T.S., Managing International Distribution Channels for Export Market Success. Marketing Performance Centre, University of Otago (1999), 103pp [ISBN 1-877165-04-2]
Gray, B.J ., Matheson, P., Matear, S., Deans, K.R. Improving marketing performance. Marketing Performance Centre, University of Otago (1998), 52pp [ISBN 1-877165-02-06]
Lester, S., Gray, B.J. Male and female differences in processing road safety advertising. Department of Marketing, University of Otago (1998), 41pp [ISBN 1-877156-05-1]
Shore, N., Gray, B.J. Evaluating the impact of rural drink driving advertising on teenagers. Department of Marketing, University of Otago (1997), 28pp [ISBN 1-877156-01-9]
Gray, B.J., Greenley, G., Matear, S., Matheson, P. and Boshoff, C. “Environmental Influences on Market-Oriented Behaviour in New Zealand Companies”,The Research Institute Research Paper Series, RP9729, Aston Business School, Birmingham, U.K., November (1997)
Gray, B.J. “ Marketing orientation pays dividends”, Marketing Magazine, February: 26-27 (1997)
Gray, B.J., Matheson, P., Juric, B., Matear, S., Boshoff, C., Henry, J. Market orientation, pricing and perceived performance. New Zealand Marketing Management Research Programme, University of Otago (1996), 54pp [ISBN 1-877165-00-X]
Gray, B.J. “ International business skills”, Export News, March 7: S1-S4 (1994)
Gray, B.J. “ Testing our talents”, Marketing Magazine, May: 12 (1991)
Gray, B.J. “ Local bodies battle against bad public image”, Marketing Magazine, February: 48 (1991)