Iain Davies | Cranfield School of Management

Cranfield School of Management

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Dr. Iain A Davies

Visiting Fellow


Iain Davies


  • Key account management
  • Fair trade
  • Marketing ethics
  • Sales behaviours

Related Programmes

  • Key Account Management Best Practice Course
  • Directing Sales and Key Account Management
  • In-company Key Account Management Courses

Iain lectures, consults and researches in sales, key account management and marketing ethics. He previously led research for the KAM Best Practice Club at Cranfield School of Management, and has a PhD in Strategy and Marketing from Nottingham University.

He writes extensively on issues of process and structural problems implementing change management programmes in business–to–business sales and marketing departments. Much of this research draws from action research projects, consulting experience and executive training in this area. This has led to best paper in conference awards at the Academy of Marketing Science (2010) and the Academy of Marketing (2009).

In fair trade Iain has explored the assimilation of ethics within the fair trade network over the last 10 years. This draws on his experience working in the fair trade sector dating back into the 1990s and ongoing projects investigating the dilution of fair trade standards and depersonalisation of fair trade consumption. His fair trade research is well read with most downloaded articles in Business Ethics: A European Review in 2010 and Journal of Business Ethics during 2011.

Prior to his academic career Iain held a number of posts in B2B Marketing including as a Strategic Consultant with Accenture, a Legal Policy Advisor in the Banking Sector for HMC&E and working in sales and marketing in the fair trade industry.

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