Daniel Prior

Senior Lecturer

Daniel Prior is a Senior Lecturer in Management in the School of Business at UNSW, Canberra.

Daniel is also a member of UNSW Cyber and has held visiting appointments at Cranfield University, UK, and the University of Texas at Austin, USA. Between 2017 and 2019, Daniel was Professor of Strategic Sales Management, Co-Director of the Centre for Strategic Marketing and Sales, Director of the Executive MBA and Director of the Key Account Management and Strategic Sales Forum at Cranfield University. Prior to this, he was on the faculty in the School of Business at UNSW Canberra. Daniel has worked in industry for companies such as KPMG, Acer Computer Australia and Communications Design and Management. Daniel is active on a range of corporate and not-for-profit boards, and, as a marketing strategy consultant and mentor for industry, particularly in new product development, complex systems implementations and in strategy.

Daniel completed his PhD in 2008. He holds a Master of Commerce (Marketing), a Graduate Certificate in University Teaching and Learning, and a Bachelor of Commerce in Marketing. Daniel is a Fellow of the Australian Marketing Institute and a Senior Fellow of the Higher Education Association (UK).

Daniel’s core interest is in buyer-supplier engagement, particularly where there are complex relationships that are high risk and that develop over extended periods. Daniel’s research, teaching and consulting interests have two foci. First, Daniel is interested in understanding how supplier firms create value, how buyer firms realise value, and how relationships determine the nature of value at multiple levels of interaction. Current projects centre on developing ‘value narratives’ for complex solutions, integrating circular economy principles into complex value propositions, and supply chain sustainability. Second, Daniel is interested the application of computer science techniques to address problems that arise from buyer-supplier engagement. This includes for situational awareness and in understanding human factors, particularly as these pose risks to the viability of buyer-supplier engagements. Core topics include customer relationship management, supplier selection, contract monitoring and information integrity.

Daniel is open to Higher Degree Research supervisions, consultancy projects, executive education courses and programmes, acting as a mentor, and, board/ advisory panel appointments.

Books
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Prior D, 2021, Organisational Buying: A Multidisciplinary Perspective, Palgrave, London, UK, http://dx.doi.org/10.1007/978-3-030-67414-4
2021
Book Chapters
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Nailer C; Prior DD; Keränen J, 2019, 'A dynamic process theory of public value', in Koenig-Lewis N; Kitchener M; Brewer J; Moore M; Meynhardt T (ed.), Public Value: Deepening, Enriching, and Broadening the Theory and Practice, Routledge, pp. 159 - 171
2019
Dhawan P; Prior D, 2017, 'Internal branding and leader-member exchange: Role of cultural capital in employee’s service delivery behaviour in healthcare sector: An abstract', in Marketing Transformation: Marketing Practice in an Ever Changing World Proceedings of the 2017 Academy of Marketing Science (AMS) World Marketing Congress (WMC), Springer, http://dx.doi.org/10.1007/978-3-319-68750-6_79
2017
Prior DD; Mazanov J, 2017, 'Marketing, integrity management and drugs in sport', in Managing Drugs in Sport, edn. Routledge Research in Sport Business and Management, Routledge, London, UK, pp. 157 - 172, http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000404373400010&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=891bb5ab6ba270e68a
2017
Prior DD, 2016, 'A social identity perspective of customer value heterogeneity in complex industrial solutions', in Campbell C; Ma JJ (ed.), LOOKING FORWARD, LOOKING BACK: DRAWING ON THE PAST TO SHAPE THE FUTURE OF MARKETING, edn. Developments in Marketing Science, SPRINGER INT PUBLISHING AG, Melbourne, AUSTRALIA, pp. 133 - 142, http://dx.doi.org/10.1007/978-3-319-24184-5_34
2016
Marcos-Cuevas J; Prior DD; Enz MG, 2015, 'Value co-destruction in complex B2B relations: conceptualization and mechanisms', in Kubacki K (ed.), Proceedings of the Academy of Marketing Science Annual Conference. Ideas in Marketing: Finding the New and Polishing the Old, Springer, Monterey, CA, pp. 153 - 153, http://dx.doi.org/10.1007/978-3-319-10951-0_55
2015
Prior DD, 2015, 'Transactional, Project-Based and Ongoing Service Delivery in the B2B Context', in The Sustainable Global Marketplace, Springer International Publishing, pp. 48 - 51, http://dx.doi.org/10.1007/978-3-319-10873-5_33
2015
Prior DD, 2015, 'Transactional, Project-Based and Ongoing Service Delivery in the B2B Context', in Deeter-Schmelz DR (ed.), Proceedings of the 2010 Academy of Marketing Science Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer, pp. 60 - 64
2015
Prior D, 2014, 'Ok, we have the Resources, But what Next? A Conceptual Model of the Effects of Project Team Activities on Customer Perceived Value', in Marketing Dynamism & Sustainability: Things Change, Things Stay the Same... Proceedings of the 2012 Academy of Marketing Science (AMS) Annual Conference, Springer, http://dx.doi.org/10.1007/978-3-319-10912-1_50
2014
Prior D, 2014, 'Considering the nature of value capturing mechanisms in industrial buyer-supplier exchange — A structured abstract', in Marketing Dynamism & Sustainability: Things Change, Things Stay the Same... Proceedings of the 2012 Academy of Marketing Science (AMS) Annual Conference, Springer, http://dx.doi.org/10.1007/978-3-319-10912-1_98
2014
Prior D, 2014, 'Examining project management through a marketing lens: A literature review and research agenda', in Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference, Springer, http://dx.doi.org/10.1007/978-3-319-11797-3_41
2014
Conference Papers
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Randika Paranavithana MPI; Rupanasinge T; Prior D, 2021, 'Unsupervised learning and market basket analysis in market segmentation', in World Congress on Engineering 2021, London, UK, presented at World Congress on Engineering 2021, London, UK, 01 July 2021
2021
Prior DD; Keränen J, 2020, 'Value narratives: Communicating complex value propositions', in SERVSIG 2020 American Marketing Association, Brisbane, presented at 11th SERVSIG, Brisbane, 09 July 2020, https://www.servsig2020.org/abstract-book/
2020
Qui J; Alinaghian L; Prior DD, 2019, 'The role of network in supply chain sustainability: A systematic review and research agenda', in European Operations Management Association (EurOMA) Conference 2019
2019
Prior DD; Karunarathne HMLP, 2019, 'Complex organizational buying and actor bounded reliability: Effects on procurement performance', in European Marketing Academy Conference
2019
Widmer T; Prior D, 2019, 'Institutional Isomorphism, Institutional Logics and Organisational Fields: An Institutionalist Perspective on Circular Economy', in Baines TS (ed.), Proceedings of the Spring Servitization Conference 2019
2019
Karunarathne HMLP; Prior DD, 2018, 'Information control in complex organizational buying processes', in Australian and New Zealand Academy of Management Conference Proceedings
2018
Karunasena VGGG; Prior DD, 2018, 'Influencing supply chains: An interpersonal perspective', in Australian and New Zealand Marketing Academy Conference Proceedings
2018
Karunasena VGGG; Prior DD, 2018, 'Controlling and breaking boundaries: Understanding actor agency during supply chain entry', in American Marketing Association Global Marketing SIG Conference
2018
Karunasena VGGG; Prior DD, 2017, 'Gaining supply chain influence through actor investments', in Australian and New Zealand Marketing Academy Conference Proceedings
2017
Chang E; Cannon S; Threlfall W; Prior DD; Memon T, 2016, 'Faceplate – A cognitive decision support system powered by user behaviour mining', in IIP 2016: 9th International Conference on Intelligent Information Processing
2016
Memon T; Prior DD; Chang E, 2016, 'Optimizing business intelligence through behavioural mining', in National Conference of the Australian Society for Operations Research
2016
Prior DD, 2016, 'Boundary spanner ambidexterity in business solutions: Considering resource efficiency, perceived value and satisfaction for the supplier firm', in American Marketing Association Winter Educators Conference
2016
Keränen J; Prior DD; Koskela S, 2015, 'How do customers approach solution procurement? An exploratory study in the mining industry', in The 31st Annual IMP Group Conference, 31st Industrial Marketing and Purchasing Group Conference, Kolding, Denmark, presented at 31st Industrial Marketing and Purchasing Group Conference, Kolding, Denmark, 25 August 2015 - 29 August 2015, http://www.impgroup.org/paper_view.php?viewPaper=8583
2015
Abeza G; O’Reilly N; Mazanov J; Huybers T; Prior DD, 2015, 'Off-the-field scandals in professional sports and impacts on consumers brand engagement', in North American Society for Sport Management Conference, North American Society for Sport Management Conference, OTTAWA, CANADA, presented at North American Society for Sport Management Conference, OTTAWA, CANADA, 02 June 2015 - 06 June 2015, http://nassm.org/files/conf_abstracts/2015-078.pdf
2015
Prior DD, 2015, 'Purchase inertia: Habitual and impulsive purchase decisions in business markets', in Academy of Marketing Science Annual Conference Proceedings
2015
Prior DD; Huybers T; Mazanov J; O’Reilly N; Abeza G, 2015, 'The effects of scandal on purchase intention', in Academy of Marketing Science Annual Conference Proceedings
2015
Keränen J; Prior DD; Koskela S, 2015, 'A Cultural Perspective of Customer Value in Business Solutions Procurement', in Sinha S; Cadeaux J; Bucic T (eds.), Australian and New Zealand Marketing Academy Conference Proceedings, ANZMAC, Sydney, Australia, presented at 2015 ANZMAC Conference, Sydney, Australia, 30 November 2015 - 02 December 2015, http://www.anzmac.org/_resourceitems/14558601192015-ANZMAC-Conference-Proceedings.pdf
2015
Prior DD, 2014, 'Value vs. satisfaction: Exploring activity trade-off in complex solutions', in American Marketing Association Winter Educators Conference
2014
Miller LM; Prior DD, 2010, 'Online social networks and friending behaviour: A self-determination theory perspective', in Proceedings of the Australia and New Zealand Marketing Academy Annual Conference, Department of Management, College of Business and Economics, University of Cantebury, Christchurch, New Zealand, pp. 1 - 7, presented at ANZMAC 2010, Christchurch, New Zealand, 29 November 2010 - 01 December 2010, http://anzmac2010.org/proceedings/pdf/anzmac10Final00230.pdf
2010
Prior DD; Miller LM, 2010, 'Webethnography: A typology of online contexts and consequent research implications', in Australian and New Zealand Marketing Academy Conference Proceedings, Department of Management, College of Business and Economics, University of Cantebury, Christchurch, New Zealand, pp. 1 - 7, presented at ANZMAC 2010, Christchurch, New Zealand, 29 November 2010 - 01 December 2010, http://anzmac2010.org/proceedings/pdf/anzmac10Final00133.pdf
2010
Prior DD, 2005, 'Engaging the multiple contexts of management: Using strategic relationships to guide stakeholder management decisions', in Australian and New Zealand Academy of Management Conference Proceedings
2005
Prior D, 2005, 'The Critical Mass of Networks: Implications for Marketing', in Australian and New Zealand Marketing Academy Conference Proceedings
2005
Prior D, 2004, 'Customer Value and its Role in Value Delivery System Accountability', in Australian and New Zealand Marketing Academy Conference Proceedings
2004
Prior D, 2004, 'The Critical Mass of Organisations', in Australian and New Zealand Academy of Management Conference Proceedings
2004
Journal articles
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Prior DD; Saberi M; Janjua NK; Jie F, 2021, 'Can i trust you? incorporating supplier trustworthiness into supplier selection criteria', Enterprise Information Systems, http://dx.doi.org/10.1080/17517575.2021.1878393
2021
Prior DD; Hitihami Mudiyanselage LK; Hussain OK, 2021, 'Does formalization or centralization mitigate uncertainty in knowledge-intensive procurement?', Journal of Business and Industrial Marketing, vol. ahead-of-print, http://dx.doi.org/10.1108/JBIM-07-2020-0328
2021
Janjua NK; Nawaz F; Prior DD, 2021, 'A fuzzy supply chain risk assessment approach using real-time disruption event data from Twitter', Enterprise Information Systems, http://dx.doi.org/10.1080/17517575.2021.1959652
2021
Prior DD; Hitihami Mudiyanselage LK; Hussain OK, 2021, 'Buying centre members’ information control and complex organizational buying', Journal of Business and Industrial Marketing, vol. 36, pp. 125 - 136, http://dx.doi.org/10.1108/JBIM-02-2020-0095
2021
Prior DD; Keränen J, 2020, 'Revisiting contemporary issues in B2B marketing: It's not just about artificial intelligence', Australasian Marketing Journal, vol. 28, pp. 83 - 89, http://dx.doi.org/10.1016/j.ausmj.2019.09.001
2020
Keränen J; Prior DD, 2020, 'Opportunities for ethnographic methodologies in B2B service research', Journal of Services Marketing, vol. 34, pp. 78 - 86, http://dx.doi.org/10.1108/JSM-04-2019-0159
2020
Abeza G; O’Reilly N; Prior D; Huybers T; Mazanov J, 2020, 'The impact of scandal on sport consumption: do different scandal types have different levels of influence on different consumer segments?', European Sport Management Quarterly, vol. 20, pp. 130 - 150, http://dx.doi.org/10.1080/16184742.2019.1586974
2020
Prior DD; Keränen J; Koskela S, 2019, 'Customer participation antecedents, profiles and value-in-use goals in complex B2B service exchange', Industrial Marketing Management, vol. 82, pp. 131 - 147, http://dx.doi.org/10.1016/j.indmarman.2019.02.005
2019
Prior DD; Keränen J; Koskela S, 2018, 'Sensemaking, sensegiving and absorptive capacity in complex procurements', Journal of Business Research, vol. 88, pp. 79 - 90, http://dx.doi.org/10.1016/j.jbusres.2018.03.009
2018
Marcos J; Prior DD, 2017, 'Buyer-supplier relationship decline: A norms-based perspective', Journal of Business Research, vol. 76, pp. 14 - 23, http://dx.doi.org/10.1016/j.jbusres.2017.03.005
2017
Prior DD, 2016, 'Incorporating exchange governance in service-dominant logic: Lessons from transaction cost economics', Marketing Theory, vol. 16, pp. 553 - 560, http://dx.doi.org/10.1177/1470593116635879
2016
Prior DD, 2016, 'The impact of service worker personal resources on relationship quality in business solutions', Industrial Marketing Management, vol. 53, pp. 216 - 225, http://dx.doi.org/10.1016/j.indmarman.2015.06.003
2016
Prior DD; Mazanov J; Meacheam D; Heaslip G; Hanson J, 2016, 'Attitude, digital literacy and self efficacy: Flow-on effects for online learning behavior', Internet and Higher Education, vol. 29, pp. 91 - 97, http://dx.doi.org/10.1016/j.iheduc.2016.01.001
2016
Prior DD; Marcos-Cuevas J, 2016, 'Value co-destruction in interfirm relationships: The impact of actor engagement styles', Marketing Theory, vol. 16, pp. 533 - 552, http://dx.doi.org/10.1177/1470593116649792
2016
Chang E; Prior DD; Cannon S, 2016, 'Intelligent situational awareness powered by Internet of Things and human-centred recommender systems', International Journal of Sensor Networks and Data Communications, pp. 40 - 40, http://dx.doi.org/10.4172/2090-4886.C1.005
2016
Prior DD, 2016, 'Boundary spanning and customer service styles in business solutions implementation', Industrial Marketing Management, vol. 56, pp. 120 - 129, http://dx.doi.org/10.1016/j.indmarman.2015.11.001
2016
Chang E; Prior DD; Gottwalt F; Others , 2016, 'Towards an integrated system for Army logistics management', Australian Army Journal, vol. 13, pp. 105 - 105, http://103.11.78.168/~/media/Army/Our%20future/Publications/AAJ/2010s/2016/Vol%2013%20No%202/AJ_Spring_2016_web.pdf
2016
Prior DD, 2013, 'Supplier representative activities and customer perceived value in complex industrial solutions', Industrial Marketing Management, vol. 42, pp. 1192 - 1201, http://dx.doi.org/10.1016/j.indmarman.2013.03.015
2013
Prior DD; O’ Reilly N; Mazanov J; Huybers T, 2013, 'The impact of scandal on sport consumption: a conceptual framework for future research', International Journal of Sport Management and Marketing, vol. 14, pp. 188 - 188, http://dx.doi.org/10.1504/IJSMM.2013.060647
2013
Prior DD; Miller LM, 2012, 'Webethnography: Towards a typology for quality in research design', International Journal of Market Research, vol. 54, pp. 503 - 520, http://dx.doi.org/10.2501/IJMR-54-4-503-520
2012
Prior DD, 2012, 'The effects of buyer‐supplier relationships on buyer competitiveness', Journal of Business & Industrial Marketing, vol. 27, pp. 100 - 114, http://dx.doi.org/10.1108/08858621211196976
2012
Prior DD, 2010, 'Reconciling Managerial and Economic Views in Competitive Advantage Research', Management ONline Review, pp. 1 - 8, http://www.morexpertise.com/download.php?id=151
2010
Kong E; Prior D, 2008, 'An intellectual capital perspective of competitive advantage in nonprofit organisations', International Journal of Nonprofit and Voluntary Sector Marketing, vol. 13, pp. 119 - 128, http://dx.doi.org/10.1002/nvsm.315
2008
Prior DD, 2006, 'Integrating stakeholder management and relationship management: Contributions from the relational view of the firm', Journal of General Management, vol. 32, pp. 17 - 30, http://dx.doi.org/10.1177/030630700603200202
2006

Invited article: Revisiting contemporary issues in B2B marketing: It’s not just about Artificial Intelligence. Australasian Marketing Journal, forthcoming 2020 (w/ J. Keränen).

Invited article: Opportunities for ethnographic methodologies in B2B service research Journal of Services Marketing, forthcoming 2020 (w/ J.               Keränen).

‘Outstanding Reviewer’, Journal of Business Research, May 2017

‘Best Reviewer’ for the Industrial and Business Marketing track at the Australia and New Zealand Marketing Academy Conference 2015

Nominee, Rector’s Award for Teaching Excellence, UNSW Canberra at ADFA, 2015

Silver Medal Finalist – runner up for the best paper published in the International Journal of Market Research during 2012

  • Buyer-supplier relationships
  • Artificial Intelligence in buyer-supplier relationships
  • Cyber security in buyer-supplier relationships
  • Customer relationship management (CRM)
  • Organisational buying
  • Customer value (including customer perceived value)
Organisational units
lensSchool of Business
Sub Theme
lensDiversity
lensSustainment and Network Collaboration