Franklin Carter
Franklin Carter has been the faculty advisor of PSMA since the fall of 2009. His accomplishments in business and research are certainly noteworthy and his current role as faculty advisor will propel PSMA to the next level.
Introduction
Franklin Carter is the William A. Donan Clinical Professor of Marketing at Pennsylvania State University. Prior to his appointment at Penn State he was the James T. Kane Faculty Fellow and Assistant Professor of Marketing at Lehigh University, Assistant Professor of Pharmaceutical Marketing at Saint Josephs University and Assistant Professor of Marketing at University of Illinois. He received his doctorate and MS degrees in marketing science as well as BS in management science from Carnegie-Mellon University. He also received an MBA degree from the Wharton school, University of Pennsylvania. In addition, his work experience includes General partner for The Quaestus Group, Regional sales manager for Carnation Nutritional Products, Group product manager for IMS America, District sales manager for Princeton Pharmaceuticals, Manager of Product Planning and Research and Product Manager for Pfizer Pharmaceuticals and Industrial engineer for U.S. Steel corporation. His primary areas of research include Pharmaceutical Marketing, business-to-business marketing, sales force management, and diffusion of innovation. His research has been published in the Journal of Marketing, the Journal of Personal Selling and Sales Management, AMA Proceedings, Information and Management: An International Journal of Information Technology and the Journal of Healthcare Management.
Current Research
His current research includes:
- Improving the Productivity of the Salesforce: Development of a Call
- Attractiveness Model for the pharmaceutical industry;
- The Impact of Direct to Consumer Advertising On Health Outcomes;
- The Optimal Allocation of e-Detailing versus Personal Selling Dollars;
- Medicaid Influence in the Drug Market;
- The Diffusion of Antimalarial Drugs and Antiretroviral Drugs in Sub-Saharan Africa.
Expertise
Pharmaceutical Marketing, Sales Management, Diffusion of Innovation
Publication List
Gonul,Fusun F. and Franklin J. Carter, "Impact of E-Detailing on the Number of New Prescriptions ", Health Care Management Science, , Forthcoming. Carter, Franklin J., and Ravi Chituri, "Segmentation Based on Physician Behavior: Implications for Marketing-Mix Strategy and Sales Forecasting", Journal of Personal Selling and Sales Management, Winter 2009, 29, pp. 77-91. Carter, Franklin J., Carol Motley, Alphonso Ogbuehi and Jacqueline A Williams, "An Application of a Repeat-Purchase Diffusion Model to the Pharmaceutical Industry", Advances in Business and Management Forecasting, 2006, 4, pp. 145-174. Mbah,Chris, Alphonso Ogbuehi, Franklin J. Carter, Charles Blankson,, "An exploration of challenges of Market Orientation (Makor) Strategies Implementation in a Developing Country Context", Proceedings, 7th Annual International Academy of African Business Development, 2006, 7, pp. 197-208. Carter,Franklin J., Jacqueline A Williams and Alphonso Ogbuehi, "A Negative Binomial Model Applied To The Pharmaceutical Industry", American Marketing Association. Conference Proceedings, 2004, 15, pp. 72-80. Gonul, Fusun F., Franklin J. Carter, Elina Petrova, Kannan Srinivasan , "Promotion of Prescription Drugs and Its Impact on Physicians™ Choice Behavior", Journal of Marketing, July 2001, 65, pp. 79-90. Carter,Franklin J., Thani Jambulingam, Vipul K Gupta, Nancy Melone, "Technological Innovations: A Framework For Communicating Diffusion Effects", Information & Management, April 2001, 38, pp. 277-287. Carter,Franklin J., Carol Motley and Alphonso Ogbuehi , "The Allocation of Marketing Resources in a Detail-Intensive Industry: Forecasting Sales With a Repeat-Purchase Diffusion Model", American Marketing Association Winter Educators Conference Marketing Science Proceedings, 2001, 12, pp. 12-19. Gonul,Fusun F., Franklin J. Carter, Jerry Wind , "What Kind of Patients and Physicians Value Direct-To-Consumer Advertising of Prescription Drugs", Health Care Management Science , 2000, 3, pp. 215-226.
Education
Ph.D., Marketing Science, Carnegie Mellon University, 1997 M.S.I.A., Marketing Science, Carnegie Mellon University , 1994 M.B.A., Marketing and Management Science , The Wharton School, University of Pennsylvania, 1982 B.S., Administration and Management Science, Carnegie Mellon University, 1978
Courses
- BA 303, Introduction to Marketing
- BA 303H, Introduction to Marketing
Contact Franklin Carter
432 Business Building
University Park, PA 16802
Phone: 814-865-1518
E-mail: fjc11[at]psu.edu