researcher

Susi Geiger

Full Professor of Marketing

School Of Business
Quinn School of Business
Belfield
Dublin 4

Tel: +353 1 7164813
Email: susi.geiger@ucd.ie

Biography

Susi Geiger is a Full Professor of Marketing & Market Studies at UCD College of Business. Educated at the University of Mannheim, Germany, the Sorbonne Nouvelle, Paris, and Dublin City University, Susi's academic work investigates sales and marketing interfaces in complex markets. Her specific interests lie in technology and health care markets. Her current research is focused on navigating and innovating digital health markets as part of a Marie Sklodowska Curie Global Fellowship and in collaboration with UC Berkeley, California and the Center for the Sociology of Innovation (CSI), Ecole de MINES ParisTech. 

At UCD, Susi has held positions including Vice-Principal of Research, Innovation and Impact for the UCD College of Business from 2011-2015 and the Academic Director of the Diploma in Sales Management from 2011-2014. She was a Visiting Scholar at the Universities of California, Berkeley, University of Auckland, École Nationale Supérieure des Mines de Paris (MINES ParisTech) and Stockholm School of Economics. Since 2013 she has been a Principal Investigator in the Enterprise Ireland-funded Applied Research for Connected Health Technology Centre (www.arch.ie) and in CHESS, an EU Horizon 2020 funded Marie-Sklodowska Curie Innovative Training Network. She previously gained research funding from the prestigious Leverhulme Foundation, UK, for a project on regulatory interactions of chemistry suppliers to the North Sea oil industry (in collaboration with John Finch, Glasgow University). Her research has received international recognition through research awards and Best Paper prizes such as the Emerald Highly Commended Paper Award 2007 for an article on salespeople's customer knowledge. Her work has appeared in a wide range of international journals including Research Policy, Organization Studies, Enterpreneurship Theory and Practice, Journal of Business ResearchMarketing Theory, Industrial Marketing Management, Journal of Personal Selling & Sales Management and many others. Susi has published two books: "Concerned Markets: Economic Ordering for Multiple Values" (2014, with D. Harrison, H. Kjellberg and A. Mallard) and "Sales Management: A Multinational Perspective" (2011, with P. Guenzi, Bocconi University).She also sits on the editorial boards of Journal of Business Research, Industrial Marketing Management, Marketing Theory, Valuation Studies and Consumption, Markets and Culture. Her global research network spans several disciplines including STS, economic sociology, management, and innovation. 

Professional

Honours and Awards

Year: 2015.
Title: Marie Sklodowska Curie Global Fellowship
Year: 2013.
Title: Applied Research in Connected Health Funding
Year: 2011.
Title: Best Paper Runner-up (with R. Brookes and V. Little)
Year: 2010.
Title: Leverhulme Trust Research Project Fund Award
Year: 2007.
Title: UCD Business School Teaching Award
Year: 2007.
Title: Emerald Highly Commended Paper Award - European Journal of Marketing
Year: 1993.
Title: Research Scholarship
Year: 1998.
Title: Scholarship
Year: 1999.
Title: Outstanding Student Paper Award
Year: 2000.
Title: Postgraduate Research Prize, Dublin City University
Year: 2001.
Title: Government of Ireland Scholarship for Postgraduate Research

Associations

Association: European Marketing Academy (EMAC), Function/Role: Member
Association: Global Sales Science Institute, Function/Role: Member
Association: Industrial Marketing and Purchasing (IMP) Group, Function/Role: Member
     

Conference Contributions

Susi Geiger (2015) What not to do as a digital health startup. [Invited Lecture], Future Health Incubator, National Digital Research Center , 10-MAR-15 - 03-MAR-15.
Susi Geiger (2015) Putting the (strategy) horse before the (execution) cart: scaling a sales organization. [Invited Lecture], UCD Executive Edge Day, Dublin , 01-MAY-15 - 01-MAY-15.
Susi Geiger (2015) Emerging Challenges for Healthcare Startups. [Plenary Lecture], National Healthcare Conference, Dublin , 28-MAY-15 - 28-MAY-15.
Susi Geiger (2014) Scaling the sales organization. [Invited Oral Presentation], Dublin Chamber of Commerce Business Growth Breakfast Series, Dublin , 12-NOV-14 - 12-NOV-14.
Quinlan, M, Geiger, S., McNamara, P., Connolly, N., Gross, N., Heffernan, E (2014) Unlocking the potential market for Connected Health - results from a mixed methods study. [Oral Presentation], Innovation in HealthCare Interdisciplinary Summer School, Dresden , 21-SEP-14 - 27-SEP-14.
Susi Geiger (2014) [Conference Organising Committee Member], 3rd Interdisciplinary Market Studies Workshop, St Maximin, France , 04-JUN-14 - 07-JUN-14.
Susi Geiger (2013) Value Creation in Sales. [Chaired Session], American Marketing Association Sales Faculty Consortium, Fort Worth, Texas , 12-JUN-13 - 15-JUN-13.
Susi Geiger (2012) Organisational Conflict. [International Refereed Conference], Industrial Marketing and Purchasing Conference, Rome , 12-SEP-12 - 15-SEP-12.
Susi Geiger (2012) Sales Institute of Ireland Conference 2012. [Plenary Lecture], The Future of Sales, Dublin , 16-MAY-12 - 16-MAY-12.
Susi Geiger (2012) Shaping Markets. [Conference Organising Committee Chairperson], 2nd Interdisciplinary Market Studies Workshop, Howth, Co Dublin , 06-JUN-12 - 08-JUN-12.
Brookes, R., Cassab, H., Little, V. and Geiger, S. (2011) Academic Conference. [International Refereed Conference], Cambridge Academic Design Management Conference, Cambridge, UK , 08-SEP-11 - 10-SEP-11.
Geiger Susi (2011) The Channel Code: Managing the Multichannel Sales Challenge. [Invited Oral Presentation], Executive Edge, Dublin , 11-MAR-11 - 11-MAR-11.
Geiger Susi (2011) The Internet ¿ Cannibal or Colleague to Existing Sales Channels?. [Plenary Lecture], Innovation Cities, Dublin , 09-NOV-11 - 09-NOV-11.
Harkness, Rachel, John Finch and Susi Geiger (2011) Academic Conference. [Keynote Address], Management Accounting Research Group Conference, Manchester , 16-NOV-11 - 18-NOV-11.
Harkness, Rachel, John Finch and Susi Geiger (2011) Academic Conference. [International Refereed Conference], Third International Symposium on Process Organization Studies, Corfu, Greece , 15-JUN-11 - 18-MAY-12.
Susi Geiger (2010) Chair of conference and competitive paper presentation. [Conference Organising Committee Chairperson], 2nd Interdisciplinary Market Studies Conference, Dublin , 06-JUN-12 - 08-JUN-12.
Keating, A., Geiger, S. and D. McLoughlin (2010) Scientific Advisory Boards as social resources- exploring their role, use, and impact in the market development activities of new ventures. [International Refereed Conference], IMP Conference, Budapest , 09-FEB-10 - 09-MAY-10.
Finch, John and Susi Geiger (2010) Exchange, coordination & incommensurability:. [Oral Presentation], AIM (Advanced Institute of Management Research) Workshop, Edinburgh , 10-SEP-10 - 10-SEP-10.
Finch John and Susi Geiger (2010) Why Marketers can¿t handle hot objects. [International Refereed Conference], IMP Conference, Budapest , 02-SEP-10 - 04-SEP-10.
Finch John and Susi Geiger (2010) Markets and Boundary Work. [International Refereed Conference], EIASM Interdisciplinary Market Studies Workshop, Sigtuna, Sweden , 03-JUN-10 - 05-JUN-10.
Brookes, R. W., Little, V. J., Cassab, H., & Geiger (2010) Transcending crises: Design-led strategy and innovation. [International Refereed Conference], 17th International Product Development Management Conference, Murcia, Spain , 13-JUN-10 - 15-JUN-10.
John Finch and Susi Geiger (2009) Making and Exchanging Green Chemistry: The Encounters of Hydrocarbons, Chemistry and Ecosystems in Markets. [International Refereed Conference], EGOS Colloquium, Barcelona , 01-JUL-09 - 04-JUL-09.
John Finch and Susi Geiger (2009) Markets are Trading Zones: On the Material, Situated and Cognitive Dimensions of Market Encounters. [International Refereed Conference], IMP Conference, Marseille , 03-SEP-09 - 05-SEP-09.
Little, V., R. Brookes, H. Cassab and S. Geiger (2009) Strategic Design Postures: Understanding ¿Big-D¿ and ¿small d¿. [International Refereed Conference], EMAC Conference, Nantes , 26-MAY-09 - 29-MAY-09.
John Finch and Susi Geiger (2008) Chemists who Sell and Chemists who don¿t: Product Development in Oil Field Services. [International Refereed Conference], DRUID Conference, Copenhagen , 18-JUN-08 - 20-JUN-08.
Geiger, Susi and John Finch (2008) Industrial Sales People as Market Actors ¿ A Case Study. [International Refereed Conference], IMP Conference, Uppsala , 04-SEP-08 - 06-SEP-08.
Brookes, Richard, Little, Vicki and Susi Geiger (2008) Translating Strategic Aspirations into Delivered Customer Value. [National Refereed Conference Paper], Irish Academy of Management, Dublin , 04-SEP-08 - 06-SEP-08.
VOICE Group (2008) Buying into Motherhood? Consumption Ambivalence and Liminality in Transitional Phases. [International Refereed Conference], Consumer Culture Conference, Boston, MA , 19-JUN-08 - 22-JUN-08.
Maguire Louise and Susi Geiger (2008) Consumption Emotions in Services ¿ A Measurement Question. [National Refereed Conference Paper], Irish Academy of Management Conference, Dublin , 04-SEP-08 - 06-SEP-08.
Davies Andrea, Dobscha Susan, Geiger Susi, O'Donohoe Stephanie, O'Malley Lisa, Prothero Andrea, Sørensen Elin Brandi, Thomsen Thyra Uth; (2007) Guiding, chiding and providing? Consumption and the Social Networks of Expectant Mothers. [International Refereed Conference], European Association of Consumer Research Conference, Milan , 10-JUL-07 - 13-JUL-07.
Davies Andrea, Dobscha Susan, Geiger Susi, O'Donohoe Stephanie, O'Malley Lisa, Prothero Andrea, Sørensen Elin Brandi, Thomsen Thyra Uth ; (2007) Challenges and Opportunities of Multiplicity in Interpretive Consumer Research. [International Refereed Conference], 4th Interpretive Consumer Research Conference, Marseille , 26-APR-07 - 27-APR-07.
Finch, John and Geiger, Susi ; (2007) Embedding Product Development in Oil Field Services. [International Refereed Conference], 23rd IMP Conference, Manchester Business School , 30-AUG-07 - 02-SEP-07.
Finch, John and Geiger, Susi ; (2007) Positioning and Relating: Market Boundaries and the Marketing Object. [International Refereed Conference], 5th Critical Management Conference, Manchester , 11-JUL-07 - 13-JUL-07.
Finch, John and Geiger, Susi ; (2007) Of Chemists who Sell and Those who Don't. [International Refereed Conference], 4th Market Studies Group Workshop, Marseille , 23-APR-07 - 25-APR-07.
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) The Making of A Mother: What Role Does Consumption Pay in Mothering Experiences and Identities. [International Refereed Conference], EMAC, Athens , 01-MAY-06.
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) What Role Does Consumption Play in the Motherhood Identity? Exploring the Motherhood Institution, Motherhood Ideals and Mothering Experiences. [International Refereed Conference], Macromarketing Conference, Queenstown, NZ , 05-JUN-06 - 09-JUN-06.
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) Hall of Mirrors: Methodological Choices for Mothers Researching Mothers. [International Refereed Conference], ACR Gender Conference, Edinburgh , 15-JUN-06.
Geiger, S. & Prothero, A.; (2006) Empowered Mothers: Can Their 'Voices' Be Heard?. [International Refereed Conference], ACR Gender Conference, Edinburgh , 01-JUN-06.
Salimbene, Franklyn and Geiger, Susi; (2006) Adding Value to Study abroad Business Education: Service Learning?. [Oral Presentation], European Foundation for Management development Conference, Dublin , 12-OCT-06 - 14-OCT-06.
Finch, John and Geiger, Susi; (2006) Of Goods as Boundary Objects and the Cyborgs who Manage Them. [Oral Presentation], Proceedings of the 22nd IMP Conference, Milan , 07-SEP-06 - 09-SEP-06.
Geiger, S; (2005) Round midnight: An exploratory study of night-time grocery shopping behaviour . [International Refereed Conference], EMAC, Milan, Italy , 24-MAY-05 - 27-MAY-05.
Geiger, S. and Veltrop, S.; (2005) Of Night Owls and New Parents: A Segmentation of Night-Time Grocery Shoppers. [International Refereed Conference], Interpretive Consumer Research Workshop, Copenhagen, Denmark , 06-MAY-05 - 08-MAY-05.
Geiger S.; (2005) Round Midnight: An Exploration of Night-Time Consumer Behaviour. [Oral Presentation], 34th EMAC Conference, Milan , 24-MAY-05 - 27-MAY-05.
Geiger, S. & Prothero, A.; (2005) Passive Parents versus Active Agents. [International Refereed Conference], Academy of Marketing Services Marketing Workshop, Glasgow , 09-NOV-05 - 11-NOV-05.
Turley, D. and S. Geiger; (2004) Tacit knowledge and sales automation: Why sales databases may never represent a true picture of the customer. [International Refereed Conference], 31st EMAC conference, Braga/Portugal , 28-MAY-04 - 31-MAY-04.
Geiger, S. & Turley, D.; (2004) Communities of Practice in Sales. [National Refereed Conference Paper], Irish Academy of Management Conference, Trinity College, Dublin , 02-SEP-04 - 03-SEP-04.
Geiger, S. and D. Turley; (2002) Learning to become a relational seller: an epistemology of practice for sales training. [Oral Presentation], National Conference in Sales Management, Atlanda , 04-APR-02 - 06-APR-02.
Geiger, S & Martin, S.; (1999) Relationship marketing and internet practices in Irish businesses. [National Refereed Conference Paper], Irish Academy of Management Conference, University of Limerick , 09-SEP-99 - 10-SEP-99.
Geiger, S.; (1999) A situated action approach to sales peoples customer knowledge. [International Refereed Conference], EMAC Doctoral Colloquium, Berlin , 11-MAY-99 - 14-MAY-99.
Geiger, S. & Martin,S. ; (1999) The Marketing of Political Parties in Cyber Space: Theory and Reality. [International Refereed Conference], Academy of Marketing Special Interest Group, Political Marketing Conference, Bournemouth, UK , 15-SEP-99 - 16-SEP-99.
Geiger, S. ; (1999) Managing Knowledge in the Sales Organisation. [International Refereed Conference], Academy of Marketing Conference, Stirling, UK , 05-JUL-99 - 06-JUL-99.
Geiger, S. & Martin, S. ; (1999) Relationship marketing, the internet and Irish businesses a handsome threesome. [International Refereed Conference], 15th IMP Conference, Dublin , 02-SEP-99 - 04-SEP-99.

Committees

Committee : University Research Strategy Board
Committee : Senior Management Team and School Executive, School of Business
Committee : Applied Research in Connected Health Industry Steering Board
Committee : PhD Committee School of Business
Committee : Research & Innovation
Committee : Centre for Community Engagement and Service Learning
 

Education

Year 2002 Institution: Dublin City University (DCU), IRL
Qualification: PhD Subject:
Year 1996 Institution:
Qualification: MA Subject:

Languages

English:
German:
French:
   

Journals Edited

Marketing Theory: Editorial Board member.
Journal Of Business Research: Editorial Board member.
Industrial Marketing Management: Editorial Board member.
Consumption Markets And Culture: Editorial Board member.
 

Publications

 

Book Chapters

Geiger Susi, Debbie Harrison, Hans Kjellberg and Alexandre Mallard (2014) 'Being concerned about markets' In: Geiger Susi, Debbie Harrison, Hans Kjellberg and Alexandre Mallard (eds). Concerned Markets. Cheltenham: Edward Elgar. , pp.1-18 [Details]
The VOICE Group - Andrea, Davies, Susan Dobscha, Susi Geiger, Lisa O'Malley, Stephanie O'Donohoe, Andrea Prothero, Elin Brandi Sorensen, Thyra uth Thomsen (2014) ''Pregnancy, Privacy and Personhood in the Consumer Socialization of Expectant Mothers' In: Stephanie O'Donohoe, Margaret Hogg, Pauline MacLaran, Lydia Martens, Lorna Stevens (eds) (eds). Motherhoods, Markets and Consumption. Oxon: Routledge. , pp.237-248 [Details]
Guenzi, Paolo and Susi Geiger; (2011) 'Sales management in the twenty-first century' In: Paolo Guenzi and Susi Geier (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave MacMillan. , pp.1-13 [Details]
Guenzi, Paolo and Susi Geiger; (2011) 'Sales organization performance and evaluation' In: Paolo Guenzi and Susi Geiger (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Pagrave Macmillan. , pp.465-484 [Details]
Geiger, Susi; (2011) 'Salespeople's self-management: knowledge, emotions and behaviours' In: Paolo Guenzi and Susi Geiger (eds). Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave Macmillan. , pp.435-464 [Details]
John Finch and Susi Geiger; (2010) 'Of Markets as Trading Zones' In: Luis Araujo, John Finch and Hans Kjellberg (eds). Reconnecting Marketing to Markets. Oxford: Oxford University Press. , pp.117-137 [Details]

Edited Books

Geiger, Susi, Debbie Harrison, Hans Kjellberg and Alexandre Mallard (Ed.). (2014) Concerned Markets: Economic Ordering for Multiple Values. London: Edward Elgar. [Details]
Paolo Guenzi and Susi Geiger (Ed.). (2011) Sales Management: A Multinational Perspective. Houndsmill, Basingstoke: Palgrave Macmillan. [Details]

Peer Reviewed Journals

Geiger, Susi and Nicole Gross (2017) 'Market failures and market framings: Can a market be transformed from the inside?'. Organization Studies, . [Details]
Finch, John, Susi Geiger and Emma Reid (2017) 'Technologically captured? How material agency supports interaction between regulators and industrial actors'. Research Policy, 46 :160-170. [DOI] Link to full text [Details]
Geiger, Susi and Nicole Gross (2017) 'Does hype create irreversibilities? Affective circulation and market investments in digital health'. Marketing Theory, . Link to full text [Details]
Gross, Nicole and Susi Geiger (2017) 'Liminality and the Entrepreneurial Firm: Practice Renewal during Periods of Radical Change'. International Journal of Entrepreneurial Behaviour and Research, 23 (2):185-209. Link to full text [Details]
Finch, John, Geiger, Susi and Harkness, Rachel (2017) 'Marketing and compromising for sustainability: Competing orders of worth in the North Atlantic'. Marketing Theory, 17 (1):71-93. [DOI] Link to full text [Details]
Geiger, Susi and John Finch (2016) 'Making Incremental Innovation Tradable in Industrial Service Settings'. Journal of Business Research, 69 (7):2463-2470. [DOI] Link to full text [Details]
Geiger Susi and Hans Kjellberg (2016) 'Why bother? On the rewards of small-scale academic workshops'. Marketing Theory, 16 :263-266. [DOI] [Details]
Geiger, Susi and John Finch (2016) 'Promissories and pharmaceutical patents: Agencing markets through public narratives'. Consumption Markets and Culture, 19 (1):71-91. [DOI] Link to full text [Details]
Maguire, Louise and Susi Geiger (2015) 'Emotional Timescapes: The Temporal Perspective and Consumption Emotions in Services'. Journal of Services Marketing, 29 (3):211-223. Link to full text [Details]
Hohenschwert, Lena and Susi Geiger (2015) 'Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value'. Industrial Marketing Management, 49 :139-150. [DOI] Link to full text [Details]
Keating, Andrew, Susi Geiger and Damien McLoughlin (2014) 'Riding the practice waves: Social resourcing practices during new venture development'. Entrepreneurship Theory and Practice, 38 (5):1207-1235. Link to full text [Details]
Geiger Susi and Seamas Kelly (2014) 'Sales-as-Practice: An Introduction and Methodological Outline to Study Sales Work'. Journal of Personal Selling & Sales Management, 34 (3):223-231. Link to full text [Details]
Kjellberg, Hans, Alexandre Mallard, Diane-Laure Arjaliès, Patrik Aspers, Stefan Beljean, Alexandra Bidet, Alberto Corsin, Emmanuel Didier, Marion Fourcade, Susi Geiger, Klaus Hoeyer, Michèle Lamont, Donald MacKenzie, Bill Maurer, Jan Mouritsen, Ebba Sjögren, Kjell Tryggestad, François Vatin, and Steve Woolgar (2013) 'Valuation Studies? Our Collective Two Cents'. Valuation Studies, 1 (1):11-30. Available Online [Details]
Finch, John, Shiming Zhang and Susi Geiger (2013) 'Managing in Conflict: How Actors Distribute Conflict in an Industrial Network'. Industrial Marketing Management, . [DOI] Link to full text [Details]
Geiger, Susi, Hans Kjellberg and Robert Spencer (2012) 'Shaping exchanges, building markets'. Consumption, Markets and Culture, 15 (2):133-148. [Details]
Susi Geiger and John Finch; (2011) 'Buyer-Seller Interactions in Mature Industrial Markets: Blurring the Relational-Transactional Selling Dichotomy'. Journal of Personal Selling & Sales Management, 31 (3):255-268. Link to full text [Details]
John Finch and Susi Geiger; (2011) 'Constructing and Contesting Markets through the Market Object'. Industrial Marketing Management, . Link to full text [Details]
Geiger, Susi and John Finch; (2010) 'Networks of Minds and Networks of Organizations: The Map Metaphor in Business Network Research'. Industrial Marketing Management, 39 (April):381-389. [Details]
The VOICE Group (Andrea Davies, Susan Dobscha, Susi Geiger, Stephanie O'Donohoe, Lisa O'Malley, Andrea Prothero, Elin Brandi Sorensen, Thyra Uth Thomsen): ; (2010) 'Buying into motherhood? Problematic consumption and ambivalence in transitional phases'. Consumption, Markets and Culture, . Link to full text [Details]
The VOICE Group (Andrea Davies, Susan Dobscha, Susi Geiger, Stephanie O'Donohoe, Lisa O'Malley, Andrea Prothero, Elin Brandi Sorensen, Thyra Uth Thomsen); (2010) 'Motherhood, Marketization, and Consumer Vulnerability'. Journal of Macromarketing, . [Details]
John Finch and Susi Geiger; (2010) 'Positioning and Relating: Market Boundaries and the Slippery Identity of the Marketing Object'. Marketing Theory, 10 (3):237-251. Link to full text [Details]
Geiger, Susi and John Finch; (2009) 'Industrial Sales People as Market Actors'. Industrial Marketing Management, 38 :608-617. Link to full text [Details]
Geiger, Susi and Paolo Guenzi; (2009) 'The sales function in the 21st century: Where are we and where do we go from here?'. European Journal of Marketing, 43 (7/8):873-899. [Details]
The Voice Group; (2008) 'Reflections on collaboration in interpretive consumer research'. Qualitative Market Research: An International Journal, 11 (2):147-165. [Details]
The VOICE Group; (2008) 'The Involved Ostrich: Mothers’ Perceptions of Fathers’ Participation in the Transition to Parenthood'. Advances in Consumer Research, 36 :254-260. [Details]
Geiger, Susi; (2007) 'Exploring night-time grocery shopping behaviour'. Journal of Retailing and Consumer Services, 14 (1):24-34. Link to full text [Details]
Salimbene, F. and S. Geiger ; (2007) 'Adding Value to International Business Education: An Irish-American Road Map to Service Learning'. Journal of Management Education, 6 (2). Link to full text [Details]
Geiger, S. and A. Prothero ; (2007) 'Passive Patients versus Active Agents: Exploring Consumer Empowerment in a Maternity Setting'. Consumption, Markets and Culture, . [Details]
Geiger, S. and Turley, D.; (2006) 'The Perceived Impact of Information Technology on Salespeople's Relational Competencies'. JOURNAL OF MARKETING MANAGEMENT, 22 :827-851. [Details]
Turley, D; Geiger, S; ; (2006) 'Exploring salesperson learning in the client relationship nexus'. EUROPEAN JOURNAL OF MARKETING, 40 (5-6):662-681. Link to full text [Details]
Geiger, S. and Turley, D.; (2005) 'Socializing Behaviors in Business-to-Business Selling: An Exploratory Study from the Republic of Ireland'. Industrial Marketing Management, 34 :263-273. [Details]
Geiger, S. and Turley D.; (2005) 'Personal Selling as Knowledge-based Activity: Communities of Practice in Sales'. Irish Journal of Management, . Link to full text [Details]
Geiger S. & Turley, D.; (2003) 'Grounded theory in sales research: an investigation of salespeoples' client relationships'. Journal of Business & Industrial Marketing, 18 (6/7):580-594. Link to full text [Details]
Geiger, S. and Fennell, A.; (2003) 'Beauty or the Beast? Attractive Spokespeople in Chocolate Advertisements'. European Advances in Consumer Research, 6 :110-114. [Details]
Geiger S. & Martin, S.; (1999) 'The Internet as a Relationship Marketing Tool Some Evidence from Irish Companies'. Irish Marketing Review, 12 (2):24-36. [Details]
Geiger, S. & Henn-Memmesheimer, B.; (1998) 'Visuell-verbale Textgestaltung von Werbeanzeigen: Zur textlinguistischen Untersuching multikodaler Kommunikationsformen'. Kodikas/Code, 21 (1-2):55-74. [Details]
 

Conference Publications

Mountfort, Nicole and Susi Geiger (2017) How Public Actors Use Partnered Governance in Traditionally ¿Strong¿ Governance Contexts ¿ a Two Country Comparison of Connected Health Ecosystems Society for the Advancement of Socio-Economics (SASE) Lyon, , 28-JUN-17 - 01-JUL-17 [Details]
Geiger, Susi and Nicole Gross (2017) A tidal wave of inevitable data: Reflections on the valorization and assetization of consumer genetics data European Group of Organization Studies (EGOS) Copenhagen Business School, Copenhagen, Denmark, , 05-JUL-17 - 08-JUL-17 [Details]
Mountford, N. and Geiger, S. (2016) Public actor roles in network formation and management in complex emerging markets IMP Conference Poznan, Poland, , 31-AUG-16 - 03-SEP-16 [Details]
Walsh, L., Geiger, S., Keating, A. and Martin, B (2016) Demise of a social enterprise: Valuation conflicts and competing justifications EGOS Colloquium Naples, Italy, , 02-JUL-16 - 05-JUL-16 [Details]
Geiger, Susi and Nicole Gross (2016) Can a Market Device Make a Market More Moral? the Case of the Geneva Medicines Patent Pool SASE Conference (Society for the Advancement of Socio-Economics) University of California, Berkeley, , 24-JUN-16 - 26-JUN-16 [Details]
Gross, N., Geiger, S. and Quinlan, M. (2016) The Assetization of Everyday Life: Your Passenger Seat, your Back Bedroom and your Dinner Table¿ and your Genome? Macromarketing Conference , 13-JUL-16 - 15-JUL-16 [Details]
Geiger, Susi and Nicole Gross (2016) Can a Market Device Make a Market More Moral? the Case of the Geneva Medicines Patent Pool SASE (Society for the Advancement of Socio-Economics) [Details]
Walsh, L., Geiger, S., Keating, A. and Martin, B. (2016) Demise of a social enterprise: Valuation conflicts and competing justifications EGOS Colloquium Naples, [Details]
Geiger, Susi and Nicole Gross (2016) What¿s the hype? How expectations shape markets AMS (Academy of Marketing Science) Conference Orlando, Florida, [Details]
Mountford, Nicola and Susi Geiger (2016) The competing logics of the public actor in the emerging field of eHealth: the Irish Government as institutional entrepreneur New Institutionalism in Organization Theory [Details]
Wei, R., Geiger, S., and Vize, R (2016) Network Governance in electronic business-to-business network markets. A social network theory approach AMA (American Marketing Association) Las Vegas, USA, [Details]
Geiger, S., Gross, N and QUinlan, M. (2016) The Assetization of Everyday Life: Your Passenger Seat, your Back Bedroom and your Dinner Table¿ and your Genome? Macromarketing Conference [Details]
Geiger, Susi and Nicole Gross (2016) From electronic health to quantified cyborgs: how market practices are modelled through promissories Interdisciplinary Market Studies Workshop [Details]
Walsh, Lucia, Susi Geiger, Andrew Keating and Bruce Martin (2015) Blended Value or Torn Souls? Competing Justifications in Social Entrepreneurship RENT: Research in Entrepreneurship and Small Business Conference Croatia, , 17-NOV-15 - 19-NOV-15 [Details]
Geiger Susi and Nicole Gross (2015) eHealth markets between wonder and woe: Shaping health practices through promissories? 4S (Society for Social Studies of Science) Denver, CO, , 11-NOV-15 - 14-NOV-15 [Details]
Geiger, Susi and Nicole Gross (2015) Medicine Patent Pools: Redevising the pharma market or a case of 'plus ça change'? EGOS (European Group of Organization Studies) Athens, Greece, , 01-JUL-15 - 04-JUL-15 [Details]
Quinlan, Maria and Susi Geiger (2015) The Organisational Challenge of Connected Health ¿ a complex interplay of macro, meso and micro level dynamics European Group of Organization Studies (EGOS) Athens, Greece, , 01-JUL-15 - 04-JUL-15 [Details]
Geiger, Susi and John Finch (2014) Discourses between Market Innovation and Market Stagnation: The role of narratives in performing market practices IMP (Industrial Marketing and Purchasing) Conference , 03-SEP-14 - 06-SEP-14 [Details]
Geiger, Susi and John FInch (2014) Market Manipulations and Pharma Patents: The Role of Narratives in Innovating Market Practices EGOS (European Group of Organization Studies ) , 01-JUL-14 - 04-JUL-14 [Details]
Geiger, Susi and John Finch (2013) Market Manipulations and Pharma Patents: The Role of Narratives in Innovating Market Practices European Science Forum on Agencing Markets , 16-SEP-13 - 20-SEP-14 [Details]
Zhang, Shiming, John Finch and Susi Geiger (2013) Learning through Transforming Emotions in Relationship Dynamics Industrial Marketing and Purchasing (IMP) Conference Atlanta, Georgia, , 28-AUG-13 - 01-SEP-13 [Details]
Finch John, Susi Geiger and Rachel Harkness (2013) Contending with ecosystems: The cultural economies of green chemistry European Group of Organization Studies (EGOS) Conference Montreal, Canada, , 03-JUL-13 - 06-JUL-13 [Details]
Geiger, Susi, John Finch and Rachel Harkness (2013) Greening a market one industrial step at a time: Competing orders of worth and perspectival plurality in the North Atlantic Anthropology of Markets Conference University of Irvine, California, , 06-MAR-13 - 09-MAR-13 [Details]
Finch, John, Susi Geiger and Rachel Harkness (2013) Competing Orders of Worth in Offshore Hydrocarbons Production Strategic Management Society Conference , 19-JUN-13 - 22-JUN-13 [Details]
Maguire, Louise and Susi Geiger (2013) Consumption emotions in service encounters: a new methodology and emergent findings Irish Academy of Management , 02-SEP-13 - 04-SEP-13 [Details]
Zhang, Shiming, John Finch and Susi Geiger (2012) Exploring Organizational Conflict in Business-to-business Marketing Industrial Marketing and Purchasing Conference , 12-SEP-12 - 15-SEP-12 [Details]
Harkness, Rachel, John Finch and Susi Geiger (2012) Making Pollution Orderly 2nd Interdisciplinary Market Studies Conference [Details]
Rachel Harkness, John Finch and Susi Geiger ; (2011) Matter Out of Place: Insights on Matter from Ecological Phenomenology, the Consideration of Pollution and a Study of Green Chemistry in the North-East Atlantic Third International Symposium on Process Organization Studies, Corfu, Greece, June 15-18 [Details]
Brookes, Richard, Victoria Little, Harold Cassab and Susi Geiger; (2011) Understanding Design-Driven Innovation: The Role of Strategic Design 'Postures' Cambridge Academic Design Management Conference [Details]
Brookes, Richard W., Vicki J. Little, Harold Cassab and Susi Geiger; (2010) Transcending crises: Design-led strategy and innovation International Product Development Management Conference Murcia, Spain, , 13-JUN-10 - 15-JUN-10 [Details]
Keating A., Geiger, S. & D. McLoughlin ; (2010) Scientific Advisory Boards as social resources- exploring their role, use, and impact in the market development activities of new ventures Industrial Marketing and Purchasing Group Conference [Details]
John Finch and Susi Geiger; (2010) Why Marketers can¿t handle hot objects IMP Conference Budapest, , 02-SEP-10 - 05-SEP-10 [Details]
Finch, John and Susi Geiger; (2009) Making and Exchanging Green Chemistry: The Encounters of Hydrocarbons, Chemistry and Ecosystems in Markets EGOS (European Group of Organisational Studies) Barcelona, Spain, , 01-JUL-09 - 04-JUL-09 [Details]
Finch, John and Susi Geiger; (2009) Markets are Trading Zones: On the Material, Situated and Cognitive Dimensions of Market Encounters IMP (Industrial Marketing and Purchasing) Conference Marseille, France, , 02-SEP-09 - 05-SEP-09 [Details]
Little, V., R. Brookes, H. Cassab and S. Geiger; (2009) Strategic Design Postures: Understanding ¿Big-D¿ and ¿small d¿ EMAC Conference Nantes, France, , 26-MAY-09 - 29-MAY-09 [Details]
Finch, John and Susi Geiger; (2008) Chemists who Sell and Chemists who don¿t: Product Development in Oil Field Services DRUID Conference, Copenhagen [Details]
Maguire, Louise and Susi Geiger; (2008) Consumption Emotions in Services ¿ A Measurement Question Irish Academy of Management Conference, Dublin City University [Details]
VOICE Group; (2008) Buying into Motherhood? Consumption Ambivalence and Liminality in Transitional Phases Consumer Culture Conference, Boston, MA [Details]
Little, Victoria, Richard Brookes and Susi Geiger; (2008) Translating Strategic Aspirations into Delivered Customer Value Irish Academy of Management Conference, Dublin City University [Details]
Geiger, Susi and John Finch; (2008) Industrial Sales People as Market Actors ¿ A Case Study 24th IMP Conference, Uppsala University [Details]
John Finch and Susi Geiger; (2007) Embedding Product Development in Oil Field Services Industrial Marketing and Purchasing [Details]
John Finch and Susi Geiger; (2007) Positioning and Relating: Market Boundaries and the Marketing Object Critical Management Conference [Details]
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) Hall of Mirrors: Methodological Choices for Mothers Researching Mothers ACR Gender Conference Edinburgh, [Details]
Geiger, S. & Prothero, A.; (2006) Empowered Mothers: Can Their 'Voices' Be Heard? ACR Gender Conference Edinburgh, [Details]
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) Exploring the Motherhood Institution, Motherhood Ideals and Mothering Experiences Macromarketing Conference Queenstown, NZ, [Details]
Davies, A., Dobscha, S., Geiger, S., O'Donohoe, S., O'Malley, L., Prothero, A., Sorensen, Elin B., Thomsen Thyra, U.; (2006) The Making of A Mother: What Role Does Consumption Pay in Mothering Experiences and Identities EMAC Athens, [Details]
Geiger, S.; (2005) Round Midnight: An Exploration of Night-Time Consumer Behaviour EMAC Milan, [Details]
Geiger, S. & Veltrop, S.; (2005) Of Night Owls and New Parents Interpretive Consumer Research Workshop Copenhagen, [Details]
Geiger, S. & Prothero, A.; (2005) Passive Parents versus Active Agents Academy of Marketing Services Marketing Workshop Glasgow, [Details]
Geiger, S. & Turley, D.; (2002) Learning to Become a Relational Seller: An Epistemology of Practice for Sales Training National Conference in Sales Management Atlanta, USA, , 04-APR-02 - 06-APR-02 , pp.27-37 [Details]
Geiger, S; (1999) Mining Sales Peoples Tacit Customer Knowledge: Automate, Informate or Socialize? National Conference in Sales Management New Orleans, , 08-APR-99 - 10-APR-99 , pp.59-73 [Details]

Published Reports

Moore, G., Quinlan, M., Doyle, G. and Geiger, S. (2016) Implementation of the national eReferral project within the Irish Health Service Executive ¿ report on preliminary findings. ARCH Technology Centre, Dublin. [Details]
Heffernan, E., Quinlan, M. and Geiger, S. (2016) Technology and early stage dementia: connected health solutions and the experiences of end users. ARCH Technology Centre, Dublin. [Details]
Quinlan, M., Doyle, G. and Geiger, S. (2016) The Healthcare Organisational-level Change Challenge; Key Learnings from the Movement towards Integrated Care in the US. ARCH Technology Centre, Dublin. [Details]
Quinlan, M., Doyle, G. and Geiger, S. (2016) Attitudes and perceptions of the HSE¿s Council of Clinical Information Officers towards the implementation of eHealth in Ireland. ARCH Technology Centre, Dublin. [Details]
Moore, G., Quinlan, M., Doyle, G. and Geiger, S. (2015) Clinician's perceptions of the risks associated with eHealth-enabled care - Report from the HSE's Council of Clinical Information Officers' meeting on 16th Sept. 2015. ARCH Technology Centre, Dublin. [Details]
Quinlan, M., Doyle, G. and Geiger, S. (2016) How innovation-ready are healthcare organisations in Ireland for eHealth? Views from the Health Service Executive's (HSE's) Council of Clinical Information Officers (CCIO). ARCH (Applied Research for Connected Health) Technolgy Centre, Dublin. [Details]
Niall Connolly and Susi Geiger (2015) Pharma as a Connected Health Customer ¿ a Study on Clinical Trial Patient Retention. ARCH, Dublin. [Details]
Nicole Gross and Susi Geiger (2015) Unlocking the Global Connected Health Market through the Transfer of Technology: A White Paper. ARCH: Applied Research in Connected Health, Dublin. [Details]
Geiger, Susi, Maria Quinlan and Emma Heffernan (2014) Connected Health - A Stakeholder and Customer Analysis. ARCH, Dublin. [Details]
Geiger Susi, Peter McNamara, Niall Connolly, Nicole Gross, Emma Heffernan and Maria Quinlan (2014) Navigating the US and UK Market: Business Models in Context. ARCH, Dublin. [Details]
Quinlan Maria and Susi Geiger (2014) Connected Health - a UK Market Analysis. ARCH, Dublin. [Details]
Geiger, Susi and Maria Quinlan (2014) Connected Health - a US Market Analysis. ARCH, Dublin. [Details]
Gross, N., Quinlan, M. and Geiger, S. (2014) An Analysis of the Germany Connected Health market. ARCH Technology Centre, Dublin. [Details]
                                       

Working Paper

Geiger, S.; (2000) Semiotics a theoretical introduction. Working Paper [Details]
Geiger, S.; (1994) Existe-t-il la consommatrice franco-allemande?. Working Paper [Details]
                             

Published Case Studies

Geiger, S.; (2004) Follain Jam firms drive to bear fruit. The Sunday Times, 26th Dec. Contribution to the Case. Published Case Studies [Details]
Geiger, S.; (2003) Selling a luxury destination in turbulent times the Mount Juliet Estate. In: Earl D. Honeycutt, John B. Ford and Antonis Simintiras: Sales Management: A Global Perspective. London: Routledge. Published Case Studies [Details]
                                     

Research

Research Interests

Susi's research interests revolve around sales and marketing in complex regulated markets, especially technology and healthcare markets. Her current research, as part of her Marie Sklodowska Curie Global Fellowship, investigates market practices and market shaping in digital health markets in the US, France and Ireland. Since 2013 she has been a Principal Investigator in the Enterprise Ireland Connected Health Implementation Centre, where she directs a research team researching organisational and market change in connected health markets.

New projects of interest would be particularly in the areas of digital markets and pharmaceutical/health care markets, including issues around market innovation, intellectual property/patent management, and market-based social activism.

Research Projects

Sponsor : Enterprise Ireland (EI)
Title : ERC Consolidator: From Market Innovation to Social Innovation? Failures and Frictions in Markets (MISFIRES)
Start Date / End Date : 20-OCT-16 / 20-JUL-17
Sponsor : University College Dublin (UCD)
Title : Establishing baseline knowledge for new research in emerging technology market strategies
Start Date / End Date : 01-APR-15 / 30-SEP-16
Sponsor : University College Dublin (UCD)
Title : Navigating and Shaping Healthcare Markets
Start Date / End Date : 01-APR-15 / 31-JAN-17
Sponsor : HORIZON 2020
Title : Connected Health Early Stage Researcher Support System (CHESS)
Start Date / End Date : 01-SEP-15 / 31-AUG-19
Sponsor : HORIZON 2020
Title : Navigating and Innovating in Complex Healthcare Ecosystems (NICHE)
Start Date / End Date : 15-AUG-15 / 15-NOV-17
Sponsor : University College Dublin (UCD)
Title : Strategies in patent management - a European analysis
Start Date / End Date : 01-MAY-13 / 30-APR-15
Sponsor : Enterprise Ireland (EI)
Title : Connected Health ¿ EHR Analysis IP 0321 2014 Y
Start Date / End Date : 01-JUL-14 / 30-AUG-14
Sponsor : Enterprise Ireland (EI)
Title : Connected Health ¿Pharmaceutical Sector Review IP 2014 0324 Y
Start Date / End Date : 01-JUL-14 / 30-SEP-14
Sponsor : Enterprise Ireland (EI)
Title : Applied Research for Connected Health (ARCH)
Start Date / End Date : 01-SEP-14 / 31-AUG-19
Sponsor : Enterprise Ireland (EI)
Title : CHIC- Connected Health Technology Centre
Start Date / End Date : 01-MAR-13 / 31-MAR-15
Sponsor : University College Dublin (UCD)
Title : Multi-partner research centres: impact and business models
Start Date / End Date : 12-MAR-12 / 30-JUN-12
Sponsor : University College Dublin (UCD)
Title : International Marketing and Purchasing (IMP) Conference Presentation 2010. Two Papers to be presented. Market Studies Track Chair.
Start Date / End Date : 17-MAY-10 / 16-NOV-11
Sponsor : University College Dublin (UCD)
Title : International Marketing and Purchasing Conference Paper Presentation
Start Date / End Date : 03-AUG-09 / 31-JAN-11
Sponsor : University College Dublin (UCD)
Title : How Regulators Shape Buyers¿ and Sellers¿ Valuations of Industrial Chemistry Products
Start Date / End Date : 03-AUG-09 / 31-JAN-11
Sponsor : UCD School of Business
Title : Stabilising Products and Marketing Practises across Firm Boundaries
Start Date / End Date : 01-MAY-07 / 30-APR-09
Sponsor : UCD School of Business
Title : A model of relationship types, antecendents and outcomes
Start Date / End Date : 01-JAN-06 / 31-OCT-06

Recent Postgraduates

Current and past PhD Students: 

Ms Anna Yankulova: Open innovation and partnering strategies in pharmaceutical markets

Ms Nicola Mountford: Public actor roles in market emergence and institutionalisation

Mr Ruiqi Wei: Network governance and structures in multi-sided markets 

Dr Louise Maguire: Measuring consumer emotions in services.
 
Dr Shiming Zhang: Conflict in Buyer-Seller Relationships.


Postdoctoral Fellows:


Dr Rachel Harkness

Dr Niall Connolly  
 
Dr Maria Quinlan

Dr Nicole Gross
 
Dr Daniel Regan

Current Postgraduate Students

Andrew Crose, Doctor of Philosophy (PhD)   -   Thesis Supervisor
Nicola Moore, Doctor of Philosophy (PhD)   -   Thesis Supervisor
Ruiqi Wei, Doctor of Philosophy (PhD)   -   Thesis Supervisor

Teaching

Teaching Philosophy

         

Collaborators

 

External Collaborators

I have enjoyed close working relationships and many stimulating discussions with colleagues around the world in the areas of market studies, STS, sales, b2b and marketing: David Lindeman (UC Berkeley), John Finch (Glasgow), Luis Araujo (Manchester), Hans Kjellberg (Stockholm School of Economics), Katy Mason (Lancaster), Debbie Harrison (BI Norway), Alexandre Mallard, Fabian Muniesa and Liliana Doganova (Ecole de Mines Paris), CF Helgesson (Linkoping), Paolo Guenzi (Bocconi Milan) and many others. 

Discover our Rankings and Accreditations