Paul Caswell

Director, Center for Leadership in Professional Selling
Palumbo-Donahue School of Business
Marketing

406 Rockwell Hall
Phone: 412.396.4875
caswellp@duq.edu

Education:

M.B.A., Duquesne University B.S.B.A., Organizational Behavior, Westminster College
Biography

Paul Caswell is the Director for the Center for Leadership in Professional Selling and a member of the faculty as an instructor for the Marketing Department. He teaches Sales Management and Business to Business Marketing classes in addition to his responsibilities within the Center including program and center development and administration, student and alumni support, and corporate outreach and relationship-building. He is responsible for developing, implementing, and managing policies and programs related to sales, sales curriculum development, coordination of the annual Steel City Sales Challenge competition hosted by the University, and representing the School of Business to promote the professional selling program.

Paul joined Duquesne University in the Fall of 2018 after a 25 year career in sales and sales management with notable information technologies companies such as Hewlett-Packard, BMC Software, Avnet, and Palo Alto Networks. His areas of expertise include Business Technology Optimization, Business Service Management, Big Data and Analytics, and IT Security.

Paul earned his undergraduate degree in Organizational Behavior from Westminster College and his MBA from Duquesne University. During his studies at Duquesne University, he was awarded the James J. Byrne Award for Responsible Leadership given annually to a student in the MBA program that exemplifies dedication and commitment to business and society through responsible leadership as well as academic distinction in the MBA program.

Recent Publications

Articles in Journals

Donovan, K. R. (in press, 2015). Chinese and American Consumers' Interpretation of Nutrition Information on Food Packaging. Advances in International Marketing.

Donovan, K.R., Cui, P., & Fitzgerald, M. P. (2014). Extended Self: Implications for Country-of-Origin. Journal of Consumer Marketing, 31 (4), 312-321.

France (Donovan), K. R. & Fitzgerald, P. M. (2009). Conveying Level of Science: Tests of Iconic and Comparative Formats. Marketing Letters, 20 (4), 385-397.

France (Donovan), K.R., Fitzgerald, M.P., & Aikin, K. (2009). On Break-up Clichés Guiding Health Literacy's Future. Journal of Consumer Affairs, (43)2, 185-198.

France (Donovan), K.R. & Fitzgerlad, M.P. (2009). Qualified Health Claims on Package Labels. Journal of Public Policy & Marketing, (28)3, 253-258.

France (Donovan), K.R., Fitzgerald Bone, & Riley, R. (2006). A Multi-firm Analysis of Slotting. Journal of Public Policy & Marketing, 25 (2), 224-237.

France (Donovan), K.R. & Fitzgerald, P. (2005). Policy Makers' Paradigms and Evidence from Consumer Interpretations of Dietary Supplement Labels. Journal of Consumer Affairs, (39)1, 27-51.

France (Donovan), K.R. & Fitzgerald, P. (2003). International Harmonization of Food and Nutrition Regulation: The Good and the Bad. Journal of Public Policy & Marketing, (22)1, 102-110.

France (Donovan), K. R. & Fitzgerald Bone, P. (2001). Package Graphics and Consumer Product Beliefs. Journal of Business and Psychology, 15 (3), 467-489.

France (Donovan), K.R., Logar, C., Ponzurick, T., & Spears, J. R. (2001). Commercializing Intellectual Property: A University-Industry Alliance for New Product Development. Journal of Product & Brand Management, 10 (4), 206-217.

France (Donovan), K.R., Subimal, C., Heath, T. B., & Milberg, S. J. (2000). The Differential Processing of Prices in Gains and Losses: The Effect of Frame and Need for Cognition. Journal of Behavioral Decision Making, 13 (1), 61-75.

France (Donovan), K.R., Ponzurick, T., & Logar, C. (2000). Delivering Graduate Marketing Education: An Analysis of Face-To-Face Versus Distance Education. Journal of Marketing Education, 22 (3), 180-187.

France (Donovan), K.R., Ponzurick, T. G., & Logar, C. (1998). Referring Physician Satisfaction: Toward a Better Understanding of Hospital Referrals. Journal of Hospital Marketing, 12 (2), 95-112.

France (Donovan), K. R. & Park, C. W. (1997). The Impact of Program Affective Valence and Level of Cognitive Appraisal on Advertisement Processing and Effectiveness. Journal of Small Business Strategy, 19 (2), 1-21.

France (Donovan), K. R., Fitzgerald Bone, P., & France, J. W. (1996). Small Business and Comparison Advertising Strategies: Is It Worth the Risk. Journal of Small Business Strategy, 7, 81-98.

France (Donovan), K.R., Heath, T. B., & Chatterjee, S. (1995). Mental Accounting and Changes in Price: The Frame Dependence of Reference Dependence. Journal of Consumer Research, 22 (1), 90-97.

Articles in Proceedings

Donovan, K.R. & Fiztgerald, M. P. (in press, 2015). Religion and Access. American Marketing Association Winter Educators' Conference.

France (Donovan), K.R., Cui, A., & Fitzgerald, P. M. (2012). Nutrition Facts through a Cultural Lens. American Marketing Association Summer Educators Conference Proceedings.

France (Donovan), K.R., Kees, J., Fitzgerald Bone, P. M., & Kozup, J. (2012). Consumer Confusion: A Lose/Lose Situation. Marketing and Public Policy Conference Proceedings.

France (Donovan), K. R., Kees, J., Kozup, J., & Fitzgerald Bone, P. (2009). Consumer Confusion in the Marketplace. Marketing and Public Policy Conference Proceedings.

France (Donovan), K. R., Fitzgerald, P. M., & Cui, P. (2009). Around the World, Around the Waist: A Look at What Marketing May Offer to Improve Worldwide Obesity. American Marketing Association Winter Educators' Conference.

France (Donovan), K. R. & Fitzgerald Bone, P. (2008). Qualified Health Claims: The Fanfare, The Facts, The Fuss. MAS SIG Special Session, American Marketing Association Winter Educators Conference Proceedings.

France (Donovan), K.R., Riley, R., & Fitzgerald Bone, P. (2004). Retailer and Manufacturer Slotting: An Empirical Investigation. Marketing and Public Policy Conference Proceedings, 8-10.

France (Donovan), K.R., Fitzgerald Bone, P., & Scholder Ellen, P. (2003). A Round-Table Discussion of Effective Risk Communication. Marketing and Public Policy Conference Proceedings, 76-78.

France (Donovan), K.R., Achrol, & R., Fitz, P. (2003). Regulation of Marketing Channel Promotions. American Marketing Association Winter Educators' Conference, 147-148.

France (Donovan), K. R. & Fitzgerald Bone, P. (2002). Dietary Supplement Claims: Has the Pain Been Worth the Gain? American Marketing Association Winter Educators' Conference, 62-63.

France (Donovan), K.R. & Fitzgerald Bone, P. (2002). Food and Nutrition Regulation in a Global Marketplace. Marketing and Public Policy Conference Proceedings, 129-130.

France (Donovan), K.R., Scholder Ellen, P., & Fitzgerald Bone, P. (2002). International Trade and Regulatory Harmonization: The Case of Biotechnology. Marketing and Public Policy Conference Proceedings, 64-66.

France (Donovan), K.R., Ponzurick, T. G., & Logar, C. M. (2000). Does Pass-along Readership Exist for Newspapers: A Preliminary Investigation? Association of Marketing Theory and Practice Proceedings, 247-251.

France (Donovan), K.R., Logar, C., Ponzurick, T. G., & Spears, J. R. (2000). An Exploratory Look at Marketing Outsourcing Services. Association of Marketing Theory and Practice Proceedings, 149-155.

France (Donovan), K.R., Fitzgerald Bone, P. & France (1999). Attitude Toward Odors Beyond Intuition. Society for Marketing Advances, 46-50.

France (Donovan), K.R., Gabor, C., Ponzurick, T. G., & Logar, C. M. (1999). An Exploratory Investigation of a Buyer's Willingness to Purchas Specialty Products Electronically. Association of Marketing Theory and Practice Proceedings, 301-304.

France (Donovan), K.R., Ponzurick, T. G., & Logar, C. M. (1999). Can a Management Orientation be Used to Develop Export Strategies for Small Businesses: An Analysis. Association of Marketing Theory and Practice Proceedings, 254-260.

France (Donovan), K. R. & Fitzgerald Bone, P. (1998). The Moderating Role of Pod Position on Advertisement Effectiveness: Considering Program Affective Valence and Level of Appraisal. American Marketing Association Winter Educators' Conference, 172-177.

France (Donovan), K. R., Ponzurick, T. G., & Logar, C. M. (1998). The MBA Cookie-Cutter May Not Work: Differing Preferences for Course Format by Demographic Characteristics. Association of Marketing Theory and Practice Proceedings, 69-73.

France (Donovan), K.R., Logar, C. M., & Ponzurick, T. G. (1998). Commercializing Faculty Research: Opportunity and Obstacles. Association of Marketing Theory and Practice Proceedings, 21-22.

France (Donovan), K.R., Ponzurick, T. G., Mitenko, G., & Logar, C. M. (1997). Publication Policies and Practices of Marketing Journals: A Survey of Editors. Association of Marketing Theory and Practice Proceedings, 93-100.

France (Donovan), K.R., Fitzgerald Bone, P. (1997). A Graphic Deception. American Marketing Association Winter Educators' Conference, 224-229.

France (Donovan), K. R., Ponzurick, T. G., & Logar, C. M. (1996). Selling Charity Like Soap: Why We Need to Take a Marketing Perspective to Increase the Effectiveness of Charitable Organizations. Association of Marketing Theory and Practice Proceedings, 122-129.

France (Donovan), K.R., McClung, G. & France (1995). The Impact of Program Involvement on Commercial Effectiveness: Does Involvement Positively or Negatively Impact Commercials? American Marketing Association Conference Proceedings, 279-287.

France (Donovan), K. R., Ponzurick, T. G., & Logar, C. M. (1995). The Impact of Marketer-Controlled Communication on the Selection of Specialty Care Physician. Association of Marketing Theory and Practice Proceedings, 371-377.

France (Donovan), K. R., Shah, R. H., & Park, C. W. (1994). The Impact of Emotional Valence and Intensity on Ad Evaluation and Memory. Provo: Advances in Consumer Research, Vol. XXI; Association of Consumer Research, 583-588.

France (Donovan), K.R., Heath, T., & Subimal, C. (1990). Using the Phonemes of Brand Names to Symbolize Brand Attributes. American Marketing Association Summer Educators' Conference.

Paper Presentations

France (Donovan), K.R. & Fitzgerald, M. (2016). Religious Freedom and Consumer Access: An Experimental Investigation of Spontaneous Labeling. AMA Winter Educators' Conference. Las Vegas, Nevada.

France (Donovan), K. R. (2011). What you Don't Know Can't Hurt: Transformative Research on Health Literacy. Marketing and Public Policy Conference, Washington, District of Columbia.

France (Donovan), K. R. (2009). Consumers' Perception of Food Nutrition Labeling in China. American Marketing Association Winter Educators' Conference, Tampa, Florida.

France (Donovan), K. R. (2007). A Content Analysis of Qualified Health Claims. Marketing and Public Policy Conference, Washington, District of Columbia.

France (Donovan), K. R. (2006). Too Many Policy Makers in the Kitchen: An Examination of Consumers' Interpretations of Label Claims. American Dietetic Association, Washington, District of Columbia.

France (Donovan), K. R. (2006). Works in Progress: Qualified Health Claims. Functional Food Communications Forum, Washington, District of Columbia.

France (Donovan), K.R. (2005, May). Policy Research in Today's Marketing Environment: Lessons from the Experts. American Marketing Association.

Chapters/Books

France (Donovan), K.R., Uzzi, B., & Moorman, C. (1990). A Framework for Managing Synergy in Planned Change-Systems. Advances in Nonprofit Marketing, 1-26, Greenwhich: JAI Press, Inc.