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BOZIC Branko

PhD, Management Sciences, Marketing

Branko Bozic is an Associate Professor in Marketing (Sales) and Head of MSc International Sales Management at NEOMA Business School. His research specializes in the antecedents, processes, and outcomes of customer trust. Branko’s research has been published in Organization Studies, Journal of Business Research, and Human Resource Management Journal, among others. He teaches Sales Leadership and Negotiation, Sales Management and Negotiation, Contemporary Selling Processes. Drawing on his expertise in customer trust Branko helps organizations across the industry spectrum that want their salespeople to overcome prospects’ and customers’ uncertainties and vulnerabilities. He has 15+ years of international sales experience from New Zealand, Slovenia, Croatia, Montenegro, Serbia, and the United Kingdom, and is a member of American Marketing Association (AMA) Sales SIG and EMAC (Sales).

Areas of research

  • Trust
  • Sales
  • Salesforce Performance
  • Salesforce effectiveness

Recent academic contributions

  • BOZIC, B., S.SIEBERT, G.MARTIN, "A grounded theory study of factors and conditions associated with customer trust recovery in a retailer", Journal of Business Research, March 2020, vol. 109, pp. 440-448
    DOI : 10.1016/j.jbusres.2019.12.032
  • BOZIC, B., S.SIEBERT, G.MARTIN, "A strategic action fields perspective on organizational trust repair", European Management Journal, February 2019, vol. 37, no. 1, pp. 58-66
    DOI : 10.1016/j.emj.2018.04.005
  • BOZIC, B., V. G.KUPPELWIESER, "Customer trust recovery: an alternative explanation", Journal of Retailing and Consumer Services, April 2019, vol. 49, pp. 208-218

Academic Journals

  • BOZIC, B., S.SIEBERT, G.MARTIN, "A grounded theory study of factors and conditions associated with customer trust recovery in a retailer", Journal of Business Research, March 2020, vol. 109, pp. 440-448
    DOI : 10.1016/j.jbusres.2019.12.032
  • BOZIC, B., S.SIEBERT, G.MARTIN, "A strategic action fields perspective on organizational trust repair", European Management Journal, February 2019, vol. 37, no. 1, pp. 58-66
    DOI : 10.1016/j.emj.2018.04.005
  • BOZIC, B., V. G.KUPPELWIESER, "Customer trust recovery: an alternative explanation", Journal of Retailing and Consumer Services, April 2019, vol. 49, pp. 208-218
  • SIEBERT, S., G.MARTIN, B.BOZIC, "Organizational recidivism' and trust repair: a story of failed detectives", Journal of Organizational Effectiveness: People and Performance, October 2018, vol. 5, no. 4, pp. 328-345
    DOI : 10.1108/JOEPP-07-2018-0054
  • BOZIC, B., "Consumer trust repair: A critical literature review", European Management Journal, August 2017, vol. 35, no. 4, pp. 538-547
  • SIEBERT, S., G.MARTIN, B.BOZIC, "Research into employee trust: epistemological foundations and paradigmatic boundaries", Human Resource Management Journal, 2016, vol. 26, no. 3, pp. 269-284
    DOI : 10.1111/1748-8583.12103
  • SIEBERT, S., G.MARTIN, B.BOZIC, I.DOCHERTY, "Looking 'Beyond the factory gates': Towards more pluralist and radical approaches to intraorganizational trust research", Organization Studies, 2015, vol. 36, no. 8, pp. 1033-1062

Academic conferences

  • KUPPELWIESER, V. G., B.BOZIC, "Money recovers trust - does it?" in International Research Symposium in Service Management, 2018, Ljubljana, Slovenia
  • BOZIC, B., "Consumers' trust recovery in a food retailer" in Academy of Marketing Science, 2018
  • BOZIC, B., S.SIEBERT, G.MARTIN, "A process approach to organizational trust breakdown and trust repair", The Sixth International Symposium on Process Organization Studies, 2014, Rhodes, Greece
  • MARTIN, G., S.SIEBERT, B.BOZIC, "Re-conceptualising organizational trust repair: The case of repeated transgressions" in 73rd Annual, Academy of Management, vol. 1, pp. 10446, 2013, Florida, United States
  • MARTIN, G., S.SIEBERT, B.BOZIC, I.DOCHERTY, "Revising industrial sociology to shed new light on organizational trust repair" in 73rd Annual, Academy of Management, vol. 1, 2013
  • BOZIC, B., S.SABINA, G.MARTIN, "Guilty or not guilty? A neo-institutional perspective on trust repair" in Workshop on Trust Within and Between Organizations, FINT, 2013
  • SIEBERT, S., G.MARTIN, B.BOZIC, I.DOCHERTY, "What do Burrell and Morgan's sociological paradigms and Fox's frames of reference tell us about organizational trust and trust repair literature?" in 29th Colloquim, EGOS, 2013, Montreal, Canada

Dissemination activity

  • KUPPELWIESER, V. G., B.BOZIC, "Service recovery and customer trust repair: an integrative approach" in 15th International Research Conference in Service Management, 2018, La Londe les Maures, France
  • KUPPELWIESER, V. G., B.BOZIC, "Money recovers trust – does it?" in 9th International Research Symposium in Service Management (IRSSM-9), 2018, Ljubljana, Slovenia
  • KUPPELWIESER, V. G., B.BOZIC, "Service Recovery vs. Trust Recovery" in The La Londe Conference, 2018, La Londe les Maures, France