George Day

George Day
  • Geoffrey T. Boisi Professor Emeritus

Contact Information

  • office Address:

    767 Jon M. Huntsman Hall
    3730 Walnut Street
    University of Pennsylvania
    Philadelphia, PA 19104

Research Interests: competitive strategies in global markets, innovation and organic growth, marketing management, strategic processes and methods, and organizational change.

Links: CV

Overview

George S. Day is the Geoffrey T. Boisi Professor Emeritus at the Wharton School of the University of Pennsylvania.  He founded the Mack Institute for Innovation Management at the Wharton School, where he is presently Faculty Emeritus in Residence. He was previously the Executive Director of the Marketing Science Institute and is currently an Academic Trustee.

He has consulted to numerous corporations such as General Electric, IBM, Metropolitan Life, Unilever, E.I. DuPont de Nemours, W.L. Gore and Associates, Coca-Cola, Boeing, LG Corp., Best Buy, Merck, Johnson & Johnson, and Medtronic.  He is the past chairman of the American Marketing Association and serves on Boards of Directors including the Free Library of Philadelphia, the Zoological Society of Philadelphia and the Lower Merion Conservancy. He is also the co-chair of the Ag Sustainability Center of the Sonoma County Winegrowers.

Dr. Day has authored eighteen books in the areas of marketing and strategic management, including: Peripheral Vision:  Detecting the Weak Signals that Can Make or Break Your Company (with Paul Schoemaker) 2006, Strategy from the Outside-In: Profiting from Customer Value (with Christine Moorman) 2010, and Innovation Prowess:  Leadership Strategies for Accelerating Growth, 2013.  His most recent book is See Sooner/Act Faster: How Vigilant Leaders Navigate Digital Turbulence, forthcoming in 2019 from MIT Press.

He has won ten best articles award and one best book award, and two of his articles were among the top 25 most influential articles in marketing science in the past 25 years. He was honored with the Charles Coolidge Parlin Award in 1994, the Paul D. Converse Award in 1996, the Sheth Foundation award in 2003, and the Mahajan Award for career contributions to strategy in 2001. In 2004, he received the AMA/Irwin/McGraw-Hill Distinguished Marketing Educator Award.  In 2015 he was chosen as one of eleven “Legends in Marketing,” and in 2017 he was awarded the William L. Wilkie, “Marketing for a Better World” award.

September 2018

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Research

  • George Day and Greg Shea (2018), Grow Faster by Changing the Innovation Narrative, MIT Sloan Management Review.

    Abstract: The work systems model of organizational begins with a plausible growth-affirming narrative, and works backwards to identify obstacles to achieving that future. The heart of this change model is picking a few organizational levers to pull to achieve a new narrative. Our research has identified four levers that best distinguish growth leaders from growth laggards.

  • Christine Moorman and George Day (2016), Organizing for Marketing Excellence,.

    Abstract: The marketing organization is the interface of the firm with its markets and where the work of marketing gets done. This review of the past 25 years of scholarship on marketing organization examines the individual and integrative roles of four elements of marketing organization--capabilities, configuration (including structure, metrics, and incentives), culture, and the human capital of marketing leadership and talent. The authors show that these four elements are mobilized through seven marketing activities (7As) that occur during the marketing strategy process. These activities enable the firm to anticipate market changes, adapt the strategy to stay ahead of competition, align the organization to the strategy and market, activate effective implementation, ensure accountability for results, attract resources, and manage marketing assets. How well the firm manages these seven activities throughout the marketing strategy process determines the performance payoffs from marketing organization.

  • George Day and Paul Schoemaker (2016), Adapting to Fast-Changing Markets and Technologies, California Management Review.

    Abstract: The dynamic capabilities framework identifies three components as critical for successful organizational adaptation, sensing, seizing and transforming. By contrasting two distinct business cases, a long-term biofuel investment by DuPont and Novartis's rapid deployment of digital technologies in marketing, this article assesses the managerial implications of each of these components. It develops an embryonic contingency model that illustrates why the relative importance of dynamic capabilities varies across firms. The article also highlights the critical role played by strategic leaders, who must selectively adapt and refine dynamic capabilities and also serve as a last line of defense in times of rapid change.

  • George Day (2013), The Evolution of the Resource-Based view of the Firm, Journal of the Academy of Marketing Science.

  • George Day and Christine Moorman (2013), Regaining Relevance, Strategy & Leadership.

  • George Day (2013), Integrating Organizational Networks, Weak Signals and Strategic Radars, Technological Forecasting & Social Change, 80.

  • George Day and Rob Malcolm (2012), The CMO and the Future of Marketing, Marketing Management.

  • George Day and Christine Moorman (2011), Bringing an Outside-In Perspective to Strategy, Marketing Management.

  • George Day (2011), Closing the Marketing Capabilities Gap, Journal of Marketing.

  • George Day and Paul Schoemaker (2011), Innovating in Uncertain Markets: Ten Lessons for Green Technologies, MIT Sloan Management Review.

Teaching

Past Courses

  • MKTG777 - Marketing Strategy

    This course views marketing as both a general management responsibility and an orientation of an organization that helps one to create, capture and sustain customer value. The focus is on the business unit and its network of channels, customer relationships, and alliances. Specifically, the course attempts to help develop knowledge and skills in the application of advanced marketing frameworks, concepts, and methods for making strategic choices at the business level.

  • MKTG890 - Advanced Study Project (ASP)

    RETAIL ECOSYSTEM ACTION LEARNING PROJECTS: This course offers graduate students from Wharton and other Penn schools an opportunity to work on real-world projects for companies in the retail industry and in the wider retail ecosystem. It requires the exploration and analysis of actual business issues or opportunities identified by sponsoring/client companies, as well as the formulation of recommendations. It combines 1) academic principles, 2) application of prior business knowledge to the project at hand, and 3) a solutions-oriented mentality. In addition to supervised project work and regular updates to the corporate client/project sponsor, the course involves classroom meetings and discussions on topics pertaining to the projects. While this course focuses on "marketing" topics, projects might also incorporate topics from related disciplines such as operations, management of innovation & technology, data analytics, international management, design, and real estate. Indeed, the goal will be to constitute interdisciplinary teams from Wharton and other relevant Penn graduate schools. ,ADVANCED STUDY PROJECT (GENERAL): The principal objectives of this course are to provide opportunities for undertaking an in-depth study of a marketing problem and to develop the students' skills in evaluating research and designing marketing strategies for a variety of management situations. Selected projects can touch on any aspect of marketing as long as this entails the elements of problem structuring, data collection, data analysis, and report preparation. The course entails a considerable amount of independent work. (Strict library-type research is not appropriate) Class sessions are used to monitor progress on the project and provide suggestions for the research design and data analysis. The last portion of the course often includes an oral presentation by each group to the rest of the class and project sponsors. Along with marketing, the projects integrate other elements of management such as finance, production, research and development, and human resources.

  • MKTG899 - Independent Study

    A student contemplating an independent study project must first find a faculty member who agrees to supervise and approve the student's written proposal as an independent study (MKTG 899). If a student wishes the proposed work to be used to meet the ASP requirement, he/she should then submit the approved proposal to the MBA adviser who will determine if it is an appropriate substitute. Such substitutions will only be approved prior to the beginning of the semester.

  • MKTG995 - Dissertation

Awards and Honors

  • William L. Wilkie “Marketing for a Better World” Award, 2017
  • Selected as one of the eleven Legends in Marketing, 2015
  • AMA/Berry Prize for the Best Book on Marketing, 2012 Description

    Winner (with Christine Moorman) for Strategy from the Outside-In (McGraw-Hill 2010)

  • IBM Award for Best Article published in the Journal of Service Research, 2007 Description

    "The Path to Customer Centricity" with Denise Shah, Roland Rust, A. Parasuraman and Richard Staelin.

  • Robert D. Buzzell Marketing Science Institute Best Paper Award, 2007 Description

    Award for Aligning the Organization with the Market (MSI Report 05-110).

  • JM/Sheth Foundation Award, 2004 Description

    For the best article published in the Journal of Marketing that has made a long term contribution to the field of Marketing

  • AMA/McGraw-Hill Irwin Distinguished Marketing Educator, 2004 Description

    AMA/McGraw-Hill Irwin Distinguished Marketing Educator

  • Erskine Fellow, University of Canterbury, Christchurch, New Zealand, 2002 Description

    Erskine Fellow, University of Canterbury, Christchurch, New Zealand

  • Vijay Mahajan Award, 2001 Description

    For career contributions to marketing strategy, awarded by the American Marketing Association

  • Excellence in Teaching Award, 1998 Description

    From the Wharton Graduate Association

  • Finalist, Anvil Award, 1992 Description

    For teaching excellence at The Wharton School, 1992, 1997, 1998

  • Honored with the establishment of the George S. Day Doctoral Dissertation Award, 1997 Description

    For research on interfunctional issues

  • Paul D. Converse Award, 1996 Description

    For outstanding contributions to the development of the science of
    marketing, awarded by the American Marketing Association.

  • Marketing Science Institute Award, 1995 Description

    For best working paper “The Capabilities of Market-Driven Organizations”

  • Harold H. Maynard Award, 1994 Description

    For most significant contribution to marketing theory and thought for the article “The Capabilities of Market-Driven Organizations.” This article was also the runner-up for the Alpha Kappa Psi Foundation Award.

  • Charles Coolidge Parlin Award, 1994 Description

    In recognition of outstanding contributions to marketing and marketing education

  • Top 20 articles that have most affected the practice of marketing science, 1994 Description

    INFORMS Society for Marketing Science picked my article "The Capabilities of Market-Driven Organizations" which appeared in the Journal of Marketing in 1994 as one of the Top 20 articles that have most affected the practice of marketing science.

  • Master of Arts (Honorary), University of Pennsylvania, 1992
  • Harold H. Maynard Award, 1989 Description

    For most significant contribution to marketing theory and thought, Jointly with Mary Lambkin for article on “Evolutionary Processes in Competitive Markets: Beyond the Life Cycle.”

  • Runner-up for Alpha Kappa Psi Award, 1980 Description

    In 1980 and 1988

  • Alpha Kappa Psi Foundation Award, 1988 Description

    For most significant contribution to marketing practice, Jointly with Robin Wensley for article on “Assessing Advantage: A Framework for Diagnosing Competitive Superiority.”

  • Recognition Award for 10 years of contributions to management education in the General Electric Company, 1988
  • Hewlett-Packard Award, 1987 Description

    For outstanding contributions to the use of computers in the field
    of business education

  • Runner-up for Harold H. Maynard Award, 1980
  • Runner-up for Alpha Kappa Psi Award, 1980 Description

    For ACustomer-Oriented Approaches to Identifying Product Markets,” with Allan D. Shocker and Ray Srivastava

  • Alpha Kappa Psi Foundation Award, 1978 Description

    For most significant contribution to marketing practice, 1978, for article on “Diagnosing the Product Portfolio”

  • Beta Gamma Sigma Dissertation prize, 1969 Description

    With publication of Buyer Attitudes and Brand Choice Behavior in 1970 by Free Press

  • Ford Foundation Dissertation Research Award, Columbia University, 1966
  • Ford Foundation Doctoral Study Awards, Columbia University, 1964-1965 Description

    1964 and 1965

  • Minnesota Mining and Manufacturing Merit Award, University of Western Ontario, 1960

In the News

Knowledge @ Wharton

Activity

Latest Research

George Day and Greg Shea (2018), Grow Faster by Changing the Innovation Narrative, MIT Sloan Management Review.
All Research

In the News

GE’s Leadership Problem Goes Beyond Its CEO

GE has become, as one Wharton expert said, “a slow-motion train wreck.” Can a change at the top help turn it around?

Knowledge @ Wharton - 2018/10/9
All News

Awards and Honors

William L. Wilkie “Marketing for a Better World” Award 2017
All Awards