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Professor Sally Dibb BSc (UMIST), MSc (UMIST), PhD (Warwick), FCIM

Prof Sally  Dibb

Profile summary

  • Central Academic Staff
  • Professor in Marketing
  • The Open University Business School
  • Research, Staffing & Central Academic
  • Department for Strategy and Marketing
  • sally.dibb

Professional biography

Sally is Professor of Marketing and Head of ISM-Open at The Open University Business School. She is also Co-Director of the International Marketing Practice Education and Learning (IMPEL) research theme.  She graduated from UMIST with a BSc (Management Science) and a research MSc (Marketing), and was subsequently awarded her PhD (Marketing) at the University of Warwick. Before joining The Open University Business School, Sally was a member of faculty at Warwick Business School (WBS), where she was Head of the Marketing and Strategic Management Group and Associate Dean (Undergraduate Programmes). Sally is now a Visiting Fellow at WBS, and is on the Advisory Board at Oxford Brookes Business School. Sally is also a board member of the Alcohol Research UK, a charity which support research education in the alcohol field.  She has taught extensively at undergraduate and postgraduate levels and has supervised many doctoral and masters students: ten former PhD students now are faculty members at leading international business schools. Sally has acted as External Examiner at Undergraduate, Masters and PhD level for a range of institutions.

Sally's research has been at the forefront of theoretical and relevant issues in marketing strategy, segmentation, customer relationship management (CRM) and consumer behaviour. She has published widely in these areas and through this work has contributed to major debates in these fields. Recently she was awarded a Certificate of Honour for her recent Journal of the Academy of Marketing Science article, by the Portuguese Academy of Marketing (ADMES) for outstanding work in marketing research. Sally currently chairs the Academy of Marketing's Special Interest Group in Market Segmentation and through this her work is internationally recognised. Current research projects include Taking Liberties (Leverhulme); Consumer Behaviour among Chinese Cosmetics Shoppers,  Customer Relationship Management in Brazilian Financial Services (Santander); MK ELVIS project (OLEV).  Sally has received research funding from a diverse range of funders including EU Fp7, ESRC, Leverhulme, Academy of Marketing, and OLEV; and also from commercial sources such as Santander.

Sally's publications include over 90 journal papers and many key texts, including the market leading MBA and undergraduate textbook Marketing: Concepts and Strategies, now in its fifth edition, which has sold over 400,000 copies; The Marketing Casebook, Marketing Briefs, and the practitioner-orientated The Marketing Planning Workbook and The Market Segmentation Workbook. The two Workbooks, also published in China and Russia, are based on her consultancy experiences with organisations such as E-on, ICI, JCB and AstraZeneca. 2008 saw the publication of two new books, Market Segmentation Success: Making it Happen! and Marketing Planning. In 2009, the first edition of a new undergraduate textbook Marketing Essentials appeared. Her journal publications include articles in the Journal of the Academy of Marketing Science, European Journal of Marketing, Industrial Marketing Management, European Journal of Operational Research, International Journal of Advertising, Journal of Marketing Management, Journal of Service Industry Management, Journal of Strategic Marketing, Long Range Planning, OMEGA, and many others.

Sally is a Fellow of the Chartered Institute of Marketing and was formally a CIM Senior Examiner. She has undertaken a diverse range of consultancy assignments within the field of marketing strategy, with leading blue chip organisations in the UK and internationally. She is also a trustee and board member of two charities , the AERC and ARUK, which support research and education in the alcohol field. 

Research interests

My main research interests are in exploring theoretical and practical issues in marketing strategy, particularly in relation to market segmentation, target marketing and customer management. Many of the projects on which I work are cross-disciplinary. A particular focus of my work has been to consider the role which research plays in influencing the interface between theory and practice. My current work includes a study examining the securitisation of customer data in the financial services and leisure sectors, a commercially funded study of consumer behaviour in China, EC Fp7 funded project (SurPRISE) examining EU citizens' reponses to surveillance, a Santander funded project considering CRM practices in Brazilian financial services, and work on the OLEV funded ELVIS project, which is using social marketing ideas to change customer behaviour in relation to electric vehicles. I am Associate Editor of the Journal of Marketing Management.  Through my role as Chair of the UK Academy of Marketing's Special Interest Group in market segmentation, I am driving forward research in the field. Key objectives are to develop models to make segmentation analysis and target marketing approaches more relevant to practitioners and to examine the use of different tools in identifying customer segments.

Impact and engagement

Sally is a Fellow of the Chartered Institute of Marketing and was formally one a CIM Senior Examiner. She has undertaken a diverse range of consultancy assignments within the field of marketing strategy, with leading blue chip organisations in the UK and internationally. She is also a trustee and board member of two charities , the AERC and ARUK, which support research and education in the alcohol field. 

Publications

The co-production of value in digital, university-industry R&D collaborative projects (2016-07)
Canhoto, Ana Isabel; Quinton, Sara; Jackson, Paul and Dibb, Sally
Industrial Marketing Management, 56 (pp. 86-96)
Sustainable clothing: challenges, barriers and interventions for encouraging more sustainable consumer behaviour (2016-05)
Harris, Fiona; Roby, Helen and Dibb, Sally
International Journal of Consumer Studies, 40(3) (pp. 309-318)
Unpacking the interplay between organisational factors and the economic environment in the creation of consumer vulnerability (2016)
Canhoto, Ana Isabel and Dibb, Sally
Journal of Marketing Management, 32(3-4) (pp. 335-356)
Chinese Relationship Management: A Qualitative Study of Banking in New Zealand (2016)
Chai, Joe and Dibb, Sally
Journal of Strategic Marketing ((In Press))
The role of customer management capabilities in public-private partnerships (2016)
Canhoto, Ana Isabel; Meadows, Maureen; Ball, Kirstie; Daniel, Elizabeth; Dibb, Sally and Spiller, Keith
Journal of Strategic Marketing ((Early Access))
Carnivalesque collaborations: reflections on ‘doing’ multi-disciplinary research (2015-10)
Spiller, Keith; Ball, Kirstie; Daniel, Elizabeth; Dibb, Sally; Meadows, Maureen and Canhoto, Ana
Qualitative Research, 15(5) (pp. 551-567)
Performing market segmentation: a performative perspective (2015)
Venter, Peet; Wright, Alex and Dibb, Sally
Journal of Marketing Management, 31(1-2) (pp. 62-83)
Taking responsibility for border security: commercial interests in the face of e-Borders (2014-06)
Dibb, Sally; Ball, Kirstie; Canhoto, Ana; Daniel, Elizabeth M.; Meadows, Maureen and Spiller, Keith
Tourism Management, 42(1) (pp. 50-61)
Working on the edge: remediation work in the UK retail travel sector (2014)
Ball, Kirstie; Canhoto, Ana; Daniel, Elizabeth; Dibb, Sally; Meadows, Maureen and Spiller, Keith
Work, Employment and Society, 28(2) (pp. 305-322)
Establishing the scope of marketing practice: insights from practitioners (2014)
Dibb, Sally; Simoes, Claudia and Wensley, Robin
European Journal of Marketing, 48(1-2) (pp. 380-404)
The role of corporate culture, market orientation and organisational commitment in organisational performance (2014)
Pinho, José Carlos; Rodrigues, Ana Paula and Dibb, Sally
Journal of Management Development, 33(4) (pp. 374-398)
Up, up and away: social marketing breaks free (2014)
Dibb, Sally
Journal of Marketing Management, 30(11-12) (pp. 1159-1185)
The manifestation of culture in product purchase: A cross-cultural comparison (2014)
Lindridge, Andrew; Vijaygopal, Rohini and Dibb, Sally
Journal of Marketing Analytics, 2(4) (pp. 250-263)
How consumer acculturation influences interpersonal trust (2014)
Chai, Joe and Dibb, Sally
Journal of Marketing Management, 30(1-2) (pp. 60-89)
Social marketing transformed: Kotler, Polonsky and Hastings reflect on social marketing in a period of social change (2013)
Dibb, Sally and Carrigan, Marylyn
European Journal of Marketing, 47(9) (pp. 1376-1398)
Progress in customer relationship management adoption: a cross-sector study (2012-07)
Meadows, Maureen and Dibb, Sally
Journal of Strategic Marketing, 20(4) (pp. 323-344)
Leadership teams rediscover market analysis in seeking competitive advantage and growth during economic uncertainty (2012)
Simkin, Lyndon and Dibb, Sally
Journal of Strategic Marketing, 20(1) (pp. 45-54)
Exploring the role of acculturation in brand choice: a new perspective for targeting Indians living in the UK (2012)
Vijaygopal, Rohini and Dibb, Sally
Journal of Targeting, Measurement and Analysis for Marketing, 20(1) (pp. 47-56)
Reviewing and conceptualising customer-perceived value (2012)
Chang, Connie and Dibb, Sally
Marketing Review, 12(3) (pp. 253-274)
Segmenting the energy market: problems and successes (2011)
Simkin, Lyndon and Dibb, Sally
Marketing Intelligence and Planning, 29(6) (pp. 580-592)
Debate: Research impact or career progression? (2010-11-05)
Dibb, Sally and Quinn, Lee
Public Money and Management, 30(6) (pp. 326-328)
The impact of antismoking information on teenagers' attitude and intention: implications and challenges for designing antismoking school interventions (2010-11)
Michaelidou, Nina; Dibb, Sally and Ali, Haider
Journal of Strategic Marketing, 18(6) (pp. 503-515)
Judging the quality of customer segments: segmentation effectiveness (2010-04)
Dibb, Sally and Simkin, Lyndon
Journal of Strategic Marketing, 18(2) (pp. 113-131)
Consumer trust in the online retail context: exploring the antecedents and consequences (2010-03-10)
Chen, Jun and Dibb, Sally
Psychology and Marketing, 27(4) (pp. 323-346)
Revealing doctors' prescribing choice dimensions with multivariate tools: A perceptual mapping approach (2010-03)
Monteiro, Carlos M. F.; Dibb, Sally and Almeida, Luis Tadeu
European Journal of Operational Research, 201(3) (pp. 909-920)
Evaluating market-segmentation research priorities: targeting re-emancipation (2010)
Quinn, Lee and Dibb, Sally
Journal of Marketing Management, 26(13-14) (pp. 1239-1255)
Brand switching in clothing: the role of variety-seeking drive and product category-level characteristics (2009-05)
Michaelidou, Nina and Dibb, Sally
International Journal of Consumer Studies, 33(3) (pp. 322-326)
Implementation rules to bridge the theory/practice divide in market segmentation (2009-04)
Dibb, Sally and Simkin, Lyndon
Journal of Marketing Management, 25(3) (pp. 375-396)
Bridging the segmentation theory/practice divide (2009)
Dibb, Sally and Simkin, Lyndon
Journal of Marketing Management, 25(3) (pp. 219-225)
Diagnosing and treating operational and implementation barriers in synoptic marketing planning (2008-07)
Dibb, Sally; Simkin, Lyndon and Wilson, David
Industrial Marketing Management, 37(5) (pp. 539-553)
Consumer involvement: a new perspective (2008-03)
Michaelidou, Nina and Dibb, Sally
Marketing Review, 8(1) (pp. 83-99)
The effect of health, cosmetic and social antismoking information themes on adolescents’ beliefs about smoking (2008)
Michaelidou, Nina; Dibb, Sally and Ali, Haider
International Journal of Advertising, 27(2) (pp. 235-250)
Product involvement: an application in clothing (2006-10-17)
Michaelidou, Nina and Dibb, Sally
Journal of Consumer Behaviour, 5(5) (pp. 442-453)
Managing corporate identity: an internal perspective (2005-04-01)
Simoes, Claudia; Dibb, Sally and Fisk, Raymond P.
Journal of the Academy of Marketing Science, 33(2) (pp. 153-168)
Market Segmentation Implementation Barriers and How to Overcome Them (2005-01)
Dibb, Sally
Marketing Review, 5(1) (pp. 13-30)
Brand switching in clothing as a manifestation of variety-seeking behavior (2005)
Michaelidou, Nina; Dibb, Sally and Arnott, David
Advances in Consumer Research: Asia Pacific Region, 6 (pp. 79-85)
Characteristics of marketing channels: a theoretical framework (2005)
Michaelidou, Nina; Arnott, David C. and Dibb, Sally
Marketing Review, 5(1) (pp. 45-57)
Religious influences on shopping behaviour: an exploratory study (2004-08-27)
Essoo, Nittin and Dibb, Sally
Journal of Marketing Management, 20(7-8) (pp. 683-712)
Relationship marketing and CRM: a financial services case study (2004-06)
Dibb, Sally and Meadows, Maureen
Journal of Strategic Marketing, 12(2) (pp. 111-125)
Marketing educators: addressing implementation in core courses (2003-03)
Dibb, Sally and Simkin, Lyndon
Journal of Strategic Marketing, 11(1) (pp. 3-13)
Is 'culture' a justifiable variable for market segmentation? A cross-cultural example (2003-03)
Lindridge, Andrew and Dibb, Sally
Journal of Consumer Behaviour, 2(3) (pp. 269-286)
Diagnosing and treating segmentation barriers in business-to-business (2003)
Dibb, Sally
Thexis, 4 (pp. 40-46)
Marketing knowledge and the value of segmentation (2002-04)
Dibb, Sally; Stern, Philip and Wensley, Robin
Marketing Intelligence and Planning, 20(2) (pp. 113-119)
Segmentation analysis for industrial marketing: problems of integrating customer requirements into operations strategy (2002-02)
Dibb, Sally and Wensley, Robin
European Journal of Marketing, 36(1/2) (pp. 231-251)
Marketing planning: best practice (2001-12)
Dibb, Sally
Marketing Review, 2(4) (pp. 441-460)
Market segmentation: diagnosing and treating the barriers (2001-12)
Dibb, Sally and Simkin, Lyndon
Industrial Marketing Management, 30(8) (pp. 609-625)
Rethinking the brand concept: new brand orientation (2001-12)
Simoes, Claudia and Dibb, Sally
Corporate Communications: an international journal, 6(4) (pp. 217-224)
New Millennium, new segments: moving towards the segment of one? (2001-09-01)
Dibb, Sally
Journal of Strategic Marketing, 9(3) (pp. 193-213)
The application of a relationship marketing perspective in retail banking (2001-01-01)
Dibb, Sally and Meadows, Maureen
Service Industries Journal, 21(1) (pp. 169-194)
A comparative study of marketing planning in Portugal and the UK (2001)
Dibb, Sally; Farhangmehr, Minoo and Simkin, Lyndon
Marketing Intelligence and Planning, 19(6) (pp. 409-417)
New survey medium: collecting marketing data with e-mail and the world wide web (2001)
Dibb, Sally; Rushmer, A. and Stern, P.
Journal of Targeting, Measurement and Analysis for Marketing, 10(1) (pp. 17-25)
Banks, customer relationship management and barriers to the segment of one (2001)
Dibb, Sally
Journal of Financial Services Marketing, 6(1) (pp. 10-23)
Marketing Essentials (2nd ed.) (2013-02-19)
Dibb, Sally and Simkin, Lyndon
ISBN : 978-14080-7368-1 | Publisher : Cengage Learning | Published : Andover
Marketing: Concepts and Strategies (6th ed.) (2012-04-13)
Dibb, Sally; Simkin, Lyndon; Pride, William M. and Ferrell, O. C.
ISBN : 9781408064320 | Publisher : Cengage | Published : London
Marketing essentials (2009)
Dibb, Sally and Simkin, Lyndon
ISBN : 978-1-4080-1150-8 | Publisher : Cengage Learning | Published : London
Market Segmentation Success: Making It Happen (2008)
Dibb, Sally and Simkin, Lyndon
ISBN : 978-0-7890-2917-1 | Publisher : Routledge | Published : London
Marketing Planning: A Workbook for Marketing Managers (2008)
Dibb, Sally and Simkin, Lyndon
ISBN : 978-1-84480-782-6 | Publisher : Cengage Learning | Published : London, UK
Marketing: Concepts and Strategies. 5th Edition (2005-04)
Dibb, Sally; Simkin, Lyndon; Pride, William M. and Ferrell, O.C.
ISBN : 061853203X | Publisher : Houghton Mifflin | Published : Abingdon, UK
Marketing briefs: a revision and study guide. 2nd edition (2004-09-23)
Dibb, Sally and Simkin, Lyndon
ISBN : 075066200X | Publisher : Butterworth-Heinemann | Published : Oxford, UK
Marketing briefs: a revision and study guide (2001-10-10)
Dibb, Sally and Simkin, Lyndon
ISBN : 750653868 | Publisher : Butterworth-Heinemann | Published : Oxford
Leadership teams rediscover market analysis in seeking competitive advantage and growth during economic uncertainty (2012-12-05)
Simkin, Lyndon and Dibb, Sally
In: Wright, Sheila ed. Competitive Intelligence, Analysis and Strategy: Creating Organisational Agility
ISBN : 978-0-415-63128-0 | Publisher : Routledge | Published : London
Target segment strategy (2010)
Dibb, Sally and Simkin, Lyndon
In: Baker, Michael J. and Saren, Michael eds. Marketing Theory: a Student Text (pp. 237-260)
ISBN : 9781849204651 | Publisher : Sage | Published : London
Illustrations of the internal management of corporate identity (2008)
Simoes, Claudia and Dibb, Sally
In: Melewar, T. C. ed. Facets of Corporate Identity, Communication and Reputation (pp. 66-80)
ISBN : 978-0-415-40527-0 | Publisher : Routledge | Published : Abingdon
Editorial (2005)
Dibb, Sally
In: Dibb, Sally and Sausen, K. eds. Market Segmentation SIG Conference Proceedings
ISBN : 3 -908545 96 X | Publisher : University of Gallen | Published : Switzerland
Market segmentation: changes and challenges (2003-04-24)
Dibb, Sally
In: Hart, S. ed. Marketing Changes
ISBN : 1861526733 | Publisher : International Thomson | Published : London
An Open Research University (2015)
Holliman, Richard; Adams, Anne; Blackman, Tim; Collins, Trevor; Davies, Gareth; Dibb, Sally; Grand, Ann; Holti, Richard; Mckerlie, Fiona; Mahony, Nick and Wissenburg, Astrid
Holliman, Richard; Adams, Anne; Blackman, Tim; Collins, Trevor; Davies, Gareth; Dibb, Sally; Grand, Ann; Holti, Richard; McKerlie, Fiona; Mahony, Nick and Wissenburg, Astrid eds.
ISBN : 9781473004030 | Publisher : The Open University | Published : Milton Keynes
Proceedings of SIG market segmentation research seminar (2005)
Sausen, Karsten and Dibb, Sally eds.
ISBN : 390854596X | Publisher : Thexis | Published : St.Gallen, Switzerland
Improving organisational responsiveness through CRM – the dynamics of strategy, information systems, and staff empowerment (2013-09-11)
Batista, Luciano; Meadows, Maureen; Dibb, Sally; Hinton, Matthew and Analogbei, Mathew
In : British Academy of Management Conference Proceedings (10-12 September 2013, Liverpool, UK)
Improving organisational responsiveness through CRM – strategy, system effectiveness and staff empowerment perspectives (2012-09-13)
Batista, Luciano; Hinton, Matthew; Dibb, Sally and Meadows, Maureen
In : 6th European Conference on Information Management and Evaluation (ECIME 2012) (13-14 September 2012, University College Cork, Ireland)
Antecedents and consequences of impulsive buying: can impulsive buying be understood as dysfunctional emotion regulation? (2012-07-02)
Fenton-O'Creevy, Mark; Furnham, Adrian; Dibb, Sally and Davies, Gareth
In : Eighth International Conference on Emotions and Worklife: Emonet VIII (02-03 July 2012, Helsinki)
Transferring the ‘War on Terror’ to the private sector: practice perspective on organisational tensions (2010-09-12)
Meadows, Maureen; Ball, Kirstie; Daniel, Elizabeth; Dibb, Sally and Spiller, Keith
In : Strategic Management Society 30th Annual International Conference (12-15 September 2010, Rome)
Evaluating market segmentation research priorities (2010-07)
Quinn, Lee and Dibb, Sally
In : Academy of Marketing Conference: Transformational Marketing (5-7 July 2010, Coventry University)
Making surveillance messy: a conceptual discussion (2010-04-13)
Ball, Kirstie; Spiller, Keith; Dibb, Sally; Meadows, Maureen and Daniel, Elizabeth
In : Fourth Biannual Surveillance and Society/SSN Conference (13-15 Apr 2010, City University, London, UK)
The resource-based and dynamic capability views as a foundation for a market segmentation theory (2004)
Sausen, Karsten; Dibb, Sally and Tomczak, Torsten
In : Academy of Marketing Conference (06 - 09 Jul 2004, Cheltenham, UK)

Professor in Marketing

Professor Sally Dibb is a member of The Open University's Department of Strategy and Marketing.

You can email Professor Sally Dibb directly; but for media enquiries please contact a member of The Open University's Media Relations team.