ACADEMIC PREPARATION 

D.P.S.  (1995)  PACE UNIVERSITY (accredited by AACSB).
   Doctor of Professional Studies (DPS) in Marketing, International
   Business and Management.  Dissertation: “A Paradigm for Change
   The Diffusion of Innovation Theory-Case Study Cellular Industry”.

M.B.A. (1971)  COLUMBIA UNIVERSITY
   Concentration in Marketing and International Business

B.A.     (1970)  BROOKLYN COLLEGE
   Major in Economics

 

EDUCATION EXPERIENCE

1997      University of Connecticut    Stamford, CT
  Adjunct Associate Professor
  Graduate School of Business Administration
  Course: Strategic Marketing Management

1997  Fordham University     Tarrytown, NY
  Adjunct Associate Professor
  Graduate School of Business Administration
  Course: New Product Development

1996  Polytechnic University    Brooklyn & Hawthorne NY
  Adjunct Associate Professor
  Executive Management Program in Masters of Science in Telecomm.
  & Computing Management, and Management of Technology
  Courses: Marketing, Strategic Management, New Issues in Telecomm.

1992  Pace University     White Plains, NY
  Lubin Graduate School of Business
  Course: International Business

WORK EXPERIENCE

1996-97 THE MICHAEL ALLEN COMPANY  Westport, CT
  Managing Consultant
  Manage consulting assignments focusing on the communications and
  information services industries and opportunities for growth.  Key areas of
  expertise involve:  Pricing Strategy, Market Segmentation, Competitor Analysis,
  Churn Management, and Growth Development.

1992-1996 AT&T WIRELESS SERVICES.   Paramus, NJ
  Director, Strategic Market Research
• Directed the strategic planning and research functions including projects on
customer segmentation, pricing strategy, customer retention, channel
analysis and new technology introduction.
• Designed a pricing strategy that generated $10MM in incremental
annual revenue.
• Identified and dimensionalized the key business drivers (e.g. share, churn,
usage).
• Structured development, and testing, of Direct Marketing campaign.
• Developed Marketing/Customer Information System for use in relationship
marketing programs.

1984-1992 CITICORP.      New York, NY

 Vice President Business Development, Enhanced Telephone Services
 Identified new business opportunities for financial and information services in the
 business and professional markets.
• Structured market test for an on-site banking service with revenue potential
of $50MM.
• Negotiated strategic alliances with RBOC’s and key information providers.

Vice President Strategic Research, Citicorp Mortgage, Inc.
Organized and headed the research/analysis function for Citicorp’s mortgage business,
including profitability analysis.  Conducted studies on price elasticity, channel conflict,
and the introduction of a Computerized Loan Origination System.
• Increased customer retention by 20%.

Vice President Business Manager, Information Business
Developed the business case for a logistics based information business including the
acquisition of software and organization of the business through implementation.
Researched new opportunities in the business information market.  In the grocery and
insurance industries.
• Created Citicorp Management Logistics, Inc., with potential revenues of
$100MM.

 Vice President Product manager, North American Banking Group
 Implemented the Customer Information File (CIF) database for the Electronic Banking
 Group.
• Used CIF to increase cross sell of electronic banking services by 15%.

1978-2984 ITT.       Secaucus, NJ

 Project Manager World Communications
• Introduction and managed on-line telex directory (WorldList) and a
packet switching service (WorldNet).
• Implemented WorldList with potential revenue of $15MM.
• Developed information service for the Property/Casualty insurance industry.

Manager Market Planning, Communications Operations Group
Created the plan for ITT’s entry into the electronic/physical mail distribution market.
• Negotiated strategic alliance with Emery Air Freight with a value of $100MM.
• Developed plans for video communications services.

 

1973-1978 GTE.       Stamford, CT
 
 Senior Project Manager, Corporate Products Group
 Managed the research for the introduction of the FlipPhone.  Investigated future
 business opportunities for GTE’s brokerage system.
• Championed the introduction of the FlipPhone generating sales of 600K
in the first year.
• Investigated opportunities for Point of Sale terminal equipment.
 
Project Manager, Communications Products Division
Directed the research function of the division and organized the world wide strategic
planning process.  Participated in the development of GTE’s global telecommunications
strategic plan.
• Participated in securing $500MM contract with Iran.
• Identified joint venture candidates for digital PBX development in Israel & Korea.

Eastern Europe Specialist, GTE International
Identified business opportunities in Eastern Europe for lighting and TV components products.
Arranged for senior level negotiations in Bulgaria, Hungary and Poland.
• Formulated GTE’s position on doing business in Eastern Europe.
• Completed research on electronic component market in Eastern Europe.

1971-1973 JOHN HANCOCK     New York, NY

 Consultant
 Structured financial programs for small businesses and professionals.

 

 PORTFOLIO OF INTELLECTUAL CONTRIBUTION (1993 to Present)

Working papers Undergoing Review for Publication

1999 “The Marketing of Nascar: a Lesson in Integrated Differentiate & Relationship
 Marketing” submitted to Journal of Sports Marketing    [BAS]

1999 “Back to the Future: How Companies Can Utilize Their Core Competencies to Increase
 Profits – Case Study of ITT Worldcom” submitted to The Journal of Business &
 Industrial Marketing         [APP]

1999 “Intrapreneuring: How an Idea Combined With the Marketing Process to Generate Huge
 Profits – The story of the GTE FlipPhone” submitted to The Journal of Business &
 Industrial Marketing         [APP]

PLANNED/PROPOSED or IN PROCESS RESEARCH ACTIVITIES for 1999

1999 “The Home Shopping Industry – Case Study of QVC” prepared for The International
 Journal of Retail and Distribution Management     (In process)   [BAS]

1999 “Analysis of Consumer Attitudes Towards E-Commerce & Current Purchasing Behavior
 in Europe, India and the US” prepared for The International Journal of Retailing (in
 process)                          [BAS]

1999 “The Diffusion of Innovation Theory As a Road Map for Successful New Product
 Introduction Management” prepared for The Journal of Product Innovation Management
 (in process)          [BAS]

1999 “Customer Retention and the Path of Profitability” prepared for American Business
 Perspectives (in process)        [APP]

1999  “Forecasting by Analogy Theory – Case Study of the Cellular Industry” prepared for
 The International Journal of Forecasting (in process)    [APP]

1999 Article to be submitted to The Journal of Business & Industrial Marketing  [APP]

1999 Paper to be submitted to Northeast Business & Economic Association 1999 Annual
 Conference          [APP]

1999 Paper to be submitted to the 2000 International Academy of Business Disciplines
 Annual Conference         [APP]

1999 Paper to be submitted to the 2000 Academy of Business Administration Annual
 Conference          [APP]

1999 Book review for the Southern Business & Economic Journal

Referred Conference Proceedings

1999 “The Diffusion of Innovation Theory – The Marriage of Academic Thinking and Business
 Experience.”  Proceedings, 1999 Annual Conference, Academy of Business Administrations,
 April 1999.          [BAS]

1999 “The Electronic Marketplace: Evolution of a Revolution.”  Proceedings, 1999 Annual
 Conference International Academy of Business Disciplines, March 1999.  [APP]

1998 “The Diffusion of Innovation Theory and Its Applicability in the Real World.”  Proceedings, 1998 Annual Conference Northeast Business & Economic Association, October 1998.  [APP]

1997 “Customer Retention and the Loyalty Continuum.”  Proceedings, 1997 Global Business Trends
 Conference, Academy of Business Administration, December 1997.   [APP]

1997 “The Loyalty Continuum – How to Develop an Optimum Customer Retention Strategy.”
 Proceedings, 1997 Global Business Trends Conference, November 1997.  [APP]

1994 “Project Genesis, the Alpha Paradigm – A Review of American and Japanese Styles in
 Management.”  Proceedings, Global Business Trends Conference.  Academy of Business
 Administrations, April 1994.        [APP]

Presentations (Papers, Symposia, Workshop,etc.) at Refereed Conference

1999 “The Diffusion of Innovation Theory – The Marriage of Academic Thinking and Business
 Experience.”  Proceedings, 1999 Annual Conference, Academy of Business Administrations,
 April 1999.          [BAS]

1999 “The Electronic Marketplace: Evolution of a Revolution.”  Proceedings, 1999 Annual
 Conference International Academy of Business Disciplines, March 1999.  [APP]

1998   “The Diffusion of Innovation Theory and Its Applicability in the Real World.”  Proceedings,
 1998 Annual Conference Northeast Business & Economic Association, Oct. 1998.  [APP]

Invited Lecturer and Research Seminar Presentations

1999 “How to Source Capture and Keep Customers.”  Presented at the Connecticut Institute of
 Electrical & Electronics engineers, January 1999.     [APP]

1999 “The Diffusion of Innovation Theory.”  Presented at Iona College, January 1999. [BAS]
Invited Lecturer and Research Seminar Presentations (continued)

1998 “Innovation & Entrepreneurship.”  Presented at Columbia University Executive MBA
 Program, October 1998.        [APP]

1998 “Product Management & International Marketing.”  Presented at Yeda Institute, Israel
 July 1998.          [APP]

1998 “Bundling Communications Services.”  Presented at International Quality & Productivity
 Center, April 1998.         [APP]

1997 “Marketing Technology Products.”  Presented at Yeda Institute, Israel December 1997.  [APP]

1997 “The Integrated Package: Assembling the Toolbelt for Effective and Profitable
 Telecommunications Bundling.”  Presented at International Quality & Productivity Center
 Workshop, October 1997.        [APP]

1997 “Understanding the Drivers That Cause Churn & the Loyalty Continuum Strategies That
 Prevent It.”  Presented at International Quality & Productivity Center, September 1997.  [APP]

1997 “From Invention to Innovation to Incorporation and the Role of the Entrepreneur.”  Presented
 at Columbia University Executive MBA program, September 1997.  [APP]

1997 “Distribution Channels for Communications Services.”  Presented at Korea Telecom,
 August, 1997.          [APP]

1997 “Opportunities in Wireless Services.”  Presented at Dacom Communications South Korea,
 August 1997.          [APP]

1996 “Optimizing Customer Acquisitions in Telecommunications.”  Presented at International
 Quality & Productivity Center, November 1996.     [APP]

1996 “Minimizing Churn in Telecommunications.”  Presented at International Quality Productivity
 Center, September 1996.        [APP]

1996 “Bundling Telecommunications Services.”  Presented at International Quality & Productivity
 Center, September 1996.        [APP]

1996 “Minimizing Churn in Telecommunications.”  Presented at International Quality Productivity
 Center, May 1996.         [APP]

1996 “Customer Profiling & Market Forecasting.”  Presented at International Institute for
 Research, February 1996.        [BAS]

1994 “Competitive Value Added Services for Telecommunications.”  Presented at International
 Institute for Research, November 1994.      [APP]

Invited Lecturer and Research Seminar Presentations(continued)

1994 “Telecommunications Alliances.”  Presented at International Institute for Research,
 September 1994.

1994 “Developing Customer Segmentation Models for Cellular Services.”  Presented at AT&T
 Wireless Services, July 1994.        [APP]

1994 “Managing Transformation From Monopoly to Open Competition.”  Presented at Korea
 Telecom, May 1994.         [APP]

1993 “Determining and Structuring Cellular Services Pricing Plans to Optimize Return On
 Investment.”  Presented at McCaw Cellular, July 1993.    [BAS]

EDUCATION EXPERIENCE
2000-present  College of Mount Saint Vincent   Riverdale, NY
   Associate Professor, Business and Economics
   Economics, Management, Marketing

1988-2000  Berkeley College      White Plains, NY
   Chairman, Business Administration
   Strategic Management, Marketing and Electronic Business

1997-2000  University of New Haven    New Haven & Stamford, CT
   Visiting Professor
   Executive MBA plus MBA and Undergraduate courses in Marketing

1997 & 1998  Columbia University     New York, NY
   Lecturer
   Executive MBA lectures on Innovation and Entrepreneurship.

1997-1998 Yeda Institute
Visiting Professor
Master of Science in Management joint program with Polytechnic U.
   Courses in Marketing, Product Management and International Marketing.

PUBLICATIONS AND PRESENTATIONS
Speter, M. “The Diffusion of Innovation Theory – The Marriage of Academic Thinking and
Business Experience” Proceedings from the 1999 Annual Conference Academy of Business
Administrations, April 1999.

Speter, M. “The Electronic Marketplace: Evolution of a Revolution” Proceedings of the 1999
International Academy of Business Disciplines Annual Conference.  March, 1999.

Speter, M. “The Diffusion of Innovation Theory and its Applicability in the Real World”
Proceedings of the 1998 Annual Conference Northeast Business & Economic Association,
October 1998.

Speter, M.  “Customer Retention and the Loyalty Continuum” Proceedings from the 1997 Global
Business Trends Conference, Academy of Business Administration, December 1997.

Speter, M., and Kublin Michael “The Loyalty Continuum – How to Develop An Optimum
Customer Retention Strategy: Proceedings of the 1997 Business and Environment Conference
New England Business Administration Association, November, 1997.

Speter, M & Lapio, Ralph. “The Marketing of NASCAR: A Lesson in Integrated Differentiated
& Relationship Marketing”, Journal of Sports Marketing, submitted February 1999.
Since July 2003 I have written and presented 8 papers and have 1 in consideration:

01/07 Pursuit of Money and Happiness (pending)

10/06 6th Global conferences on Business and Economics: sponsored by,
 Association for Business and Economics Research International Journal
 of Business and Economics, “The Road to National Economic Well Being.”

10/06 Northeast Business and Economics Association, 33rd Annual Conference NBEA.
 “Pursuit of: Money and Happiness.”

02/06 17th Annual Robert Morris University, Teaching Economics: Instruction and
 Classroom Based Research Conference.  “Internationalizing the Curriculum.”

01/06 Clute Institute for Academic Research.  Applied Business Research (ABR) Conference.  “Invention to Innovation.”

11/05 12th Annual South Dakota International Business Conference, Rapids City, SD.
 “Is Greed Good? For Whom?”

11/05 32nd Annual Conference of the Northeast Business and Economic Association (NBEA)
 in Newport, RI.  ‘ECUNOMICS.”

06/05 1ST  International Conference on Business Management and Economics in a Changing
 World.  Izmir, Turkey.  “The Health of Nations.”

06/05 4th Global Conference on Business and Economics, sponsored by Association for
 Business and Economic Research.  Oxford University, Oxford, UK.  “A Study in
 Cause and Effect – Facts That Drive Economic Development.”

12/04 Global Trends Conference sponsored by the Academy of Business Administration.
 “Riding the Wave of Innovation.”