Gary F. Gebhardt

Questioner
DISC Type : c

Area Editor at IJRM - International Journal of Research in Marketing

Montreal, Quebec, Canada

Overview

Gary has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

6-2025
Area Editor at IJRM - International Journal of Research in Marketing
6-2022
Directeur du Département de Marketing/ Marketing Department Director at HEC Montréal
8-2016 - 10-2017
EPIC2017 Co-Chair, October 22-25, 2017 at EPIC People
1-2016 - 5-2025
Editorial Review Board Member at IJRM - International Journal of Research in Marketing
6-2012
Professeur agrégé / Associate Professor of Marketing at HEC Montréal

Education

1998 - 2004
PhD from Northwestern University - Kellogg School of Management
1986 - 1989
MBA from Weatherhead School of Management at Case Western Reserve University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Montreal, Quebec, Canada Job Level : Mid-senior Designation : Area Editor at IJRM - International Journal of Research in Marketing
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Insights For Selling To Gary F.

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary F. is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Gary F.

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Gary F. move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Gary F. take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Gary F.

Personality Compatibility


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