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Don W. Barclay

Ivey Eminent Teaching Professor Emeritus

Contact Information


  • Business-to-Business Marketing and Sales
  • Sales Management
  • Team Selling and Selling Alliances

Professor Emeritus

Donald W. Barclay is an Ivey Eminent Teaching Professor Emeritus at the Ivey Business School. He currently designs, directs and teaches custom Executive Education Programs for Ivey clients such as Syngenta and Siemens. Before joining the Ivey Business School, he was Assistant Dean of the Faculty of Business at Memorial University in Newfoundland, where he taught marketing and management information systems. He earned a BSc (Hons.) in Chemistry from Bishop's University, an MBA from McMaster University, an MA in Psychology, and a PhD in Business Administration from the University of Michigan.

His research interests are in the area of business-to-business or industrial marketing. Specifically, he is interested in the dynamics of how organizations make buying decisions and how organizations can be more effective in their use of selling teams and how marketing and sales can work better together to create value. Articles related to his research have appeared e.g., in the Journal of Marketing, the Journal of Marketing Research, and the Journal of Business-to-Business Marketing.

Barclay has extensive experience in sales and account management with IBM Canada Ltd., where he received the Vice-President and General Sales Manager's Award for Marketing Excellence. Barclay has been a consultant in sales management, strategic account management and marketing strategy to such companies as Syngenta, Cargill Limited, Royal Bank and Siemens.


  • BSc, Hons. - Bishop's
  • MBA, McMaster
  • MA, Michigan
  • PhD, Michigan


  • Management Consultant
  • Adjunct Professor, Thunderbird
  • Assistant Dean and Associate Professor, Memorial University
  • National Account Manager, IBM Canada