Faculty associated with the Center for Professional Selling are publishing in some of the world's top academic journals. Each faculty member's most current, sales related publications are listed below.
| Andrea Dixon, PhD | View Andrea Dixon's Research | ||
“The Path to Sales Center Leadership: Key Differences between Academic and Practitioner Leaders,” Journal of Marketing Education (2020) (coauthors: Chaker, N. and K.Hill). “The Business-to-Business Inside Sales Force: Roles, Configurations, & Research Agenda,” European Journal of Marketing (2020) (coauthors: Sleep, S., T. DeCarlo, and S. Lam). “Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads,” Journal of Marketing Education (2020) (coauthors: Deeter-Schmelz, D.R., R.C. Erffmeyer, K.(Kate) Kim, R. Agnihotri, M.T. Krush, and E.Bolman Pullins). “Perspectives on International Collaboration in Sales Research,” Journal of Personal Selling and Sales Management (2019) (coauthor: J. LeBon and Wieseke, J.). “An Updated Taxonomy of Salesperson Influence Tactics,” Journal of Personal Selling and Sales Management (2019) (coauthor: R. McFarland). “Imagining Successful Teaching and Learning,” Journal for Advancement of Marketing Education (2018) (coauthor: T.M. Lindsey-Warren). “The Sales Center: A Structure Addressing Multiple Dynamics Facing Business Schools,” Journal of the Academy of Business Education (2016) (coauthors: Raj Agnihotri, Dawn Deeter-Schmelz, Robert Erffmeyer and Michael Krush). Journal for the Advancement of Marketing Education: Special Issue on Teaching Innovations in Sales Education (2016) (coauthor: James Peltier). “Crafting the Future of Collegiate Sales Education,” Journal of Advancement of Marketing Education (2016) (coauthor: James Peltier). “Omni-Channel Research Framework in the Context of Personal Selling and Sales Management: A Review and Research Extensions,” Journal of Research in Interactive Marketing (2016) (coauthors: Shannon Cummins, James Peltier. Journal of Research in Interactive Marketing: Special Issue on The Convergence of Interactive Marketing and Personal Selling and Sales Management (2015) (coauthor: James Peltier). "Professional Sales Coaching: An Integrative Review and Research Agenda," European Journal of Marketing, 49 (7/8) (2015) (coauthors: Vishag Badrinarayanan, Vicki West, Gail Zank) . Journal of Marketing Education: Special Issue on Sales Education and Training (2014) (coauthor: James Peltier). “The Convergence of Interactive Marketing Literature and Personal Selling and Sales Management: A Review and Research Agenda,” Journal of Research in Interactive Marketing, V 8, #4 (2014) (coauthors: Michael Rodriguez, James Peltier). "Developing a Stakeholder Approach for Recruiting Top‐level Sales Students,” Journal of Marketing Education (April 2014) (coauthors: Raj Agnihotri, Leff Bonney, Robert Erffmeyer, Ellen Bolman-Pullins, Jane Sojka, Vicki West). “Does Supervisory Knowledge Shape Positive Salesperson Behaviors? Salesperson Knowledge as a Linking Mechanism,” Proceedings of 2014 AMA Winter Marketing Educators’ Conference: Engaging Customers, Vol. 25, Hunter, Gary and Tom Steenburgh, eds. Chicago, IL: American Marketing Association, L10-L11 (2014) (coauthors: Erkan Ozkaya, Jae Min Jung, Nak Hwan Choi, Robert Fabrize, Jr.). Global Sales Science Institute (GSSI) Conference Proceedings (2012) (coauthor: Liisa Kairisto-Mertanen. Journal of Personal Selling and Sales Management, 30th Anniversary Issue (2012) (coauthor: Jeff Tanner). “Transforming Selling: Why It Is Time to Think Differently About Sales Research,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthor: Jeff Tanner). “Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthors: Karen Flaherty, Son Lam, Nick Lee, Jay Mulki. “Creating the Future for Sales and Sales Management Research,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthor: Jeff Tanner). "Customer Selection to Acquire, Retain and Grow," The Oxford Handbook of Sales Management and Sales Strategy, Ken LeMeunier-Fitzhugh, Nigel Piercy, and David W. Cravens (eds.): Oxford University Press, 2011. "Creating the Future for Sales and Sales Management Research, (Winter).," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Jeff Tanner). "Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Karen Flaherty, Son Lam, Nicholas Lee, Jay Mulki). "Transforming Selling: Why It is Time to Think Differently About Sales Research," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Jeff Tanner). "The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005," Journal of Personal Selling and Sales Management, (Fall 2008) (coauthors: Robert Carter, William Moncrief). "Research in Selling and Sales Management: An Agenda from Sales Practitioners," Journal of Personal Selling and Sales Management, (Summer 2006) (coauthors: Bruce Robertson, David Curry). "Corrigendum to 'Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance'," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson). "Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson). "Old Hand or New Blood?," Vol. July, (2006) (coauthors: F. Cespedes, A. Gardner, S. Kerr, R. Kelley). "The Social Network Ties of Group Leaders: Implications for Group Performance and Leader Reputation," Organization Science, (2006) (coauthors: Ajay Mehra, Daniel Brass, Bruce Robertson). "Bouncing Back: How Salesperson Optimism and Self Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling and Sales Management, (Fall 2005) (coauthors: Susan Schertzer). "Key Accounts and Team Selling: Review, Framework, and Research Agenda," Journal of Personal Selling and Sales Management, (Spring 2005) (coauthors: Eli Jones, Larry Chonko, Joseph Cannon). Strategic Sales Leadership: BREAKthrough Thinking for Breakthrough Results, AMA-Southwestern Publishing, 2005 (coauthors: Jerry Bauer, Thomas Ingram, Eli Jones, Raymond LaForge, Thomas Leigh, Greg Marshall, Michael Morris). "Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons' Behavioral Responses," Journal of Personal Selling and Sales Management, (Winter 2005) (coauthors: Lukas Forbes, Susan Schertzer). "Dysfunctional Behavior among Sales Representatives: The Impact of Supervisory Trust, Participation, and Information Controls," Journal of Personal Selling and Sales Management, (Summer 2004) (coauthors: N. Choi, Jae-Min Jung). "Listening Begins at Home," Harvard Business Review, (November 2003) (coauthors: James Stengel, Chris Allen). "Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation," Journal of the Academy of Marketing Science, (Fall 2003) (coauthors: Rosann Spiro, Lukas Forbes). "Identifying the Lone Wolf: A Team Perspective," Journal of Personal Selling and Sales Management, (Summer 2003) (coauthors: Jule Gassenheimer, Terri Barr). "Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes," Journal of Personal Selling and Sales Management, (Fall 2002) (coauthors: Jule Gassenheimer, Terri Barr). "Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions," Journal of Marketing, (July 2001) (coauthors: Rosann Spiro, Maqbul Jamil). "Sellers and Buyers on the Boundary: Potential Moderators of Role Stress-Job Outcome Relationships," Journal of the Academy of Marketing Science, (Winter 1994) (coauthors: Ronald Michaels). "Getting Off to a Fast Start," Keller Center Research Report, (March 2011) (coauthors: Bruce Robertson). "Personal "Touch" Portfolio: Connecting with the Right Clients to Grow Your Business," Keller Center Research Report, (June 2010). "Bouncing Back Following Failure," Keller Center Research Report, (October 2009). "Systems for Success: Finding the Right People," (2006) (coauthors: Carol Walsh). "Systems for Success: Building the Right People," (2003) (coauthors: Carol Walsh, Lukas Forbes, Jule Gassenheimer). "Systems for Success: Keeping the Right People," (2003) (coauthors: Bruce Robertson, Susan Schertzer, Carol Walsh). "A Study of Agency Recruiting and Selection Practices," (1995) (coauthors: Frank Acito, Scott MacKenzie, Philip Podsakoff). "The Scholarship of Teaching in Sales Education," Marketing Education Review, (Summer 2005) (coauthors: Rolph Anderson, Eli Jones, Mark Johnston, Raymond LaForge, Greg Marshall, John Tanner, Jr.). "Exploring the 'Lone Wolf' Phenomenon in Student Teams," Journal of Marketing Education, Vol. 27, No. 1, (2005) (coauthors: Terri Barr, Jule Gassenheimer). | |||
| Stephanie Mangus, PhD | View Stephanie Mangus' Research | ||
"The interplay between business and personal trust on relationship performance in conditions of market turbulence,"Journal of the Academy of Marketing Science, Vol. 48, No. 6, (November 2020), pp. 1138-1155 (coauthors: Eli Jones, Judith Anne Garretson Folse, Hari Sridhar). "Examining the Effects of Mutual Information Sharing and Relationship Empathy: A Social Penetration Theory Perspective,"Journal of Business Research, Vol. 109, (March 2020), pp. 375-384, (coauthors: Eli Jones, Judith Anne Garretson Folse, Dora Bock). “Do opposites attract? Assimilation and differentiation as relationship building strategies,” Journal of Personal Selling & Sales Management, Vol. 39, No. 1, (March 2019), pp.60-80 (coauthors: Ayalla A Ruvio). “Gratitude in Buyer-Seller Relationships: A Dyadic Investigation,” Journal of Personal Selling and Sales Management, (2017) (coauthors: Dora Bock, Eli Jones and Judith Anne Garretson Folse). “The Road to Customer Loyalty Paved with Service Customization,” Journal of Business Research, (2016) (coauthors: Dora Bock and Judith Anne Garretson Folse). “The Road to Recovery: Overcoming Service Failures through Positive Emotions,” Journal of Business Research, (2016) (coauthors: Matthew Lastner, Judith Anne Garretson Folse and Patrick Fennell). | |||
| Keith Richards, PhD | View Keith Richard's Research | ||
“Driving In-Role and Extra-Role Brand Performance among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation,” Journal of Retailing, (2019), 95 (2), 130-143 (coauthors: Douglas E. Hughes, Roger Calantone, Brian Baldus, and Richard A. Spreng). “Why Study Intraorganizational Issues in Selling and Sales Management,” Journal of Personal Selling and Sales Management, (2018), 38 (2), 169-171 (coauthor: Willy Bolander). “On the nature of international sales and sales management research: A social network–analytic perspective,” Journal of Personal Selling and Sales Management, (2018), 38 (1), 56-77 (coauthors: Wyatt A. Schrock, Yanhui Zhao, Douglas E. Hughes, and Mohammad Sakif). “JPSSM Since the Beginning: Intellectual Cornerstones, Knowledge Structure, and Thematic Developments,” Journal of Personal Selling and Sales Management, (2016) (coauthors: Wyatt Schrock, Yanhui Zhao, and Douglas Hughes). Winner: James M. Comer Award for "Best Contribution to Selling and Sales Management Theory" “Better Together: Trait Competitiveness and Competitive Psychological Climate as Antecedents of Salesperson Organizational Commitment and Sales Performance,” Marketing Letters, (2016) (coauthors: Wyatt Schrock, Douglas Hughes, Frank Fu and Eli Jones). “From High Tech to High Touch: Enhancing Customer Service Experiences via Improved Self-Service Technologies,” Innovative Marketing, (2014) (coauthor: Diane Halstead). “Salesperson Attributions: Evaluating the Impact of Timing of Prior Actions,” Journal of American Academy of Business, (2012) (coauthor: Frank Fu). “Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy,” Journal of Marketing, (2010) (coauthors: Frank Fu, Doug Hughes and Eli Jones). “Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later,” Journal of Personal Selling and Sales Management, (2010) (coauthors: Bill Moncrief and Greg Marshall). “Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework,” Journal of Personal Selling and Sales Management, (2009) (coauthor: Eli Jones). “Developing a Strategic Framework of Key Account Performance,” Journal of Strategic Marketing, (2009) (coauthors: Diane Halstead, Frank Fu and Eli Jones). “The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales,” Journal of Personal Selling and Sales Management, (2009) (coauthors: Frank Fu and Eli Jones). “Measuring Customer Relationship Management: Finding Value Drivers,” Industrial Marketing Management, (2008) (coauthor: Eli Jones). | |||
| Eric Swan, PhD | View Eric Swan's Research | ||
"Digital information flows across a B2B/C2C continuum and technological innovations in service ecosystems: A service-dominant logic perspective;" Journal of Business Research, (2020) (coauthors: J. Peltier and A. Dahl). "Healthcare marketing in an omni-channel environment: Exploring telemedicine and other digital touchpoints" Journal of Research in Interactive Marketing, (2019) (coauthors: J. Peltier and A. Dahl). "Differential Effects of Omni-Channel Touchpoints and Digital Behaviors on Digital Natives’ Social Cause Engagement" Journal of Research in Interactive Marketing, (2018) (coauthors: A. Dahl, A. D’Alessandro, and J. Peltier). | |||
