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date: 21 May 2019

(p. xiii) List of Contributors

(p. xiii) List of Contributors

Artur Baldauf, Doctor in Business Administration, University of Economics and Business Administration of Vienna, is a Professor of Management and Chair of the Management Department at the University of Bern, Switzerland. Before his appointment in Bern he was Associate Professor of Marketing at the University of Vienna. He has also been a Visiting Marketing Professor at Texas Christian University, USA, University of Economics and Business Administration of Vienna, Austria, and Bocconi University, Italy. He researches strategic management and sales force management, focusing on sales management control and effectiveness issues. His research has been published in international and national journals. In 2005 he was awarded the James M. Comer prize for the best contribution to selling and sales management theory/methodology of the Journal of Personal Selling and Sales Management.



Steven P. Brown is Bauer Professor of Marketing at the C. T. Bauer College of Business, University of Houston. His research interests focus on identifying ways of building and sustaining competitive advantage through effective sales and service organizations. His research has investigated how organizational climate and managerial leadership motivate and facilitate the efforts of front‐line sales and service personnel, and how these, in turn, impact customer satisfaction and organizational performance. Other research interests include customer‐perceived service quality and satisfaction, buyer‐seller relationships, consumer information processing and decision‐making, and methods of meta‐analysis. His research has been published in leading marketing and psychology journals, such as the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Psychological Bulletin, Journal of Applied Psychology, and Journal of the Academy of Marketing Science. He serves on the editorial review boards of the Journal of Marketing, Journal of Retailing, Journal of Service Research, and Journal of Personal Selling and Sales Management.



Noel Capon is the R. C. Kopf Professor of International Marketing and past Chair of the Marketing Division, Columbia Business School. He received Ph.Ds from University College, London University, and Columbia University. Professor Capon also taught at UCLA, Harvard Business School, INSEAD, HKUST (Hong Kong), and CEIBS (Shanghai). He is Founder and Director of executive programs in Managing Strategic Accounts, Strategic Pricing, Advanced Marketing Management, (p. xiv) and the Global Account Manager Certification Program; he also designs, directs, and teaches custom programs for major corporations globally. He has published over 80 refereed articles and book chapters, and 20 books, most recently Managing Global Accounts, The Marketing Mavens, The Virgin Marketer (marketing planning workbook), and three textbooks—Managing Marketing in the 21st Century (US, European, and Russian editions) and Capon's Marketing Framework (US and European editions), and Marketing for China's Managers; Current and Future.



Larry B. Chonko, Ph.D, is the Thomas McMahon Professor in Business Ethics at the University of Texas at Arlington. He is a recipient of the Southwestern Business Dean's Association Innovative Achievement Award and the American Marketing Association Sales Interest Group, Lifetime Achievement Award. His scholarly work has appeared in a variety of journals, nine of which have received “best paper” recognition, one nominated for “Best Sales Papers” of the 20th century and one selected as having the most impact on the discipline by the Journal of Business Research. Professor Chonko has authored or co‐authored 15 books and served as Editor of the Journal of Personal Selling and Sales Management



David W. Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. He previously held the Eunice and James L. West Chair of American Enterprise Studies and was Professor of Marketing. Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. He has a Doctorate in Business Administration and MBA from Indiana University. He holds a Bachelor of Science in Civil Engineering from Massachusetts Institute of Technology. Before becoming an educator, he held various industry and government management positions. He is internationally recognized for his research on marketing strategy and sales management, and has contributed over 150 articles and 25 books. He is former editor of the Journal of the Academy of Marketing Science. He has held various positions in American Marketing Association and the Academy of Marketing Science.



William L. Cron is the J. Vaughn & Evelyn H. Wilson Professor of Marketing and Associate Dean for Graduate Programs and Research at the M. J. Neeley School of Business, Texas Christian University, Fort Worth, Texas, USA. Professor Cron has published over 80 marketing and sales management articles and manuscripts. He has served as an adviser to the boards of numerous medical supply distributors in the US and currently sits on the board of Midmark Corporation. He also serves on the boards of the Education Foundation of the Health Industry Distributors Association and the American Marketing Association Foundation.



Thomas E. DeCarlo is the Ben S. Weil Endowed Chair of Industrial Distribution and Professor of Marketing and Industrial Distribution at the University of Alabama at Birmingham. His primary research interests deal with strategic issues (p. xv) in sales force management, customer relationship management, and marketing communications. Dr DeCarlo's research has been published in journals such as the Journal of Marketing,Journal of Consumer Psychology,Journal of Personal Selling & Sales Management,Journal of International Business Studies,Journal of Service Research, and Industrial Marketing Management. He is co‐author of Sales Management, a top‐selling sales management textbook. Dr. DeCarlo has had professional relationships with a number of Fortune 500 organizations in areas of market analysis and customer segmentation, sales force management, brand management, and new product development. He earned his Ph.D from the University of Georgia.



Andrea L. Dixon, Ph.D, Indiana University, is the Holloway Endowed Professor in Marketing and Executive Director, Center for Professional Selling and Keller Research Center at Baylor University. She has published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, Journal of Personal Selling and Sales Management, and others. In 2002, her research in the Journal of Marketing was the award‐winning research in sales. Previously UC's Executive Director, MS‐Marketing, she developed and institutionalized an integrated Capstone experience. She has taught graduate and undergraduate courses resulting in several teaching awards (Academy of Marketing Science, Irwin Publishing, UC's Dornoff Teaching Fellow, and IU's Distinguished MBA Professor). Before her faculty appointment, she was GAMA International's Senior Director of Marketing. She is a member of Duke University's Global Learning Resource Network.



Kenneth R. Evans, Ph.D, is the Dean of the Price College of Business and Fred E. Brown Chair at the University of Oklahoma. Previously he served on the faculties of the University of Missouri, where he was the marketing department chair, associate dean of both undergraduate and graduate studies, acting dean and chairperson of the campus‐wide Council on International Initiatives. Dr Evans is a member of the editorial review boards for a variety of top class journals, He received his Ph.D from the University of Colorado. His research and teaching interests are in the areas of marketing management, sales/sales management, marketing theory, and services marketing. He has published in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, Journal of Business Research, Industrial Marketing Management, and the Journal of Advertising, and has published over 100 articles, reviews, and chapters over his career.



Karen Flaherty is Associate Professor of Marketing at Oklahoma State University. She earned a Ph.D in Marketing from the University of Massachusetts at Amherst in 2000. Her research interests include the study of sales force leadership, control systems, motivation, and performance. Her work has been published in journals such as the Journal of the Academy of Marketing Science, Journal of Retailing, Journal (p. xvi) of Business Research, Journal of Personal Selling and Sales Management, and Industrial Marketing Management. She serves on the editorial board of the Journal of Marketing Theory and Practice and the abstract review board of the Journal of Personal Selling and Sales Management.



Samuel Grossenbacher (Doctor in Business Administration, University of Bern) is a Senior Segment Manager at AXA Winterthur. Before working in the insurance industry, he was a research assistant at the Department of Management at the University of Bern. He conducts research in the fields of sales force management and managerial cognition.



Gary K. Hunter is Assistant Professor of Marketing, the Weatherhead School of Management at Case Western Reserve University in Cleveland, Ohio. He earned a BS from West Point, an MBA from the University of Tennessee, and a Ph.D from the University of North Carolina at Chapel Hill. He has over 10 years of management experience with Procter & Gamble, PepsiCo, and the US Army. His research focuses on sales technology, customer relationship management, and buyer‐seller relationships. His publications include award‐winning articles in the Journal of Marketing, the International Journal of Research in Marketing, and the Journal of Personal Selling and Sales Management.



Thomas N. Ingram(Ph.D, Georgia State University) is Professor of Marketing and the FirstBank Professor of Business Administration at Colorado State University. Professor Ingram worked for Exxon and Mobil in sales, product management, and sales management prior to entering academia. He is the former editor of the Journal of Personal Selling and Sales Management. His sales research has appeared in the Journal of Marketing,Journal of Marketing Research,Journal of Personal Selling and Sales Management, and the Journal of the Academy of Marketing Science, among others.



Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E. Crummer Graduate School of Business, Rollins College. He is co‐author of Sales Force Management, 10th edn, Relationship Selling, 3rd edn, Marketing Management, and Essentials of Marketing Management. His book Sales Force Management has been translated into Spanish, Russian, and Chinese. His research has resulted in over 50 articles in professional journals such as Journal of Marketing Research,Journal of Applied Psychology, and Journal of Personal Selling and Sales Management, and he was cited by the Journal of Business Research as one of the most important researchers in marketing. He has conducted seminars and consulted with companies around the world on a variety of topics including sales force motivation and improving sales performance.



Wesley J. Johnstonis the CBIM Round Table Professor of Marketing and Director of the Center for Business and Industrial Marketing in the Robinson College of (p. xvii) Business at Georgia State University. His research interests include sales force management, buyer‐seller relationships, and sales force automation, and he has published in the Journal of Marketing, Journal of Consumer Research, and Decision Science. He is currently the Editor of the Journal of Business and Industrial Marketing. His latest book is entitled Managing Salespeople: A Relationship Approach. He has taught in doctoral programs in the UK, Australia, Finland, Jamaica, and the US. He holds a BA, MBA, and Ph.D from the University of Pittsburgh and an honorary degree in Economics from Oulu University, Finland.



Eli Jones is Dean of the E. J. Ourso College of Business at Louisiana State University, and E. J. Ourso Distinguished Professor of Business. Dr Jones is widely published in major marketing journals. His research is primarily focused on issues related to the changing sales force. He is also the co‐author of Selling ASAP and Strategic Sales Leadership. He has received Excellence in Teaching awards at university, national, and international levels, and has designed and taught corporate training courses in the United States and abroad. Recognized for innovative research and creative scholarship, Dr Jones is the recipient of LSU's Rainmakers award, acknowledging faculty who demonstrate exceptional academic productivity. Before becoming a professor, he held significant leadership positions for three Fortune 100 companies (Quaker Oats, Nabisco, and Frito Lay). He earned his undergraduate, MBA, and Ph.D degrees from Texas A&M University.



Raymond W. (Buddy) LaForge is the Brown‐Forman Professor of Marketing at the University of Louisville. His research is published in many journals, including the Journal of Marketing,Journal of Marketing Research,Journal of the Academy of Marketing Science, and Journal of Personal Selling and Sales Management. He has co‐authored a number of books including Sales Management: Analysis and Decision‐Making (7th edn),Professional Selling: A Trust‐Based Approach (5th edn), and Strategic Sales Leadership: BREAKthrough Thinking for BREAKthrough Results. He has received a number of awards such as the Outstanding Sales Scholar Award, Distinguished Scholar Award, and the Distinguished Sales Educator Award.



Nikala Lane is Associate Professor in Marketing and Strategy at Warwick Business School, University of Warwick, and was previously Senior Research Associate at Cardiff Business School. She has published articles in major journals such as the British Journal of Management, Journal of Management Studies, Journal of Business Research, Journal of Personal Selling and Sales Management, the Journal of Strategic Marketing, and Journal of the Academy of Marketing Science. She has particular interests in strategic customer management issues, and recently co‐authored a book on this subject with Nigel Piercy.



Nick Lee(Ph.D) is Professor of Marketing and Organizational Research at Aston Business School. His research interests include sales management, social psychology, research methodology, and ethics. He is the Co‐Editor of the European Journal (p. xviii) of Marketing, and serves on the editorial board or review panel of several other journals. His research has won multiple awards, and he is a regular speaker at international conferences on sales and methodological issues. Dr Lee lectures in marketing science and sales management at postgraduate and doctoral level. His work has appeared or is forthcoming in journals such as the Journal of the Academy of Marketing Science, Journal of Business Ethics, Industrial Marketing Management, European Journal of Marketing, American Journal of Bioethics, and the International Journal of Psychophysiology. His first book, Doing Business Research, was published by Sage in 2008.



Thomas W. Leigh (DBA, Indiana University) is Emily H. and Charles M. Tanner, Jr. Chair of Sales Management at the University of Georgia. He has served as: President of the AMA Academic Council and the Sales SIG; Visiting Professor at Ogilvy & Mather (NY); Board Chairman of the ARC East Georgia Chapter; and Director of the Coca Cola Center for Marketing Studies (1995–2001). Dr Leigh's research appears in the Journal of Marketing Research,Journal of Marketing,Journal of Consumer Research,Journal of Applied Psychology,Journal of Advertising,Journal of Advertising Research,Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science. He received the Lifetime Achievement Award from the AMA Sales Special Interest Group in 2006. His executive education experience includes roles for UGA, Penn State, Northwestern and Georgia State University, and Rollins College, as well as for Beatrice Foods, Marriott, CISCO, CIGNA, and Digital Equipment.



Kenneth Le Meunier‐FitzHugh is a Lecturer in Marketing at the University of East Anglia, UK, and obtained a Ph.D in Marketing and Strategic Management from Warwick Business School, University of Warwick. Before taking up his current post he was Lecturer in Marketing and Sales Management at Cranfield University. His research interests focus on exploring the interface between sales and marketing. He has a number of publications in academic journals including the European Journal of Marketing, Journal of Strategic Marketing, and Journal of Marketing Management, and he was awarded the Marvin Jolson award for the best contribution to sales management practice from the Journal of Personal Selling and Sales Management 2008. Prior to undertaking an academic career, he spent 20 years working in sales and marketing at senior levels for a range of organizations.



Sally E. Lorimer is a consultant and business writer. She was previously a principal at ZS Associates, where she consulted with numerous companies on sales force effectiveness. She holds a Master of Management degree from the Kellogg School of Management at Northwestern University. She is the co‐author of three books on sales force management, including Building a Winning Sales Force (2009) and Sales Force Design for Strategic Advantage (2004).



Graham R. Massey is a Senior Lecturer in Marketing at the University of Technology, Sydney, and a member of the UTS Centre for Management and Organization Studies. Graham was awarded his Ph.D in Marketing by the University of New South Wales, and has research interests in cross‐functional working relationships between peer managers. He has worked in various sales and marketing roles in industry, in both consumer and business markets. In those roles he has been responsible for sales management and business development, new product development, advertising and promotion, and marketing research. His work has been published in various journals including the European Journal of Marketing,Industrial Marketing Management,Journal of Business and Industrial Marketing, and the Journal of Product and Brand Management. Graham and his co‐author, Philip Dawes, were awarded Outstanding Paper of 2005 in the European Journal of Marketing, for “Antecedents of Conflict in Marketing's Cross‐Functional Relationship with Sales.”



C. Fred Miao is an Assistant Professor of Marketing at Clarkson University. Dr Miao received his Ph.D degree from University of Missouri‐Columbia in Business Administration with an emphasis on marketing. Prior to his doctorate education, he worked for General Motors in production purchasing, and served as a consultant for a materials management company. His research interest includes sales management, marketing channels, and marketing strategy. His work has appeared the in the Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Personal Selling and Sales Management, and Industrial Marketing Management.



Linda D. Peters is an Associate Professor in Marketing at Nottingham University Business School, and is currently conducting research in the areas of business network formation and management, and collective learning in networks. She is particularly interested in how networks learn, how learning relates to value creation, and issues regarding the use of electronic communications media by organizational teams. Her interests extend to relationship and internal marketing issues, organizational learning and knowledge management, value creation and SD logic, and organizational team working and communications. She received her doctorate from the University of East Anglia in 2002, has an MBA from Strathclyde Graduate Business School (1994), and is a Chartered Marketer. Her industrial experience includes work in the fields of market research and database management.



Nigel F. Piercy is Professor of Marketing and Strategy, and Associate Dean at Warwick Business School, University of Warwick. He holds a Ph.D from the University of Wales and a higher doctorate (D.Litt.) from Heriot‐Watt University, Edinburgh. His current research interests focus on strategic sales and account management. His work has been published in many journals including the Journal of Marketing, Journal of International Marketing, and the Journal of the Academy of (p. xx) Marketing Science. His most recent books are Strategic Customer Management: Strategizing the Sales Organization (with Nikala Lane, 2009), Market‐Led Strategic Change: Transforming the Process of Going to Market, 4th edn (2009), and Strategic Marketing, 9th edn (with David W. Cravens, 2009).



Manoshi Samaraweera is a doctoral student in Marketing at the University of Houston. She holds a B.Sc. in Agriculture, majoring in Agricultural Economics and Business Management, from the University of Peradeniya in Sri Lanka. Prior to joining the doctoral program, she worked as an assistant lecturer at the University of Peradeniya. She is interested in conducting research related to sales and organizational strategy



Charles H. Schwepker, Jr. (Ph.D, University of Memphis) is the Mike and Patti Davidson Distinguished Marketing Professor at the University of Central Missouri. He has experience in wholesale and retail sales, and conducts research in sales management and personal selling. His articles have appeared in the Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Public Policy and Marketing, and Journal of Personal Selling & Sales Management, among others. Charlie has received both teaching and research awards. He is a member of six editorial review boards and has won several awards for outstanding reviewer. He is a co‐author of Sales Management: Analysis and Decision‐Making, 7th edn (2009), Professional Selling: A Trust‐Based Approach, 4th edn (2008), and SELL (2010).



Prabhakant Sinha is a founder and co‐chairman of ZS Associates, a global business consulting firm with 1,500 people across 20 offices in North America, Europe, and Asia. He received his Ph.D from the University of Massachusetts and a B.Tech. from IIT Kharagpur. He teaches in executive education programs on sales force effectiveness at the Kellogg School of Management and the Indian School of Business. He is the co‐author of four books on sales force management, including Building a Winning Sales Force (2009) and The Complete Guide to Sales Force Incentive Compensation (2006).



Harish Sujan (Ph.D Marketing, UCLA) is the Freeman Professor of Business at Tulane University. His research interests are primarily in the domain of sales management, and focus on salespeople's motivation and abilities and the interplay between the two. In addition, he is interested in research questions relating to consumers' motivation and wellbeing. He has published his research in the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Psychology, Journal of Personality and Social Psychology, and the Journal of Personal Selling and Sales Management, and teaches sales management and marketing management. He was on the faculty at Penn State University from 1983 to 2001, and since 2001 has been on the faculty at Tulane University. He has been a visiting faculty at the University of Florida, UCLA, Duke University, and Tilburg University in the Netherlands.



William Zahn is a doctoral student in marketing at the University of Houston, where his primary research interests are sales force management and the motivational role of emotions in determining effort allocation and performance. After receiving his BA in marketing from the University of Texas at Austin, he served as a consultant to the Texas Department of Health and Human Services in marketing Medicaid services, and as a software design consultant for multiple companies in the oil and gas industry.



Andris A. Zoltners holds the Nemmers Professorship in Marketing at the Kellogg School of Management at Northwestern University. He received his Ph.D from Carnegie‐Mellon University. He is a founder and co‐chairman of ZS Associates, a global business consulting firm with 1,500 people across 20 offices in North America, Europe, and Asia. For over 30 years he has served the business community as a professor, consultant, and speaker. He is the co‐author of four books on sales force management including Building a Winning Sales Force (2009) and The Complete Guide to Accelerating Sales Force Performance (2001).



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