Department of Marketing
J.J Vanier Distinguished Chair in Business Administration for Relational Selling and Marketing
Faculty of Distinction
Director of the National Strategic Selling Institute
o. 2C Calvin Hall
Ph D, University of South Florida, 1996.
Supporting Areas of Emphasis: Psychology and Research Methodology
MBA, University of South Florida, 1993.
BS, Morehead State University, 1983.
Major: Clothing and Textiles
Supporting Areas of Emphasis: Fashion Merchandising
Areas of Teaching
Sales, Sales Management
Areas of Research
Cross-cultural buyer-seller and salesperson-sales manager relationships, Sales manager effectiveness, Professionalism
Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Marketing Theory & Practice, Journal of Services Marketing, Journal of Business Logistics, among others
Research in Progress
Understanding the effects of cultural differences on the development and maintenance of cross-cultural salesperson-sales manager relationships
Understanding the effects of sales manager effectiveness