Dawn Deeter-Schmelz

Professor 
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
ds

o.   2C Calvin Hall
ph. 785-532-6880
e.   ddeeter@ksu.edu

Education

Ph D, University of South Florida, 1996.
Major: Marketing
Supporting Areas of Emphasis: Psychology and Research Methodology

MBA, University of South Florida, 1993.
Major: Marketing

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

Published In

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