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College of Business Administration

College of Business Administration

Business Building Hours:
Mon-Thu: 7 am - 10 pm
Friday: 7 am - 5 pm
Saturday: Closed
Sunday: Noon - 10 pm

Student Success Center
1001 Business Building
Kansas State University
Manhattan, KS 66506
785-532-6180

Dean's Office
2019 Business Building
Kansas State University
Manhattan, KS 66506
785-532-7227

Edward L. Nowlin

Assistant Professornowlin
Department of Marketing
Office:2052 Business Building
Mailing Address:2092 Business Building
1301 Lovers Lane 
Manhattan, KS 66506
Phone:785-532-2879
Email:elnowlin@ksu.edu

Research Goals

Edward Nowlin studies drivers of salesperson performance. Specifically, the research investigates the effect of information, manager actions, and manager and coworker relationships on salesperson performance. His second stream of research explores the relationship between fantasy sports, gambling and consumer choice.  

Current Research and Consulting Projects

  • How Does Salesperson Coworker Connectedness Impact Performance? – This study examines whether salespeople’s connection with coworkers increases their performance. In addition, it considers whether internal change increases or decreases the impact of coworker connection on salesperson performance.
  • Antecedents and Consequences of Salespeople Evasive Hiding of Marketing Intelligence – This study examines whether internal relationships negatively affect salespeople not sharing their market intelligence and evasive hiding’s effect on external customer relationships.
  • Emotion in Sales Performance – This study examines whether salespeople use emotion and facts as sources of information and how these two different informational sources affects sales performance.
  • An Examination of the Traits and Motivations of Fantasy Sports and Gambling Participants? – This study examines whether the fantasy sports participants and gamblers are similar from a trait perspective. 

Other Contributions

  • Anaza, Nwamaka A., Edward L. Nowlin, and Gavin Jiayun Wu. (2016), "Staying Engaged on the Job: The Role of Emotional Labor, Job Resources, and Customer Orientation." European Journal of Marketing, 50 (7/8).
  • Adjei, Mavis T., Edward L. Nowlin, and Tyson Ang (2016), "The Collateral Damage of C2C Communications on Social Networking Sites: The Moderating Role of Firm Responsiveness and Perceived Fairness." Journal of Marketing Theory and Practice, 24 (2), 166-185.

Areas of Teaching

Professional Selling, Sales Management, Marketing Channels Management

Education

Ph D, University of Nebraska-Lincoln, 2009
Major: Marketing

MA, Ohio State University
Major: German Literature

BA, Denison University, 1991
Major: German