Dawn Deeter-Schmelz


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

Office: 2127 Business Building
Mailing Address: 2121 Business Building
1301 Lovers Lane
Manhattan, KS 66506
Phone: 785-532-6880
Email: ddeeter@k-state.edu


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