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
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