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Edward L. Nowlin
Professor
Department of Marketing
Contact Information
Office: 2052 Business Building
Mailing Address:
2092 Business Building
1301 Lovers Lane
Manhattan, KS 66506
Email: elnowlin@k-state.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.
- Walker, Doug, Edward Nowlin, Dawn Deeter-Schmelz, and Nawar Chaker, “How and When Does Functional Diversity Impact Sales Team Effectiveness,” Target: Industrial Marketing Management.
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Edward L. Nowlin, Doug Walker, Dawn Deeter-Schmelz, Nwamaka Anaza, and Jihoon Cho, “A Structured Literature Review and Analysis of the Team Selling Research,” Target: Industrial Marketing Management.
- Cho, Jihoon, Doug Walker, and Edward L. Nowlin, (Forthcoming), “NPS Spillover in Brand Extensions: An Empirical Study,” International Journal of Market Research, Submitted February 2023.
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Agnihotri, Raj, Nawar N. Chaker, Riley Dugan, John M. Galvan, Edward L. Nowlin (2023), “Sales Technology: A Systematic Review of the Literature,” Journal of Personal Selling & Sales Management, 43(4), 307-335. Equal contribution.
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Cho, Jihoon, Doug Walker, and Edward L. Nowlin (Forthcoming), “An Empirical Investigation of Cross-Category Revenue Spillover in Umbrella Branding,” Journal of Consumer Behavior, June 2023.
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Cho, Jihoon, Michael T. Krush, Doug Walker, and Edward L. Nowlin (2023), “An Examination of Student Loans, Partisanship, and Complaining Behavior: The Consumer Financial Protection Bureau,” Journal of Consumer Satisfaction, Dissatisfaction & Complaining Behavior, 36 (1), 1-19.
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Houghton, David, Edward L. Nowlin, Doug Walker, and Bryan T. McLeod (2023), “What Makes a Fantasy Sports Player a Sports Bettor?,” Sport Marketing Quarterly.
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Dugan, Riley, Nawar N. Chaker, Edward L. Nowlin, Dawn Deeter-Schmelz, Deva Rangarajan, Raj Agnihotri, and Omar Itani (2022), “Preparing for, Withstanding, and Learning from Sales Crises: Implications and a Future Research Agenda,” (Forthcoming at Journal of Personal Selling & Sales Management), Accepted July.
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Chaker, Nawar N., Edward L. Nowlin, Maxwell T. Pivonka, Omar S. Itani, and Raj Agnihotri (2022), “Inside Sales Social Media Use and Its Strategic Implications for Salesperson-Customer Digital Engagement and Performance,” Industrial Marketing Management, 100 (January), 127-144.
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Chaker, Nawar, Edward L. Nowlin, Doug Walker, and Nwamaka Anaza (2021), “Alone on an Island: A Mixed-Methods Investigation of Salesperson Social Isolation in General and in times of a Pandemic,” Industrial Marketing Management, 96 (July), 268-286. https://authors.elsevier.com/c/1dG7~4WstQJWq.
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Walker Doug, Edward L. Nowlin, and Michael Krush (2021), “Household Energy Consumption: Understanding The Impact of Income, Racial Diversity, and Pro-Environmental Behaviors,” Marketing Management Journal, 31 (2), 65-77.
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Chaker, Nawar, Edward L. Nowlin, Doug Walker, and Nwamaka Anaza (2020), “Defending the Frontier: Antecedents and Consequences of Salespeople Evasively Hiding Market Information,” European Journal of Marketing, 55 (3), 671-699.
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Chaker, Nawar N., Doug Walker, Edward L. Nowlin, and Nwamaka A. Anaza (2019), "When and How Does Sales Manager Physical Attractiveness Impact Credibility: A Test of Two Competing Hypotheses," Journal of Business Research, 105 (December), 98-108.
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Houghton, David M., Edward L. Nowlin, and Doug Walker, (Forthcoming) “From Fantasy to Reality: The Role of Fantasy Sports in Sports Betting and Online Gambling,” Journal of Public Policy & Marketing.
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Nowlin, Edward L., Nwamaka Anaza, and Doug Walker, (2019) “The Impact of Manager Likeability on Sales Performance,” Journal of Marketing Theory and Practice, 27 (2), 159-173
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Walker, Doug, and Edward L. Nowlin (2019), “Public Validation and Its Impact on the Initial Affordable Care Act Enrollment,” Health Marketing Quarterly, 36 (2), 107-119.
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Song, Chanho, Sungha Jang, Jennifer Wiggins, & Edward L. Nowlin (2019), “Does Haste Always Make Waste? Incentives, Quantity, and Quality Performance in Speed-Intensive Service Firms,” Service Business, 13 (2), 289-304.
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Walker, Doug, and Edward Nowlin (2018), “Data-Driven Precision and Selectiveness in Political Campaign Fundraising,” Journal of Political Marketing, 1-20.
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Nowlin, Edward L., Doug Walker, Nwamaka Anaza (Forthcoming) “How Does Salesperson Connectedness Impact Performance? It Depends,” Industrial Marketing Management. https://www.sciencedirect.com/science/article/pii/S0019850117300238
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Anaza, Nwamaka A. and Edward L. Nowlin, (2017) “What’s Mine Is Mine: A Study of Salesperson Knowledge Hoarding Behavior,” Industrial Marketing Management, 64 (July), 14-24. http://www.sciencedirect.com/science/article/pii/S0019850117302614
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Nowlin, Edward L., Doug Walker, Dawn Deeter, and Alexander Haas, (2017) “Emotion in Sales Performance: Affective Orientation and Need for Cognition and the Mediating Role of Motivation to Work” Journal of Business & Industrial Marketing. http://www.emeraldinsight.com/doi/pdfplus/10.1108/JBIM-06-2016-0136
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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).
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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
MBA, Clarion University, 2002
Concentration: Marketing and Finance
MA, Ohio State University, 1994
Major: German Literature
BA, Denison University, 1991
Major: German