I work with companies to identify new ways to (1) enhance salesperson performance and
(2) reduce salesperson turnover.
This page highlights my major research areas and provides links to sample publications.
For a complete list of academic publications, along with citations, please visit my Google Scholar profile.
Research on improving the ethical use of influence and persuasion in sales and marketing.
"An Investigation of Consumer Subjective Knowledge in Frontline Interactions" (2021) with Bryan Hochstein, Brett Christenson, Alexander Pratt, and Kristy Reynolds. Journal of Retailing, forthcoming.
"Adapting Influence Approaches to Informed Consumers in High-Involvement Purchases: Are Salespeople Really Doomed?" (2019) with Bryan Hochstein, Ronald Goldsmith, and Christopher Plouffe. Journal of the Academy of Marketing Science, 47 (1), 118-137.
"Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Org.-Related Information on Donation Choice and Amount," (2018) with Tatiana Fajardo and Claudia Townsend. Journal of Marketing, 82 (2), 142-152.
"Which Influence Tactics Lead to Sales Performance? It's a Matter of Style" (2014) with Christopher Plouffe and Joseph Cote. Journal of Personal Selling and Sales Management, 34 (2), 141-159.
Research on uncovering intraorganizational networks, relationships, and climates that drive salesperson performance.
"Understanding the Performance Effects of "Dark" Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy" (2023) with Cinthia Satornino, Alexis Allen, and Huanhuan Shi. Journal of Marketing, forthcoming.
"Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, Business Partners, and the Internal Sales Team" (2016) with Christopher Plouffe, Joseph Cote, and Bryan Hochstein. Journal of Marketing, 80 (1), 106-123.
"Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance" (2015) with Cinthia Satornino, Doug Hughes, and Gerald Ferris. Journal of Marketing, 79 (6), 1-16.
Research on how individuals adapt their performance to personal and organizational change over time.
"Whom to Hire and How to Coach Them: A Longitudinal Analysis of Newly Hired Salesperson Performance " (2020) with Cinthia Satornino, Alexis Allen, Bryan Hochstein, and Riley Dugan. Journal of Personal Selling and Sales Management, forthcoming.
"The Case for Hiring Neurotic Salespeople: A Longitudinal Growth Modeling Analysis" (2020) with Riley Dugan and Maria Rouziou. Journal of Business Research, 116, 123-136.
"Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts," (2017) with William Zahn, Terry Loe, and Melissa Clark. Journal of Business Ethics, 144 (3), 519-532.
"Why Are Some Salespeople Better At Adapting to Organizational Change?" (2010) with Mike Ahearne, Son Lam, and John Mathieu. Journal of Marketing, 74 (3), 65
Research encouraging improvements in measurement, operationalization, assessment, and other research areas.
"Operationalizing Salesperson Performance with Secondary Data: Aligning Practice, Scholarship, and Theory," (2021) with Nawar Chacker, Alec Pappas, and Daniel Bradbury. Journal of the Academy of Marketing Science, forthcoming.
"Sales Management, Education, and Scholarship Across Cultures: Early Findings from a Global Study and an Agenda for Future Research," (2020) with Riley Dugan, Deva Rangarajan, Lenita Davis, Ellen Pullins, Dawn Deeter-Schmelz, Joel LeBon, and Raj Agnihotri. Journal of Personal Selling and Sales Management, 40 (3), 198-212.
"Time, Change, and Longitudinally Emergent Conditions: Understanding and Applying Longitudinal Growth Modeling in Sales Research," (2017) with Eli Jones and Riley Dugan. Journal of Personal Selling and Sales Management, 37 (2), 153-169.