CURRICULUM VITAE GREG W. MARSHALL November 2012

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1 CURRICULUM VITAE GREG W. MARSHALL November 2012 Address: Crummer Graduate School of Business Phone: (407) (Voice Mail) Rollins College Fax: (407) Holt Avenue [email protected] Winter Park, FL EDUCATION 8/89-7/93 Ph.D. Oklahoma State University Major: Marketing Minor: Management 9/81-7/83 M.B.A. University of Tulsa Concentration in Marketing and Management 9/73-5/78 B.S.B.A. University of Tulsa Major: Marketing Management EXPERIENCE Academic Faculty 10/06 - present Charles Harwood Professor of Marketing and Strategy, Crummer Graduate School of Business, Rollins College, Winter Park, FL. Academic Director, Executive DBA Program, 10/12 present. 5/11 present Professor of Marketing and Strategy, Aston Business School, Birmingham, UK (fractional appointment). 1/04-10/06 Professor of Marketing and Strategy, Crummer Graduate School of Business, Rollins College, Winter Park, FL. 8/01-1/04 Associate Professor of Marketing, Oklahoma State University, Stillwater, OK and Tulsa, OK. 8/95-8/01 Associate Professor of Marketing, University of South Florida, Tampa, FL. and Assistant Professor of Marketing, University of South Florida, Tampa, FL. 8/93-7/94 8/94-7/95 Assistant Professor of Marketing, Texas Christian University, Fort Worth, TX. 8/89-5/93 Instructor of Marketing, University Center at Tulsa/Northeastern State University, Tulsa, OK. (Taught here while in doctoral program.) 1/86-8/89 Coordinator/Instructor of Management, Tulsa Junior College, Tulsa, OK. AcademicAdministrative 1/07-12/09 Vice President for Strategic Marketing, Rollins College, Winter Park, FL. 6/05-12/06 Special Assistant to the President, Rollins College, Winter Park, FL. Business and Industry Management District Manager, Oklahoma and Kansas, Warner-Lambert Company (acquired by Pfizer) Multiple management positions, Target Corporation and Product Management, Territory Manager, Mennen Company (acquired by Colgate-Palmolive) 1

2 PRIMARY RESEARCH INTERESTS * Impact of technology, including mobile devices and social media, on marketing and selling strategy * Adoption and successful use of technology by salespeople * Selection, performance, and evaluation of salespeople in today's changing environment of selling * Sales force diversity * Measurement issues in selling and sales management research. * Marketing management decision making * Intraorganizational relationships PUBLISHED RESEARCH - JOURNALS Marshall, Greg W., William C. Moncrief, John M. Rudd, and Nick Lee (2012), Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment, Journal of Personal Selling & Sales Management 22 (Summer), Marshall, Greg W., William C. Moncrief, Felicia G. Lassk, and C. David Shepherd (2012), Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting, Journal of Personal Selling & Sales Management 22 (Fall), Richards, Keith A., William C. Moncrief, and Greg W. Marshall (2010), Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later, Journal of Personal Selling & Sales Management 30 (Summer), Flaherty, Karen E., John C. Mowen, Tom J. Brown, and Greg W. Marshall (2009), Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting, Journal of Personal Selling & Sales Management 29 (Winter), Mulki, Jay P., William B. Locander, Greg W. Marshall, Eric Harris, and James S. Hensel (2008), Workplace Isolation, Salesperson Commitment, and Job Performance, Journal of Personal Selling & Sales Management 28 (Winter), Marshall, Greg W., Charles E. Michaels, and Jay P. Mulki (2007), "Workplace Isolation: Exploring the Construct and its Measurement," Psychology & Marketing 24 (March), Jaramillo, Fernando, Daniel M. Ladik, Greg W. Marshall, and Jay Prakash Mulki (2007), A Meta-Analysis of the Relationship Between Sales Orientation-Customer Orientation (SOCO) and Salesperson Job Performance," Journal of Business & Industrial Marketing 22 (5), Ramsey, Rosemary P., Greg W. Marshall, Mark W. Johnston, and Dawn R. Deeter-Schmelz (2007), Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics, Journal of Business Ethics 70 (January), Mulki, Jay. P, Fernando Jaramillo, and Greg W. Marshall (2007), "Lone Wolf Tendencies and Salesperson Performance, Journal of Personal Selling & Sales Management 27 (Winter), Goebel, Daniel J., Greg W. Marshall, and William B. Locander (2006), "Getting One's Own Way: An Investigation of Influence Attempts by Marketing and Nonmarketing Members of the Firm," Journal of Business Research 59 (July), Moncrief, William C., Greg W. Marshall, and Felicia G. Lassk (2006), "A Contemporary Taxonomy of Sales Positions," Journal of Personal Selling & Sales Management 26 (Winter), Robinson, Leroy, Jr., Greg W. Marshall, and Miriam B. Stamps (2005), "Sales Force Use of Technology: Examining the Role of Technology Acceptance," Journal of Business Research 58 (December),

3 Published Research - Journals, continued Jaramillo, Fernando, Jay P. Mulki, and Greg W. Marshall (2005), "A Meta-Analysis of the Relationship between Organizational Commitment and Salesperson Job Performance: Twenty-Five Years of Research," Journal of Business Research 58 (June), Anderson, Rolph E., Andrea L. Dixon, Eli Jones, Mark W. Johnston, Raymond W. LaForge, Greg W. Marshall, and John F. Tanner (2005), The Scholarship of Teaching in Sales Education, Marketing Education Review 15 (Summer), Robinson, Leroy, Jr., Greg W. Marshall, and Miriam B. Stamps (2005), "An Empirical Investigation of Technology Acceptance in a Field Sales Force Setting," Industrial Marketing Management 34 (May), Cron, William L., Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan (2005), Salesperson Selection, Training, and Development, Journal of Personal Selling & Sales Management 25 (Spring), Moncrief, William C. and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling," Industrial Marketing Management 34 (January), Marshall, Greg W., William C. Moncrief, and Felicia G. Lassk (2004), "Salesperson Job Involvement: Do Demographic, Job Situational, and Market Variables Matter?," Journal of Business & Industrial Marketing 19 (5), Cravens, David W., Felicia G. Lassk, George S. Low, Greg W. Marshall, and William C. Moncrief (2004), "Formal and Informal Management Control Combinations in Sales Organizations: The Impact on Salesperson Consequences," Journal of Business Research 57 (March), Cravens, David W., Greg W. Marshall, Felicia G. Lassk, and George W. Low (2004), "The Control Factor," Marketing Management (January/February), Goebel, Daniel J., Greg W. Marshall, and William B. Locander (2004), "An Organizational Communication- Based Model of Individual Customer Orientation," Journal of Strategic Marketing 12 (March) Jaramillo, Fernando and Greg W. Marshall (2004), "Critical Success Factors in the Personal Selling Process: An Empirical Investigation of Ecuadorian Salespeople in the Banking Industry," International Journal of Bank Marketing 22 (1), Goebel, Daniel J., Greg W. Marshall, and William B. Locander (2003), "Enhancing Purchasing's Strategic Reputation: Evidence and Recommendations for Future Research," Journal of Supply Chain Management 39 (Spring) Marshall, Greg W., Daniel J. Goebel, and William C. Moncrief (2003), "Hiring for Success at the Buyer-Seller Interface," Journal of Business Research 56 (April) Ladik, Daniel M., Greg W. Marshall, Felicia G. Lassk, and William C. Moncrief (2002) "Reexamining Gender Issues in Salesperson Propensity to Leave," Industrial Marketing Management 31 (October), Robinson, Leroy, Jr., Greg W. Marshall, Felicia G. Lassk, and William C. Moncrief (2002), "Toward a Shortened Measure of Adaptive Selling," Journal of Personal Selling & Sales Management, 22 (Spring), Michaels, Ronald E. and Greg W. Marshall (2002), "Perspectives on Selling and Sales Management Education," Marketing Education Review, 12 (Summer), Grewal, Dhruv, Michael Levy, and Greg W. Marshall (2002), "Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling," Journal of Marketing Management 18 (April),

4 Published Research - Journals, continued Marshall, Greg W., Thomas H. Stone, and I.M. Jawahar (2001), "Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame, and Time of Valuation," Journal of Personal Selling & Sales Management, 21 (Winter), Lassk, Felicia G., Greg W. Marshall, David W. Cravens, and William C. Moncrief (2001), "Salesperson Job Involvement: A Modern Perspective and a New Scale," Journal of Personal Selling & Sales Management, 21 (Fall), Marshall, Greg W. and Ronald E. Michaels (2001), "Research in Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium," Journal of Personal Selling & Sales Management, 21 (Winter) Leigh, Thomas W. and Greg W. Marshall (2001), "Research Priorities in Sales Strategy and Performance," Journal of Personal Selling & Sales Management, 21 (Spring), Marshall, Greg W. and Ronald E. Michaels (2001), "Teaching Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium," Marketing Education Review, 10 (Winter), 1-4. Marshall, Greg W., Steven E. Bolten, and Paul J. Solomon (2000), "The Capstone Integrated Business Applications Course: Addressing the Need for Cross-Functional MBA Education," Marketing Education Review special issue on cross-functional marketing education, 10 (Fall), Moncrief, William C., Greg W. Marshall, and Courtney Watkins (2000), "Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals," Journal of Personal Selling & Sales Management, 20 (Spring) Marshall, Greg W., William C. Moncrief, and Felicia G. Lassk (1999), "The Current State of Sales Force Activities," Industrial Marketing Management, 28 (January), Marshall, Greg W., Miriam B. Stamps, and Jesse N. Moore (1998), "Preinterview Biases: The Impact of Race, Physical Attractiveness, and Sales Job Type on Preinterview Impressions of Sales Job Applicants," Journal of Personal Selling & Sales Management, 18 (Fall), Marshall, Greg W., Julie Baker, and David W. Finn (1998), "Exploring Internal Service Quality," Journal of Business and Industrial Marketing, 13 (4/5), Goebel, Daniel J., Greg W. Marshall, and William B. Locander (1998), "Activity-Based Costing: Accounting for a Market Orientation," Industrial Marketing Management, 27 (November), Marshall, Greg W., Lance Eliot Brouthers, and Charles W. Lamb, Jr. (1998), "A Typology of Political Economies and Strategies in International Selling," Industrial Marketing Management, 27 (January), Finn, David W., Julie Baker, Greg W. Marshall, and Roy Anderson (1996), "Total Quality Management and Internal Customers: Measuring Internal Service Quality," Journal of Marketing Theory and Practice, 4 (Summer), Marshall, Greg W., Felicia G. Lassk, Karen Norman Kennedy, and Jerry R. Goolsby (1996), "Integrating Quality Improvement Tenets into the Marketing Curriculum," Journal of Marketing Education, 18 (Summer), Marshall, Greg W. (1996), "I'll Prime You if You'll Assimilate for Me: A Comment on `Conscious and Unconscious Processing of Priming Cues in Selling Encounters,'" Journal of Personal Selling & Sales Management, 16 (Spring), Marshall, Greg W., John C. Mowen, and Thomas H. Stone (1995), "Risk Taking in Sales Force Selection Decisions: The Impact of Decision Frame and Time," Psychology & Marketing, 12:4 (July),

5 Published Research - Journals, continued Ramsey, Rosemary, Felicia G. Lassk, and Greg W. Marshall (1995), "A Critical Evaluation of a Measure of Job Involvement: The Use of the Lodahl and Kejner (1965) Scale with Salespeople," Journal of Personal Selling & Sales Management, 15 (Summer), Marshall, Greg W. and John C. Mowen (1993), "An Experimental Investigation of the Outcome Bias in Salesperson Performance Evaluations," Journal of Personal Selling & Sales Management, 13 (Summer), Marshall, Greg W., John C. Mowen, and Keith J. Fabes (1992), "The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel," Journal of Personal Selling & Sales Management, 12 (Fall), RESEARCH CURRENTLY UNDER REVIEW - JOURNALS Brian N. Rutherford, Greg W. Marshall, and JungKun Park, Unraveling Multifaceted Salesperson Satisfaction: Antecedents, Gender, and the Sales Role, offered first revision at the Journal of Business Research. Ferrell, O.C., Joe F. Hair, Jr., and Greg W. Marshall, The History of Marketing Education, under review at Marketing Education Review. RESEARCH IN PROCESS - FOR JOURNAL SUBMISSION Buyer Word-of-Mouth Communications: Examining the Business-to-Business Buyer Relationship with the Salesperson and the Selling Firm with Brian Rutherford and G. Alexander Hamwi. Status: Final edit. Target: Journal of Personal Selling & Sales Management. Sales Managers Learning Orientation and Salespersons Goal Orientation and Performance, with Nicholas G. Paparoidamis and Ruben C. Chumpitaz Status: Final edit. Target: European Journal of Marketing. "Exploring Adolescent Boys Mall Shopping Experiences," with Julie Baker and Diana Haytko. Status: Beginning to write. Target: Journal of Retailing. Remote Workers: The Effects of Demographic Characteristics on Perceived Isolation and its Impact on Job Success with Craig McAllaster and Jay P. Mulki. Status: Beginning to write. Target: Journal of Business & Industrial Marketing. Addressing the Transformation of the Selling Environment: A Framework for Sales Effectiveness with William C. Moncrief and John M. Rudd. Status: Initial background work. Target: Journal of the Academy of Marketing Science. OTHER PUBLICATIONS AND PRESENTATIONS Papers Published in Refereed Conference Proceedings Langan, Ryan and Greg W. Marshall (2011), Salesperson Nonverbal Cue Emulation and Customer Perceptions: Conceptual Foundations and Proposed Research Program, Proceedings of the Annual Conference of the Academy of Marketing Science. Shoreibah, Ream A. and Greg W. Marshall (2011), Mixed-Gender Selling Teams and the Role of Female Presence in Improving Team Performance: Thought Development and Propositions, Proceedings of the American Marketing Association Winter Educators Conference. 5

6 Papers Published in Refereed Conference Proceedings, continued Rutherford, Brian, JungKun Park, and Greg W. Marshall (2010), Expanding the Understanding of Facets of Job Satisfaction: Antecedents, Gender Differences, and the Inside/Outside Sales Role, Proceedings of the American Marketing Association Summer Educators Conference. Rutherford, Brian, Greg W. Marshall, and G. Alexander Hamwi (2009), Increasing Buyer s Word-of-Mouth Communications: An Examination of Business-to-Business Buyers, Proceedings of the Annual Conference of the Society for Marketing Advances. (This article won the Best Paper Award in its track.) Mulki, Jay P., Fernando Jaramillo, and Greg W. Marshall (2005), The Lone Wolf and Team Selling, Proceedings of the Annual Conference of the Society for Marketing Advances, Lassk, Felicia G., Greg W. Marshall, and William C. Moncrief (2005), Examining Salesperson Job Involvement and Organizational Citizenship Behavior, Proceedings of the European Marketing Academy. Lassk, Felicia G., Greg W. Marshall, William C. Moncrief, and C. David Shepherd (2004), An Initial Investigation of Non-Financial Consequences of Organizational Citizenship Behavior, Proceedings of the Annual Conference of the Society for Marketing Advances, Robinson, Leroy, Jr., Greg W. Marshall, and Miriam B. Stamps (2003), "Enabling Adaptive Selling through the Use of Technology: A Conceptual Model," Proceedings of the Annual Conference of the Society for Marketing Advances, Goebel, Daniel J. and Greg W. Marshall (2003), "Getting One's Own Way: An Investigation of Influence Attempts by Marketers on Nonmarketing Members of the Firm," Proceedings of the American Marketing Association Summer Educators' Conference, Sams, Doreen M., Miriam B. Stamps, and Greg W. Marshall (2000), "An Altruistic Approach to Product Warning Labeling: Propositions and Justification," Proceedings of the Annual Conference of the Society for Marketing Advances, Ladik, Daniel M., Greg W. Marshall, Felicia G. Lassk, and William C. Moncrief (2000), "The Relationship of Satisfaction and Performance to Sales Force Turnover: A Replication and Extension," Proceedings of the American Marketing Association Summer Educators' Conference, Robinson, Leroy, Jr., Greg W. Marshall, Felicia G. Lassk, and William C. Moncrief (2000), "Measuring Adaptive Selling Behavior: A Re-Examination of the ADAPTS Scale," Proceedings of the 2000 National Conference in Sales Management, (This article won the Best Paper Award at the conference.) Goebel, Daniel J., William B. Locander, and Greg W. Marshall (1999), "Communicating a Market Orientation to Other Organizational Members: A Conceptual Framework and Some Research Propositions," Proceedings of the American Marketing Association Summer Educators' Conference, Ramsey, Rosemary P., Dawn R. Deeter-Schmelz, Judith W. Spain, and Greg W. Marshall (1999), "A Psychometric Evaluation of the Ethics Position Questionnaire (EPQ)," Proceedings of the Annual Conference of the Society for Marketing Advances, Robinson, Leroy, Jr., Miriam B. Stamps, Greg W. Marshall, and Charles W. Lamb, Jr. (1999), "Employee Satisfaction and Internal Service Performance: Some Preliminary Evidence," Proceedings of the Annual Conference of the Academy of Marketing Science, Ramsey, Rosemary P., Carolyn F. Siegel, and Greg W. Marshall (1999), "Web-Based Shopping Versus Other Shopping Modes: When Given a Choice, What Do Consumers Prefer?," Proceedings of the American Marketing Association Winter Educators' Conference,

7 Papers Published in Refereed Conference Proceedings, continued Nixon, Robert L., Leroy Robinson, Jr., Greg W. Marshall, and Diane Busico (1998), "Setting the Stage for Internal Customership: Relating Role Stress, Family-Work Conflict, and Trust to Job Satisfaction," Proceedings of the Annual Conference of the Society for Marketing Advances, Lassk, Felicia G., Greg W. Marshall, and William C. Moncrief (1998), "Salesperson Job Involvement: Do Demographic, Situational, and Market Variables Matter?," Proceedings of the National Conference in Sales Management, 1-3. Finn, David W., Greg W. Marshall, and Julie Baker (1998), "Internal Customers: One Group or Many?," Proceedings of the 1 st North American Research Symposium on Purchasing and Supply Management, Ramsey, Rosemary P., Greg W. Marshall, and Dawn R. Deeter-Schmelz (1998), "Are Senior Citizens More Susceptible to Unethical Salesperson Behavior?," Proceedings of the American Marketing Association Winter Educators' Conference, Marshall, Greg W. and William C. Moncrief (1997), "Decision Making in Sales Force Selection: Risk Taking by Sales Managers Versus Human Resource Managers," Proceedings of the National Conference in Sales Management, 1-4. Goebel, Daniel J. and Greg W. Marshall (1996), "The Impact of Premium Private Label Brands: Preliminary Evidence and Future Implications," Proceedings of the American Marketing Association Summer Educators' Conference, Marshall, Greg W. (1995), "Attributions in Salesperson Evaluations: The Impact of Decision Maker Role and Performance Outcome," Proceedings of the National Conference in Sales Management, Finn, David W., Julie A. Baker, and Greg W. Marshall (1995), "Measuring Internal Service Quality: An Exploratory Study," Proceedings of the Annual Conference of the Academy of Marketing Science, 251. Marshall, Greg W., Jesse N. Moore, and Miriam B. Stamps (1994), "Comparing Sales Force Selection Decisions for Telemarketing versus Field Sales Positions: An Exploratory Study," Proceedings of the Annual Conference of the Southern Marketing Association, Marshall, Greg W., Thomas H. Stone, and John C. Mowen (1994), "Are Sales Managers Influenced by the Fundamental Attribution Error in the Selection and Evaluation of Sales Personnel?," Proceedings of the American Marketing Association Summer Educators' Conference, Lagace, Rosemary R. and Greg W. Marshall (1994), "Buyers' Trust of Salespeople: Does It Go Beyond the Dyad?," Proceedings of the National Conference in Sales Management, Marshall, Greg W., Thomas H. Stone, and John C. Mowen (1993), "The Effects of Hedonic Relevance and Time on Risk Taking in Selection Decisions," Human Resources Division, Annual Conference of the Academy of Management. Marshall, Greg W., Joshua L. Wiener, and Stephen J. Miller (1992), "The Impact of Role Ambiguity, Job Autonomy, and Locus of Control on Employee Responsiveness to Internal Customers," Proceedings of the American Marketing Association Winter Educators' Conference, Mowen, John C. and Greg W. Marshall (1992), "The Effects of Gain/Loss Frames on Product Management Risk-Taking: A Replication and Extension," Proceedings of the American Marketing Association Winter Educators' Conference, Marshall, Greg W. and Stephen J. Miller (1991), "Total Quality Management and the Internal Customer: A Marketing Perspective on Employee Motivation," Proceedings of the Annual Conference of the Southern Marketing Association,

8 Other Non-Refereed Publications Marshall, Greg W. and Stephen J. Miller (1991), "Does the Domain of Marketing Include Internal Customers Within the Total Quality Management Movement?," Proceedings of the American Marketing Association Summer Educators' Conference, Cooper, Philip D. and Greg W. Marshall (1984), "Exploring Senior Life Satisfaction via Market Segmentation Development and Value Exchange: An Initial Study," Advances in Health Care Research, Scot M. Smith and M. Venkatesan, eds., (I worked on this project as an MBA student.) Marshall, Greg W. (2011), DSEF Kicks off New Academic Research Initiative, Direct Selling News (February), Marshall, Greg W. (2009), Making Academic Research Practical for Direct Sellers, Direct Selling News (February), Marshall, Greg W. (1996), "The Folly of Rewarding A While Hoping for B," Marketing News, 30 (Nov. 4), 6-9. Marshall, Greg W. (1996), "On the Folly of Rewarding A, While Hoping for B...While in the Meantime Your Teammates and Internal Partners are Performing C," Adding Value (USF Marketing Dept.), (Spring), 6-7. Books (only current editions are listed) Marshall, Greg W. and Mark. W. Johnston (2011), Essentials of Marketing Management 1 st edition, Boston: McGraw-Hill/Irwin (published January 2010). Marshall, Greg W. and Mark W. Johnston (2010), Marketing Management 1 st edition, Boston: McGraw-Hill/Irwin (published January 2009). Solomon, Michael R., Greg W. Marshall, and Elnora W. Stuart (2012), Marketing: Real People, Real Choices, 7th edition, Upper Saddle River, NJ: Prentice Hall (published January 2011). Johnston, Mark W. and Greg W. Marshall (2011), Churchill/Ford/Walker's Sales Force Management, 10th edition, Boston: McGraw-Hill/Irwin (published March 2010). Johnston, Mark W. and Greg W. Marshall (2010), Relationship Selling, 3rd edition, Boston: McGraw-Hill/Irwin (published March 2009). Marshall, Greg W. et al. (2006), Strategic Sales Leadership: BREAKthrough Thinking for BREAKthrough Results, 1st edition, Cincinnati, OH: South-Western Educational Publishing. Chapters and Essays in Books Marshall, Greg W. (2010), Marketing-Sales Interface and the Role of KDD (Knowledge Discovery Databases), in Marketing Intelligent Systems by Soft Computing, Jorge Casillas and Francisco J. Martínez-López, eds., Series: Studies in Fuzziness and Soft Computing, New York: Springer, Wood, Natalie T., Michael R. Solomon, Greg W. Marshall, and Sarah Lincoln (2009), Corporate Training Goes Virtual: a Hybrid Approach to Virtual Learning, in Research on Virtual Environments for Corporate Education: Employee Learning and Solutions, William Ritke-Jones, ed., Hershey, PA: IGI Global. Marshall, Greg W. and Esther J. Ferre (1998), "Sales Force Performance Management in a Changing Selling Environment," in New Developments in Sales Research and Practice, Gerald J. Bauer et al., eds., Westport, CT: Quorum Books, Book Review Marshall, Greg W. (1995), review of Personality Traits in Professional Services Marketing by James B. Weitzul (Westport, CT: Quorum Books, 1993), Journal of the Academy of Marketing Science, 23 (Summer),

9 Presentations in Special Sessions at Conferences (Note: In addition to the specific sessions listed below, over the past seven years I have also represented the Journal of Marketing Theory and Practice and Journal of Personal Selling & Sales Management in more than 30 appearances on Meet the Editor panels at major academic marketing conferences.) Ferrell, O.C., Joe Hair, and Greg W. Marshall (2012), Examining the History of Marketing with an Eye toward the Future, Annual Conference of the Society for Marketing Advances. Cron, William L., Andrea L. Dixon, Alexander Haas, Greg W. Marshall, and Jan Wieseke, and (2011), What s Next in Sales, American Marketing Association Summer Educators Conference. Ferrell, O.C., Joe Hair, and Greg W. Marshall (2011), 100 Years of the Principles of Marketing Course: A Retrospective and Future, Annual Conference of the Academy of Marketing Science. Ahearne, Michael, Andrea Dixon, Douglas Hughes, Daniel Ladik, William Locander, and Greg W. Marshall (2011), Sales Research: Where is the Cutting Edge?, Annual Conference of the Academy of Marketing Science. Ahearne, Michael, Nick Lee, and Greg W. Marshall (2011), New and Unexplored Topics in Sales, National Conference in Sales Management. Marshall, Greg W. (2009), Executing a Customer-Driven Culture, presented in a special session at the American Marketing Association Winter Educators Conference titled The Role and Function of the 21 st Century Sales Force: Strategic Customer Management. Crittenden, Victoria, Peggy Cunningham, Greg W. Marshall, Doug Hoffman, and Paul J. Solomon (2009), Critically Assessing the MBA Core Marketing Course: Role, Trends, Pedagogical Options, and Recommend Changes, American Marketing Association Winter Educators Conference. Marshall, Greg W., Ronald E. Michaels, Kenneth R. Evans, Karen Flaherty, Eli Jones, and Jagdip Singh (2007), Refocusing on Selling as a Key Driver of Firm Success: Highlights from the 2007 New Horizons Sales Consortium in Orlando, American Marketing Association Summer Educators Conference. Grewal, Dhruv, Michael Levy, Greg W. Marshall, and Doug Hughes (2007), Why Would Anyone Want to Write a Textbook?, American Marketing Association Summer Educators Conference. Marshall, Greg W. (2006), Sales Management: Undergraduate and Graduate, presented in a special session at the Annual Conference of the Society for Marketing Advances titled Teaching Sales and Sales Management. Marshall, Greg W. (2006), The Academic Market: An Interviewer s Perspective presented in a special session at the American Marketing Association Summer Educators Conference titled The Academic Market: Current Trends, Hiring, and Interviewing in the Marketing Field. Ferrell, O.C., Charles W. Lamb, Roger A. Kerin, and Greg W. Marshall (2006), Market Driving Changes in College Textbooks: Perspectives from Leading Authors and Publishers, Annual Conference of the Academy of Marketing Science. Bowers, Michael R., Jule B. Gassenheimer, Mark W. Johnston, Greg W. Marshall, and Scott Peisner (2005), MBA Education on the Cutting Edge: Best Practices from the Crummer Graduate School of Business at Rollins College, Annual Conference of the Academy of Marketing Science. Brown, Steven P., Kenneth R. Evans, Thomas N. Ingram, Eli Jones, Greg W. Marshall, and Barton A. Weitz (2005), The Changing Environment of Selling and Sales Management, Annual Conference of the Academy of Marketing Science. 9

10 Presentations in Special Sessions at Conferences, continued Stephen P. Brown, Kenneth R. Evans, Eli Jones, Raymond W. LaForge, Greg W. Marshall, John F. Tanner, Jr., and Barton A. Weitz (2005), Advancing Sales Management Research: New Research Ideas for a Changing Profession, American Marketing Association Winter Educators Conference. Chonko, Lawrence B., Kenneth R. Evans, Thomas N. Ingram, Greg W. Marshall, and Ronald E. Michaels (2005), 25 years of the Journal of Personal Selling & Sales Management: Perspectives on the Journal s Evolution and Place in Academe, American Marketing Association Winter Educators Conference. Williams, Michael R., Eli Jones, and Greg W. Marshall (2003), "Building Industry-University Alliances: How a Sales Center Can Create Win-Win Opportunities for Your Department," Annual Conference of the Academy of Marketing Science. Marshall, Greg W. (2002), "The Integrated Business Applications Course," presented in a special session devoted to recipients of the AMS Teaching Excellence Award, Annual Conference of the Academy of Marketing Science. Brown, Tom J., Peter A. Dacin, and Greg W. Marshall (2002), "Linking Firm Reputation to Salesperson Effectiveness," presented at the special conference on Exploring Corporate Associations: Developing a Research Agenda. Bearden, William O., Sharon E. Beatty, Naveen Donthu, and Greg W. Marshall (2001), "Doctoral Programs - Best Practices," American Marketing Association Winter Educators' Conference. Haytko, Diana, Julie Baker, and Greg W. Marshall (2000), "The Changing Face of Retailing at the Mall: Exploring Teen Girls' Total Shopping Experiences," presented in a special session at the Annual Conference of the Society for Marketing Advances, "The Changing Faces of Retailing. Matulich, Erika, Greg W. Marshall, and Marla Royne Stafford (2000), "The Other Audience of Television Home Shopping: Loyal `Hidden' Viewers who Refuse to Purchase in the Face of Promotion," presented in a special session at the American Marketing Association Winter Educators' Conference, "The Unintended Consequences of Promotional Activities." Baker, Julie, Greg W. Marshall, Miriam B. Stamps, and Debbie Thorne LeClair (1999), "4P's for Marketing Faculty in the New Millennium: Priorities, Professionalism, Publications, and Pedagogy," special faculty development session at the Annual Conference of the Society for Marketing Advances. Marshall, Greg W. (1999), "What is the Current State of Sales Academe?," presented in a special session of the National Conference in Sales Management, "The Evolving World of Professional Selling." Marshall, Greg W., Charles W. Lamb, Jr., Julie Baker, and Miriam B. Stamps (1998), "The Impact of Integrated Organizational Selling Teams on Internal and External Customers," presented in a special session at the Annual Conference of the Society for Marketing Advances, "Organizational Buyers and Sellers and Market-Oriented Behaviors: Insights From an Organizational, Measurement, and Team Perspective." Marshall, Greg W. (1998), "Top 10 Ways to Influence Reviewers to Reject Your Manuscript," presented in a special pre-conference session at the American Marketing Association Winter Educators' Conference, "What the Heck Do Those Reviewers Want from Me Anyway?" Baker, Julie, Charles W. Lamb, Jr., and Greg W. Marshall (1998), "Linking Team Organizational Citizenship Behavior and Performance to Customer Perceptions of Service Quality and Satisfaction," presented in a special session at the Annual Conference of the Academy of Marketing Science, "Service Issues in Retailing." Cravens, David W., A. Parasuraman, Susan Keaveney, and Greg W. Marshall (1997), "Meet the Editors and Reviewers of the Journal of the Academy of Marketing Science," presented in a special session at the Annual Conference of the Academy of Marketing Science. 10

11 Presentations in Special Sessions at Conferences, continued Stamps, Miriam B., Jesse N. Moore, and Greg W. Marshall (1997), "African Americans in the Sales Force: The Impact of Sales Managers' Biases on Preinterview Impressions," presented in a special session at the American Marketing Association Summer Educators' Conference, "Trends in Sales Force Diversity." Marshall, Greg W. (1997), "Things I Wish I'd Known as a First Year Professor," presented in a special session at the AMA Winter Educators' Conference, "Dealing with Assistant Professor Angst." Marshall, Greg W. (1996), "How Much `Sales Management' Do I Teach in the Personal Selling Class?," presented in a special session at the Annual Conference of the Southwestern Marketing Association, "Teaching the Personal Selling Class: Meeting the Needs of Students and Employers." Finn, David W., Greg W. Marshall, and Julie Baker (1995), "Measuring Internal Customer Service Quality," presented in a special session at the American Marketing Association Summer Educators' Conference, "Linking Internal Customer Service Quality to External Service and Customer Satisfaction." Marshall, Greg W. (1994), "The Learning Sales Organization," presented in a special panel session at the Annual Conference of the Academy of Marketing Science, "Total Quality Management and the Sales Organization: Integrating the New Business Philosophies." Marshall, Greg W. (1993), "Boundary Role Issues in Personal Selling and Sales Management within a Total Quality Management Organization," presented in a special panel session at the Annual Conference of the Academy of Marketing Science, "Establishing a Research Agenda for Personal Selling and Sales Management in a Total Quality Management Setting." Invited Visiting Scholar Presentations Manchester Business School (June 2012) University of Texas at El Paso (April 2012) Aston Business School, Manchester Business School, Nottingham Trent Business School, Strathclyde Business School (March 2010) Northeastern University Boston, Department of Marketing (October 2009 and December 2002). Wright State University, Department of Marketing (September 2009). University of South Florida Tampa, Department of Marketing (April 2009). University of New Mexico, Department of Marketing (February 2009). Texas Christian University (October 2008). Aston Business School, Loughborough University, and City University of London (July 2008). Georgia Southern University, College of Business Administration (February 2008). Aston Business School, Warwick Business School, and City University of London (February 2007). University of Alabama Tuscaloosa, Department of Marketing (April 2006 and April 2007). Louisiana Tech University (September 2006) University of Houston Department of Marketing (March 2002). University of Southern Mississippi (October 1999). 11

12 DOCTORAL DISSERTATION COMMITTEES 2013 George Allen, Planning or Improvisation? A Comparison of the Effects of Rival Strategy Creation approaches on Salesperson Performance. DBA Dissertation, Kennesaw State University. In Process (Chair) Mary Kay (Mimi) Rikard, The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchise Support. DBA Dissertation, Kennesaw State University. In process. (Co-chair) Andrew T. (Drew) Thoeni, Segmenting Segmentation: A Typology and Empirical Taxonomy Bridging Strategic Consumer Segmentation Theory and Practice. DBA Dissertation, Kennesaw State University. In process. (Member) Brian Rutherford, The Differing Effects of Satisfaction, Trust, and Commitment on Buyers Behavioral Loyalty: A Study into the Buyer-Salesperson and Buyer-Selling Firm Relationship in a Business-to-Business Context. Ph.D. Dissertation, Department of Marketing, Georgia State University. Final defense 4/07. (Member) Jay P. Mulki, "Impact of Workplace Isolation on Organizational Commitment of Salespeople," Department of Marketing, Ph.D. Dissertation, Department of Marketing, University of South Florida. Final defense 10/04. (Member) Thomas W. Lanis, "The Impact of Sales Force Market Intelligence Generation on New Product Success," Ph.D. Dissertation, Department of Marketing, Oklahoma State University. Final defense 6/04. (Member) Leroy Robinson, Jr., "Sales Force Use of Technology: An Extension of the Technology Acceptance Model, Including Antecedents and Outcomes for Professional Sales Organizations," Ph.D. dissertation, Department of Marketing, University of South Florida. Final defense 5/01. (Chair) 1998 Daniel J. Goebel, "Does the Communication of Marketing Information to Internal Customers Result in Market-Driven Outcomes? An Examination Utilizing Organizational and Psychological Dimensions," Ph.D. dissertation, Department of Marketing, University of South Florida. Final defense 7/98. (Member) 1997 Jesse N. Moore, "An Investigation of Sales Managers' Preinterview Biases: The Impact of Sales Job-Type and Applicants' Race, Gender, and Physical Attractiveness on Preinterview Impressions," Ph.D. dissertation, Department of Marketing, University of South Florida. Final defense 6/97. (Chair) 1995 Felicia G. Lassk, "The Impact of Customer Mind-Set on Job Outcomes: An Assessment of Quality Environments," Ph.D. dissertation, Department of Marketing, University of South Florida. Final defense 9/95. (Member) PH.D. PROGRAM COMMITTEES Cynthia J. Bean (Chair) Richard Gonzales (Member) Doreen Sams (Member) Daniel J. Goebel (Member) Leroy Robinson, Jr. (Member) Andrea Scott (Chair) UNIVERSITY UNDERGRADUATE HONORS PROGRAM THESIS COMMITTEES 1997 Veronica Burianek, "The Internet and Marketing Applications," completed 7/97. (Member) 1997 James Trevor Falls, "The Changing Sports Merchandising Industry," completed 5/97. (Member) 1994 Daniel Tugendhat, "Quality Knowledge Assessment of Students in the Business School," completed 4/94. (Chair) 12

13 UNIVERSITY AND COLLEGE COMMITTEES 2012 Chair, Committee to Investigate and Create an Executive Doctorate in Business Program, Crummer Graduate School of Business, Rollins College Co-Chair, Committee to Redesign the Executive MBA Program (EMBA), Crummer Graduate School of Business, Rollins College Member, Committee to Design a Key Executive MBA Program (KEMBA), Crummer Graduate School of Business, Rollins College Co-Chair, Board of Overseers Strategic Review Task Force, Crummer Graduate School of Business, Rollins College (co-chaired with a member of the Board of Overseers) Member, Committee to Study the Feasibility of an Executive Doctorate in Management Program, Crummer Graduate School of Business, Rollins College Member, Search Committee for Director of the Executive and Saturday MBA Programs, Crummer Graduate School of Business, Rollins College Member, Search Committee for Executive Director of the Center for Management and Executive Education, Crummer Graduate School of Business, Rollins College Co-facilitator, Rollins College pre-marketing study Chair, Search Committee for an Assistant Professor of Marketing, College of Business Administration, Oklahoma State University Chair, Committee to Study the Feasibility of an Executive MBA Program, Oklahoma State University Member, President s Faculty Council, Oklahoma State University Member, Search Committee for Director of the Center for Entrepreneurship and Small Business Management, University of South Florida Member, Committee on Research and Scholarship, College of Business, University of South Florida Chair, Undergraduate Business Policy Course Review Committee, College of Business, USF Chair, Search Committee for five Assistant Professors of Marketing, College of Business, University of South Florida (Tampa, St. Petersburg, and Lakeland campuses) Member, Doctoral Program Committee, College of Business, University of South Florida Member, Advisory Committee for the Center for International Business, College of Business Administration, University of South Florida. (Note: This committee was comprised primarily of external business people---i was one of two faculty representatives on the committee.) Member, College of Business Computer Facilities Committee, University of South Florida College of Business Representative, University Research Council, University of South Florida. Chair, Business and Education Subcommittee ( ) Member, College of Business Research and Publications Committee, University of South Florida. 13

14 University and College Committees, continued Member, Graduate Admissions Committee (MBA Program), M.J. Neeley School of Business, TCU. OTHER UNIVERSITY, COLLEGE, AND DEPARTMENTAL SERVICE ACTIVITIES Co-facilitator, program orientation sessions for incoming Executive MBA and Saturday MBA cohort groups, Crummer Graduate School of Business, Rollins College Director, Startup Feasibility Initiative for EMBA Program, Oklahoma State University Coordinator, Marketing Department Ph.D. Program, University of South Florida Coordinator, Marketing Department Research Colloquia Series, University of South Florida Coordinator, exploratory group developing a "Sales Management Partnership" between the USF Department of Marketing and the Tampa Bay selling and sales management community Internal Consultant, USF Chapter of Pi Sigma Epsilon, National Sales and Marketing Fraternity, working with the faculty sponsor and student members on organizational renewal. EDITORIAL ACTIVITIES Editor, Journal of Marketing Theory and Practice (2005-present). Editor, Journal of Personal Selling & Sales Management ( ). Associate Editor for Selling and Sales Management in Action Section, Journal of Personal Selling & Sales Management ( ). Special Issue Guest Editor, "Strategic Issues in Selling and Sales Management," Journal of Personal Selling & Sales Management (Volume 21, Spring, 2001). Current Member of the following Editorial Boards: Journal of the Academy of Marketing Science Journal of Business Research Industrial Marketing Management Journal of Personal Selling & Sales Management (Senior Advisory Board) Member, Selection Committee to select best paper in conference for the 2012 Society for Marketing Advances Annual Conference. Member, Blue Ribbon Panel to select best paper in conference for the 2002 American Marketing Association Summer Educators' Conference. President, Academy of Marketing Science, ACADEMIC LEADERSHIP POSITIONS President-Elect, Academy of Marketing Science, Vice President for Programs, Academy of Marketing Science, Secretary-Treasurer, Academy of Marketing Science, Member, Finance Committee, American Marketing Association,

15 Academic Leadership Positions, continued Founding Member and Chair, Strategic Planning Group for the American Marketing Association Academic Council, President, American Marketing Association Academic Division, President-Elect and Vice President for Finance, American Marketing Association Academic Division, Vice President for Research and Conferences, American Marketing Association Academic Council, Chair, American Marketing Association Selling and Sales Management Special Interest Group (SIG), Chair-Elect and Vice-Chair for Planning and Elections, American Marketing Association Selling and Sales Management Special Interest Group, Vice-Chair for Finance and Treasurer, American Marketing Association Selling and Sales Management Special Interest Group, President, Society for Marketing Advances, President-Elect and Program Chair, Society for Marketing Advances, Treasurer, Society for Marketing Advances, OTHER SERVICE ACTIVITIES WITHIN ACADEMIC MARKETING Conferences Chaired Program Co-chair with William C. Moncrief, 2013 Doctoral Consortium of the Society for Marketing Advances, Hilton Head, SC. Co-chair with William L. Cron, Nick J. Lee, and William C. Moncrief, New Horizons in Selling and Sales Management a Global Sales Faculty Consortium, sponsored by the American Marketing Association Academic Division, Fort Worth, Texas, June 12-14, 2013 (forthcoming). Co-chair with Ronald E. Michaels, New Horizons in Personal Selling and Sales Management: A Special Conference in Research, Teaching, and Practice, sponsored by the American Marketing Association Academic Division, Lake Buena Vista, Florida, July 14-17, Co-chair with Judy Siguaw, 2006 Annual Conference of the Academy of Marketing Science, San Antonio, TX. Co-chair with John C. Mowen, Customer Relationship Management: Best Practices for Business Success, Tulsa, Oklahoma, April 4, Program Chair, 2002 Doctoral Consortium of the Society for Marketing Advances, St. Pete Beach, FL. Program Co-chair with Stephen J. Grove, 2001 American Marketing Association Summer Educators' Conference, Washington, D.C. Program Chair, 2000 Annual Conference of the Society for Marketing Advances, Orlando, FL. Co-chair with Ronald E. Michaels, 1999 American Marketing Association Nineteenth Annual Faculty Consortium. Topic: Professional selling and sales management. Lake Buena Vista, Florida, July 10-13, Co-chair with Ronald E. Michaels, New Horizons in Personal Selling and Sales Management: A Special Conference in Research, Teaching, and Practice, an activity of the American Marketing Association Selling and Sales Management Special Interest Group. Lake Buena Vista, Florida, July 13-15,

16 Conference Tracks Chaired Customer Relationship Management track, 2011 Annual Conference of the Academy of Marketing Science (co-chaired with Dimitri Kapelianis). Journal of Marketing Theory and Practice track, 2006 Annual Conference of the SMA. Selling, Sales Management, and Direct Marketing track, 2006 American Marketing Association Summer Educators Conference (co-chaired with Jule B. Gassenheimer). Marketing Drama Learning Modules and Strategy Implications track, 2005 Annual Conference of the Society for Marketing Advances (co-chaired with Arch Woodside). "Selling and Sales Management" track, 2005 Annual Conference of the European Marketing Academy. "Selling, Sales Management, and Customer Relationship Management" track, 2004 Annual Conference of the Academy of Marketing Science. "Selling and Sales Management" track, 2000 American Marketing Association Summer Educators' Conference. "Quality, Value, and Services Marketing" track, 1999 Annual Conference of the Academy of Marketing Science (co-chaired with Joby John). "Personal Selling and Sales Management" track, 1997 Annual Conference of the Academy of Marketing Science. "Student Competition" track, 1996 Annual Conference of the Southern Marketing Association. "Sales Management, Advertising, Public Relations, and Sales Promotion" track, 1995 Annual Conference of the Southern Marketing Association. Conference Sessions Chaired Methodological Issues and Challenges in Sales Research: Research Design, Data Collection, and Data Analysis, a special session at the 2013 American Marketing Association Winter Educators Conference (co-chaired by Nick Lee) - forthcoming. Trends in Ph.D. Education in Marketing: Innovations from Both Sides of the Big Pond, a special session at the 2013 American Marketing Association Winter Educators Conference - forthcoming. Online Marketing Issues, Doctoral Colloquium Track, 2009 Annual Conference of the Academy of Marketing Science. Meet the Editors session I, 2008 Annual Conference of the Society for Marketing Advances. Meet the Editors sessions I and II, 2007 Annual Conference of the Society for Marketing Advances. AMS Oustanding Marketing Teacher Award Winners Presentations, 2007 Annual Conference of the Academy of Marketing Science. Journal of Marketing Theory and Practice sessions I and II, 2006 Annual Conference of the Society for Marketing Advances. Meet the Editors sessions I and II, 2006 Annual Conference of the Society for Marketing Advances. Extraordinary Insights from Marketing Educators, a special DocSIG session at the 2006 American Marketing Association Winter Educators Conference (co-moderated by William B. Locander). "Revolution in Selling and Sales Management Education: Market-Driven Change in the Classroom," a special session at the 2004 American Marketing Association Summer Educators' Conference. 16

17 Conference Sessions Chaired, continued Diversity in Sales Organizations in 2002: Myth or Reality," a special session at the 2002 National Conference in Sales Management (co-chaired with James S. Boles). "Ph.D. Education in Marketing in the 21st Century: Perspectives of Doctoral Coordinators," a special session at the 2001 Society for Marketing Advances Conference. "Methods and Measurement in Sales Research: Current Issues," a special session at the 2001 National Conference in Sales Management. "Graduate-Level Marketing Management/Strategy Education" a special session at the 1999 Annual Conference of the Academy of Marketing Science. "Changes in MBA Curriculum: Marketing Concentration and Marketing Tracks," a special session at the 1998 Southern Marketing Association Conference (co-chaired with Paul J. Solomon). "Reexamining the Capstone Undergraduate Marketing Course: Purpose, Scope, and Teaching Approaches," a special session at the 1998 American Marketing Association Summer Educators' Conference (co-chaired with James S. Hensel). "Trends in Sales Force Diversity," a special session at the 1997 American Marketing Association Summer Educators' Conference (co-chaired with Lucette B. Comer). "Challenges in Service Delivery," 1996 American Marketing Association Summer Educators' Conference. "Selling in the 21st Century," 1996 Annual Conference of the Southwestern Marketing Association. "Perspectives for New Faculty: Things I Wished I'd Known as a First Year Professor," a special session at the 1995 Annual Conference of the Southern Marketing Association. "The Sales Manager and Sales Practices," 1994 Annual Conference of the Southern Marketing Association. "Current Issues in Sales Force Management," 1994 Annual Conference of the Academy of Marketing Science. "Total Quality Management and the Sales Organization: Integrating the New Business Philosophies," a special session at the 1994 Annual Conference of the Academy of Marketing Science (co-chaired with Stephen J. Miller). Discussant at Conferences Marketing Drama Learning Modules and Strategy Implications, 2005 Annual Conference of the Society for Marketing Advances. "Emerging Issues in Sales Force Technology," 2002 Annual Conference of the Academy of Marketing Science. "Perspectives on the Evolution of Selling," 2001 National Conference in Sales Management. "New Insights into Sales Management Control Strategy," 2001 American Marketing Association Winter Educators' Conference. "Gender-Related Issues in Sales Management," 2000 American Marketing Association Winter Educators' Conference. "Enhancing Buyer-Seller Relationships," 1997 American Marketing Association Summer Educators' Conference. "The Effects of Friendship, Market Orientation, and Selling Strategies on Relational Performance," 1996 American Marketing Association Summer Educators' Conference. 17

18 Discussant at Conferences, continued "Progress, Products, and Competition," 1994 American Marketing Association Winter Educators' Conference. "Research and Management Issues in Sales," 1994 Annual Conference of the Southern Marketing Association. Other Faculty Consortium Fellow, 2004, 2005, 2010, 2011 AMA Sheth Foundation Doctoral Consortium. Faculty Consortium Fellow, 2009 and 2011 AMS Biennial Doctoral Consortium. Faculty Consortium Fellow, 1996, 2003, 2005, 2006, 2007, 2008, 2009, 2010, and 2011 SMA Doctoral Consortium. Member, Board of Directors, Direct Selling Education Foundation, Chair, Education Committee, 2009-present. Chair, Task Force to Redesign Research Program, Member, Board of Directors, Tulsa, Oklahoma Professional AMA Chapter, Faculty Advisor, University Center at Tulsa Collegiate AMA Chapter, SAMPLING OF OTHER PROFESSIONAL SERVICE ACTIVITIES 2006 Consultant to Keiser University in preparation for their entry into the MBA market Conducted pre-aacsb visit marketing curriculum review for Loyola University - New Orleans Served on a visiting professor panel to provide input on a proposed model of a high quality undergraduate school of business, Missouri Southern State College, Joplin, MO Conducted a series of training programs, "Promoting Excellence in Service Quality" for the USF Physicians Group (with Miriam B. Stamps). Subsequently, continued working with the administration on continuous improvement of service delivery Conducted a feasibility study on introducing a hospitality administration minor within the business curriculum for the University of South Florida, Sarasota Campus (with Miriam B. Stamps) Conducted a comprehensive research project on future strategic directions for the Florida Alliance for Assistive Services and Technologies (FAAST), a state agency transitioning into nonprofit organization status (with Miriam B. Stamps). TEACHING ASSIGNMENTS Teaching Assignments at the Crummer Graduate School of Business, Rollins College * Strategic Marketing (Executive/Corporate MBA, Saturday MBA, Professional MBA, Full-time MBA) * Marketing Management (Professional MBA, Full-time MBA) * Introduction to Strategy (Full-time MBA) * Strategic Management (Saturday MBA) * Sales and Relationship Management (Professional MBA, Full-time MBA) Teaching Assignments at Aston Business School * Marketing Channels and Strategic Sales Force Management (Masters Level) * Seminar in Strategic Marketing and Marketing Strategy (Ph.D.) Teaching Assignments at Oklahoma State University * Marketing Management (MBA) * Seminar in Sales and Relationship Management (Ph.D./MBA) * Strategic Marketing (MBA) * Managerial Strategies in Marketing (undergraduate) 18

19 Teaching Assignments at the University of South Florida * Integrated Business Applications I (Capstone course for all MBA students) * Business Problems Analysis (Capstone course for Executive MBA and Executive MBA for Physicians) * Seminar in Strategic Marketing and Marketing Management (Ph.D.) * Seminar in Sales and Relationship Management (Ph.D./MBA) * International Management (MBA) * Marketing Strategy (MBA) * Strategic Management/Business Policy (undergraduate) * Strategic Management in Latin America (MBA and undergraduate) - Summer in Costa Rica program My teaching evaluations consistently have been in the top 5-10 percent in each business school. VISITING PROFESSOR ASSIGNMENTS Visiting Professor, MSc Program, IESEG Lille and Paris, France (Sales Management course) Visiting Professor, MBA Program, Texas Christian University (Sales and Relationship Management course) Visiting Professor, Ph.D. Program, University of South Florida (Sales and Relationship Management doctoral seminar) Visiting Professor, Executive MBA Program, University of Notre Dame (Marketing II course) Visiting Professor, Saturday MBA Program, University of South Florida (Marketing Strategy course) Visiting Professor, Executive MBA Program for Physicians, University of South Florida (Business Problems Analysis course) Visiting Professor, Executive MBA Program, Texas Christian University (Strategic Marketing course). SAMPLING OF MANAGEMENT AND EXECUTIVE PRESENTATIONS AND SEMINARS 2012 Co-presented (with Michael R. Solomon) Using Virtual Worlds to Captivate Gen Y at the Communications & Marketing Conference of the Direct Selling Association, Los Angeles, CA Co-presented (with Michael R. Solomon) Using Virtual Worlds to Captivate Gen Y at the Annual Meeting of the Direct Selling Association, Dallas, TX Presented A Customer-Centric Approach to Internal Marketing: The Strategic Role of HR at the 2011 HR Florida Conference Presented The Strategy Imperative: Cultivating Individual and Organizational Capabilities to be Market Driving for the Hilton Grand Vacations Senior Executives Exploring the Leader Within program, Rollins College Center for Management and Executive Education Co-presented Accelerate Business Success with Effective Marketing Strategies: Create Value for Your Customer for the Rollins Business Accelerator program, in association with the Kauffman Foundation, Rollins College Center for Management and Executive Education Presented Strategy Implementation: Where the Rubber Hits the Road for the Darden Restaurants Senior Directors Improving Your Strategic Impact series, Rollins College Center for Management and Executive Education. 19

20 Sampling of Management and Executive Presentations and Seminars, continued 2009 Presented Maximizing Sales Process Success for the Disney Earmarked Conference attended by their key travel planning partners Presented Creative Strategy Development: Fostering a Culture of Strategic Thinking for the Disney Leadership Conference Presented Integrating Marketing with Sales, monthly luncheon of the Central Florida Chapter of the American Marketing Association Delivered Creative Strategy Development segment - Crummer Management Program (mini-mba) Presented When Sales and Marketing Collide, Sales and Strategic Customer Management Network, Warwick Business School, UK Presented When Sales and Marketing Collide, monthly luncheon of the Central Florida Chapter of the American Marketing Association Conducted sessions on Customer-Centric Internal Marketing for the Disney Leadership Conference Conducted one-day modules on Keeping Customers and Developing Markets within a management training program for Dimension Data Inc., Rollins College Center for Management and Executive Education, co-facilitated by the CMO of Dimension Data Americas Division Conducted seminars on Implementing a Customer-Centric Approach to Internal Marketing, Corporate University, Rollins College Center for Management and Executive Education Conducted a seminar at Masco, Inc. headquarters for marketing executives from their various operating companies on the interface of the sales and marketing functions Conducted a seminar on Marketing for Non-marketing Professionals, Center for Executive and Professional Education, College of Business Administration, Oklahoma State University Conducted a seminar on Best Practices in Sales Management, Center for Executive and Professional Education, College of Business Administration, Oklahoma State University Conducted numerous American Marketing Association Marketing 101 Boot Camps and Marketing Planning Boot Camps for practitioners across the U.S Conducted seminars on "Personal Selling" for the Certified Sports Event Executive program of the National Association of Sports Commissions, Chicago, IL Conducted a session on Sales Management in the New Millennium at the monthly luncheon of the Professional Chapter of the American Marketing Association, Tulsa, OK Conducted numerous tutorials on Executing a Customer Driven Culture, Consumer Generated Content: Impact on Branding, Strategies, and Marketplace Relationships, When Sales and Marketing Collide: Best Practices and Performance Metrics, "Customer Relationship Strategies, The Sales Force, and the Selling Function," and "Sales Force Performance Management: Best Practices" at the semi-annual American Marketing Association Practitioner Workshops for practitioners Developed a six hour module on "Creative Strategy Development" distributed as part of an online executive certificate program for physicians on "The Business of Medicine," sponsored by the USF Executive MBA Program for Physicians and the USF College of Medicine. 20

21 Sampling of Management and Executive Presentations and Seminars, continued 2000 Conducted a training program on "Concepts and Practice of Competence-Based Employment Interviewing" for TTI, Inc.'s "Recruiting and Staffing Workshop." 2000 Conducted two training programs on "Setting the Stage for Excellence in Service Quality: The Critical Role of Management," one at the University of South Florida Division of Lifelong Learning and one at Life Path Hospice (with Miriam B. Stamps) Conducted a training program on "Strategic Pricing for Successful Customer Management" for TTI, Inc., sponsored by the Texas Christian University Charles Tandy American Enterprise Center (executive training)/m.j. Neeley School of Business Conducted a one day module on "Tactical Sales Management" within an overall program titled "Effective Sales Management," sponsored by the Texas Christian University Charles Tandy American Enterprise Center (executive training)/m.j. Neeley School of Business Conducted a module on "Strategic Planning for Health Care Professionals" within two overall programs on "The Business of Medicine," sponsored by the University of South Florida Executive MBA Program for Physicians and Morton Plant Mease Hospital. REPRESENTATIVE ORGANIZATIONAL ENGAGEMENTS Bureau of Labor Statistics Darden Restaurants Dimension Data Disney Dow Corning Federal Reserve Bank of St. Louis IBM Staples Corporate State Farm Headquarters U.S. Department of HUD Walgreens Corporate Zondervan Publishing RECOGNITION AND HONORS 2012 Recipient of the Bornstein Award for Faculty Scholarship, which each year recognizes one faculty member at Rollins College whose outstanding scholarly achievement or creative accomplishment has helped to bring national prominence to the College Ranked #2 in total number of refereed article appearances in the history of the Journal of Personal Selling & Sales Management (See: Yang, Zhiyong, Fernando Jaramillo, and Lawrence B. Chonko (2010), Productivity and Coauthorship in JPSSM: A Social Network Analysis, Journal of Personal Selling & Sales Management 20 [Winter], 47-71) Received the Best Paper in Track award at the Annual Conference of the Society for Marketing Advances for the article Increasing Buyer s Word-of-Mouth Communications: An Examination of Business-to-Business Buyers, coauthored with Brian Rutherford and G. Alexander Hamwi Inducted as Distinguished Fellow of the Academy of Marketing Science For two consecutive academic years, recipient of Best Overall Course award in the Crummer Graduate School of Business, Rollins College. The award is not a popularity vote it is based on the actual aggregate quantitative student course evaluation scores on the question Your overall evaluation of the course Recipient of the Don McBane Special Recognition Award for extraordinary commitment to service in the selling and sales management academic community, presented by the AMA Sales SIG Recipient of the Mu Kappa Tau Award for outstanding contribution in sales scholarship. 21

22 Recognition and Honors, continued 2005 Inducted as Fellow of the Society for Marketing Advances Recipient of the Cornell Distinguished Faculty Award, recognizing the top performance in research, teaching, and service in the Crummer Graduate School of Business at Rollins College Recipient of the Chandler Freitz Teaching Award, recognizing the top professor in the evening (professional) MBA program, Oklahoma State University Recipient of the Academy of Marketing Science Teaching Excellence Award Nominated for the Feldman Outstanding Faculty Award, Oklahoma State University Received Best Paper in Conference Award at the National Conference in Sales Management for the article "Measuring Adaptive Selling Behavior: A Re-Examination of the ADAPTS Scale," co-authored with Leroy Robinson, Jr., Felicia G. Lassk, and William C. Moncrief State University System of Florida Teaching Incentive Program (TIP) Award ($5,000 permanent annual salary stipend). Ranked #1 in teaching excellence in the USF College of Business Administration by the TIP Committee Jesse N. Moore, whose dissertation I chaired, received the American Marketing Association Selling and Sales Management Special Interest Group (SIG) Doctoral Dissertation Award for the top sales-related dissertation Selected to teach Business Policy and International Management in the USF College of Business Summer Program at the University of Costa Rica Selected to attend Thunderbird's (American Graduate School of International Management) Faculty Development in International Business Seminar on Global Business Outstanding Undergraduate Teaching Award, USF College of Business Administration AMA Doctoral Consortium Fellow (Michigan State University) For three consecutive years, a team of my Marketing Management students at the University Center at Tulsa was a finalist in the Marketing Strategy Case Competition at the AMA International Collegiate Conference Named Outstanding Advisor of a Student Organization at University Center at Tulsa for work as faculty advisor of the UCT Collegiate Chapter of the American Marketing Association Each year for four consecutive years a different student under my direction was honored as the "Outstanding Tulsa Marketing Student of the Year" by the Tulsa Professional AMA Chapter Ranked #1 nationally at Warner-Lambert Company among more than 50 district managers in overall performance against goals Winner, "Sales Ideas in Action Award" for the best sales presentation nationally by a field sales representative at the Mennen Company for the second half of