Steve Brown

Steve Brown

Research Interests

  • Sales force motivation and performance
  • Service quality
  • The relationship between employee job attitudes and performance and customer satisfaction
  • Prediction/explanation of sales/service performance and work atttitudes
  • Organizational buying behavior
  • Relationship marketing
  • Meta-analysis

Publications

  • "The Embedded Sales Force: Connecting and Selling Organizations," co-authored with Kevin Bradford, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Dominique Rouzies, Rosann Spiro, Harish Sujan, and Barton Weitz, Marketing Letters, (2010).
  • "Buffering and Amplifying Effects of Relationship Commitment in Business-to-Business Relationships," co-authored with Shankar Ganesan, Babu John Mariadoss, and Dixon Ho, Journal of Marketing Research, (2010), 47, April, 361-373.
  • Brown, Steven P. and Son Lam. "A Meta-Analysis Linking Employee Satisfaction to Customer Responses," Journal of Retailing, (2008) 84 (3), 243-255.
  • Brown, Steven P., Wynne W. Chin and Robert A. Peterson. "Structural Equation Modeling in Marketing: Some Practical Reminders," Journal of Marketing Theory and Practice, (2008), 16 (Fall), 287-298.
  • "Advancing the Field of Selling and Sales Management: Introduction to the Special Issue," co-authored with Eli Jones, Journal of Personal Selling and Sales Management, 25 (Spring), 103-104.
  • "Adapting Motivation, Control, and Compensation Research to a New Environment," Journal of Personal Selling and Sales Management, 25 (Spring), 155-167.
  • "The Changing Environment of Selling and Sales Management," co-authored with Eli Jones, Andris Zoltners, and Barton A. Weitz, Journal of Personal Selling and Sales Management, 25 (Spring), 105-111.
  • "The Effect of Goal Conflict on Performance," co-authored with Robert A. Peterson, Journal of Applied Psychology, (2004), 90 (February), 175-181.
  • "The Attenuating Effect of Role Overload on Relationships Linking Self-Efficacy and Goal Level to Work Performance," Co-authored with Eli Jones and Thomas W. Leigh, Journal of Applied Psychology, forthcoming.
  • "Good Cope, Bad Cope: Adaptive and Maladaptive Coping Following Loss of a Major Sale," Co-authored with Robert A. Westbrook and Goutam Challagalla, Journal of Applied Psychology, forthcoming.
  • "Satisfying and Retaining Customers Through Independent Service Representatives," Co-authored with Wynne Chin, Decision Sciences, forthcoming.
  • "On the Use of Beta Coefficients in Meta-Analysis," with Robert A. Peterson, Journal of Applied Psychology, forthcoming.
  • "Self-Efficacy as a Moderator of Information-Seeking Effectiveness," co-authored with Shankar Ganesan and Goutam Challagalla, Journal of Applied Psychology, 86 (October 2001), 1043-1051.
  • "An Integrated Model of Feedback-Seeking Behavior: Disposition, Context, and Cognition," Journal of Applied Psychology, co-authored with Don VandeWalle, Shankar Ganesan, and Goutam Challagalla, 85, (December 2000), 996-1003.
  • "The Influence of Goal Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test," Co-authored with Don VandeWalle, John W. Slocum, Jr., and William L. Cron, Journal of Applied Psychology, 84, (April 1999), 249-259.
  • "Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance," Co-authored with William L. Cron and John W. Slocum, Jr., Journal of Marketing, 62, (October 1998), 88-98.
  • "A Meta-Analysis of Relationships Between Ad-Evoked Feelings and Responses to Advertising," Co-authored with Pamela M. Homer and J. Jeffrey Inman, Journal of Marketing Research, 35, (February 1998), 114-126.
  • "Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study," Co-authored with William L. Cron and John W. Slocum, Jr., Journal of Marketing, 61 (January 1997), 39-50.
  • "A Meta-Analysis and Review of Organizational Research on Job Involvement," Psychological Bulletin, 120 (September 1996), 235-255.
  • "A New Look at Psychological Climate and Its Relationship to Job Involvement, Effort, and Performance," Journal of Applied Psychology, Co-authored with Thomas W. Leigh. 81 (August 1996), 358-368.
  • "The Moderating Effects of Insupplier/Outsupplier Status on Organizational Buyer Attitudes," Journal of the Academy of Marketing Science, 23 (Summer 1995), 170-181.
  • "An Exploratory Investigation of Voice Characteristics and Selling Effectiveness," Journal of Personal Selling and Sales Management, 15 (Winter 1995), 1-13. Co-authored with Robert A. Peterson and Michael P. Cannito.
  • "The Effects of Effort on Salesperson Performance and Job Satisfaction," Journal of Marketing, 58 (April 1994), 70-80. Co-authored with Robert A. Peterson.
  • "Do Feelings of Success Mediate Sales Performance - Work Attitude Relationships?" Journal of the Academy of Marketing Science, 21, (Spring 1993), 91-100. Co-authored with William L. Cron and Thomas W. Leigh.
  • "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects," Journal of Marketing Research. 30 (February 1993), 63-77. Co-authored with Robert A. Peterson.
  • "Antecedents and Consequences of Attitude Toward the Ad: A Meta-Analysis." Journal of Consumer Research, 19 (June 1992), 34-51. Co-authored with Douglas M. Stayman.
  • "Effects of Advertised Customer Satisfaction Claims on Consumer Attitudes and Purchase Intentions," Journal of Advertising Research, 32 (March 1992), 34-40. Co-authored with Robert A. Peterson and William R. Wilson.
  • "Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions," Journal of Personal Selling and Sales Management, 17 (November 1990), 17-30.
  • "Effects of Brand Awareness on Choice for a Common, Repeat-Purchase Product," Journal of Consumer Research, 17 (September 1990), 141-148. Co-authored with Wayne D. Hoyer.

Contact Info

Phone:
713-743-4560
Email:
spbrown@uh.edu
Room:
385D
Website:
No Web Site Currently

Courses

Education

Ph.D. (1990) University of Texas at Austin
Major: Marketing

M.B.A. (1974) Thunderbird Graduate School of International Management Glendale, Arizona
Major: International Business