Doctoral

Ph.D. Dissertations in Marketing

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Ying Yang Ying Yang defended her dissertation "Unfairness in Sales Teams: A Behavioral Exploration" on August 7, 2014. Ying is an Assistant Professor at Stetson University.

Dissertation:
“Unfairness in Sales Teams: A Behavioral Exploration”

Dissertation Chair:
James Hess

Hua Chen Hua Chen defended his dissertation "Essays on Team-Based Incentives" in June 2012. Hua is an Assistant Professor at University of Mississippi.

Dissertation:
“Can Group-based Incentives Be Effective? An Experimental Investigation”

Dissertation Co-chairs:
Michael Ahearne and Noah Lim

Babak Hayati Babak Hayati defended his dissertation "Two Essays on the Strategic Implications of Organizational Social Networks in Business-to-Business Sales Forces" on June 8, 2012. Babak is an Assistant Professor at University of Nevada, Las Vegas.

Dissertation:
“Two Essays on the Strategic Implications of Organizational Social Networks in Business-to-Business Sales Forces”

Dissertation Chair:
Michael Ahearne

Ryan Mullins Ryan Mullins defended his dissertation titled “Antecedents and Consequences of Salesperson Accuracy in Customer Relationship Perception” on December 19, 2011. Ryan is an Assistant Professor at Clemson University.

Dissertation:
“Antecedents and Consequences of Salesperson Accuracy in Customer Relationship Perception”

Dissertation Chair:
Michael Ahearne

Willy Bolander Willy Bolander defended his dissertation “Influencing Key Account Strategy Implementation in the Sales Force” on September 9, 2011. Willy is an Assistant Professor at Florida State University.

Dissertation:
“Influencing Key Account Strategy Implementation in the Sales Force”

Dissertation Chair:
Michael Ahearne

William Zahn William Zahn defended his dissertation “The Effects of Competitive Psychological Climate on Customer-and Sales-Oriented Behaviors” on May 19, 2011. William is an Assistant Professor at St. Edward's University.

Dissertation:
“The Effects of Competitive Psychological Climate on Customer-and Sales-Oriented Behaviors”

Dissertation Chair:
Steven Brown

Manoshi Samaraweera Manoshi Samaraweera defended her dissertation “The Effects of Organizational Sales Climate on Sales Performance and Customer Satisfaction” on May 13, 2011. Manoshi is an Assistant Professor at University of Central Oklahoma.

Dissertation:
“The Effects of Organizational Sales Climate on Sales Performance and Customer Satisfaction”

Dissertation Chair:
Steven Brown and Betsy Gelb

Demetra Andrews Demetra Andrews defended her dissertation “Effects of Missing Information in Sequential Choice” on April 20, 2009. Demetra is an Assistant Professor at Florida State University.

Dissertation:
“Effects of Missing Information in Sequential Choice”

Dissertation Chair:
Edward Blair

Sung Ham Sung Ham defended his dissertation “Price Delegation: A Theoretical and Experimental Investigation” on July 7, 2009. Sung is an Assistant Professor at George Washington University.

Dissertation:
“Price Delegation: A Theoretical and Experimental Investigation”

Dissertation Chair:
James Hess

Son Lam Son Lam defended his dissertation “Customer-Brand Identification as a Sustainable Competitive Advantage: A Multinational and Longitudinal Examination” on May 15, 2009 and this has won First Prize in the 2008 AMA Relationship Marketing SIG Ph.D. Dissertation Proposal Competition as well as anHonorable Mention in the 2008 Society for Consumer Psychology Ph.D. Dissertation Proposal Competition. Sonny is an Assistant Professor at University of Georgia.

Dissertation:
“Customer-Brand Identification as a Sustainable Competitive Advantage: A Multinational and Longitudinal Examination”

Dissertation Chair:
Michael Ahearne

Doug Walker Doug Walker defended his dissertation “Incorporating Competitor Data into Customer Relationship Management” on April 11, 2008. Doug is an Assistant Professor of Marketing at Iowa State University.

Dissertation:
“Incorporating Competitor Data into Customer Relationship Management”

Dissertation Chair:
James Hess

Douglas Hughes Douglas Hughes defended his dissertation proposal “Leveraging Identification – Influencing Channel Salesperson Effort and Brand Performance” on June 4, 2007. Doug is an Associate Professor of Marketing at Michigan State University,

Dissertation:
“Leveraging Identification – Influencing Channel Salesperson Effort and Brand Performance”

Dissertation Chair:
Michael Ahearne

Babu John Maridoss Babu John Maridoss defended his dissertation on July 31, 2007. It won the 1st prize in the Academy of Marketing Science's Mary Kay Doctoral Dissertation Competition in 2008. Babu is an Associate Professor of Marketing at Washington State University.

Dissertation:
“Two Essays on Team Perspectives in Marketing”

Dissertation Co-Chairs:
Michael Ahearne and Edward Blair

Keith Richards Keith Richards defended his dissertation “Relationship Effectiveness and Key Account Performance: Assessing Inter-Firm Fit between Buying and Selling Organizations” on July 9, 2007. Beginning fall 2007 he is an Assistant Professor of Marketing at University of Tennesee at Chattanooga.

Dissertation:
“Relationship Effectiveness and Key Account Performance: Assessing Inter-Firm Fit between Buying and Selling Organizations”

Dissertation Chair:
Eli Jones

Sonja Prokopec Sonja Prokopec defended her dissertation “The Role of Mental Budgets in Self-Regulation” on June 19, 2007. Sonja is the LVMH Chaired Professor at ESSEC Business School Paris.

Dissertation:
“The Role of Mental Budgets in Self-Regulation”

Dissertation Co-Chairs:
Partha Krishnamurthy and Edward Blair

Stephanie Geiger-Oneto Stephanie Geiger-Oneto defended her dissertation on May 4, 2007. Beginning fall 2007 she is an Associate Professor of Marketing at University of Wyoming.

Dissertation:
“Elite Brands and Their Counterfeits: A Study of Social Motives for Purchasing Status Goods”

Dissertation Chair:
Betsy Gelb

Frank Qingbo Fu Frank Qingbo Fu is an Associate Professor of Marketing at University of Missouri - St. Louis. His dissertation was defended on April 17, 2006. It won the 2006 AMA Sales SIG Doctoral Student Award for the best dissertation in sales.

Dissertation:
“Marketing-Sales Interface for New Products: Analytical and Empirical Essays”

Dissertation Co-Chairs:
Steven Brown and James Hess

Jaime Noriega Jaime Noriega defended his dissertation on August 11, 2006 and has been an Assistant Professor of Marketing at DePaul University since then.

Dissertation:
“Advertising to Bilinguals: Does the Language of Advertising Shape the Context of Thoughts?”

Dissertation Chair:
Edward Blair

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