# overview
My research interests focus on business-to-business relationship selling and sales leadership/management. In particular, I pursue research projects that address the changing nature of the professional selling environment and motivating professional salespeople to adapt and thrive in such dynamic environments. My research informs academics and practitioners.

# keywords[]
3507 Strategy, Management And Organisational Behaviour

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
3507 Strategy, Management And Organisational Behaviour

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
3507 Strategy, Management And Organisational Behaviour

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
3509 Transportation, Logistics And Supply Chains

# keywords[]
35 Commerce, Management, Tourism And Services

# keywords[]
3507 Strategy, Management And Organisational Behaviour

# keywords[]
35 Commerce, Management, Tourism And Services

# educationAndTraining[].organization.label
Texas A&M University - (College Station, Texas, United States)

# educationAndTraining[].organization.label
Texas A&M University - (College Station, Texas, United States)

# educationAndTraining[].name
M.B.A. Master of Business Administration

# educationAndTraining[].organization.label
Texas A&M University - (College Station, Texas, United States)

# awardsAndHonors[].label
E. J. Ourso College of Business Research Excellence Award

# publications[].label
The Effects of Salesperson Trust Overestimation on Relationship Performance

# publications[].label
PRODUCT INNOVATIVENESS, CUSTOMER NEWNESS, AND NEW PRODUCT PERFORMANCE: A TIME-LAGGED EXAMINATION OF THE IMPACT OF SALESPERSON SELLING INTENTIONS ON NEW PRODUCT PERFORMANCE

# publications[].label
Leader Behavior, Work-Attitudes, and Turnover of Salespeople: An Integrative Study

# publications[].label
High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms

# publications[].publisher
Institute for Operations Research and the Management Sciences (INFORMS)

# publications[].label
The moderating role of self-efficacy in the relationship between control systems and sales performance

# publications[].label
Selling ASAP Art, Science, Agility, Performance

# publications[].label
Customer relationship management: Finding value drivers

# publications[].label
Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective

# publications[].label
Money attitudes, credit card use, and compulsive buying among American college students

# publications[].label
KEY ACCOUNTS AND TEAM SELLING: A REVIEW, FRAMEWORK, AND RESEARCH AGENDA

# publications[].label
Sales Force Agility, Strategic Thinking, and Value Propositions

# publications[].label
The Effects of Salesperson Trust Overestimation on Relationship Performance

# publications[].label
Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence

# publications[].label
Managing Salesperson Motivation in a Territory Realignment

# publications[].label
Examining the effect of salesperson service behavior in a competitive context

# publications[].label
The Scholarship of Teaching in Sales Education

# publications[].label
KEY ACCOUNT MANAGEMENT: ADDING ELEMENTS OF ACCOUNT FIT TO AN INTEGRATIVE THEORETICAL FRAMEWORK

# publications[].label
THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT

# publications[].label
The comparative effects of gratitude and indebtedness in B2B relationships

# publications[].label
Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?

# publications[].label
Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors

# publications[].label
Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research

# publications[].label
Creating a partnershiporiented, knowledge creation culture in strategic sales alliances: a conceptual framework

# publications[].label
Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research

# publications[].label
Introduction to the Special Issue: Advancing the Field of Selling and Sales Management

# publications[].label
Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships

# publications[].label
DIAGNOSING SALES FORCE CHANGE RESISTANCE: WHAT WE CAN LEARN FROM THE ADDICTION LITERATURE.

# publications[].label
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance

# publications[].label
The interplay between business and personal trust on relationship performance in conditions of market turbulence

# publications[].label
We are Not on the Same Page: The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship Performance

# publications[].label
The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change

# publications[].label
MODELING THE IMPACT OF SALESPERSON ATTITUDES, PERCEIVED NORMS, AND BEHAVIORAL INTENTIONS ON THE GROWTH TRAJECTORY OF NEW PRODUCTS

# publications[].label
Gratitude in buyer-seller relationships: a dyadic investigation

# publications[].label
Development of a Relationship Selling Mindset: Organizational Influencers

# publications[].label
Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success

# publications[].label
Undergraduate Marketing Education in the 21st Century: Views from Three Institutions

# publications[].label
Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence

# publications[].label
A model of Vendor loyalty in a buyer-seller relationship

# publications[].label
THE MOTIVATION HUB: EFFECTS OF GOAL SETTING AND SELF-EFFICACY ON EFFORT AND NEW PRODUCT SALES

# publications[].label
The role of overload on job attitudes, turnover intentions, and salesperson perforrnance

# publications[].label
Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

# publications[].label
Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing?

# publications[].label
Selling ASAP Art, Science, Agility, Performance

# publications[].label
Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations

# publications[].label
MANAGING THE DRIVERS OF ORGANIZATIONAL COMMITMENT AND SALESPERSON EFFORT: AN APPLICATION OF MEYER AND ALLEN'S THREE-COMPONENT MODEL

# publications[].label
Developing a strategic framework of key account performance

# publications[].label
Organizational and individual learning in the sales force: an agenda for sales research

# publications[].label
Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation

# publications[].label
Strategic Sales Leadership Breakthrough Thinking for Breakthrough Results

# publications[].label
Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople

# publications[].label
Technology use on the front line: how information technology enhances individual performance

# publications[].label
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy

# publications[].label
The attenuating effect of role overload on relationships linking self-efficacy and goal level to work performance.

# streetAddress
Texas A&M University; Dean Of Business Administration; 4113 TAMU

# inTheNews[].label
Texas A&M Executive MBA Earns No. 9 U.S. Public Program Ranking By The Economist

# inTheNews[].label
Full-Time Texas A&M MBA Names Top 10 Global "Value For Money" By Financial Times