Dawn R. Deeter-Schmelz · 2019-10-22 · Dawn R. Deeter-Schmelz 2019 2 1996-1999: Assistant Professor of Marketing, Monmouth University Courses taught include Principles of Marketing,

Dawn R. Deeter-Schmelz 2019

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Dawn R. Deeter-Schmelz

Work: 1301 Lover’s Lane, BB 2127 Kansas State University Manhattan, Kansas 66506-0506 785-532-6880 [email protected]

Home: 13958 Melissa Vue Wamego, Kansas 66547 785-456-7624 740-590-6426 (mobile)

Education: Ph.D. University of South Florida, Tampa, Florida (May 1996)

Major: Marketing Support Areas: Psychology and Research Methodology Dissertation: Customer Contact Teams: The Impact of Structure and Process on Team Effectiveness and Customer Satisfaction

M.B.A. University of South Florida, Tampa, Florida (May 1993)

Major: Marketing B.S. Morehead State University, Morehead, Kentucky (May 1983)

Major: Clothing and Textiles Area of Concentration: Fashion Merchandising

Academic Experience: 2011-present Professor and John J. Vanier Distinguished Chair in Relational Selling and Marketing,

Kansas State University Undergraduate courses taught include Fundamentals of Professional Selling, Sales Force Leadership, and Advanced Selling. Member of Graduate Faculty.

2005-2011: O’Bleness Professor of Marketing, Ohio University 2003-2005: Associate Professor of Marketing, Ohio University

Undergraduate courses taught include Personal Selling, Business-to-Business Marketing, and Principles of Marketing as part of the Integrated Core Business Cluster. Graduate courses taught include Business-to-Business Marketing and Marketing Management (Integrated MBA, Executive MBA, and Ohio-Manipal MBA in Bangalore, India). Promoted to the rank of Associate Professor in 2003. Named O’Bleness Professor of Marketing in 2005. Promoted to the rank of Professor in 2007.

1999-2003: Assistant Professor of Marketing, Ohio University

Undergraduate courses taught include Personal Selling, Business-to-Business Marketing, and Principles of Marketing as part of the Integrated Core Business Cluster. Graduate courses taught include Business-to-Business Marketing and Marketing Management (Executive MBA).


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1996-1999: Assistant Professor of Marketing, Monmouth University

Courses taught include Principles of Marketing, Consumer Behavior, Personal Selling, and Services Marketing. Member of Graduate Faculty.

1992-1996: Graduate Instructor and Research Assistant, University of South Florida

Courses taught include Principles of Marketing and Retail Management. Assisted Paul J. Solomon and Rosemary P. Ramsey in their research activities.

Leadership Roles: 2018-present President, Global Sales Science Institute The Global Sales Science Institute is an international network of practitioners and

academics involved in sales and sales management research. Founded in 2007, it brings together researchers from around the world to discuss sales research, education, and practice. Responsible for a semi-annual newsletter about conference activities, disseminating information arising from steering committee meetings, and developing changes in the organization’s by-laws as appropriate.

2015-2017 President, University Sales Center Alliance The University Sales Center Alliance (USCA) is a consortium of university sales centers.

Established in 2002, the USCA connects university faculty members who advocate for the continuing advancement of the sales profession via teaching, research, and business outreach. Responsible for strategic planning and leadership. Previously served as VP and President-Elect, 2013-2015. Currently serving as Immediate Past-President

2012-present Director, National Strategic Selling Institute

Responsible for developing and implementing a professional selling program at Kansas State University that brings national recognition to the university. Responsibilities include curriculum development, business community outreach, academic community outreach, student outreach, and fundraising, among other activities. Coordinate and manage a 30+ member advisory board. Faculty advisory to Pi Sigma Epsilon. Coach, K-State Sales Team. Experienced 770% growth rate in the program in the first three years.

2005-present: Selling & Sales Management Abstracts Editor, Journal of Personal Selling & Sales

Management Bi-annually review approximately 100 journals to identify sales-related articles and subsequently assign articles to Abstracts Review Board (ARB) members, who write abstracts. Coordinate and edit abstracts submitted by ARB members, and forward the final document to JPSSM editor for inclusion in issues 2 and 4. Manage membership of ARB.

2009-2010: Chair, American Marketing Association’s Selling & Sales Management SIG Responsible for representing the SIG at all AMA events, scheduling and officiating at officers’ meetings, coordinating the activities of SIG officers, and maintaining close


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communication with AMA leaders and staff. Previous positions held include Chair-Elect (2008-2009; responsible for annual plan and budget) and Vice-Chair of Conference Programming (2006-2008; responsible for SIG conference programming and receptions). All positions were the result of SIG competitive elections.

2004-2007: Director of Research, The Ralph & Luci Schey Sales Centre Supervised all research activity associated with the center. Worked with advisory board

members to develop research projects. Created grant program, including guidelines for submission and approval.

2006-2007: Interim Associate Dean, Research and Graduate Programs, Ohio University

Responsible for all graduate programs, classified and administrative staff, building and operations, and policy development and revision. Led College of Business reorganization, including the development of positions responsible for placement and external relations. Dean’s office liaison to faculty research and teaching committees. Member of College of Business Executive Committee.

2004-2007: Chair, Marketing Department, Ohio University Responsible for department comprising 12 faculty and 470 majors. Managed departmental budget, scheduling, faculty and staff performance evaluations, and hiring processes. Worked with faculty on curriculum development and assessment of learning. Member of College of Business Executive Committee.

Industry Experience: 1986-1992: Senior Buyer, H. Butler Footwear, Inc., Bradenton, Florida.

Responsible for controlling the purchasing, marketing, inventory, and advertising functions of the athletic, children and men’s departments for fifty stores producing over $15,000,000 in sales volume annually. Assisted in the purchasing and inventory functions for eight outlet stores. Aided in the implementation of EDI system, including the development of user documentation.

1983-1986: Department Manager/Buyer, McAlpin's Department Stores, Division of Mercantile

Stores, Inc., Lexington, Kentucky. Responsible for the buying and daily operations of two children’s shoe departments that produced over $1,000,000 in sales volume annually. Managed and trained department employees. Achieved the highest annual sales volume in the corporation, 1985-1986.

Refereed Journals: Deeter-Schmelz, Dawn R., Timothy P. Lauer, and John M. Rudd, “Understanding Cross-Cultural Sales Manager—Salesperson Relationships in the Asia-Pacific Rim Region: A Grounded Theory Approach,” Journal of Personal Selling & Sales Management, forthcoming.


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Deeter-Schmelz, Dawn R., Andrea L. Dixon, Robert C. Erffmeyer, Kyoungmi (Kate) Kim, Raj Agnihotri, Michael T. Krush, and Ellen Bolman Pullins, “Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads,” Journal of Marketing Education, forthcoming. Singh, Jagdip, Karen Flaherty, Ravipreet S. Sohi, Dawn Deeter-Schmelz, Johannes Habel, Kenneth Le Meunier-FitzHugh, Avinash Malshe, Ryan Mullins, and Vincent Onyemah (2019), “Sales Profession and Professionals in the Age of Digitization and Artificial Intelligence Technologies: Concepts, Priorities, and Questions,” Journal of Personal Selling & Sales Management, 39 (1), 2-22. Nowlin, Edward, Doug Walker, Dawn Deeter-Schmelz, and Alexander Haas (2018), “Emotion in Sales Performance: Affective Orientation and Need for Cognition and the Mediating Role of Motivation to Work,” Journal of Business & Industrial Marketing, 33 (1), 107-116. Agnihotri, Raj, Dawn R. Deeter-Schmelz, Andrea Dixon, Robert C. Erffmeyer, Michael T. Krush, and Ellen Bolman Pullins (2016), “The Sales Center: A Structure Addressing Multiple Dynamics Facing Business Education,” Journal of the Academy of Business Education, 17 (Winter), 172-183. Deeter-Schmelz, Dawn R. and Cliff Sutton (2015), “Using Self-Management Skills to Prepare your Salesforce for the Future,” with Cliff Sutton, Journal of Selling, 15 (2), 24-29. Deeter-Schmelz, Dawn R. (2015), “Corporate-Academic Partnerships: Creating a Win-Win in the Classroom,” Journal of Education for Business, 90 (4), 192-198. Deeter-Schmelz, Dawn R. (2014), “Shark Attack! Using an Online Tool to Enhance Student Learning,” Business Education Innovation Journal, December, 6 (2), 6-10. Goebel, Daniel J., Dawn R. Deeter-Schmelz and Karen Norman Kennedy (2013), “Effective Sales Management: What Do Sales People Think?” Journal of Marketing Development and Competitiveness, 7 (2), 11-22. DelVecchio, Susan K., Dawn R. Deeter-Schmelz and Kenneth Anselmi (2013), “Big Brother or Big Bother? E-Monitoring the Sales Force,” Journal of Business and Industrial Marketing, 28 (4), 288-302. Deeter-Schmelz, Dawn R., Rosemary P. Ramsey and Jule B. Gassenheimer (2011), “Bleu Ribbon Chocolates: How Can Small Businesses Adapt to a Changing Environment?” Marketing Education Review, 21 (2), 177-182. Deeter-Schmelz, Dawn R. and Karen Norman Kennedy (2011), “A Global Perspective on the Current State of Sales Education in the College Curriculum,” Journal of Personal Selling & Sales Management, 31 (1), 55-76. Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (2010), “A Psychometric Assessment of the Lennox and Wolfe Self-Monitoring Behavior Scale in the Sales Force,” Industrial Marketing Management, 39 (7), 1162-1169.


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Wech, Barbara, Karen N. Kennedy and Dawn R. Deeter-Schmelz (2009), “A Multi-Level Analysis of Customer Contact Teams,” Journal of Services Marketing, 23 (7), 436-448. Ramsey, Rosemary P. and Dawn R. Deeter-Schmelz (2008), “An Assessment of the Psychometric Properties of the Style of Processing (SOP) Scale: How Do We Measure Individuals’ Verbal/Visual Information Processing Preferences?” Journal of Marketing Theory & Practice, 16 (1), 41-56. Sojka, Jane Z. and Dawn R. Deeter-Schmelz (2008), “Need for Cognition and Affective Orientation as Predictors of Sales Performance: An Investigation of Main and Interaction Effects,” Journal of Business and Psychology, 22 (3), 179-190. Deeter-Schmelz, Dawn R., Daniel J. Goebel and Karen N. Kennedy (2008), “What are the Characteristics of an Effective Sales Manager? An Exploratory Study Comparing Sales Person and Sales Manager Perspectives,” Journal of Personal Selling & Sales Management, 28 (1), 7-20. Kennedy, Karen Norman and Dawn R. Deeter-Schmelz (2007), “E-Procurement Adoption by Industrial Purchasing Professionals,” Review of the Electronic and Industrial Distribution Industries, 6 (2), 84-103. Morgan, Felicia, Dawn R. Deeter-Schmelz and Christopher Moberg (2007), “An Exploration of Partner Effects on Customer Evaluations of a Focal Firm in a Business-to-Business Service Network,” Journal of Business and Industrial Marketing, 22 (6), 372-382. Taylor-Bianco, Amy and Dawn R. Deeter-Schmelz (2007), “An Exploration of Gender and Cultural Differences in M.B.A. Students’ Cheating Behavior and Attitudes toward Dishonesty: Implications for the Classroom,” Journal of International Teaching in Business, 18 (4), 81-99. Ramsey, Rosemary P., Greg W. Marshall, Mark W. Johnston, and Dawn R. Deeter-Schmelz (2007), “Ethical Ideologies and Consumer Perceptions of Unethical Sales Tactics,” Journal of Business Ethics, 70, 191-207. Deeter-Schmelz, Dawn R. and Jane Z. Sojka (2007), “Personality Traits and Sales Performance: Exploring Differential Effects of Need for Cognition and Self-Monitoring,” Journal of Marketing Theory & Practice, 15 (2), 147-159. Deeter-Schmelz, Dawn R. and Jane Z. Sojka (2004), “Wrestling With American Values: An Exploratory Investigation of World Wrestling Entertainment as a Product-Based Subculture,” Journal of Consumer Behaviour, 4 (2), 132-143. Deeter-Schmelz, Dawn R. and Karen N. Kennedy (2004), “Buyer-Seller Relationships and Information Sources in an E-Commerce World,” Journal of Business and Industrial Marketing, 19 (3), 188-196.


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Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (2003), “An Investigation of Team Information Process in Service Teams: Exploring the Link between Teams and Customers,” Journal of the Academy of Marketing Science, 31 (4), 409-424. Deeter-Schmelz, Dawn R. and Karen N. Kennedy (2003), “Patient Care Teams and Customer Satisfaction: The Role of Team Cohesion,” Journal of Services Marketing, 17 (7), 666-684. Deeter-Schmelz, Dawn R. and Jane Z. Sojka (2003), “Developing Effective Salespeople: Exploring the Link between Emotional Intelligence and Sales Performance,” The International Journal of Organizational Analysis, 11 (3), 211-220. Deeter-Schmelz, Dawn R., Karen N. Kennedy and Rosemary P. Ramsey (2003), “Enriching Our Understanding of Student Team Effectiveness,” Journal of Marketing Education, 24 (2), 114-124. Sojka, Jane Z. and Dawn R. Deeter-Schmelz (2002), “Enhancing Emotional Intelligence of Salespeople,” Mid-American Journal of Business, 17 (1), 43-50. Deeter-Schmelz, Dawn R., Karen N. Kennedy, and Daniel J. Goebel (2002), “Understanding Sales Manager Effectiveness: Linking Attributes to Sales Force Values,” Industrial Marketing Management, 31, 1-10. Deeter-Schmelz, Dawn R. and Karen N. Kennedy (2002), “An Exploratory Study of the Internet as an Industrial Communication Tool: Examining Buyers’ Perceptions,” Industrial Marketing Management, 31, 145-154. Kennedy, Karen N. and Dawn R. Deeter-Schmelz (2001), “Descriptive and Predictive Analyses of Industrial Buyers’ Use of Online Information for Purchasing,” Journal of Personal Selling & Sales Management, 21 (Fall), 279-290. Deeter-Schmelz, Dawn R., Aric Bizzarri, Rebecca Graham, and Catherine Howdyshell (2001), “Business-to-Business Online Purchasing: Suppliers’ Impact on Buyers’ Adoption and Usage Intent,” Journal of Supply Chain Management, 37 (1), 4-10. Deeter-Schmelz, Dawn R., Jesse N. Moore and Daniel J. Goebel (2000), “Prestige Shopping by Consumers: A Confirmatory Assessment and Refinement of the PRECON Scale with Managerial Implications,” Journal of Marketing Theory and Practice, (Fall), 1-16. Deeter-Schmelz, Dawn R. and Rosemary Ramsey (1998), “Student Team Performance: A Method for Classroom Assessment,” Journal of Marketing Education, 20 (1), 85-93. Deeter-Schmelz, Dawn R. (1997), “Applying Teams to Logistics Processes: Information Acquisition and the Impact of Team Role Clarity and Norms,” Journal of Business Logistics, 18 (1), 159-178.


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Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (1997), “Considering Sources and Types of Social Support: A Psychometric Evaluation of the House and Wells (1978) Measure,” Journal of Personal Selling & Sales Management, 17 (Winter), 49-61. Deeter-Schmelz, Dawn R. and Rosemary Ramsey (1995), “A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams,” Journal of Personal Selling & Sales Management, 15 (Spring), 47-60. Deeter-Schmelz, Dawn R., Paul J. Solomon and Loyd Pettegrew (1995), “The Age of Aquariums: A Need for Focused Marketing,” Journal of Travel Research, 33 (Winter), 31-36. Refereed Book Chapters: Axinn, Catherine N., Dawn R. Deeter-Schmelz, Brian T. Straley, and Ernest J. Zavoral, Jr. (2007), “How do the Internet and Internationalization Affect the Buying Center? An Exploratory Case Study,” in Advances in International Marketing, Volume 17, Alex Rialp and Josep Rialp, eds., Elsevier, Inc., 347-368. Christensen, Edward W. and Dawn R. Deeter-Schmelz (2000), “Marketing Intelligence Using the Internet: A Framework for Future Competitiveness,” in Studies in the Strategy and Tactics of Competitive Advantage: Management in the New Millennium, J.S. Boronico, ed., Lewiston, NY: The Edwin Mellen Press, 39-62. Deeter-Schmelz, Dawn R. (2000), “Cohesion in Formal Teams: Impact on Performance,” in Studies in the Strategy and Tactics of Competitive Advantage: Management in the New Millennium, J.S. Boronico, ed., Lewiston, NY: The Edwin Mellen Press, 117-140. Refereed Proceedings: Full Papers: Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (2007), “A Psychometric Assessment of Jaworski and Kohli’s Esprit de Corps Measure for Use in a Team Selling Environment,” in Enhancing Knowledge Development in Marketing, Volume 18, Jakki Mohr and Robert Fisher, eds., Chicago, IL: American Marketing Association, 152-160. Deeter-Schmelz, Dawn R. and Jane Z. Sojka (2006), “Individual Differences as Antecedents to Motivation, Sales Aptitude and Role Clarity: An Investigation of the Effects of Need for Cognition,” National Conference in Sales Management Proceedings, Mark C. Johlke, ed., Kennesaw, GA: Kennesaw State University Press, 101-104. Sojka, Jane Z. and Dawn R. Deeter-Schmelz (2005), “Identifying the Traits of High-Performing Salespeople: The Combined Effects of Affect and Cognition,” Marketing in an Inter-connected World: Opportunities and Challenges, Volume 12, Carole W. DeMoranville, ed., Muenster, Germany: Academy of Marketing Science, 173-177.


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Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (2002), “Fear of Success: Exploring Gender and Age Differences,” in Developments in Marketing Science, Vol. 25, Harlan E. Spotts, ed., Academy of Marketing Science, 49-55. Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (2001), “Fear of Success in Salespeople: What Is It? How Do We Measure It?” in 2001 American Marketing Association Winter Educators’ Conference, Ram Krishnan and Madhu Viswanathan, eds., Chicago, IL: American Marketing Association, 248-255. Kennedy, Karen N., Daniel J. Goebel, and Dawn R. Deeter-Schmelz (2000), “Value Laddering as a Method of Sales Research,” in 2000 American Marketing Association Summer Educators’ Conference, Gregory T Gundlach and Patrick E. Murphy, eds., Chicago, IL: American Marketing Association, 235-241. Ramsey, Rosemary P., Marc Myers, and Dawn R. Deeter-Schmelz (2000), “Innovativeness of Salespeople: Assessment of Scales,” in National Conference in Sales Management, Jon M. Hawes, ed., Akron, OH: Fisher Institute for Professional Selling, 66-77. Ramsey, Rosemary P., Dawn R. Deeter-Schmelz, Judy Spain, and Greg W. Marshall (1999), “A Psychometric Evaluation of the Ethics Position Questionnaire (EPQ),” in Advances in Marketing: Theory, Practice, and Education, Joyce A. Young, Robert D. Green, and Faye W. Gilbert, eds., Terre Haute, IN: Society for Marketing Advances, 238-241. Christensen, Edward W., Dawn R. Deeter-Schmelz and Andrew Roland (1999), “Marketing Intelligence Using the Internet: The Case of the Athletic Footwear Industry,” in Expanding Marketing Horizons Into the 21st Century, Joseph Chapman, ed., Association of Marketing Theory and Practice, 293-300. Ramsey, Rosemary P. and Dawn R. Deeter-Schmelz (1999), “Salespeople as Problem-Solvers: The Need for Creativity,” in National Conference in Sales Management, Michael A. Humphreys, ed., Bloomington, IL: Illinois State University, 77-86. Deeter-Schmelz, Dawn and Jesse N. Moore (1998), “Understanding the Mature Market Segment Values: Some Research Propositions and Exploratory Evidence,” in Marketing Advances in Theory, Practice, and Education, J. Duncan Herrington and Ronald D. Taylor, eds., Radford, VA: Society for Marketing Advances, 100-103. Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (1998), “Salesperson Social Support: How Important Is It?” in National Conference in Sales Management, Michael A. Humphreys, ed., Bloomington, IL: Illinois State University, 29-38. Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (1997), “Retail Customers’ Perceptions of Salesperson Interaction Performance: Initial Scale Development,” in National Conference in Sales Management, Michael R. Williams, ed., Illinois State University, 152-162.


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Deeter-Schmelz, Dawn R., Rosemary P. Ramsey and Michael L. Boorom (1996), “Sales Force Technology: The Reality of Virtual Reality,” in National Conference in Sales Management, Tim Longfellow, ed., Illinois State University, 132-139. Deeter-Schmelz, Dawn R., Jesse N. Moore, Daniel J. Goebel, and Paul J. Solomon (1995), “Measuring the Prestige Profiles of Consumers: A Preliminary Report of the PRECON Scale,” in Marketing: Foundations for a Changing World, Brian T. Engelland and Denise T. Smart, eds., Evansville, IN: Southern Marketing Association, 395-399. Deeter-Schmelz, Dawn R. and David J. Ortinau (1993), “Women of the 1990s and Retail Banking Service Quality: New Empirical Evidence,” in Marketing: Satisfying a Diverse Customerplace, Tom K. Massey, Jr., ed., Kansas City, MO: Southern Marketing Association, 214-218. Solomon, Paul J. and Dawn R. Deeter-Schmelz (1993), “Electronic Shelf Labeling: An Empirical Investigation of Consumers' Attitudes toward a New Technology in Retailing,” in Developments in Marketing Science, Vol. XVI, Michael Levy and Dhruv Grewal, eds., Coral Gables, FL: Academy of Marketing Science, 256-260. Abstracts: Nowlin, Edward L., Douglas M. Walker, and Dawn R. Deeter-Schmelz (2019), “How and When does Functional Diversity Impact Sales Team Effectiveness,” in the 2019 Proceedings of the Academy of Marketing Science, Miami, FL: Academy of Marketing Science. Erffmeyer, Robert C., Kate Kim, Dawn R. Deeter-Schmelz, and Andrea L. Dixon (2017), “Gendered Wording in Sales Job Advertisements: Potential Impacts on Recruitment,” in Innovation & Sustainability in Marketing, Volume 28, Kelly L. Haws, Mark B. Houston, and Charles H. Noble, eds. Chicago, IL: American Marketing Association, N34-N35. Goebel, Daniel J., Dawn R. Deeter-Schmelz and Karen Norman Kennedy (2012), "Effective Sales Management: What do Salespeople Think?" in Marketing Dynamism and Sustainability: Things Change, Things Stay the Same, L. Robinson, ed., Ruston, LA: Academy of Marketing Science. Deeter-Schmelz, Dawn R. and Toby Stock (2010), “Customer Orientation, Performance, and the Moderating Effect of Market Information Characteristics in Consumer Markets: Some Research Propositions,” 2010 GSSI (Global Sales Science Institute) Annual Conference. Deeter-Schmelz, Dawn R., Daniel J. Goebel and Karen N. Kennedy (2008), “The Role of Communication Quality in Sales Manager Effectiveness,” in Enhancing Knowledge Development in Marketing, Volume 19, James R. Brown and Rajiv P. Dant, eds., Chicago, IL: American Marketing Association, 162-163. Morgan, Felicia, Dawn R. Deeter-Schmelz, and Chris Moberg (2006), “An Exploration of Partner Effects on Customer Evaluations of a Focal Firm in a Business-to-Business Service Network,” 2006 American Marketing Association Winter Educators’ Conference, Volume 17, Jean L. Johnson and John Hulland, eds., Chicago, IL: American Marketing Association, 13-14.


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Deeter-Schmelz, Dawn R., Daniel J. Goebel and Karen Norman Kennedy (2005), “A Model of Sales Manager Communication Effectiveness from the Sales Manager’s Perspective,” 2005 American Marketing Association’s Summer Educators’ Conference, Beth A. Walker and Mark B. Houston, eds., Chicago, IL: American Marketing Association, 242-243. Sojka, Jane Z. and Dawn R. Deeter-Schmelz (2004), “Personality Traits and Sales Performance: Exploring the Effect of Need for Cognition,” in Advances in Marketing: Concepts, Issues and Trends, William J. Kehoe and Linda K. Whitten, eds., Charlottesville, VA: Society for Marketing Advances, 309-310. Goebel, Daniel, Jesse N. Moore and Dawn R. Deeter-Schmelz (2003), “A Model of Consumers’ Prestigious Apparel Purchase Intention,” in 2003 American Marketing Association’s Summer Educators’ Conference, R. Bruce Money and Randall L. Rose, eds., Chicago, IL: American Marketing Association, 168-169. Deeter-Schmelz, Dawn R., Daniel J. Goebel, and Karen N. Kennedy (2001), “Comparing Manager and Representative Perceptions of Effective Sales Managers: A Value Laddering Approach,” in 2001 American Marketing Association Summer Educators’ Conference, Greg W. Marshall and Stephen J. Grove, eds., Chicago, IL: American Marketing Association, 230-231. Moore, Jesse N., Dawn R. Deeter-Schmelz and Daniel J. Goebel (1998), “Measuring the Prestige-Shopping Profile of Consumers: A Confirmatory Assessment and Refinement of the PRECON Scale,” Association of Marketing Theory and Practice 1998 Annual Meeting, Joseph Chapman, ed., Association of Marketing Theory and Practice, 285-286. Ramsey, Rosemary, Greg W. Marshall and Dawn R. Deeter-Schmelz (1998), “Are Senior Citizens More Susceptible to Unethical Salesperson Behavior?” American Marketing Association Winter Educators’ Conference, Volume 9, Dhruv Grewal and Connie Pechmann, eds., Chicago, IL: American Marketing Association, 185-186. Boorom, Michael L., Rosemary P. Ramsey and Dawn R. Deeter-Schmelz (1996), “The Impact of Anxiety-Reducing Exercises on Communication Competency in a Professional Sales Class,” American Marketing Association Summer Educators’ Conference, Chicago, IL: American Marketing Association, 499. Conference Presentations (Not Refereed): “An Exploratory Study of Cross-Cultural Working Relationships,” with John Rudd, presented at the 2010 ISBM (Institute for the Study of Business Markets) Academic Conference: Advances in B-to-B Marketing. “Get Connected with MERLOT: Discover a Searchable Collection of Online Learning Materials for Use in Your Classes,” panel discussion chaired by Michelle Kunz, presented at the 2009 MBAA International Conference. “Increasing Cross-Disciplinary Research to Advance the Sales Profession: The Sales-Logistics Interface,” panel discussion chaired by Dawn Deeter-Schmelz, presented at the 2009 American Marketing


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Associations’ Winter Educators’ Conference. “Internationalizing Research in Sales and Relationship Marketing,” panel discussion chaired by Ellen Pullins, presented at the 2009 American Marketing Associations’ Winter Educators’ Conference. “Discover MERLOT.org,” panel discussion chaired by Michelle Kunz, presented at the 2008 Marketing Management Association’s Fall Educators’ Conference. “Current State of Sales Education,” panel discussion chaired by Dawn Deeter-Schmelz, presented at the 2008 American Marketing Association’s Winter Educators’ Conference. “Sales Centers and Building Company Relationships,” panel discussion chaired by Eli Jones, presented at 2008 New Horizons in Professional Selling & Sales Management: A Special Conference on Research, Teaching, and Practice. “The Business-to-Business Services Value Chain: Developing a Research Agenda,” panel discussion chaired by Felicia Morgan, presented at the 2007 Academy of Marketing Science Conference. “Online Education: State of Our Knowledge – State of Our Practice,” panel discussion chaired by Karen Norman Kennedy, presented at the 2007 Marketing Management Association spring Conference. “Going Global: The Internationalization of Sales Education,” panel discussion chaired by Dawn R. Deeter-Schmelz, presented at the 2006 American Marketing Association’s Summer Educators’ Conference. “Sales Education: Past, Present, and Future,” panel discussion chaired by Karen Norman Kennedy, presented at the 2006 National Conference in Sales Management. “Perspectives on Teaching and Research in the 21st Century,” panel discussion chaired by Karen Norman Kennedy, presented at the 2006 Marketing Management Association’s Spring Conference. “An Investigation of Cultural Differences in M.B.A. Students’ Attitudes toward the Perceived Importance of Ethics and Social Responsibility in Business,” presented at the 2005 Irish Academy of Management 8th Annual Conference, with Amy Taylor-Bianco. “Sales Training: From the Consultant to the Classroom,” panel discussion chaired by Dawn R. Deeter-Schmelz, presented at the 2005 National Conference in Sales Management. “Out-of-the-Box Sales Management Tools: Innovative Ideas for the Sales Management Course,” panel discussion chaired by Dawn Deeter-Schmelz, presented at the 2004 Academy of Marketing Science Conference. “Integrating the International Experience into the Marketing Curriculum,” panel discussion chaired by Karen N. Kennedy, presented at the 2003 Society for Marketing Advances Conference. “The Internet as a Competitive Weapon,” panel discussion chaired by Ashok Gupta, presented at the 2003 Group Technology/Cellular Manufacturing World Symposium.


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“Conducting Sales Research Using Alternative Methodologies: Insights, Applications, and Future Possibilities,” panel discussion chaired by Daniel Goebel, presented at the American Marketing Association’s 2002 Summer Educators’ Conference. “Antecedents and Consequences of Cohesion in Patient Care Teams,” presented at the 2002 Conference of the Association for Health Care Research, with Karen N. Kennedy. Research in Process: “Low-Hanging Fruit: Improve Your Ability to Attract Female College Students to Sales Positions,” with Andrea Dixon, Robert Erffmeyer, and Kyoungmi (Kate) Kim, under review at Sloan Management Review. “Participative Leadership, Sales Manager Communication Quality, and the Role of Organization and Time Management Skills,” with Karen N. Kennedy, Daniel J. Goebel, Edward Nowlin, and Doug Walker, for submission to Industrial Marketing Management. Status: Finalizing manuscript. “A Review of Sales Team Research: Opportunities, Data Requirements, and Methodology,” with Doug Walker and Edward Nowlin, for submission to Journal of Personal Selling & Sales Management. Status: Finalizing manuscript. “The Role of Professionalism in Salesperson Success,” with Karen Norman Kennedy, for submission to Journal of Marketing. Status: Survey developed, pilot data and full data set collected; beginning analysis. “The Relationship between Transformational Leadership and Team Performance,” with Edward Nowlin and Doug Walker, for submission to Journal of the Academy of Marketing Science. Status: data analysis. Book Reviews: Deeter-Schmelz, Dawn R. (1994), Review of “The Wisdom of Teams: Creating the High Performance Organization,” by Jon R. Katzenbach and Douglas K. Smith, International Journal of Physical Distribution and Logistics Management, 24 (8), 42-43. Deeter-Schmelz, Dawn R. (1993), Review of “Making Sales: Influence as Interpersonal Accomplishment,” by Robert C. Prus, Journal of Personal Selling & Sales Management, 13 (Fall), 87. Recognition and Honors: June 2019: Finalist, Sales Educators’ Academy Innovations in Teaching Award, in recognition of

innovative pedagogical techniques. May 2019: Earned Certificate in Effective Instruction from the Association of College and University

Educators (ACUE) after completing a one-year 25-module course on effective teaching practices in face-to-face instruction.

April 2016: Recipient of K-State Professor of the Year from Kansas State University Housing &

Dining, in recognition of teaching excellence. April 2016: Recipient of the Innovative Marketing Award from the Marketing Management


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Association, in recognition of individual contributions to the marketing discipline. Fall 2012: Recipient of the Kansas State Bank Award for Outstanding Teaching, in recognition of

teaching excellence. Spring 2008: Recipient of the Excellence in Intellectual Contribution Award by the Executive

Advisory Board of the College of Business at Ohio University. March 2006: Recipient of the Best Paper Award for “Individual Differences as Antecedents to

Motivation, Sales Aptitude and Role Clarity: An Investigation of the Effects of Need for Cognition,” at the National Conference in Sales Management annual meeting (co-authored with Jane Sojka).

Feb. 2006: Recipient of the Best Paper Award, Relationship Marketing Track for “An Exploration of

Partner Effects on Customer Evaluations of a Focal Firm in a Business-to-Business Service Network,” at the 2006 American Marketing Association Winter Educators’ Conference (co-authored with Felicia Morgan and Chris Moberg).

Feb. 2006: Awarded a Sales Centre Lift-off Award of $1000 for a study titled “Understanding

Buyer-Supplier Information Exchange: Exploring Personal and Web-Based Information Sources.”

June 2005: Named O’Bleness Professor of Marketing by Ohio University College of Business Dean

Glenn Corlett. March 2005: Recipient of the 2005 Hormel Teaching Excellence Award by the Marketing

Management Association. Spring 2003: Awarded a research seed grant of $2000 from the Ohio University College of Business

Intellectual Contributions Team for a study titled “Exploring the Internet’s Influence on Industrial Buyer-Seller Relationships.”

Fall 2002: Named Marketing Professor of the Quarter by the Ohio University student chapter of

the American Marketing Association. Spring 2002: Recipient of the Excellence in Intellectual Contribution Award by the Executive

Advisory Board of the College of Business at Ohio University. Fall 2001: Awarded a Research Seed Grant of $2000 from the Ohio University College of Business

Intellectual Contributions Team for a study titled “Exploring Buyer-Seller Relationships Online: An Investigation of Industrial Buyers.”

Fall 2001: Named Marketing Professor of the Quarter by the Ohio University student chapter of

the American Marketing Association. Spring 2001: Recipient of a grant of $1000 from the Sales Centre at Ohio University for a study titled

“Buyer-Seller Relationships and Information Sources in an E-Commerce World.”


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Winter 2001: Awarded a Research Seed Grant of $2000 from the Ohio University College of Business

Intellectual Contributions Team for a study titled “The Impact of Personality Traits in Sales: The Sales Model Revisited.”

1999: Finalist, Sherwin Williams Distinguished Teaching Competition, jointly sponsored by

Sherwin Williams and the Society for Marketing Advances. 1998: Recipient of the Monmouth University Student Choice Award for the School of Business

Administration in recognition of teaching excellence. 1998: Awarded a Grant-in-Aid-for-Creativity Award by the Committee on Grants and

Sabbaticals at Monmouth University for a study of marketing intelligence. 1998: Recipient of the Best Paper in the Consumer Behavior Track award for “Measuring the

Prestige-Shopping Profile of Consumers: A Confirmatory Assessment and Refinement of the PRECON Scale,” at the Association of Marketing Theory and Practice 1998 Annual Meeting. (Co-authored with Jesse N. Moore and Daniel J. Goebel)

1996: Awarded a Grant-in-Aid-for-Creativity Award by the Committee on Grants and

Sabbaticals at Monmouth University for a study of the mature market segment. 1995: American Marketing Association Doctoral Consortium Fellow 1993-1994: Awarded University Graduate Fellowship from the University of South Florida Graduate

School. 1993: Runner-up Award Winner, George Hay Brown Marketing Scholars Awards Program.

One winner and five runners-up are chosen, through the American Marketing Association, from a pool of candidates nominated by AACSB-accredited MBA programs.

1993: Inducted into Beta Gamma Sigma. 1992-1993: Awarded University Graduate Fellowship from the University of South Florida Graduate

School. 1992-1993: Awarded USF Tampa Campus Library Graduate Scholarship in recognition of academic

excellence and accomplishments. 1992-1993: Awarded AACSB/GMAC National Doctoral Fellowship School-specific Award,

recognizing outstanding students entering doctoral programs. Selected Professional Service: Editorial Review Boards: Journal of Marketing Theory & Practice Journal of Personal Selling & Sales Management


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Journal of Selling Marketing Education Review Abstracts Section, Journal of Personal Selling & Sales Management, 1996-2005 Ad Hoc Reviewer: Industrial Marketing Management International Journal of Hospitality Management International Journal of Physical Distribution and Logistics Management Journal of the Academy of Marketing Science Journal of Business Research Journal of Marketing Education Psychology and Marketing Managing Editor: Marketing Education Review Electronic Teaching Resources Website, 2001-2004 Business Editorial Board: MERLOT, (Multimedia Educational Resources for Learning and Online Teaching), 2006-2013. Program Chair: Global Sales Science Institute Annual Conference, 2015 Proceedings Editor: 2010 Academy of Marketing Science Conference 2000 Society for Marketing Advances Conference Discussant: 1999 Society for Marketing Advances Conference 1995 American Marketing Association Summer Educators’ Conference Session Chair: 2009 Marketing Management Association Conference 2006 Marketing Management Association Conference 2003 Society for Marketing Advances Conference 1997 International Association of Management Conference Track Chair: 2013 Academy of Marketing Science World Marketing Congress, Business-to-Business Marketing Track 2009 Marketing Management Association Conference, Selling and Sales Management Track 2007 Academy of Marketing Science Conference, Services Marketing Track (Co-Chair) Elected/Appointed Positions:


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2018-2020, President, Global Sales Science Institute (GSSI) 2017-2019, Immediate Past President, University Sales Center Alliance (USCA) 2016-2018, VP Strategy and President-Elect, Global Sales Science Institute (GSSI) 2015-2017 President, University Sales Center Alliance (USCA) 2013-2015 President-Elect, University Sales Center Alliance (USCA) 2009-2010 Chair, AMA Selling & Sales Management SIG 2008-2009 Chair-Elect and Vice-Chair, Planning, AMA Selling & Sales Management SIG 2006-2008, Vice-Chair, Conference Programming, AMA Selling & Sales Management SIG 2006-2008 Board Member, Marketing Management Association 2005-2006; 2007-2008 Recording Secretary, University Sales Center Alliance (USCA) Selected University/College Service: University Committees: Kansas State University Search Committee, CBA Dean, 2015-2016 Search Committee, VP of Research, 2013-2014 Search Committee, VP of Finance, 2013 Ohio University University Task Force on Centers of Excellence in Graduate and Professional Education, 2007-2009 Faculty Senate, 2005-2006 University Budget Planning Council, 2005-2006 Monmouth University Faculty Council, 1998-1999 Department/College Committees: Kansas State University CBA New Building Committee, 2013-present CBA Assessment Committee, 2012-present CBA Finance Committee, 2011-present Marketing Department Search Committee, Chair, 2014, 2015, 2017 Course & Curriculum Committee, 2011-2012 Ohio University College of Business Undergraduate Curriculum Committee, 2003-2011 (Chair 2007-2010) Executive MBA and Professional MBA Redesign Teams, 2007-2010 College of Business Dean Search Committee, 2006-2007 College of Business Dean’s Evaluation Committee, 2005, 2006 (Chair) College of Business Intellectual Contributions Committee, 1999-2003 Marketing Department Search Committee, 2003, 2004, 2006 (Chair), 2007


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Monmouth University School of Business Administration Faculty Outcome Assessments Oversight Committee, 1998-1999 AACSB Faculty Task Force, Students Committee, 1996-1998 Student-Related Service: Kansas State University Faculty Advisory, Pi Sigma Epsilon, 2012-present Coach, K-State Sales Team, 2011-present Ohio University Faculty Advisor, OU-American Marketing Association, 2007-2010 Faculty Advisor, Phi Gamma Nu Business Fraternity, Alpha Psi Chapter, 2000-2005 Monmouth University Faculty Advisor, Monmouth American Marketing Association, 1998-1999 Department Advising Coordinator, 1997-1999 Professional Memberships: Academy of Marketing Science American Marketing Association Beta Gamma Sigma

Documents

Dawn R. Deeter-Schmelz · 2019-10-22 · Dawn R. Deeter-Schmelz 2019 2 1996-1999: Assistant Professor of Marketing, Monmouth University Courses taught include Principles of Marketing,