|Present||Associate Professor - Marketing, Butler University ‐ Department of Marketing & Management|
Honors and Awards
- Awarded Best Business-to-Business Track Paper for "Personal Stake as a Causal Determinant of Influence in Industrial Buying" at the Academy of Marketing Science, Nashville, TN, 1994
Holcomb Building - 142
The Evaluative Criteria of Industrial Buyers: Implications for Sales Training,
Journal of Business and Industrial Marketing (1989)
Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which ...