Positions

Selected Publications

Academic Article

Year Title Altmetric
2019 Salesperson Ambidexterity in Customer Engagement: Do Customer Base Characteristics Matter? 2019
2016 Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework 2016
2016 A Process Model of Buyer Responses to Salesperson Transgressions and Recovery Efforts: The Impact of Salesperson Orientation 2016
2016 A process model of buyer responses to salesperson transgressions and recovery efforts: The impact of salesperson orientation 2016
2015 How sales manager experience and historical data trends affect decision making 2015
2014 An assessment of needed sales management skills 2014
2014 Sales Knowledge Distinctions and Sales Performance 2014
2013 Selling financial services: The effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions 2013
2013 The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions 2013
2012 Environmental and Societal Positioning as Sources of Competitive Advantage in an Agricultural Firm 2012
2012 Performance trends and salesperson evaluations: The moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation 2012
2012 Company and Societal Positions as Sources of Competitive Advantage: Consumer- and Retailer-Level Effects 2012
2012 Compensation and control systems: A new application of vertical dyad linkage theory 2012
2010 An update on the status of sales management training 2010
2009 With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion 2009
2009 With Suspicious (But Happy) Minds: The Influence of Mood on Suspicion in an Interpersonal Persuasion Context 2009
2007 Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entities 2007
2007 Performance expectations of salespeople: The role of past performance and causal attributions in independent and interdependent cultures 2007
2005 The Effects of Suspicion of Ulterior Motives and Sales Message on Salesperson Evaluation 2005
2005 The effects of sales message and suspicion of ulterior motives on salesperson evaluation 2005
2004 An examination and extension of the Zone-of-Tolerance model: A comparison to performance-based models of perceived quality 2004
2003 A Consumer Response Model for Negative Word-of-Mouth Communication 2003
2001 Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory Perspective 2001
2000 A Note on the Log-Linear Analysis of Multiple Response Data 2000
2000 On the Log-Linear Analysis of Multiple Response Data 2000
1999 A Comparative Study of Indian and American Sales Managers' Leadership Behaviors on Organizational Commitment of Salespersons 1999
1999 A Cross National Example of Supervisory Management Practices in the Sales Force 1999
1999 Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons: A Cross-Cultural Study 1999
1999 Leadership behavior and organizational commitment: A comparative study of American and Indian salespersons 1999
1999 The Influence of Attractiveness on Cognitive Evaluations of Saleswomen's Performance 1999
1997 Alcohol warnings and warning labels: An examination of alternative alcohol warning messages and perceived effectiveness 1997
1997 Attribution Processes and Salesforce Expectancy Perceptions 1997
1997 Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates 1997
1996 Building Expert Systems for Novice Salespeople from the Selling Scripts of Multiple Experts 1996
1996 Impact of salesperson attraction on sales managers' attributions and feedback 1996
1996 Market Orientation's Impact Upon Global Competitiveness 1996
1996 Retail Equity Perceptions and Consumers' Processing of Negative Word-of-Mouth Communication 1996
1996 The Relationship of Pre-entry Variables to Early Employment Organizational Commitment 1996

Book

Year Title Altmetric
2016 Distribution Management 2016
2009 Sales Management 2009
2007 Selling: Building Relationships and Achieving Results 2007
2006 Dalrymple's Sales Management 2006
2003 Sales Management 2003

Chapter

Year Title Altmetric
2011 Management of a Contracted Sales Force (Manufacturer Representatives) 2011
2010 Management of a Contracted Sales Force.  201-224. 2010
2009 Milligan Pharmaceuticals 2009
2007 Marketing and sales management.  119-134. 2007
2006 D & M Insurance 2006
2006 Karo Lee Corporation 2006

Teaching Activities

  • DB320 - Distribution Management (Fall Term 2019) 2019
  • DB410 - Creative Solutions in Dist. (Fall Term 2019) 2019
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2019) 2019
  • DB435 - Distribution Policies (Spring Term 2019) 2019
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2019) 2019
  • DB320 - Distribution Management (Fall Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2018) 2018
  • DB435 - Distribution Policies (Spring Term 2018) 2018
  • DB435 - Distribution Policies (Spring Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2018) 2018
  • DB320 - Distribution Management (Fall Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2017) 2017
  • DB435 - Distribution Policies (Spring Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2017) 2017
  • DB320 - Distribution Management (Fall Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2016) 2016
  • DB435 - Distribution Policies (Spring Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2016) 2016
  • DB320 - Distribution Management (Fall Term 2015) 2015
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2015) 2015
  • BUS311 - Creating & Deliv Cust Value (Spring Term 2015) 2015
  • DB435 - Distribution Policies (Spring Term 2015) 2015
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2015) 2015
  • MBA690 - Special Topics (Spring Term 2015) 2015
  • MBA691 - Independent Study (Spring Term 2015) 2015
  • MK401 - Social Media in Marketing (Spring Term 2015) 2015
  • MK410 - Integrated Marketing Comm (Spring Term 2015) 2015
  • BUS311 - Creating & Deliv Cust Value (Fall Term 2014) 2014
  • MK320 - Industrial Distribution Mgt (Fall Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2014) 2014
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2014) 2014
  • MK320 - Industrial Distribution Mgt (Fall Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2013) 2013
  • MK320 - Industrial Distribution Mgt (Spring Term 2013) 2013
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2013) 2013
  • MBA691 - MBA Internship (Fall Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Fall Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2012) 2012
  • MK499 - Directed Readings in Marketing (Fall Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Spring Term 2012) 2012
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Fall Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2011) 2011
  • MK320 - Industrial Distribution Mgt (Spring Term 2011) 2011
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2011) 2011
  • MK320 - Industrial Distribution Mgt (Fall Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2010) 2010
  • MK499 - Directed Readings in Marketing (Fall Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2010) 2010
  • MK320 - Industrial Distribution Mgt (Spring Term 2010) 2010
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2010) 2010
  • MK499 - Directed Readings in Marketing (Spring Term 2010) 2010
  • MK320 - Industrial Distribution Mgt (Fall Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2009) 2009
  • MK499 - Directed Readings in Marketing (Summer Term 2009) 2009
  • MBA698 - Directed Studies (Summer Term 2009) 2009
  • MK320 - Industrial Distribution Mgt (Spring Term 2009) 2009
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2009) 2009
  • MK499 - Directed Readings in Marketing (Spring Term 2009) 2009
  • MBA698 - Directed Studies (Fall Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Fall Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Fall Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Summer Term 2008) 2008
  • MBA698 - Directed Studies (Spring Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Spring Term 2008) 2008
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Spring Term 2008) 2008
  • MK535 - Indust Distrib Policy/Quality (Spring Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Fall Term 2007) 2007
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2007) 2007
  • MK499 - Directed Readings in Marketing (Fall Term 2007) 2007
  • Full Name

  • Thomas DeCarlo