Positions

Selected Publications

Academic Article

Year Title Altmetric
2019 Salesperson Ambidexterity in Customer Engagement: Do Customer Base Characteristics Matter?Journal Of The Academy Of Marketing Science2019
2016 Identifying effective hunters and farmers in the salesforce: a dispositional–situational frameworkJournal Of The Academy Of Marketing Science.  44:415-439. 2016
2016 A Process Model of Buyer Responses to Salesperson Transgressions and Recovery Efforts: The Impact of Salesperson OrientationJournal Of Personal Selling & Sales Management.  36:59-73. 2016
2016 A process model of buyer responses to salesperson transgressions and recovery efforts: The impact of salesperson orientationJournal of Personal Selling and Sales Management.  36:59-73. 2016
2015 How sales manager experience and historical data trends affect decision makingEuropean Journal of Marketing.  49:1484-1504. 2015
2014 An assessment of needed sales management skillsJournal of Personal Selling and Sales Management.  34:206-222. 2014
2014 Sales Knowledge Distinctions and Sales PerformanceJournal Of Personal Selling & Sales Management.  34:123-140. 2014
2013 Selling financial services: The effect of consumer product knowledge and salesperson commission on consumer suspicion and intentionsJournal Of The Academy Of Marketing Science.  41:418-435. 2013
2013 The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase IntentionsJournal Of Personal Selling & Sales Management.  33:53-66. 2013
2012 Environmental and Societal Positioning as Sources of Competitive Advantage in an Agricultural FirmJournal of Food Products Marketing.  18:417-425. 2012
2012 Performance trends and salesperson evaluations: The moderating roles of evaluation task, managerial risk propensity, and firm strategic orientationJournal of Personal Selling and Sales Management.  32:207-223. 2012
2012 Company and Societal Positions as Sources of Competitive Advantage: Consumer- and Retailer-Level EffectsJournal of Food Products Marketing.  17. 2012
2012 Compensation and control systems: A new application of vertical dyad linkage theoryJournal of Personal Selling and Sales Management.  32:107-115. 2012
2010 An update on the status of sales management trainingJournal of Personal Selling and Sales Management.  30:319-326. 2010
2009 With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasionJournal Of Consumer Psychology.  19:326-333. 2009
2009 With Suspicious (But Happy) Minds: The Influence of Mood on Suspicion in an Interpersonal Persuasion ContextJournal Of Consumer Psychology.  19:326-333. 2009
2007 Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entitiesJournal of Marketing Theory and Practice.  15:41-51. 2007
2007 Performance expectations of salespeople: The role of past performance and causal attributions in independent and interdependent culturesJournal of Personal Selling and Sales Management.  27:133-147. 2007
2005 The Effects of Suspicion of Ulterior Motives and Sales Message on Salesperson EvaluationJournal Of Consumer Psychology.  15:238-286. 2005
2005 The effects of sales message and suspicion of ulterior motives on salesperson evaluationJournal Of Consumer Psychology.  15:238-249. 2005
2004 An examination and extension of the Zone-of-Tolerance model: A comparison to performance-based models of perceived qualityJournal of Service Research.  6:272-286. 2004
2003 A Consumer Response Model for Negative Word-of-Mouth CommunicationPrenatal and Neonatal Medicine.  23:95-116. 2003
2001 Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory PerspectiveJournal Of Consumer Psychology.  11:57-73. 2001
2000 A Note on the Log-Linear Analysis of Multiple Response DataMarketing Letters.  11:349-361. 2000
2000 On the Log-Linear Analysis of Multiple Response DataMarketing Letters.  11:349-361. 2000
1999 A Comparative Study of Indian and American Sales Managers' Leadership Behaviors on Organizational Commitment of SalespersonsJournal Of International Business Studies.  30:727-743. 1999
1999 A Cross National Example of Supervisory Management Practices in the Sales ForceJournal Of Personal Selling & Sales Management.  19:1-14. 1999
1999 Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons: A Cross-Cultural StudyIndustrial Marketing Management.  28:51-26. 1999
1999 Leadership behavior and organizational commitment: A comparative study of American and Indian salespersonsJournal Of International Business Studies.  30:727-743. 1999
1999 The Influence of Attractiveness on Cognitive Evaluations of Saleswomen's PerformanceJournal Of Marketing Theory & Practice.  7:25-39. 1999
1997 Alcohol warnings and warning labels: An examination of alternative alcohol warning messages and perceived effectivenessJournal of Consumer Marketing.  14:448-460. 1997
1997 Attribution Processes and Salesforce Expectancy PerceptionsJournal of Marketing Management.  7:14-33. 1997
1997 Salesperson Performance Attribution Processes and the Formation of Expectancy EstimatesJournal Of Personal Selling & Sales Management.  27:1-17. 1997
1996 Building Expert Systems for Novice Salespeople from the Selling Scripts of Multiple ExpertsJournal of Services Marketing.  10:23-40. 1996
1996 Impact of salesperson attraction on sales managers' attributions and feedbackJournal of Marketing.  60:47-66. 1996
1996 Market Orientation's Impact Upon Global CompetitivenessJournal of Global Competitiveness.  4:356-364. 1996
1996 Retail Equity Perceptions and Consumers' Processing of Negative Word-of-Mouth CommunicationJournal Of Marketing Theory & Practice.  4:37-48. 1996
1996 The Relationship of Pre-entry Variables to Early Employment Organizational CommitmentJournal Of Personal Selling & Sales Management.  26:25-36. 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
  • Education And Training

  • Doctor of Philosophy in Marketing / Marketing Management, University of Georgia 1993
  • Bachelor of Arts in Accounting and Business / Management, North Carolina State University 1982
  • Full Name

  • Thomas DeCarlo