Michael L Mallin
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Professor
MBA/EMBA Curriculum Director
Associate Professor
Assistant Professort, Marketing & International Business , College of Business and Innovation
Contact Info
Publications
selected publications
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Article (Faculty180)
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2024I Want What They Have: The Impact of Salesperson Envy on Customer Relationships Amid Organizational Disruption. Journal of Business & Industrial Marketing. 39:692-707.
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2022Salesperson’s Identification with Supervisor and the Relationship with Turnover Intention and Performance: A Mediated Motivation Model. Journal of Personal Selling & Sales Management.
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2022Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model. Journal of Personal Selling & Sales Management. 42:243-264.
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2022Understanding how Salesperson Envy and Emotional Exhaustion lead to Negative Consequences: The Role of Motivation. Journal of Business-to-Business Marketing.
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2021Dual Foci of Identification: The Role of Salesperson Brand and Organizational Identification in Driving Brand Performance. The Journal of Product and Brand Management.
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2020Dual Foci of Identification: The Role of Salesperson Brand and Organizational Identification in driving Brand Performance. Journal of Product and Brand Management. ahead-of-print :ahead.
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2020Key leadership skills of great sales leaders. Development and Learning in Organizations. 34:7-10.
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2019Unethical Sales Behavior Neutralization: The Impact of Salesperson Role Variables and Moderating Effects of Role Relationship Orientation. Journal of Business & Industrial Marketing.
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2017When Performance Improvement Coaching for your Salesperson Goes Badly: A Conceptual Approach to Dealing with Negative Reactions. Development and Learning in Organizations. 31:5-8.
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2014Antecedents and Consequences of Salesperson Identification with the Brand and Company. Journal of Personal Selling and Sales Management. 34:1-16.
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2014Intergenerational Recruiting: The Impact of Sales Job Candidate Perception of Interviewer Age. American Journal of Business. 29:146-163.
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2014The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes. Journal of Product and Brand Management. 23:543-553.
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2014The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes. Journal of Product and Brand Management. 23:543-553.
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2014The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes. Journal of Product and Brand Management. 23:543-553.
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2013How Do Unethical Sales People Sleep at Night? The Role of Neutralizations in the Justification of Unethical Sales Intentions. Journal of Personal Selling & Sales Management. 23:289-306.
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2013How do unethical salespeople sleep at night? The role of neutralizations in the justification of unethical sales intentions. Journal of Personal Selling \& Sales Management. 33:289.
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2013Special Abstract Section: 2012 National Conference in Sales Management. Journal of Personal Selling \& Sales Management. 33:329.
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2011Ethical Considerations of Sales Channel Selection in the Field of Entrepreneurship. Journal of Ethics & Entrepreneurship. 1:27-41.
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2010Personal Selling and Sales Management Abstracts. Journal of Personal Selling \& Sales Management. 30:273.
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2010Steve Jobs and Apple, Inc.. Journal of the International Academy for Case Studies. 16:31.
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2009A re-examination of B2B sales performance. Journal of Business \& Industrial Marketing. 24:598.
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2006Index to Volume 26 of Journal of Personal Selling \& Sales Management. Journal of Personal Selling \& Sales Management. 26:405.
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Article (Web of Science)
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2022Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT.Full Text via DOI: 10.1080/08853134.2022.2044345
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2021Acquaintances or friends? Exploring the effects of contracts, trust and ethical level on opportunism in manufacturer-distributor relationships. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 36:137-149.Full Text via DOI: 10.1108/jbim-05-2020-0245
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2021Dual foci of identification: the role of salesperson brand and organizational identification in driving brand performance. JOURNAL OF PRODUCT AND BRAND MANAGEMENT. 30:866-882.Full Text via DOI: 10.1108/jpbm-12-2019-2679
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2019Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 34:62-79.Full Text via DOI: 10.1108/JBIM-10-2017-0243
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2019Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 34:62-79.Full Text via DOI: 10.1108/jbim-10-2017-0243
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2018The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 33:277-290.Full Text via DOI: 10.1108/JBIM-11-2016-0274
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2018The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 33:277-290.Full Text via DOI: 10.1108/jbim-11-2016-0274
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2017A NEW PERSPECTIVE OF SALESPERSON MOTIVATION AND SALESFORCE OUTCOMES: THE MEDIATING ROLE OF SALESPERSON-BRAND IDENTIFICATION. JOURNAL OF MARKETING THEORY AND PRACTICE. 25:357-374.Full Text via DOI: 10.1080/10696679.2017.1345597
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2017Power-Base Effects on Salesperson Motivation and Performance: A Contingency View. JOURNAL OF BUSINESS-TO-BUSINESS MARKETING. 24:99-121.Full Text via DOI: 10.1080/1051712X.2017.1313671
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2017Power-Base Effects on Salesperson Motivation and Performance: A Contingency View. JOURNAL OF BUSINESS-TO-BUSINESS MARKETING. 24:99-121.Full Text via DOI: 10.1080/1051712x.2017.1313671
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2014Antecedents and anticipated outcomes of superstitious behavior among professional salespeople. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 29:227-237.Full Text via DOI: 10.1108/JBIM-04-2011-0055
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2014Antecedents and anticipated outcomes of superstitious behavior among professional salespeople. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 29:227-237.Full Text via DOI: 10.1108/jbim-04-2011-0055
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2013Drivers and Outcomes of Brand Relationship Quality in the Context of Online Social Networks. INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE. 17:63-86.Full Text via DOI: 10.2753/JEC1086-4415170303
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2013Drivers and Outcomes of Brand Relationship Quality in the Context of Online Social Networks. INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE. 17:63-86.Full Text via DOI: 10.2753/jec1086-4415170303
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2011How salespeople deal with intergenerational relationship selling. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 26:443-455.Full Text via DOI: 10.1108/08858621111156430
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2010Antecedents to managerial trust and sales control in Malaysian salesforce. INTERNATIONAL BUSINESS REVIEW. 19:292-305.Full Text via DOI: 10.1016/j.ibusrev.2009.12.009
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2010The role of uncertainty and sales control in the development of sales manager trust. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 25:30-42.Full Text via DOI: 10.1108/08858621011009137
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2009The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. INDUSTRIAL MARKETING MANAGEMENT. 38:769-777.Full Text via DOI: 10.1016/j.indmarman.2008.03.004
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2009A re-examination of B2B sales performance. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 24:598-609.Full Text via DOI: 10.1108/08858620910999466
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2008Salesforce automation tool selectivity: an agency theory perspective. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 23:486-495.Full Text via DOI: 10.1108/08858620810901248
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Chapter (Faculty180)
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2015Managerial Power-Base Effects on Sales Person Intrinsic Motivation and Performance: A Conservation of Resources View. Ideas in Marketing: Finding the New and Polishing the Old. Springer. 699.
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Presentation (Faculty180)
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Proceedings (Faculty180)
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Proceedings Paper (Web of Science)
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2015MANAGERIAL POWER-BASE EFFECTS ON SALES PERSON INTRINSIC MOTIVATION AND PERFORMANCE: A CONSERVATION OF RESOURCES VIEW. IDEAS IN MARKETING: FINDING THE NEW AND POLISHING THE OLD. 699-699.
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Research Report (Faculty180)
Contact
full name
- Michael L Mallin
visualizations
Cumulative publications in Scholars@UToledo
