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 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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2022Salesperson’s Identification with Supervisor and the Relationship with Turnover Intention and Performance: A Mediated Motivation Model. Journal of Personal Selling & Sales Management. 7:243-264.
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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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2022Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation. Journal of Business-to-Business Marketing. 29:369-386.
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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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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.
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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. 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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2019
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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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2018The Role of Salesperson Brand Selling Confidence in Enhancing Important Sales Management Outcomes: A Social Identity Approach. Journal of Business and Industrial Marketing. 33:277-290.
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2018Towards a Framework for Evaluating Sales Managers. Journal of Selling. 18:5-17.
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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.
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2017Power-Base Effects on Sales Person Motivation and Performance: A Contingency View. Journal of Business to Business 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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2016Developing Proactive Salespeople – A Study and Recommendations for Sales Management. Development and Learning in Organizations. 30:9-12.
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2015Advice to New Real Estate Reps: ‘Be Proactive. Keller Center Research Report. 8:17-22.
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2014An Exploratory Study of the Role of Neutralization on Ethical Intentions Among Salespeople. Marketing Management Journal. 23:1-20.
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2014Antecedents and Anticipated Consequences of Salesperson Superstitious Behavior. Journal of Business & Industrial Marketing. 29:227-237.
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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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2014Antecedents and consequences of salesperson identification with the brand and company. Journal of Personal Selling \& Sales Management. 34:3.
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2014Developing High Performance Sales Managers: Key Practices for Accelerating Growth. Development and Learning in Organizations.
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2014Developing high performance sales managers: key practices for accelerating growth. Development and Learning in Organizations. 28:10.
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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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2014Protect and Prevent: Neutralizations and Unethical Sales Behavior. Keller Center Research Report. 7.
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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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2014The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes. Journal of Marketing Channels. 21.
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2014The Sales Manager Development Gap: Are Leaders Equipped to Walk the Walk?. Journal of Selling & Major Account Management. 13:64-70.
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2014The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes. Journal of Product \& Brand Management. 23:543.
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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.
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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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2013Intergenerational Relationship Selling for Real Estate. Keller Center Research Report. 6:10-17.
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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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2012The Entrepreneurial Nature of Salespeople: How they Justify Unethical Behaviors. Journal of Ethics and Entrepreneurship. 2:37-54.
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2011Apple Inc.: Product Portfolio Analysis. Journal of the International Academy of Case Studies. 16:31-40.
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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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2011How Salespeople Deal with Intergenerational Relationship Selling. Journal of Business and Industrial Marketing. 26:443-455.
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2011Instructor Notes for Apple Inc.: Product Portfolio Analysis. Journal of the International Academy of Case Studies. 16:49-58.
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2010Antecedents to managerial trust and sales control in Malaysian salesforce. International Business Review. 19:292.
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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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2010The impact of learning context on intent to use marketing and sales technology: A comparison of scenario-based and task-based approaches. Journal of Marketing Education. 32:214.
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2010The impact of sales failure on attributions made by" resource-challenged" and" resource-secure" salespeople. Journal of Marketing Theory and Practice. 18:233.
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2009A re-examination of B2B sales performance. Journal of Business \& Industrial Marketing. 24:598.
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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.
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2009The role of uncertainty and sales control in the development of sales manager trust. Journal of Business \& Industrial Marketing. 25:30.
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2008Salesforce automation tool selectivity: An agency theory perspective. Journal of Business \& Industrial Marketing. 23:486.
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2008The Impact of Governance on the Development of Trust in Buyer-Seller Relationships. Marketing Management Journal. 18:76.
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2007Perceptions of tenure requirements \& research records of entrepreneurship faculty earning tenure: 1964-2002. Journal of Entrepreneurship Education. 10.
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2007Social entrepreneurship and direct marketing. Direct Marketing: An International Journal. 1:68.
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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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2006Situational salesforce leadership using sales control and trust. Journal of Selling \& Major Account Management. 6:1.
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2006Why did I lose? A conservation of resources view of salesperson failure attributions. Journal of Personal Selling \& Sales Management. 26:345.
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Intergenerational Relationship Selling in Real Estate. Keller Center Research Report.
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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
