• Professor, Engineering Technology & Industrial Distribution,
  • Industrial Distribution,
  • Holder of the Rader II Professorship
Willy Bolander

Educational Background

  • Ph.D., Business Administration (Marketing), University of Houston – 2011
  • BBA, Professional Sales, Kennesaw State University – 2007

Research Interests

    • Influence
    • Persuasion
    • Leadership
    • Sales Management
    • Salesperson Performance

Selected Publications

  • Satornino, Cinthia B., Alexis Allen, Huanhuan Shi, and Willy Bolander, “Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy,” Journal of Marketing, (forthcoming). doi: https://doi.org/10.1177/00222429221113254.
  • Bolander, Willy, Nawar N. Chaker, Alec Pappas, and Daniel R. Bradbury (2021), “Operationalizing Salesperson Performance with Secondary Data: Aligning Practice, Scholarship, and Theory,” Journal of the Academy of Marketing Science, 49 (3), 462-481. doi: https://doi.org/10.1007/s11747-020-00752-0
  • Hochstein, Bryan, Willy Bolander, Ronald Goldsmith, and Christopher R. Plouffe (2019), “Adapting Influence Approaches to Informed Consumers in High-Involvement Purchases: Are Salespeople Really Doomed?." Journal of the Academy of Marketing Science, 47 (1), 118-137. doi: https://doi.org/10.1007/s11747-018-0609-2
  • Plouffe, Christopher R., Willy Bolander, Joseph A. Cote, and Bryan Hochstein (2016), “Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners,” Journal of Marketing 80 (1), 106-123. doi: https://doi.org/10.1509/jm.14.0192
  • Bolander, Willy, Cinthia B. Satornino, Douglas E. Hughes, and Gerald R. Ferris (2015), “Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16. doi: https://doi.org/10.1509/jm.14.0444