• Director, Master of Industrial Distribution
  • Professor, Engineering Technology & Industrial Distribution
  • Industrial Distribution
  • Holder of the Rader II Professorship
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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 C.B., Allen A., Shi H., Bolander W., “Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy,” Journal of Marketing
  • Bolander W., Chaker N.N., Pappas A, Bradbury D.R., “Operationalizing Salesperson Performance with Secondary Data: Aligning Practice, Scholarship, and Theory,” Journal of the Academy of Marketing Science, 49 (3), 462-481, 2021
  • Hochstein B., Bolander W., Goldsmith R., Plouffe C.R., “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, 2019
  • Plouffe C.R., Bolander W., Cote J.A., Hochstein B., “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, 2016
  • Bolander W., Satornino C.B., Hughes D.E., Ferris G.R., “Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16, 2015
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