Academic Conference Presentations

Bradford, Kevin, Gabriel Gonzalez, Gary K. Hunter, Chris Plouffe, “The Salesperson’s Role as Internal Coordinator of Resources to Develop Customer Relationships,” presentation at the American Marketing Association Summer Educators’ Conference, San Francisco, CA, April 13, 2018.

St. Clair, Donald P. (presenter), Phillip A. Cola, Kalle Lyytinen, and Gary K. Hunter, “Systems-Savvy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance,” presentation at the National Conference in Sales Management, San Diego, CA, August 5, 2017.

St. Clair, Donald P. (presenter), Richard J. Boland, and Gary K. Hunter, “Systems-Savvy Selling: A Grounded Theory to Understanding What Motivates Contemporary Industrial Salespeople,” presentation at the American Marketing Association Summer Educators’ Conference, Atlanta, GA, August 7, 2016.

Hunter, Gary K. , “Understanding What Recruiters Want” as part of a panel on “Developing Marketing Students that Industry Wants: Maximal Impact, Reasonable Efforts,” (with Kenneth Evans, Eli Jones, Mary Anne Raymond, Robert M. Peterson, Andrea Dixon, and Lora Tu), American Marketing Association, Summer Educators Conference, Chicago, IL, August 15, 2015.

Hunter, Gary K. and Thomas J. Steenburgh, “Hot Topics for Research in Marketing,” Doctoral Student Special Interest Group, American Marketing Association, Winter Educators Conference, Orlando, FL, February 22, 2014.

Dixon, Deirdre (presenter), Richard J. Boland, James Gaskin, Michael R. Weeks, Gary K. Hunter (2015), “In Extremis Leadership: Full Mental Jacket,” Academy of Management Meeting, Philadelphia, PA, August 5, 2014.

Bradford, Kevin, Goutam N. Challagalla, Gary K. Hunter (presenter), and William C. Moncrief, “Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts,” Academy of Marketing Science Annual Conference, pre-conference session, AMS 40th Anniversary, Miami, FL, May 23, 2011.

Panagopoulos, Nikolaos (presenter) and Gary K. Hunter, “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” presentation at the American Marketing Association Winter Educators’ Conference, Chicago, IL, February 21, 2009.

Hunter, Gary K ., “Boundary Blurring Theory and the Management of Intra-organizational Relationships,” presentation at Special Session on Strategic Marketing Implications of Organizational Boundary Management, 2008 American Marketing Association Winter Educators’ Conference,  Austin, TX, February 17, 2008.

Hunter, Gary K. , “Omitted Latent Biasing Factors,” presentation at American Marketing Association Summer Educators’ Conference, Washington, DC, August 4, 2007.
Hunter, Gary K., “Boundary Blurring Theory and the Strategic Management of Business to Business Relationships,” presentation at the American Marketing Association Summer Educators’ Conference, Boston, MA, August 9, 2004.

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Hunter, Gary K. and William D. Perreault, Jr., “Sales Technology and Producer-Retailer-Consumer Relationships in the Packaged Goods Channel,” Special Session on B2B2C Exchanges:  Old Question, New Directions, American Marketing Association Winter Educators’ Conference, Scottsdale, AZ, February 6, 2004.

Hunter, Gary K., William D. Perreault, Jr. and Gary M. Armstrong, “Sales Technology, Selling Smart, and Sales Performance in Business Markets,” presented at American Marketing Association Summer Educators’ Conference, Boston, MA, August 16, 1998.

 

Invited Talks and Faculty Research Seminar Presentations

Hunter, Gary K., “A Theory on Interests-Based Boundary Management and Its Implications,” Clemson University, Department of Marketing, Internal Research Seminar Series, March 25, 2015.

Hunter, Gary K., “A Statistical Testing Procedure and Potential Remedies for Omitted Latent Factor Effects in Systems of Simultaneous Equations,” Clemson University, Department of Marketing, Internal Research Seminar Series, March 11, 2015.
Hunter, Gary K. “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,”

• Clemson University, College of Business and Behavioral Sciences, October 28, 2013.
• West Virginia University, Marketing Faculty/ PhD Seminar Series, October 24, 2013.
• University of Arkansas, Research Seminar Series, Sam M. Walton College of Business, April 15, 2013.

Hunter, Gary K. and Javier Marcos-Cuevas, “Strategic Account Management,” session leaders, AMA Faculty Consortium in Sales: New Horizons in Professional Selling and Sales Management, Fort Worth, TX, June 13, 2013.

Hunter, Gary K., “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” Research Seminar Series, Sam M. Walton College of Business, University of Arkansas, April 15, 2013.

Hunter, Gary K., “Commitment and Sales Technology Infusion,” Research Seminar Series, Sam M. Walton College of Business, University of Arkansas, April 19, 2013.

Hunter, Gary K., “Moderating Norms and the Interactive Effects of Three Components of Commitment in Sales-Based CRM Implementations,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, May 11, 2012.

Hunter, Gary K., “An Overview of Multi-level Modeling Theory and Application,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, July 15, 2011.

Hunter, Gary K. (presenter) and Nikolaos Panagopoulos, “Empirical Insights on the Interactive and Quadratic Effects of Key Dimensions of Customer Centric Selling,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, March 12, 2010.

Hunter, Gary K. (presenter) and Nikolaos Panagopoulos, “The Moderating Effects of Customer-Centric Culture on the Psychological Mechanisms of Change in Sales Technology to Performance Relationships,” presented at Erin Anderson Invitational B2B Research Conference, The Wharton School, Philadelphia, PA, October 18, 2008.

Hunter, Gary K. (presenter) and Nikolaos Panagopoulos, “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, October 3, 2008.

Hunter, Gary K., “Advancing Selling and Sales Management Research,” panel of sales scholars, AMA Faculty Consortium in Sales: New Horizons in Professional Selling and Sales Management, Orlando, FL, July 12, 2007.

Hunter, Gary K., “Boundary Blurring Theory and the Management of Intra-organizational Relationships,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, December 14, 2007.

Hunter, Gary K., “Making Sales Technology Effective and Beyond,” CWRU, Weatherhead School of Management, Marketing and Policy Studies Brown Bag Seminar Series, May 4, 2007.

Hunter, Gary K. “Relationship-Forging Tasks and Sales Technology in Business Markets,”

▪ Florida International University, College of Business Administration, February 3, 2004.
▪ University of Houston, Marketing Faculty Consortium, November 6, 2002.
▪ University of Arizona, Arizona Marketing Faculty Consortium, March 22, 2002.
▪ Emory University, Goizueta Business School, September 21, 2001.

Hunter, Gary K. “Sales Technology, Relationship-Forging Tasks, and Sales Performance in Business Markets,”

▪ University of Minnesota, Carlson School of Management. Oct. 28, 1998.
▪ University of Memphis, Fogelman College of Business, Oct. 22, 1998.
▪ Arizona State University, W.P. Carey School of Business, Oct. 15. 1998.
▪ University of South Carolina, Moore School of Business, Oct 8, 1998.
▪ Louisiana State University, E.J. Ourso College of Business, Sept. 24, 1998.
▪ Case Western Reserve University, Weatherhead School of Management, Sept. 20, 1998.
▪ North Carolina State University, College of Management, Sept. 18, 1998.
▪ University of North Carolina, Kenan-Flagler Business School, Aug. 20, 1998.

Selected executive education sessions and presentations

Strategic B2B Marketing,” Toshiba Medical Devices Division, WSOM Executive Education, custom program, Cleveland, OH, May 3, 2013 and May 4, 2012

“Brand and Product Development Processes,” CACI International, TechiGraphics University for Senior Executives, Wooster, OH, March 30, 2011.

“Business Analytics,” CACI International, TechiGraphics University for Senior Executives, Wooster, OH, March 30, 2011

“A Process Modeling Approach to Evaluating the Effects of Sales Technology on Salespeople’s Relationship-Forging Tasks,” ASU Center for Services Leadership Advisory Board, Scottsdale, AZ, February 22, 2002.