Research Interests

Sales Technology—including customer relationship management (CRM) & sales force automation (SFA), Strategic Account Management, Customer Business Development (CBD), Sales Analytics, Marketing and Sales Strategy, Sales Negotiations, B2B Relationship Marketing Strategy, B2B Procurement Processes, Interorganizational Relationships, B2B Sales Persuasion and Trust, Structural Equation Modeling, Multilevel Modeling, Latent Class Models, Measurement, Survey Research.

Dr. Gary K. Hunter's Google Scholar Profile

Dr. Gary K. Hunter' s ResearchGate Profile

Research

Research Summary

Google Citations: 1246   total, h-index=13; g-index=22; hg index=16.9; i10=13: a/o: 3/23/24.
Please see Google Scholar Profile for current and addtional details. 

Peer-reviewed journal article authorship role summary: 17% sole-author; 75% lead- or equally-contributing author; 25% supporting author.

Co-author of Professional Selling, (2nd ed.), Sage Publications.

Awarded articles: Three (3) award-winning articles as “best papers” in sales theory and/or practice including the AMA Excellence in Research, Marvin A. Jolson and James M. Comer Awards.

Three articles with over 100 Google citations each.

 

Journal Articles

Bauer, Carlos, John M. Galvan, Tyler Hancock, Gary K. Hunter, Chris Nelson, Jen Riley, and Emily Tanner (2024), “Integrating technology within the sales-service ecosystem: The emergent Sales Techno-Ecosystem,” European Journal of Marketing, 58(3), 782-811.

PDF copy of Bauer et. al. (2024)

Hunter, Gary K. (2019), “On Conceptualizing, Measuring, and Managing Augmented Technology Use in Business-to-Business Sales Contexts,” Journal of Business Research, 105(12), 201-213.

PDF copy of Hunter (2019)

St. Clair, Donald P., Gary K. Hunter, Philip A. Cola, and Richard Boland (2018), “Systems-savvy Selling, Interpersonal Identification with Customers, and the Sales Manager’s Motivational Paradox: A Constructivist Grounded Theory Approach,” Journal of Personal Selling & Sales Management, 38 (4), 391-412.

PDF copy of St Clair et al (2018)

Hunter, Gary K. and Nikolaos Panagopoulos (2015) “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” Industrial Marketing Management, 50(10), 162-179. Authors listed alphabetically for equal contributions.

• PDF copy of Hunter and Panagopoulos (2015)
• Conceptual model of committment to technological change and slaes force intelligence norms
• Scale items and scale statistics
  • Three types of committment to technological change: affective, continuance, and normative (new scales)
  • Sales force intelligence norms
    • Norms for analytically-driven sales processes (new scale)
    • Norms for sharing knowledge with customers (new scale)

Hunter, Gary K. (2014), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” 43 (7), 1204-1215, Industrial Marketing Management. Special issue on key account management.

• PDF copy of Hunter (2014)
• Conceptual Model of Customer Business Development
• Results of proposed CBD model
• Scale items and scale statistics
  • Relationship forging tasks
    • Market-driven sales planning (new scale)
    • Buyer-implied strategic orientation
    • Buyer-implied revenue expansion strategy(new scale)
    • Buyer-implied cost reduction strategy (new scale)

Alvarez, Cecilia M.O., Peter R. Dickson, and Gary K. Hunter (2014), “The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation,” 67 (2), 108–115, Journal of Business Research.

• PDF copy of Alvarez, Dickson, and Hunter (2014)
• Hispanic Market Segments
• Scale items and scale statistics
  • Hispanic identification (new scale)
  • American identification (new scale)
  • Familism (new scale)

Bradford, Kevin, Goutam N. Challagalla, Gary K. Hunter, and William C. Moncrief (2012), “Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts,” Journal of Personal Selling and Sales Management, 32 (1), 41-56. Authors listed alphabetically representing equivalent contributions.

• JPSSM’s 30^th Anniversary Special Issue.
• PDF copy of Bradford, Challagalla, Hunter, and Moncrief (2012)
• Table Summarizing Continuum of Strategic Account Management Teams
• Key Drivers of Strategic Account Management Team Structure
• Assessing Strategic Account Management Team Performance

Bradford, Kevin, Steve Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Rob Palmatier, Dominique Rouzies, Rosann Spiro, Harish Sujan, and Barton Weitz (2010),“The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters, 21 (3), pp. 239-253. Authors listed alphabetically representing equivalent contributions.

• Special issue based on Erin Anderson Invitational B2B Research Symposium.
• PDF copy of Bradford et. al (2012) 

Dickson, Peter R., Walfried Lassar, Gary Hunter, and Samit Chakravarti (2009), “The Pursuit of Excellence in Process Thinking and Customer Relationship Management,” Journal of Personal Selling and Sales Management, 29 (2), pp. 111-124.. 

• Lead article
• 2010 Marvin A. Jolson Award as best paper for contributions to sales practice.
• PDF copy of Dickson, Lassar, Hunter, and Chakravarti (2009)
• Summary of Article
• Diagram of Conceptual Model

 Hunter, Gary K. and William D. Perreault, Jr. (2007), “Making Sales Technology Effective,” Journal of Marketing, 71 (1), pp. 16-34. 

• 2008 Excellence in Research Award from the American Marketing Association’s Selling and Sales Management Special Interest Group as best paper of 2007.
• PDF copy of Hunter and Perreault (2007)
• Summary of Article
• Diagram of Conceptual Model
• New Scales: Categories of Technology Use (access, analyze, and communicate)
• New Scales: IT Training Effectiveness, Customer Expectations for IT
• New Scales: Relationship-Forging Tasks( Sharing Market Knowledge, Proposing Integrative Solutions)
• Scales: Salesperson Performance (external customer relationship-building performance, internal administrative performance)

Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006), “Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23 (2), pp. 155-170.

• PDF copy of Hunter, Bunn, and Perreault. (2006)
• Short (5-minute) video summary of Hunter, Bunn, and Perreault. (2006).
• Diagram of Conceptual Model
• New scales for B2B organizational buying context: Extensiveness of choice set, buyer power, purchase importance
• New scales for B2B procurement process: Procedural control, search for information
• New Scales for B2B procurement process: Proactive focusing (long-term outlook and formal analysis (standard operating procedures)

Hunter, Gary K. and William D. Perreault, Jr. (2006), “Sales Technology Orientation, Information Effectiveness, and Sales Performance,” Journal of Personal Selling and Sales Management, 26 (2), pp. 95-113.

• Lead article.
• 2007 James M. Comer Award for the best paper for contributions to sales theory and methods. Second most cited paper in JPSSM since 2006. 
• PDF copy of Hunter and Perreault (2006)
• Diagram of Conceptual Model
• New scales for sales technology orientation, customer approval of the salesperson use of information technoloyg, internal information technology support, information effectiveness
• Adapted scales for sales planning, adaptive selling behavior, performance with B2B customers, internal role performance

Book Chapter

Hunter, Gary K. (2011), “Sales Technology,” The Oxford Handbook of Strategic Sales and Sales Management, eds. David Cravens, Ken Le Meunier-FitzHugh, and Nigel Piercy, Oxford University Press, pp. 426-456.

• Link to Amazon.com for book purchasing details
• PDF copy of Hunter (2011)

Published Dissertation

Hunter, Gary K. (1999), Sales Technology, Relationship-Forging Tasks, and Sales Performance in Business Marketing, UMI Dissertation Services, 197 pp. Advisor; William D. Perreault, Jr.

• PDF copy of Hunter (1999)

Papers Abstracted in Peer-Reviewed Conference Proceedings: Competitive Paper Tracks
St. Clair, Donald P., Phillip A. Cola, Kalle Lyytinen, and Gary K. Hunter (2017), “Systems-Savvy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance,” abstracted in 2017 Summer AMA Conference: Innovation & Sustainability in Marketing, eds. Kelly L. Haws, Mark B. Houston, and Charles H. Noble, Chicago: American Marketing Association, Vol. 28, pp. N8-N9. Also presented in San Francisco, CA, August 5, 2017 by the lead author.

• PDF copy of St Clair et al (2016)

St. Clair, Donald P., Richard J. Boland, and Gary K. Hunter (2016), “Systems-Savvy Selling: A Grounded Theory to Understanding What Motivates Contemporary Industrial Salespeople,” abstracted in 2016 Summer AMA Conference: Regaining Relevance Doing Research that Reshapes the Practice of Marketing Applications, eds. Bernard Jaworski and Neil Morgan, Chicago: American Marketing Association, Vol. 27, pp. D23-D24. Also presented in Atlanta, GA, August 7, 2016 by the lead author.

• PDF copy of St Clair et al (2016)

Dixon, Deirdre, Richard J. Boland, James Gaskin, Michael R. Weeks, and Gary K. Hunter (2014), “In Extremis Leadership: Full Mental Jacket,” abstracted in Academy of Management Annual Meeting Proceedings 2014, 2014(1). Also presented in Philadelphia, PA, August 5, 2014 by lead author.

• PDF copy of Dixon et al (2014)

Liozu, Stephan, Richard J. Boland, Andreas Hinterhuber, Gary Hunter, Antoinette Somers (2012), “The Organizational Design for Pricing and its Consequences on Relative Firm Performance,” abstracted in Academy of Management Annual Meeting Proceedings 2012, 2012(1). Also presented in Boston, MA, August 6, 2012 by the lead author.

• PDF copy of Lizou et al (2012)

Panagopoulos, Nikolaos and Gary K. Hunter (2009), “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” abstracted in American Marketing Association Winter Educators’ Proceedings: Excellence in Marketing Research-Striving for Impact, eds. Chris White and Kristy Reynolds, Chicago: American Marketing Association, Vol. 20, pp. 158-159. 

• PDF copy of Panagopoulos and Hunter (2009)

Hunter, Gary K. (2007), “Omitted Latent Biasing Factors,” abstracted in American Marketing Association Summers Educators' Conference: Enhancing Knowledge Development in Marketing, eds. J. Mohr and R. Fisher, Chicago: American Marketing Association, Chicago: American Marketing Association, Vol. 18, pp. 27-28. 

• Best paper in competitive paper track (Marketing Research).
• PDF copy of Hunter (2007)
  

Hunter, Gary K. (2004), “Boundary Blurring Theory and the Strategic Management of Business to Business Relationships,” abstracted in American Marketing Association Summer Educators’ Proceeding:  Enhancing Knowledge Development in Marketing, eds. K. Bernhardt, J.S. Boles, and P.S. Ellen, Chicago: American Marketing Association, pp. 338-339. 

• PDF copy of Hunter (2004)

Hunter, Gary K., William D. Perreault, Jr. and Gary M. Armstrong (1998), “Sales Technology, Selling Smart, and Sales Performance in Business Markets,” abstracted in American Marketing Association Summer Educators’ Proceedings: Enhancing Knowledge Development in Marketing, eds. R. Goodstein and S. MacKenzie, Chicago: American Marketing Association, pp. 1-2. 

• Best paper in competitive paper track (Selling and Sales Management).
• PDF copy of Hunter, Perreault, and Armstrong (1998)