PUBLICATIONS

Manuscripts Under Review Are Marked Accordingly

ACCEPTED

Industrial Marketing Management

Groza, M.D., Zmich, L. & Rajabi, R. (2021) “Organizational Innovativeness and Firm Performance: Does Sales Management Matter? Industrial Marketing Management,” 97, p. 10-20.

ACCEPTED

Journal of Marketing Education

Groza, M.D., Groza, M.P. & Zmich, L. (2021), "Growing the Talent Pool: How Sponsorship of Professional Sales Programs Enhances Employer Branding" Journal of Marketing Education (In press).

R&R

Journal of Selling

Locander, D., Zmich, L. & Locander, W. “It is All About Me: Antecedents and Consequences of Salesperson Lone Wolf Tendencies” invited for a second review at: Journal of Selling. 

PREPARED TO SUBMIT

Journal of Business Research

Zmich, L., Locander, J.A., Locander, W.B. & Groza, M.D. "The Dark Side of Social Media on Salesperson Influence Tactics in the Initial Stage of the B2B Buying Process" targeted for: Journal of Business Research

PREPARED TO SUBMIT

Journal of Business Research

Saleh, A., Zmich, L. & Babin, B.J. "A systematic review and meta-analysis of consumers' behavioral responses to interpersonal touch" targeted for: Journal of Services Marketing. 

CONFERENCE PAPERS

Mark D. Groza and Louis Zmich (2021), “Developing Sales Skills while Collecting Sales Research Data – A B2B Calling Project” to be presented at the National Conference in Sales Management (Teaching Submission), St. Louis, Missouri, April 7 – 9.

 

Louis Zmich, Mya Pronschinske Groza and Mark D. Groza (2020), “Organizational Innovativeness and Firm Performance: Does Sales Management Matter?” to be presented at the Academy of Marketing Science Annual Conference; Coral Gables, Florida, December 14 - 17.

Louis Zmich, Breanne Mertz, Cameron Sumlin and Julie Moulard (2020), “What Happens When Social Media Influencers Lie? Authenticity and Human Brands” to be presented at the Academy of Marketing Science Annual Conference; Coral Gables, Florida, December 14 - 17.

Louis J. Zmich, Sean Dwyer and Mark D. Groza (2020), “Splitting Grit: Differentiating Between Perseverance and Passion on Sales Performance” National Conference in Sales Management; Norfolk, Virginia, April 1 – 3.

 

B. Mertz, L.J. Zmich, C. Sumlin, W.B. Locander (2019), “Doing the right thing right: Mystery monitoring in achieving sales force ethical goal commitment” Society for Marketing Advances; New Orleans, Louisiana, November 6 - 9.

 

Amyx, Douglas, Bruce Alford, Louis Zmich, Jennifer Cowden, Breanne Mertz and Cameron Sumlin (2019), “The Study of Different Factors Affecting Salesperson Deviance” Academy of Marketing Science Annual Conference; Vancouver, BC, Canada, May 29 – 31.

 

A. Saleh, L.J. Zmich, B.J. Babin (2019), “A systematic review and meta-analysis of consumers' behavioral responses to interpersonal touch” American Marketing Association Summer Academic Conference; Chicago, Illinois, August 9 – 11.

 

Zmich, Louis J., Mya Pronschinske Groza and Mark D. Groza (2018), “Abstract Thinking and Salesperson Entrepreneurial Orientation” Academy of Marketing Science Annual Conference; New Orleans, Louisiana, May 23 – 25.

 

Groza, Mark D., Louis J. Zmich and Mya Pronschinske Groza (2018), “Sponsoring the Professional Sales Program: A Win-Win for Students and Companies” National Conference in Sales Management; San Diego, California, April 11 –13.