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    Management

  • Andrea L. Dixon, Ph.D.

    Dr. Andrea Dixon provides academic leadership for Baylor University’s Center for Professional Selling. Since 2009, Dr. Dixon has built Baylor’s sales center into one of the top programs in the country. She has been published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, European Journal of Marketing (EJM), the Journal of Personal Selling & Sales Management (JPSSM), Journal of Marketing Education, and other journals. Her editorial-review-board assignments include those for the EJM, JPSSM, the Journal of Marketing Theory and Practice, the Journal of Business-to-Business Marketing, and the Journal of Marketing Education. Dr. Dixon has received numerous teaching awards, including the Academy of Marketing Science’s Marketing Teacher Award (2008) and the Excellence in Teaching Award from the American Marketing Association’s Sales SIG (2014). In 2020, she was named the Cornelia Marschall Smith Award winner, which is presented annually to a Baylor faculty member for contributing to the learning environment through teaching, research, and service. She has served on the boards of the AMA Academic Council, National Conference on Sales Management, and Global Sales Science Institute and as the president of the AMA Sales SIG. In 2019, Dr. Dixon became the president of the University Sales Center Alliance. At Baylor, she was the Vice-Chair, Presidential Search Committee and Faculty Regent, Baylor University Board of Regents. Prior to pursuing her Ph.D. (Indiana University), Dr. Dixon worked in sales roles in Boston-area advertising and marketing research firms. Outside of work, she and her husband, Doug, enjoy traveling and time with their adult twins, Taylor Dixon and Alex Dixon, their daughter-in-law, Kimberly, and their two grandchildren.
  • Sales & Account Management

  • Emily C. Tanner, Ph.D.

    Emily C. Tanner is Assistant Professor of Marketing for the John Chambers College of Business and Economics at West Virginia University (WVU). Her research focuses on the formation and management of marketing relationships and factors influencing the well-being of vulnerable populations. Her work has been supported by federal and WVU grants. Her research has appeared in the Journal of Personal Selling & Sales Management, Journal of Services Marketing, and the Journal of Business & Industrial Marketing. Prior to entering academia, Dr. Tanner worked in marketing research sales and was a founder of the healthcare practice for e-Rewards, now Dynata, a marketing research company based in Dallas, Texas. There, she managed and developed a 25-person, sales- and-project management team. Dr. Tanner also has experience in consulting in strategic and marketing management. She and her husband, Ryan, reside in Morgantown, West Virginia, with their daughter, Ruby. They enjoy traveling and exploring in Almost Heaven, West Virginia.
  • Lenita M. Davis, Ph.D.

    Dr. Lenita M. Davis is the Director of the Center of Sales and Sales Management at the University of Wisconsin Eau Claire (UW-EC). Prior to this appointment, Dr. Davis was the Executive Director of the University of Arkansas Little Rock (UALR) Professional Sales program. Dr. Davis is also the founding director of the University of Alabama Sales Program. While establishing the University of Alabama Sales program, she worked with Interact Technology to invent technology that helps professors record and critique student role plays and presentations. The system is currently used in over 30 universities and colleges. Dr. Davis is an Executive Board Member of the University Sales Center Alliance. She initiated and led the Global Sales Research Initiative for the American Marketing Association’s Sales Special Interest Group. Dr. Davis is published frequently in an array of leading journals, and her articles have been cited more than 3,000 times. She also has more than ten years of managerial experience. She worked for Procter & Gamble’s Paper Division and for James River Corporation. Dr. Davis is a proud HBCU graduate from Tuskegee University. She received her Bachelor of Science degree in Mechanical Engineering, earned an MBA from Xavier University, and a Ph.D. from the University of Cincinnati. When not working, Dr. Davis and her husband, Ken, travel. They also enjoy connecting with their daughters Kiah, Martinique, and Zarri.
  • Andrea L. Dixon, Ph.D.

    Dr. Andrea Dixon provides academic leadership for Baylor University’s Center for Professional Selling. Since 2009, Dr. Dixon has built Baylor’s sales center into one of the top programs in the country. She has been published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, European Journal of Marketing (EJM), the Journal of Personal Selling & Sales Management (JPSSM), Journal of Marketing Education, and other journals. Her editorial-review-board assignments include those for the EJM, JPSSM, the Journal of Marketing Theory and Practice, the Journal of Business-to-Business Marketing, and the Journal of Marketing Education. Dr. Dixon has received numerous teaching awards, including the Academy of Marketing Science’s Marketing Teacher Award (2008) and the Excellence in Teaching Award from the American Marketing Association’s Sales SIG (2014). In 2020, she was named the Cornelia Marschall Smith Award winner, which is presented annually to a Baylor faculty member for contributing to the learning environment through teaching, research, and service. She has served on the boards of the AMA Academic Council, National Conference on Sales Management, and Global Sales Science Institute and as the president of the AMA Sales SIG. In 2019, Dr. Dixon became the president of the University Sales Center Alliance. At Baylor, she was the Vice-Chair, Presidential Search Committee and Faculty Regent, Baylor University Board of Regents. Prior to pursuing her Ph.D. (Indiana University), Dr. Dixon worked in sales roles in Boston-area advertising and marketing research firms. Outside of work, she and her husband, Doug, enjoy traveling and time with their adult twins, Taylor Dixon and Alex Dixon, their daughter-in-law, Kimberly, and their two grandchildren.
  • Gus Maikish

    GUS MAIKISH has over 40 years of experience in IT, sales, business strategy and management. He was at IBM for 37 years working primarily with financial services firms. For his last eight years at IBM, he was the IBM managing director for Citigroup with the global responsibility, including revenue and profit, for IBM’s largest financial services customer. Prior to this assignment he was vice president of sales for the financial services sector. He had management responsibility for the largest 300 financial firms in the United States and over 200 sales professionals. Gus was promoted to that position after successfully managing the Merrill Lynch account team as a certified client executive. Gus managed the IBM Merrill Lynch sales team for eight years. He also held sales and sales management positions on other financial services accounts including JP Morgan, The New York Federal Reserve Bank, Irving Trust, US Trust and National Westminster USA.

    Gus also worked at the corporate level of IBM as an internal marketing consultant. There he was responsible for reviewing strategies for a number of IBM product sets as well as IBM sales in Asia. Prior to joining IBM in 1972, Gus worked in application development, served in the US Army, and completed an MBA degree at Pace University. He is currently a guest lecturer at the Columbia University Business School on the subject of Global Account Management. Since retiring from IBM, he has provided coaching and development for IBM’s sales teams in Vietnam and helped to establish business relationships with bank executives there on behalf of IBM. He has also worked on account management transformation projects at Xerox and several other firms as a part of the Insight Group consulting team where he is a managing partner.

  • Ronald L. Jelinek

    Ronald L. Jelinek

    Ronald L. Jelinek, PhD., is a Professor of Marketing at Providence College. His research focuses on business-to-business selling and he has been published in numerous journals. These include Business Horizons, where he also serves on the editorial review board, as well as Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and Industrial Marketing Management. In addition to his scholarly writing, Dr. Jelinek is a contributing author for several Catholic publication where he writes about the intersection of faith and business. He lives in Rhode Island with his family.
  • Pamela Peterson

    Pamela Peterson

    Pamela has more than 30 years of diversified experience in sales, strategy, key account management, and marketing at the national and global level with a proven track record of driving long-term sustainable growth. Her industry expertise includes professional service firms and industrial and durable goods manufacturers ranging in size from start-ups to Fortune 100 corporations. She has significant experience in managing complex initiatives across highly matrixed organizations with multiple stakeholders.
  • Kent Kubie

    Kent Kubie

    Kent Kubie has had the privilege of working with some of the leading IT and business professionals in the country at the top Fortune 100 accounts. He has 30 years of experience in IT Consulting, Engineering, Sales and Sales Leadership, and 15 years in healthcare with providers, bio tech and insurance companies. With a background in accounting and engineering, Kent brings a unique view to clients on how they can get value out of their assets. In his current role, he focuses on helping healthcare providers maximize their capital and expense dollars to provide the best outcomes for their organizations.
  • Robert C. Erffmeyer, Ph.D.

    Robert C. Erffmeyer, Ph.D.

    Robert C. Erffmeyer earned his Ph.D. in Industrial/Organizational Psychology from Louisiana State University in 1981, and worked in various human resource positions in the areas of selection and training.  He returned to LSU to complete a post--doctorate in marketing, and has worked in marketing and sales training for Deere & Company, Wausau Insurance Companies, and other organizations.  He is a professor at the University of -Wisconsin–Eau Claire, where he teaches marketing, sales and sales management courses to undergraduate and graduate students.

    Dr. Erffmeyer has been actively involved in MBA on-campus and distance education efforts for 20 years. He is the MBA Director for both the University of Wisconsin—Eau Claire and the University of Wisconsin Consortium MBA Program, an online graduate program comprised of four University of Wisconsin AACSB accredited business schools. He is also the Director of Distance Learning Programs in the UW-EC College of Business.

  • Earl Honeycutt, Jr., Ph.D.

    Earl Honeycutt, Jr., Ph.D.

    Earl Honeycutt is Emeritus Professor of Marketing at Elon University, N.C. When he retired in 2012, he was Martha and Spencer Love Professor of Marketing and University Distinguished Scholar. Dr. Honeycutt earned his Ph.D. at the University of Georgia where his dissertation investigated sales training. Since then he taught undergraduate, MBA, and doctoral seminars as a tenured professor at UNC—Wilmington, Old Dominion University, and Elon University.

    Prior to entering academia, he served as a B-52G flight officer in the United States Air Force and retired from the Air Force Reserve as a Colonel (0-6). After earning his MBA, he worked in B2B sales and marketing for an electronics division of TRW, Inc.

  • Jeff Krawitz

    Jeff Krawitz

    Jeff Krawitz joined New York University Leonard N. Stern School of Business as an Adjunct Professor of Marketing in 2005. Previously, he taught at Columbia University and San Jose State University, and was a guest lecturer at Santa Clara and Stanford Universities.

    Professor Krawitz works with some of the top business students in the world, exploring leading-edge concepts in professional, customer-focused sales. As a founding principal at Customer Manufacturing Group (CMG), a sales-marketing consultancy specializing in marketing processes, he encounters companies that need things fixed quickly in order to return to profitable growth. This unusual combination -- blending theory with practical business crisis management -- enables Professor Krawitz to bring a unique perspective to developing and managing the sales process in a growing business.

  • Florin Mihoc

    Florin Mihoc

    Florin Mihoc is a seasoned executive, advisor, and business scholar, with vast experience in the Fortune 500, entrepreneurship, and academic domains. After a decade in Fortune 500 managerial roles, Mihoc operates his own startups, and sits on the boards of others around the world. His expertise on business development and strategic partnerships is instrumental both for major corporations and new ventures. Mihoc’s PhD research focused on Strategic Account Management; he was a post-doctoral Fulbright Fellow, and Visiting Scholar at Columbia Business School.
  • Bernard Quancard

    Bernard Quancard

    Bernard Quancard is the president and CEO of the Strategic Account Management Association (SAMA). Quancard previously served as senior vice president and general manager of Schneider Electric’s global customers organization (SGBD), growing the organization from $180 million to more than $1 billion in consolidated sales in a four-year period. Quancard is a French native and a U.S. citizen residing in Chicago, Illinois. He holds a degree in electrical engineering from the University of Paris and an MBA from the University of Chicago Booth School of Business.
  • John F. (Jeff) Tanner Jr., Ph.D.

    John F. (Jeff) Tanner Jr., Ph.D.

    John F. (Jeff) Tanner, Jr. is Professor of Marketing and the Executive Director of Baylor University’s Business Collaboratory. He joined the faculty at Baylor in 1988, upon completing his Ph.D. at the University of Georgia. He has published over 70 scientific research articles, and presented over 200 conference papers or posters. Tanner’s work has appeared in the Journal of MarketingJournal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and others. Dr. Tanner is also author or co-author of 15 books, including the leading sales text Selling: Building Partnerships, Ninth Edition (McGraw-Hill, 2014), and Principles of Marketing: How Marketing Gets Done (Flat World Knowledge, 2013). His newest book, Analytics and Dynamic Customer Strategy: Big Profits from Big Data (Wiley, 2014), is aimed at marketing execs.
  • Gary Tubridy

    Gary Tubridy

    Gary Tubridy is Senior Vice President with The Alexander Group Inc., and General Manager in charge of the Firm’s sales management consulting business. His consulting work focuses on increasing sales and marketing effectiveness. Tubridy is an expert in sales transformation, sales management issues, sales organization design, sales force sizing and deployment, sales performance management, and sales compensation design. He holds a BA from Brown University and an MBA from Columbia Business School.

    In 2001, Noel Capon and Tubridy founded the Chief Sales Executive Forum, an annual event attracting sales leaders from around the world.