Clemson University Assistant Professor in Marketing Department of Marketing College of Business, Clemson, SC

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1 , Ph.D. Associate Professor,, College of Business 255 Sirrine Hall, Clemson University, Clemson, SC (864) ACADEMIC APPOINTMENTS Clemson University Associate Professor in Marketing College of Business, Clemson, SC 2017 current Clemson University Assistant Professor in Marketing College of Business, Clemson, SC University of Houston Research/Teaching Assistant Bauer College of Business, Houston, TX EDUCATION University of Houston Ph.D. in Marketing, 2012 Houston, TX Texas A&M University MBA, Specialization in Marketing, 2008 College Station, TX Texas A&M University B.S., Aerospace Engineering, Business, 2005 College Station, TX PEER-REVIEWED PUBLICATIONS 1) Panagopoulos, Nikolaos, Ryan Mullins, and Panagiotis Avramidis (forthcoming) Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors Screening and Firm s Signaling Processes, Journal of Marketing. 2) Mullins, Ryan R. and Nikolaos Panagopoulos (forthcoming), Understanding the Theory and Practice of Team Selling: An Introduction to the Special Section and Recommendations on Advancing Sales Team Research, Industrial Marketing Management. Revised July 10, 2018

2 3) Hall, Zachary, Ryan R. Mullins, Niladri Syam, and Jeffrey P. Boichuk (2017), Generating and Sharing of Market Intelligence in Sales Teams: An Economic Social Network Perspective, Journal of Personal Selling and Sales Management, 37(4), ) Ogilvie, Jessica, Adam A. Rapp, Daniel G. Bachrach, Ryan R. Mullins, and Jaron Harvey (2017) Do Sales and Service Climates Compete? The Impact of Multiple Psychological Climates on Frontline Employee Performance, Journal of Personal Selling and Sales Management, 37(1), Winner of 2017 James M. Comer Award for Best Contribution to Selling and Sales Management Theory 5) Bachrach, Daniel G., Ryan R. Mullins, and Adam A. Rapp (2017) Intangible Sales Team Resources: Investing in Team Social Capital and Transactive Memory for Market-Driven Behavior, Norms, and Performance, Industrial Marketing Management, 62, ) Mullins, Ryan R., Daniel G. Bachrach, Adam Rapp, Dhruv Grewal, and Lauren Bietelspacher (2015), You Don t Always Get What You Want and You Don t Always Want What You Get: An Examination of Control-Desire for Control Congruence in Transactional Relationships, Journal of Applied Psychology, 100(4), ) Mullins, Ryan R., Michael Ahearne, Son K. Lam, Zachary Hall, and Jeffrey P. Boichuk (2014), Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Impact Account Profitability, Journal of Marketing, 78(6), Winner of 2015 AMA Sales SIG Excellence in Research Award 8) Rapp, Tammy, Daniel G. Bachrach, Adam Rapp, and Ryan Mullins (2014), Counteracting Complacency: The Role of Team Goal Monitoring in the Curvilinear Relationship Between Team Efficacy and Team Performance, Journal of Applied Psychology, 99(5), ) Baker, Tom, Adam Rapp, Tracy Meyer, and Ryan Mullins (2014), The Role of Brand Communications on Frontline Service Employee Beliefs, Behaviors, and Performance, Journal of the Academy of Marketing Science, 42(6), ) Mullins, Ryan and Niladri B. Syam (2014), Manager-Salesperson Congruence in Customer Orientation and Job Outcomes: The Bright and Dark Sides of Leadership in Aligning Values, Journal of Personal Selling and Sales Management, 34(3), ) Lam, Son K., Michael Ahearne, Ryan Mullins, Babak Hayati, and Niels Schillewaert (2013), What Sizzles May Turn Brittle: Examination of the Antecedents to Consumer Brand Identification, Journal of the Academy of Marketing Science, 41(2), ) Weinstein, Luke and Ryan Mullins (2012) Technology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage, Journal of Personal Selling and Sales Management, 32(2),

3 RESEARCH IN PROGRESS Available on request. ACADEMIC CONFERENCE PRESENTATIONS/PROCEEDINGS Understanding How to Activate the Ambidextrous Sales Force, with Raj Agnihotri and Zach Hall, Awarded Best Conference Paper, Inaugural Sales Service Summit, Honolulu, HI, March The Role of the Sales Force in the Marketing-Finance Interface: A Signaling and Screening Perspective, with Nick Panagopoulos, Winter AMA Special Session on Firm Level Sales Force Issues, New Orleans, LA, February Managing Investor Reactions to Sales Force Downsizing: Contingent Role of Investors Screening and Firms Signaling Processes, with Nick Panagopoulos, Thought Leadership on the Sales Profession Conference, Paris, France, June Do Firms Burn their Muscle While Cutting the Fat? The Influence of Sales Force Downsizing Decision on Firm-Idiosyncratic Risk and the Role of Screening and Signaling Processes, with Nick Panagopoulos and Panagiotis Avramidis, Winter AMA, Orlando, FL, February Finding the Time: Salesperson Polychronicity as a Driver of Sales-Service Ambidexterity and Performance Duality, with Raj Agnihotri and Zach Hall, Winter AMA, Orlando, FL, February Intangible Sales Team Resources: Investing in Social Capital and Transactive Memory for Market- Driven Norms, Behaviors, and Performance, with Dan Bachrach and Adam Rapp, Academy of Marketing Science World Congress, Paris, France, July The Effect of Immediate and Cumulative Account Visit Changes on Sales Performance over Time, with Sebastian Forkmann, Stephan Henneberg, and Tom Baker. Winter AMA, Las Vegas, NV, February Brand Identity Multiplicity? The Impact of Merging and Acquiring Brands on Cross-Selling Performance, with Scott Swain. 5 th Biennial Sales Force Productivity Conference, Georgia Tech University, Atlanta, GA, June Salesperson Evaluation Knowledge: A Cognitive Frameworks Approach, Winter AMA, San Antonio, TX, February Causes and Consequences of Retailers Desire for Control in Sales Relationships, with Adam Rapp, Dan Bachrach, Lauren Bietelspacher, and Dhruv Grewal. Awarded Best Paper for Sales Track, SMA, New Orleans, LA, October

4 Impact of Internal Brand Dissemination on Attitudes, Behaviors, and Outcomes of Service Employees, with Tom Baker, Adam Rapp, and Tracey Meyer. Awarded Best Paper for Services Marketing Track, Summer AMA, San Francisco, CA, August Optimizing Sales and Service Outcomes in Mixed Climate Environments, with Adam Rapp and Jessica Ogilvie. Thought Leadership on the Sales Profession Conference, New York, NY, June Manager Misguidance: The Role of Value Congruence in Developing Trust, Strategic Buy-In and Outcomes, SMA, Hilton Head Island, SC, November Mediators and Consequences of Subjective and Objective Customer Orientation Congruence, Summer AMA, Boston, MA, August Managing Retailer Control Expectations in Business-to-Business Relationships, Academy of Marketing Science World Marketing Congress XVI, Melbourne, Australia, July Salesperson Judgment (In)accuracy: A Conceptual Framework and Empirical Results, with Son Lam, Michael Ahearne, Zach Hall and Jeffrey Boichuk. Winter AMA 2013, Las Vegas, NV, February Preaching to the Choir: The Bright and Dark Sides of Transformational Leadership on Customer Orientation Values Congruence, with Niladri Syam. Awarded Best Paper for Sales and Sales Management Track, SMA 2012, Orlando, FL, November Thought Leadership on the Sales Profession Conference, Harvard University, Boston, Massachusetts, June Antecedents and Consequences of Salesperson Perceptual (In)accuracy in Customer Relationships, Winter AMA Sales SIG Dissertation Award Session, St. Petersberg, FL, February An Examination of the Antecedents to Consumer Brand Identification, with Son Lam, Babak Hayati and Michael Ahearne. Winter AMA Special Session on Identity, Austin, TX, February Promoting Organizational Identification and Sales Improvement During a Layoff, 7 th International CIARG (Corporate Identity/Associations Research Group) Conference, Hannover, Germany, October INVITED PRESENTATIONS The Role of the Sales Force in the Marketing-Finance Interface: A Signaling and Screening Perspective, University of Texas at Arlington, Arlington, TX, December

5 Managing Team-Level Intangibles for Performance: The Roles of Social Capital and Transactive Memory in Salesperson Goal-Setting, Learning and Service Quality, Louisiana State University, Baton Rouge, LA, January Building Your Research Pipeline and Network as a New Faculty Member, SMA Doctoral Consortium, November Transitioning from Doctoral Student to New Faculty, SMA Doctoral Consortium, October Promoting Organizational Identification and Sales Improvement During a Layoff, Clemson University, Clemson, SC, April ACADEMIC AND PRACTITIONER PRESS HIGHLIGHTS Marketing study: Thought leaders efforts result in sharing tax, The News Stand, Clemson University, January 18, Salesperson Effectiveness, The AMA Journal Reader: Marketing Curations, March 2016 Issue. Effectiveness.aspx You Don t Always Get What You Want, and You Don t Always Want What You Get, Baylor University Keller Center Research Report, March 2016, 9(1), The Bright and Dark Sides of Leadership in Aligning Values, Special Collection on Psychology of Work in Leadership, Taylor and Francis, December HONORS & AWARDS 2018 Neil Rackham/Sales Education Foundation Research Grant Award Uncovering the Influence of Sales Force Capabilities on Firm Performance 2018 Sales Service Summit Best Paper Award 2017 James M. Comer Award for Best Contribution to Selling and Sales Management Theory Do Sales and Service Compete? 2015 University of Houston Bauer College of Business A Hit Research Team Award for excellence in collaborative top-tier research work with Bauer faculty 5

6 2015 AMA Sales SIG Excellence in Research Award intended to recognize the author(s) of a professional selling and/or sales management article, published during the previous year that has made a significant contribution to the sales discipline Clemson College of Business Emerging Scholar Award 2014 SMA Conference Sales Track Best Paper Award 2014 AMA Summer Conference, Services Track Best Paper Award 2013 AMA Sales SIG Winner of Best Dissertation Award, Summer 2012 SMA Conference, Sales Track Best Paper Award 2012 AMA Sales SIG Winner of Best Dissertation Proposal Award, Winter 2012 ISBM Dissertation Competition Finalist 2010 ISBM PhD Student B2B Camp Fellow, Harvard Business School, August SEI Teaching Excellence Award Fall 2010, Spring & Fall Top Scoring Professor within Sales Excellence Institute (SEI) at University of Houston University of Houston - Presidential Scholarship , Doctoral Fellowship RESEARCH INTERESTS Sales and Service Performance External and Internal Brand/Identity Management Sales Force Impact at the Mktg-Finance Interface Customer Relationship Management Sales Force Management Sales Teams Employee Identification Management TEACHING INTERESTS AND EXPERIENCE Teaching Experience: Sales Management Professional Selling Advanced Professional Selling MBA Sales Leadership Technical Selling Teaching Interests: Value-Adding Presentations Entrepreneurial Selling Frontline Services and Selling 6

7 SERVICE Journal Service Editorial Review Board Journal of Personal Selling and Sales Management, 2012-present Journal of Service Research, 2017-present Guest Co-Editor Special Section in Industrial Marketing Management 2017 Understanding the Theory and Practice of Team Selling Ad-Hoc Reviewer Journal of Marketing International Journal of Research in Marketing Industrial Marketing Management Journal of Business Research Journal of Marketing Theory and Practice European Journal of Marketing Conference Service Chair Co-Chair, Sales/CRM Track, Winter AMA, February 2012 Session Chair, Sales and CRM Track, Winter AMA, February 2016 Reviewer National Conference on Sales Management 2013-present Academy of Marketing Science 2015-present Global Sales Science Institute 2016-present American Marketing Association 2012-present Academy of Marketing Science World Congress 2013-present Competitive Reviews Ad-Hoc Reviewer Mary Kay Dissertation Competition 2014, 2018 Sales Education Foundation 2014, 2015 University Service University Level Clemson University Research Grants Committee ( ) College Level College of Business Dean Search Committee ( ) College of Business Asst. Dean Search Committee ( ) 7

8 Department Level Marketing Faculty Search Committee ( ) Department Chair Search Committee (2018) Department Chair Advertising Committee (2016) Department Chair Selection Committee (2016) Recruitment/Screening for Faculty Hiring at Summer AMA 2015 Student Level Curated New Course Introduction to Technical Selling Founded Clemson s Sales Engineering Club National Collegiate Sales Competition Coach INDUSTRY EXPERIENCE Marketing and Sales Research and Strategy Consultant Provide customized research design, analysis, and recommendations to industry leaders in support of strategic decision making and implementation. Service areas include qualitative interviews, survey design and collection, data analysis, training, implementation and coaching. REFERENCES Dr. Michael Ahearne Professor of Marketing and Executive Director, Sales Excellence Institute C.T. Bauer College of Business University of Houston 334 Melcher Hall Houston, TX Phone: mahearne@uh.edu Dr. Adam Rapp Ralph and Luci Schey Associate Professor and Sales Center Executive Director College of Business Ohio University Copeland 201A Athens, OH rappa@ohio.edu Dr. Zachary Hall Assistant Professor of Marketing Neely School of Business Texas Christian University 357 Dan Rogers Hall Fort Worth, TX Phone: z.hall@tcu.edu 8