East China University of Science & Technology, College of Business B.B.A., June 1997 International Business

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1 Miao, page 1 of 5 C. Fred Miao Assistant Professor of Marketing School of Business Administration Portland State University Portland, OR Tel: fred.miao@pdx.edu EDUCATION University of Missouri Columbia, Robert J. Trulaske, Sr. College of Business Ph.D., Marketing, May 2007 Support area: Management Strategy/Organizational Behavior Grand Valley State University, Seidman School of Business M.B.A., May 2002 General Business East China University of Science & Technology, College of Business B.B.A., June 1997 International Business EMPLOYMENT HISTORY Portland State University, Portland, OR Assistant Professor of Marketing, 2015 Present Southern Connecticut State University, New Haven, CT Associate Professor of Marketing, Clarkson University, Potsdam, NY Assistant Professor of Marketing, University of Missouri, Columbia, MO Graduate Instructor, Research Assistant, General Motors, Shanghai, P.R.China Purchasing Coordinator, RESEARCH INTERESTS Sales Management, Business-to-Business Marketing, and Marketing Strategy.

2 Miao, page 2 of 5 TEACHING INTERESTS Marketing Management, Retail Management, Sales Management, Marketing Channels, and Marketing Research. COURSES TAUGHT Marketing Channels (Graduate and Undergraduate) Marketing Management (Graduate and Undergraduate) Retail Management (Undergraduate) Marketing Research (Undergraduate) Principles of Marketing (Undergraduate) PUBLICATIONS (Refereed Journal Articles) 1. Miao, C. Fred and G. Walter Wang (forthcoming), "Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword, Journal of the Academy of Marketing Science 2. Miao, C. Fred and G. Walter Wang (in press), The differential effects of functional visà-vis relational customer orientation on salesperson creativity, Journal of Business Research 3. Wang, G. Walter and C. Fred Miao (2015), Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance, Journal of Business Research, 68 (11), Scheer, Lisa K., C. Fred Miao, and Rob Palmatier (2015), Dependence and Interdependence in Marketing Relationships: Meta-analytic Insights, Journal of the Academy of Marketing Science, 43 (6), Miao, C. Fred and Kenneth R. Evans (2014), Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective, Journal of Business Research, 67 (6), Miao, C. Fred and Kenneth R. Evans (2013), The Interactive Effects of Sales Control Systems on Salesperson Performance A Job Demands-Resources Perspective, Journal of the Academy of Marketing Science, 41 (1), Miao, C. Fred and Kenneth R. Evans (2012), Effects of Formal Sales Control Systems: A Combinatory Perspective, International Journal of Research in Marketing, 29 (2), Scheer, Lisa K., C. Fred Miao, and Jason Garrett (2010), The Effects of Supplier Capabilities on Industrial Customers Loyalty: The Role of Dependence, Journal of the Academy of Marketing Science, 38 (1):

3 Miao, page 3 of 5 9. Miao, C. Fred, Don Lund, and Kenneth R. Evans (2009), Re-examining the Influence of Career Stages on Salesperson Motivation A Cognitive and Affective Perspective, Journal of Personal Selling & Sales Management, 29 (3): Miao, C. Fred, Kenneth R. Evans, and Shaoming Zou (2007) [lead article], The Role of Salesperson Motivation in Sales Control Systems Intrinsic and Extrinsic Motivation Revisited, Journal of Business Research, 60 (5): Miao, C. Fred and Kenneth R. Evans (2007), The Impact of Salesperson Motivation on Role Perceptions and Job Performance A Cognitive and Affective Perspective, Journal of Personal Selling & Sales Management, 27 (1): Palmatier, Rob, C. Fred Miao, and Eric Fang (2007), Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls, Industrial Marketing Management, 36 (5): BOOK CHAPTER Evans, K. R. and C. Fred Miao, Sales Force-Generated Marketing Intelligence, Chapter 7 (p ): The Oxford Handbook of Strategic Sales and Sales Management. Edited by David W. Cravens, Kenneth Le Meunier-Fitzhugh, and Nigel F. Piercy. Oxford University Press REFEREED CONFERENCE PROCEEDINGS AND PRESENTATIONS Miao, C. Fred, Douglas Hughes, Keith Richards, Frank Fu, and Manoshi Samaraweera (2014), Understanding the Dueling Effects of Service Climate, Transactional Sales Climate, and Climate Consensus on Service Quality and Sales Performance, American Marketing Association Summer Educators Conference, San Francisco, CA. Miao, C. Fred and Kenneth R. Evans (2012), Managing Salesforce Selling Behaviors and Performance: The Interactive Effects of Sales Control Systems, Best Paper Award in Personal Selling and Sales Management Track, American Marketing Association Summer Educators Conference, Chicago, IL. Miao, C. Fred and Kenneth R. Evans (2011), Effects of Formal Sales Control Systems: A Combinatory Perspective, American Marketing Association Summer Educators Conference, San Francisco, CA. Miao, C. Fred (2011), Building an adaptive sales force through sales control synergies, Academy of Marketing Science Conference, Miami, FL. Miao, C. Fred and Kenneth R. Evans (2009), The Influence of Sales Control Systems on Salespeople s Adaptive Knowledge, Selling Behaviors and Sales Performance: An Investigation of Individual and Contextual Effects, Academy of Marketing Science Conference, Baltimore, MA.

4 Miao, page 4 of 5 Lisa K. Scheer, C. Fred Miao, and Jason Garrett (2006), The Nature of Dependence in Buyer- Seller Relationships Antecedents and Consequences of Two Dimensions of Dependence, Institute for the Study of Business Markets (ISBM) Academic Conference, Northwestern University, Chicago, IL. Approach, The Best Doctoral Dissertation Award, Academy of Marketing Science Conference, San Antonio, TX. Approach, Enhancing Sales Force Productivity Conference, University of Missouri, Columbia. Approach, Winner of DSEF Sales Dissertation Grant, American Marketing Association Winter Educators Conference, St. Petersburg, FL. Miao, C. Fred (2005), Intrafirm Adaptation in Sales Manager Salesperson Relationships, discussant, Fourteenth Annual Robert Mittelstaedt Doctoral Symposium, University of Nebraska - Lincoln. Miao, C. Fred (2004), When Is the High/Low Status Brand Alliance a Viable Strategy? The Role of Strategic Complementarity, American Marketing Association Summer Educators Conference, Boston, MA. Miao, C. Fred (2004), Effects of Controversial Publicity on Consumers Responses When Bad News Boomerangs, American Marketing Association Summer Educators Conference, Boston, MA. RESEARCH GRANTS & AWARDS Miao, C. Fred (2016), Faculty Enhancement Grants ($14,960), Portland State University. Miao, C. Fred and Kenneth R. Evans (2012), Managing Salesforce Selling Behaviors and Performance: The Interactive Effects of Sales Control Systems, Best Paper Award in Personal Selling and Sales Management Track, American Marketing Association Summer Educators Conference, Chicago, IL. Summer Research Grant (2010), When Trust Hurts Performance: An Investigation of the Dark Side Effects in B2B Relationships. Clarkson University ($7,000). Winner of Direct Selling Education Foundation (DSEF) Sales Dissertation Grant (2006), Salesforce Control Systems An Integrated Approach. American Marketing Association ($2,500). The Best Doctoral Dissertation Award (2006), Salesforce Control Systems An Integrated Approach. Academy of Marketing Science ($500).

5 Miao, page 5 of 5 Outstanding Research Assistant Award (2006), University of Missouri-Columbia. Summer Competitive Research Paper Grant (2005), The Role of Salesperson Motivation in Sales Control Systems Intrinsic and Extrinsic Motivation Revisited. Department of Marketing, University of Missouri-Columbia ($3,700). Ponder Scholarship ( ), University of Missouri-Columbia. PROFESSIONAL SERVICE & MEMBERSHIP Reviewer, Journal of the Academy of Marketing Science Reviewer, International Journal of Research in Marketing Reviewer, Journal of Personal Selling & Sales Management Reviewer, Journal of Business Research Reviewer, European Journal of Marketing American Marketing Association Academy of Marketing Science