Directory

Directory

Andrea Dixon, Ph.D.

Executive Director - Center for Professional Selling
Executive Director - Keller Center
Associate Professor - Marketing

Contact Information

Email:  Andrea_Dixon@baylor.edu
Campus Phone:  (254) 710-1986
Fax:  (254) 710-1068
Mailing Address:  Hankamer School of Business, One Bear Place #98007
Waco, TX  76798
Office Location:  Suite 211, Office 213

Course Schedule

SemesterCourseNameTimeLocation
2014 - Fall MKT 4311.02 Prof Selling/Communic Ii MWF 0800AM - 0850AMHSB 100
2014 - Fall MKT 4311.01 Prof Selling/Communic Ii TR 0800AM - 0915AMHSB 100

Work Experience

  • Associate Professor of Marketing, Baylor University (2009 - Present)
  • Executive Director, Keller Center for Research and the Center for Professional Selling, Baylor University (2009 - Present)
  • The Frank M. And Floy Smith Holloway Professorship in Marketing, Baylor University (2009 - Present)
  • Executive Director, MS-Marketing Program, University of Cincinnnati (2008 - 2009)
  • Ronald J. Dornoff Teaching Fellow, University of Cincinnati (2008 - 2009)
  • Dean's Research Fellow, University of Cincinnati (2005 - 2008)
  • Scholar-In-Residence: Global Market Knowledge and Innovation Group, The Procter & Gamble Company (2005 - 2006)
  • Associate Professor, University of Cincinnati (2004 - 2009)
  • Assistant Professor, University of Cincinnati (1998 - 2004)
  • Sr. Director, Product Development & Marketing, GAMA International (1996 - 1998)
  • Lecturer/Associate Instructor, Indiana University (1989 - 1996)
  • Research Director, Matzell, Richards, & Buckley Advertising (1988 - 1989)
  • VP, Director of Marketing, The Wedding Pages of Boston (1987 - 1988)
  • VP, Project Director/Research Associate, Dorr Research Corporation (1985 - 1988)
  • Asst. Account Executive/Traffic Manager, Welch, Currier, Smith Advertising (1984 - 1985)

Awards and Honors

  • AMA Sales SIG Excellence in Teaching Award, American Marketing Association (2014)
  • Hankamer School of Business Teaching Excellence Award, Baylor University (2014)
  • Top University Sales Program, Sales Education Foundation (2013)
  • Top University Sales Program, Sales Education Foundation (2012)
  • Top Sales Coach, World Collegiate Sales Open (November 2011)
  • 3M Research Award, 3M Foundation (2011)
  • MSI Research Award, Marketing Science Institute (2011)
  • Top University Sales Program, Sales Education Foundation (2011)
  • Top University Sales Program, Sales Education Foundation (2010)
  • Academy of Fellows for Teaching and Learning, University of Cincinnati (2009)
  • Ronald J. Dornoff Teaching Fellow 2008-2009, University of Cincinnati (2009)
  • Dean's Research Fellow 2005-2008, University of Cincinnati (2008)
  • Outstanding Marketing Teacher (Award Winner), Academy of Marketing Science (2008)
  • Grilliot Award (Nominee), University of Cincinnati (2006)
  • Inspiring Fine Arts Volunteer Award, Cincinnati, Ohio's Fine Arts Fund (2006)
  • Michael L. Dean Excellence in Classroom Education and Learning MBA Teaching Award, University of Cincinnati (2003)
  • Outstanding Marketing Teacher (Nominee), Academy of Marketing Science (2003)
  • Who's Who in Business Higher Education, Academic Keys (2003)
  • Best Research Article for Sales Area, American Marketing Association (2002)
  • Nominated for Best Paper in Track, AMA Summer Educators Conference (2002)
  • Volunteer of the Year (Fine Arts Fund), Cincinnati's National Day of Philanthropy (2002)
  • Videoconferencing Partnership Team with ITESM, Queretaro, University of Cincinnati (2001)
  • Arts Star Volunteer, Cincinnati Enquirer (2000)
  • Faculty Development Grant for Harvard Business School Art & Craft of Discussion Leadership, University of Cincinnati (2000)
  • Faculty Development Grant, Multimedia Technology Platform, University of Cincinnati (2000)
  • Featured in "Pro Bono Marketing -- A Winning Deal", Marketing News (2000)
  • Distinguished Professor, MBA Program, Indiana University (1995)
  • Irwin National Teaching Award, Irwin Publishing (1994)
  • Doctoral Consortium Fellow, American Marketing Association (1993)
  • Lieber Award for Teaching Excellence, Indiana University (1993)
  • Otteson Award for Undergraduate Teaching Excellence, Indiana University (1992)

Professional Memberships

  • Academy of Marketing Science
  • American Marketing Association
  • Board Member, Global Sales Science Institute
  • Board Member, National Conference on Sales Management
  • Co-Chair of 2012 Conference, Global Sales Science Institute

Biography

Frank M. & Floy Smith Holloway Endowed Professor in Marketing

Executive Director of the Center for Professional Selling and the Keller Center for Research

Andrea Dixon (PhD - Indiana University) joined the Marketing faculty at Baylor University in Fall 2009. Coming from an industrial background in research, planning and advertising, her research interests embrace behavioral issues related to sales, service and customer satisfaction. Andrea has published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, the Journal of Personal Selling and Sales Management, The Journal of Satisfaction, Dissatisfaction and Complaining Behavior, and several other journals. In 2002, Dixon's research published in the Journal of Marketing was selected as the award-winning research in the sales area.

From 1989-2009, Dr. Dixon was on the faculty at the University of Cincinnati, with her last appointment at U.C. as the Executive Director of the Masters in Science in Marketing (MS-Marketing) program. Through this leadership role, Andrea developed and institutionalized an integrated Capstone-learning experience, the only one of its kind in the United States. MS-Marketing students completed Capstone learning projects for organizations such as Procter & Gamble, Hill-Rom Inc., Northlich, dunnhumbyUSA, Cincinnati Bell, and Sun Chemical.

While serving as a faculty member at the University of Cincinnati (U.C.) and Indiana University-Bloomington (I.U.), Dr. Dixon taught an array of graduate and undergraduate courses. One of U.C.'s MBA EXCEL Teaching Award winners, Dixon was selected for a national teaching award by Irwin Publishing, as a distinguished professor by Indiana University MBA students, and for a university-wide award by her academic colleagues at I.U. In 2008, she was named the Academy of Marketing Science's Marketing Teacher Award winner and the Ronald J. Dornoff Teaching Fellow at U.C. Prior to teaching at U.C., Andrea worked closely with GAMA International as the Senior Director of Product Development and Marketing.

Dr. Dixon has spoken at numerous companies and executive education programs on her research in sales management and in branding. Along with colleagues from Indiana University, she authored a text on recruiting and selection. As a member of The Sales Educators, Andrea has co-authored Strategic Sales Leadership: BREAKThrough Thinking for Radical Results. Professor Dixon is the Past-President and Vice-President of Conference Programming for the Selling and Sales Management Special Interest Group of the American Marketing Association. She co-chaired the 2012 Global Sales Science Institute Conference (in Finland) and the 2007 Winter AMA Educators Conference.

Dr. Dixon serves on the Editorial Review Boards for the Journal of Personal Selling and Sales Management, the Journal of Marketing Theory and Practice, and the Journal of Business-to-

Business Marketing.

Publications

Applied or Integration/Application Scholarship

"Attracting Talent from University Sales Programs to Grow Your Real Estate Agency," Keller Center Research Report, (June 2014) (coauthors: R. Agnihotri, L. Bonney, R. Erffmeyer, E. Pullins, J. Sojka, V. West).

Teaching and Learning Scholarship

"Developing a Stakeholder Approach for Recruiting Top‐level Sales Students," Journal of Marketing Education, (April 2014) (coauthors: R. Agnihotri, L. Bonney, R. Erffmeyer, E. Bolman-Pullins, J. Sojka, V. West).

Applied or Integration/Application Scholarship

"Engineering Success for Your Agents," Keller Center Research Report, (March 2014) (coauthors: K. Flaherty, S. Lam, N. Lee, J. Mulki).

Basic or Discovery Scholarship

"Does Supervisory Knowledge Shape Positive Salesperson Behaviors? Salesperson Knowledge as a Linking Mechanism," Proceedings of 2014 AMA Winter Marketing Educators' Conference: Engaging Customers, Vol. 25, (2014) (coauthors: H.E. Ozkaya, J.M. Jung, N.H. Choi, R.O. Fabrize, Jr.).

Teaching and Learning Scholarship

"Special Issue on Sales Education and Training," (2014).

"Special Issues on Sales Education and Training," Journal of Marketing Education, (2014).

Applied or Integration/Application Scholarship

"Future Shock is Here: Information Overload and Today's Home Buyer," Keller Center Research Report, (December 2013).

"Help Me Buy: The Value of a Strong Routine," Keller Center Research Report, (December 2013).

"How Technology is Changing the Sales Environment," Keller Center Research Report, (March 2013) (coauthors: Jacob Christie, Curtis Schroeder, Mark Tarro, Dennis The).

"Keller Center Research Report: Intentionally Searchable and Global," Keller Center Research Report, (March 2013).

Basic or Discovery Scholarship

"Global Sales Science Institute 2012 Conference Proceedings," (2012) (coauthors: Liisa Kairisto Mertanen).

Applied or Integration/Application Scholarship

"Research Priorities for the Decade," (2012) (coauthors: Bruce Robertson).

Basic or Discovery Scholarship

"Creating the Future for Sales and Sales Management Research, (Winter).," Journal of Personal Selling & Sales Management, (Winter 2012) (coauthors: Jeff Tanner).

"Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows," Journal of Personal Selling & Sales Management, (Winter 2012) (coauthors: Karen Flaherty, Son Lam, Nicholas Lee, Jay Mulki).

"Transforming Selling: Why It is Time to Think Differently About Sales Research," Journal of Personal Selling & Sales Management, (Winter 2012) (coauthors: Jeff Tanner).

Applied or Integration/Application Scholarship

"Getting Off to a Fast Start," Keller Center Research Report, (March 2011) (coauthors: Bruce Robertson).

Basic or Discovery Scholarship

"Customer Selection to Acquire, Retain and Grow," , Ken LeMeunier-Fitzhugh, Nigel Piercy, and David W. Cravens (eds.), 2011.

Applied or Integration/Application Scholarship

"Personal "Touch" Portfolio: Connecting with the Right Clients to Grow Your Business," Keller Center Research Report, (June 2010).

"Bouncing Back Following Failure," Keller Center Research Report, (October 2009).

Basic or Discovery Scholarship

"The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005," Journal of Personal Selling & Sales Management, (Fall 2008) (coauthors: Robert Carter, William Moncrief).

"Marketing Theory and Applications," Vol. 18, (2007) (coauthors: Karen Machleit).

"Research in Selling and Sales Management: An Agenda from Sales Practitioners," Journal of Personal Selling & Sales Management, (Summer 2006) (coauthors: Bruce Robertson, David Curry).

"Corrigendum to ‘Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance’," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson).

"Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson).

"Old Hand or New Blood?," Vol. July, (2006) (coauthors: F. Cespedes, A. Gardner, S. Kerr, R. Kelley).

Applied or Integration/Application Scholarship

"Systems for Success: Finding the Right People," (2006) (coauthors: Carol Walsh).

Basic or Discovery Scholarship

"The Social Network Ties of Group Leaders: Implications for Group Performance and Leader Reputation," Organization Science, (2006) (coauthors: Ajay Mehra, Daniel Brass, Bruce Robertson).

"Bouncing Back: How Salesperson Optimism and Self Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling & Sales Management, (Fall 2005) (coauthors: Susan Schertzer).

Teaching and Learning Scholarship

"The Scholarship of Teaching in Sales Education," Marketing Education Review, (Summer 2005) (coauthors: Rolph Anderson, Eli Jones, Mark Johnston, Raymond LaForge, Greg Marshall, John Tanner, Jr.).

Basic or Discovery Scholarship

"Key Accounts and Team Selling: Review, Framework, and Research Agenda," Journal of Personal Selling & Sales Management, (Spring 2005) (coauthors: Eli Jones, Larry Chonko, Joseph Cannon).

Teaching and Learning Scholarship

"Exploring the 'Lone Wolf' Phenomenon in Student Teams," Journal of Marketing Education, Vol. 27, No. 1, (2005) (coauthors: Terri Barr, Jule Gassenheimer).

Basic or Discovery Scholarship

Strategic Sales Leadership: BREAKthrough Thinking for Breakthrough Results, 2005 (coauthors: Jerry Bauer, Thomas Ingram, Eli Jones, Raymond LaForge, Thomas Leigh, Greg Marshall, Michael Morris).

"Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons' Behavioral Responses," Journal of Personal Selling & Sales Management, (Winter 2005) (coauthors: Lukas Forbes, Susan Schertzer).

"Dysfunctional Behavior among Sales Representatives: The Impact of Supervisory Trust, Participation, and Information Controls," Journal of Personal Selling & Sales Management, (Summer 2004) (coauthors: N. Choi, Jae-Min Jung).

"Listening Begins at Home," Harvard Business Review, (November 2003) (coauthors: James Stengel, Chris Allen).

"Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation," Journal of the Academy of Marketing Science, (Fall 2003) (coauthors: Rosann Spiro, Lukas Forbes).

"Identifying the Lone Wolf: A Team Perspective," Journal of Personal Selling & Sales Management, (Summer 2003) (coauthors: Jule Gassenheimer, Terri Barr).

Applied or Integration/Application Scholarship

"Systems for Success: Building the Right People," (2003) (coauthors: Carol Walsh, Lukas Forbes, Jule Gassenheimer).

"Systems for Success: Keeping the Right People," (2003) (coauthors: Bruce Robertson, Susan Schertzer, Carol Walsh).

Basic or Discovery Scholarship

"Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes," Journal of Personal Selling and Sales Management, (Fall 2002) (coauthors: Jule Gassenheimer, Terri Barr).

"Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions," Journal of Marketing, (July 2001) (coauthors: Rosann Spiro, Maqbul Jamil).

Applied or Integration/Application Scholarship

"Industry Priorities," (2001) (coauthors: Bruce Robertson).

"Not Everyone Wants Wheat Bread...Varying Your Attraction Approach by Candidate Segment," GAMA International Journal, (July 1999) (coauthors: W. Scott Anders).

"Desktop Masters: Marketing and Positioning Your Sales Organization," (1998).

"Desktop Masters: Recruiting and Selection," (1998).

"Making Sense of Recruiting & Selection in a Changing World: A Future Forum," (1996).

"A Study of Agency Recruiting and Selection Practices," (1995) (coauthors: Frank Acito, Scott MacKenzie, Philip Podsakoff).

"Industry Research Udpate: Focus on Recruiting and Training," (1995).

Basic or Discovery Scholarship

"Sellers and Buyers on the Boundary: Potential Moderators of Role Stress-Job Outcome Relationships," Journal of the Academy of Marketing Science, (Winter 1994) (coauthors: Ronald Michaels).

"The Impact of Value Judgments on Consumer Satisfaction," Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, Vol. 6, (1993) (coauthors: Richard Spreng, Richard Olshavsky).

Teaching and Learning Scholarship

"Developing a Stakeholder Approach for Recruiting Top-Level Sales Students," Journal of Marketing Education, Vol. April (coauthors: Raj Agnihotri, Leff Bonney, Robert Erffmeyer, Ellen Bolman Pullins, Jane Sojka, Vicki West).

Presentations and Proceedings

"A 21-Year Review of the Intersection of Interactive Marketing and Professional Selling: The Past, Present and Future," presented at the Biennial Conference, 2014 (coauthors: J. Peltier).

Teaching and Learning Scholarship

"Evolution of Experiential Teaching Approaches in Selling & Sales Management," presented at the National Conference of Sales Management, 2014 (coauthors: Jeff Tanner).

"The Latest Perspectives on Sales Education and Training," presented at the Summer Educator Conference, 2014.

Basic or Discovery Scholarship

"A ‘Lightning Talk’ on Managing the Customer-Employee Interface," presented at the Winter Educator Conference, 2014.

"Working the Network," presented at the , 2014.

"Best Practices on Sales Competitions," presented at the 2013 USCA, September 2013 (coauthors: Candace Mailand, Ellen Pullins, Rosann Spiro).

"Social Network Analysis," presented at the 2013 AMA Faculty Consortium, June 2013 (coauthors: Candace Mailand, Ellen Pullins, Rosann Spiro).

"The Benefits and Nuances of Conducting Research with Global Sales Scholars," presented at the 2013 AMA Faculty Consortium, June 2013 (coauthors: Candace Mailand, Ellen Pullins, Rosann Spiro).

"Understanding Distribution Channel Differences between Country Groups Based on Freedom, Economic, and Technology Differences," presented at the 2013 GSSI Conference, June 2013.

"Sales Channels -- What Are They?," presented at the 2012 GSSI Conference, June 2012.

"Coaching vs. Teaching Sales Students," presented at the 2012 Sales Educators Academy, June 2012 (coauthors: Josh Wiener).

"Experiential Learning Approaches to Teaching Sales for the Good of Society," presented at the 2012 AMA Winter Educator Conference, February 2012 (coauthors: Candace Mailand, Ellen Pullins, Rosann Spiro).

"Activating Your Brand During the Job Seeking Process -- The Interviewer's Perspective," presented at the 2012 Winter Educator Conference, February 2012 (coauthors: Josh Wiener).

"What's Next in Sales," presented at the 2011 AMA Summer Educator Conference, August 2011.

"Exploring Cross-Cultural Differences in the Selling Process," presented at the 2011 GSSI Conference, June 2011.

"Sales Competitions as a Teaching Tool," presented at the 2011 Sales Educators Academy, June 2011.

"Sales Network Engineering: The Evolution of the Traditional Sales Manager," presented at the 2011 AMS Educator Conference, May 2011.

"Sales Research -- Where is the Cutting Edge?," presented at the 2011 AMS Educator Conference, May 2011.

"Coaching Isn't Teaching: How Top Sales Coaches Prepare Their Sales Team for National and Regional Competitions," presented at the 2011 AMA Winter Educator Conference, February 2011.

"Current Trends Affecting the Sales Force and Its Ability to Create Customer Value in the Down Economy," presented at the 2010 AMA Winter Educator Conference, February 2010.

Teaching and Learning Scholarship

"Managing the Pedagogical Intensity of the Sales Curriculum," presented at the 2010 AMA Summer Educators Conference, 2010.

Basic or Discovery Scholarship

"Complexities and Challenges in Conducting Sales Research," presented at the 2010 Summer Educators Conference, 2010.
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