Directory

Directory

Bill Weeks, DBA

Professor - Marketing

Contact Information

Email:  Bill_Weeks@baylor.edu
Homepage:  http://business.baylor.edu/Bill_Weeks/billweeks.htm
Campus Phone:  (254) 710-4245
Fax:  (254) 710-1068
Mailing Address:  Baylor University, One Bear Place #98007
Waco, TX  76798-8007
Office Location:  HSB 226

Office Hours

T,TH 9:00-11:00, 3:30-4:30

Course Schedule

SemesterCourseNameTimeLocation
2014 - Fall MKT 3310.05 Pro Selling/Communication TR 1100AM - 1215PMHSB 100
2014 - Fall MKT 3310.04 Pro Selling/Communication TR 0930AM - 1045AMHSB 100

Educational Background

  • DBA - Marketing, INDIANA UNIV BLOOMINGTON, 1984
  • MBA - Marketing, CENTRL MICHIGAN UNIVERSITY, 1973
  • BS - Economics, CENTRL MICHIGAN UNIVERSITY, 1971
  • BS - Marketing, CENTRL MICHIGAN UNIVERSITY, 1971

Consulting

  • Training, Dental Industry, Dallas (September 5, 2007 - September 6, 2007)

Professional Memberships

  • SMT (Sales & Marketing Training Association)

Biography

After completing an enlistment with the U.S.M.C., Dr. Weeks earned undergraduate and M.B.A. degrees from Central Michigan University. This was followed by seven years with American Motors/Jeep Corp. and Kampgrounds of America, Inc. in sales, sales management, and mid-evel management positions. In 1984 he completed his D.B.A. at Indiana University and spent three years on the faculty at Washington State University. Dr. Weeks has been on the faculty at Baylor University since 1987, which includes 15 years as the director of the Center for Professional Selling during which time he helped estab lished an international reputation for offering a premier sales education for students and business people, as well as conducting leading edge sales research.

Dr. Weeks specializes in consulting, training and development regarding sales, support, and service professionals. He has worked with organizations in the transportation, financial, construction, food, dental, manufacturing, and recreational industries.

Dr. Weeks' research research interests include the development and implementation of corporate sales education programs, the salesperson/sales manager relationship impact on sales force performance, an organization's ethical climate's impact on sales performance, the impact of the relationship of the sales forces' buy-in to an organization's brand promise and customer satisfaction and firm performance, a classification of salespeople according to temporal dimensions, and cross-cultural differences regarding the causes of sales force performance. His work has been published in journals such as, the Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Personal Selling & Sales Management, Industrial Marketing Management, and Journal of Business Ethics.

Publications

Basic or Discovery Scholarship

"Factors that Influence the Job Market Decision: The Role of Faculty as a Knowledge Broker," Journal of Marketing Education, Vol. 36, No. 2 (Ausgust), (August 2014), pp. 105-118 (coauthors: Brian Rutherford, James Boles, Terry Loe).

Applied or Integration/Application Scholarship

"Why Perceived Barriers to Career Advancement are Important," Vol. December 2012, (December 2012) (coauthors: Elten Briggs, Fernando Jaramillo).

Basic or Discovery Scholarship

"An Empirical Investigation of the Impact of Polychronicity and Meeting Deadlines on Sales Force Role Stress," Journal of Personal Selling & Sales Management, (July 2012) (coauthors: Christophe Fournier, Chris Blocker, Larry Chonko).

Applied or Integration/Application Scholarship

"What Drives Work Performance and Commitment to an Organization," NPR, (February 2012).

Basic or Discovery Scholarship

"Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance, forthcoming (2012)," Journal of Personal Selling & Sales Management, (2012) (coauthors: Christophe Fournier, Christopher Blocker, Lawrence Chonko).

"The Impact of Perceived Ethical Climate on Organizational Variables, Individual Outcomes, and Salesperson Performance," Journal of Personal Selling & Sales Management, (September 2011) (coauthors: Elten Briggs, Fernando Jaramillo).

"Sales Force Turnover and Retention: A Research Agenda," Journal of Personal Selling & Sales Management, (July 2011) (coauthors: Jim Boles Georgia State University, George Dudley Behavioral Research Press, Vincent Onyemah Babson College, Dominique Rouzies HEC, France).

"The Effects of Perceived Barriers to Career Advancement on Job Attitudes and Job Outcomes," Journal of Business Research, (April 2011) (coauthors: Elten Briggs, Fernando Jaramillo).

Applied or Integration/Application Scholarship

"Integrating Sales Technology into Real Estate Sales Forces to Improve Sales Performance," The Keller Center Quarterly Research Report, (March 2011) (coauthors: Charles Fifield).

"Directions for Enhancing Customer Loyalty," The Keller Center Quarterly Research Report, (September 2010).

"Trying to Find and Keep Top-notch Agents for your Sales Team? Why Not Use the Person-Job Fit Approach?," Keller Center Research Report, (December 2009) (coauthors: Christopher Blocker).

Basic or Discovery Scholarship

"Alignment of Front-Line Personnel: A Preliminary Attempt at Scale Development," Journal of Selling & MajorAccount Management, (Summer 2009) (coauthors: Larry Chonko).

"The Impact of Time Congruity on Salesperson's Role Stress: A Person-Job Fit Approach," Journal of Personal Selling & Sales Management, (Winter 2009) (coauthors: Christophe Fournier).

"Sales Trainer Roles, Competencies, Skills, and Behaviors: A Case Study," Industrial Marketing Management, (July 2008) (coauthors: Joe M. Ricks, Jacqueline Williams).

"Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Salesforce Excellence: A Cross-Cultural Study," Journal of Personal Selling & Sales Management, Vol. 26, No. 2, (April 2006), pp. 205-217 (coauthors: Terry W. Loe, Larry Chonko, Carlos Martinez, and Kirk Wakefield).

"The Role of Mere Exposure Effect on Ethical Tolerance: A Two-Study Approach," Journal of Business Ethics, Vol. 58, No. 4, (June 2005), pp. 281-295 (coauthors: Justin G. Longenecker, Joe McKinney, Carlos Moore).

"Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation," Journal of Personal Selling & Sales Management, Vol. 24, No. 1, (2004), pp. 7-17 (coauthors: Jim Roberts, Larry Chonko, Eli Jones).

"The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence," Journal of Personal Selling & Sales Management, Vol. 24, No. 3, (2004), pp. 199-214 (coauthors: Terry W. Loe, Larry Chonko, Kirk Wakefield).

"The Impact of Perceived Ethical Climate on the Search for Salesforce Excellence," Journal of Personal Selling & Sales Management, Vol. 24, No. 3, (2004) (coauthors: Larry Chonko, Terry Loe, Kirk Wakefield). Received Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2004)

"An Experimental Investigation of Efforts to Improve Sales Students' Moral Reasoning," Journal of Personal Selling & Sales Management, Vol. 20, No. 4, (2000), pp. 243-252 (coauthors: Terry W. Loe).

"The Effects of Gender and Career Stage on Ethical Judgment," Journal of Business Ethics, Vol. 20, No. 4, (July 1997), pp. 301-313 (coauthors: Carlos Moore, Joe McKinney, Justin G. Longenecker).

"The Effects of Gender and Career Stage on Ethical Judgment," Journal of Business Ethics, Vol. 20, (1997), pp. 301-313 (coauthors: Carlos Moore, Joe McKinney, Justin Longenecker).

"The Evolution of National Account Management: A Literature Perspective," Journal of Personal Selling & Sales Management, Vol. 17, No. 4, (1997), pp. 49-59 (coauthors: Dan C. Weilbaker).

"Sales Training: Status and Needs," Journal of Personal Selling & Sales Management, Vol. 13, No. 4, (1993), pp. 81-86 (coauthors: Larry Chonko, Jeff Tanner).

Presentations and Proceedings

Basic or Discovery Scholarship

"Sales Panel," presented at the Academy of Marketing Science, Miami, FL, May 2011.
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