Jeff Tanner, Jr., Ph.D.

Professor - Marketing

Contact Information

Campus Phone:  (254) 710-3485
Fax:  (254) 710-1068
Mailing Address:  One Bear Place #98007
Waco, TX  76798
Office Location:  HSB 208

Office Hours

T-Thr 8-11


  • Litigation, Slattery & Emmerich, Minneapolis, MN (September 2009 - December 2009)
  • Management, Sri-IIST, Waco (November 2007 - July 2011)


Basic or Discovery Scholarship

"Panacea or Paradox: The Moderating Role of Ethical Climate," Journal of Personal Selling & Sales Management, (December 2014) (coauthors: Emily C. Tanner, Kirk Wakefield).

"Promotion to Change Lifestyle: Securing Participation and Success," Health Marketing Quarterly, Vol. 31, No. 4, (December 2014), pp. 293-311 (coauthors: Morris George).

Applied or Integration/Application Scholarship

Analytics & Dynamic Customer Strategy: Big Profits from Big Data: Wiley, July 2014.

Basic or Discovery Scholarship

"A Cross-Cultural Investigation of the Stereotype for Salespeople: Professionalizing the Profession," Journal of Marketing Education, (May 2014) (coauthors: Christophe Fournier, P.K. Banda, Jorge Wise).

"New Media in B2B," Winter AMA Educator's Conference, (February 2014).

Applied or Integration/Application Scholarship

Dynamic Customer Strategy: Today's CRM: Business Expert Press, December 2013.

Basic or Discovery Scholarship

"ADVANCING A YOUTH-CENTERED APPROACH FOR RISK BEHAVIOR:," Journal of Business Research, (July 2012) (coauthors: Marlys Mason).

"Compensation and Control Systems," Journal of Personal Selling & Sales Management, Vol. 32, No. 1, (January 2012), pp. 107-115 (coauthors: Manfred Krafft, Thomas DeCarlo, F. Juliet Poujol).

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

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

Applied or Integration/Application Scholarship

"Worksite Wellness: How Engagement Drives Real Health Improvement," (September 2011) (coauthors: Morris George).

Basic or Discovery Scholarship

"Compliance versus Preference: Understanding Salesperson Response to Contests," Journal of Business Research, Vol. 64, (July 2011), pp. 664-671 (coauthors: F. Juliet Poujol, Christophe Fournier).

"Youth and Risky Consumption: Moving Toward a Transformative Approach," Journal of Research for Consumers, Vol. 19, (Winter 2011), pp. 1-8 (coauthors: Marlys Mason).

"Web-Site Spillover of Email Campaigns: The Role of Privacy, Trust and Shoppers'," Journal of Business Research, Vol. 63, (September 2010), pp. 994-999 (coauthors: Anne-Sophie Cases, Christophe Fournier, Pierre Dubois).

"The Impact of Sales Contests on Salespeople's Customer Orientation," Journal of Personal Selling & Sales Management, Vol. 30, No. 1, (Winter 2010), pp. 7-22 (coauthors: F. Juliet Poujol).

Teaching and Learning Scholarship

"Sacramento Kings: Priceless?," (November 2009) (coauthors: Krissy Keen, Mike Vogelaar).

Basic or Discovery Scholarship

"The Moderating Effect of Ethical Climate on Salesperson Propensity to Leave," Journal of Personal Selling & Sales Management, (August 2009) (coauthors: Christophe Fournier, Lawrence B. Chonko, Chris Manolis).

Applied or Integration/Application Scholarship

"The Foundation of a Sustainable Competitive Advantage," Customer Strategist, Vol. 1, No. 1, (Summer 2009), pp. 34-36.

Basic or Discovery Scholarship

"Evaluating a Community Saturation Model of Abstinence Education: An Application of Social Marketing Strategies," Health Marketing Quarterly, Vol. 26, No. 1, (Winter 2009), pp. 27-38 (coauthors: Mary Anne Raymond, Stacey D. Ladd).

Teaching and Learning Scholarship

"Houston Dynamo," (November 2008) (coauthors: Brittany Blum, Caleb O'Flaherty, Brittney Darensberg, Matt Goodwin).

Sales Management: Shaping Future Sales Leaders, Upper Saddle River, New Jersey, October 2008 (coauthors: Earl Honeycutt, Robert Erffmeyer).

Basic or Discovery Scholarship

"Executives' Perspectives of the Changing Role of the Sales Profession," Journal of Business & Industrial Marketing, Vol. 23, No. 3, (Fall 2008), pp. 193-202 (coauthors: Jorge Wise, Christophe Fournier, Sandrine Hollet).

"Interpersonal Influence and adolescent materialism and compulsive buying," Social Influence, (June 2008) (coauthors: Jim Roberts, Chris Manolis).

"Reaching Parents to Prevent Adolescent Risky Behavior: Examining the Effects of Threat Portrayal and Parenting Orientation on Parental Participation Perceptions," Journal of Public Policy & Marketing, Vol. 27, No. 2, (Spring 2008), pp. 149-172 (coauthors: Les A. Carlson, Mary Anne Raymond, Christopher D. Hopkins).

Teaching and Learning Scholarship

Selling: Building Partnerships, 7e, 2008 (coauthors: Barton A. Weitz, Stephen B. Castleberry).

Applied or Integration/Application Scholarship

"Why Would You Want to be a Salesperson?," (January 2007), pp. 20-23.

Basic or Discovery Scholarship

"Adolescent Autonomy and the Impact of Family Structure on Materialism and Compulsive Buying," Journal of Marketing Theory and Practice, Vol. 14, No. 4, (Fall 2006), pp. 301-315 (coauthors: Jim Roberts, Chris Manolis).

"Industrial Buyers' Risk Aversion and Channel Selection," Journal of Business Research, Vol. 59, No. 6, (2006), pp. 653-661 (coauthors: Marjorie Cooper, Kirk Wakefield).

"Materialism and the Family Structure-Family Stress Relationship," Journal of Consumer Psychology, Vol. 15, No. 2, (2006), pp. 183-185 (coauthors: Jim Roberts, Chris A. Manolis).

"Retailer Merchandising Decisions: Using Retailer Perceptions to Develop a Multi-Level Competitive Strategic Profit Model," Journal of Marketing Management, (2006) (coauthors: Mary Anne Raymond, John Mittelstaedt, Christopher Hopkins).

The Hard Truth about Soft Selling, Dallas, Texas, 2006 (coauthors: George W. Dudley).

"Understanding Parental Beliefs and Attitudes about Children's Sexual Behavior: Insights from Parental Style," Journal of Consumer Affairs, (2006) (coauthors: Les A. Carlson).

"CRM in Sales-Intensive Organizations: A Review and Future Directions," Journal of Personal Selling & Sales Management, Vol. 25, No. 2, (April 2005), pp. 171-182 (coauthors: Michael Ahearne, Thomas W. Leigh, Charlotte Mason, and William Moncrief).

Teaching and Learning Scholarship

Business Marketing: Connecting Strategy, Relationships, and Learning 3e, 2005 (coauthors: Robert Dwyer).

Basic or Discovery Scholarship

"Materialism and the Family Structure - Family Stress Relation," Journal of Consumer Psychology, Vol. 15, No. 2, (2005), pp. 183-190 (coauthors: Jim Roberts, Chris Manolis).

Teaching and Learning Scholarship

"The Scholarship of Teaching Sales Education," Marketing Education Review, Vol. 15, No. 2, (2005), pp. 1-12 (coauthors: Raymond LaForge, Rolph Anderson, Andrea Dixon, Mark Johnston, Eli Jones, Greg Marshall).

"Individual and Institutional Productivity in the Scholarship of Teaching: A Study of Marketing Education Journals," Marketing Education Review, Vol. 14, No. Spring, (April 2004), pp. 33-44 (coauthors: Faye McIntyre).

Basic or Discovery Scholarship

"Adolescents' Perceptions of Factors Influencing Values and Sexual Activity: Implications for Social Marketing Initiatives," Journal of Nonprofit and Public Sector Marketing, Vol. 12, No. 2, (2004), pp. 29-49 (coauthors: Cynthia Mitchell and Mary Anne Raymond).

"Factors Associated with Propensity to Leave the Organization: A Study of Salespeople," Marketing Management Journal, Vol. 14, No. 1, (2004), pp. 90-102 (coauthors: Praveen Agrawwal, Stephen B. Castleberry).

Applied or Integration/Application Scholarship

LaVega MCCAP Participant Report 1999-2000

Basic or Discovery Scholarship

"Risk Avoidance and Risk Reduction: Reaching Teens at Risk," Healthcare Marketing Quarterly, Vol. 21, No. 3, (2004), pp. 79-106 (coauthors: Christopher Hopkins, Mary Anne Raymond).

Applied or Integration/Application Scholarship

"Robinson MCCAP Participant Report 1999-2000," (2004).

Basic or Discovery Scholarship

"Appealing to our Fears of Radon as the Phantom Menace," Psychology & Marketing, Vol. 20, No. 5, (2003), pp. 377-394 (coauthors: Michael LaTour).

"Fear, Coping, and Information: A Pilot Study on Motivating a Healthy Response," Journal Health Marketing Quarterly, Vol. 20, No. 1, (2003), pp. 51-73 (coauthors: David R. Eppright, James B. Hunt, George R. Franke).

"Teachers' Attitudes Towards Abstinence-Only Sex Education Curricula," Education, Vol. 123, No. 4, (2003), pp. 780-788 (coauthors: Rodney Bowden, Beth Lanning, Rusty Pippin).

"Consumer Socialization and High Risk Sexual Behavior: Implications for Media Strategy and Public Policy," Journal of Public Policy and Marketing, Vol. 21, No. 1, (April 2002), pp. 37-52 (coauthors: John Mittlestadt, Jesse N. Moore, Mary Anne Raymond).

"A Learning Model of Trade Show Attendance," Journal of Hospitality and Convention Management, Vol. 3, No. 3, (2002), pp. 3-26 (coauthors: Lawrence B. Chonko, Thomas V. Ponzurick).

"Compulsive Buying and Sexual Attitudes, Intentions, and Activity Among Adolescents: An Extension of Roberts and Tanner 2000," Psychology Reports, Vol. 90, (2002), pp. 1259-1260 (coauthors: James A. Roberts).

"Leveling the Playing Field: Factors Influencing Trade Show Success for Small Companies," Industrial Marketing Management, Vol. 31, No. 3, (2002), pp. 229-240.

"Response to Selling in the New Millennium: A Joint Agenda," Industrial Marketing Management, Vol. 31, No. 7, (2002), pp. 569-572.

"What Are They Thinking? Student Expectations and Self-Assessments may be the Bane of Teaching Evaluations," Journal of Education for Business, Vol. 77, No. 5, (2002), pp. 271-281 (coauthors: Larry Chonko, Roger Davis).

"Cost Complexity of Pricing Decisions for Exporters in Developing and Emerging Markets," Journal of International Marketing, Vol. 9, No. 3, (2001), pp. 19-41 (coauthors: Jung Hoon Kim, Mary Anne Raymond).

"Using Trade Shows Throughout the Product Life Cycle," Journal of Promotion Management, Vol. 8, No. 1, (2001), pp. 109-125 (coauthors: Lawrence B. Chonko).

Applied or Integration/Application Scholarship

"Entertaining in Sales: Will my Golf Game Get Better?," (September 2000), pp. 21-23.

Basic or Discovery Scholarship

"Compulsive Buying and Risky Behavior Among Adolescents," Psychological Reports, Vol. 86, No. 3, (2000), pp. 763-770 (coauthors: James A. Roberts).

Applied or Integration/Application Scholarship

Connally MCCAP Participant Report 1999-2000

McLennan County Collaborative Abstinence Project 1999-2000 Evaluation Report

Basic or Discovery Scholarship

"Vertical Exchange and Salesperson Stress," Vol. 13, (Spring 1993), pp. 27-36 (coauthors: Larry Chonko, Mark Dunn).

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

Teaching and Learning Scholarship

Managerial Marketing Research, Las Palomas, CA, 1990.

Presentations and Proceedings

"The Choice: Lasting Effects of Reasons for Salesperson’s Job Selection," Proceedings of the Society for Marketing Advances, New Orleans, November 2014, Vol. 2014, pp. 178-181 (coauthors: Emily Tanner, Kirk Wakefield).

Teaching and Learning Scholarship

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

"Business with a Mission in Africa," presented at the Global Business Forum, HSB, March 2013 (coauthors: Cindy Riemenschneider, Blaine McCormick).

Basic or Discovery Scholarship

"Strengthening Empathy and Directed Altruism," presented at the Wharton Customer Analytics Initiative Research Symposium, Philadelphia, December 2012 (coauthors: Ann Mirabito, Morris George, Susan Harford).

"Health Promotion in Corporations Through Personal Intervention: Influencing Factors and Outcomes," Proceedings of the AMA Winter Marketing Educator's Conference, St. Petersburg, FL, February 2012 (coauthors: Morris George).

"Fake It to Make It," Proceedings of the Sensory Marketing: The Next Frontier, Memphis TN, November 2011 (coauthors: George Dudley).

Applied or Integration/Application Scholarship

"Illuminating the Path to Purchase," presented at the Partners, Orlando, FL, October 2011.

"Dynamic Strategy: It's Smarketing," presented at the Social Media Strategies, Palo Alto, CA, September 2011.

"Social Media Strategies for B2B," presented at the Red Diamond Congress, Orlando, August 2011.

"Multi-Channel Strategy," presented at the Red Diamond Congress, Orlando, August 2011.

"Incentive Systems and Corporate Strategy, Sales Managers, Sales Professionals, and Customers – What we Know and Need to Know," presented at the Annual Conference, May 2011 (coauthors: Manfred Krafft, Tom DeCarlo, F. Juliet Poujol).
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