Directory

Directory

Keith Richards

Associate Professor - Marketing

Contact Information

Email:  Keith_Richards@baylor.edu
Campus Phone:  (254) 710-3485
Mailing Address:  One Bear Place #98007
Waco, TX  76798-8007
Office Location:  Foster Business and Innovation 220.10

Educational Background

  • PHD - Marketing, Univ Houston Main Campus
  • MBA - Marketing, Indiana Univ Bloomington
  • BA - Journalism, Baylor University

Work Experience

  • Associate Professor of Marketing, Baylor University (July 1, 2015 - Present)

Awards and Honors

  • James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling and Sales Management (2016)
  • College Outstanding Service Award, University of Tennessee at Chattanooga (2014)
  • Best in Track, Product Development Track, Academy of Marketing Science Conference (2009)
  • James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling and Sales Management (2009)
  • Dissertation Research Grant Winner, American Marketing Association, Selling and Sales Management Special Interest Group (2006)
  • Doctoral Fellow, National Conference in Sales Management (2006)
  • Outstanding Teacher, Program for Excellence in Selling, University of Houston (2006)
  • Provost's Graduate Assistant Teaching Award, University of Houston (2006)
  • Doctoral Fellow, National Conference in Sales Management (2005)

Publications

Basic or Discovery Scholarship

"On the nature of international sales and sales management research: A social network–analytic perspective," Journal of Personal Selling & Sales Management, (January 2018) (coauthors: Wyatt Schrock, Yanhui Zhao, Douglas Hughes, Mohammad Sakif Amin).

"JPSSM Since the Beginning: Intellectual Cornerstones, Knowledge Structure, and Thematic Developments," Journal of Personal Selling & Sales Management, Vol. 36, No. 4, (December 2016), pp. 321-343 (coauthors: Wyatt A. Schrock, Yanhui Zhao, Douglas E. Hughes).

"Better together: trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance," Marketing Letters, Vol. 27, No. 2, (2016), pp. 351-360 (coauthors: Wyatt A Schrock, Douglas E Hughes, Frank Q Fu, Eli Jones).

"Salesperson Attributions: Evaluating the Impact of Timing of Prior Actions," Journal of American Academy of Business, Cambridge, The, Vol. 17, No. 2, (2012), pp. 1-7 (coauthors: Frank Q. Fu).

"Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy," Journal of Marketing, Vol. 74, No. 6, (2010), pp. 61–76 (coauthors: Frank Q Fu, Douglas E Hughes, Eli Jones).

"Tracking and updating academic research in selling and sales management: A decade later," Journal of Personal Selling & Sales Management, Vol. 30, No. 3, (2010), pp. 253–271 (coauthors: William C Moncrief, Greg W Marshall).

"Developing a strategic framework of key account performance," Journal of Strategic Marketing, Vol. 17, No. 3-4, (2009), pp. 221–235 (coauthors: Eli Jones, Diane Halstead, Frank Q Fu).

"Key account management: Adding elements of account fit to an integrative theoretical framework," Journal of Personal Selling & Sales Management, Vol. 29, No. 4, (2009), pp. 305–320 (coauthors: Eli Jones).

"The motivation hub: Effects of goal setting and self-efficacy on effort and new product sales," Journal of Personal Selling & Sales Management, Vol. 29, No. 3, (2009), pp. 277–292 (coauthors: Frank Q Fu, Eli Jones).

"Why Study Intraorganizational Issues in Selling and Sales Management?," Journal of Personal Selling & Sales Management, Vol. 38, No. 2, pp. 169-171 (coauthors: Willy Bolander).

Presentations and Proceedings

Basic or Discovery Scholarship

"Operationalizing Research in Emerging Economies: The Cases of China and Latin America," presented at the Winter Marketing Academic Conference, 2015.

"Understanding the Joint Effects of Service Climate, Transactional Sales Climate, and Climate Consensus on Service Quality and Sales Performance," presented at the Summer Marketing Academic Conference, 2014.
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