Keith Richards
Marketing
Associate Professor - Marketing
Contact Information
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Email:
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Keith_Richards@baylor.edu
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Mailing Address:
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One Bear Place #98007
Waco, TX 76706
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Office Location:
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Paul L. Foster Campus for Business and Innovation 220.10
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Educational Background
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PHD - Marketing, University Of Houston Main Campus
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MBA - Marketing, Indiana University Bloomington
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BA - Journalism, Baylor University
Work Experience
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Associate Professor of Marketing, Baylor University (July 1, 2015 - Present)
Awards and Honors
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James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling and Sales Management (2016)
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College Outstanding Service Award, University of Tennessee at Chattanooga (2014)
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Best in Track, Product Development Track, Academy of Marketing Science Conference (2009)
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James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling and Sales Management (2009)
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Dissertation Research Grant Winner, American Marketing Association, Selling and Sales Management Special Interest Group (2006)
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Doctoral Fellow, National Conference in Sales Management (2006)
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Outstanding Teacher, Program for Excellence in Selling, University of Houston (2006)
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Provost's Graduate Assistant Teaching Award, University of Houston (2006)
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Doctoral Fellow, National Conference in Sales Management (2005)
Publications
Basic or Discovery Scholarship
"Driving In-Role and Extra-Role Brand Performance among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation,"
Journal of Retailing, Vol. 95, No. 2, (June 2019), pp. 130-143 (coauthors: Douglas E Hughes, Roger Calantone, Brian Baldus, Richard A Spreng).
"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