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Stephanie Mangus

Assistant Professor - Marketing

Contact Information

Email:  Stephanie_Mangus@baylor.edu
Mailing Address:  One Bear Place #98007
Waco, TX  76706
Office Location:  Paul L. Foster Campus for Business and Innovation 220.13

Educational Background

  • PHD - Marketing, Louisiana State University Baton Rouge
  • MBA - Marketing, University Of Cincinnati, Oh
  • BA - Communication, Ohio Northern University

Work Experience

  • Associate Professor, Baylor University (August 2024 - Present)
  • Assistant Professor of Marketing, Baylor University (August 2018 - July 2024)
  • Assistant Professor of Marketing, Michigan State University (August 2014 - May 2018)
  • Instructor, Louisiana State University (May 2012 - May 2014)
  • Teaching Assistant, Louisiana State University (August 2010 - May 2012)

Awards and Honors

  • Editor's Choice - Sales Track, Journal of Business Research (July 2024)
  • 2023 JAMES M. COMER AWARD for Best Contribution to Selling and Sales Management Theory Runner Up, Journal of Personal Selling and Sales Management (June 2024)
  • Early Career Teaching Excellence Award (Tenure Track), Hankamer School of Business (April 2023)
  • AMA Sales SIG Excellence in Teaching Award, American Marketing Association Sales SIG (2019)
  • Best Paper Award in Services Track, American Marketing Association (2015)
  • Distinguished Dissertation, E.J. Ourso College of Business (2015)
  • Graduate Assistant Teaching Award, E.J. Ourso College of Business (2014)
  • Jane K. Fenyo Award for Best Student Paper, Academy of Marketing Science (2014)
  • Outstanding Service Award, Southeast Marketing Symposium (2013)
  • William O. Bearden Research Award, Southeast Marketing Symposium (2013)
  • The Daryl McKee Memorial PhD Award, Department of Marketing, E.J. Ourso College of Business, Louisiana State University (2012)

Professional Memberships

  • Pi Sigma Epsilon (2014 - 2018)
  • Academy of Marketing Science (2012 - Present)
  • American Marketing Association (2012 - Present)

Publications

Basic or Discovery Scholarship

"Conceptualizing an Integrative Typology of Sales Enablement Strategies," Journal of Personal Selling & Sales Management, (4th Quarter 2024) (coauthors: Lenita Davis, Scott Friend, Catherine Johnson, Ellen Pullins).

""Dropping the Ball”: Using Digital and Non-Digital Communication Formats to Recover from Salesperson Transgressions," International Journal of Research in Marketing, Vol. 41, (2024) (coauthors: Huanhuan Shi, Judith Anne Garretson Folse, Eli Jones, Shrihari Sridhar).

"We are Not on the Same Page: The Impact of Salesperson Trust Overestimation on Customer Relationship Performance," Industrial Marketing Management, Vol. 109, (February 2023), pp. 58-70.

"Salesperson Rapport: A Literature Review & Research Agenda for an Evolving Digital Sales Process," Journal of Personal Selling & Sales Management, Vol. 43, No. 4, (2023), pp. 245-269 (coauthors: Valerie Good, Ellen Pullins).

"Would you do me a favor? How salesperson favor requests positively affect consumers’ perceptions of negotiations," Journal of Business Research, Vol. 155, (January 2023) (coauthors: Veronica Thomas, Dora E. Bock).

"The comparative effects of gratitude and indebtedness in B2B relationships," Industrial Marketing Management, Vol. 103, (May 2022), pp. 73-82 (coauthors: Dora E. Bock, Judith Anne Garretson Folse, Eli Jones).

"The interplay between business and personal trust on relationship performance in conditions of market turbulence," Journal of the Academy of Marketing Science, Vol. 48, No. 6, (November 2020), pp. 1138–1155 (coauthors: Eli Jones, Judith Anne Garretson Folse, Hari Sridhar).

"Examining the Effects of Mutual Information Sharing and Relationship Empathy: A Social Penetration Theory Perspective," Journal of Business Research, Vol. 109, (March 2020), pp. 375-384 (coauthors: Eli Jones, Judith Anne Garretson Folse, Dora Bock).

"Do opposites attract? Assimilation and differentiation as relationship building strategies," Journal of Personal Selling & Sales Management, Vol. 39, No. 1, (March 2019), pp. 60-80 (coauthors: Ayalla A Ruvio).

"Gratitude in buyer-seller relationships: a dyadic investigation," Journal of Personal Selling & Sales Management, Vol. 37, No. 3, (August 2017), pp. 250-267 (coauthors: Dora E Bock, Eli Jones, Judith Anne Garretson Folse).

"The road to customer loyalty paved with service customization," Journal of Business Research, Vol. 69, No. 10, (October 2016), pp. 3923-3932 (coauthors: Dora Bock, Judith Anne Garretson Folse).

"The road to recovery: Overcoming service failures through positive emotions," Journal of Business Research, Vol. 69, No. 10, (October 2016), pp. 4278-4286 (coauthors: Matthew M. Lastner, Judith Anne Garretson Folse, Patrick Fennell).

"Artist authenticity: How artists’ passion and commitment shape consumers’ perceptions and behavioral intentions," Psychology & Marketing, Vol. 31, No. 8, (August 2014), pp. 576-590 (coauthors: Julie Guidry Moulard, Dan Hamilton Rice, Carolyn Popp Garrity).
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