Positions

Overview

  • Dr. John D. Hansen serves as a Professor of Marketing at the University of Alabama at Birmingham (UAB). He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University, and received his Ph.D. from the University of Alabama.

    Dr. Hansen examines research issues related to salesperson and frontline employee performance in the business and consumer contexts. His research has been accepted for publication in Journal of Personal Selling and Sales Management, Journal of Business Research, Journal of Business Venturing, Journal of Business Logistics, Journal of Services Marketing, and Industrial Marketing Management. Dr. Hansen has had several articles published in refereed conference proceedings, and his submissions to the National Conference in Sales Management and Society for Marketing Advances annual conferences were recognized as best papers. Dr. Hansen is on the editorial review board for Journal of Services Marketing, and has served as an ad hoc reviewer for Journal of Personal Selling and Sales Management, Journal of Business Research, Journal of Selling and Major Account Management, Industrial Marketing Management, and Psychology Marketing.

    Dr. Hansen received the President's Award for Excellence in Teaching at UAB in 2014, and the Award for Excellence in Teaching by a Doctoral Student while at the University of Alabama in 2006.
  • Selected Publications

    Academic Article

    Year Title Altmetric
    2021 A process model of tacit knowledge transfer between sales and marketingIndustrial Marketing Management.  93:259-269. 2021
    2021 How store managers’ employee climate perceptions affect frontline employee, customer and store performance outcomes: an examination in the small-store settingEuropean Journal of Marketing2021
    2021 The direct and interactive effects of retail community engagementEuropean Journal of Marketing2021
    2020 Customer gratitude in relationship marketing strategies: a cross-cultural e-tailing perspectiveJournal of Consumer Marketing.  37:445-455. 2020
    2019 Website Adaptation: The Role of Customer Gratitude in Cross Cultural E-tailingJournal of Consumer Marketing2019
    2017 The Roles and Responsibilities of the Inside Sales Force: A Strategic FrameworkJournal of Selling.  16:12-19. 2017
    2016 The mediating effects of customers’ intimacy perceptions on the trust-commitment relationshipJournal of Services Marketing.  30:75-87. 2016
    2016 A process model of buyer responses to salesperson transgressions and recovery efforts: The impact of salesperson orientationJournal of Personal Selling and Sales Management.  36:59-73. 2016
    2016 The Mediating Effects of Customers' Intimacy Perceptions on the Trust-Commitment RelationshipJournal of Services Marketing.  30:71-87. 2016
    2013 The Benefits of Sales Force Automation (SFA): An Empirical Examination of SFA Usage on Relationship Quality and PerformanceJournal of Relationship Marketing.  12:223-242. 2013
    2013 Sponsorship and shareholder value: A re-examination and extensionJournal of Business Research.  66:1427-1435. 2013
    2013 Antecedents and consequences of consumers' comparative value assessments across the relationship life cycleJournal of Business Research.  66:473-479. 2013
    2013 Cross-cultural examination of online shopping behavior: A comparison of Norway, Germany, and the United StatesJournal of Business Research.  66:328-335. 2013
    2013 A Cross-Cultural Examination and Extension of the Technology Acceptance Model: A Comparison of Norway, Germany, and the United StatesJournal of Business Research.  66:326-335. 2013
    2013 Antecedents and Outcomes of Consumers' Comparative Value AssessmentsJournal of Business Research.  66:473-479. 2013
    2012 Exploring consumer privacy concerns and rfid technology: The impact of fear appeals on consumer behaviorsJournal of Marketing Theory and Practice.  20:147-160. 2012
    2012 Consumer Privacy Concerns and RFID Technology: The Impact of Fear Appeals on Consumer BehaviorsJournal of Marketing Theory and Practice.  20:149-163. 2012
    2011 Assessing Cross National Invariance of the Entrepreneurial Orientation ScaleJournal of Business Venturing.  26:61-78. 2011
    2011 Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future ResearchJournal of Personal Selling and Sales Management.  31:245-259. 2011
    2010 Taxonomy of service-based loyalty program membersJournal of Services Marketing.  24:271-282. 2010
    2009 Coerced integration: The effects of retailer supply chain technology mandates on supplier stock returnsInternational Journal of Physical Distribution and Logistics Management.  39:814-825. 2009
    2009 A meta-analysis of the relationship between perceived organizational support and job outcomes: 20 years of researchJournal of Business Research.  62:1027-1030. 2009
    2009 Stakeholder relationship management in multi-sector innovationsJournal of Relationship Marketing.  8:196-217. 2009
    2009 Ethical salesperson behavior in sales relationshipsJournal of Personal Selling and Sales Management.  29:151-166. 2009
    2008 The Effects of Communication Mode in Relationship SellingJournal of Selling & Major Account Management.  8:8-23. 2008
    2006 BRIDGING THE DIVIDE BETWEEN LOGISTICS AND MARKETING: FACILITATING COLLABORATIVE BEHAVIORJournal of Business Logistics.  27:129-161. 2006
    2006 Person-Cultures Fit: Using a Multiple Cultures PerspectiveTroy University Business and Economic Review.  30:8-13. 2006
    2003 Matsushita realigns its supply chain in ChinaSupply Chain Management.  8:185-189. 2003
    2003 Firm size, web site content, and financial performance in the transportation industryIndustrial Marketing Management.  32:177-185. 2003
    1974 Zinc and copper in serum and urine of children with burnsSouth African Medical Journal.  48:1495-1496. 1974
    1974 PROTEIN REQUIREMENT 1974
    1974 EVOLUTION OF KWASHIORKOR AND MARASMUS 1974
    1974 Letter: Lactose intolerance in San populations.British medical journal.  3:173. 1974
    1974 Total body potassium estimations in young children: The interpretation of resultsPediatric Research.  8:879-884. 1974
    1973 Advances in the application of knowledge of protein calorie malnutritionSouth African Medical Journal.  47:702-704. 1973
    1973 Circulating ‘big’ insulin in protein-energy malnutrition 1973
    1973 Eruption of deciduous teeth in protein calorie malnutritionThe Journal of tropical pediatrics and environmental child health.  19:214-216. 1973
    1973 The in vitro uptake of lysine and alanine by human jejunal mucosa in nutritional rickets 1973
    1973 The jejunal mucosa in protein-energy malnutrition. A clinical, histological, and ultrastructural studyExperimental and Molecular Pathology.  19:61-78. 1973
    1972 Potassium in protein calorie malnutrition.South African Medical Journal.  46:2062-2064. 1972
    1972 Thiamine deficiency in adult hospital patients.South African Medical Journal.  46:2079-2082. 1972
    1972 Thiamine deficiency in children with severe gastro-enteritis.South African Medical Journal.  46:2083-2084. 1972
    1972 Abnormal bile salt metabolism in kwashiorkor.South African Medical Journal.  46:617-618. 1972
    1972 Kwashiorkor in PerspectiveEcology of Food and Nutrition.  1:95-101. 1972
    1972 Blood pressures of !Kung bushmen in Northern BotswanaAmerican Heart Journal.  84:5-12. 1972
    1972 Lymphocyte transformation in malnourished childrenArchives of Disease in Childhood.  47:429-435. 1972
    1972 Patterns of insulin response to glucose in protein-calorie malnutrition.American Journal of Clinical Nutrition.  25:499-505. 1972
    1972 THE IN VITRO UPTAKE OF LYSINE AND ALANINE BY HUMAN JEJUNAL MUCOSA IN PROTEIN‐CALORIE MALNUTRITION, IN GASTROENTERITIS AND AFTER NEOMYCIN 1972
    1971 Kwashiorkor and intellectual development.South African Medical Journal.  45:1413-1426. 1971
    1971 Kwashiorkor: a prospective ten-year follow-up study.South African Medical Journal.  45:1427-1449. 1971
    1971 Insulin secretion in protein-calorie malnutrition. I. Quantitative abnormalities and response to treatment.Diabetes.  20:542-551. 1971
    1971 Serum albumin and growth hormone relationships in kwashiorkor and the nephrotic syndrome 1971
    1971 The colon in kwashiorkorArchives of Disease in Childhood.  46:470-473. 1971
    1971 The distribution of copper, zinc and manganese in various regions of the brain and in other tissues of children with protein-calorie malnutrition 1971
    1971 What does nutritional growth retardation imply?Pediatrics.  47. 1971
    1970 Low-weight cape coloured mothers and their infants.South African Medical Journal.  44:1400-1408. 1970
    1970 The treatment of the dehydrated Bantu child.South African Medical Journal.  44:1395-1396. 1970
    1970 The advertising of 'humanized' milk products.South African Medical Journal.  44:1368. 1970
    1970 Infant formulas and metrication.South African Medical Journal.  44:1312. 1970
    1970 De-novo-Translokation C/E bei klinisch atypischem E-Trisomie-Syndrom [Mosaik: 46, XX/46, XX, E+, C-t (Cq-; Ep+)]Klinische Wochenschrift.  48:1188-1192. 1970
    1970 Are skinfold measurements of value in the assessment of suboptimal nutrition in young children?Pediatrics.  45:965-972. 1970
    1970 They aim at communicationTidsskrift for sygeplejersker.  70:162-163. 1970
    1969 Nucleic acid content of the intestinal mucosa in kwashiorkor.South African Medical Journal.  43:1527-1528. 1969
    1969 Serum zinc and copper concentrations in children with protein-calorie malnutrition.South African Medical Journal.  43:1248-1251. 1969
    1969 The application of nutritional knowledge to the nutritional health problems of South Africa.South African Medical Journal.  43:1152-1153. 1969
    1969 Relation of serum lipids and lipoproteins to fatty liver in kwashiorkor.American Journal of Clinical Nutrition.  22:568-576. 1969
    1969 Nutrition and physical fitness of White, Coloured, and Bantu high-school children.South African Medical Journal.  43:508-511. 1969
    1969 Fatty liver in protein-calorie malnutrition.South African Medical Journal.  43:280-283. 1969
    1969 The concentration of copper, zinc and manganese in the liver of African children with marasmus and kwashiorkor.Proceedings of the Nutrition Society.  28. 1969
    1969 Adaptation to low-protein intakes. 1969
    1969 Jejunal absorption of aminoacids in nutritional rickets. 1969
    1968 Medical and nutritional studies of Kung Bushmen in north-west Botswana: a preliminary report.South African Medical Journal.  42:1338-1339. 1968
    1968 Serum-lipids in bushmen. 1968
    1968 Vitamin-A deficiency and protein-calorie malnutrition in Cape Town.South African Medical Journal.  42:950-955. 1968
    1968 The exocrine pancreas and protein-calorie malnutrition.Pediatrics.  42:77-92. 1968
    1968 Studies on growth hormone secretion in protein-calorie malnutrition.American Journal of Clinical Nutrition.  21:482-487. 1968

    Chapter

    Year Title Altmetric
    2015 Taxonomy of hotel loyalty program members: Examining differences in service quality perceptions.  193-213. 2015

    Research Overview

  • Sales, sales management, frontline employees (FLEs), relationship marketing, marketing strategy
  • Teaching Overview

  • My philosophy in teaching is that students should be provided the necessary theoretical frameworks and placed in situations where they must apply these frameworks to real-world business issues. I accordingly incorporate publications and practitioner involvement to complement the text material. I have extensive experience managing student role-plays in introductory and advanced selling courses, have previously implemented classroom simulations, and have also had an opportunity to work closely with students and sales companies in coordinating internships.

    I have continuously worked to enhance the content and delivery of my courses with the aim of improving the quality and consistency of my performance. In this, I have primarily focused on three key areas: (1) student engagement, (2) knowledge dissemination, and (3) classroom innovation.

    Student Engagement. The best teachers are able to engage students in such a manner that motivates their interest in the topic. Students cannot learn what they need to know if they regularly miss class, are bored by lectures, fail to commit sufficient time to study or homework, or are not motivated to make mental links between key concepts and their own experiences as consumers or employees. I work to create an atmosphere in the classroom that facilitates discussion and requires that students play an active role. I vary the methods through which I deliver content over the course of the term, intermittently mixing classroom discussions with application. I additionally maintain an open-door policy with my students, encouraging them to come and talk with me as needed. Through these conversations, I have learned what works best in terms of content delivery, and have adjusted my teaching approach accordingly. In addition to enhancing student understanding, these alterations have helped me develop an open classroom environment that facilitates student engagement.

    Knowledge Dissemination. In my view, students stand to gain the most if they have professors who care enough to integrate their unique knowledge of the discipline into their courses in an interesting and compelling way. As an active researcher, I feel an obligation to my students and the discipline to incorporate advances in theory into my lectures. In many instances, these ideas may be so new that they have yet to make their way into standard textbooks. Such an approach is premised by an ability to distill sometimes highly abstract theories and concepts into everyday language and relevant, personally meaningful examples.

    Classroom Innovation. The third component of my teaching philosophy has been an emphasis on pedagogical innovation. In my courses, I have made a conscious effort to introduce new learning tools, textbooks, supplementary readings, homework assignments, in-class assignments, simulations and guest speakers. While most innovations have been well received, experience has shown me that it is better to incrementally implement change. When something does not work, I try to evaluate why it failed and then determine whether or not to re-introduce it in a future semester.

    In all, I believe that teaching is something that one must constantly work at in order to improve and best ensure student success. I enjoy my time in the classroom, and appreciate the student relationships I have been able to develop over the years. I look forward to my continued development as a teacher in the years to come.
  • Teaching Activities

  • EC460 - Economics Internship (Summer Term 2021) 2021
  • MK330 - Professional Selling (Summer Term 2021) 2021
  • MK330 - Professional Selling (Summer Term 2021) 2021
  • MK445 - Marketing Internship (Summer Term 2021) 2021
  • EC460 - Economics Internship (Spring Term 2021) 2021
  • MK330 - Professional Selling (Spring Term 2021) 2021
  • MK330 - Professional Selling (Spring Term 2021) 2021
  • MK330 - Professional Selling (Spring Term 2021) 2021
  • MK445 - Marketing Internship (Spring Term 2021) 2021
  • EC460 - Economics Internship (Fall Term 2020) 2020
  • MK330 - Professional Selling (Fall Term 2020) 2020
  • MK330 - Professional Selling (Fall Term 2020) 2020
  • MK445 - Marketing Internship (Fall Term 2020) 2020
  • MK445 - Marketing Internship (Fall Term 2020) 2020
  • MK450 - Strategic Marketing (Fall Term 2020) 2020
  • EC460 - Economics Internship (Summer Term 2020) 2020
  • MK330 - Professional Selling (Summer Term 2020) 2020
  • MK330 - Professional Selling (Summer Term 2020) 2020
  • MK445 - Marketing Internship (Summer Term 2020) 2020
  • EC460 - Economics Internship (Spring Term 2020) 2020
  • MK330 - Professional Selling (Spring Term 2020) 2020
  • MK330 - Professional Selling (Spring Term 2020) 2020
  • MK330 - Professional Selling (Spring Term 2020) 2020
  • MK445 - Marketing Internship (Spring Term 2020) 2020
  • EC460 - Economics Internship (Fall Term 2019) 2019
  • MK330 - Professional Selling (Fall Term 2019) 2019
  • MK330 - Professional Selling (Fall Term 2019) 2019
  • MK445 - Marketing Internship (Fall Term 2019) 2019
  • MK450 - Strategic Marketing (Fall Term 2019) 2019
  • MK330 - Professional Selling (Summer Term 2019) 2019
  • MK330 - Professional Selling (Summer Term 2019) 2019
  • MK445 - Marketing Internship (Summer Term 2019) 2019
  • MBA651 - Marketing Strategy (Spring Term 2019) 2019
  • MK330 - Professional Selling (Spring Term 2019) 2019
  • MK330 - Professional Selling (Spring Term 2019) 2019
  • MK445 - Marketing Internship (Spring Term 2019) 2019
  • MK445 - Marketing Internship (Spring Term 2019) 2019
  • MK420 - Sales Management (Fall Term 2018) 2018
  • MK420 - Sales Management (Fall Term 2018) 2018
  • MK330 - Professional Selling (Fall Term 2018) 2018
  • MK330 - Professional Selling (Fall Term 2018) 2018
  • MK330 - Professional Selling (Summer Term 2018) 2018
  • MK330 - Professional Selling (Summer Term 2018) 2018
  • MK330 - Professional Selling (Spring Term 2018) 2018
  • MK330 - Professional Selling (Spring Term 2018) 2018
  • MK420 - Sales Management (Spring Term 2018) 2018
  • MK420 - Sales Management (Spring Term 2018) 2018
  • MK330 - Professional Selling (Fall Term 2017) 2017
  • MK330 - Professional Selling (Fall Term 2017) 2017
  • MK330 - Professional Selling (Fall Term 2017) 2017
  • MK499 - Directed Readings in Marketing (Fall Term 2017) 2017
  • MK330 - Professional Selling (Summer Term 2017) 2017
  • MK330 - Professional Selling (Summer Term 2017) 2017
  • MK303 - Basic Marketing (Summer Term 2017) 2017
  • MK330 - Professional Selling (Spring Term 2017) 2017
  • MK330 - Professional Selling (Spring Term 2017) 2017
  • MK420 - Sales Management (Spring Term 2017) 2017
  • MK303 - Basic Marketing (Fall Term 2016) 2016
  • MK330 - Professional Selling (Fall Term 2016) 2016
  • MK330 - Professional Selling (Fall Term 2016) 2016
  • MK330 - Professional Selling (Summer Term 2016) 2016
  • MK330 - Professional Selling (Spring Term 2016) 2016
  • MK330 - Professional Selling (Spring Term 2016) 2016
  • MK420 - Sales Management (Spring Term 2016) 2016
  • MBA652 - Sales Management (Fall Term 2015) 2015
  • MK330 - Professional Selling (Fall Term 2015) 2015
  • MK330 - Professional Selling (Fall Term 2015) 2015
  • MK420 - Sales Management (Fall Term 2015) 2015
  • MK499 - Directed Readings in Marketing (Fall Term 2015) 2015
  • MK330 - Professional Selling (Summer Term 2015) 2015
  • MK330 - Professional Selling (Spring Term 2015) 2015
  • MK330 - Professional Selling (Spring Term 2015) 2015
  • MK420 - Sales Management (Spring Term 2015) 2015
  • MK330 - Professional Selling (Fall Term 2014) 2014
  • MK330 - Professional Selling (Fall Term 2014) 2014
  • MK420 - Sales Management (Fall Term 2014) 2014
  • MK330 - Professional Selling (Summer Term 2014) 2014
  • MK330 - Professional Selling (Spring Term 2014) 2014
  • MK330 - Professional Selling (Spring Term 2014) 2014
  • MK330 - Professional Selling (Fall Term 2013) 2013
  • MK330 - Professional Selling (Fall Term 2013) 2013
  • MK499 - Directed Readings in Marketing (Fall Term 2013) 2013
  • MK330 - Professional Selling (Summer Term 2013) 2013
  • MK312 - Retail Marketing (Summer Term 2013) 2013
  • MK330 - Professional Selling (Spring Term 2013) 2013
  • MK330 - Professional Selling (Spring Term 2013) 2013
  • MK499 - Directed Readings in Marketing (Spring Term 2013) 2013
  • MK330 - Professional Selling (Fall Term 2012) 2012
  • MK330 - Professional Selling (Fall Term 2012) 2012
  • MK499 - Directed Readings in Marketing (Fall Term 2012) 2012
  • MK330 - Professional Selling (Spring Term 2012) 2012
  • MK330 - Professional Selling (Spring Term 2012) 2012
  • MK330 - Professional Selling (Fall Term 2011) 2011
  • MK330 - Professional Selling (Fall Term 2011) 2011
  • MK330 - Professional Selling (Spring Term 2011) 2011
  • MK330 - Professional Selling (Spring Term 2011) 2011
  • MK330 - Professional Selling (Fall Term 2010) 2010
  • MK330 - Professional Selling (Fall Term 2010) 2010
  • MK330 - Professional Selling (Summer Term 2010) 2010
  • Education And Training

  • Doctor of Philosophy in Marketing / Marketing Management, University of Alabama 2006
  • Master of Business Administration in Business Administration, Management and Operations, Troy State University (main campus) : Dothan 1996
  • Bachelor of Science or Mathematics in Marketing, Troy State University (main campus) : Dothan 1995
  • Awards And Honors

  • President's Award for Excellence in Teaching, 2014
  • Journal of Services Marketing Outstanding Reviewer, 2014
  • Award, 2011
  • Award, 2009
  • Award, 2008
  • Award, 2008
  • Award, 2006
  • Award, 2006
  • Award, 2004
  • Award, 2004
  • Award, 2003
  • Award, 2003
  • Award, 2003
  • Award, 2003
  • Award, 2002
  • Award, 2001
  • Award, 2000
  • Full Name

  • John Hansen