Positions

Overview

  • Thomas E. DeCarlo is the Ben S. Weil Endowed Chair of Industrial Distribution and Professor of Marketing and Industrial Distribution at the University of Alabama at Birmingham. In addition to teaching and conducting academic research, Dr. DeCarlo has also conducted many seminars and research projects dealing with sales and sales force management, new product development, market analysis and segmentation and brand management for a number of Fortune 500 companies. He earned his Ph.D. from the University of Georgia. He is married with two daughters.
  • Selected Publications

    Academic Article

    Year Title Altmetric
    2021 How store managers’ employee climate perceptions affect frontline employee, customer and store performance outcomes: an examination in the small-store settingEuropean Journal of Marketing.  55:2620-2648. 2021
    2021 Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspectiveEuropean Journal of Marketing2021
    2019 Salesperson Ambidexterity in Customer Engagement: Do Customer Base Characteristics Matter?Journal of the Academy of Marketing Science.  47:659-680. 2019
    2016 Identifying effective hunters and farmers in the salesforce: a dispositional–situational frameworkJournal of the Academy of Marketing Science.  44:415-439. 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 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
    2015 How sales manager experience and historical data trends affect decision makingEuropean Journal of Marketing.  49:1484-1504. 2015
    2014 An assessment of needed sales management skillsJournal of Personal Selling and Sales Management.  34:206-222. 2014
    2014 Sales Knowledge Distinctions and Sales PerformanceJournal of Personal Selling and Sales Management.  34:123-140. 2014
    2013 Selling financial services: The effect of consumer product knowledge and salesperson commission on consumer suspicion and intentionsJournal of the Academy of Marketing Science.  41:418-435. 2013
    2013 The interactive effects of sales presentation, suspicion, and positive mood on salesperson evaluations and purchase intentionsJournal of Personal Selling and Sales Management.  33:53-66. 2013
    2012 Environmental and Societal Positioning as Sources of Competitive Advantage in an Agricultural Firm 2012
    2012 Performance trends and salesperson evaluations: The moderating roles of evaluation task, managerial risk propensity, and firm strategic orientationJournal of Personal Selling and Sales Management.  32:207-223. 2012
    2012 Company and Societal Positions as Sources of Competitive Advantage: Consumer- and Retailer-Level Effects 2012
    2012 Compensation and control systems: A new application of vertical dyad linkage theoryJournal of Personal Selling and Sales Management.  32:107-115. 2012
    2010 An update on the status of sales management trainingJournal of Personal Selling and Sales Management.  30:319-326. 2010
    2009 With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasionJournal of Consumer Psychology.  19:326-333. 2009
    2009 With Suspicious (But Happy) Minds: The Influence of Mood on Suspicion in an Interpersonal Persuasion ContextJournal of Consumer Psychology.  19:326-333. 2009
    2007 Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entitiesJournal of Marketing Theory and Practice.  15:41-51. 2007
    2007 Performance expectations of salespeople: The role of past performance and causal attributions in independent and interdependent culturesJournal of Personal Selling and Sales Management.  27:133-147. 2007
    2005 The Effects of Suspicion of Ulterior Motives and Sales Message on Salesperson EvaluationJournal of Consumer Psychology.  15:238-286. 2005
    2005 The effects of sales message and suspicion of ulterior motives on salesperson evaluationJournal of Consumer Psychology.  15:238-249. 2005
    2004 An examination and extension of the Zone-of-Tolerance model: A comparison to performance-based models of perceived qualityJournal of Service Research.  6:272-286. 2004
    2001 Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory PerspectiveJournal of Consumer Psychology.  11:57-73. 2001
    2000 A Note on the Log-Linear Analysis of Multiple Response DataMarketing Letters.  11:349-361. 2000
    2000 On the Log-Linear Analysis of Multiple Response DataMarketing Letters.  11:349-361. 2000
    1999 A Comparative Study of Indian and American Sales Managers' Leadership Behaviors on Organizational Commitment of SalespersonsJournal of International Business Studies.  30:727-743. 1999
    1999 A cross national example of supervisory management practices in the sales forceJournal of Personal Selling and Sales Management.  19:1-14. 1999
    1999 Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons: A Cross-Cultural StudyIndustrial Marketing Management.  28:51-26. 1999
    1999 Leadership behavior and organizational commitment: A comparative study of American and Indian salespersonsJournal of International Business Studies.  30:727-743. 1999
    1999 The Influence of Attractiveness on Cognitive Evaluations of Saleswomen's PerformanceJournal of Marketing Theory and Practice.  7:25-39. 1999
    1997 Alcohol warnings and warning labels: An examination of alternative alcohol warning messages and perceived effectivenessJournal of Consumer Marketing.  14:448-460. 1997
    1997 Attribution Processes and Salesforce Expectancy PerceptionsJournal of Marketing Management.  7:14-33. 1997
    1997 Salesperson performance attribution processes and the formation of expectancy estimatesJournal of Personal Selling and Sales Management.  17:1-17. 1997
    1996 Impact of Salesperson Attraction on Sales Managers’ Attributions and FeedbackJournal of Marketing.  60:47-66. 1996
    1996 Building Expert Systems for Novice Salespeople from the Selling Scripts of Multiple ExpertsJournal of Services Marketing.  10:23-40. 1996
    1996 Impact of salesperson attraction on sales managers' attributions and feedbackJournal of Marketing.  60:47-66. 1996
    1996 Market Orientation's Impact Upon Global CompetitivenessJournal of Global Competitiveness.  4:356-364. 1996
    1996 Retail Equity Perceptions and Consumers' Processing of Negative Word-of-Mouth CommunicationJournal of Marketing Theory and Practice.  4:37-48. 1996
    1996 The relationship of pre-entry variables to early employment organizational commitmentJournal of Personal Selling and Sales Management.  16:25-36. 1996

    Book

    Year Title Altmetric
    2016 Distribution Management 2016
    2009 Sales Management 2009
    2007 Selling: Building Relationships and Achieving Results 2007
    2006 Dalrymple's Sales Management 2006
    2003 Sales Management 2003

    Chapter

    Year Title Altmetric
    2011 Management of a Contracted Sales Force (Manufacturer Representatives) 2011
    2010 Management of a Contracted Sales Force.  201-224. 2010
    2009 Milligan Pharmaceuticals 2009
    2007 Marketing and sales management.  119-134. 2007
    2006 D & M Insurance 2006
    2006 Karo Lee Corporation 2006

    Research Overview

  • Dr. DeCarlo's primary research interests deal with strategic issues in selling and sales force management, customer relationship management, and marketing communications. Dr. DeCarlo's research has been published in journals such as, Journal of Marketing, Journal of Consumer Psychology, Journal of the Academy of Marketing Science, Marketing Letters, Journal of Personal Selling and Sales Management, Journal of International Business Studies, Journal of Service Research, Industrial Marketing Management, among others.
  • Teaching Overview

  • Dr. DeCarlo currently teaches in the Industrial Distribution program at UAB. He teaches courses such as Distribution Management, Distribution Policy and Creative Solutions in Distribution, among others. He has also taught in executive MBA programs in China (Beijing, Chongqing), Iowa State University, and the University of Georgia and has been recognized for his outstanding teaching and business impact on several occasions.
  • Teaching Activities

  • DB410 - Creative Solutions in Dist. (Spring Term 2021) 2021
  • DB410 - Creative Solutions in Dist. (Spring Term 2021) 2021
  • DB320 - Distribution Management (Fall Term 2020) 2020
  • DB410 - Creative Solutions in Dist. (Fall Term 2020) 2020
  • DB410 - Creative Solutions in Dist. (Spring Term 2020) 2020
  • DB320 - Distribution Management (Fall Term 2019) 2019
  • DB410 - Creative Solutions in Dist. (Fall Term 2019) 2019
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2019) 2019
  • DB435 - Distribution Policies (Spring Term 2019) 2019
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2019) 2019
  • DB320 - Distribution Management (Fall Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2018) 2018
  • DB435 - Distribution Policies (Spring Term 2018) 2018
  • DB435 - Distribution Policies (Spring Term 2018) 2018
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2018) 2018
  • DB320 - Distribution Management (Fall Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2017) 2017
  • DB435 - Distribution Policies (Spring Term 2017) 2017
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2017) 2017
  • DB320 - Distribution Management (Fall Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Fall Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2016) 2016
  • DB435 - Distribution Policies (Spring Term 2016) 2016
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2016) 2016
  • DB320 - Distribution Management (Fall Term 2015) 2015
  • DB495 - Distribution Dir.Studies/Pract (Summer Term 2015) 2015
  • BUS311 - Creating & Deliv Cust Value (Spring Term 2015) 2015
  • DB435 - Distribution Policies (Spring Term 2015) 2015
  • DB495 - Distribution Dir.Studies/Pract (Spring Term 2015) 2015
  • MBA690 - Special Topics (Spring Term 2015) 2015
  • MBA691 - Independent Study (Spring Term 2015) 2015
  • MK401 - Social Media in Marketing (Spring Term 2015) 2015
  • MK410 - Integrated Marketing Comm (Spring Term 2015) 2015
  • BUS311 - Creating & Deliv Cust Value (Fall Term 2014) 2014
  • MK320 - Industrial Distribution Mgt (Fall Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2014) 2014
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2014) 2014
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2014) 2014
  • MK320 - Industrial Distribution Mgt (Fall Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2013) 2013
  • MK320 - Industrial Distribution Mgt (Spring Term 2013) 2013
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2013) 2013
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2013) 2013
  • MBA691 - MBA Internship (Fall Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Fall Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2012) 2012
  • MK499 - Directed Readings in Marketing (Fall Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Spring Term 2012) 2012
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2012) 2012
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2012) 2012
  • MK320 - Industrial Distribution Mgt (Fall Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2011) 2011
  • MK320 - Industrial Distribution Mgt (Spring Term 2011) 2011
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2011) 2011
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2011) 2011
  • MK320 - Industrial Distribution Mgt (Fall Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2010) 2010
  • MK499 - Directed Readings in Marketing (Fall Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2010) 2010
  • MK320 - Industrial Distribution Mgt (Spring Term 2010) 2010
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2010) 2010
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2010) 2010
  • MK499 - Directed Readings in Marketing (Spring Term 2010) 2010
  • MK320 - Industrial Distribution Mgt (Fall Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2009) 2009
  • MK499 - Directed Readings in Marketing (Summer Term 2009) 2009
  • MBA698 - Directed Studies (Summer Term 2009) 2009
  • MK320 - Industrial Distribution Mgt (Spring Term 2009) 2009
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2009) 2009
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2009) 2009
  • MK499 - Directed Readings in Marketing (Spring Term 2009) 2009
  • MBA698 - Directed Studies (Fall Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Fall Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Fall Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Summer Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Summer Term 2008) 2008
  • MBA698 - Directed Studies (Spring Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Spring Term 2008) 2008
  • MK435 - Indust Distrib Policy/Quality (Spring Term 2008) 2008
  • MK495 - Indust Distrib Dir Study/Prac (Spring Term 2008) 2008
  • MK499 - Directed Readings in Marketing (Spring Term 2008) 2008
  • MK535 - Indust Distrib Policy/Quality (Spring Term 2008) 2008
  • MK320 - Industrial Distribution Mgt (Fall Term 2007) 2007
  • MK495 - Indust Distrib Dir Study/Prac (Fall Term 2007) 2007
  • MK499 - Directed Readings in Marketing (Fall Term 2007) 2007
  • Education And Training

  • Doctor of Philosophy in Marketing / Marketing Management, University of Georgia 1993
  • Bachelor of Arts in Accounting and Business / Management, North Carolina State University 1982
  • Full Name

  • Thomas DeCarlo