Thomas DeCarlo

Thomas DeCarlo
Professor

Professor (P), Mktg, Ind Distr, & Econ , Collat School of Business

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
2023	To exploit or explore? The impact of crowdfunding project descriptions and backers’ power states on funding decisions. Journal of the Academy of Marketing Science. 51:444-462. 2023
2022	Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions. Industrial Marketing Management. 102:35-44. 2022
2021	Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective. European Journal of Marketing. 55:3010-3032. 2021
2021	How store managers’ employee climate perceptions affect frontline employee, customer and store performance outcomes: an examination in the small-store setting. European Journal of Marketing. 55:2620-2648. 2021
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 framework. Journal 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 Orientation. Journal 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 orientation. Journal of Personal Selling and Sales Management. 36:59-73. 2016
2015	How sales manager experience and historical data trends affect decision making. European Journal of Marketing. 49:1484-1504. 2015
2014	An assessment of needed sales management skills. Journal of Personal Selling and Sales Management. 34:206-222. 2014
2014	Sales Knowledge Distinctions and Sales Performance. Journal 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 intentions. Journal 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 intentions. Journal 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 orientation. Journal 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 theory. Journal of Personal Selling and Sales Management. 32:107-115. 2012
2010	An update on the status of sales management training. Journal 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 persuasion. Journal of Consumer Psychology. 19:326-333. 2009
2009	With Suspicious (But Happy) Minds: The Influence of Mood on Suspicion in an Interpersonal Persuasion Context. Journal of Consumer Psychology. 19:326-333. 2009
2007	Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entities. Journal 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 cultures. Journal of Personal Selling and Sales Management. 27:133-147. 2007
2005	The Effects of Suspicion of Ulterior Motives and Sales Message on Salesperson Evaluation. Journal of Consumer Psychology. 15:238-286. 2005
2005	The effects of sales message and suspicion of ulterior motives on salesperson evaluation. Journal 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 quality. Journal of Service Research. 6:272-286. 2004
2003	A Consumer Response Model for Negative Word-of-Mouth Communication 2003
2001	Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory Perspective. Journal of Consumer Psychology. 11:57-73. 2001
2000	A Note on the Log-Linear Analysis of Multiple Response Data. Marketing Letters. 11:349-361. 2000
2000	On the Log-Linear Analysis of Multiple Response Data. Marketing Letters. 11:349-361. 2000
1999	A Comparative Study of Indian and American Sales Managers' Leadership Behaviors on Organizational Commitment of Salespersons. Journal of International Business Studies. 30:727-743. 1999
1999	A cross national example of supervisory management practices in the sales force. Journal 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 Study. Industrial Marketing Management. 28:51-26. 1999
1999	Leadership behavior and organizational commitment: A comparative study of American and Indian salespersons. Journal of International Business Studies. 30:727-743. 1999
1999	The Influence of Attractiveness on Cognitive Evaluations of Saleswomen's Performance. Journal of Marketing Theory and Practice. 7:25-39. 1999
1997	Alcohol warnings and warning labels: An examination of alternative alcohol warning messages and perceived effectiveness. Journal of Consumer Marketing. 14:448-460. 1997
1997	Attribution Processes and Salesforce Expectancy Perceptions. Journal of Marketing Management. 7:14-33. 1997
1997	Salesperson performance attribution processes and the formation of expectancy estimates. Journal of Personal Selling and Sales Management. 17:1-17. 1997
1996	Impact of Salesperson Attraction on Sales Managers’ Attributions and Feedback. Journal of Marketing. 60:47-66. 1996
1996	Building Expert Systems for Novice Salespeople from the Selling Scripts of Multiple Experts. Journal of Services Marketing. 10:23-40. 1996
1996	Impact of salesperson attraction on sales managers' attributions and feedback. Journal of Marketing. 60:47-66. 1996
1996	Market Orientation's Impact Upon Global Competitiveness 1996
1996	Retail Equity Perceptions and Consumers' Processing of Negative Word-of-Mouth Communication. Journal of Marketing Theory and Practice. 4:37-48. 1996
1996	The relationship of pre-entry variables to early employment organizational commitment. Journal 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
2015	The Influence of Consumer Suspicion, Mood and the Salesperson’s Presentation on Purchase Intentions. 186. 2015
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.