John B. and Lillian E. Neff College of Business and Innovation

Dr. Mallin is a Professor of Marketing and Sales and The Faculty Director for EMSL/MBA/EMBA programs at The Edward H. Schmidt School of Professional Sales at The University of Toledo’s College of Business & Innovation. He holds a Ph.D. in Marketing from Kent State University, an MBA from The University of Dayton, and a BS in Computer & Information Sciences from The Ohio State University. Prior to joining the University of Toledo, Dr. Mallin’s industry experience included positions as Sales Director, Sales Manager, Account Executive, and Marketing Manager for the AT&T Corp.

As a University Professor, Dr. Mallin teaches and researches in the area of sales and sales leadership. His research interests include studying the salesperson – sales manager relationship which includes salesforce leadership, sales motivation, and sales performance issues. His research has appeared in the Journal of Personal Selling & Sales Management, Journal of Business and Industrial Marketing, Industrial Marketing Management, Journal of Marketing Theory and Practice, Journal of Business to Business Marketing, Journal of Selling, Journal of Product & Brand Management, Journal of Marketing Channels, International Journal of Electronic Commerce, Journal of Marketing Education, Marketing Management Journal, Developing & Learning in Organizations, and American Marketing Association Educators Conference Proceedings, to mention a few. He serves on editorial review boards of several of the aforementioned journals and is an active member of the American Marketing Association, the Sales Management Association, and National Conference in Sales Management. He is the recipient of faculty teaching and research awards at The University of Toledo and for outstanding teaching as a doctoral fellow at Kent State University.

Kent State University, Ohio, 2005
Doctor of Philosophy, Marketing, Minor: Management & Information Systems

The University of Dayton, Dayton, Ohio, 1988
Masters of Business Administration

Ohio State University, Columbus, Ohio, 1984
Bachelor of Science, Computer and Information Science

Areas of research interest include:

Sales Management and Leadership Effectiveness

Sales Management Control and Trust Effects on the Salesforce

Sales Management Power and Influence Effects on the Salesforce

Salesperson Motivation and Performance

Salesforce Ethics

Intergenerational Issues in the Salesforce

43.  Munoz, Laura and Michael L. Mallin (2019), "Unethical Sales Behavior Neutralization: The Impact of Salesperson Role Variables and Moderating Effects of Role Relationship Orientation," forthcoming in Journal of Business & Industrial Marketing.

42.  Mallin, Michael L. (2018), “Towards a Framework for Evaluating Sales Managers," forthcoming in The Journal of Selling.

41.  Mallin, Michael L., Bashar S. Gammoh, Ellen B. Pullins, and Catherine M. Johnson (2017), "A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson - Brand Identification," forthcoming in The Journal of Marketing Theory & Practice.

40.  Gammoh, Bashar S., Michael L. Mallin, Ellen B. Pullins, and Catherine M. Johnson (2018), "The role of salesperson brand selling confidence in enhancing important sales management outcomes: A social identity approach," forthcoming in The Journal of Business and Industrial Marketing.

39.  Mallin, Michael L. (2017), "When Performance Improvement Coaching for your Salesperson Goes Badly:  A Conceptual Approach to Dealing with Negative Reactions,” Development and Learning in Organizations.

38.  Mallin, Michael L. and Charles B. Ragland (2017), “Power-Base Effects on Sales Person Motivation and Performance: A Contingency View”, Journal of Business to Business Marketing, 24 (2), pp. 99-121. (Selected as Best Paper among all 2017 articles in Journal of Business to Business Marketing.)

37.  Mallin, Michael L. (2016), "Developing Proactive Salespeople – A Study and Recommendations for Sales Management," Development and Learning in Organizations, 30 (4), pp. 9-12. (Selected as a Highly Commended paper in the 2017 Emerald Literati Network Awards for Excellence.)

36.  Mallin, Michael L (2015), “Advice to New Real Estate Reps: ‘Be Proactive”, Keller Center Research Report, 8 (3), pp. 17-22.

35. Gammoh, Bashar, Michael L. Mallin, and Ellen B. Pullins (2014), "The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes," Journal of Product & Brand Management, forthcoming in 23 (7).

34. Mallin, Michael L., Charles B. Ragland, and Todd A. Finkle (2014), "The Proactive Behavior of Younger Salespeople:  Antecedents and Outcomes," forthcoming in Journal of Marketing Channels, 21(4).

33. Gammoh, Bashar, Michael L. Mallin, and Ellen B. Pullins (2014), "Antecedents and Consequences of Salesperson-Brand Identification," Journal of Personal Selling & Sales Management, 34 (1), pp. 3-18.

32. Mallin, Michael L. and Laura Serviere-Munoz (2014), "An Exploratory Study of the Role of Neutralization on Ethical Intentions Among Salespeople", Marketing Management Journal, 23 (2), pp 1-20.

31. Schetzle, Stacey, Concha Allen, Michael L. Mallin, and Ellen B. Pullins (2014), "Intergenerational Recruiting:  The Impact of Sales Job Candidate Perception of Interviewer Age," American Journal of Business, 29 (2), pp. 146-163.

30. Longenecker, Clint O., Michael L. Mallin, and Charles Ragland (2014),"The Sales Manager Development Gap: Are Leaders Equipped to Walk the Walk?" forthcoming in Journal of Selling & Major Account Management.

29. Longenecker, Clint O., Charles B. Ragland, and Michael L. Mallin (2014), "Developing High Performance Sales Managers:  Key Practices for Accelerating Growth", forthcoming in Development and Learning in Organizations.

28. Serviere-Munoz, Laura and Michael L. Mallin (2014), "Protect and Prevent:  Neutralizations and Unethical Sales Behavior," Keller Center Research Report, 7 (1), March.

27. Mayo, Michael and Michael L. Mallin(2014), "Antecedents and Anticipated Consequences of Salesperson Superstitious Behavior," Journal of Business & Industrial Marketing, 29 (3), pp. 227-237.

26. Mallin, Michael and Ellen Pullins (2013), "Intergenerational Relationship Selling for Real Estate," Keller Center Research Report, 6 (2), pp. 10-17.

25. Pentina, Iryna, Bashar Gammoh, Lixhuan Zhang, and Michael L. Mallin(2013),"Drivers and Outcomes of Brand Relationship Quality in the Context of Online Social Networks," International Journal of Electronic Commerce, 17 (3), pp. 63-86.

24.Seviere-Munoz, Laura and Michael L. Mallin (2013), "How Do Unethical Sales People Sleep at Night? The Role of Neutralizations in the Justification of Unethical Sales Intentions," Journal of Personal Selling & Sales Management, 23 (3), pp. 289-306.

23. Mallin, Michael L. and Laura Seviere-Munoz (2012), "The Entrepreneurial Nature of Salespeople: How they Justify Unethical Behaviors," Journal of Ethics and Entrepreneurship, 2 (1), pp 37-54.

22. Todd A. Finkle and Michael L. Mallin(2011), "Ethical Considerations of Sales Channel Selection in the Field of Entrepreneurship," Journal of Ethics & Entrepreneurship, 1 (1), pp. 27-41.

21. Ellen B. Pullins, Michael L. Mallin, Richard E. Buehrer, and Deirdre E. Jones (2011), "How Salespeople Deal with Intergenerational Relationship Selling," Journal of Business and Industrial Marketing,Vol. 26 Iss: 6, pp.443 – 455.

20. Mallin, Michael L. ,Finkle, Todd A. (2011), "Apple Inc.:  Product Portfolio Analysis," Journal of the International Academy of Case Studies, 16 (7), pp. 31-40.

19. Mallin, Michael L.,Finkle, Todd A. (2011), "Instructor Notes for Apple Inc.:  Product Portfolio Analysis," Journal of the International Academy of Case Studies, 16 (8), pp. 49-58.

18. Mallin, Michael L. and Michael Y. Hu (2010), "The Impact of Managerial Trust and Control on Salesperson Performance" Journal of Selling & Major Account Management, 9 (2), 39-55.

17. Mallin, Michael L., Susita Asree, Anthony C. Koh, and Michael Y. Hu (2010), "Antecedents to Managerial Trust and Sales Control in Malaysian Salesforce," International Business Review, Vol 19, 292-305.

16. Mallin, Michael L., Deirdre E. Jones, and Jennifer Cordell (2010), "The Impact of Learning Context on Intent to Use Salesforce Automation Technology: A Scenario-based versus Task-based Comparison," The Journal of Marketing Education, 32 (2), 214-223.

15. Mayo, Michael and Michael L. Mallin (2010), "The Impact of Sales Failure on Attributions Made by ‘Resource Challenged’ and ‘Resource Secure’ Salespeople," Journal of Marketing Theory & Practice, 18 (3), 253-268.

14. Mallin, Michael L. and Ellen B. Pullins (2009), "The Moderating Effect of Control Systems on the Relationship between Commission and Salesperson Intrinsic Motivation in a Customer Oriented Environment," Industrial Marketing Management, 38 (7), 769-777.

13. Mallin, Michael L., Edward A. O’Donnell, and Michael Y. Hu (2010), "The Role of Uncertainty and Sales Control in the Development of Sales Manager Trust," Journal of Business and Industrial Marketing, 25 (1).

12. Finkle, Todd A. and Michael L. Mallin,(2009), "Steve Jobs and Apple, Inc.,"Journal of the International Academy of Case Studies, 1-37.

11.  Finkle, Todd A. and Michael L. Mallin (2009), "Instructor’s Notes for Steve Jobs and Apple, Inc.," Journal of the International Academy of Case Studies, 1-15.

10.Zallocco, Ronald E., Ellen B. Pullins, and Michael L. Mallin (2009), "A Re-examination of B2B Sales Performance," Journal of Business and Industrial Marketing, 24 (7/8), 598-610.

9. Mallin, Michael L., Edward A. O’Donnell, and Michael Y. Hu (2008), "How Do I Trust Thee? Let me Control the Way: The Role of Sales Control in the Development of Sales Manager Trust," Journal of Selling & Major Account Management, 7 (4).

8. Mallin, Michael L. and Susan K. DelVecchio (2008), "Perceived Usefulness and SFA Tools:  An Agency Theory Perspective", Journal of Business and Industrial Marketing, 23 (7), 486-496.

7. Mallin, Michael L., Anthony C. Koh, and Susita Asree (2008), "Uncertainty Avoidance In Sales Management:  A Comparison Of Salesforce Control and Trust Strategies in The U.S. and Malaysia," The Journal of International Business Research Practice, 1 (1), 15-25.

6.O’Donnell, Edward A., Michael L. Mallin, and Michael Y. Hu (2008), "The Impact of Governance on the Development of Trust in Buyer-Seller Relationships," Marketing Management Journal, 18 (2), 76-92.

5.Buehrer E. Richard, Michael L. Mallin and Deirdre E. Jones (2007), "Are You Willing to Relocate? Recruiting the College Student in Today’s Mobile Work Environment," Journal of Selling and Major Account Management, 7 (1), Winter 2007.

4. Mallin, Michael L. and Todd A. Finkle (2007), "Social Entrepreneurship and Direct Marketing," Direct Marketing, an International Journal, 1 (2), 68-77.

3.Finkle, Todd A, Phil Stetz, and Michael L. Mallin (2007), "Perceptions of Tenure Requirements and Research Records of Entrepreneurship Faculty Earning Tenure: 1964-2002," Journal of Entrepreneurship Education, 10 (Fall), pp. 101-125.

2. Mallin, Michael L. and Michael Mayo (2006),  "Why Did I Lose?  A Conservation of Resources View of Salesperson Failure Attributions," Journal of Personal Selling & Sales Management, 26 (4), Fall 2006, 345–357. 

1. Mallin, Michael L. and Ellen Bolman Pullins (2006), "A Framework of Situational Salesforce Leadership Using Sales Control and Trust," Journal of Selling & Major Account Management, 6 (2), 6-18.

2016-18, David B. Snow and Mark W. Stout Teaching Fellowship, UT College of Business & Innovation

2012, Emerald Literati Network Excellence Award, "How Salespeople Deal With Intergenerational Relationship Selling" published in Journal of Business & Industrial Marketing

2010, 2009, 2007, University of Toledo College of Business DeJute Memorial Teaching Award Nominee.

2009-10, Honors thesis advisor for Ashley Kilmer, "The Impact of Organizational Commitment and Sales Involvement on Ethical Behavior Tendencies,".

2009, University of Toledo College of Business, Outstanding Junior Faculty Research Award recipient.

2009, University of Toledo Research Award and Fellowship (URAF) Summer Grant recipient.

2008-09, Honors thesis advisor for Laura Mecklenborg, "Buyers Perceptions of Trust in Salespeople," completed 2/16/09.

2007, University of Toledo Center for Teaching and Learning Summer Teaching Grant Award recipient – (for development of MBA course MKTG 6250).

2006, 2007, 2008, University of Toledo College of Business Summer Research Grant recipient.

2005, AMA Sales SIG.  Winner of the Direct Selling Education Foundation Sales Dissertation Research Grant Competition.

2005, Kent State University College of Business Administration and Graduate School of Management Annual Doctoral Fellow Teaching Award.

2004, Kent State University Research Fellowship (for Spring 2005).

2004, AMA Sales SIG. National Conference in Sales Management Doctoral Fellow Award.

2003, AMA Sales SIG. National Conference in Sales Management Doctoral Fellow Award. 

2003, AMA Sales SIG. National Conference in Sales Management Doctoral Student Best Paper Award. 

2003, 2004, Kent State University. Dean’s Best Research Paper Award, Marketing. 

2003, Kent State University. Paul L. Pfeiffer Professional and Creative Teaching Award Nomination. 

2002, 2003, Kent State University. The Golden "M" Teaching Award in Marketing, (for highest course evaluation ratings.) 

BUSINESS/INDUSTRY EXPERIENCE

1997-2000 Sales Director Global Markets, SBC Communications, Cleveland Ohio.  Telecommunications industry.  Responsibilities included managing an 8-member salesforce toward the attainment of financial sales performance goals and objectives.  Customers were Fortune 100 firms in the Cleveland, OH area generating base revenues of $55 Million.

1993-1997 Sales Manager, District Marketing Manager, AT&T Communications, Basking Ridge NJ.  Telecommunications industry.  Sales management responsibilities included managing a 10-member salesforce toward the attainment of financial sales performance goals and objectives on a $50 Million base.  Marketing managerial responsibilities included market research, business/marketing/product planning development.

1984-1993 Account Executive – Industry Consultant, AT&T Communications, Toledo, Ohio.  Telecommunications industry.  Sales and account management responsibilities included generation of new revenue and customer relationship management of existing customer $5M base. Specific skills developed and utilized in areas of customer application identification and implementation; sales process; customer training; sales force automation systems; market research, and business/marketing/product planning development.

National Service:

• 2014-2015 Conference Chair and Officer, National Conf. in Sales Mgmt (NCSM)
• 2014-2015, Sales Special Interest Group (SIG) Chair, American Marketing Assoc.
• 2013-2014, Sales SIG Chair Elect, American Marketing Association
• 2012-2013, Sales SIG Communications Chair, American Marketing Association
• 2010-2012, Sales SIG Vice Chair Conference Planning, American Marketing Assoc
• 2011-2013, Conference Proceedings Editor and Board Officer, NCSM
• 2008-2010, Education Session Chair and Board Officer NCSM
• 2008, Special Session Chair, NCSM
• 2011, Reviewer, Marketing Education Review.
• 2009-2013, Reviewer, Industrial Marketing Management.
• 2008-2011, Reviewer, Journal of International Marketing.
• 2009, Reviewer, American Marketing Association Winter Educators Conference
• 2009-2013, Reviewer, Global Science Sales Institute Summer Conference
• 2008-2013, Reviewer, Academy of Marketing Science Conference.
• 2006, Reviewer, Society for Marketing Advances Conference.
• 2005-2011, Abstracts Review Board, Journal of Personal Selling & Sales Management.
• 2004-2013, Reviewer, National Conference in Sales Management.
• 2006-2013 National Collegiate Sales Competition Judge, Kennesaw State University.
  

University Service:

• 2014, Youth Nation UT Student Conference Networking Presentation
• 2013, Faculty Senate Finalist, University of Toledo
• 2010-2012, Faculty Senate Nominee, University of Toledo
• 2002-04, Learning to Lead Mentor Program, Kent State University
  

College of Business & Innovation (COBI) Service:

• 2013-14, Brunner Service Award Recipient
• 2013-14, Faculty Director, MBA/EMBA Programs
• 2012-13, Chair, Executive MBA Curriculum Task Force Committee
• 2012-14, Chair, COBI Masters Program Committee
• 2013-2014, Ombudsman
• 2011-12, Executive MBA Strategic Planning Committee
• 2011-13, Masters Programming Committee Member
• 2010-13, UT Edward H. Schmidt School of Professional Sales, Board Member (ex-officio)
• 2010-11, Academic Leadership Steering Committee Member
• 2010-14, Center for Family and Privately Held Business Advisory Board Member
• 2009-14, Strategic Planning, Assessment and Continuous Improvement Committee Member
• 2010, COBI Dissertation Committee Member:  Iliad Lipkin
• 2009-10, COBI Brand Enhancement Committee Member
• 2005-13, Pi Sigma Epsilon Faculty Advisor, Epsilon Delta Chapter, COBI, U of Toledo.
• 2006-13, National Collegiate Sales Competition, Advisor & Coach, COBI, U of Toledo.
• 2011, Russ Berrie Institute National Sales Challenge, Advisor & Coach
• 2009-10, DSI Midwest Conference Planning Committee, COBI, U of Toledo.
• 2008-09, Kresge Grant Capital Campaign Challenge Committee, COBI, U of Toledo.
• 2008-10, Library Committee, COBI, U of Toledo.  Committee Chair in 09-10.
• 2007-08, Ethics Committee, COBI, U of Toledo.
• 2006-07; 2009-10, Undergraduate Programs Committee, COBI, U of Toledo.
• 2005-06, Technology Committee, COBI, U of Toledo.
• 2005-09, Executive Center for Global Competitiveness revenue generation through consulting:  Various Companies.
• 2003-04, Doctoral Student Management Association President, Kent State.
  

Departmental Service (Marketing & International Business):

• 2012-14, Chair, Department Personnel Committee
• 2011, 2014 Tenure Track Faculty Search Committee
• 2011-2014, Chair, Masters Program Committee
• 2010-2014, MIB Department Personnel Committee (Acting Chair 12/2010).
• 2008-09, MIB Course Assessment and Learning Goals Committee (for AACSB).
• 2007-08, Distance Learning Policy Committee.
• 2006-07, 2009-10 Undergraduate Curriculum Committee.
• 2006-12, Represented MIB – Guest speaker in BUAD 1000 and BUAD 3000
• 2005-12, Support at Edward H. Schmidt School of Professional Sales Events – Corporate Partner Speakers Series (10), Speed Recruiting (2), Sales Summits (4), Sales Symposiums (1), Networking Nights (6), UT Invitational Sales Competition (3).
• 2008, Represented Dept. at UT major Palooza Event
• 2005-2006 Edward H. Schmidt School of Professional Sales Summit – Session Chair.
• Guest/Substitute lecturer for department faculty:  (various dates and courses).

Outreach, Engagement, and Community Involvement:

• Developed and delivered Salesforce Coaching workshop for EcSell Institute (4/13)
• Developed and delivered ESSPS salesforce leadership training to Habitec (8/’12), Pilkington (est. Feb. ‘13), Tenneco (est. 9/11-2/13).
• Delivered ESSPS sales certification online learning (pilot, 3 cohorts).
• 2009-10, Represented UT/ESSPS at corporate partnership events (TQL, Federated Insurance, Equity Trust).
• 2007 Co-presented (with Deirdre Jones) at the Center for Family Business Forum (May 8^{th),  "The Millennial Salesperson Challenge:　 Issues in Intergenerational Selling" at The Toledo Club (130 members in attendance).}
• 2011 Co-presented (with Deirdre Jones) at the Center for Family Business mini forum (25 members in attendance)
• 2004-2005, Sales and Marketing Executives International, member in good standing

BUAD 3010 Principles of Marketing

BUAD 6300 Strategic Marketing & Analysis

EMBA 6230 Market-Driven Strategy & Analysis

MKTG 6240 Strategic Salesforce Leadership

MKTG 6250 Strategic Selling Analysis & Applications

PSLS 3440 Professional Sales

PSLS 3450 Account & Territory Management

PSLS 4710 Salesforce Management

PSLS 4740 Advance Sales