Ohio State University, Ph.D., Business Administration, 1996
University, M.B.A., Marketing, 1991
Ohio State University, M.A., Communication, 1986
Ohio University, B.S.C., Interpersonal Communication, 1985
Dr. Ellen Pullins earned a B.S.C.
degree in Interpersonal Communication from Ohio University, a M.A. degree in Communication
State University, a M.B.A. degree in Marketing from Wright State University, and Ph.D.
from Ohio State
University. She is currently associate professor of Marketing department at the University
of Toledo. She
is also Schmidt research professor of sales and sales management. Her research interests
management and customer response to personal selling. Her specific interest include
and behaviors in the sales context and sales training. She has published in academic
journals including Industrial Marketing Management, Journal of SCM: A Global Review
of Purchasing and
Supply, Journal of Personal Selling and Sales Management, Journal of Marketing Research,
Marketing, Journal of Business and Industrial Marketing, and Journal of Academy of
Motivation, loyalty, and behaviors in the sales context and sales training
Current Research in Progress
• Under review:
Sylvain Senecal, Richard E. Buehrer and Ellen Bolman Pullins, “The
extent of technology usage and salespeople: An exploratory investigation,” Submitted
to the Journal
of Business and Industrial Marketing, April 2005.
• Working paper:
Ellen Bolman Pullins, Michelle Roehm (2003), "Valuing the Salesperson:
Salesperson Equity and Purchasing Agent Loyalty," Institute for the Study of Business
Ellen Bolman Pullins, Michelle Roehm, David Marion, & Harper Roehm, “Understanding
the Salesperson-Customer Relationships: Salesperson Equity and Purchasing Agent Loyalty
In final draft form, will be submitted to Journal of Marketing by January 2005.
• In Progress:
Ellen Pullins & Michelle Roehm, “Valuing the consequences of
Salesperson Equity and Resultant Buyer Loyalty” (Data collectied).
Ellen Bolman Pullins and Richard E. Buehrer, "Exploring Creativity
In the Sales Position," (Data analysis of qualitative Interview data complete.
Mike Williams, Susan Mantel & Ellen Pullins, Salesperson
Competency Validation, (partial data collection).
Ellen Pullins & Susan Mantel, Changing Inappropriate
Advertisements: Increasing Customer Brand Recall & Recognition (partial data collected).
Ellen Pullins & David Reid, "Sales Critical Incidents In
Success or Failure," (data collection complete).
Senecal, Sylvain, Richard E. Buehrer, and Ellen Bolman Pullins,
(2005), “Sales Force Technology Usage — Reasons, Barriers, and Support: An Exploratory
Investigation,” Industrial Marketing Management, 34, 389-398.
Pullins, Ellen Bolman, David A. Reid and Richard E. Plank, (2004),
“Gender Issues in Buyer-Seller Relationships: Does Gender Matter in Purchasing?,”
of Supply Chain Management: A Global Review of Purchasing and Supply, 40 (3).
David A. Reid, Ellen Bolman Pullins, Richard E. Plank and Richard
E. Buehrer, (2004) “Measuring buyers’ perceptions of conflict in business-to-business
interactions,” Journal of Business & Industrial Marketing, 19 (4), 236-249.
McBane, Donald A., Ellen Bolman Pullins, & David A. Reid
(2003), “SalesLitDB: A classification system and index of personal selling and sales
articles” Journal of Personal Selling and Sales Management, 23 (2), 113-121.
Ellen Bolman Pullins and Leslie Fine (2002), “How the
performance of mentoring activities impacts the mentor's job outcomes” Journal of Personal
Selling and Sales Management, XXII (4), 245-257.
Mantel, Susan Powell, Ellen Bolman Pullins, David A. Reid, and
Richard Buehrer (2002), “A Realistic Sales Experience: Providing Feedback by Integrating
Buying, Selling, and Managing Experiences,” Journal of Personal Selling and Sales Management,
XXII (1), 33-40.
Reid, David, Ellen Bolman Pullins and Richard Plank (2002), "The
Impact of Purchase Situation on the Sales Communication-Outcome Relationship In Business
Marketing Management, 31, 205-213.
Roehm, Michelle, Ellen Bolman Pullins, and Harper A. Roehm, Jr.
(2002), “Cultivating Brand Loyalty for Consumer Packaged Products,” Journal of Marketing
Research, XXXIX (May), 202-213.