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

Professor

Office: Stranahan Hall 3049

419.530.4737

Michael.mallin@utoledo.edu

LinkedIn

scholars profile

Bio

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.

Education

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

Awards

• 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.) 

Professional Services

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 and 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 and 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