Professor

Gary K. Hunter, MBA, PhD

Associate Professor of Marketing, Clemson University

BUSINESS EDUCATOR • MARKETING STRATEGY• RESEARCHER • AUTHOR • SPEAKER •CONSULTANT

Research Interests

Sales Technology( including sales-based customer relationship management (CRM) & sales force automation (SFA) processes and tools), strategic account management, customer business development (CBD), marketing and sales strategy, negotiations, relationship marketing, organizational procurement, structural equation modeling and multilevel (random effects) modeling, and survey research.

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Dr. Gary K. Hunter's Google Scholar Profile

Dr. Gary K. Hunter' s ResearchGate Profile

Publications

Refereed Journal Publications

 Google Citations: 615 total, h-index=9; g-index=18; hg index=12.7; i10=9: a/o: 9/7/18. Please see Google Scholar Profile for more details. 

Peer-reviewed journal article authorship role summary: 10% sole-author; 70% lead- or equally-contributing author; 30% supporting author.

 

St. Clair, Donald P., Gary K. Hunter, Philip A. Cola, and Richard Boland (forthcoming), “Systems-savvy Selling, Interpersonal Identification with Customers, and the Sales Manager’s Motivational Paradox: A Constructivist Grounded Theory Approach,” Journal of Personal Selling & Sales Management, accepted August 26, 2018.

 

 

Hunter, Gary K. and Nikolaos Panagopoulos (2015) “Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” Industrial Marketing Management, 50(10), 162-179. Authors listed alphabetically for equal contributions. Hunter, Gary K. (2014), “Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” 43 (7), 1204-1215, Industrial Marketing Management. Special issue on key account management.

Alvarez, Cecilia M.O., Peter R. Dickson, and Gary K. Hunter (2014), “The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation,”
67 (2), 108–115, Journal of Business Research.
Bradford, Kevin, Goutam N. Challagalla, Gary K. Hunter, and William C. Moncrief (2012), “Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts,” Journal of Personal Selling and Sales Management, 32 (1), 41-56. Authors listed alphabetically representing equivalent contributions. Bradford, Kevin, Steve Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Rob Palmatier, Dominique Rouzies, Rosann Spiro, Harish Sujan, and Barton Weitz (2010),“The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters, 21 (3), pp. 239-253. Authors listed alphabetically representing equivalent contributions. Dickson, Peter R., Walfried Lassar, Gary Hunter, and Samit Chakravarti (2009), “The Pursuit of Excellence in Process Thinking and Customer Relationship Management,” Journal of Personal Selling and Sales Management, 29 (2), pp. 111-124.  Hunter, Gary K. and William D. Perreault, Jr. (2007), “Making Sales Technology Effective,” Journal of Marketing, 71 (1), pp. 16-34.  Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006), “Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23 (2), pp. 155-170. Hunter, Gary K. and William D. Perreault, Jr. (2006), “Sales Technology Orientation, Information Effectiveness, and Sales Performance,” Journal of Personal Selling and Sales Management, 26 (2), pp. 95-113.

Book Chapter

Hunter, Gary K. (2011), “Sales Technology,” The Oxford Handbook of Strategic Sales and Sales Management, eds. David Cravens, Ken Le Meunier-FitzHugh, and Nigel Piercy, Oxford University Press, pp. 426-456.

Published Dissertation

Hunter, Gary K. (1999), Sales Technology, Relationship-Forging Tasks, and Sales Performance in Business Marketing, UMI Dissertation Services, 197 pp. Advisor; William D. Perreault, Jr.


Papers Abstracted in Peer-Reviewed Conference Proceedings: Competitive Paper Tracks
St. Clair, Donald P., Phillip A. Cola, Kalle Lyytinen, and Gary K. Hunter (2017), “Systems-Savvy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance,” abstracted in 2017 Summer AMA Conference: Innovation & Sustainability in Marketing, eds. Kelly L. Haws, Mark B. Houston, and Charles H. Noble, Chicago: American Marketing Association, Vol. 28, pp. N8-N9. Also presented in San Francisco, CA, August 5, 2017 by the lead author.

St. Clair, Donald P., Richard J. Boland, and Gary K. Hunter (2016), “Systems-Savvy Selling: A Grounded Theory to Understanding What Motivates Contemporary Industrial Salespeople,” abstracted in 2016 Summer AMA Conference: Regaining Relevance Doing Research that Reshapes the Practice of Marketing Applications, eds. Bernard Jaworski and Neil Morgan, Chicago: American Marketing Association, Vol. 27, pp. D23-D24. Also presented in Atlanta, GA, August 7, 2016 by the lead author.

Dixon, Deirdre, Richard J. Boland, James Gaskin, Michael R. Weeks, and Gary K. Hunter (2014), “In Extremis Leadership: Full Mental Jacket,” abstracted in Academy of Management Annual Meeting Proceedings 2014, 2014(1). Also presented in Philadelphia, PA, August 5, 2014 by lead author.

Panagopoulos, Nikolaos and Gary K. Hunter (2009), “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” abstracted in American Marketing Association Winter Educators’ Proceedings: Excellence in Marketing Research-Striving for Impact, eds. Chris White and Kristy Reynolds, Chicago: American Marketing Association, Vol. 20, pp. 158-159. 

Hunter, Gary K. (2007), “Omitted Latent Biasing Factors,” abstracted in American Marketing Association Summers Educators' Conference: Enhancing Knowledge Development in Marketing, eds. J. Mohr and R. Fisher, Chicago: American Marketing Association, Chicago: American Marketing Association, Vol. 18, pp. 27-28. 

Hunter, Gary K. (2004), “Boundary Blurring Theory and the Strategic Management of Business to Business Relationships,” abstracted in American Marketing Association Summer Educators’ Proceeding:  Enhancing Knowledge Development in Marketing, eds. K. Bernhardt, J.S. Boles, and P.S. Ellen, Chicago: American Marketing Association, pp. 338-339

Hunter, Gary K., William D. Perreault, Jr. and Gary M. Armstrong (1998), “Sales Technology, Selling Smart, and Sales Performance in Business Markets,” abstracted in American Marketing Association Summer Educators’ Proceedings: Enhancing Knowledge Development in Marketing, eds. R. Goodstein and S. MacKenzie, Chicago: American Marketing Association, pp. 1-2. 

Word cloud for Gary's Publications