Directory

Scott Friend

Associate Professor

Marketing


Profile

Academic Background

  • Ph.D., Georgia State University
  • M.S., Georgia State University
  • B.B.A., University of Georgia

Academic & Professional Experience

  • Miami University, Associate Professor of Marketing (2019-Present)
  • Miami University, Assistant Professor of Marketing (2015-2019)
  • University of Nebraska-Lincoln, Assistant Professor of Marketing (2010-2015); Assistant Director of Center for Sales Excellence (2014-2015)

Recent Publications

  • Crosno, Jody, Robert Dahlstrom and Scott B. Friend. Assessments of Equivocal Salesperson Behavior and Their Influences on the Quality of Buyer-Seller Relationships. Journal of Personal Selling & Sales Management, In Press.
  • Friend, Scott B., Jeff S. Johnson and Kumar Rakesh Ranjan. An Antecedent and Contingent Outcome Model of Fail Fast Strategy in Sales Force Management. Industrial Marketing Management, In Press.
  • Friend, Scott B., Fernando Jaramillo and Jeff S. Johnson (2020). Ethical Climate at the Frontline: A Meta-Analytic Evaluation. Journal of Service Research, 23 (2), 116-138.
  • Friend, Scott B., Avinash Malshe and Gregory J. Fisher (2020). What Drives Customer Re-Engagement? The Foundational Role of the Sales-Service Interplay in Episodic Value Co-Creation. Industrial Marketing Management, 84, 271-286.
  • Friend, Scott B., Kumar Rakesh Ranjan and Jeff S. Johnson (2019). Fail Fast, Sell Well: The Contingent Impact of Failing Fast on Salesperson Performance. Industrial Marketing Management, 82, 265-275.
  • Johnson, Jeff S., Joseph M. Matthes and Scott B. Friend (2019). Interfacing and Customer-Facing: Sales and Marketing Selling Centers. Industrial Marketing Management; Special Issue - Sales Team Theory and Practice, 77, 41-56.
  • Skiba, Jennifer, Amit Saini and Scott B. Friend (2019). Sales Manager Cost Engagement: Antecedents and Performance Implications. Journal of Personal Selling & Sales Management, 39 (2), 123-137.
  • Johnson, Jeff S, Gregory Fisher and Scott B. Friend (2019). Crowdsourcing Service Innovation Creativity: Environmental Influences and Contingencies. Journal of Marketing Theory and Practice, 27 (3), 251-268.
  • Malshe, Avinash and Scott B. Friend (2018). Initiating Value Co-Creation: Dealing with Non-Receptive Customers. Journal of the Academy of Marketing Science, 46 (5), 895-920.
  • Friend, Scott B., Jeff S. Johnson and Ravipreet S. Sohi (2018). Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination. Journal of Business Research, 83 (1), 1-9.
  • Malshe, Avinash, Scott B. Friend, Jamal Al-Khatib, Mohammed I. Al-Habib and Habiballah Mohamed Al-Torkistani (2017). Strategic and Operational Alignment of Sales-Marketing Interfaces: Dual Paths within an SME Configuration. Industrial Marketing Management, 66 (1), 145-158.
  • Johnson, Jeff S., Scott B. Friend and Hannah S. Lee (2017). Big Data Facilitation, Utilization, and Monetization: Exploring the 3Vs in a New Product Development Process. Journal of Product Innovation Management - Special Issue on Innovation in Data-Rich Environments, 34 (5), 640-658.
  • Friend, Scott B. and Jeff S. Johnson (2017). Familiarity Breeds Contempt: Perceived Service and Sales Complacency in Business-to-Business Relationships. Journal of Personal Selling and Sales Management - Special Issue on The Intersection of Professional Selling and Service, 37 (1), 42-60.
  • Meyer, Tracy, Donald C. Barnes and Scott B. Friend (2017). The Role of Delight in Driving Repurchase Intentions. Journal of Personal Selling and Sales Management - Special Issue on The Intersection of Professional Selling and Service, 37 (1), 61-71.
  • Cho, Yoon-Na, Brian N. Rutherford, Scott B. Friend, G. Alexander Hamwi and JungKun Park (2017). The Role of Emotions on Frontline Employee Turnover Intentions. Journal of Marketing Theory and Practice, 25 (1), 57-68.

Honors & Awards

  • Farmer School of Business Awards for Research Excellence - James Robeson Junior Faculty Research Excellence Award (2017)
  • Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2016) - "Mixed Interpretations of Sales Proposal Signals" in the Journal of Personal Selling & Sales Management
  • Best Reviewer Award (2016) - Journal of Personal Selling & Sales Management
  • UNL College of Business Administration Distinguished Teaching Award (2013)
  • AMA Sales SIG Dissertation Award (2011)

Biography

Dr. Scott B. Friend (Ph.D., Georgia State University) is an Associate Professor of Marketing in the Farmer School of Business at Miami University. Dr. Friend's interests are in sales and sales force management. More specifically, this includes buyer-seller relationships, intra-organizational relationships, sales performance and sales failure, key account management, and sales research methodology. His research has most recently been published in the Journal of the Academy of Marketing Science, Journal of Service Research, Journal of Product Innovation Management, Journal of Personal Selling & Sales Management, Journal of Business Research, Industrial Marketing Management, Journal of Marketing Theory and Practice, and Marketing Management Journal. Dr. Friend's teaching interests and areas of expertise are in Professional Selling, Sales Force Management, Customer Relationship Management, and Business-to-Business Marketing.

Courses

  • FALL 2020
  • MKT 405 A ONLINE MW 8:30 AM - 9:50 AM WEB
  • MKT 405 B ONLINE MW 1:15PM-2:35PM WEB
  • MKT 405 C ONLINE MW 2:50PM-4:10PM WEB
Scott Friend

Contact Information

Office Hours

  • Spring 2020
  • WF, 7:30 am - 8:15 am and 1:00 pm - 2:00 pm.
  • Other hours by appointment.

Links

* Accessible version of PDF available upon request.