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

  • Friend, Scott B., Fernando Jaramillo and Jeff S. Johnson. Ethical Climate at the Frontline: A Meta-Analytic Evaluation. Journal of Service Research, In Press.
  • Friend, Scott B., Avinash Malshe and Gregory J. Fisher. What Drives Customer Re-Engagement? The Foundational Role of the Sales-Service Interplay in Episodic Value Co-Creation. Industrial Marketing Management, In Press.
  • Friend, Scott B., Kumar Rakesh Ranjan and Jeff S. Johnson. Fail Fast, Sell Well: The Contingent Impact of Failing Fast on Salesperson Performance. Industrial Marketing Management, In Press.
  • 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.
  • Friend, Scott B. and Avinash Malshe (2016). Key Skills for Crafting Customer Solutions within an Ecosystem: A Theories-In-Use Perspective. Journal of Service Research, 19 (2), 174-191.
  • Johnson, Jeff S., Scott B. Friend and Avinash Malshe (2016). Mixed Interpretations of Sales Proposal Signals. Journal of Personal Selling and Sales Management, 36 (3), 264-280.
  • Skiba, Jennifer, Amit Saini and Scott B. Friend (2016). The Effect of Managerial Cost Prioritization on Sales Force Turnover. Journal of Business Research, 69 (12), 5917-5924.
  • Johnson, Jeff S., Scott B. Friend and Arvind Agrawal (2016). Dimensions and Contingent Effects of Variable Compensation System Changes. Journal of Business Research, 69 (8), 2923-2930.
  • Johnson, Jeff S., Scott B. Friend, Brian N. Rutherford and G. Alexander Hamwi (2016). Absolute versus Relative Sales Failure. Journal of Business Research, 69 (2), 596-603.
  • Friend, Scott B., Jeff S. Johnson, Fred Luthans and Ravi Sohi (2016). Positive Psychology in Sales: Integrating Psychological Capital. Journal of Marketing Theory and Practice - Special Issue on Connecting Theory and Practice in Selling and Sales Management, 24 (3), 306-327.

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 2019
  • MKT 405 - SECTION D, MW, 2:50 PM - 4:10 PM, FSB 2041
  • MKT 405 - SECTION E, MW, 4:25 PM - 5:45 PM, FSB 2041.
Scott Friend

Contact Information

Office Hours

  • Fall 2019
  • TBA.

Links

* Accessible version of PDF available upon request.