about me

Research Interests

Research Interests
Research Interests: marketing management, sales management, sales force motivation and ethics in the effective design of sales control systems. Specifically, how the different types of sales controls, impact salesperson effectiveness. Additional research interests include competitive intelligence, sales analytics, and marketing strategy.

Research Keywords

Research Keywords
sales management; marketing management; sales force analytics; sales force motivation; marketing strategy

Biography

Biography

Degrees:
D.B.A., Marketing, Kennesaw State University
M.B.A., Southeastern Louisiana University
B.S., Marketing, Louisiana State University

Dr. Gottfried’s expertise is in sales management and her research interest is in motivating the sales force. She has published in the Journal of Selling and book chapter publication with Springer Nature and has several awarding winning national and regional level conference publications in personal selling and sales management.
Dr. Gottfried has numerous years of professional experience in various industries and over 15 years of higher education marketing and management involvement. Prior faculty appointments include Loyola University, Tulane University, the University of Southern Mississippi and the Louisiana State University of Alexandria. Dr. Gottfried is a reviewer for the European Journal of Marketing, Marketing Management Journal, Qualitative Market Research: An International Journal, Academy of Marketing Science, Society for Marketing Advances, Atlantic Marketing Association, and the Doctoral Track for the National Conference for Sales Management. She is a member and reviewer for the Journal of Global Scholars of Marketing Science: Bridging Asia and the World (JGSMS) Editorial Board for Personal Selling & Sales Management.

Education

Education

    • 2015 DBA in Business
      Kennesaw State University, 2015

Licensure and Certifications

Licensure and Certifications

    • 2018 NIH Protecting Human Research Participants, National Institute of Health
    • 2017 Certified Online Teacher, University of Louisiana at Lafayette
    • 2017 Quality Matters (QM Rubric), Quality Matters

Appointments

Appointments

    • Aug 2018 to May 2019 Visiting Assistant Professor of Marketing
      Business, Loyola University New Orleans (New Orleans, LA, United States)
      Full-time faculty for the College of Business.
    • Aug 2017 to May 2018 Adjunct Online Faculty
      Business, University of Louisiana at Lafayette (Lafayette, United States)
      MBA designed & Instructe 100% online QM Certified
      Organizational Behavior, graduate (Fall 2017, Fall 2018)
      Marketing Management, graduate (Spring 2018)
    • June 2017 to Dec 2017 Adjunct Lecturer of Marketing
      Marketing, Tulane University (New Orleans, LA, United States)
      Taught face-to-face undergraduate courses: Marketing Fundamentals and Retail Management courses.
    • Aug 2015 to May 2017 Visiting Professor of Marketing
      Marketing, University of Southern Mississippi (Hattiesburg, MS, United States)
      Full-time faculty for the Department of Marketing. Advisor for Phi Beta Lambada.
    • Aug 2012 to May 2015 Instructor
      Business, Louisiana State University of Alexandria (Alexandria, LA, United States)
      Full-time faculty for the College of Business. Advisor for Phi Beta Lambda.
    • Jan 2012 to May 2012 Adjunct Instructor
      Management, Southeastern Louisiana University (Hammond, LA, United States)
      Adjunct Faculty for the Management Department.
      Instructed face-to-face undergraduate classes
      Business Strategy, undergraduate (Spring 2012)
      Principles of Management, undergraduate (Spring 2012)

Memberships

    • 2019 to Present Direct Selling Educational Foundation
      Engage, equip, and empower educators to provide students with an accurate understanding of the direct selling industry.
      https://dsef.org/
    • 2018 to Present Scholars Strategy Network
      Connect with scholars in your local area.
      https://scholars.org/
    • 2015 to Present Academy of Marketing Science
      The Academy of Marketing Science Foundation is an international, scholarly, professional organization. It is dedicated to promoting high standards and excellence in the creation and dissemination of marketing knowledge and the furtherance of marketing practice through a role of leadership within the discipline of marketing around the world. The Academy is committed to the highest of ethical standards in the pursuit of this mission.
      https://www.ams-web.org/
    • 2015 to Present American Marketing Association
      The American Marketing Association strives to be the most relevant force and voice shaping marketing around the world, an essential community for marketers.
      https://www.ama.org/

    • 2015 to Present Atlantic Marketing Association
      Track Chair
      Regional Marketing Conference to promote scholarly research.
    • 2014 to Present Society of Marketing Advances
      The SMA Annual Conference brings together marketing educators and professionals from throughout the United States and abroad.
      https://www.societyformarketingadvances.org/

Awards and Honors

    • Nov  2016 Best Research Paper in Personal Selling and Sales Management sponsored by Society for Marketing Advances
    • Sep  2016 Best Research Paper in Sales Management sponsored by Atlantic Marketing Association Conference

Publications

Presentations

    • April  2017
      Gottfried, AnneKurzweg, "Innovative Selling Project", St. Louis, MO. (April , 2017).
    • November  2016
      Gottfried, AnneKurzweg, "Business Marketing Class Lands a Sale", Atlanta, GA. (November , 2016).
    • November  2016
      Gottfried, AnneKurzweg, Rutherford, Brian (Author), "Inside versus outside sales: moderating role effects on the relationship between sales controls, sales supportiveness and multifaceted job satisfaction", Atlanta, GA. (November , 2016).
    • September  2016
      Gottfried, AnneKurzweg, Ambrose, Scott (Author & Presenter), Plank, Richard (Author), "Inside sales force and gender: mediating effects of intrinsic motivation on sales controls and performance", Charleston, SC. (September , 2016).
    •  2014
      Gottfried, AnneKurzweg, "Research Overview: Effective Sales Contests Design on Performance", New Orleans, LA. ( , 2014).
    •  2014
      Gottfried, AnneKurzweg, "Sales Control Influences on Pay Fairness and Ethical Decision Making", New Orleans, LA. ( , 2014).

Courses

      • MARK 4325-031 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2021
      • MARK 3322-002 PROFESSIONAL SELLING
        (Course Id: 100796)
        Spring - Regular Academic Session - 2021
      • MARK 3322-004 PROFESSIONAL SELLING
        (Course Id: 100796)
        Spring - Regular Academic Session - 2021
      • MARK 4325-031 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Fall - Regular Academic Session - 2020
      • MARK 4325-900 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Fall - Regular Academic Session - 2020
      • MARK 3322-001 PROFESSIONAL SELLING
        (Course Id: 100796)
        Fall - Regular Academic Session - 2020
      • MARK 3322-002 PROFESSIONAL SELLING
        (Course Id: 100796)
        Fall - Regular Academic Session - 2020
      • MARK 4325-031 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Summer - Five Week - First - 2020 Download Syllabus
      • UNIV-BU 1101-004 CAREER PREP & STUDENT SUCCESS
        (Course Id: 113583)
        Spring - Regular Academic Session - 2020 Download Syllabus
      • MARK 4325-031 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2020 Download Syllabus
      • MARK 3322-003 PROFESSIONAL SELLING
        (Course Id: 100796)
        Spring - Regular Academic Session - 2020 Download Syllabus
      • MARK 3322-005 PROFESSIONAL SELLING
        (Course Id: 100796)
        Spring - Regular Academic Session - 2020 Download Syllabus
      • MARK 3321-003 PRINCIPLES OF MARKETING
        (Course Id: 100795)
        Fall - Regular Academic Session - 2019
      • MARK 3321-004 PRINCIPLES OF MARKETING
        (Course Id: 100795)
        Fall - Regular Academic Session - 2019
      • MARK 3322-004 PROFESSIONAL SELLING
        (Course Id: 100796)
        Fall - Regular Academic Session - 2019

Service to the University

    • Aug 2019 to  Present Committee Member
      (Impact: Impact on the marketing department for fundraising. | Engagement: Encouraging community engagement with our program and connecting vendors with students who are better prepared for professional selling positions. | Innovation: Encourage face-to-face interaction with students through guest speaker events and sales presentation role-play competitions.)
      Sales Program
      Member of UTA Sales Program. Contributions include attending meetings, coordinating guest speaker events, training and coaching students in prof selling, and connecting students with the community, assisting with scholarship awards for sales competitions.
    • Mar 2020 to  Mar 2020 Faculty Advisor
      (Impact: Challenger Sales Institute is devoted to providing education, training, and development opportunities to sales students and business professionals. Founded in 2018 by three marketing professors, CSI provides four main functions including:
      Competitions that allow students to practice their selling skills with industry buyers and judges
      Career fairs to help employers efficiently recruit qualified students for entry-level sales jobs
      Corporate sales training
      Permanent placement for students entering the sales industry
      CSI funnels 100% of company profits into student scholarships and competition awards.

      | Engagement: Professional and collegiate interaction of students with other university students, faculty, and outside vendors. Students have the opportunity to network with industry recruiters and enjoy a lively, fun, and competitive environment geared towards assisting students in applying and improving their selling skills. | Innovation: Intensive and interactive skills and confidence-building event for students. )
      Spring 2020 Challenger Sales Competition
      Faculty Advisor/Coach Spring 2020 Challenger Sales Regional Competition in OKC, Oklahoma. Organized, Recruited, Trained, Coached, and Transported six UTA Prof Students who competed against thirteen other universities in three competitive prof selling events:
      Speed Selling
      Role-Play
      Ethics Case
      https://www.challengersalesinstitute.com/

Service to the Profession

    • 2017 to  2022
      (Classification: Applied or Integration/Application Scholarship | Impact: Bridges gap between the East and West. | Engagement: Engagement of new ideas for future research. | Innovation: Networking of scholars.)
      Editorial Review Board Member (Seoul, Republic of Korea, South Korea)
      Journal of Global Scholars of Marketing Science: Bridging Asia and the World
      Editorial Board for Personal Selling & Sales Management.
      https://www.tandfonline.com/action/journalInformation?show=societyInformation&journalCode=rgam20

    • May 2020 to  Oct 2020
      (Classification: Applied or Integration/Application Scholarship | Impact: Participation in conference proceedings encourages direction for future research and publications. | Engagement: Scholarly interaction. | Innovation: Encourage future research.)
      Session ChairUnited States)
      Atlantic Marketing Association Conference
      "Virtual" Conference Track Chair for Atlantic Marketing Association “Virtual” Conference, October 2020.
    • July 2020 to  July 2020
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Journal Article
      International Journal of Bank Marketing
      Reviewer for International Journal of Bank Marketing, July 2020.
    • Nov 2019 to  Nov 2019
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Journal ArticleUnited States)
      Journal of Academy of Marketing Science,
      Reviewer for Journal of Academy of Marketing Science, November 2019.
    • Feb 2019 to  Feb 2019
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Journal ArticleEurope)
      European Journal of Marketing
      Reviewer for European Journal of Marketing, February 2019
    • 2018 to  2018
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Conference Paper (New Orleans, LA, United States)
      Atlantic Marketing Association
      Reviewer for Sales Management Track, Conference for the Atlantic Marketing Association, Charleston, New Orleans, LA, 2018.
    • Feb 2017 to  2017
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Journal ArticleUnited States)
      Social Media for Qualitative Research for the Qualitative Market Research
      Reviewer for Social Media for Qualitative Research for the Qualitative Market Research:
      An International Journal, February 2017.
    • Oct 2017 to  Oct 2017
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Journal ArticleUnited States)
      Marketing Management Journal
      Reviewer for Marketing Management Journal, October 2017
    • 2016 to  2016
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Conference Paper (Paris, France)
      Academy of Marketing Science
      Reviewer for Quantitative Methods Track, Conference for the Academy of Marketing Science
      World Congress, Paris 2016.
    • 2016 to  2016
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Conference Paper (Charleston, SC, United States)
      Atlantic Marketing Association
      Reviewer for Sales Management Track, Conference for the Atlantic Marketing Association, Charleston, SC, September 2016.
    • 2016 to  2016
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Book
      Sage Publishing
      Reviewer for Hair, Hult, Ringle & Sarstedt, A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM), 2nd edition, Sage Publication 2016.
    • Nov 2016 to  Nov 2016
      (Classification: Applied or Integration/Application Scholarship)
      Conference-Related (Atlanta, GA, United States)
      Society of Marketing Advances
      Conference Session Chair for Society of Marketing Advances, Atlanta, GA, November 2016.
    • 2014 to  2015
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Conference Paper (Kennesaw, GA, United States)
      National Conference in Sales Management
      Reviewer for Doctoral Student Track National Conference in Sales Management, 2014, 2015.
    • 2014 to  2014
      (Classification: Applied or Integration/Application Scholarship)
      Reviewer, Conference Paper (New Orleans, LA, United States)
      Society for Marketing Advances
      Reviewer for Sales Research and Teaching Track National Conference for the Society for Marketing Advances, 2014.