Dr Fred C Miao
Associate Professor, Marketing
Last Updated: January 19, 2021
about me
Research Interests
Research Interests
Professional Selling, Salesforce Management, Interfirm Relationships, New Technologies in Marketing.
Teaching Interests
Teaching Interests
Professional Selling, Marketing Management, B2B Marketing, Retailing, Marketing Channels.
Biography
Biography
Dr. Miao is the Faculty Fellow of John Merrill Endowed Professorship in Consultative Sales. Dr. Miao’s research interests include retail and business-to-business sales force management issues as well as inter-firm marketing relationships and strategies. His work has been published in top and leading marketing journals such as Journal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, and Journal of Business Research, among others. Dr. Miao currently serves on the Editorial Review Boards of Journal of the Academy of Marketing Science and Journal of Personal Selling & Sales Management.
Education
Education
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2007
PhD
in Marketing
University of Missouri , 2007
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2007
PhD
in Marketing
Publications
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Book Chapter
Sales Force‐Generated Marketing Intelligence
[Miao, Fred]. "The Oxford Handbook of Strategic Sales and Sales Management".
https://www.oxfordhandbooks.com/view/10.1093/oxfordhb/9780199569458.001.0001/oxfordhb-9780199569458-e-7?rskey=wwiQ9z&result=8&q=sales -
Journal Article
What Makes Online Content Viral? The Contingent Effects of Hub Users Versus Non-Hub Users On Social Media Platforms
[Miao, FredC]. Journal of the Academy of Marketing Science. 47, 1005-1026.
https://link.springer.com/article/10.1007/s11747-019-00678-2 -
Journal Article
Key supplier involvement in IT-enabled operations: When does it lead to improved performance?
[Miao, Fred]. Industrial Marketing Management. 75, 134-145.
https://www.sciencedirect.com/science/article/abs/pii/S0019850117307216 -
Journal Article
Effects of top-performer rewards on fellow salespeople: a double-edged sword
[Miao, Fred]. Journal of Personal Selling & Sales Management. 37(4), 280-297.
Marvin Jolson Award for best contribution to sales practice (American Marketing Association) https://www.tandfonline.com/doi/abs/10.1080/08853134.2017.1387058 -
Journal Article
Effects of work–family interface conflicts on salesperson behaviors: A double-edged sword
[Miao, FredC]. Journal of the Academy of Marketing Science. 45(5), 762-783.
https://link.springer.com/article/10.1007/s11747-016-0492-7 -
Journal Article
The differential effects of functional vis-à-vis relational customer orientation on salesperson creativity
[Miao, Fred]. Journal of Business Research. 69(12), 6021-6030.
https://www.sciencedirect.com/science/article/abs/pii/S014829631630399X -
Journal Article
Dependence and interdependence in marketing relationships: Meta-analytic insights
[Miao, FredC]. Journal of the Academy of Marketing Science. 43(6), 694-712.
https://link.springer.com/article/10.1007/s11747-014-0418-1 -
Journal Article
Effects of sales force market orientation on creativity, innovation implementation, and sales performance
[Miao, Fred]. Journal of Business Research. 68(11), 2374-2382.
https://www.sciencedirect.com/science/article/abs/pii/S0148296315001599 -
Journal Article
Motivating industrial salesforce with sales control systems: An interactive perspective
[Miao, Fred]. Journal of Business Research. 67(6), 1233-1242.
https://www.sciencedirect.com/science/article/abs/pii/S0148296313001537 -
Journal Article
The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective
[Miao, FredC]. Journal of the Academy of Marketing Science. 41(1), 73-90.
https://link.springer.com/article/10.1007%2Fs11747-012-0315-4 -
Journal Article
Effects of formal sales control systems: A combinatory perspective
[Miao, FredC]. International Journal of Research in Marketing. 29(2), 181-191.
https://www.sciencedirect.com/science/article/abs/pii/S0167811612000055 -
Journal Article
The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence
[Miao, FredC]. Journal of the Academy of Marketing Science. 38(1), 90-104.
https://link.springer.com/article/10.1007%2Fs11747-008-0129-6 -
Journal Article
Reexamining the influence of career stages on salesperson motivation: A cognitive and affective perspective
[Miao, Fred]. Journal of Personal Selling & Sales Management. 29(3), 243-255.
https://www.tandfonline.com/doi/abs/10.2753/PSS0885-3134290303 -
Journal Article
The impact of salesperson motivation on role perceptions and job performance—a cognitive and affective perspective
[Miao, Fred]. Journal of Personal Selling & Sales Management. 27(1), 89-101.
https://www.tandfonline.com/doi/abs/10.2753/PSS0885-3134270106 -
Journal Article
Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls
[Miao, Fred]. Industrial Marketing Management. 36(5), 589-603.
https://www.sciencedirect.com/science/article/abs/pii/S0019850106000551 -
Journal Article
The role of salesperson motivation in sales control systems—Intrinsic and extrinsic motivation revisited
[Miao, Fred]. Journal of Business Research. 60(5), 417-425.
https://www.sciencedirect.com/science/article/abs/pii/S0148296306002360
2011
2019
2018
2017
2016
2015
2014
2013
2012
2010
2009
2007
Courses
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MARK 3321-034PRINCIPLES OF MARKETING(Course Id: 100795)Spring - Regular Academic Session - 2021 Download Syllabus -
MARK 3322-001PROFESSIONAL SELLING(Course Id: 100796)Spring - Regular Academic Session - 2021 Download Syllabus
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MARK 6392-119INDP STUDY MKT(Course Id: 100866)Fall - Regular Academic Session - 2020 -
MARK 3321-014PRINCIPLES OF MARKETING(Course Id: 100795)Fall - Regular Academic Session - 2020 Download Syllabus -
MARK 3322-004PROFESSIONAL SELLING(Course Id: 100796)Fall - Regular Academic Session - 2020 Download Syllabus -
MARK 6392-119INDP STUDY MKT(Course Id: 100866)Spring - Regular Academic Session - 2020 -
MARK 3321-007PRINCIPLES OF MARKETING(Course Id: 100795)Spring - Regular Academic Session - 2020 Download Syllabus -
MARK 3322-002PROFESSIONAL SELLING(Course Id: 100796)Spring - Regular Academic Session - 2020 Download Syllabus
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MARK 6392-119INDP STUDY MKT(Course Id: 100866)Fall - Regular Academic Session - 2019 -
MARK 3322-001PROFESSIONAL SELLING(Course Id: 100796)Fall - Regular Academic Session - 2019 -
MARK 3322-002PROFESSIONAL SELLING(Course Id: 100796)Fall - Regular Academic Session - 2019
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Service to the University
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Sept 2019 to May 2020 Committee MemberProfessional Selling Program Committee
Discuss, propose, review sales program needs and necessary change to curriculum. -
Sept 2019 to May 2020 Committee MemberUndergrad Curriculum Committee
Review, discuss, and approve undergrad curriculum issues at College of Busines
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Service to the Profession
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June 2017 to Present(Classification: Basic or Discovery Scholarship)Editorial Review Board MemberUSA)Journal of the Academy of Marketing Science
Review and critique journal papers and write detailed review reports for editor to make decisions with. -
Jan 2017 to Present(Classification: Basic or Discovery Scholarship)Editorial Review Board MemberUnited Kingdom)Journal of Personal Selling and Sales Management
Review and critique papers submitted to the journal and write reports for editor to make decisions with
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