about me

Research Interests

Research Interests
Sales management and ethics

Teaching Interests

Teaching Interests
Professional selling, international marketing, sales management

Biography

Biography

See CV attached

Education

Education

    • 2004 PhD in Business Administration
      University of South Florida, Tampa, Florida, 2004
    • 2000 Postgraduate Specialization Degree
      Universidad Andina Simón Bolívar (Quito-Ecuador), 2000
    • 1998 MBA
      Oregon State University, 1998
    • 1993 BS in Economics
      Universidad Católica (Quito-Ecuador), 1993

Awards and Honors

    • Jan  2015 Excellence in Gartnering Top Citations sponsored by Taylor and Francis Group, Journal of Marketing Theory and Practice
    • Jan  2012 Outstinding Paper Award sponsored by Emerald Literati Network
    • Jan  2005 Highly Commended Award sponsored by Emerald Literati Club

News Articles

News Articles

    • May 2018 Telemundo NBC
      Interview on pricing and consumer issues
    • Oct 2016 Revista Minera Chile
      Interview related to business-to-business marketing and the mining industry in Chile.

Support & Funding

Support & Funding

This data is entered manually by the author of the profile and may duplicate data in the Sponsored Projects section.
    • Sept 2010 to Sept 2011 Gililand, et al v City of Dallas, 3-09CV2137-N sponsored by  -  $4920
      Jorge Jaramillo (Funded)

Publications


      2020
      • Journal Article
        Abusive Supervision in Retailing: The Mediating Role of Customer Orientation and the Moderating Roles of Contingent Rewards and Contingent Punishment
        [Yang, Zhiyong, Jaramillo , Fernando , Liu, Yanghong , Ye, Weiling , Huang , Rong ]. European Journal of Marketing.
      • Journal Article
        Ethical Climate at the Frontline: A Meta-Analytic Evaluation
        [Friend, Scott , Jaramillo, JorgeF, Johnson, Jeffrey ]. Journal of Service Research. 23 (2), 116-130.

      2019
      • Journal Article
        Building customer relationships while achieving sales performance results: Is listening the Holy Grail of sales?
        [Itani, OmarS, Jaramillo, JorgeF, Goad, Emily]. Journal of Business Research. 102(September), 120-130.
      • Journal Article
        Listen and Perseverance: Two Sides of a Coin in Quality Evaluations
        [Janakiraman, Narayanan, Jaramillo, Fernando]. Journal of Consumer Marketing.
      • Journal Article
        Salesperson implementation of sales strategy and its impact on sales performance
        [Inyang, Eddie, Jaramillo, JorgeF]. Journal of Strategic Marketing. 28(7), 601-619.
      • Journal Article
        Servant Leadership, Productive Work Behavior, and Performance: A Moderated Mediation Model
        no
        [Varela, Jose, Bande, Belen, Del Rio, Marisa, Jaramillo , Fernando ]. Journal of Business to Business Marketing. 26(2), 1-19.

      In Process
      • Journal Article
        Salesperson Coping with Work-Family Conflict: The Joint Effects of Ingratiation and Self-Promotion
        [Bande, Belen , Jaramillo, JorgeF, Fernandez-Ferrin, Pilar, Varela, Jose]. Journal of Business Research. 95(February), 143-155. Published.
      • Journal Article
        Servant leadership, proactive work behavior, and performance: A moderated mediation model
        [Varela, Jose, Bande, Belen, Rodriguez, Marisa, Jaramillo, JorgeF]. Journal of Business to Business Marketing. Accepted.
      • Journal Article
        Achieving top Performance while Building Collegiality in Sales: It all Starts with Ethics,
        No
        [Itani, Omar, Jaramillo , Fernando , Chonko, Larry ]. Journal of Business Ethics. 156(2), 417-438. Published.

      2018
      • Journal Article
        Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction
        [Roman, Sergio, Rodriguez, Rocio, Jaramillo, JorgeF]. Journal of Business & Industrial Marketing. 33(5), 651-664. DOI: http://dx.doi.org/10.1108/JBIM-05-2017-0123

      2017
      • Journal Article
        Meta-analyses in sales research
        [Johnson, JeffS, Jaramillo, JorgeF]. Journal of Personal Selling and Sales.
      • Journal Article
        Thirty Years of the Journal of Business & Industrial Marketing: A Bibliometric Analysis
        [Valenzuela, Leslier, Merigo, Jose, Johnston, Wesley, Nicolas, Carolina, Jaramillo, JorgeF]. Journal of Business & Industrial Marketing.
      • Journal Article
        Salesperson Ambidexterity and Customer Satisfaction: Examining the Role of Customer Demandingness, Adaptive Selling and Role Conflict
        [Agnihotri, Raj, Gabler, Colin, Itani, Omar, Jaramillo, Fernando, Krush, Michael]. Journal of Personal Selling and Sales.

      2015
      • Journal Article
        Servant Leadership and Ethics: a Dyadic Examination of Supervisor Behaviors and Salesperson Perceptions
        [Jaramillo, JorgeF, Bande, Belen, Varela, Jose]. Journal of Personal Selling and Sales Management. 35(2), 108-124.
      • Journal Article
        Regulation of Emotions, Interpersonal Conflict, and Job Performance for Salespeople
        [Mulki, JayPrakash, Jaramillo, JorgeF, Goad, Emily, Pesquera, Martha]. Journal of Business Research. 68(3), 623-630.
      • Journal Article
        Explicating Customer Orientation's Influence on Frontline Employee Satisfaction
        [Briggs, Elten, Jaramillo, Fernando, Naboa, Fabrizio]. 35(3-4), 133-151.
      • Journal Article
        Emotions and Salesperson Propensity to Leave: The Effects of Emotional Intelligence and Resilience
        [Bande, Belen, Fernandez-Ferrin, Pilar, Varela, Jose, Jaramillo, JorgeF]. Industrial Marketing Management. 44(January), 142-153.

      2014
      • Journal Article
        The Good, The Bad, and the Effective: A Meta-Analytic Examination of Selling Orienation and Customer Orientation on Sales Performance
        [Goad, Emily, Jaramillo, JorgeF]. Journal of Personal Selling and Sales Management. 34(4), 285-301. DOI: http://dx.doi.org/10.1080/08853134.2014.899471
      • Journal Article
        The Double-Edged Effects of Emotional Intelligence on the Adaptive Selling-Customer Loyalty Relationship
        [Chen, Julian, Jaramillo, JorgeF]. Journal of Personal Selling and Sales Management. 34(1), 33-50. DOI: http://dx.doi.org/10.1080/08853134.2013.870183

      2013
      • Journal Article
        Bringing Meaning to the Sales Job: the Effect of Ethical Climate and Customer Demandingness
        [Jaramillo, JorgeF, Mulki, JayPrakash, Boles, James]. Journal of Business Research. 66(11), 2301-2307. DOI: http://dx.doi.org/10.1016/j.jbusres.2012.03.013

      2012
      • Journal Article
        The Influences of Ethical Climate and Organization Identity Comparisons on Salespeople and Their Job Performances
        [Briggs, Elten, Jaramillo, Fernando, William A. Weeks ]. 32(4), 421-436. DOI: http://dx.doi.org/10.2753/PSS0885-3134320402
      • Journal Article
        Perceived Barriers to Career Advancement and Organizational Commitment in Sales
        [Briggs, Elten, Jaramillo, Fernando, William A. Weeks ]. Journal of Business Research. 65(7), 937-943.

      2011
      2010
      2009
      • Journal Article
        Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling
        [Jaramillo, JorgeF, Grisaffe, DouglasB.]. 29(2), 167-178. DOI: http://dx.doi.org/10.2753/PSS0885-3134290205
      • Journal Article
        Examining the Impact of Servant Leadership on Sales Force Performance
        [Jaramillo, JorgeF, Grisaffe, DouglasB., Chonko, LawrenceB., Roberts, JamesA.]. 29(3), 257-275. DOI: http://dx.doi.org/10.2753/PSS0885-3134290304
      • Journal Article
        Examining the Impact of Servant Leadership on Salesperson’s Turnover Intention
        [Jaramillo, JorgeF, Grisaffe, DouglasB., Chonko, LawrenceB., Roberts, JamesA.]. 29(4), 351-365. DOI: http://dx.doi.org/10.2753/PSS0885-3134290404
      • Journal Article
        Examining the Impact of Service Quality: a Meta-Analysis of Empirical Evidence
        [Carrillat, FranoisA., Jaramillo, JorgeF, Mulki, JayPrakash]. Journal of Marketing Theory & Practice. 17(2), 95-110. DOI: http://dx.doi.org/10.2753/MTP1069-6679170201

      2008
      2007
      • Journal Article
        A meta-analysis of the relationship between sales orientation-customer orientation (SOCO) and salesperson job performance
        [Jaramillo, JorgeF, Ladik, DanielM., Marshall, GregW., Mulki, JayPrakash]. 22(4), 302-310. DOI: http://dx.doi.org/10.1108/08858620710773431
      • Journal Article
        Getting the Job Done: the Moderating Role of Initiative on the Relationship between Intrinsic Motivation and Adaptive Selling
        [Jaramillo, JorgeF, Locander, WilliamB., Spector, PaulE., Harris, EricG.]. 27(1), 59-74. DOI: http://dx.doi.org/10.2753/PSS0885-3134270104

      2006
      • Journal Article
        Effects of Ethical Climate and Supervisory Trust on Salesperson’s Job Attitudes and Intentions to Quit
        [Mulki, JayPrakash, Jaramillo, JorgeF, Locander, WilliamB.]. 26(1), 19-26. DOI: http://dx.doi.org/10.2753/PSS0885-3134260102
      • Journal Article
        Emotional exhaustion and organizational deviance: Can the right job and a leader’s style make a difference?
        [Mulki, JayPrakash, Jaramillo, JorgeF, Locander, WilliamB.]. Journal of Business Research. 59(12), 1222-1230. DOI: http://dx.doi.org/10.1016/j.jbusres.2006.09.001
      • Journal Article
        The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance
        [Jaramillo, JorgeF, Mulki, JayPrakash, Solomon, Paul]. 26(3), 271-282. DOI: http://dx.doi.org/10.2753/PSS0885-3134260302

      2005
      • Journal Article
        A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research
        [Jaramillo, JorgeF, Mulki, JayPrakash, Marshall, GregW.]. Journal of Business Research. 58(6), 705-714. DOI: http://dx.doi.org/10.1016/j.jbusres.2003.10.004

      2004
      • Journal Article
        A meta-analysis of the relationship between market orientation and business performance: evidence from five continents
        [Cano, CynthiaRodriguez, Carrillat, FrancoisA., Jaramillo, JorgeF]. International Journal of Research in Marketing. 21(2), 179-200. DOI: http://dx.doi.org/10.1016/j.ijresmar.2003.07.001
      • Journal Article
        Critical success factors in the personal selling process: An empirical investigation of Ecuadorian salespeople in the banking industry
        [Jaramillo, JorgeF, Marshall, GregW.]. 22(1), 9-25. DOI: http://dx.doi.org/10.1108/02652320410514906
      • Journal Article
        Response to Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations
        [Jaramillo, JorgeF, Carrillat, FranoisA., Locander, WilliamB.]. 24(2), 141-145. DOI: http://dx.doi.org/10.1080/08853134.2004.10749026

      2003

Presentations

    • March  2017
      Jaramillo, JorgeF, "Meta-analysis", Univeradiad de La Rioja, Spain. (March 14, 2017).
    • October  2016
      Jaramillo, JorgeF, "Desarrollo de Productos y Servicios", Santiago, Chile. (October 19, 2016).
    • May  2016
      Jaramillo, JorgeF, "Research ", Universidad de Chile, PHD Program. (May 1, 2016).
    • April  2016
      Jaramillo, JorgeF, "Meta-Analysis". (April 17, 2016).
    • November  2015
      Jaramillo, JorgeF, "Sales Management", Universidad San Francisco de Quito. (November 1, 2015).

Students Supervised

    • May 2017
      Dissertation Committee Chair
      Eddie Inyang,
    • May 2017
      Dissertation Committee Chair
      Omar Itani, Co-Chair with Larry Chonko (Marketing)
    • May 2014
      Dissertation Committee Chair
      Emily Goad,
    • May 2011
      Dissertation Committee Chair
      Chen Julian,

Courses

      • MARK 6390-1
        Spring - 2019
      • MARK 6392-104 INDP STUDY MKT
        (Course Id: 100866)
        Spring - Regular Academic Session - 2019
      • MARK 6390-001 TOPICS IN MARK
        (Course Id: 100865)
        Spring - Regular Academic Session - 2019
      • MARK 5399-001 GRADUATE MARKETING INTERNSHIP
        (Course Id: 101023)
        Fall - Regular Academic Session - 2018
      • MARK 4393-001 MARKETING INTERNSHIP
        (Course Id: 110005)
        Fall - Regular Academic Session - 2018
      • MARK 5399-001 GRADUATE MARKETING INTERNSHIP
        (Course Id: 101023)
        Summer - Eleven Week - 2018 Download Syllabus
      • MARK 5331-070 INTERNATIONAL MARKETING (SHANGHAI, CHINA)
        (Course Id: 100837)
        Summer - Eleven Week - 2018 Download Syllabus
      • MARK 4393-001 MARKETING INTERNSHIP
        (Course Id: 110005)
        Summer - Eleven Week - 2018 Download Syllabus
      • MARK 4325-003 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2018 Download Syllabus
      • MARK 4393-001 MARKETING INTERNSHIP
        (Course Id: 110005)
        Spring - Regular Academic Session - 2018 Download Syllabus
      • MARK 4325-003 INTERNATIONAL MARKETING (CHINA)
        (Course Id: 100809)
        Fall - Regular Academic Session - 2017 Download Syllabus
      • MARK 5331-080 INTERNATIONAL MARKETING (CHINA)
        (Course Id: 100837)
        Fall - Regular Academic Session - 2017 Download Syllabus
      • MARK 4325-060 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Summer - Five Week - Second - 2017 Download Syllabus
      • MARK 5331-073 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Summer - Eleven Week - 2017 Download Syllabus
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Spring - Regular Academic Session - 2017
      • BHNR 4394-001 HONORS THESIS/SENIOR PROJECT
        (Course Id: 101012)
        Spring - Regular Academic Session - 2017
      • MARK 4325-003 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2017 Download Syllabus
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Fall - Regular Academic Session - 2016
      • MARK 4325-002 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Fall - Regular Academic Session - 2016 Download Syllabus
      • MARK 5331-080 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2016 Download Syllabus
      • MARK 4325-001 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Summer - Five Week - Second - 2016 Download Syllabus
      • BSAD 6999-104 DISSERTATION
        (Course Id: 100882)
        Spring - Regular Academic Session - 2016
      • BHNR 4394-104 HONORS THESIS/SENIOR PROJECT
        (Course Id: 101012)
        Spring - Regular Academic Session - 2016
      • MARK 6392-104 INDP STUDY MKT
        (Course Id: 100866)
        Spring - Regular Academic Session - 2016
      • MARK 4325-001 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2016 Download Syllabus
      • MARK 4325-002 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Fall - Regular Academic Session - 2015 Download Syllabus
      • MARK 4325-001 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Summer - Five Week - First - 2015 Download Syllabus
      • MARK 5331-080 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Summer - Eleven Week - 2015 Download Syllabus
      • MARK 6392-104 INDP STUDY MKT
        (Course Id: 100866)
        Spring - Regular Academic Session - 2015
      • MARK 4325-001 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2015 Download Syllabus
      • MARK 4325-002 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Spring - Regular Academic Session - 2015 Download Syllabus
      • MARK 6311-001 MARKETING STRATEGY & MGMT II
        (Course Id: 111585)
        Spring - Regular Academic Session - 2015 Download Syllabus
      • MARK 5331-070 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2014 Download Syllabus
      • MARK 5382-104 INDEPENDENT STDY MARKETING
        (Course Id: 100849)
        Summer - Eleven Week - 2014
      • MARK 5331-070 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Summer - Eleven Week - 2014
      • MARK 4391-001 STUDIES IN MARKETING
        (Course Id: 109957)
        Summer - Eleven Week - 2014
      • BSAD 6399-103 DISSERTATION
        (Course Id: 100880)
        Spring - Regular Academic Session - 2014
      • BSAD 7399-103 DOCTORAL DEGREE COMPLETION
        (Course Id: 111647)
        Spring - Regular Academic Session - 2014
      • MARK 6310-001 MARKETING STRATEGY & MGMT
        (Course Id: 100862)
        Spring - Regular Academic Session - 2014 Download Syllabus
      • MARK 6311-001 MARKETING STRATEGY & MGMT II
        (Course Id: 111585)
        Spring - Regular Academic Session - 2014
      • MARK 5329-001 SALES/SALES MGT
        (Course Id: 100835)
        Spring - Regular Academic Session - 2014
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Fall - Regular Academic Session - 2013
      • MARK 4325-002 INTERNATIONAL MARKETING
        (Course Id: 100809)
        Fall - Regular Academic Session - 2013 Download Syllabus
      • MARK 5331-071 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2013
      • MARK 5331-072 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2013
      • MARK 5311-001 MARKETING
        (Course Id: 100825)
        Fall - Regular Academic Session - 2013 Download Syllabus
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Spring - Regular Academic Session - 2013
      • MARK 5331-003 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Spring - Regular Academic Session - 2013
      • BSAD 6999-104 DISSERTATION
        (Course Id: 100882)
        Fall - Regular Academic Session - 2012
      • MARK 5331-002 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2012
      • MARK 6305-001 MARKETING MODELS I
        (Course Id: 100860)
        Fall - Regular Academic Session - 2012 Download Syllabus
      • MARK 5329-001 SALES/SALES MGT
        (Course Id: 100835)
        Fall - Regular Academic Session - 2012 Download Syllabus
      • MARK 3322-001 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2012 Download Syllabus
      • MARK 3322-002 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2012
      • MARK 5331-002 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2011
      • MARK 6305-001 MARKETING MODELS I
        (Course Id: 100860)
        Fall - Regular Academic Session - 2011
      • MARK 5329-001 SALES/SALES MGT
        (Course Id: 100835)
        Fall - Regular Academic Session - 2011 Download Syllabus
      • BSAD 7399-104 DOCTORAL DEGREE COMPLETION
        (Course Id: 111647)
        Summer - Eleven Week - 2011
      • MARK 3322-001 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Summer - Five Week - First - 2011
      • BSAD 6999-104 DISSERTATION
        (Course Id: 100882)
        Spring - Regular Academic Session - 2011
      • MARK 3322-001 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2011 Download Syllabus
      • MARK 3322-002 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2011 Download Syllabus
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Fall - Regular Academic Session - 2010
      • MARK 5331-001 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2010
      • MARK 5331-002 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2010
      • MARK 6305-001 MARKETING MODELS I
        (Course Id: 100860)
        Fall - Regular Academic Session - 2010
      • MARK 5329-001 SALES/SALES MGT
        (Course Id: 100835)
        Fall - Regular Academic Session - 2010
      • BSAD 6699-104 DISSERTATION
        (Course Id: 100881)
        Summer - Eleven Week - 2010
      • MARK 4391-001 STUDIES IN MARKETING
        (Course Id: 109957)
        Summer - Eleven Week - 2010
      • MARK 3322-001 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2010
      • MARK 3322-002 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Spring - Regular Academic Session - 2010
      • MARK 5331-002 INTERNATIONAL MARKETING
        (Course Id: 100837)
        Fall - Regular Academic Session - 2009
      • MARK 3322-004 PERSONAL SELLING & SALES MGMT
        (Course Id: 100796)
        Fall - Regular Academic Session - 2009
      • MARK 5329-001 SALES/SALES MGT
        (Course Id: 100835)
        Fall - Regular Academic Session - 2009

Service to the University

    • Aug 2016 to  Apr 2017 Committee Member
      Provost Search Committee

Service to the Profession

    • July 2017 to  Present
      Reviewer, Grant Proposal
      Sales Education Foundation
    • July 2017 to  Present
      External Reviewer, Promotion and Tenure
      Portland State University
    • May 2017 to  Present
      Editorial Review Board Member
      International Journal of Bank Marketing
    • Mar 2017 to  Present
      Reviewer, Ad Hoc Reviewer
      Journal of Business Resesarch
    • Mar 2017 to  Present
      Reviewer, Ad Hoc Reviewer
      Journal of Business EThics
    • Jan 2010 to  Present
      Abstracts Board Member
      Journal of Personal Selling and Sales Management
    • 2009 to  Present
      Editorial Review Board Member
      Journal of Personal Selling and Sales Management
    • 2007 to  Present
      Editorial Review Board Member
      Journal of Marketing Theory and Practice
    • Sept 2016 to  Oct 2016
      Reviewer, Journal Article
      Journal of Retailing and Consumer Services
    • Mar 2016 to  Apr 2016
      Reviewer, Journal Article
      Journal of Retailing
    • Jan 2016 to  Feb 2016
      Reviewer, Journal Article
      Journal of Business Ethics