Jon m. hawes, Ph.D.

Professor, Marketing
Director, Sales & Negotiations Center

Education

B.S.: Indiana State University (marketing and economics)
M.B.A.: Indiana State University (business administration)
Ph.D.: University of Arkansas (marketing)

Past Experience

Former director of the Fisher Institute for Professional Selling and Distinguished Professor of Marketing, University of Akron

Teaching Interests

Sales management
Business negotiations
Professional selling
Marketing strategy

research interests

Developing trust within buyer-seller relationships
Sales management
Sales and marketing education

Selected Awards & Honors

Winner of various teaching awards, including:

McGraw-Hill/Irwin "National Sales Teacher of the Year Award" from the American Marketing Association, 2009
Prentice Hall's "Solomon-Marshall-Stuart Award for Innovative Excellence in Marketing Education," from the American Marketing Association, 2006.
Hormel "Master Teacher Award" from the Marketing Management Association
"Distinguished Sales Educator Award" from the University Sales Center Alliance

His article "Trust Earning Perceptions of Buyers and Sellers" was identified as the most cited article in the history of the Journal of Personal Selling and Sales Management, 2005.

Three-time winner of the Outstanding Service Award, National Conference in Sales Management.

Winner of the "Don McBane Special Recognition Award" from the Sales Special Interest Group of the American Marketing Association.

Research Publications

"Technology Perceptions in Employees’ Use of Self-Directed Learning," (with David E. Fleming and Andrew B. Artis), Journal of Services Marketing, 28 (Issue 1, 2014), in press.
"Using Sales Management Students to Manage a Student Salesforce: An Innovative Active Learning Project," (with Joyce A. Young), Marketing Education Review, 23 (Spring 2013), in press.
"The Role of Salespeople in the Efficient Operation of the Marketing Channel," (with Thomas L. Baker), Journal of Marketing Channels, 18 (Issue 3, 2011), 165 - 169.
"Managing Relationships with Chinese Joint Venture Partners," (with Timothy J. Wilkinson and Andrew R. Thomas), Journal of Global Marketing, 22 (Issue 2, 2009), 109-120.
"A Case Study of Exceptional Achievement in Selling: The Raymond D. Meyo Story," (with Paulette Polley Edmunds), Journal of Selling and Major Account Management, 8 (Winter 2008), 45-50.
"Making It in China," (with Andrew R. Thomas and Timothy J. Wilkinson), The Wall Street Journal – Sloan Management Review, (May 12, 2008), R11. Also available online at: http://sloanreview.mit.edu/business-insight/articles/2008/2/5022/making-it-in-china/
"Student Target Marketing Strategies for Universities," (with Dale M. Lewison), Journal of College Admission, Number 196 (Summer 2007), 14-19. This article was summarized in Behavioral Marketing, (June 7, 2012), 2.
"Marketing Functions: A Purchasing Perspective," (with Thomas L. Baker and Michael F. d’Amico), Marketing Management Journal, 16 (Fall 2006), 107-115. This paper ranked in the SSRN’s Top Ten of all articles downloaded for Managerial Marketing: Organizational Buying as of 08/31/2010 and again on 2/1/2012. See: http://papers.ssrn.com/sol3/topten/topTenResults.cfm?groupingId=1484432&netorjrnl=jrnl
Linda M. Orr and Jon M. Hawes, Company and Customer Relations, (with Linda M. Orr), Praeger, 2007.
"Advanced Elastomer Systems: Market Strategy for a New, Technical Product," (with Deborah L. Owens), in Business Marketing Management, Ninth Edition, Michael D. Hutt and Thomas W. Speh, (Mason, OH: South-Western, a division of Thompson Learning, 2007), 600-624.
"Practice Makes Perfect: A Case Study for Skill Development," (with Michael R. Williams and Linda M. Foley), Journal of Selling and Major Account Management, 6 (Number 2, Spring 2006), 60-67.
"Building Professional Skills with Professional Activity Reports," (with Linda M. Foley), Marketing Education Review, 16 (Spring 2006), 35-40.
"Assessing the Development of the Sales Profession," (with Anne K. Rich and Scott M. Widmier), Journal of Personal Selling and Sales Management, 24 (Winter 2004), 27-37.
"Teaching Is Not Telling: The Case Method As a Form of Interactive Learning," Journal for Advancement of Marketing Education, 5 (Winter 2004), 47-54.
"Advanced Elastomer Systems: Market Strategy for a New, Technical Product," (with Deborah L. Owens), in Business Marketing Management, Eighth Edition, Michael D. Hutt and Thomas W. Speh, (Mason, OH: South-Western, a division of Thompson Learning, 2004), 662-686.
"Gain the Trust You Deserve," Financial Services Advisor, 146 (March/April 2003), 36-37. Selected by the editors and reprinted in Leaders Magazine: The Life Insurance Sales Digest, 67 (January/February 2005), 53-58.
"Assessing Marketing Journals: A Mission-Based Approach," (with Bruce D. Keillor), Journal of the Academy of Business Education, 3 (Fall 2002), 70-86.
"Exploring an Obscure But Abundant Archive for Case Study in the Field of Sales," Journal of Personal Selling and Sales Management, 21 (Fall 2001), 316-318.
"Practice Makes Partners," Purchasing Today, 12 (April 2001), 46.
"The Role of Professional Fraternities and Other Student Groups in Student Development," (with Michael F. d’Amico), Journal of the Academy of Business Education, 1 (Winter 2000), #121. Available online at: http://www.abe.villanova.edu/proc2000/n121.pdf
"Advanced Elastomer Systems: Market Strategy for a New, Technical Product," (with Deborah L. Owens), Case Research Journal, 20 (Issue 1 2000), 65-95.

Proceedings

"Technology Perceptions in Boundary Spanning Employees’ Use of Self-Directed Learning: A Conceptual Model," (with David E. Fleming and Arthur B. Artis) in Marketing Management Association Spring Conference 2012 Proceedings, (Chicago: Marketing Management Association, 2012).
"Developing a Culture of Continuous Student Recruiting," (with Dale L. Varble), in Proceedings of the Marketing Management Association, Peter Gordon, Michelle Kunz, and Marie Steinhoff, editors, (Fresno, CA: Marketing Management Association, 2009), 9-23.
"Developing the Critical Thinking Skills of Collegiate Sales Students," in Proceedings of the 2006 National Conference in Sales Management, Mark C. Johlke, editor, (Minneapolis: National Conference in Sales Management, 2006), 38-39.
"The Role of Creativity in Sales: A Report from the Field," (with Claire Allison Stammerjohan), in ABR & TLC Conference Refereed Proceedings, Ronald C. Clute, editor, (Orlando: The Clute Institute, 2006), #150, 1-2.
"Creating Opportunities for Academic Excellence Through Better Time Management," in Making a Positive Difference Through Higher Education: Improving University Teaching Conference Proceedings, (Pittsburgh: Improving University Teaching Conference, 2005), 33.
"SMA Distinguished Teacher Comments: Learning to Become a Better Teacher," in Advances in Marketing: Concepts, Issues, and Trends, William J. Kehoe and Linda K. Whitten, editors, (Charlottesville, VA: Society for Marketing Advances, 2004), 4.
"Implementing the Seven Principles for Good Practice in Undergraduate Education: Leveraging Human Touch to Emphasize Time on Task," in Proceedings for the 2004 Marketing Education Conference Sponsored by the Marketing Management Association, Karen Goodwin, editor, (St. Louis: Marketing Management Association, 2004).
Professional Sales and Sales Management Practices For the 21st Century: Proceedings of the National Conference in Sales Management, (with Scott A. Inks), Akron, OH: Pi Sigma Epsilon, Mu Kappa Tau, and the Fisher Institute for Professional Selling, 2002.
"The Top Marketing Journals: A Meta-Analysis," (with Bruce Keillor and Michael F. d’Amico), in Integrated Marketing for the Future, Jerry W. Wilson, editor, (Portland, ME: Atlantic Marketing Association, 2001), 403-413.
Professional Sales and Sales Management Practices Leading Into the 21st Century: Proceedings of the National Conference in Sales Management, Akron, OH: Pi Sigma Epsilon, Mu Kappa Tau, and the Fisher Institute for Professional Selling, 2001.
Professional Sales and Sales Management Practices Leading Into the 21st Century: Proceedings of the National Conference in Sales Management, Akron, OH: Pi Sigma Epsilon, Mu Kappa Tau, and the Fisher Institute for Professional Selling, 2000.

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