Positions

Selected Publications

Academic Article

Year Title Altmetric
2023-12-01 Salesperson Motivation, Compensation, Training, & Deployment within the Sales EcosystemEuropean Journal of Marketing2023-12-01
2023-01-01 You Can't Touch This: Driving Purchase Justification for Hedonic Online PurchasesJournal of Business Research.  155, Part B. 2023-01-01
2022-09-01 A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-setJournal of Business-to-Business Marketing.  29:271-291. 2022-09-01
2022-05-01 Selling the value: Perceptions of value from key stakeholders in university sales centersJournal of Global Scholars of Marketing Science.  1-20. 2022-05-01
2020-12-01 "Thank You for Being a Friend: A Peer Learning Approach to Marketing Education"Journal of Marketing Education.  17. 2020-12-01
2019-03-01 "I Guess That is Fair: How the Efforts of Other Customers Influence Buyer Price Fairness Perceptions""Psychology & Marketing.  36:700-715. 2019-03-01
2016-10-01 "The Road to Recovery: Overcoming Service Failures through Positive Emotions"Journal of Business Research.  69:4278-4286. 2016-10-01
2016-01-01 "Creating Win-Win Collaborations for Students: An Immersive Learning Project for Advanced Sales Courses"Journal for Advancement of Marketing Education.  26:43-48. 2016-01-01

Presentations

Research Overview

  • Sales & Sales Management
    Service Encounters
    Relationship Marketing
  • Investigator On

  • CSB Research Grant 2022-06-01 -
  • Teaching Overview

  • Professional Selling
    Sales Management
    Advanced Selling
    Negotiations
    Sports Marketing
  • Full Name

  • Matthew M Lastner