• Director, Master of Industrial Distribution
  • Professor, Engineering Technology & Industrial Distribution
  • Rader II Professor
  • Industrial Distribution
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Willy Bolander

Educational Background

  • Ph.D., Business Administration (Marketing), University of Houston – 2011
  • B.B.A, Professional Sales, Kennesaw State University – 2007

Research Interests

    • Influence
    • Persuasion
    • Leadership
    • Sales Management
    • Salesperson Performance

Selected Publications

  • C.B. Satornino, A. Allen, H. Shi, W. Bolander, “Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy,” Journal of Marketing, 2022
  • W. Bolander, N.N. Chaker, A. Pappas, D.R. Bradbury, “Operationalizing Salesperson Performance with Secondary Data: Aligning Practice, Scholarship, and Theory,” Journal of the Academy of Marketing Science, 49 (3), 462-481, 2021
  • B. Hochstein, W. Bolander, R. Goldsmith, C.R. Plouffe, “Adapting Influence Approaches to Informed Consumers in High-Involvement Purchases: Are Salespeople Really Doomed?" Journal of the Academy of Marketing Science, 47 (1), 118-137, 2019
  • C.R. Plouffe, W. Bolander, J.A. Cote, B. Hochstein, “Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners,” Journal of Marketing 80 (1), 106-123, 2016
  • W. Bolander, C.B. Satornino, D.E. Hughes, G.R. Ferris, “Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16, 2015
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