Detailed Information for Alan Dubinsky

Alan Dubinsky 
Management, Marketing, and Legal Studies
 » Dillard Distinguished Professor of Marketing
Office Location
Dillard College of Business Administration 276
Office Hours

 
Voice: (940) 397-4290
 
 

Contact Information

alan.dubinsky@mwsu.edu

My Websites


Course Information

  Semester Course #    Section Course Name Location Days / Times
Details Spring 2014 MKTG 4663  201  Spec Topics in Marketing    Dillard College of Business Administration 177

MW 930 1050

Details Spring 2014 MKTG 3723  201  Principles of Marketing    Dillard College of Business Administration 101

MW 800 920

Details Fall 2013 MKTG 4303  101  Sales Management    Dillard College of Business Administration 177

MW 930 1050

Details Fall 2013 MKTG 3723  101  Principles of Marketing    Dillard College of Business Administration 101

MW 800 920

Details Spring 2013 MKTG 4663  201  Spec Topics in Marketing    Dillard College of Business Administration 177

MW 930 1050

Details Spring 2013 MKTG 3723  201  Principles of Marketing    Dillard College of Business Administration 101

MW 800 920

Details Fall 2012 MKTG 4753  101  Marketing Strategy    Dillard College of Business Administration 342

MW 800 920

Details Fall 2012 MKTG 3723  101  Principles of Marketing    Dillard College of Business Administration 101

MW 1400 1520

Details Spring 2012 4753  270  Marketing Management    Dillard College of Business Administration 329

M 17:30-20:20

Details Spring 2012 3723  201  Principles of Marketing    Dillard College of Business Administration 101

MW 14:00-15:20

Details Fall 2011 4753  170  Marketing Management    Dillard College of Business Administration 345 M 0530pm-0820pm
Details Fall 2011 3723  101  Principles of Marketing    Dillard College of Business Administration 129 MW 0200pm-0320pm
Details Spring 2011 4753  270  Marketing Management    Dillard College of Business Administration 329

M 5:30-8:20pm

Details Spring 2011 3723  201  Principles of Marketing    Dillard College of Business Administration 101

MW 2:00-3:20pm

Details Fall 2010 5513  170  Grad Seminar in Marketing    Dillard College of Business Administration 186

M

5:30p - 8:20p

Details Fall 2010 3723  101  Principles of Marketing    Dillard College of Business Administration 101

MW
2:00p - 3:20p




Education Background

Institution Degree    Graduation Date
University of Minnesota BScBA 1973 
University of Minnesota M.B.A 1976 
University of Minnesota Ph.D., Marketing 1979 



Employment Background

Institution Position Start Date / End Date
 Burroughts Corporation  Territory Manager  1973-July  1975-July
 Southern Methodist University  Assistant Professor  1979-Aug  1981-May
 University of Kentucky  Associate Professor  1983-July  1984-June
 University of Minnesota  Visiting Associate Professor  1984-July  1987-June
 University of Missouri-Columbia  Associate Professor and Chairperson  1987-June  1988-June
 St. Cloud State University  Professor  1988-Sep  1993-Aug
 Metropolitan State University  Professor and Acting Chairperson  1993-09-01  1994-06-01
 Metropolitan State University  Professor  1993-Sep  1999-May
 Purdue University  Visiting Research Professor  1999-08-01  2000-07-01
 Corporation for National Service  VISTA Volunteer  1999-June  2000-June
 Purdue University  Professor  2000-Aug  2006-May



Research and Publications

Refereed Articles 

Calhoun, D. D., Mills, M., & Dubinsky, A. J. (in press, 2013).  ACHIEVE Model: A Complement to Tuckman's Group Development Theory.  Academy of Taiwan Business Management Review, 9 (1).  

Yi, H., Dubinsky, A. J., & Lim, C. (in press, 2013).  Manufacturer Support for a Partially Integrated Channel in South Korea:.  Canadian Journal of Administrative Sciences, 30 (2), 86-100.  

Lee, S., Dubinsky, A. J., & Kim, J. (2013).  Measuring Mediating Factors in the Use of Interpersonal Sensitivity in Organizations.  Journal of Business Research, 66 (9), 1285-1291.  

Sager, J. K., Dubinsky, A. J., Lee, S., Wilson, P. H., & Shao, C. (in press, 2013).  Salesforce Socialization Revisited: A Search for Salient Constructs.  Journal of Selling and Major Account Management.  

Huang, W. & Dubinsky, A. J. (in press, 2013).  The Relationship between Guanxi and Salespeople's Moral Intensity.  Journal of Business-To-Business Marketing.  

Kim, M., Park, J. E., Dubinsky, A. J., & Chaiy, S. (2012).  Frequency of CRM Implementation Activities: A Customer-Centric View.  Journal of Services Marketing, 26 (2), 83-93.  

Huang, W. & Dubinsky, A. J. (in press, 2012).  Measuring Pre-Purchase Satisfaction in a Retail Setting.  The Services Industry Journal.  

Stambaugh, J. E., Yu, A., & Dubinsky, A. J. (2011).  Before the Attack: A Typology of Strategies for Competitive Aggressiveness.  Journal of Management Policy and Practice, 12 (1), 49-63.  

Zhang, G., Dubinsky, A. J., & Tan, Y. (in press, 2011).  Impact of Blogs on Sales Revenue: Test of a Network Model.  International Journal of Virtual Communities and Social Networking, 3 (2), 68-82.  

Park, J. Y., Park, K., & Dubinsky, A. J. (2011).  Impact of Retailer Image on Private Brand Attitude: Halo Effect and Summary Construct.  Australian Journal of Psychology, 63, 173-184.  

Dubinsky, A. J., Kim, J., & Lee, S. (2011).  Imparting Negative News to Salespeople.  Psychology & Marketing, 28 (8), 803-824.  

Dubinsky, A. J., Zhang, G., & Wood, M. (2011).  Revelations from Data Mining: A Case Study.  Journal of Selling and Major Account Management, 10 (2), 8-26.  

Lee, S., Comer, L., Dubinsky, A. J., & Schafer, K. (2011).  The Role of Emotion in the Relationship between Customers and Automobile Salespeople.  Journal of Managerial Issues, 23 (2), 206-226.  

Yi, H., Dubinsky, A. J., & Lim, C. U. (in press, 2011).  Determinants of Telemarketer Misselling in Life Insurance Services.  Journal of Services Marketing, 26 (6), 403-418.  

Mehta, R., Anderson, R. E., Dubinsky, A. J., Mazur, J., & Polsa, P. (2011).  Managing Channel Partner Relationships: A Cross-National Study.  Journal of Global Marketing, 24, 105-124.  

Yi, H. T., Lee, J., & Dubinsky, A. J. (2010).  An Empirical Investigation of Relational Conflicts in Co-Marketing Alliances.  Journal of Business-To-Business Marketing, 17 (3), 249-278.  

Park, J., Kim, J., Dubinsky, A. J., & Lee, H. (2010).  How Does Sales Force Automation Influence Relationship Quality and Performance? The Mediating Roles of Learning and Selling Behaviors.  Industrial Marketing Management, 39 (10), 1128-1138.  

Mehta, R., Anderson, R. E., Dubinsky, A. J., Polsa, P., & Mazur, J. (2010).  Managing International Channel Distribution Partners: A Cross-Cultural Perspective.  Journal of Marketing Channels, 17, 89-117.  

Sager, J. K., Dubinsky, A. J., & Wilson, P. H. (2010).  Psychological Climate Dimensions As Antecedents To Salespeople's Organizational Commitment, Turnover,.  Journal of Selling and Major Account Management, 9 (4), 8-27.  

Dubinsky, A. J., Mehta, R., Polsa, P., Mazur, J., & Xiucheng, F. (2006).  Strategic Alliances in International Distribution Channels.  Journal of Business Research, 59, 1094-1104.  

Dubinsky, A. J., Nataraajan, R., & Huang, W. (2005).  Consumers' Moral Philosophies: Identifying the Idealist and the Relativist.  Journal of Business Research, 58, 1690-1701.  

Dubinsky, A. J. & Lim, H. (2005).  The Theory of Planned Behavior in E-Commerce: Making a Case for Interdependencies between Salient Beliefs.  Psychology & Marketing, 22, 833-855.  

Dubinsky, A. J. & Chakravarty, S. (2005).  Individual Investors' Reactions to Decimalization: Innovation Diffusion in Financial Markets.  Journal of Economic Psychology, 26, 89-103.  

Dubinsky, A. J. & Chang, C. (2005).  Organizational Justice in the Sales Force: A Literature Review with Propositions.  Journal of Business-To-Business Marketing, 12, 35-71.  

Dubinsky, A. J., Lee, S., & Su, H. (2005).  Relationship Selling in the Meeting Planner/Hotel Salesperson Dyad.  Journal of Hospitality and Tourism Research, 29 (4), 427-447.  

Dubinsky, A. J. & Lim, H. (2004).  Consumers' Perceptions of E-Shopping Characteristics: An Expectancy-Value Approach.  Journal of Services Marketing, 18 (6/7), 500-513.  

Dubinsky, A. J., Nataraajan, R., & Huang, W. (2004).  Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions.  Journal of Consumer Affairs, 38, 297-319.  

Dubinsky, A. J., Huang, W., & Schrank, H. (2004).  Effect of Brand Name on Consumers' Perceptions of Online Shopping.  Journal of Consumer Behaviour, 4 (1), 40-50.  

Dubinsky, A. J. & Yen, W. (2004).  Framing Effects of Coupon Face Value on Coupon Redemption: A Literature Review with Propositions.  Journal of Marketing Management, 20, 877-896.  

Dubinsky, A. J., Chonko, L. B., Jones, E., & Roberts, J. B. (2003).  Organizational and Individual Learning in the Sales Force: An Agenda for Sales Research.  Journal of Business Research, 56, 953-946.  

Dubinsky, A. J. & Chen, Z. (2003).  A Conceptual Model of Perceived Customer Value in E-Commerce: A Preliminary Investigation.  Psychology & Marketing, 20, 232-348.  

Dubinsky, A. J., Metha, R., & Anderson, R. E. (2003).  Leadership Style, Motivation, and Performance in International Marketing Channels: An Empirical Investigation of the United States, Finland, and Poland.  European Journal of Marketing, 37 (1/2), 50/85.  

Dubinsky, A. J. & Skinner, S. J. (2002).  Going the Extra Mile: Antecedents of Salespeople's Peak Performance.  Industrial Marketing Management, 31, 589-598.  

Dubinsky, A. J., Lui, S. S., & Shi, Y. (2000).  Institutional Entrepreneurship: A Panacea for Universities-in-Transition.  European Journal of Marketing, 35 (11/12), 1315-1337.  

Dubinsky, A. J., Mehta, R., & Anderson, R. E. (2000).  Satisfaction with Sales Manager Training: Design and Implementation Issues.  European Journal of Marketing, 34 (1/2), 27-50.  

Dubinsky, A. J. & Yammarino, F. J. (1998).  Employee Responses: Gender- or Job-Related Differences?  Journal of Vocational Behavior (32), 366-383.  

Dubinsky, A. J., Yammarino, F. J., & Spangler, W. D. (1998).  Transformational and Contingent Reward Leadership: Individual, Dyad, and Group Levels of Analysis.  Leadership Quarterly, 9 (1), 27-54.  

Dubinsky, A. J., Kotabe, M., Lim, C. U., & Wagner, W. (1997).  The Impact of Values on Salespeople's Job Responses: A Cross-National Investigation.  Journal of Business Research, 39, 195-208.  

Dubinsky, A. J. (1996).  The Super Sales Force--Politicians in the World Market.  Journal of International Marketing, 4 (3), 73-87.  

Dubinsky, A. J. (1996).  Some Assumptions About the Effectiveness of Sales Training.  Journal of Personal Selling & Sales Management, 16, 67-76.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (1996).  The Effects of Organizational Formalization on Organizational Commitment and Work Alienation in U.S., Japanese, and Korean Industrial Sales Forces.  European Journal of Marketing, 30 (7), 8-24.  

Dubinsky, A. J., Comer, L. B., Jolson, M. A., & Yammarino, F. J. (1995).  When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople Gender and their Responses to Leadership Styles.  Journal of Personal Selling & Sales Management, 15, 17-32.  

Dubinsky, A. J. & belich, T. J. (1995).  Factors Related to Information Acqusition in Exporting Organizations.  Journal of Business Research, 33, 1-11.  

Dubinsky, A. J., Yammarino, F. J., Jolson, M. A., & Spangler, W. D. (1995).  Transformational Leadership: An Initial Investigation in Sales Management.  Journal of Personal Selling & Sales Management, 15, 17-32.  

Dubinsky, A. J. & Yammarino, F. J. (1994).  Transformational Leadership Theory: Using Levels of Analysis to Determine Boundary Conditions.  Personnel Psychology, 47, 787-811.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (1994).  Differences in Motivational Perceptions Among U.S., Japanese, and Korean Sales Personnel.  Journal of Business Research, 30, 175-185.  

Dubinsky, A. J., Yammarino, F. J., & Jolson, M. A. (in press, 1994).  Influence of Closeness of Supervision on Salesperson Work Outcomes: An Alternate Perspective.  Journal of Business Research, 29, 225-237.  

Dubinsky, A. J., Kotabe, M., & Lim, C. U. (in press, 1993).  Effects of Organizational Fairness on Japanese Sales Personnel.  Journal of International Marketing, 1, 5-24.  

Dubinsky, A. J., Micheals, R. E., & Kotabe, M. (in press, 1993).  Perceptions of Motivational Components: Salesmen and Saleswomen Revisited.  Journal of Personal Selling & Sales Management, 13, 25-37.  

Dubinsky, A. J., Jolson, M. A., Yammarino, F. J., & Comer, L. B. (in press, 1993).  Transforming The Salesforce With Leadership.  Sloan Management Review, 34, 95-106.  

Dubinsky, A. J., Jolson, M. A., Michaels, R. E., Kotabe, M., & Lim, C. U. (in press, 1992).  Ethical Perceptions of Field Sales Personnel: An Empirical Assessment.  Journal of Personal Selling & Sales Management, 12, 9-21.  

Dubinsky, A. J., Michaels, R. E., Kotabe, M., & Lim, C. U. (in press, 1992).  Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan, and Korea.  Journal of International Business Studies, 23 (1), 77-99.  

Dubinsky, A. J., Kotable, M., & Lim, C. U. (in press, 1992).  Perceptions of Organizational Fairness: A Cross-National Perspective.  International Marketing Review, 9 (2), 41-58.  

Dubinsky, A. J. & Yammarino, F. J. (in press, 1992).  Superior-Subordinate Relationships: A Multiple Levels of Analysis Approach.  Human Relations, 45 (6), 575-600.  

Dubinsky, A. J., Jolson, M. A., Kotable, M., & Lim, C. U. (in press, 1991).  A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions.  Journal of International Business Studies, 22 (4), 651-670.  

Dubinsky, A. J. & Gotlieb, J. (1991).  Influence of Price on Aspects of Consumers' Cognitive Process.  Journal of Applied Psychology, 22 (4), 1991.  

Dubinsky, A. J., Dougherty, T. W., & Wunder, S. (1990).  Influence of Role Stress on Turnover of Sales Personnel and Sales Managers.  International Journal of Research Marketing (7), 121-133.  

Dubinsky, A. J., Childers, T. L., & Skinner, S. J. (1990).  Leadership Substitutes as Moderators of Sales Supervisory Behavior.  Journal of Business Research (21), 393-382.  

Dubinsky, A. J. & Yammarino, F. J. (1990).  Salesperson Performance and Managerially Controllable Factors: An Investigation of Individual and Work Group Effects.  Journal of Management (16), 87-106.  

Dubinsky, A. J. & Loken, B. (1989).  Analyzing Ethical Decision Making in Marketing.  Journal of Business Research (12), 83-107.  

Dubinsky, A. J., Skinner, S. J., & Whittler, T. E. (1989).  Evaluating Sales Personnel: An Attribution Theory Perspective.  Journal of Business Research (9), 9-21.  

Dubinsky, A. J., Michaels, R. E., Cron, W. L., & Joachimsthaler, E. A. (1988).  Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers.  Journal of Marketing Research (24), 376-383.  

Dubinsky, A. J., Childers, T. L., Skinner, S. J., & Gencturk, E. (1988).  Impact of Sales Supervisor Leadership Behavior on Insurance Agent Attitudes and Performance.  Journal of Risk and Insurance (55), 132-144.  

Dubinsky, A. J., Cron, W. L., & Micheals, R. E. (1988).  The Influence of Career Stages on Components of Salesperson Motivation.  Journal of Marketing (52), 78-92.  

Dubinsky, A. J., Yammarino, F. J., & Hartley, S. W. (1987).  An Approach for Assessing Individual versus Group Effects in Performance Evaluations.  Journal of Occupational and Organizational Psychology (60), 157-167.  

Dubinsky, A. J., Jolson, M. A., & Anderson, R. E. (1987).  Correlates and Determinants of Sales Force Turnover: An Exploratory Study.  Journal of Personal Selling & Sales Management (7), 9-27.  

Dubinsky, A. J. & Yammarino, F. J. (1987).  On Job Satisfaction: It's the Relationships That Count!  Journal of Risk and Insurance (54), 804-809.  

Dubinsky, A. J., Hampton, R., & Skinner, S. J. (1986).  A Model of Sales Supervisor Leadership Behavior and Retail Salespeople's Job-Related Outcomes.  Journal of the Academy of Marketing Science (14), 33-.  

Dubinsky, A. J., Ingram, T. N., Howell, R. D., & Bellenger, D. N. (1986).  Sales Force Socialization.  Journal of Marketing (50), 192-207.  

Dubinsky, A. J. & Hartley, S. W. (1986).  A Path-Analytic Study of a Model of Salesperson Performance.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Hartley, S. W. (in press, 1986).  Antecedents of Retail Salesperson Performance: A Path-Analytic Perspective.  Journal of Business Research (14), 253-268.  

Dubinsky, A. J. & Yammarino, F. J. (1985).  Job-Related Responses of Insurance Agents: A Multi-Firm Investigation.  Journal of Risk and Insurance.  

Dubinsky, A. J., Ingram, T. N., & Rudelius, W. (1985).  Ethics in Industrial Selling: How Product and Service Salespeople Compare.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Levy, M. (1985).  Ethics in Retailing: Perceptions of Retail Salespeople.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Hensel, P. J. (1985).  Identification and Classification of Problems Associated with Evaluating Social Marketing Efforts.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J., Ingram, T. N., & Fay, C. H. (1984).  An Empirical Examination of the Assumed Job Tenure-Vocational Maturity Linkage in the Industrial Sales Force.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Skinner, S. J. (1984).  Purchasing Insurance: Predictors of Family Decision-Making Responsibility.  Journal of Risk and Insurance.  

Dubinsky, A. J., Skinner, S. J., & Donnelly, J. H. (1984).  The Use of Social Bases of Power in Retail Sales.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Skinner, S. J. (1984).  Impact of Job Characteristics on Retail Salespeople's Reactions to Their Jobs.  Journal of Retailing.  

Dubinsky, A. J. & O'Connor, P. J. (1983).  A Multidimensional Analysis of Preferences for Sales Positions.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Levy, M. (1983).  Identifying and Addressing Retail Salespeople's Ethical Problems: A Method and Application.  Journal of Retailing.  

Dubinsky, A. J. & Ingram, T. N. (1983).  Important First-Line Sales Management Qualifications: What Executives Think.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Hansen, R. W. (1982).  Improving Marketing Productivity: The 80/20 Principle Revisite.  California Management Review.  

Dubinsky, A. J. & Ingram, T. N. (1982).  A Classification of Industrial Buyers: Implications for Sales Training.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. (1981).  Perceptions of the Sales Job: How Students Compare with Industrial Salespeople.  Journal of the Academy of Marketing Science.  

Dubinsky, A. J. & Staples, W. A. (1981).  Sales Training: Salespeople's Preparedness and Managerial Implications.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Hansen, R. W. (1981).  The Sales Force Management Audit.  California Management Review.  

Dubinsky, A. J. (1981).  A Factor Analytic Study of the Personal Selling Process.  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J., Barry, T. E., & Kerin, R. A. (1981).  Sales-Advertising Interface in Promotion Planning.  Journal of Advertising.  

Dubinsky, A. J. & Rudelius, W. (1981).  Selling Techniques for Industrial Products and Services: Are They Different?  Journal of Personal Selling & Sales Management.  

Dubinsky, A. J. & Mattson, B. E. (1979).  Consequences of Role Conflict and Ambiguity Experienced by Retail Salespeople.  Journal of Retailing.  

Refereed Proceedings 

Full Paper

Dubinsky, A. J., Yi, H., Lee, J., & Lim, C. (2010).  The Determinants of Misselling in the Financial Services Industry.  Korean Academic Society of Business Administration (KASBA), Seoul, Korea: .  

Dubinsky, A. J., Kim, J., & Lee, S. (2010).  Development of a Scale for Assessing the Model of Necessary Evils.  2010 Global Marketing Conference, Tokyo, Japan: Korean Academy of Marketing Science, Tokyo, Japan: Korean Academy of Marketing Science.  

Book 

Dubinsky, A. J., Anderson, R. E., & Mehta, R. (2007).  Personal Selling: Building Customer Relationships and Partnerships. Boston, MA:  Houghton Mifflin.  

Dubinsky, A. J. & Skinner, S. J. (2003).  Recruiting and Retaining Top Performers. Cincinnati, OH:  Thomson/Southwestern Publishing.  

Dubinsky, A. J. & Comer, J. M. (1985).  Managing the Successful Sales Force. Lexington Books:  Lexington, MA.  

Dubinsky, A. J. (1980).  Sales Training: An Analysis of Field Sales Techniques. Ann Arbor, MI:  UNI Research Press.